How Do I Get Introductions to Venture Capitalists for a Warm Call Instead of a Cold Call?

My favorite technique is approaching the CEOs they have invested in before, which are often available in public records or on their respective websites. First you need to target very narrowly the right investors for your type of deal by industry, stage and sometimes geography. Then with this focused list you can find their portfolios, and the CEOs of those companies. Although many CEOs will not take your calls the right approach, asking for help, not money, can get you their sympathy and a lunch. Not long ago they were you and the founder, bond can be powerful.

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Lawyers can be approached that do deals with these companies, and top-level accountants. Often public records like Edgar where SEC IPO disclosures can be found will point you to these relationships.

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Bob Norton is a long-time Serial Entrepreneur and CEO with four exits that returned over $1 billion to...

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What are some common misconceptions people have about raising capital?

1. Thinking it is easy. It will typically take 3–6 months of full-time effort. 80% will fail.

2. That the “Idea” is worth something. It is not worth $0 because anyone can copy an idea and do better at marketing, sales, product development or just dump capital on that idea  

3. Thinking VCs are the best source, they are the worst for 90% of businesses. They finance at most 1 in 200 plans and represent a tiny percentage of business financing. A narrow niche of rapid growth, technology based companies mainly.

4. A company has value on day #1. It does not!  Value and pre-money valuation come from team + plan + market research + product development. Investors generally put money in only AFTER value is created.

The pitch deck is critical. It separated out the 75% of people looking for money that did not do their homework. A good angel or VC can glean a lot about the team from this 5-minute read. An investor...

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