{"id":2032,"date":"2014-07-17T10:00:20","date_gmt":"2014-07-17T17:00:20","guid":{"rendered":"https:\/\/berkonomics.com\/?p=2032"},"modified":"2014-08-04T11:55:56","modified_gmt":"2014-08-04T18:55:56","slug":"dont-be-defensive-but-defend","status":"publish","type":"post","link":"https:\/\/berkonomics.com\/?p=2032","title":{"rendered":"Don\u2019t be defensive, but defend."},"content":{"rendered":"

When meeting with investors, during the period devoted to feedback after your presentation, you will hear comments and recommendations that don\u2019t resonate with you. Some will be from a misunderstanding of your explanation. Some listeners will challenge your assumptions. Some will seem to ask just plain show-off questions, in which the questioner wants you and others in the room to know that s\/he knows more than you do.<\/p>\n

You are in a vulnerable position in that room, the salesperson looking for money before individuals who have nothing to lose but risky profits far in the future. You cannot appear to be standoffish, or above responding to some of these inappropriate questions.<\/p>\n

\"Berkonomics<\/a>

Berkonomics books available at www.berkus.com<\/p><\/div>\n

Defend your position when appropriate. But listen carefully.\u00a0\u00a0 Although you may be completely right, the questioner\u2019s comment may indicate that you are not getting your points across. That\u2019s just as valuable for feedback as hearing a good, new idea.<\/p>\n

[Email readers, continue here…]<\/em><\/span> Sometimes, you will have an opportunity to present to several levels of an investor organization, from first prescreening, to a screening session with many present, to the final meeting of the members or partners. Plan to incorporate the appropriate responses to earlier questions in the presentation to avoid those being repeated. Show that you are both humble and adaptable.<\/p>\n

Investment groups including venture capital fund managers will tell you that the very process of defending your plan will help you better think through the rough spots, better launch the business with fewer holes in reasoning, and better connect with resources that can be used to accelerate your growth to breakeven and beyond. The process is always time-consuming and grueling. But approached correctly, the time is well spent and the results almost always positive, even if money doesn\u2019t come from the present effort.<\/p>\n","protected":false},"excerpt":{"rendered":"

When meeting with investors, during the period devoted to feedback after your presentation, you will hear comments and recommendations that don\u2019t resonate with you. Some will be from a misunderstanding of your explanation. Some listeners will challenge your assumptions. Some … Continue reading →<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[5,10],"tags":[],"class_list":["post-2032","post","type-post","status-publish","format-standard","hentry","category-raising-money","category-surrounding-yourself-with-talent"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts\/2032","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2032"}],"version-history":[{"count":0,"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts\/2032\/revisions"}],"wp:attachment":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2032"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2032"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2032"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}