Follow me

How To Pitch An Entrepreneur And Persuade Her To Take Your Cash

With the rise of a trillion-dollar crowdfunding market, angel investors bundling their investment offerings, and family offices doing more direct investments, venture capitalists are no longer the only available source for entrepreneurs seeking funding.Now that anyone can benefit from the global [...continue reading]

Why Are Venture Capitalists (76% White Men) Ignoring The Future?

Why do so many venture capitalists ignore the single best predictor of the future: demographics? Paul Graham, cofounder of Y Combinator, observes, “Many suspect that venture capital firms are biased against female founders. This would be easy to detect: among their portfolio companies, do startups [...continue reading]

Where are the Deals? How VCs Identify the Next Generation of Winning Companies

You’ve probably read dozens of articles about how to raise capital from venture capitalists. However, as a VC, we have the opposite problem: how do we find companies in which to invest?It might appear that origination is becoming much easier because of new tools like AngelList and the SEC moving [...continue reading]

Best Practices of VCs and Private Equity Funds in Deal Sourcing

I have a presentation coming up in August on best practices of VCs and private equity funds in deal origination. You've surely seen lots of talks on how entrepreneurs can raise capital; the question I'm exploring is the reverse, which is how investors can find potential investments. If you have [...continue reading]

CRM Systems and Private Equity Deal Sourcing

Preqin and LexisNexis Enterprise Solutions just released a report on “CRM Systems and Private Equity Deal Sourcing”, based on a survey of 63 private equity funds.They report that 84% of respondents claim to source over 20% of their opportunities through proprietary deal flow. Based on our [...continue reading]

Conference Notes on Sourcing Deal Flow & Developing New Business for Private Equity

I enjoyed participating in last week's Capital Roundtable Private Equity Masterclass on "Best Practices for Sourcing Quality Deal Flow & Developing New Business" (May 26th, 2011). Our star intern Adam Kalamchi took detailed notes, below. High Road Capital Partners Deal Sourcing Keynote View [...continue reading]

Update on our study on deal sourcing

It's been very exciting to see such a strong response to our recent research study on "Best Practices in Private Equity and Venture Capital Deal Origination", published in the Winter 2010 Journal of Private Equity. To our knowledge, this is the first systematic study on this topic; we have not [...continue reading]

May 26- Capital Roundtable Deal Sourcing Conference

The Capital Roundtable is holding a MasterClass May 26 on "Best Practices for Sourcing Quality Deal Flow & Developing New Business for Private Equity Funds", and I'm honored to be one of the speakers. The conference is being chaired by Bob Fitzsimmons, of High Road Capital Partners. It's in [...continue reading]

How the Networked Economy is Changing the Deal Origination ROI Paradigm

Peter Lehrman of AxialMarket posted this must-read Powerpoint on the evolution of private equity deal sourcing. I definitely agree with the points he makes here. Most interesting are his estimates of the cost for different methods of deal sourcing. We discuss in more depth a lot of these ideas in [...continue reading]

How a Private Equity Fund Uses Social Media for Building its Investment Pipeline and Raising Capital

Most private equity funds (and the equipment finance industry) are well behind the VC industry with regard to their use of social media. Jeff Bussgang, General Partner, Flybridge Capital Partners, calculates that of the approximately 1,000 venture capitalists in the US actively seeking deals, 10-15% [...continue reading]

Buying private companies on marketplaces of primary and secondary interests

Congratulations to the team at AxialMarket on raising $2m from First Round Capital and Windcrest Investments. I take this as a sign that they're starting to gain traction among corporations and private equity funds, despite the fact they're threatening the lunch of lower-tier business brokers and [...continue reading]

Social Networking for the Equipment Leasing & Finance Industry

I just learned that the Equipment Leasing & Finance Foundation has finished their study on "Social Networking for the Equipment Finance Industry 2010". The executive summary is available at http://www.leasefoundation.org/IndRsrcs/MO/SocMed10/ ; the full study is $300. The author is Suzanne E. [...continue reading]

Institutional Investor publishes summary of our deal sourcing research

Chris Farmer and I have an article in today's Institutional Investor, summarizing the key findings from our research on deal sourcing: Would you invest in a company that only sold to 1 out of 80 leads? Or a company that typically took one year and 3 professionals just to close a single [...continue reading]

Final draft available: private equity and venture capital funds' best practices in originating new investments

We're in the last lap of editing our research study on best practices of private equity and venture capital investors in originating new investments, which has a particular focus on use of social media. We plan to publish this in a major private equity journal. If you would like to review a [...continue reading]