What took so long?
For it to take 12 months to get this product up and running seems like an eternity in the start-up world. So the obvious question: what took so long? As I look back at the original GANTT chart, I recognize that it took almost 9 months longer than anyone had anticipated. The primary reason for our delayed launch boils down to three very important lessons that we learned about "Main Street" businesses:
- Main Street businesses are not interested in taking on expensive equity at the seed stage of their development
- Main Street entrepreneurs have little trust in venture capital
- Main Street entrepreneurs take on personal risks that are uniform regardless of industry or experience
The first lesson was easily resolved with some creative thinking around term sheets. To ensure a fair market return, we balance the returns generated by interest rates, loan terms and equity grants.
The second two lessons took much longer to understand.
It was a June conversation with a senior member of a large regional bank, sparked by an introduction from our financial backers, when it all began to come together. Lesson learned? The personal risks associated with starting a "Main Street" business are high because the entrepreneur IS the business. In other words, the life and personal reputation of a Main Street entrepreneur is so intertwined with the life of the business that they cannot risk bringing in capital that they do not trust. As a result, the first thing we needed to do before we offered a term sheet (much less cut our first check!) was to build trust in the LaunchCapital Small Business brand.
Prior to this key learning, many entrepreneurs were so skeptical of the "fine print" that we had trouble moving the ball forward.
With the advice and support of our financial backer we adjusted our approach. For the last 5 months, Heather and I have been fostering relationships with superstar entrepreneurs who are interested in starting community-based, local, Main Street businesses. We have worked with them on everything from lease negotiations to business model development. We have connected them to our most trusted advisers and partners - all with the desire to become a trusted source of capital.
It's working. We now receive a majority of our deal flow from the very entrepreneurs whom we have been helping over the last few months.
What is the product?
The LCSB product is designed specifically for local start-up businesses that generate revenue within the first six months of opening. To optimize their capital structure, we offer a small business loan up to $150k, with a small common equity ownership (less than 15%). The debt is nonrecourse, reducing the entrepreneur's personal risk.
Much like LaunchCapital Ventures (the new name we have given our equity-based product), LCSB will be a trusted adviser in the market, financing great entrepreneurs in the most capital efficient manner.