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Frank Demmler

Frank Demmler



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Published by PhilipBaddeley
Frank Demmler
Frank Demmler

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Published by: PhilipBaddeley on Jun 05, 2007
Copyright:Attribution Non-commercial


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Frank DemmlerAdjunct Professor of EntrepreneurshipCarnegie Mellon Tepper School of BusinessPittsburgh, USA
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 p. 4
Chapter 1
Why investors don’t want to invest in your deal! p. 6
Chapter 2
The Arithmetic of Deals (A) p. 9
Chapter 3
Arithmetic of Deals (B) p. 12
Chapter 4
Valuation (A): What is your company worth? p. 15
Chapter 5
The Term Sheet p. 18
Chapter 6
An Exchange of Values p. 22
Chapter 7
What’s so preferable about preferred stock? p. 26
Chapter 8
Is Participating Preferred Stock as Nice as it Sounds?:Valuation revisited – it depends p. 28
Chapter 9
Attracting private investors – 1 p. 30
Chapter 10
Attracting private investors – 2 p. 33
Chapter 11
Private Investors (C): Attracting private investors – 3 p. 36
Chapter 12
Private Investors (D) – Tactical Plan for Raising MoneyFrom Private Investors p. 39
Chapter 13
Deal Structures (A): What’s the Deal? – 1 p. 42
Chapter 14
Deal Structures (B) – What’s the Deal? – 2 p. 44
Chapter 15
Fund Raising Recap: The Abridged Version of RaisingMoney from Private Investors p. 47
Chapter 16
Risk Reduction Techniques p. 50
Chapter 17
Timing and Alternatives: Other Considerations aboutRaising Private Equity p. 52
Chapter 18
Valuation (B): Increasing your Company’s Value p. 56
Chapter 19
VENTURE CAPITAL vs. venture capital p. 59
Chapter 20
Deadlines: The Power of Commitments & Deadlines p. 62
Chapter 21
What Do You Want to Do When You Grow Up? p. 65
Chapter 22
The Roles of the CEO and Founders: Be Careful What YouAsk For  p. 68
Chapter 23
Is a Small Piece of a Big Pie Worth Much? p. 72
Chapter 24
Cutting Up the Founders’ Pie p. 74
Chapter 25
Working with Your Board of Directors p. 78
Chapter 26
Vesting Founder Shares: Founder “Fairness” p. 81
Chapter 27
The Conundrum of Convertible Notes p. 85
Chapter 28
Sources of Money (A): From within the Company p. 88
Chapter 29
Sources of Money (B): From Outside the Company p. 92
Chapter 30
Sources of Funds by Phase of the Start Up: Raising Moneyfor New and Emerging Companies p. 97
Chapter 31
To Get Big, You’ve Got to Think Small p. 99
Chapter 32
The Declarative Imperative: Generating Sales Quickly andCheaply p. 101
Chapter 33
The Most Frequent Source of Funding p. 103
Chapter 34
Tales of Two Companies: Selling, Educating &Philosophizing p. 107
Chapter 35
The Founders’ Pie Calculator 
of 3 p. 111
Chapter 36
The Nine Drafts of the Business Plan: When is a business plan THE BUSINESS PLAN? p. 115
Chapter 37
Lessons Learned: Pricing p. 119
Chapter 38
Lessons Learned: Hiring p. 122
Chapter 39
Revenue Participation Certificate – Keeping your Equity p. 124
Chapter 40
Loan, Purchase Option and Purchase Option Buyback – Keeping your Equity: Deal Structure: Purchase Option Buyback  p. 127
Chapter 41
Special Situation: Purchase Order Loan – Keeping your Equity p. 130
Chapter 42
Put and Call – Keeping your Equity: Focus on Returns p. 132
Chapter 43
Entrepreneurial Leadership: Embrace Mistakes – Yours &Those of Your Team p. 135
Chapter 44
Cookie Cutter Businesses: Building your business onecookie at a time p. 137
Chapter 45
Growth through Cutting Cookies: Make sure you KnowWhere You’re Going – Different Growth Strategies Can Lead to VeryDifferent Destinations p. 139
Chapter 46
Schizophrenia: Same Person, Different Roles, DifferentAnswers p. 144
Chapter 47
Keeping Investor Syndicates in Line: Pay-to-Pay – TermSheets have Changed in an Interesting Way p. 147
Chapter 48
Guerrilla Marketing: Getting a Bigger Bang from your Marketing p. 149
Chapter 49
Enlightened Serendipity: You’ll Know When it’s Time toStart Your Business p. 151
Chapter 50
Dilution?: It May Not Be What You Think  p. 155
Chapter 51
Full Ratchet Anti-Dilution Protection: Fasten your SeatBelt p. 161
Chapter 52
Weighted Average Anti-Dilution Protection: Get Out your Calculator  p. 166
Chapter 53
Anti-Dilution Protection Postscript: At the Risk of Beatinga Dead Horse… p. 170
Appendix 1
2004: A Step in the right Direction? The numbers are better, but that’s not saying much p. 171
Appendix 2
About Frank Demmler 

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