With figures released by the Bank of England showing that bank lending to small businesses has declined for the fifth month in succession it is clear all companies need to look at different options to access finance. Despite Vince Cable Cable warning that politicians would go on the "war path" and saying banks would be subjected to more financial penalties unless they increase levels of lending small firms will not be holding their breath.
It's tough raising money at the moment, but you can help your pitch stand out from the crowd by following these tips:
1) Start very early and allow plenty of time. This is essential in the current climate. From initial conversations to money in the bank, it took us about five months.
2) Do your homework upfront. Spend time preparing business models, presentations, rehearsing answers to likely questions and so on. You must have all the numbers at your finger tips and be prepared to answer the "what's the impact of the recession" question.
3) Try to have a range of different funding options. Create a plan A, B and C, including "what if" scenarios. That will help give you confidence and help ensure you aren't at the mercy of anyone.
4) Be confident in a positive outcome. Assume you will be able to raise money and that you are looking for the right type of money. This will ensure you enter into the process with the right mindset.
5) Treat fundraising as its own project. It is a complex, lengthy process that requires project management and should be treated as such.
6) Keep everyone running in parallel. Try to have all first meetings in a two week period and then do your best to keep all parties running in at the same pace. This can be challenge and accept that, inevitably, certain parties will run ahead.
7) Don't burn the market. This is important in the current market. Do your homework on possible investors before you begin any approaches, group them together and then contact one group at a time. Listen to the first group's feedback - you will learn a lot - and, if necessary, have the humility to retreat, adjust your plans and go back to the market at a different time.
8) Take the legal process by the reins. Unless you have an advisor, for due diligence and the legal process it is up to you to proactively manage this - no-one else will. You will need to ensure that investors have everything they need, that the lawyers are speaking to each other and solving issues and drive it to completion. Try to create a deadline, even if it's slightly manufactured, so that everyone has a completion date to aim for.
9) Don't celebrate too early. The deal isn't done just because you have agreed a term sheet. In the current economic environment, it's not done until you can actually see the money in your bank account - no celebrating until then!
10) Take a moment to enjoy it. Once the money is in the bank, congratulate and show your appreciation for the team by taking the whole business out to celebrate. It's a great opportunity for the whole team to let their hair down after their hard work.
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