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Are You Fundable?Are You Fundable?

Cracking the Investor CodeCracking the Investor Code

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Who Gets Funded the Who Gets Funded the Most?Most?

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Entrepreneur HierarchyEntrepreneur Hierarchy

Serial EntrepreneurSerial Entrepreneur Pedigreed StartupPedigreed Startup Up-and-comerUp-and-comer Me-too Me-too Everyone ElseEveryone Else

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The Pedigreed StartupThe Pedigreed Startup 5+ Years Expertise5+ Years Expertise Opportunity at businessOpportunity at business Have productHave product Have customersHave customers Growth IndustryGrowth Industry

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Pedigreed InvestorPedigreed Investor

Harry Edeslon, best ever early stage investor?Harry Edeslon, best ever early stage investor? Takes a million to make a billionTakes a million to make a billion

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Harry’s RulesHarry’s Rules Proven management with entrepreneurial spirit. A sound financial plan. Innovative technology. A proprietary advantage. A high quality product or service. A large market opportunity with the potential of at least $100

million in revenues. • Investment liquidity in 5-7 years. A financial return of at least five-fold.

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Who Are You? It MattersWho Are You? It Matters Are you aAre you a SalesmanSalesman

Head CoachHead Coach TechnologistTechnologist Team LeaderTeam Leader

ImpresarioImpresario

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Jockey vs. HorseJockey vs. Horse

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How to Become How to Become FundableFundable

Appropriate for BackgroundAppropriate for Background Get it Done - for FunGet it Done - for Fun

Grit not PassionGrit not Passion Piggyback don’t begPiggyback don’t beg

Get TractionGet Traction

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Rules for Fools?Rules for Fools?The Age Factor in FundingThe Age Factor in Funding

Successful Serial EntrepreneursSuccessful Serial Entrepreneurs 5-10 Year Veteran5-10 Year Veteran

Twentysomething MoonshotTwentysomething Moonshot Senior Superiority?Senior Superiority?

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Defensible BusinessDefensible Business

ExecutionExecution Thumb on the ScaleThumb on the Scale PatentsPatents First to MarketFirst to Market

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What Investors FearWhat Investors Fear Lifestyle BusinessLifestyle Business Zombie StartupZombie Startup SettlerSettler

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What if You are Not What if You are Not Fundable?Fundable?

BootstrapBootstrap Clients & CustomersClients & Customers Sponsors & GrantsSponsors & Grants

Dominate a Niche & ExplodeDominate a Niche & Explode

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Your Biggest Asset? Your Biggest Asset? You!You!

Your backgroundYour background Know-howKnow-how ContactsContacts

Industry SavvyIndustry Savvy Tech Development Now CheapTech Development Now Cheap

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Thank You!Thank You!

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Non-InvestibleNon-Investible….…. but possibly financablebut possibly financable

Growing ConsultancyGrowing Consultancy Lifestyle Business Lifestyle Business

(Service, Shop, Restaurant, B&B etc.)(Service, Shop, Restaurant, B&B etc.) Franchise Franchise

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Who Got Money – Who Who Got Money – Who DidnDidn ’t’ t

Understand the Investor Understand the Investor PsychologyPsychology

The Science of Referrals : The Science of Referrals : Implicit Association TestImplicit Association Test

Hot Growth AreaHot Growth Area

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How to Enhance How to Enhance Expectations Expectations Anticipate career baggageAnticipate career baggage

Appear FlexibleAppear FlexiblePassionate and Salesmanlike Passionate and Salesmanlike

vs. Too Certain and Presumptuousvs. Too Certain and Presumptuous Pragmatic vs. PerfectingPragmatic vs. Perfecting

Skin in the Game (Overt or implied)Skin in the Game (Overt or implied)

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YouYou ’re In It For the Long ’re In It For the Long HaulHaul

Be PositiveBe Positive Leave the Door OpenLeave the Door Open

Stay credible and eventually youStay credible and eventually you’ll win’ll win

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Common Errors Common Errors Grand Ideas Grand Ideas

Unified Field Theories (Wormholes OK)Unified Field Theories (Wormholes OK) Feelings/Help the WorldFeelings/Help the World

No Skin in the GameNo Skin in the Game Not High Growth (10x)Not High Growth (10x)

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What to AvoidWhat to Avoid ““Head of State” Head of State” ““Chief Advisor” Chief Advisor” ““Resident Guru” Resident Guru”

““Mr. Rolodex/Mr. Golf” Mr. Rolodex/Mr. Golf” – – unless you do sales.unless you do sales.

Billable hours mentalityBillable hours mentality

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Know Your Close…Without Know Your Close…Without Being ClosedBeing Closed

Have a realistic valuation based on Have a realistic valuation based on reasonable comparablesreasonable comparables

Know standard deal structuresKnow standard deal structures Show flexibility but not spinelessnessShow flexibility but not spinelessness

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Good Luck!Good Luck!

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