binarypublish
Startups, here’s how to make yourself attractive to investors
- Fundraising should be started when the company has a cash runway of 8-12 months
- Deal readiness involves having an organized data room and an engaging company narrative and business model
- Valuation must align with investor expectations and be based on actual market conditions
- Startups need to show investors a clear and realistic timeline to profitability
- Choose investors whose goals and values align with yours and can bring expertise to your specific niche
- A strong and capable executive team enhances a business’ attractiveness to investors
What can startup founders do to make their companies as attractive as possible to investors in those crucial but sometimes daunting funding rounds? First and foremost, fundraising is a critical process that requires timely action. The optimal period to commence fundraising activities is when a company has a cash runway of eight to 12 months. This period provides founders ample time to engage with potential investors, refine their pitch based on investor feedback, and reach a state of ‘deal-readiness.’
Despite the importance of being deal-ready, only 32% of founders are perceived as being at this stage when they make their first outreach to investors, according to our ‘Venture Fundraising Landscape 2023’ report. Deal readiness involves maintaining an organized data room and having an engaging company narrative and a strong business model. Meticulous preparation and strategic presentation is crucial. A well-prepared data room and compelling narrative signals a readiness to engage seriously with investors. The data room should include not only comprehensive financial data and analyses but also evidence of thoughtful strategic planning and readiness to execute. A compelling pitch and a business model that clearly articulates the company’s value proposition, growth plan, and competitive advantage are imperative.
Valuation acts as another critical factor that can either attract or repel an investor. A key pitfall is the misalignment of a company’s valuation with investor expectations. In fact, 90% of investors have observed a gap between the founder’s expectations and realistic market valuations. Aligning these perspectives requires a blend of objective market assessment and persuasive communication. Be realistic in basing your valuation on actual market conditions and support your figures with in-depth market research and concrete data.
Investment is the catalyst for growth, but the ultimate destination is profitability. The ideal timeline to profitability for investors differs based on the different stages of funding. Founders at the pre-seed stage should ideally be looking at a 36-54 month path to profitability, while those at seed and Series A stages should be forecasting a 21-39 month and 12-24 month timeframe, respectively. Startups need to show investors how they’ll meet these projections with clarity and grounding in market realities. Avoid overly optimistic projections. A credible financial forecast and a business model that demonstrates understanding of the market are essential for instilling confidence in potential investors.
The fundraising cycle isn’t all about an investor choosing to invest in you, you are investing in them as well. Indeed, investment is the beginning of a long-term partnership, not a mere financial transaction. It’s therefore crucially important to take time to identify investors whose goals and values align with yours, and who can bring more to the table than just money. Think specifically about how an investor can help you add expertise in your specific niche.
A cohesive and capable executive team signifies operational maturity and strategic vision, in turn enhancing a business’ attractiveness to investors. In fact, a solid team is often a decisive factor for investors, with 95% of the investors prioritizing the quality of the management team. Prudent salary levels for founders, ranging from £59,130 at pre-seed to £121,515 at Series A, reflect a balance between motivation and financial sustainability. Think about your desired equity stake as well; the average founder stake at the pre-seed stage is 70%, which highlights the founders’ commitment.
The process of engaging investors and securing funding is a nuanced and sometimes frustrating endeavor for startup founders. To maximize the chances of success, it’s critical that founders meticulously prepare and take considered steps to make their business as attractive as possible in the run-up to and right through the fundraising process.
