Capital Raising: How VCs and Professional Investors Screen Your Deal

There’s a rule of thumb when pitching to VCs, PE companies and professional investors.  They ask you a lot of questions, but eighty per cent of their questions are designed to find out how you are going to lose their money. I once had something to do with the head of acquisitions for a Middle […]

Creating Value: Negotiation – Avoiding Neediness

Negotiating with big corporations often starts as a dream and ends as a nightmare.  Almost always, this is because you have demonstrated neediness. Neediness is most evident when small and mid-sized companies do their own negotiations.  It might be that a start-up needs this Fortune 500 company as a demonstration client or a cornerstone client. […]

Creating Value: Negotiation – Their Authority and Yours

You Want to be Speaking to the Organ Grinder, Not the Monkey

Have you ever negotiated to buy a new car only to have the salesman you are dealing with suddenly have to “take it to the manager” to have it approved?  Don’t get blindsided by this one in your corporate negotiations – you want to be speaking to the organ grinder, not the monkey. The “Authority Question” and […]