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How do investors build trust with founders
Published
1 year agoon
By
admin
When looking at the investment market if you want to broadly categorise investors in young businesses, in my experience there are two types:
- The ‘emotionals’ – who are generally friends and family, angel investors and some high net worth’s and can get very excited by investment opportunities.
- The ‘rationals’ – who are experienced high net worth’s and institutional investors in the Private Equity and Venture Capital sectors and approach an investment deal in a very business-like fashion.
In the early stages of raising investment most young businesses look to friends and family or the angel investment community. This fundraising has come about through a personal relationship where levels of trust are already baked in. For the most part, it is easy to keep the trust in place during the fundraising process and after the deal is complete.

David Pattison
Where I often see trust issues is when the business looking for investment moves from the ‘emotional’ investors to its first serious raise from a ‘rational’ institutional investor. Part of this is down to the founders not being ready for the process, but part of it is down to the business-like attitude from the prospective investor. I don’t think that the institutional investors either realise, or maybe care, that the change can come as a massive shock to a lot of founders.
I have seen, both close up and at arm’s length, a lot of very successful investor/founder relationships that have worked well for all parties. I spend a lot of time with companies helping them to prepare for the investment process. With these experiences I have seen how maintaining trust with founders can often lead to significantly enhanced returns on an investment. I have also seen how mistrust can lead to friction and a breakdown in the relationship.
The biggest area of trust contention is around the investors’ money. Institutional investors are judged on their financial performance alone. Therefore, everyone should understand that there is only one thing that investors care about – their money, and how much their money needs to make.
If everyone understands this, then it shouldn’t get in the way of the trust relationship.
With that understood what else can an institutional investor do to build and maintain trust with founders?
- When first looking at the business remember that it is the founder’s baby. Starting a new business is hard. The founders will have put a lot of blood sweat and tears into the business. Pay them some respect.
- Founders can be a bit dismissive of investors that have not ‘been there and done it’ and worry that you don’t understand. If you haven’t founded a business let them know what experiences you can bring to help them.
- Founders do not want you to run the business for them. If things are not going well, they should expect an intervention but if they are going well trust them to keep driving the business. Nothing builds trust like trusting someone.
- The due diligence process is always brutal and makes most founders feel like fraudulent criminals, even when they clearly are not. Point out the good you have come across as well as the areas where there is room for improvement, what difference that improvement will make and how that improvement might happen.
- It’s odd but I very rarely see investors telling founders and their senior teams how good they are and how much they value them in the business. Do it.
- Let the founders know what sort of investor you want to be. Are you bringing money and looking after it or are you an investor who wants to help build your investment by helping the business grow? Involved or arm’s length, get that clear early on.
- Be open about all the clauses in the various agreements and explain why you need some clauses that seem not to be needed or are particularly harsh on the founders. Never try and sneak in unflagged clauses at the eleventh hour. You might get them through, but it will kill any trust.
- Be clear on your ambition for your money and the time frame you want to be involved for. Things can change but exits need to be part of a plan for any business.
- Just as investors don’t want nasty surprises nor do founders. Make sure that all news travels at the same speed, both good and bad.
- Some investor board representatives seem to take delight in trying to trip up founders, particularly in board meetings. All this does is ensure that board meetings are low on information and even lower on trust. Ask the hard questions not the trick questions.
Founders constantly tell me that investors ‘don’t do empathy’. In most cases they probably shouldn’t as they have invested a lot of money in a business that may or may not succeed and they want to drive the founders to succeed on the investor’s behalf. But there are occasions when a quick call or an unsolicited offer of help can pay real dividends with relationship building.
Some investors do not care about their relationships or trust levels with founders. That is their choice. But there is a trend in the market that isn’t going away. Founders of good businesses are being more discerning in which investors they choose to partner with and doing a lot more due diligence on prospective investors. The good businesses are less risky and that’s where the money will be made. If investors want to get the very best companies into their deal flow, I suspect that building a trusting relationship will be an increasingly important factor in founder choice.

Depending on your background, entering your 20s can be a bit of a precarious time. Among the things you’ll need to get to grips with is the idea of having your own money to spend. Whether you’ve just left education, or you’ve been in the world of work for a while, it pays to understand finance. The bad news is that your financial education, if you’re like most people, won’t have amounted to much. The good news is that you’ve spotted the problem early, and you can look to try to correct it.
You might put money aside in an ISA, or some other optimised savings account. You might, at this point, be looking around and wondering how you compare to everyone else (which is only natural). Research indicates that around 15% of people in the UK don’t have any savings at all, while 33% have savings of less than £1,500. If you’re young, then you’re more likely to fall into these brackets.
We should note, however, that not everyone’s starting from quite the same level. If you haven’t gotten a leg up from your family, then you’ll be at a disadvantage – but it needn’t be a lasting one, if you develop the right financial habits.
Make it a habit
Keeping your spending in check is a lot like keeping your weight under control, or learning a musical instrument. The things that you do every day without thinking will tend to add up to your long-term success or failure. Build the right financial habits, and you’ll be in good shape. Avoid frivolous spending. Ask yourself whether you really need a given product or service before you buy it. Don’t mistake an asset for a liability, and don’t kid yourself about the difference between the two.
Be realistic
You probably don’t want to waste your twenties by living a monastic lifestyle, especially if your friends are constantly going on holiday or going out in town. So, set yourself realistic limits. In some cases, you might be able to save on the necessities in creative ways. If the cost of learning to drive is prohibitive, for example, then you might look at learner driving insurance, and practicing in your own car.
Emergency funds
You never quite know what the future will hold – and you don’t want to have to sell anything when disaster strikes. If you do, then you’ll be forced to incur the costs an inconvenience that go along with selling. Think about how long you’ll be able to survive on the cash in your current account, and maintain the balance accordingly.
Saving goals
Your spending should ideally be goal-oriented. Think about what you’d like your credit score to look like, and think about how many cards you want to take out. If you think you’re going to have trouble keeping track of your funds, then you might look into budgeting apps that might help you out. As a benchmark, you might look at setting aside around ten per cent of your income for the future.
Retirement savings
While you might not be thinking about your retirement quite yet, it’s worth setting a little bit aside for this period in your life. It makes economic sense, as the government will inflate your savings by up to 25%, up to £4,000 saved every year. This lasts right up until you’re 40 – so, get saving now!
Top 10
Hidden sources of FX risk: could your business be exposed?
Published
1 day agoon
June 8, 2023By
admin
Running a business can come with great rewards, but it’s not without risk – something businesses in the UK have become all too familiar with in recent years. Living through unprecedented times has made business owners more aware of the potential impact that macroeconomic events, staffing issues, and supply chain problems can cause. While the risks faced by businesses will differ depending on their focus, one thing they’re likely to have in common is FX risk.
In this article, Thanim Islam, Head of FX Analysis at Equals Money, outlines the risk factors threatening UK SMEs and shares his top tips on how to minimise their FX exposure.
All businesses that make transactions, payments, or purchases in foreign currencies are exposed to FX risk. Whether it’s through selling on an international site like Amazon or importing from abroad, FX exposure is an unavoidable part of international trade. While larger, more profitable businesses are better positioned to weather the volatility of the FX market, for those operating with low margins, even slight currency movements can wreak havoc on their bottom lines.
For SMEs, where cashflow is the lifeblood of their businesses, FX exposure is particularly hazardous. As of last year, 99% of UK businesses were classified as SMEs, making this a risk affecting most of the business population.[1]
What are the key FX risks threatening UK SMEs currently?
The threat of ‘sticky’ inflation remains, meaning profit margins for small businesses may well continue to be tight vulnerable to the impact of FX volatility. This isn’t something to be underestimated and FX exposure putting pressure on already restricted margins has the potential to even wipe out businesses all together.
So, what kind of currency movements should SMEs be looking out for?
Since March, sterling in general has performed very well, which has seen GBPEUR rise by 3.18%, GBPUSD by 7%, GBPCAD 4.17%, and GBPAUD by 8%. These are detrimental moves for SMEs who need to convert foreign currencies back to pounds.
Businesses that can forecast their costs and revenues accurately can mitigate this kind of risk to their profit margins through risk management strategies.
Top tips for minimising your FX exposure
Always plan ahead
If you are able to forecast your expected future currency needs then this is a great starting point in minimising the negative implications of currency moves.
Once you know how much of a currency you may need, you can enter into a forward contract. Forward contracts, a form of currency hedging, are an agreement in foreign exchange dealing that allows you to guarantee, or “lock in”, an exchange rate for the sale or purchase of a specified currency for up to 24 months in the future. Whatever rate you book when the contract is agreed, you’re guaranteed that rate for the agreed time of settlement, thus mitigating the impact of market fluctuations. This can provide the stability and foresight that’s key for SMEs looking to plan and grow while taking market uncertainty into account.
Don’t forget inbound payments
It’s not just businesses that make purchases from abroad who could be losing out. If you’re accepting payments from a foreign customer, you also need to make sure you’re getting the best deal when the currency is converted in their accounts. When receiving large payments from a different currency through traditional banks, businesses run the risk of losing significant amounts of money during the conversion due to poor exchange rates. It’s important to consider your FX exposure holistically including your incoming payments to make sure you’re protecting your business from unnecessary losses.
Decide your risk appetite
While some small businesses may wish to play it safe and mitigate as much exposure to market fluctuations as possible, others may wish to gamble on FX rates in the hopes of facilitating growth. Deciding whether or not to take this risk will depend on your business’s margins, and the amount of revenue that’s tied up in international trade. It can be challenging for a small business to make this call, but by working with a payments partner who offers expertise in FX, businesses can gain insight that better informs their decision -making process.
While FX risk is an unavoidable part of business transactions, it’s important for SMEs to recognise the degree of risk they face and consider implementing appropriate risk management strategies. This may include seeking advice from FX and financial advisors, exploring hedging options, diversifying markets, and staying informed and ahead of global economic trends and exchange rate movements. Just a 15 minute conversation with an FX advisor could be enough to put in place an FX strategy that can alleviate FX pressures on your small business.
[1] Gov.UK, Business population estimates for the UK and regions 2022: statistical release, October 2022.
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