My team and I get pitched 5–10 new businesses every week.
Mostly from entrepreneurs trying to raise money.
If you want your message or pitch to stand out to investors, do this:
1. Start with the problem, not the product.
If I don’t feel the pain, I won’t value the solution.
2. Be brutally clear.
My team should understand your business in 10 seconds or less.
3. Show traction, not just vision.
Even if it's small, show me that the market wants it and you know how to deliver.
4. Tell me why you’re the one.
I’m investing in you as much as the idea. Show conviction, not just ambition.
5. Make it a conversation, not a monologue.
Curiosity builds trust. Ask good questions and make it collaborative.
Keep it simple.
As a founder who raised a $500K pre-seed 💰
Here are my biggest (updated) takeaways about fundraising:
1) 𝐄𝐚𝐫𝐥𝐲 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬 𝐛𝐞𝐭 𝐨𝐧 𝐲𝐨𝐮, 𝐧𝐨𝐭 𝐲𝐨𝐮𝐫 𝐢𝐝𝐞𝐚.
It’s about trust...they need to believe you can figure it out and make it happen. You matter more than your pitch deck.
2) 𝐃𝐨𝐧'𝐭 𝐰𝐚𝐬𝐭𝐞 𝐭𝐢𝐦𝐞 𝐨𝐧 𝐕𝐂𝐬 𝐭𝐨𝐨 𝐞𝐚𝐫𝐥𝐲.
Unless you have multiple exits or significant traction, focus on your product and users. Early VC calls should be about understanding the milestones you’ll need to hit. Don’t ask for money, ask: “At what point would a business like ours be exciting to you?” They’ll tell you.
3) 𝐑𝐚𝐢𝐬𝐞 𝐚 𝐬𝐦𝐚𝐥𝐥𝐞𝐫 𝐫𝐨𝐮𝐧𝐝 𝐟𝐢𝐫𝐬𝐭.
Don’t aim for a $4M seed round out of the gate. Too many founders try and fail. Start with angels or your personal network.
4) 𝐘𝐨𝐮 𝐝𝐨𝐧'𝐭 𝐧𝐞𝐞𝐝 𝐨𝐮𝐭𝐬𝐢𝐝𝐞 𝐜𝐚𝐩𝐢𝐭𝐚𝐥 𝐭𝐨 𝐛𝐮𝐢𝐥𝐝 𝐲𝐨𝐮𝐫 𝐌𝐕𝐏.
If you think you do, you’re probably not being resourceful enough.
5) 𝐅𝐮𝐧𝐝𝐫𝐚𝐢𝐬𝐢𝐧𝐠 𝐭𝐚𝐤𝐞𝐬 𝐥𝐨𝐧𝐠𝐞𝐫 𝐭𝐡𝐚𝐧 𝐲𝐨𝐮 𝐭𝐡𝐢𝐧𝐤.
Plan accordingly, and don’t underestimate the time commitment.
6) 𝐃𝐨𝐧’𝐭 𝐭𝐚𝐤𝐞 𝐫𝐞𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐩𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐥𝐲.
I made this mistake early on. A “no” isn’t always about you. Sometimes it’s about them—investors often like to appear wealthier than they really are.
7) 𝐑𝐚𝐢𝐬𝐢𝐧𝐠 𝐦𝐨𝐧𝐞𝐲 𝐰𝐡𝐞𝐧 𝐲𝐨𝐮’𝐫𝐞 𝐝𝐞𝐬𝐩𝐞𝐫𝐚𝐭𝐞 𝐢𝐬 𝐚 𝐥𝐨𝐬𝐢𝐧𝐠 𝐠𝐚𝐦𝐞.
I know sometimes this is hard to avoid but investors can sense desperation from a mile away. Walk into meetings with confidence, believing they’re lucky to get on your cap table.
8) 𝐊𝐞𝐞𝐩 𝐲𝐨𝐮𝐫 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬 𝐮𝐩𝐝𝐚𝐭𝐞𝐝.
Investors are people, and knowing others are excited about your idea gives them comfort. Set expectations upfront, send regular updates, and don’t just rely on email...pick up the damn phone.
9) 𝐑𝐢𝐝𝐞 𝐭𝐡𝐞 𝐦𝐨𝐦𝐞𝐧𝐭𝐮𝐦.
When you secure one investment, it’s the best time to close another. Keep the energy going. This is underrated.
10) 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐚𝐧𝐝 𝐟𝐚𝐢𝐥𝐮𝐫𝐞 𝐥𝐨𝐨𝐤 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐚𝐭 𝐟𝐢𝐫𝐬𝐭.
Both are full of “no’s.” The difference in a successful raise is they didn't give up.
To all the founders out there fundraising...Stay positive, stay persistent, and keep building. 💙
#startups#venturecapital#fundraising
Fundraising in India is a beautiful, brutal dance.
After 15 years of knocking on doors, writing proposals, and building relationships in the charity space, I've learned that money follows trust, not just need. And trust is earned in whispers, not shouts.
Most fundraisers think it's about the pitch. The perfect slide deck. The heart-wrenching story. The immaculate impact metrics. But that's just the costume you wear to the real party.
The truth is messier. More human. More honest.
First, nobody cares about your organization. They care about the problem you're solving. Stop talking about your NGO's journey and start talking about the journey of the people you serve. Your founder's story matters less than the story of the girl who can now read because of your work.
Second, relationships outlast transactions. I've watched fundraisers chase cheques like they're chasing buses – desperate to catch the next one, forgetting that the real journey happens when you're walking together. The donor who gives you ₹10,000 today could give you ₹10 crores in a decade if you treat them like a partner, not an ATM.
Third, most Indian donors don't want innovation. They want reliability. They've seen too many NGOs come and go, too many promises evaporate. They're tired of funding pilots that never take flight. Show them consistency before you show them creativity.
Fourth, your finance team is your secret weapon. In a country where trust in institutions is fragile, your ability to account for every rupee isn't just good practice – it's your survival strategy. I've seen brilliant programs collapse because someone couldn't explain where the money went. Not because of corruption, but because of chaos.
And finally, the hardest truth: fundraising isn't about money. It's about meaning. People don't give to causes; they give to become the person they want to be. The businessman who funds your education program isn't just building schools – he's rewriting his own story, becoming the hero his childhood self needed.
I've sat across from millionaires and watched them cry when they talk about their mothers. I've seen corporate leaders who manage thousands of crores struggle to write a personal cheque for ₹5,000. I've witnessed wealthy donors argue over a ₹500 expense while approving ₹50 lakhs in the same meeting.
Because money isn't rational.
It's emotional. It's cultural. It's complicated.
The fundraisers who thrive in India aren't the ones with the fanciest degrees or the most polished English. They're the ones who understand that in this country, giving is deeply personal, profoundly spiritual, and incredibly relational.
So stop treating fundraising like a Western import that needs to be implemented. Start treating it like what it is – a conversation about values that's been happening on this soil for thousands of years.
Because when you get it right, you're not just raising funds.
You're raising hope.
A ‘major’ donor said to me once “The only reason I give honestly is because of you."
While it might sound like the ultimate compliment, it’s actually a red flag. Here’s why:
Donors should be engaged through a hearts-and-minds approach, but not just a single person. Of course, part of my job is building trust and personal connections—but if I’m the only contact for that donor, we’ve got a problem. Sustainable funding is the goal…not just immediate dollars in the door driven by one person.
If the donor doesn’t trust at least two other people at the organization, I haven’t set them up to truly invest in the work itself. My charm might open the door, but their belief in the mission is what weaves them into the ecosystem. They shouldn’t just be riding for me—they should be riding for the impact, the purpose, the vision.
So yeah, it’s a cute moment for my ego, but it also means I needed to organize my team and do a little more. Program staff touchpoints beyond the development folks are crucial. Donor relationships that depend solely on me don’t ensure longevity—and this work demands sustainability.
Make sure folks are riding for your work, not just you.
#SustainableFunding#BuildingTrust#AskSadé#SadeKnows
There’s a painful gap between a VC saying “this is interesting” during an initial meeting and actually wiring the money. Founders who close rounds in this climate know that a great story is just the beginning - the real test comes later during due diligence.
From where I sit as an investor, I see it happen every week: a fantastic pitch earns a follow-up meeting, but the momentum dies during the diligence process. That’s because in a cautious market, investors aren't just betting on your vision / pitch / charisma / top-line metrics. They're betting on your execution engine. How you respond to their digging reveals more than any slide ever could.
Here's a few operational habits I see from founders who navigate diligence successfully and close their round efficiently:
✔️ They Run a "Glass Box" Operation. Instead of scrambling to assemble a data room, they simply invite investors into their existing company 'brain' - usually a clean, continuously updated space in Notion, Coda or DocSend. It holds their live metrics, customer notes, and experiment results. This sends a clear signal: data isn't something you prepare for a pitch; it's the language you speak every day.
✔️ They Lead with Candor. The old way was to have a curated list of your happiest customers ready for reference calls. The new way is to get ahead of the request entirely. The most confident founders proactively share not just their wins, but their learnings from customers that didn't convert or churned. This confidence in your own process turns an interrogation into a partnership.
✔️ The Team's Cohesion Shines Under Pressure. Every question from an investor, no matter how small, is a test of your team's alignment. When you're asked for a specific data cut, a fast and collaborative response from your team is incredibly powerful. It demonstrates a level of operational harmony that no amount of pitching can fake.
Nailing your pitch and articulating your vision are extremely important but your process is ultimately what gets investors to write the check. The fundraising game today is won in the trenches of the details. 🙌🏼
#startups#fundraising#everywhereVC
Want to raise money from foundations? It's not just about persistence—it's about speaking their language.
When I first started seeking foundation support for Mongabay, I faced a wall of silence. No responses. When I was lucky, I got a "No thanks."
At the time, I thought I was taking the right approach. I targeted foundations aligned with our work in journalism and conservation. But I quickly learned that good alignment isn't enough. The way I framed our work needed to change.
Program officers aren't just looking to support great causes; they want to achieve impact. Once I shifted my outreach to focus on how Mongabay could help them achieve their goals, my success rate increased—though there are still far more non-responses and nos than yeses.
Here are a few lessons I've learned:
1/ Focus on their objectives, not yours.
↳ Foundations are often trying to solve complex challenges. Instead of leading with what Mongabay does, I began emphasizing how our work supports their mission.
2/ Be concise and clear.
↳ Program officers are busy. Long-winded pitches didn’t get me far. Clear, succinct messaging worked better.
3/ Cold outreach is tough.
↳ The reality? Most cold messages go unanswered. Whenever possible, I leaned on introductions where I could get them.
4/ Relationships matter.
↳ In philanthropy, as in life, trust is built over time. Regular updates, even when not tied to an ask, help maintain connections.
5/ Measure impact.
↳ Reporting back on how foundation support has translated into tangible results has been key to securing renewals.
Even now, I don't have all—or even most—of the answers. But over the years, I've seen Mongabay's foundation support grow from zero to several million dollars annually. This increased support has allowed us to expand from a team of two to about 120, dramatically scaling our impact. It's clear proof that refining your approach can lead to meaningful results.
For those navigating the fundraising landscape, remember: Foundations aren’t just writing checks; they’re investing in outcomes. Speak to that, and you’re on the right path.
I’ve secured over $1.2M in funding for my company.
But the path has not been what you’d expect.
After 3 years of building Chezie, here's our actual fundraising journey:
- $20K of our own savings
- $275K from grants
- $160K from friends/family
- $110K from pitch competitions
- $100K from accelerators
- $470K from VCs
- $25K from revenue-based financing
Two things most founders miss:
1. Revenue unlocks everything
Without paying customers, we wouldn't have qualified for grants, VC, or loans.
Focus on revenue first and all of the other funding options become available to you.
2. Don't limit your options
Only about a third of our funding came from VCs. Another third was completely equity-free.
Be open to whatever funding source you can get to reach your goals.
The reality is that there's no 'right way' to fund your startup.
Whether working your day job longer, consulting to get some early revenue, taking loans, or raising from friends and family, do whatever works.
The best funding source is the one that keeps your company alive.
And sometimes that means taking the path others won't. Build your company your way.
What untraditional funding paths have you taken to grow your startup? Share them in the comments! 👇🏾
After reviewing 7,000 seed pitch decks, we noticed that most common “best practices” actually backfire:
- Decks emphasising milestones were 30% less likely to raise.
- Overemphasising advisors led to a 40% lower chance of funding.
- Decks highlighting tax benefits like SEIS/EIS had a 40% lower success rate.
- Repeated mentions of ROI reduced raise success rates by up to 50%.
What actually worked:
- Decks that discussed customer LTVs were 2x more likely to raise.
- Including a clear hiring plan (especially for engineering roles) improved success rates by 35%.
- Decks that explicitly quantified cost or time savings increased their raise success rates by 50%.
The best decks focused on clear metrics, growth plans and customer value, not vague milestones or big-name advisors.
𝐁𝐢𝐨𝐭𝐞𝐜𝐡 𝐅𝐮𝐧𝐝𝐢𝐧𝐠 𝐓𝐡𝐢𝐬 𝐘𝐞𝐚𝐫 👇
2024 appeared to be the year of Small Molecules, I&I, and Oncology.
CGT remains a tough sell for many investors, but 2025 is looking more optimistic overall. VCs I speak with are showing a growing appetite for risk, with dry powder ready to deploy, AZ's acquisition of EsoBiotec certainly helped.
As a biotech recruiter working closely with VC-backed founders/ investors - 𝐓𝐡𝐫𝐞𝐞 𝐊𝐞𝐲 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐭𝐨 𝐒𝐞𝐜𝐮𝐫𝐞 𝐅𝐮𝐧𝐝𝐢𝐧𝐠:
1. Lead with Clinical and Commercial Clarity: Investors prioritise companies with robust early-stage clinical data showing both safety and efficacy. A well-articulated commercialisation path can significantly increase attractiveness.
2. Diversify Financing Sources: Beyond VCs, pursue strategic partnerships with large pharma, apply for grants, and explore public market options (e.g., IPOs, SPACs). Don’t overlook non-dilutive funding sources. It's vital.
3. Capital Efficiency & Milestone Discipline: Burn rate matters. Emphasise your capital runway, milestone planning, and how each raise de-risks the business. Metrics like “cost per development stage” or “cash to IND” can build confidence in your execution discipline.
4. Regulatory Pathway: For novel modalities (e.g., gene editing, cell therapy), clearly outlining your regulatory strategy — Fast Track, RMAT, Breakthrough — helps investors evaluate time-to-market with greater confidence.
Is there anything vital you would add?
Source: Evercore with a great graphical breakdown.
#biotech#oncology#celltherapy#CGTweekly