In our own desire to preserve the possibility that an investor could be swayed and cultivated, we create false hopes and become masters of inefficiency. Because of our relationship focus and soft-sell process, we sometimes forget the need to push for the “ask” and more importantly, for a definitive decision. #Tjan’s suggestions for keeping the investment decision process focused and fast could also apply to the development or grant process: #
- Be clear on the “ask”.
- Set a firm deadline and sense of urgency.
- Agree to and adhere to a post-pitch process.
- Affirm the silent no and provide an out.