The Winning M&A Advisor [Vol. 1, Issue 3]
Welcome to the 3rd issue of the Winning M&A Advisor, the Axial publication that anonymously unpacks data, fees, and terms…
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“Are you a tortoise or a hare entrepreneur?”
This is the question Ami Kassar urges every entrepreneur to consider.
Kassar is the CEO of Axial member Multifunding, a national business loan advisor and brokerage that prides itself on helping business owners find debt options that work for their unique businesses.
He recently talked to us about the differences between these two types of founders — and shared a few best practices to help tortoises plod ahead.
Hare entrepreneurs tend to prefer equity financing, whether it’s from VCs, private equity, or other sources. Their overarching goal is to grow as big as they can, as fast as they can.
They spend their time building management teams and writing business plans. They’re selling their dreams to investors, Kassar says, often before they have a product to sell to customers.
The payoff can be colossal if all goes according to plan. But the process can be stressful. “They’ve chosen to ride a treadmill,” says Kassar. Once they’ve attracted investors, “they spend their time managing them. It’s like having a dozen husbands or wives.”
Tortoise entrepreneurs prefer debt financing. They’re often building lifestyle businesses, targeting more gradual growth over a longer period of time.
Risk-averse “lenders don’t care about your business in 10 years,” says Kassar. “They want your current income statements.” So instead of drafting business plans, tortoise entrepreneurs spend their time keeping their books in order. For lenders, working with a business with bad books is “like watching an NBA player with his shoelaces untied,” says Kassar: It just makes them nervous.
“Our society glorifies hare entrepreneurs,” says Kassar — think the Silicon Valley startups vying for VC money and targeting billion dollar valuations — but there are benefits to the tortoise model too. Debt financing is less risky than equity, and allows you as the owner to retain more control over your business.
If you’re targeting debt financing for your company, here are a few tips.