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13 Things Every Startup Needs to Know About Raising Capital

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Bluedot is a success story out of Melbourne that to date has raised a total of USD $3.1 million in the two years that they have existed. Their recent round of funding allowed them to raise USD $2.2 million and was lead by Jeffrey Katz who sold his company, Mercury Payment Systems, for USD $1.7 billion.

Filip Eldic and Emil Davityan founded the company and have managed to revolutionise location-based technology that has been previously been dominated by providers that have a significant drain on the smart phones battery. In short, if you’re building an app you can add their technology and be able to trigger actions to the user such as payments or advertisement’s based off a geographic location, without their privacy being breached and having any personal identifiers of that user.

The guys have had success in being able to engage large US mobile commerce applications and Big 4 Australian Banks. They also have successfully completed live trials of the world’s first mobile tolling platform on Melbourne roads as well as being able to present their technology to the likes of Microsoft and Samsung.

After having a chat with them, these are their top 13 tips that all startups need to know about raising capital.

1. Consider an incubator program before seeking serious investment

Before you go out trying to raise a large amount of money you should consider an incubator program first, where you will typically be given a sum of money that is less that $100k to test your idea. In the case of Bluedot, they saw this process as fundamental because they were trying to sell their technology to a large, slow moving industry in the early stages, which would have burned a lot of capital trying out the idea.

Being first-time entrepreneurs without the experience, the incubator was able to point out the deficiencies in their business model that then allowed them to pivot their idea very early on.

The only consideration, that startups need to be aware with these programs is that you usually have to give up a little bit of equity although Bluedot believe they wouldn’t be where they are without it.

2. Decide if the valuation investors are giving you is fair

Test the market and see what investors will be willing to pay you and expect investors to negotiate very hard with you. It’s also important to know what sort of equity they expect in return for that valuation of your business.

It’s not uncommon for investors to offer you half as much as your initial seed funding. Try and benchmark your startup against global averages that can be obtained from websites such as pitchbook. They produce quarterly reports about global raises and how companies perform in the Venture Capital context and then you can take their valuation, reduce it a little to be conservative and then put a valuation on your startup that is less than the average. The advantage of this is that you’re making it look attractive to investors at the same time.

3. Be prepared to say no to more investment opportunities than you say yes too

Often you will sit down with investors and everything will sound fine until you get into the term negotiations and then realise that their idea of what the companies worth is a lot less than yours.

In these circumstances, be prepared to walk away and to have to do this many times.

4. You will need to engage multiple sources of funding before you find one that will invest

For Bluedot, they contacted between 200-250 Venture Capital, private equity institutions, and individual investors before they found one that met their requirements – they did this on a global scale in Australia, USA and Asia.

“It’s a numbers, game like anything else. Get the word out and try as many different leads as you can until you convert to a successful one. “

5. Be methodical in what material you give out to potential investors

You need to have a pitch deck and a two pager for an initial approach. The most important thing is to have your pitch deck incredibly summarised and very much to the point. You also need your pitch deck to talk about what you do, where your market is, your traction so far and your unique selling point.

Bluedot found that in a lot of cases potential investors depended a lot on the covering email with the first couple of sentences. This must be good and to the point, otherwise you won’t get them to read your pitch deck or the supporting material.

As a second step, if the investor had gone through those two things then Bluedot would provide them with a complete due diligence pack which contained every possible, conceivable thing about the business such as employee agreements, insurance contracts, sales pipeline, product descriptions, business plan, information memorandum, shareholder resolutions, director resolutions etc. This would be provided to the potential investor via drop box so that it was very easy for them to digest the business in the due diligence phase.

6. Getting your staff to contribute their own capital is not necessary

This is important because some founders ask their own staff to assist in raising capital by investing their own money into the startup. Staff are an important factor to the startup but not when it comes to raising capital, the main investment you need from them is their time, although, before taking on new staff you should always get them to show some skin in the game first. This can be achieved by them working part-time, contracting to you or even working for free for a period of time. They need to show some sort of dedication.

All the people that put in the least and asked the most usually never have enough commitment to stay through the good times and the bad.

7. What you do with the money when you get an investment is important

The first thing you should do if you get an investment is put it into a high-interest account or term deposit and then crack a beer or two to celebrate after. Clear a lot of the liabilities and get up to date with your bills so you have clean books.

The obvious thing to note is that investors will usually put something in the term sheet to stop you withdrawing large amounts of cash without board approval.

8. There is not that much difference between raising the money locally or overseas

A lot of startups focus only overseas when raising money, but it’s worth looking locally as well. For Bluedot, they were firm believers in raising money locally as well and successfully raised $1.1 million before they went offshore. Be prepared though that if you attract overseas investment, you could be asked to move the company over there. Whilst it’s not a must to do that it’s worth being able to know how to answer the question if it does come up.

If you are looking to the popular USA to raise capital one difference that you will see is that because they are fairly experienced in the capital raising industry, compared with other countries, their questions about your startup will be very direct and a lot better thought through. This means that you need to think through the aspects of your business a bit more.

The biggest goal with these conversations is to get to the first meeting and then sell your heart out. If you have done this successfully then hopefully you will get someone who buys in on the vision of the business.

The raising landscape in each country can be very different though. For example, in Australia its very easy to get up to $1 million or $5 million plus if you have the right business metric’s but if you’re trying to raise money around the $1-5 million mark it can be very challenging, so your better off going overseas for this level of funding.

9. Understand what investors are looking for in your startup

They are generally all fairly similar and are looking for where they can put their money and get the biggest return with very low risk. Things that can affect their decision are your team, current traction, the product, history and ability of the company, the size of the market and the competitive landscape.

You should never just rely on one of these and make sure you hit every aspect.

10. Give the investors a really good demonstration of your product

You absolutely must demonstrate your proposition and features in a simple way to investors so that they can relate to how it works and feels, without them having to go away and test it out for themselves. This is an important point because it can often be hard to demonstrate what your startup does and for Bluedot, their technology is not always easy to explain.

A great thing that the BlueDot team did was to use Webex instead of doing a Skype call with overseas investors so that you can share your desktop with them and really demonstrate the whole offering effectively.

11. The way you deliver your pitch to investors is important

Before you go the meeting you should spend some time, in the days leading up to the pitch, to read about the fund / investors / venture capital firm and where their focus has been. The focus of the fund is very important because your not just getting money you’re getting their expertise, their connections and their experience instilled into your business. On the day of the pitch you must make sure that your confident and fully prepared as winging it will most likely see you fail.

The first part of the meeting should be you asking them about where the focus is, what their previous successes have been and what they don’t like to see and then that immediately shapes what you’re going to tell them in your pitch that follows this conversation. The types of things that they might focus on could be customer acquisition metrics, intellectual property, servicing enterprise level clients or the market.

The first part of your pitch should be a short, concise, one-sentence summary of what your startup does and the benefit that you deliver. Then go into the rest of your presentation from there with demonstrations, etc.

12. Partnerships are important and will get you bonus points with investors

The partnerships are important because they provide you with extra revenue streams and eliminate some risk that investors might perceive by diversifying your fundamental business model.

A quality partnership with an established organisation can also show credibility and that someone else has confidence in your business so much so that they are willing to align their brand with you. Bluedot were able to demonstrate this to investors with companies like Braintree, who they had partnered with.

The only caveat around having this conversation with investors is that you must be able to clearly proof to them that they’re beneficial relationships and how the actual revenue streams work.

13. Demonstrate to potential investors the small wins early on

One thing that’s important to grasp when trying to raise capital, is that investors want to see a few wins early on. In the early stages, you need to run fast and try and win the business that is the low hanging fruit. This will allow you to raise the money so that you can chase the large, slow moving companies later on.

The typical sales cycle, to win a large business like a bank, is 1-2 years and so if you only have small amounts of capital, you can’t afford to waste time chasing these prospects early on. Investors will not be impressed if you tell them that you haven’t won any clients and that you are focusing on a few large sales that may or may not happen down the track.

Visit Bluedot’s services for more information about their company or follow them on Twitter @BluedotInnovate.

Tim is best known as a long-time contributor on Addicted2Success. Tim's content has been shared millions of times and he has written multiple viral posts all around personal development and entrepreneurship.You can connect with Tim through his website www.timdenning.net

Startups

8 Key Factors That Discourage Investors From Putting Money Into Your Startup

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how to find funding for your startup
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Today’s ideas are tomorrow’s winning businesses. Ideas executed brilliantly and with proper investment bring your business success. That is how the world of business got the likes of Apple, Google, McDonald’s, Amazon and so on.

But why in spite of the brilliant and promising ideas at the core of their business, many startups fail to attract investors? Why do investors hesitate to put their money into some startups? Well, investors have reasons and only by deciphering these reasons we could get hold of some deterrent factors that hold them back.

Let us explain some of the vital factors that prevent investors from putting their money in the startups below:

1. Inefficiency or Absence of Leadership Qualities

Inefficiency is the most significant deterrent factor for pulling the success of most startups. This can also be referred to as the lack of leadership qualities. Investors always want to make sure that they don’t lose their money through a company that has an extraordinary business model but no efficient and skilled business leader to make it successful. When fetching investment from investors, you need to offer a clear prospect and detailed plan of how you are going to achieve the goals.

2. Lack of Trustworthiness

An investor puts his money on a venture purely on the basis of the credibility and trustworthiness of the business. This is why besides having a sound business plan with clear objectives, you need to establish the integrity in terms of the security of the investor’s money and how the fund is going to be invested to give results as per business plan.

If an investor has a feeling that the startup may not have enough customers to fulfil its financial liabilities or if it finds that the business is hiding some information, it may further push the trust of the investors down. Total transparency and establishing the faith of the business brand are crucial for finding investors in favor.

3. Lacking Experience in Business Management

You have a great business idea backed up by a sound business plan and solid trustworthiness based on your background, but you have zero experience in managing a business. This is a serious reason for an investor to deny making any investment in your business. An investor cannot put his money just to allow you trying and learning your management skills the harder and riskier way. Uncertainty is the single biggest turn-off factor for any investor and lack of managerial experience is synonymous to that.

4. Business Model is Not Sound Enough

You have a business idea, some efficient, competent and experienced professionals as leaders, the great stamp of trust and pretty much everything that make a company look promising. But what about your business strategy and business model? Are they sound enough to take on the market competition and challenges for business growth? Well, this is what investors are most interested in.

In most cases, a business model is what makes an investor think twice and even take a backward step from investing in a startup. After all, your business model and strategy will decide how your business and products will be able to withstand competition and become victorious.

5. Taking Investors for Granted

This is a big mistake on the part of many startups. Just by becoming confident in the potential and the soundness of the business model and prospect, a business can consider getting investors on board requires just a little effort and time. But in reality, getting investors on board is the toughest thing a business can think of.

This is why without proper and meticulous preparation, it would be foolish to approach investors for your business. Most investors receive hundreds of such emails and a similar number of approaches through other means and they coldly just let them pass. This is why you need to send them very detailed proposals backed by strong recommendations and referrals.

6. Targeting the Wrong Investor

Every business has a target customer base, right? Not all customers are interested in every product in the market. Similarly, not all investors are interested in your business. Investors based on their prior experience and industry exposure, put their money in businesses that they know like their own palm of their hand.

So, targeting an investor who has no interest in your business will only drain your energy and bring you unnecessary frustration. When you are seeking investors for your software startup, don’t approach someone investing in real estate business.

7. Non-Realistic Proposal for Funds

Investors normally come with huge experience of your industry and so they have a clear idea about the fund requirements for your business startup. Moreover, they already have invested in other ventures or have gone through many proposals. Naturally, they have every bit of estimate already in their mind. So, any proposal claiming a lofty and unrealistic amount will only face rejection.

This is why it would be wise to become meticulous about your estimation of the required fund and calculation of various cost factors. Have meticulous details about every facet of investment backed up by breakup of the costs. Only when you can convince them with correct estimation, investors can take interest in discussing the matter further.

8. Make Sure Your Product Solves a Customer Problem

Will any investor put money in building a simple calendar app now? No, simply because such an app idea has no value for the end users now. Will an investor put money in a product that has already been outdated and has no use? No, no investor has to even go through such a proposal for dismissing them.

Well, to fetch investment, your product must be thoroughly customer-centric. It not only has to solve a problem but has to deliver some competitive value in comparison to similar products in the market.

Obviously, finding an investor for a new business is not an easy task, considering the huge competition that businesses need to deal with. But, if your business idea is unique and you fill all those requirements correctly as mentioned above, finding investors may not be as tough as it sounds.

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5 Must Have Branding Tools for Your Startup

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Your brand is more than just the colors on your website. And for startups, it’s important to create a strong and memorable brand from the beginning if you want to stand out from the competition, scale your company, and find your ideal customers faster.

Here are 5 simple tools that will help your company avoid branding mistakes, take charge of your visual identity, and set a solid foundation for future growth:

1. Graphic Design Software

The word “design” doesn’t have to be overwhelming. Before deciding on your startup’s logo, colors, designs, and overall tone, consider working with a brand strategist who can translate the core ingredients of your startup into a visual identity that speaks to your target market.

Brand strategists have expertise in the psychology of colors, shapes, textures, and words, and they will work with you to make sure that your branding appeals to your target audience. Once you have those basics of your brand established, there are several tools that can help your company refresh and maintain your visual identity.

The absolute best graphic design tool for non-designers is Canva. While the free version has a lot of functionality, the paid plans offer more customization such as the ability to import your exact brand fonts and colors.

But if your company handles all of your design in-house, you will need something more advanced than Canva. In that situation, I would recommend Adobe Creative Cloud to startups who work on their designs in-house, as it includes top-notch design software like Photoshop, Illustrator, Lightroom, InDesign, and more.

“Branding is what people say about you when you are not in the room – Jeff Bezos

2. Visuals & Creative Imagery

Have you ever wondered where your competitors get those beautiful branded photographs that end up on their website? While it’s possible that they worked with a photographer, it’s also likely that much of their imagery comes from stock photos.

Here are my recommendations on the exact places to purchase stock imagery to improve your company’s branding:

  • Creative Market – A treasure trove of quality visual imagery where you can buy anything from stock photos, to branding mockups, to social media templates (Facebook cover photo, anyone?), to custom fonts… the options are nearly endless.
  • Adobe Stock – Beloved by designers, and the platform offers tiered pricing plans based on your image needs and download quantity.
  • Pixels – If you’re on a tight budget and just need to grab an image or two for a blog post, you may be able to find what you need on Pixels – which is great because all of the photos and videos on Pixels are free!

3. Social Media Scheduler

You’re a leader. You’re an entrepreneur. Your staff, board, funders, and admirers depend on you to make big decisions, lead the ship, and plot the vision towards your company’s future. You don’t have time to stare at a blank screen every day wondering what to post on Facebook.

By using a social media scheduling tool, you can sit down for a few hours, schedule batches of content, and schedule the dates and times when it will post to your accounts over the next couple of months. Then, once the content is posted, you only need to worry about responding to comments and engaging with your customers. 21st century efficiency at its finest.

Popular social media schedulers include Buffer and Hootsuite, both of which include free and paid plans. Not sure what exactly to post? Check out these social media ideas from influential businesses. And if the idea of writing and planning months of content still overwhelms you, our next tool will help you stay organized and on-brand.

4. Editorial Calendar

When it comes to your content, it’s time to step it up a notch and start thinking like a media outlet. Every piece of content that you put out as a company, whether it’s an e-mail blast, blog post, social media post, podcast, or video, needs to be aligned with your brand.

Each major magazine maintains an editorial calendar which outlines the overarching theme for each of the upcoming 12+ months. By establishing a monthly content theme in advance, they create a framework to generate and organize their ideas.

Consider creating an internal editorial calendar that will guide your startup’s content over the next 6-12 months. The software tool you use to maintain your editorial calendar isn’t that important — I like to use Trello, but you can also create a simple numbered list in Google Docs or Microsoft Excel. You may be surprised at how quickly the creative juices flow once you have an editorial calendar in place.

“Design is the silent ambassador of your brand.” – Paul Rand

5. In-Person Networking

Offline efforts count towards your branding too! And if you run your entire startup from behind your laptop screen, you miss out on ample opportunities to build your business offline and gain local referral partners.

If you’re new to in-person networking, start by visiting Meetup.com or Eventbrite.com where you can browse for events in your area. Think outside the box when it comes to selecting events to attend. For example: If you’re a chiropractor, it makes sense to attend local holistic health meetups. But you could also attend a travel event and meet digital nomads who don’t yet realize that a chiropractor can help them recover after long plane rides.

Remember that you’re not at the networking event to make instant sales, you’re looking for referral partners and connections. Don’t be the person who tries to shove your sales pitch down everyone’s throat upon meeting them.

As you can see, there are many simple online and offline resources that can help you spruce up your branding, reach new customers, and pique the interest of your target market. If you take branding one step at a time and start with the tools above, you will be well on your way to creating a brand that your customers will cherish and remember.

Have you used any of these branding tools before? Are there any additional tools that have helped your startup’s branding shine? Share your thoughts below!

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5 Ways to Deal With Startup Uncertainty

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Starting your own company may sound like a dream come true in your mind, on social media, and to all the people looking on in envy from their office jobs. But when the fantasy fades, you realize how much uncertainty you now have in your life. The inherent risk in any startup is that you are trading the certainty of a normal job for real growth and freedom. What people get from office jobs is much more than a steady pay check and free coffee. It’s a sense of certainty that their lives, work, and finances are in order.

You will have to give up certainty to fully take on the risks of this lifestyle. It will be roller-coaster and something you need to prepare for. Logically, it’s easy to know that. But emotionally, there are so many ups and downs in an entrepreneur’s life. Stress, frustration, and decreased motivation are inevitable.

Here are 5 ways you can deal with startup uncertainty:

1. Stick to a morning routine

There’s many ways to start a morning routine. What’s important is to have a stable, predictable routine. This centers your mind and gives you some order to your day. You manage your business and you can do whatever you want. No boss and no one telling you what to do, it can be mix of productive to outright messy days. By giving yourself some stability, you start the day off in a predictable way so that you can jump into work each day.

It’s as easy as taking your dog to the park, having a cup of coffee, and listening to a motivating audiobook for 20 minutes. You may need meditation to get into the state. Whatever it is that you need to get from a sleepy/hungover mindset to that of taking on the day.

“If you win the morning, you win the day.” – Tim Ferriss

2. Make time for high performance books

Speaking of audiobooks, everyone – especially entrepreneurs, need motivation. Get a few motivating books from other business leaders. This will do incredible things for your mindset and the way you think. Most of them help by keeping you excited for bigger goals. Look for classics from Jim Rohn and Tony Robbins. Or the newer motivational personalities like David Goggins and Rachel Hollis. You’ll be surprised at how much hearing someone’s hardships on their journey will help you on your own.

3. Schedule your week

It’s easy to get a packed calendar working an office job. Everyone else in the company seems to be demanding your time for one meeting or another. Pointless meetings are even the reason some people leave their jobs in the first place. The issue with having your own startup is that while the pointless meetings are gone, so too is any semblance of structure from a filled up calendar.

Spend one evening and fill the upcoming week as much as possible. I recommend Sunday afternoons to think about your goals. Plan big tasks every day throughout the week. That way you always know what you should be working on and stay on track.

4. Hit the gym

This one is actually part of my morning routine and it’s benefits can’t be overstated. Exercise helps fight off anxiety and stress. There’s no better way to funnel your business frustrations more than into the weights. By the time you’re done, your body and mind will be much more relaxed. A necessity when it comes to the tension of being an entrepreneur. Whether that’s staring at your laptop or making sales calls.

“Daily exercise is an insurance policy for future illness.” – Robin Sharma

5. Be grateful

Gratitude was one of the feel good things that I always used to skip whenever it was mentioned. I wanted cold, calculated strategy or tools I could use to build a business as fast as possible. Many brilliant minds in not only self help but also in business, speak about the need for gratitude.

Here’s why it helps me when the business is going through growing pains or everything seems like it is going wrong. I get filled with doubt and uncertainty and gratitude is the quickest way to relief.

Yes, starting your own business is a massive effort, but there is always some job out there. You decided to launch something of your own because you don’t want a baseline existence. You want to grow and build with the freedom someone can only give themselves.

That alone is enough to be grateful. But if you need more, how about that most people are too scared to do what you’re doing. Or that you are taking the time to believe in yourself and live a life of taking chances.

That speaks to your character and self-worth. Much more than the life of quiet misery so many people in the world allow to decide their entire lifestyle. Be grateful you have this opportunity and make the most of it.

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The Best Side Hustle You Can Start Today In Just 15 Minutes

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The best side hustle you can start in 15 minutes is blogging.

It can be writing, making videos or speaking about topics you love through a regular podcast show. All of these acts are a form of blogging.


15 minutes is not long

That’s why blogging is a good choice.

A video that’s less than 15 minutes is easy to make and will work well.

A short piece of writing can be written in under 15 minutes.

A 10-minute audio conversation on one single question will give people heaps of value and detail in one particular area.

Starting is not where the power lies. Doing this side hustle every single day is how you get what you’re really looking for.


Many successful people are doing this

Whether it’s Hollywood actors like Will Smith or writers like Tim Ferriss or musicians like Ariana Grande — everyone is doing it.

Why is everyone doing the side hustle of blogging?

  1. It’s how we connect with each other.
  2. It actually works.
  3. It’s a way to create an audience which can become a business.

I didn’t invent this side hustle

I just tried it for myself and saw how powerful it was.

It got me:

  • New clients for my 9–5
  • A new 4 day a week day job
  • Clients to coach via Skype
  • Features in major publications like CNBC
  • The opportunity to meet amazing human beings like LinkedIn influencer Michael Chapman

The side hustle of blogging gave me meaning for my life

Before this side hustle, I was washed up, uninspired, negative and pissed off with the world.

Spending 15 minutes to start the habit of blogging got me out of my head. It forced me to search all over the internet and find things to talk about. Pretty soon I was spending 2+ hours a night researching personal development and figuring out what I wanted to blog about.

Blogging led me to want to help the homeless, share my very private battle with mental illness, come to grips with my startup failures and share the lessons, and even overcome my fear of public speaking in the process.

Now I have a meaning for my life thanks to the side hustle of blogging. I reckon it can do the same to help you grow and get you to the next level. You can blog about whatever you want and then watch it grow from there.


Why is blogging the best side hustle?

It’s how you be creative.
It’s how you express yourself.
It’s how you grow.
It’s how you attract the right people into your life.

There are many side hustles you could choose. Blogging is one of many. In my opinion and based on my experience, it’s the best. There are so many avenues you can go down.

Attracting what you want in your life has a lot to do with what you’re putting out into the world”

Blogging is a fantastic way to put out more of what’s important to you, into the world. Like a magnet, blogging attracts more of what you put out into your life.


Oh and don’t forget the income

Investing, giving back and making an income are all possible through blogging too. Part of my monthly income comes from blogging.

This allows me to back causes that help those in need, invest in stocks that provide me with a passive income and have money to spend on the occasional treat such as dinner dates and drinks with my co-workers.

That money comes from:

  1. Ghostwriting for other people
  2. Posting on Medium.com
  3. Coaching clients via Skype
  4. Consulting to businesses on how they can create content that aligns with their brand

There aren’t too many side hustles that can do that for you

Seriously, blogging is a game-changer. It’s a habit you can start in 15 minutes and repeat daily without much effort. Choose your poison — writing, video or audio — and then get started.

Do it for around twelve months and then send me an email with what you experience. I already know, having challenged lots of people already to start this side hustle, that it will work. It just requires patience and the habit of doing it daily.

15 minutes to start today.

And then 15 minutes every day for the rest of your life.

Try it.

<<<>>>

If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on timdenning.net

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