{"id":238,"date":"2023-09-19T17:41:02","date_gmt":"2023-09-19T17:41:02","guid":{"rendered":"https:\/\/blog.mazoudier.com\/?p=238"},"modified":"2023-11-01T10:55:21","modified_gmt":"2023-11-01T10:55:21","slug":"a-founders-guide-to-closing-their-funding-round","status":"publish","type":"post","link":"https:\/\/blog.mazoudier.com\/index.php\/2023\/09\/19\/a-founders-guide-to-closing-their-funding-round\/","title":{"rendered":"Surviving the Last Lap: A Founder\u2019s Guide to Closing their Funding Round"},"content":{"rendered":"\n<h3 class=\"wp-block-heading\">Unspoken tricks that work &amp; the power of Deal Dynamics<\/h3>\n\n\n\n<p>You spent months preparing your investor proposition, your financial model and your investor pack. You crafted a list of <a href=\"https:\/\/blog.mazoudier.com\/index.php\/2021\/06\/15\/not-all-investors-are-equal-this-is-why-and-how-you-must-prioritise-them\/\">relevant investors<\/a>, killed your fears, jumped in and went pitching investors. You received the usual \u201c<em>you\u2019re great, a bit too early, come back later, send us updates please<\/em>\u201d and \u201c<em>oh, uhhh, well, no, but maybe later<\/em>\u201d and other rejections every founder learns to receive.&nbsp;<\/p>\n\n\n\n<p>You still managed to pull it off through sheer grit and get one or two investors interested &#8211; congrats! <strong>Closing your funding round is, finally, within sight.<\/strong>&nbsp;<\/p>\n\n\n\n<p>And then all hell breaks loose.&nbsp;<\/p>\n\n\n\n<p>Investors change the tone, and deadlines get dragged out, last minute <a href=\"https:\/\/blog.mazoudier.com\/index.php\/2022\/12\/07\/investor-scams\/\">\u2018investor friendly\u2019 terms<\/a> appear and become deal breakers, you get asked to disclose information you shouldn\u2019t, told to drop X or Y investor, as they make \u2018suggestions\u2019 (not <em>really<\/em> optional) and add their conditions.&nbsp;<\/p>\n\n\n\n<p>Let me tell you: this deal isn\u2019t closing anytime soon. You\u2019ve lost it and will struggle to close it on good terms.&nbsp;<\/p>\n\n\n\n<p>They won the game &#8211; a common occurrence, especially today when deals are slower, investors more demanding, and all their dirty tricks considered \u201cfair game\u201d again.<\/p>\n\n\n\n<p>How, why? What did you miss?&nbsp;<\/p>\n\n\n\n<p>We have helped hundreds of founders through their funding rounds, and one of the most stressful times is\u2026 <strong>right at the end<\/strong>. When you think it\u2019s all sewn up and about to close. Many (realistically, most) untrained founders and CEOs fail right there, at the last hurdle, the last lap when the finish line is in plain view.<\/p>\n\n\n\n<p>This is when you need to understand Deal Dynamics. I\u2019m no psychologist, but I learnt (<a href=\"https:\/\/blog.mazoudier.com\/index.php\/2022\/09\/12\/term-sheet-clausesminority-veto-rights\/\">the hard way, at great cost<\/a>) that once you understand the psychology behind the power play, control mechanisms and deal-closing triggers, you win.&nbsp;<\/p>\n\n\n\n<p>You close your funding round on your terms, not theirs.&nbsp;<\/p>\n\n\n\n<p>Your calendar, not theirs.&nbsp;<\/p>\n\n\n\n<p>With less stress and blowup risk.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Understand the Human Behind the Money<\/h2>\n\n\n\n<p>Guess what, investors are human beings, too &#8211; no, really, I mean it, they are!<\/p>\n\n\n\n<p>They have egos (some of them supersized), cash deployment timings and ownership goals, and a partnership to report to (internal politics are rife), with their LPs (investors) asking why they lost that deal and this other one when other fund XYZ closed. Lose too many hot deals, and<em> \u201cmaybe entrepreneurs don\u2019t value you that much\u201d<\/em>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Tips For Navigating Investor Deal Dynamics<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">How to engender FOMO<\/h3>\n\n\n\n<p>Every investor I know repeatedly tells me other VCs\u2019 deals don\u2019t impact theirs, then lists them alphabetically, with dates and values, within minutes. LOL.<br><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2. FOLS (Fear of Looking Stupid)<\/h3>\n\n\n\n<p>Even greater than FOMO, by some margin. <\/p>\n\n\n\n<p>It\u2019s okay for investors to pass on a deal. What it\u2019s not okay for them is to be dropped by the founder in the finals. So you, the founder, can control the final lap of your funding round, who\u2019s investing and who\u2019s not. Deal-closing uncertainty is your friend.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. Fundraising is a game of Information Asymmetry<\/h3>\n\n\n\n<p>VCs always request (sometimes forcefully) way more information than is reasonable without ever giving any indication of interest. Pro poker-faced players. Learn how to counter that.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">4. Disclosures matter. A Lot.<\/h3>\n\n\n\n<p>Understand how and when to release each set of info.&nbsp;<\/p>\n\n\n\n<p>Exclusivity is luxury. Price it accordingly. Investors need information, which you should disclose, but keeping some information to yourself can trigger their FOLS. Use it appropriately, and they fold.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">5. Keeping to your timeline and deadlines at all times<\/h3>\n\n\n\n<p>Master it, as they read it, as a strong signal of strength and change their process dates and priorities accordingly. If you don\u2019t do it, they\u2019ll play the clock against you, and when time runs out, <strong>you will accept terrible terms you shouldn\u2019t<\/strong>. Options vs. Timings. <a href=\"https:\/\/blog.mazoudier.com\/index.php\/2023\/07\/17\/from-planning-to-fundraising-success\/\">Read this story here.<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">6. It\u2019s your business. Your shares. Your timing.<\/h3>\n\n\n\n<p>Your cash requirement, your business. You issue the deal terms (use our templates; they are fair to both sides). You decide when you accept offers, and you choose the investors. <strong>You drive<\/strong>. It\u2019s remarkably easy once you know how.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Ready to deep-dive into the deal dynamics of fundraising?&nbsp;<\/h2>\n\n\n\n<p>Learn how to build FOMO, FOLS, leverage egos, navigate exclusivity periods, disclosures and hidden names, and even have a plan B. This is one of the multiple sessions we cover during our programme, the Fundraising Bootcamp.&nbsp;<\/p>\n\n\n\n<p>We\u2019re not your typical fundraising class. And we can help you close your funding round \u2013 from seed to Series C. <a href=\"https:\/\/fundraising-bootcamp.com\/calendar\/\">Check out our next programmes<\/a> here, and let&#8217;s see if we&#8217;re a good fit.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Unspoken tricks that work &amp; the power of Deal Dynamics You spent months preparing your investor proposition, your financial model and your investor pack. You crafted a list of relevant investors, killed your fears, jumped in and went pitching investors. You received the usual \u201cyou\u2019re great, a bit too early, come back later, send us&#8230;<\/p>\n","protected":false},"author":1,"featured_media":250,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[5,7],"tags":[67,17,50,43],"class_list":["post-238","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-investor-tips","category-truth-be-told","tag-deal-dynamics","tag-investors","tag-negotiation","tag-protecting-your-business-from-investors"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Surviving the Last Lap: A Founder\u2019s Guide to Closing their Funding Round &#8226; Fundraising Bootcamp Blog<\/title>\n<meta name=\"description\" content=\"Founders: learn the deal-closing dynamics and tricks, or your funding round won&#039;t close on your terms. Your process, your timeline. Here&#039;s how to do it.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.mazoudier.com\/index.php\/2023\/09\/19\/a-founders-guide-to-closing-their-funding-round\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Surviving the Last Lap: A Founder\u2019s Guide to Closing their Funding Round &#8226; Fundraising Bootcamp Blog\" \/>\n<meta property=\"og:description\" content=\"Founders: learn the deal-closing dynamics and tricks, or your funding round won&#039;t close on your terms. Your process, your timeline. Here&#039;s how to do it.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.mazoudier.com\/index.php\/2023\/09\/19\/a-founders-guide-to-closing-their-funding-round\/\" \/>\n<meta property=\"og:site_name\" content=\"Fundraising Bootcamp Blog\" \/>\n<meta property=\"article:published_time\" content=\"2023-09-19T17:41:02+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-11-01T10:55:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.mazoudier.com\/wp-content\/uploads\/2023\/09\/A-Founders-Guide-to-Closing-their-Funding-Round.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1600\" \/>\n\t<meta property=\"og:image:height\" content=\"1066\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Francois Mazoudier\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@franco1s\" \/>\n<meta name=\"twitter:site\" content=\"@franco1s\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Francois Mazoudier\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/\"},\"author\":{\"name\":\"Francois Mazoudier\",\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/#\\\/schema\\\/person\\\/4940bc76f8a7ec32f5a41836b31fc4c7\"},\"headline\":\"Surviving the Last Lap: A Founder\u2019s Guide to Closing their Funding Round\",\"datePublished\":\"2023-09-19T17:41:02+00:00\",\"dateModified\":\"2023-11-01T10:55:21+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/\"},\"wordCount\":796,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/#\\\/schema\\\/person\\\/4940bc76f8a7ec32f5a41836b31fc4c7\"},\"image\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/blog.mazoudier.com\\\/wp-content\\\/uploads\\\/2023\\\/09\\\/A-Founders-Guide-to-Closing-their-Funding-Round.jpeg\",\"keywords\":[\"deal dynamics\",\"investors\",\"negotiation\",\"protecting your business from investors\"],\"articleSection\":[\"Investor Tips\",\"Truth be Told\"],\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/\",\"url\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/\",\"name\":\"Surviving the Last Lap: A Founder\u2019s Guide to Closing their Funding Round &#8226; Fundraising Bootcamp Blog\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/blog.mazoudier.com\\\/index.php\\\/2023\\\/09\\\/19\\\/a-founders-guide-to-closing-their-funding-round\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/blog.mazoudier.com\\\/wp-content\\\/uploads\\\/2023\\\/09\\\/A-Founders-Guide-to-Closing-their-Funding-Round.jpeg\",\"datePublished\":\"2023-09-19T17:41:02+00:00\",\"dateModified\":\"2023-11-01T10:55:21+00:00\",\"description\":\"Founders: learn the deal-closing dynamics and tricks, or your funding round won't close on your terms. 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