Entrepreneurship guide: Venture capital and term sheets


If you have made it by the pitch course of and are on the level the place an investor has handed you a replica of a term sheet, you may have a proper to really feel fairly excited.

So give your self a couple of minutes to have a good time — and then get all the way down to enterprise.

While a term sheet is not a legally binding doc, it has the potential to form each future spherical of funding you increase. It’s extraordinarily essential to learn it rigorously, rent a lawyer that will help you perceive what you simply learn, and be sure you’re snug with every part in there earlier than signing your identify.

Business Insider spoke to a sequence of entrepreneurship specialists — together with founders, traders, and legal professionals — about key points of the term sheet and the most typical pitfalls to keep away from. Though everybody interviewed declined to share copies of term sheets they’d signed, citing confidentiality causes, yow will discover templates on the National Venture Capital Association web site.

Read on for one of the best recommendation we heard about term sheets:

Look on the huge image

It’s straightforward to get slowed down in all of the legalese in a term sheet.

But ask Jerry Chen, a companion on the venture-capital agency Greylock Partners, and he’ll let you know the principle factor to give attention to is the standard of the investor and the agency they work for. If you have chosen somebody educated and skilled, it is unlikely they’ve included something misleading or unconventional in there.

The three key classes of phrases to evaluate, based on Chen, are valuation, governance, and voting rights (extra on all these under). While different phrases are essential, they will not have as a lot of an affect in your firm’s future success.

Get aware of the negotiation course of

Keep in thoughts that you will not be drafting a term sheet — the investor will. If you are fortunate, you will have a number of traders vying to be the lead, so you will obtain competing term sheets. The phrases you set along with your lead investor decide the phrases you will set with different traders taking part within the spherical, stated Bouchra Ezzahraoui, cofounder of New York City-based jewellery firm AUrate, which launched in 2015 and raised $2.63 million in a seed funding spherical.

So, precisely how lengthy does this complete course of take? Dave Kimelberg, managing companion at Kimelberg PLLC, a New York City agency that gives authorized counsel to entrepreneurs and traders, stated that if your organization’s in demand, it might take only a week. Otherwise, VCs will not be incentivized to maneuver as rapidly and negotiations would possibly take months.

Read extra: A startup founder who was rejected 148 occasions by VCs made these 2 small adjustments to her pitch, and she’s since raised almost $30 million

Know what constitutes enterprise normal

Nick Martell and Jack Kramer, cofounders of MarketSnacks, seem on Nasdaq.
Courtesy of MarketSnacks

The term “business standard” means “how things are typically done.” If one thing on the term sheet is not enterprise normal, you should definitely ask about it and the way it will profit the corporate, Ezzahraoui stated.

For instance, Kimelberg stated term sheets as we speak are sometimes two pages lengthy. If an investor sends you a 10-page term sheet, it is on you (and your lawyer) to determine precisely why.

Then once more, it’s possible you’ll very properly wish to deviate from enterprise normal in some portion of the term sheet. Just as a result of one thing is enterprise normal “doesn’t mean it’s how it should be done,” stated Nick Martell, cofounder of every day finance e-newsletter MarketSnacks. (Martell is now managing editor of reports at Robinhood, which acquired MarketSnacks in March 2019 and renamed it Snacks.) “There’s always room for innovation in finance.”

That stated, when you do wish to change business-standard phrases, you will must again that up with supporting proof, stated Jack Kramer, cofounder of MarketSnacks (now managing editor of reports at Robinhood).

Think lengthy term

Always remember that the term sheet you signal as we speak will affect future fundraising rounds. “That document will tag around for a long time,” stated Ezzahraoui.

Sacha Ross, a companion at Cooley LLP, a New York City legislation agency that advises high-growth corporations and traders, shared an instance of how myopic pondering can come again to hang-out a founder. Say you agree to offer the VC a 10% cumulative dividend on their funding, which means yearly they obtain 10% of their funding. “A cumulative dividend of 10% for a $1 million raise may not be that impactful,” Ross wrote in an electronic mail to Business Insider. “But if that dividend is carried through to a $300 million growth round, the preference can build quickly.”

Ezzahraoui additionally advises founders to know the place they need their firm to go in two to 5 years, together with the traders they wish to goal of their subsequent fundraising spherical and what these traders primarily care about. She encourages founders to consider whether or not their present term sheet presents any obstacles to touchdown these future traders.

Remember that is the start of your relationship with traders

“There’s this tendency to think of the fundraising as the milestone moment, as the capstone,” Martell stated. “The reality is that the fundraise is where the work just gets started.”

Chen stated the negotiation across the term sheets offer you a glimpse into what it is going to be like working with the VC going ahead. It’s the one time whenever you and the investor shall be on reverse sides of the desk, so you will get to see how they conduct enterprise.

Read extra: The first-time founder’s final information to pitching a VC

Educate your self and search authorized counsel

Bouchra Ezzahraoui.
Courtesy of Bouchra Ezzahraoui

As a first-time founder, it is best to completely search authorized counsel throughout the fundraising course of. “If you are going to spend money on legal,” stated Megan O’Connor, cofounder and CEO of Clark, “this is the time to do it.” The New York City-based tutoring-software firm launched in 2016 and has raised $three.5 million in angel and seed funding rounds.

Ezzahraoui added that it is essential to do your individual analysis — studying the literature, speaking to different founders — even earlier than assembly along with your lawyer, so you understand which inquiries to ask. And in fact, do not be afraid to ask these questions. “You have to be confident enough in yourself to show when you’re not confident,” stated Martell.

A phrase of warning: Patrick McGinnis, serial entrepreneur and managing companion at unbiased advisory agency Dirigo Advisors, stated legal professionals can miss issues, too. “You must read everything extraordinarily carefully, and you must do all the math yourself and make sure all the math works out.”

Another choice is to ask the investor you are contemplating partnering with to offer you a replica of a typical term sheet. It would not have to incorporate actual numbers, however Chen stated this offers you an thought of what it appears like so you are not caught abruptly or pressured to reply rapidly. Plus, Ross wrote, “Showing that you as a founder understand what’s important to you, and want to know what’s important to your investor, establishes your credibility.”

Take the doc significantly

A term sheet is just not legally binding. Typically, the founders’ and traders’ legal professionals will use the term sheet to draft different, legally binding paperwork, together with inventory buy agreements and shareholders’ agreements.

But as Martell warned, do not suppose you possibly can change one thing whenever you get to the actual contract. “Once you agree to the term sheet, those are the general principles you’re agreeing to, and nothing should be in conflict with what’s in the contract,” he stated.

Weigh the significance of cash versus management

In their 2016 e book ” Venture Deals,” Brad Feld and Jason Mendelson, cofounders and managing administrators at Foundry Group, which invests in early-stage expertise corporations, write that VCs care primarily about economics and management. Economics refers back to the return they will get in a liquidation occasion (e.g., an IPO or acquisition); management refers to their capacity to veto founders’ choices and form the destiny of the enterprise.

In reality, Feld and Mendelson write, if a VC is preoccupied with any phrases past the scope of economics and management, that exhibits you ways nitpicky they may be down the road.

As for prioritizing cash or management, Ezzahraoui stated that typically you will wish to go together with the investor at a decrease valuation in the event that they add extra worth to the enterprise or if the term sheet positions you for a better valuation sooner or later. As a founder, she stated, you may have a fiduciary responsibility to maintain one of the best pursuits of the corporate in thoughts.

“Founders can get a little ‘valuation hungry,'” O’Connor stated, however it’s additionally essential to think about phrases like dilution and future acquisition value. “Higher doesn’t always mean better.”

Pay consideration to the liquidation desire

“Liquidation preference” outlines how the proceeds shall be shared in a liquidity occasion. According to “Venture Deals,” it is among the many most essential phrases in a term sheet.

Capshare’s information to term sheets breaks down the usual apply: When an organization is offered, most popular stockholders are entitled to an quantity equal to what they invested earlier than different stockholders obtain something in any respect. Preferred shareholders can even convert their shares into widespread inventory and obtain money as a substitute.

Keep in thoughts the dimensions of your choice pool

Your “option pool” is the quantity of fairness you possibly can grant future staff. The dimension of the choice pool (sometimes between 10% and 20%) is taken into consideration within the firm’s valuation, based on “Venture Deals” — which means an even bigger choice pool is not essentially advantageous.

Feld and Mendelson advocate making ready an choice funds on your negotiation with an investor, itemizing all of the hires you intend to make between now and the following spherical of financing and how a lot fairness you will supply them.

Read extra: VC large Greylock, a Dropbox and Facebook investor, simply employed a brand new companion to employees its portfolio’s startups. Here’s the No. 1 trait she appears for in government candidates.

Consider board dynamics

Kimelberg encourages early-stage founders to maintain management of their board (which means a majority of seats) and to maintain it small. A 3-person board is advisable, he added, sometimes together with two representatives nominated by widespread shareholders and one consultant for the popular shareholders.

Whatever you do, make sure that there’s an odd variety of seats to keep away from impasse.

Review protecting provisions

The protecting provision outlines how a lot management VCs have over your organization. For instance, you would possibly want their permission to promote the corporate, increase one other spherical, situation extra inventory, or declare chapter.

Kimelberg warned that the voting majority threshold should not be too excessive — in different phrases, “you don’t want to have to chase down 70% of all the stockholders to get approval” for a sure choice. What’s extra, Kimelberg added, the protecting provisions on this term sheet will set a precedent on your subsequent spherical of financing.

Bring up any employment points

“Any material employment issues, I would also throw into the term sheet, make sure they’re there, so that you’ve surfaced them,” McGinnis stated. For instance, when you’re the founding father of one other firm, the term sheet would possibly point out that you’re going to spend 10% of your time there.

If you haven’t any facet initiatives, however that paragraph is within the term sheet anyway, it is potential the investor suspects you have bought one thing else happening, based on “Venture Deals.”



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