Investor Negotiation Techniques

Aim

To close the deal as soon as possible with the highest possible valuation

This is sales !

• This is a sales situation – you are selling an investment opportunity

• Value drivers are the arguments to buy shares in your company

• Different from sales drivers / sales argument to sell your product and services

• Always agree on progression – what is the next step?

1. Due diligence:- Not prepared - If findings

2. Documents:- Not prepared

3. Discussions:- About non-disclosure agreement- About financial aims, exit and ROI- About the structure of the deal - About milestones for call-in of capital etc.- About valuation

What takes time

• The Miniature booklet must be available • IM with investor angle available • A non-disclosure agreement must be available if you

need one • Clarify parameters for call-in of capital • Already registration in a public shareholders register

if any ?

How to reduce the time

Adjust your mind-set

• Clarify your value drivers• Adjust your mind-set for talks with investors

• Which milestones may interest an investor in my company?

• When do I really need the money? • Are the milestones really realistic?

Milestones for call-in of capital