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風(fēng)險投資是合伙,不是買賣

風(fēng)險投資是合伙,不是買賣

Ricky Pelletier 2012-11-30
初創(chuàng)公司需要轉(zhuǎn)變觀念,認識到對于初創(chuàng)公司來說,投資人的意義遠遠超出金錢。一旦明確了你希望和誰一起工作,達成雙方都能接受的估值就要容易很多,因為雙方在感情上都想促成這一點。

????不妨問問自己下面這些問題:

????我喜歡與這位合伙人一起工作嗎,他/她將來能對我的董事會和公司有所貢獻嗎?

????除了資本,這位投資人還能提供什么樣的價值?

????以前他們有沒有幫過與我們情況類似的公司?具體案例有哪些?

????他們投資過的公司CEO們對他們以及他們的做法有什么說法?

????對于最后一點,我認為怎么強調(diào)都不過分。潛在投資人對你的客戶進行背景調(diào)查的同時,你也應(yīng)當(dāng)調(diào)查一下他們的客戶(即他們所投資的公司)。

????一旦明確了你想和誰一起工作,達成雙方都能接受的估值就要容易很多,因為雙方在感情上都想促成這一點。完成了合適性評估這項重要的工作之后,接下來只需要解決經(jīng)濟問題就可以了(這只是個數(shù)字問題)。

????一旦創(chuàng)業(yè)者轉(zhuǎn)變觀念,把風(fēng)險投資視為合伙人,而不再是買賣或者交易,真正重要的決定性因素就會凸顯出來,選到理想合伙人的可能性也會顯著提高。

????瑞奇·佩爾蒂埃是OpenView Venture Partners風(fēng)險投資公司的合伙人。

????譯者:楊智

????I recommend asking questions like:

????Do I like working with this partner, and will he/she be a good contributor to my board and company?

????What types of value add does this investor bring outside of capital?

????What are some specific examples of how they've helped a company in a similar spot to us before?

????What do CEOs of portfolio companies have to say about them and their approach?

????I cannot emphasize that last point enough. Just as prospective investors are doing reference checks?with your customers, you should be checking with their customers (which happen to be their portfolio companies).

????Once you've figured out who you want to work with, getting to a valuation that is mutually acceptable?to both parties?is far easier as both sides are emotionally committed to making something work. You've essentially done the important work of assessing fit, now you just need to figure out how to make the economics work (and that's just math).

????Once an entrepreneur adjusts his/her thinking on viewing a VC investment as a partnership rather than a transaction or a deal, the decision factors that really matter rise to the top and the probability of selecting the ideal partner is significantly increased.

????Ricky Pelletier is an associate with OpenView Venture Partners.

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