The #1 Blog For Capital Raising, Selling, Deal-Making And Social Dynamics

goldI have written and spoken extensively that the decisions we make in our business life are rooted deep in our evolutionary past. We came from a harsh world, where daily survival was difficult, and a key goal of life was immediate reproductive success. This made us fiercely competitive for scarce resources: food, shelter, tools and a mate.

Logically, we know we aren’t fighting for survival when we make business decisions, but the paradox is that we often behave as if we were in a survival pattern, even if we are just deciding on accounting software. A sense of survival immediacy can push a buyers’ focus into the here and now, and into making a decision.

So we need to frame our ideas and products to trigger a buyer to become fiercely competitive, as they would for other important and scarce resources. Click to continue…

raise statusWhy do I feel I need positive feedback from the client at the end of my presentation?

This is called The Need for Action

Taking swift action that might not be called for is quite common in business, but much easier to study in sports. Consider the case of a soccer penalty kick. In this sport, goalkeepers must choose their action before they can clearly observe the direction of the kick coming at them. An analysis of 286 penalty kicks in top leagues and championships worldwide shows that the optimal strategy for goalkeepers is to stay in the goal’s center. To not move at all. Click to continue…

bias forecastEvery time you ask someone to buy your product, you are forecasting the results the buyer will get after the purchase. You are the forecaster. Only you decide which factors to include and which to exclude in this projection. If you, as the forecaster, are not careful to provide equal balance to the possibility of both gain and loss, the buyer becomes fearful you are skewing the forecast.

Buyers have a lot of experience hearing forecasts and projections from people like you.

Click to continue…

warningFor 80 years it has been illegal to advertise for investors.

That has changed. The SEC voted to lift an 80-year-old ban on “general solicitation” for equity shares in private companies.

If you’re raising capital for your company, this is good news, right? How could it not be. You can now reach a large number of potential investors at a low cost.

Here’s 5 reasons this is a terrible idea. See more.

stocksINTEREST rates are very low in the developed world; this is part of a deliberate policy by central banks to encourage borrowing. It has also been seen as a way of boosting the stock market and thus as creating a wealth effect for individuals, and boosting confidence.

Let’s break this down into the most simple terms possible. First, if interest rates are now low because economic growth is slow (and it has been), then the future cash flows of public companies will be low.

So what? The second piece of information you need; low rates on bonds and cash investments make investors seek out the greater profit potential of equities. dig deeper

inboxThe best pitch in the world will never see the light of day you if start the process off as another shitty email in my inbox.

Very rarely will I or anyone else react to an introduction email from someone we don’t know with an attachment included. That form of email is about as low status as it gets in the world of business.

Without a personal recommendation by a friend or colleague to your deal the chances you’ll be cold calling or emailing someone out of the blue.

Yet, everyday we see dozens of people make the same mistake over and over again. They blast us their pitch/presentation attached to an introduction email that reads something like this:  Click to continue…