Part3 但我不认识任何投资家1Part3 但我不认识任何投资家作者Marc Andreessen编辑Rework阅览室整理In my last post in this series, When the VCs say “noˮ, I discussed what to do once you have been turned down for venture funding for the first time.在本系列的最后⼀篇⽂章《当⻛险投资家说“不ˮ时》中，我讨论了⼀旦你第⼀次被拒绝⻛险投资后该怎么做。However, this presupposes youʼve been able to pitch VCs in the first place. What if you have a startup for which youʼd like to raise venture funding, but you donʼt know any VCs?然⽽，这⾸先假设你已经能够向⻛险投资⼈推销。如果您想为⼀家初创公司筹集⻛险投资，但您不认识任何⻛险投资⼈，该怎么办？I can certainly sympathize with this problem—when I was in college working on Mosaic at the University of Illinois, the term “venture capitalˮ might as well have been “klaatu barada niktoˮ for all I knew. I had never met a venture capitalist, no venture capitalist had ever talked to me, and I wouldnʼt have recognized one if Iʼd stumbled over his checkbook on the sidewalk. Without Jim Clark, Iʼm not at all certain I would have been able to raise money to start a company like Netscape, had it even occured to me to start a company in the first place.我当然可以同情这个问题——当我在伊利诺伊⼤学从事⻢赛克研究时，据我所知，“⻛险投资ˮ⼀词可能是“klaatu barada niktoˮ。我从未⻅过⻛险投资家，也没有⼀个⻛险投资家与我交谈过，如果我在⼈⾏道上偶然发现他的⽀票簿，我也不会认出他。如果没有吉姆·克拉克，我根本不确定⾃⼰能否筹集到资⾦来创办像 Netscape 这样的公司，即使我⼀开始就想创办⼀家公司。The starting point for raising money from VCs when you donʼt know any VCs is to realize that VCs work mostly through referrals—they hear about a promising startup or entrepreneur from someone they have worked with before, like
Part3 但我不认识任何投资家2another entrepreneur, an executive or engineer at one of the startups they have funded, or an angel investor with whom they have previously co-invested.当你不认识任何⻛投公司时，从⻛投公司筹集资⾦的出发点是要意识到⻛投公司主要通过推荐来运作——他们从以前共事过的⼈那⾥听说有前途的初创公司或企业家，⽐如另⼀位企业家、⾼管或⼯程师他们资助的⼀家初创公司，或者他们之前共同投资过的天使投资⼈。The reason for this is simply the math: any individual VC can only fund a few companies per year, and for every one she funds, she probably meets with 15 or 20, and there are hundreds more that would like to meet with her that she doesnʼt possibly have time to meet with. She has to rely on her network to help her screen the hundreds down to 15 or 20, so she can spend her time finding the right one out of the 15 or 20.原因很简单：任何个⼈⻛险投资⼈每年只能资助⼏家公司，⽽她资助的每⼀家公司，她可能都会与 15 或 20 家公司会⾯，⽽且还有数百家公司愿意与她会⾯。不可能有时间⻅⾯。她必须依靠她的⽹络来帮助她筛选数百个，减少到 15 或 20 个，这样她就可以花时间从 15 或 20 个中找到合适的⼀个。Therefore, submitting a business plan “over the transomˮ, or unsolicited, to a venture firm is likely to amount to ...
