Pitch like you expect to be funded. Expect to be funded after you’ve done your homework.


This post is by Charlie O’Donnell from This is going to be BIG


I hear from a lot of founders who want to know what I think.

I want to know what they think.

It’s fine if you’re at a super early stage, and you’re looking for some direction—trying to figure out if anyone has done something like this, or whether or not, in my “expertise” I believe some aspect of expected consumer behavior. Let’s be clear, however, that’s not fundraising.

That’s product research.

Fundraising is what happens after you’ve done your product research, your extensive customer interviews—it’s what happens after the past months and years of your life have led up to knowing that this thing is a thing, not guessing that it is.

The difference is homework, research and experience. If you’re going to pitch a two-sided marketplace, you should talk to early employees at eBay or Seemless or heck, even Notarize.com (one of my favorite business tools) to understand the keys to success there.

The right time to fundraise is when you know you should be funded—and you should act like it.

It’s very obvious when someone pitches me restaurant tech after solving a problem only for those seated at a restaurant, and without having talked to someone who owns a restaurant. They’ve never asked what that restaurant pays for Yelp or Singleplatform.

Pitch success is in many ways a function of confidence, but confidence isn’t just something you’re born with or that you psyche yourself up for. It comes from the knowledge that you have a company that a (Read more…)