How do you build a pipeline of startups?

1 Define your thesis

Before you start looking for startups, you need to have a clear idea of what kind of companies you want to invest in. Your thesis is your guiding principle that describes your focus, vision, and value proposition as an investor. It should reflect your expertise, network, and differentiation in the market. A well-defined thesis will help you narrow down your search, communicate your expectations, and establish your credibility.

2 Network and outreach

One of the most effective ways to build a pipeline of startups is to leverage your existing network and expand it through outreach. You can use your connections with founders, investors, mentors, advisors, and industry experts to get referrals, introductions, and recommendations. You can also attend events, conferences, pitch competitions, and demo days to meet new startups and showcase your thesis. Additionally, you can use online platforms, databases, newsletters, blogs, podcasts, and social media to discover and contact startups that fit your profile.

3 Screen and filter

Once you have a list of potential startups, you need to screen and filter them according to your criteria and preferences. You can use various tools and methods to collect and analyze data on the startups, such as online profiles, pitch decks, financial statements, metrics, traction, feedback, and reviews. You can also conduct interviews, surveys, tests, and due diligence to assess the startups' team, product, market, competition, and fit with your thesis. You should aim to rank and prioritize the startups based on their attractiveness, potential, and readiness.

4 Engage and follow up

After you have selected the most promising startups, you need to engage and follow up with them to build rapport, trust, and interest. You can use different channels and strategies to communicate and interact with the startups, such as emails, calls, meetings, webinars, workshops, newsletters, and feedback sessions. You should aim to provide value, support, and guidance to the startups, as well as to learn more about their goals, challenges, and needs. You should also track and update your pipeline regularly to monitor the progress and status of each startup.

5 Evaluate and decide

The final step in building a pipeline of startups is to evaluate and decide which ones to invest in. You need to conduct a thorough and objective analysis of the startups' performance, potential, risks, and valuation. You also need to negotiate and agree on the terms and conditions of the investment, such as the amount, equity, valuation, milestones, and governance. You should aim to align your interests and expectations with the startups' vision and mission, as well as to establish a long-term partnership.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?