{"id":18441,"date":"2020-07-30T07:00:44","date_gmt":"2020-07-30T14:00:44","guid":{"rendered":"https:\/\/foundersnetwork.com\/?p=18441"},"modified":"2020-07-30T18:27:21","modified_gmt":"2020-07-31T01:27:21","slug":"how-to-fundraise-efficiently-with-mike-wilner-from-aws","status":"publish","type":"post","link":"https:\/\/foundersnetwork.com\/how-to-fundraise-efficiently-with-mike-wilner-from-aws\/","title":{"rendered":"How to Fundraise Efficiently with Mike Wilner from AWS"},"content":{"rendered":"<h3><span style=\"font-weight: 400;\">Raising money? <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.linkedin.com\/in\/mike-wilner-b8196321\/\"><span style=\"color: #3366ff;\">Mike Wilner<\/span><\/a><\/span>, co-author of Oversubscribed: A Founder\u2019s Guide to Seed Fundraising and member of the startup business development team at <span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"http:\/\/aws.amazon.com\/\">AWS<\/a>,<\/span> shares his playbook for efficient fundraising.<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Join <a href=\"https:\/\/foundersnetwork.com\/\">Founders Network<\/a> to learn how to generate FOMO and close deals quickly, including:\u00a0\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Establishing Ground Rules<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Drafting a Composition<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Crafting Your Narrative<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Building an Initial Funnel<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Initiating Fundraising Mode<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Pitching and Closing<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Raising money is one of the most important functions of a founder. But it\u2019s often time-consuming &#8212; and doesn\u2019t always yield results.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are ways to minimize the sunk cost and increase your chances of success in fundraising, and <a href=\"https:\/\/www.linkedin.com\/in\/mike-wilner-b8196321\/\">Mike Wilner<\/a> wrote the book on it. Wilner, member of the startup business development team at Amazon\u2019s AWS and co-author of <\/span><a href=\"https:\/\/www.amazon.com\/Oversubscribed-Founders-Guide-Seed-Fundraising-ebook\/dp\/B07JFS4BY7\"><span style=\"font-weight: 400;\">Oversubscribed: A Founder\u2019s Guide to Seed Fundraising<\/span><\/a><span style=\"font-weight: 400;\">, breaks down the rules of efficient fundraising in a <a href=\"https:\/\/foundersnetwork.com\/\">Founders Network<\/a> workshop. <a href=\"https:\/\/foundersnetwork.com\/request\/\">Sign up here.<\/a><\/span><\/p>\n<span class='bctt-click-to-tweet'><span class='bctt-ctt-text'><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CThe%20truth%20is%20that%20people%20who%20have%20been%20around%20the%20block%20a%20couple%20of%20times%20can%20raise%20seed%20rounds%20in%20about%20a%20month.%20What%20does%20it%20actually%20look%20like%20under%20the%20hood%20when%20that%20happens%3F%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank'rel=\"noopener noreferrer\">\u201cThe truth is that people who have been around the block a couple of times can raise seed rounds in about a month. What does it actually look like under the hood when that happens?\u201d - @mwil20 <\/a><\/span><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CThe%20truth%20is%20that%20people%20who%20have%20been%20around%20the%20block%20a%20couple%20of%20times%20can%20raise%20seed%20rounds%20in%20about%20a%20month.%20What%20does%20it%20actually%20look%20like%20under%20the%20hood%20when%20that%20happens%3F%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank' class='bctt-ctt-btn'rel=\"noopener noreferrer\">Share on X<\/a><\/span>\n<p><span style=\"font-weight: 400;\">\u201cIt\u2019s important to me personally that founders have an understanding of what fundraising looks like at the highest level,\u201d he says. \u201cThe truth is that people who have been around the block a couple of times can raise seed rounds in about a month, or even as quickly as two weeks. So what does it actually look like under the hood when that happens?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When fundraising is run well, deals can happen quickly. And the key is to generate competition and a sense of FOMO among participating investors, says Wilner. Conceptualize your fundraising goal not in dollar terms, but in terms of allocating available spots in your round.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cAs soon as you go from \u2018I&#8217;ve got to raise $2 million\u2019 to \u2018I&#8217;ve got one spot available for this type of VC, two spots available for that type of VC, or this type of angel investor\u2019, all of a sudden you have scarcity,\u201d he adds.\u00a0<\/span><\/p>\n<h4>Planning and Closing Round<\/h4>\n<p><span style=\"font-weight: 400;\">A few simple steps can help guide the process along, from planning to &#8212; if all goes well &#8212; closing your round. Remember that time kills all deals, so set some ground rules first.<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">For instance, <strong>fundraise in parallel, rather than as a sequence, and establish an optimal ratio for generating scarcity<\/strong>. Wilner recommends having <\/span><span style=\"font-weight: 400;\">three investors in final diligence for every one fundraising spot available.<\/span><\/li>\n<li><span style=\"font-weight: 400;\">From there, <strong>draft up the composition of your round<\/strong>. Be sure the differences between venture capitalists, seed investors, and angels &#8212; what their goals and motivations are &#8212; before making contact. <\/span><\/li>\n<li><span style=\"font-weight: 400;\">Then <strong>hone your narrative, prioritizing clarity, brevity, a compelling vision and the ability of your team to execute<\/strong>. And when the time comes to make your pitch, don\u2019t be afraid to discuss the potential pitfalls your startup is facing &#8212; and what you need to minimize them.\u00a0<\/span><\/li>\n<\/ul>\n<span class='bctt-click-to-tweet'><span class='bctt-ctt-text'><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CTell%20the%20investor%20what%20the%20biggest%20risks%20are%2C%20because%20if%20you%20don%E2%80%99t%20do%20that%2C%20investors%20are%20going%20to%20come%20to%20their%20own%20conclusions.%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank'rel=\"noopener noreferrer\">\u201cTell the investor what the biggest risks are, because if you don\u2019t do that, investors are going to come to their own conclusions.\u201d - @mwil20 <\/a><\/span><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CTell%20the%20investor%20what%20the%20biggest%20risks%20are%2C%20because%20if%20you%20don%E2%80%99t%20do%20that%2C%20investors%20are%20going%20to%20come%20to%20their%20own%20conclusions.%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank' class='bctt-ctt-btn'rel=\"noopener noreferrer\">Share on X<\/a><\/span>\n<p><span style=\"font-weight: 400;\">\u201cTell <\/span><span style=\"font-weight: 400;\">the investor what the biggest risks are, because if you don\u2019t do that, investors are going to come to their own conclusions,\u201d Wilner says. \u201cThat&#8217;s where a lot of first-time founders, my former self included, fail &#8212; they try to defend everything, and make everything bulletproof.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When building out your funnel, work backwards from the ultimate goal of having three investors in final due diligence for every spot. For a typical $2 million round, it\u2019s reasonable to target 20 investors total in your initial funnel &#8212; and naturally, get to know their individual interests, roles and areas of focus. Invest time in building relationships with potential prospects: Genuinely seeking advice, and reciprocating by showing the positive results of that advice, is one of the best ways to build warm relationships with a potential investor base.<\/span><\/p>\n<span class='bctt-click-to-tweet'><span class='bctt-ctt-text'><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CIt%E2%80%99s%20really%20a%20reframing%20thing%3A%20Rather%20than%20an%20asking-for-money%20practice%2C%20reframe%20it%20as%20a%20recruiting%20exercise.%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank'rel=\"noopener noreferrer\">\u201cIt\u2019s really a reframing thing: Rather than an asking-for-money practice, reframe it as a recruiting exercise.\u201d - @mwil20 <\/a><\/span><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Ffoundersnetwork.com%2F%3Fp%3D18441&#038;text=%E2%80%9CIt%E2%80%99s%20really%20a%20reframing%20thing%3A%20Rather%20than%20an%20asking-for-money%20practice%2C%20reframe%20it%20as%20a%20recruiting%20exercise.%E2%80%9D%20-%20%40mwil20&#038;via=foundersnetwork&#038;related=foundersnetwork' target='_blank' class='bctt-ctt-btn'rel=\"noopener noreferrer\">Share on X<\/a><\/span>\n<p><span style=\"font-weight: 400;\">\u201cIt\u2019s really a reframing thing: Rather than an asking-for-money practice, reframe it as a recruiting exercise,\u201d Wilner adds.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Once fully prepared to start the fundraising process, founders can begin stacking meetings and filling the funnel with prospects. Ideally, close one investor before diving full bore into fundraising mode &#8212; decks, financial models and equity in hand.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Although no amount of careful engineering can guarantee fundraising success &#8211;after all, that depends on a great number of external factors &#8212; optimizing for efficiency in mind can help founders minimize self-doubt and save time.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cIt\u2019s more about having more confidence about the fundraise process,\u201d Wilner says. \u201cYou may be thinking about fundraising, and you can make it less of this nebulous thing that you\u2019re dreading if you know precisely what goes into it.\u201d\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Raising money? Mike Wilner, co-author of Oversubscribed: A Founder\u2019s Guide to Seed Fundraising and member of the startup business development team at AWS, shares his playbook for efficient fundraising. Join &#8230; <\/p>\n<div><a href=\"https:\/\/foundersnetwork.com\/how-to-fundraise-efficiently-with-mike-wilner-from-aws\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":31,"featured_media":18442,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"footnotes":""},"categories":[7171],"tags":[9796,1813],"table_tags":[],"class_list":["post-18441","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-startup-investing-and-funding","tag-fundraising","tag-new-york-city"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.8 (Yoast SEO v25.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Fundraise Efficiently with Mike Wilner from AWS - Founders Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/foundersnetwork.com\/how-to-fundraise-efficiently-with-mike-wilner-from-aws\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Fundraise Efficiently with Mike Wilner from AWS\" \/>\n<meta property=\"og:description\" content=\"Raising money? 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Each month our Membership Committee admits a new cohort of full-time tech founders who are nominated by an existing member.","sameAs":["http:\/\/foundersnetwork.com","https:\/\/www.facebook.com\/foundersnetwork","https:\/\/x.com\/foundersnetwork"],"url":"https:\/\/foundersnetwork.com\/author\/foundersnetwork\/"}]}},"featured_image_data":{"src":"https:\/\/foundersnetwork.com\/wp-content\/uploads\/2020\/07\/Mike-Wilner-3.jpg","alt":"Mike Wilner","caption":""},"_links":{"self":[{"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/posts\/18441","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/users\/31"}],"replies":[{"embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/comments?post=18441"}],"version-history":[{"count":0,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/posts\/18441\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/media\/18442"}],"wp:attachment":[{"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/media?parent=18441"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/categories?post=18441"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/tags?post=18441"},{"taxonomy":"table_tags","embeddable":true,"href":"https:\/\/foundersnetwork.com\/wp-json\/wp\/v2\/table_tags?post=18441"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}