過去簡單式

I am a serial entrepreneur turned serial investor.

我從一個連續創業家，轉為一個連續投資者

動名詞

And by the use of pitching PowerPoints to VCs,

I have personally raised tens of millions of dollars

And then, turning round to the other side of the equation,

I have personally supervised the investment

of tens of millions of dollars into companies

who have been pitching me with PowerPoint presentations.

那些公司也是用PowerPoint來說服我

So I think it's safe to say I know a little bit

所以，我應該還夠格說，對如何說服創投者

So, the very first question that you've all got to figure out

is: what is the single most important thing

that a VC is looking for when you come to them

And there are obviously all kinds of things.

There are business models, and there are financials,

and there is that. Overall, of all the things that you have to do,

總括來說，你必須要作的事當中

what is the single most important thing the VC

David S. Rose: People? You! That's it -- you are the person.

人?就是你--你就是這個最關鍵的人物

And so therefore, the entire purpose of a VC pitch

所以，整個說服創投者的整個過程中

is to convince them that you are the entrepreneur

in whom they are going to invest their money

而且可以幫助他們獲得更高價值的回報

You can't just walk up and say, you know,

"Hi, I'm a really good guy, and a good girl,

「你好，我真是個好男孩，好女孩，

and you should really invest in me." Right?

So, in the course of your VC pitch, you have a very few minutes,

所以，整個創投提案的過程，你只會有幾分鐘的時間

most VC pitches should be less than half an hour.

People's attention span after 18 minutes begins to drop off,

實驗證明，人的注意力僅能維持18分鐘

So in that 18 minutes, or 10 minutes, or five minutes,

所以在那18分鐘，或10分鐘，或5分鐘的時間內

you have to convey a whole bunch of different characteristics.

你必須傳遞出許多不同的人格特質

You actually have to convey about 10 different characteristics

你必須傳達出約10種不同的人格特質

What's the single most important thing you've got to convey?

而哪一項是最重要的特質，你必須傳達的？

DSR: Boy, oh boy, oh boy! And that's a straight line we got

right over there. And I didn't even prompt him.

You're right, integrity. Because that's the key thing.

答對了，正直，因為這是最重要的

I would much rather invest in somebody -- you know,

take a chance on somebody -- who I know is straight

than somebody where there's any possible question

也不願投資給某個可能有問題的人

of, you know, who are they looking out for,

So the most important thing is integrity.

And what's the second most important thing after integrity?

除了正直之外，第二重要的特質是什麼？

讓我們看看有沒有人可以回答這個問題

who are leaving something else, starting a new world over here,

這些人會跳脫世俗，開啟一個全新的世界

creating and putting their lifeblood into this kind of thing.

而且會把他們所有的心血完全投入到這項事業

If you're not passionate about your own company,

如果你自己都對自己的公司沒有熱情

why on Earth should anyone else be passionate?

Why should they put more money into your company,

其他人為什麼要投入資金在你的公司呢?

So, integrity and passion: the single most important things out there.

所以，正直加上熱情，是創業家最重要的必備特質

Then there are a whole panoply of other things

that you've got to do, to wrap up in this package

You've got to be able to say, "Hey, you know, I've done this before."

你必須能大聲說出:「我之前做過這個」

And "done this before" is starting an enterprise and creating value,

「之前做過這個」是指開創一個企業及創造價值

and taking something from beginning to end.

而且是包括了從頭到尾都有參與到

So that's why VCs love to fund serial entrepreneurs.

這也就是為何創投喜愛資助連續創業家

Because even if you didn't do it right the first time,

you've learned the lessons, which are going to

你也曾經在失敗中學到了寶貴的一課

stand you in very good stead the next time.

And now along with that, along with the experience

of starting an enterprise, or running something --

But they want experience in creating an organization.

但他們會希望讓有經驗的人來開創一個組織

the great developer of the map of the human genome,

you'd better know what a human genome is.

I mean, I want you to have domain expertise.

我的意思是，你必須要有相關領域的專業知識

"Hey, I've got a great idea in a business I know nothing about.

我一點都不懂，但我有好的點子

我不知道誰是這個行業的競爭者

因此，你必須對你要進入的市場有所了解

And then you have to have the skills that it takes

And those skills include everything from technical skills,

這些能力包括來自技術的各個層面

if it's a technology business, to marketing, and sales,

如果是科技產業，也包含市場與行銷

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