Starbucks is an interesting place, if not for the interesting conversations I often overhear. This morning while taking my usual morning cuppa, I overheard an interesting conversation between two individuals…one claiming to be a VC trying to introduce venture investment to an ex-corporate executive. Though I didn't original intend to listen in to the conversation, the essence of the conversation proves too irresistible that my usual iPod stayed snug in my Targus bag. While I'd agree with most of what is said as being representative of what VCs' roles are, the following took me by surprise.
- "As an early-stage VC, I don't invest in companies unless they're profitable. Ideally they already have revenue of a million or more."
- "My role then as a VC is to get them to the next level. For e.g., if they're already making 1 million, my value to them is to help make 4 or 6 millions."
- "The business or management track record doesn't matter."
- "The first step for experienced ex-corporate executive is to talk to headhunters to promote themselves in order to establish themselves and grow a network of contacts."
I do not agree with the above statements as representative of what angels or VCs' roles. First thing first, a typical early-stage VC (though rarely the senior partners of the firm) generally work hard to identify potential startups from the mountain of business plans. If the partners agree with the assessment, a term sheet is prepared and the process of negotiation is initiated with existing shareholders (usually founders and management) of the attractive startups. If all goes well, then a deal is struck. The deal flow is often the leading indicator of a potentially successful VC, though the financial windfall during the exits is the best lag indicator (though it generally takes at least a couple years to see it).
While I agree that most VCs are averse to risk and would prefer to invest in a cashflow-positive (better yet profitable) startup, it's not the norm. Besides, if the startups are already sustaining a million-dollar revenue (assuming no collection issues and not future booked sales), founders and existing shareholders would have less need of VC capital to grow.
Thirdly, the business track record does matter. Seasonality (especially for those serving consumer), one-time hits (for e.g. a major contract), and similar anomalies point to risks to future earnings. To suggest this and management track record are irrelevant are at best misleading. Frankly, at this point I'm beginning to doubt the person's claim of being a VC.
Lastly, to suggest to an experienced ex-corporate executive that the way to embark on a career as a VC is to spend time with the executive search firms is a no brainer. Companies that can afford executive search firms are usually established (unless the CEO or HR VP/Director are simply throwing cash out the window). As such, the company that executive search firms keep hardly qualify as a prime source of startups. You'll have better luck hanging out with investment bankers and any (non-retail) bankers.
The moral of the story is this. For those "VC"-wannabes out there, please fact check before making claims (such as those above) in public. The quiet, smiling person at the next table who might very well be a angel or VC may just walk over and point out your errors.* As Al Pacino's character so aptly said at the end of
Devil's Advocate, "Vanity, it's definitely my favorite sin". For the record, I'm an angel investor. It's less glamorous than a VC but it's just as fulfilling.
*For the curious readers, I resisted the urge to correct the person. My morning quality time with my frappuccino is too important to be interrupted by a (well-intentioned) confrontation.