October 15, 2015

After 17 years managing and supporting companies and non-profit organizations in their fundraising efforts, here’s what I’ve learned: it ain’t easy.

More often than not in a young startup, NO is far more common than YES. The CEO is usually spending 95% of his time researching and chasing down potential investors. Meanwhile, he’s trying to figure out what will make investors click with his startup’s message in the hope that one of his leads will be fruitful.

When I meet with startups that have already started this process, they usually show me “the spreadsheet.” You know the one – a million columns wide for every conceivable parameter. Contact information, last contact, what they sent, when to follow up, their birthday, their kid’s birthday.

Why is it always in Excel? Be...

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