1. Investor Negotiation Techniques

2. Aim To close the deal as soon as possible with the highest possible valuation

3. This is sales ! This is a sales situation – you are selling an investment opportunity Value drivers are the arguments to buy shares in your company Different from sales drivers / sales argument to sell your product and services Always agree on progression – what is the next step?

4. 1. Due diligence: -Not prepared -If findings 2.Documents: -Not prepared 3.Discussions: -About non-disclosure agreement -About financial aims, exit and ROI -About the structure of the deal -About milestones for call-in of capital etc. -About valuation What takes time

5. The Miniature booklet must be available IM with investor angle available A non-disclosure agreement must be available if you need one Clarify parameters for call-in of capital Already registration in a public shareholders register if any ? How to reduce the time

6. Adjust your mind-set Clarify your value drivers Adjust your mind-set for talks with investors

7. Which milestones may interest an investor in my company? When do I really need the money? Are the milestones really realistic? Milestones for call-in of capital