搞定投资人之前需要知道的一些事儿｜光速安振潘翔｜RC Sync X 众创学院

節操君 2015.05.20 来源: 红沙发RedCouch 热度: 493

视频来源于众创学院公开课的分享实录，点击阅读原文跳转光速安振

<br/></span><span style="color: rgb(89, 89, 89); font-size: 12px;">↑ 时长：06′54″，体积：25MB</span></p><p style="white-space: normal;"><br/></p><fieldset class="tn-Powered-by-XIUMI" style="font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;"><section class="tn-Powered-by-XIUMI" style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; font-family: inherit; box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><strong><span style="color: rgb(89, 89, 89); font-size: 14px;">分享者</span></strong></section></section><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;"/></section></fieldset><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;"><a class="relation-object person" data-ticket="32da5617be2a8b9125eeaeedceb2e966" data-type="person" href="/data/person/32da5617be2a8b9125eeaeedceb2e966" target="_blank">潘翔</a>，光速安振，副总裁</span></p><p style="white-space: normal;"><br/><span style="color: rgb(89, 89, 89); font-size: 14px;"/></p><fieldset class="tn-Powered-by-XIUMI" style="font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;"><section class="tn-Powered-by-XIUMI" style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; font-family: inherit; box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><strong><span style="font-size: 14px; color: rgb(89, 89, 89);">背景</span></strong></section></section><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;"/></section></fieldset><p style="white-space: normal;"><span style="font-size: 14px; color: rgb(89, 89, 89);">光速安振专注中国早期市场的投资基金，最近最有名的投资项目就是之前刷了把朋友圈的足记。</span></p><p style="white-space: normal;"><br/></p><fieldset class="tn-Powered-by-XIUMI" style="font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;"><section class="tn-Powered-by-XIUMI" style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; font-family: inherit; box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><span style="color: rgb(89, 89, 89); font-size: 14px;">简介</span></section></section><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;"/></section></fieldset><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">经常有朋友问我「<span style="color: rgb(89, 89, 89); font-size: 14px;">明天有投资人约我去他公司聊聊，我该做什么准备</span>」。其实每次遇到这样的问题我自己也很惆怅。</span></p><p style="white-space: normal;"><br/></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">首先我是很感谢大家内心中对我是个大忽悠这样的的定位，遇到需要忽悠人都纷纷来咨询我。</span></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;"><br/></span></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">其次我很能理解大家忐忑又激动的心情，但是毕竟我只是接触做投资的朋友多些，自己并不是做投资的，恐怕对于这类问题，我的回答总是不能够特别系统和周到的。</span></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;"><br/></span></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">我们自己的融资经验，也不一定符合其他不同领域的朋友。<span style="color: rgb(192, 0, 0); font-size: 14px;">最好还是能够听一听真的做投资的朋友来讲讲他们怎么接待项目的</span>。</span></p><p style="white-space: normal;"><br/></p><p style="white-space: normal;"><img data-s="300,640" data-type="jpeg" data-ratio="0.5612648221343873" data-w="" style="" src="https://img.jinglingshuju.com/news-image/fc380aaa93e885ba285d7a7dac1a4d5d.jpeg"/><br/><span style="color: rgb(89, 89, 89); font-size: 12px;">↑ 其实很多时候创业者和投资人聊天时根本在牛头不对马嘴</span></p><p style="white-space: normal;"><br/></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">而且说实话，绝大多数的时候，听投资人讲他们怎么接待项目往往比听他们讲行业见解要给力多了。</span></p><p style="white-space: normal;"><br/></p><p style="white-space: normal;"><strong><span style="color: rgb(255, 255, 255); font-size: 14px; background-color: rgb(192, 0, 0);">附提纲</span></strong></p><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;"/></p><fieldset class="tn-Powered-by-XIUMI" style="white-space: normal; border: 0px; margin: 0px; text-align: justify; box-sizing: border-box; padding: 0px;"><section class="tn-Powered-by-XIUMI" style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; text-align: inherit; text-decoration: inherit; box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="font-family: inherit; box-sizing: border-box;"><p><span style="color: rgb(89, 89, 89); font-size: 14px; line-height: 19px;"><strong>如何找到投资人</strong></span></p></section></section></fieldset><p style="white-space: normal;"><span style="font-size: 14px; color: rgb(89, 89, 89);"/></p><p><span style="font-size: 14px; color: rgb(89, 89, 89);">1.怎么认识投资人的，有很多方法，<span style="font-size: 14px; color: rgb(192, 0, 0);">在我看来其实是不同渠道来的人，靠谱程度，我聊的深度也不一样</span>。</span></p><p><br/></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;">2.完全陌生的人找到我，其实我会有点抵触，因为一般而言，好项目是别人找上去的。没有什么冲上来说这个项目是个独角兽，<span style="color: rgb(192, 0, 0); font-size: 14px;">现在VC那么多，投资机构那么多，如果你不认识个投资人，在我心目中第一感觉你可能不在圈子里</span>。</span></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;"><br/></span></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;">3.如果<span style="color: rgb(192, 0, 0); font-size: 14px;">FA介绍的</span>，我觉得FA会同时介绍给很多基金，这是工作性质决定的，他需要帮这个公司融到钱，他介绍给很多VC的话，给<span style="color: rgb(192, 0, 0); font-size: 14px;">我的感觉这项目可能会比较快比较抢手，这项目比较难谈</span>。</span></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;"><br/></span></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;">4.<span style="color: rgb(192, 0, 0); font-size: 14px;">投资人找到你，这个时候你可能要考虑一下，他一般是什么情况下找到我</span>。有可能他是看你的竞争对手，了解很多竞争对手的情况，回来再跟你聊聊看。还有可能确实做一个 top down research，觉得这个行业你是做的最好的，就主动过来跟你聊。</span></p><p style="white-space: normal;"><span style="font-size: 14px; color: rgb(89, 89, 89);"><br/></span></p><fieldset class="tn-Powered-by-XIUMI" style="font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;"><section class="tn-Powered-by-XIUMI" style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="line-height: 1.4; font-family: inherit; box-sizing: border-box;"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><strong><span style="font-size: 14px; color: rgb(89, 89, 89);">如何做准备工作</span></strong></section></section></section></fieldset><p style="white-space: normal;"><span style="color: rgb(89, 89, 89); font-size: 14px;">1.<span style="color: rgb(192, 0, 0); font-size: 14px;">在见投资人之前，就是要做一些基金的尽职调查工作</span>。这个基金是人民币还是美元基金，人民币的项目只能在国内退，美元项目可以在，除中国大陆以外的市场退。创始合伙人背景你要了解一下，他以前做<a class="relation-object tag" data-ticket="8d213ec11f94e15bbae182361fe420be" data-type="tag" href="javascript:void(0);">传统行业</a>的，还是做TMT行业的，还是以前一直做VC的，包括口碑。</span></p><p style="white-space: normal;"><br/></p><fieldset style="border: 0px; margin: 0px; font-size: 1em; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;" class="tn-Powered-by-XIUMI"><section style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-size: 100%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;" class="tn-Powered-by-XIUMI"><section style="line-height: 1.4; font-family: inherit; box-sizing: border-box;" class="tn-Powered-by-XIUMI"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><strong><span style="font-size: 14px; color: rgb(89, 89, 89);">如何理解投资人的问题</span></strong></section></section><section style="line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 87.5%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;" class="tn-Powered-by-XIUMI"/></section></fieldset><p><span style="font-size: 14px; color: rgb(89, 89, 89);">1.比如你怎么看竞争对手，这个问题不是那么简单。你回答，我的竞争对手都比我差，我觉得我最好。</span><span style="color: rgb(89, 89, 89); font-size: 14px;">可能投资人更想了解，你在行业里面地位是怎么样的，你可能怎么追上竞争对手，你觉得自己缺什么，你看到别人有什么好的地方。而不仅仅是竞争对手怎么样评价一句，<span style="color: rgb(192, 0, 0); font-size: 14px;">评价都会比较主观嘛，但是背后的问题可能是其他的</span>。</span></p><p style="white-space: normal;"><br/><span style="font-size: 14px; color: rgb(89, 89, 89);"/></p><fieldset style="border: 0px; margin: 0px; font-size: 1em; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;" class="tn-Powered-by-XIUMI"><section style="padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-size: 100%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;" class="tn-Powered-by-XIUMI"><section style="line-height: 1.4; font-family: inherit; box-sizing: border-box;" class="tn-Powered-by-XIUMI"><section class="tn-Powered-by-XIUMI" style="box-sizing: border-box;"><strong><span style="font-size: 14px; color: rgb(89, 89, 89);">如何选择投资</span></strong></section></section><section style="line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 87.5%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;" class="tn-Powered-by-XIUMI"/></section></fieldset><p><span style="color: rgb(89, 89, 89); font-size: 14px;">1.很多创始人觉得我要融钱，<span style="color: rgb(192, 0, 0); font-size: 14px;">钱最重要</span>，或者我的估值，<span style="color: rgb(192, 0, 0); font-size: 14px;">估值最重要</span>。但<span style="color: rgb(192, 0, 0); font-size: 14px;">在我心目中可能这两个都不重要，用我们话来讲都是paper</span>。</span></p><p><br/></p><p><span style="color: rgb(89, 89, 89); font-size: 14px;">2.关键时候，你白纸黑字签的这个term是什么样的，几倍优先请算权，你的赎回是怎么样的，有没有拖售权，有没有领售权，等等一些比较细节的条款。这<span style="color: rgb(192, 0, 0); font-size: 14px;">条款是最终大家都签字，有法律效力的，一旦发生问题，根据这个条款来走的，这个到时候撕破脸是很尴尬的问题</span>。</span></p><p 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style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(47, 42, 42); border-color: rgb(185, 40, 15); box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E视频来源于众创学院公开课的分享实录，点击阅读原文跳转光速安振\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"font-size: 12px; color: rgb(89, 89, 89);\"\u003E\u003Ciframe class=\"video_iframe\" style=\" z-index:1; \" height=\"375\" width=\"500\" frameborder=\"0\" data-src=\"http:\u002F\u002Fv.qq.com\u002Fiframe\u002Fplayer.html?vid=u0154s7dl27&width=500&height=375&auto=0\" allowfullscreen=\"\"\u002F\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 12px;\"\u003E↑ 时长：06′54″，体积：25MB\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset class=\"tn-Powered-by-XIUMI\" style=\"font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E分享者\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\"\u002F\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E\u003Ca class=\"relation-object person\" data-ticket=\"32da5617be2a8b9125eeaeedceb2e966\" data-type=\"person\" href=\"\u002Fdata\u002Fperson\u002F32da5617be2a8b9125eeaeedceb2e966\" target=\"_blank\"\u003E潘翔\u003C\u002Fa\u003E，光速安振，副总裁\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset class=\"tn-Powered-by-XIUMI\" style=\"font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E背景\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\"\u002F\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E光速安振专注中国早期市场的投资基金，最近最有名的投资项目就是之前刷了把朋友圈的足记。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset class=\"tn-Powered-by-XIUMI\" style=\"font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E简介\u003C\u002Fspan\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 14px; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\"\u002F\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E经常有朋友问我「\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E明天有投资人约我去他公司聊聊，我该做什么准备\u003C\u002Fspan\u003E」。其实每次遇到这样的问题我自己也很惆怅。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E首先我是很感谢大家内心中对我是个大忽悠这样的的定位，遇到需要忽悠人都纷纷来咨询我。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E其次我很能理解大家忐忑又激动的心情，但是毕竟我只是接触做投资的朋友多些，自己并不是做投资的，恐怕对于这类问题，我的回答总是不能够特别系统和周到的。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E我们自己的融资经验，也不一定符合其他不同领域的朋友。\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E最好还是能够听一听真的做投资的朋友来讲讲他们怎么接待项目的\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cimg data-s=\"300,640\" data-type=\"jpeg\" data-ratio=\"0.5612648221343873\" data-w=\"\" style=\"\" src=\"https:\u002F\u002Fimg.jinglingshuju.com\u002Fnews-image\u002Ffc380aaa93e885ba285d7a7dac1a4d5d.jpeg\"\u002F\u003E\u003Cbr\u002F\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 12px;\"\u003E↑ 其实很多时候创业者和投资人聊天时根本在牛头不对马嘴\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E而且说实话，绝大多数的时候，听投资人讲他们怎么接待项目往往比听他们讲行业见解要给力多了。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"color: rgb(255, 255, 255); font-size: 14px; background-color: rgb(192, 0, 0);\"\u003E附提纲\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset class=\"tn-Powered-by-XIUMI\" style=\"white-space: normal; border: 0px; margin: 0px; text-align: justify; box-sizing: border-box; padding: 0px;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; text-align: inherit; text-decoration: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"font-family: inherit; box-sizing: border-box;\"\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px; line-height: 19px;\"\u003E\u003Cstrong\u003E如何找到投资人\u003C\u002Fstrong\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u002F\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E1.怎么认识投资人的，有很多方法，\u003Cspan style=\"font-size: 14px; color: rgb(192, 0, 0);\"\u003E在我看来其实是不同渠道来的人，靠谱程度，我聊的深度也不一样\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E2.完全陌生的人找到我，其实我会有点抵触，因为一般而言，好项目是别人找上去的。没有什么冲上来说这个项目是个独角兽，\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E现在VC那么多，投资机构那么多，如果你不认识个投资人，在我心目中第一感觉你可能不在圈子里\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E3.如果\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003EFA介绍的\u003C\u002Fspan\u003E，我觉得FA会同时介绍给很多基金，这是工作性质决定的，他需要帮这个公司融到钱，他介绍给很多VC的话，给\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E我的感觉这项目可能会比较快比较抢手，这项目比较难谈\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E4.\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E投资人找到你，这个时候你可能要考虑一下，他一般是什么情况下找到我\u003C\u002Fspan\u003E。有可能他是看你的竞争对手，了解很多竞争对手的情况，回来再跟你聊聊看。还有可能确实做一个 top down research，觉得这个行业你是做的最好的，就主动过来跟你聊。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cfieldset class=\"tn-Powered-by-XIUMI\" style=\"font-size: 1em; white-space: normal; border: 0px; margin: 0px; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E如何做准备工作\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E1.\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E在见投资人之前，就是要做一些基金的尽职调查工作\u003C\u002Fspan\u003E。这个基金是人民币还是美元基金，人民币的项目只能在国内退，美元项目可以在，除中国大陆以外的市场退。创始合伙人背景你要了解一下，他以前做\u003Ca class=\"relation-object tag\" data-ticket=\"8d213ec11f94e15bbae182361fe420be\" data-type=\"tag\" href=\"javascript:void(0);\"\u003E传统行业\u003C\u002Fa\u003E的，还是做TMT行业的，还是以前一直做VC的，包括口碑。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset style=\"border: 0px; margin: 0px; font-size: 1em; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-size: 100%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E如何理解投资人的问题\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003Csection style=\"line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 87.5%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u002F\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E1.比如你怎么看竞争对手，这个问题不是那么简单。你回答，我的竞争对手都比我差，我觉得我最好。\u003C\u002Fspan\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E可能投资人更想了解，你在行业里面地位是怎么样的，你可能怎么追上竞争对手，你觉得自己缺什么，你看到别人有什么好的地方。而不仅仅是竞争对手怎么样评价一句，\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E评价都会比较主观嘛，但是背后的问题可能是其他的\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u002F\u003E\u003C\u002Fp\u003E\u003Cfieldset style=\"border: 0px; margin: 0px; font-size: 1em; line-height: 1.4; text-align: justify; box-sizing: border-box; padding: 0px;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection style=\"padding: 0px 8px; border-left-width: 3px; border-left-style: solid; border-color: rgb(185, 40, 15); font-size: 100%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(185, 40, 15); box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection style=\"line-height: 1.4; font-family: inherit; box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u003E\u003Csection class=\"tn-Powered-by-XIUMI\" style=\"box-sizing: border-box;\"\u003E\u003Cstrong\u003E\u003Cspan style=\"font-size: 14px; color: rgb(89, 89, 89);\"\u003E如何选择投资\u003C\u002Fspan\u003E\u003C\u002Fstrong\u003E\u003C\u002Fsection\u003E\u003C\u002Fsection\u003E\u003Csection style=\"line-height: 1.4; margin-top: 5px; padding-left: 3px; font-size: 87.5%; font-family: inherit; font-weight: inherit; text-align: inherit; text-decoration: inherit; color: rgb(51, 51, 51); box-sizing: border-box;\" class=\"tn-Powered-by-XIUMI\"\u002F\u003E\u003C\u002Fsection\u003E\u003C\u002Ffieldset\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E1.很多创始人觉得我要融钱，\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E钱最重要\u003C\u002Fspan\u003E，或者我的估值，\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E估值最重要\u003C\u002Fspan\u003E。但\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E在我心目中可能这两个都不重要，用我们话来讲都是paper\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Cp\u003E\u003Cspan style=\"color: rgb(89, 89, 89); font-size: 14px;\"\u003E2.关键时候，你白纸黑字签的这个term是什么样的，几倍优先请算权，你的赎回是怎么样的，有没有拖售权，有没有领售权，等等一些比较细节的条款。这\u003Cspan style=\"color: rgb(192, 0, 0); font-size: 14px;\"\u003E条款是最终大家都签字，有法律效力的，一旦发生问题，根据这个条款来走的，这个到时候撕破脸是很尴尬的问题\u003C\u002Fspan\u003E。\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal;\"\u003E\u003Cbr\u002F\u003E\u003C\u002Fp\u003E\u003Chr style=\"white-space: normal;\"\u002F\u003E\u003Cp style=\"white-space: normal; text-align: center;\"\u003E\u003Cspan style=\"color: rgb(127, 127, 127); font-size: 14px;\"\u003E\u003Cstrong\u003E\u003Cstrong\u003E\u003Cstrong\u003E\u003Cstrong style=\"color: rgb(192, 0, 0);\"\u003E合作小伙伴\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal; text-align: center;\"\u003E\u003Cspan style=\"color: rgb(127, 127, 127); font-size: 14px;\"\u003E\u003Cstrong\u003E\u003Cstrong\u003E\u003Cstrong\u003EGDG社区\u003C\u002Fstrong\u003E \u003C\u002Fstrong\u003E口袋巴士 \u003Cstrong\u003E七牛\u003Ca class=\"relation-object tag\" data-ticket=\"c2e48855203e81f464aed8daa891dd7e\" data-type=\"tag\" href=\"javascript:void(0);\"\u003E开发者\u003C\u002Fa\u003E最佳实践日\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal; text-align: center;\"\u003E\u003Cspan style=\"color: rgb(127, 127, 127); font-size: 14px;\"\u003E\u003Cstrong\u003E中国移动\u003Ca class=\"relation-object tag\" data-ticket=\"c2e48855203e81f464aed8daa891dd7e\" data-type=\"tag\" href=\"javascript:void(0);\"\u003E开发者\u003C\u002Fa\u003E俱乐部 \u003C\u002Fstrong\u003E\u003Cstrong\u003E\u003Cstrong\u003E\u003Cstrong\u003E\u003Cstrong\u003EIT高管会 \u003Cstrong\u003E\u003Cstrong\u003E小饭桌\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fstrong\u003E\u003C\u002Fspan\u003E\u003C\u002Fp\u003E\u003Cp style=\"white-space: normal; text-align: center;\"\u003E\u003Cspan style=\"color: rgb(127, 127, 127); font-size: 14px;\"\u003E\u003Cstrong\u003EIDG资本 ZhenTalk InnoSpace 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搞定投资人之前需要知道的一些事儿｜光速安振 潘翔｜RC Sync X 众创学院

搞定投资人之前需要知道的一些事儿｜光速安振潘翔｜RC Sync X 众创学院