How to Fundraise Your PE or VC Fund in 2024: Key Investor Criteria for Success

In the private equity market, 2024 presents a challenging landscape, with market fluctuations and geopolitical tensions influencing investor sentiment. For fund managers, a deep dive into the evolving expectations of limited partners (LPs) and a robust strategic approach are key to navigating these complex conditions and securing the necessary capital commitments.

With a shifting focus in the investment community, there is a heightened emphasis on Environmental, Social, and Governance (ESG) factors as well as the necessity for funds to actively contribute to the success and growth of their portfolio companies. Fund managers striving to raise a new fund must articulate a clear and compelling argument, detailing their operational expertise and their strategic vision for value creation.

State of the fundraising market 2024

Despite the volatility stemming from geopolitical tensions, the private capital industry has demonstrated resilience with the momentum of growth retained in the sector.

• Private Equity Fundraising: Fundraising efforts within private equity have somewhat been influenced by these uncertain economic times, particularly in the context of deal-making and exit strategies.
• Valuations and Deal-making: Elevated market valuations coupled with geopolitical events have led funds to navigate a complex landscape when it comes to valuing portfolio companies and executing transactions.
• Investor Sentiment: Investment in alternative assets remains solid as investors continue seeking opportunities outside the public market sphere. The value generated by private companies has retained its appeal.
• ESG Factors: There is a noticeable trend where funds with a strong commitment to ESG considerations tend to garner more interest and subsequently, more successful fundraising rounds.
• Operational Focus: The ongoing reliance on operational expertise over financial engineering is becoming a pivot for fund managers. Operational improvements are critical for growth and profitability enhancement.
• Dry Powder: An important aspect of the current market is the amount of dry powder available, indicating the potential for private markets to invest as opportunities arise.
• Industry Insights: Reports such as the PitchBook-NVCA Venture Monitor provide detailed analyses and vital insights into VC fundraising and the overall private market landscape.
• Quarterly Analysis: The Q3 glimpse into the private market shows that despite challenges, there are pockets of growth, particularly in sectors that can withstand or benefit from current market upheavals.

Private capital's continued growth despite global challenges reflects the industry's innovative adaptability and the strategic shift towards operational mastery for value creation. Funds that clearly articulate their operational strategies and differentiate with robust value propositions, particularly around ESG, are likely to continue attracting investor attention.

What LPs are looking for

The factors that matter most to LPs

Limited Partners (LPs) prioritize fund managers with a sound strategy and the ability to deliver a strong performance. The following table and points highlight what LPs value the most:

Track Record: Demonstrating a history of successful investments helps funds stand out. LPs analyze past performance metrics, including DPI (Distributions to Paid-In Capital).

• Team Selection: Investment teams with relevant experience and supporting roles in legal, compliance, and operations instill confidence in the LPs ability to choose successful ventures.

Funds that can boast a robust track record and an experienced, knowledgeable team are more appealing to LPs. They indicate a greater likelihood of future success, higher returns, and professionalism.

Digital touchpoints: What LPs look for in a data room

The data room is a digital repository where funds showcase their capital prospects to potential investors. Highlights of what LPs expect in a data room include:

• Historical fund performance reports providing transparency into the returns generated.
• Investment team bios to understand the depth and breadth of the team's expertise.
• Deal pipelines for insight into current and future opportunities.

LPs appreciate additional details such as:

• Videos introducing team members aid in assessing team dynamics and capabilities.
• Testimonials from current investment partners to support credibility.
• Evidence of team collaboration showcasing a united front in fund management.

For funds looking to enhance their fundraising capabilities, the Vestlane Data Room provides a platform to present information effectively, manage investor interactions, and tailor fundraising strategies to secure capital.

In conclusion, limited partners seek clarity and proof of capability in fund management. A clear pitch deck reinforcing an investment thesis, paired with a detailed data room, can make a significant difference in attracting the right pension funds, limited partners, and other institutional investors.

The emerging importance of ESG

The top 5 ESG questions LPs ask

In the realm of private capital fundraising, the significance of Environmental, Social, and Governance (ESG) has become more pronounced. Limited Partners (LPs) seek out funds that not only generate returns but also resonate with their values, care for societal impact, and exhibit resilience against ESG-related risks. Consequently, their inquiries have become a crucial metric for funds to address.

Approach to Climate Change
LPs are keenly interested in a fund's strategy on climate action. They query the integration of climate change considerations in investment choices, the management of environmental footprints, and the preparedness for a low-carbon economy.

Table: Example of LP Query on Climate Change

Diversity and Inclusion Initiatives
The commitment to fostering diversity and inclusion within the fund and its portfolio companies is under the spotlight. LPs question how funds are championing these values internally and externally, ensuring that inclusivity becomes the norm rather than the exception.

• Supply Chain Management
  Supply chain scrutiny has heightened, especially for industries rife with environmental and social issues. LPs inquire about a fund's oversight on supply chains to ensure that responsible and sustainable practices are in play.

ESG Performance Measurement and Reporting
Transparency stands as a keystone for LPs, who probe the funds' methodologies for measuring and communicating their ESG metrics. They expect clear-cut goals, regular tracking, and conscientious reporting on ESG performance.

• Engagement with Portfolio Companies on ESG Issues
  LPs favor an active approach by funds in embedding ESG principles within their portfolio companies. The extent to which funds evaluate, guide, and hold these companies accountable for ESG practices is a common line of inquiry.

Bullets encapsulate LPs’ focus on:

• The fund's alignment with growth trends in sustainable investing.
• The demonstration of care when considering the societal impact of investments.
• Strong values that align with responsible investing.
• The resilience of the fund's strategy in mitigating long-term ESG risks.

These areas document the transforming landscape where ESG has become a cornerstone, influencing the flow of capital and shaping the future of investments.

The importance of operational expertise and value creation to drive returns

Operational expertise has become a pivotal factor in the private equity domain, especially with the current economic landscape rendering cheap debt and elevated valuations less accessible. Here, we explore how operative expertise can catalyze notable returns:

• Experience & Track Record: Fund managers leveraging their comprehensive experience and proven track record enable portfolio companies to streamline workflows and attain milestones effectively.
• Focused Teams: Specialized teams offer subject-matter and investment expertise, essential for supporting founders, especially in deep-tech startups and SaaS companies.
• CEO Influence: A CEO's operational confidence often correlates with a firm's profitability, transforming into significant value creation for stakeholders.
• Strategic Implementation: Organizations benefit from fund managers who adopt practical improvements in critical areas including supply chain, sales, and technology.
• Partnerships & Growth: General partners (GPs) with longstanding records in targeted sectors and geographical preferences serve as robust pillars for business growth.
• Operational Milestones: By setting and achieving operational milestones, fund managers instill a culture of continuous improvement that aligns with long-term success.

Fund managers' adept navigation through these complex terrains is not only a testament to their adeptness but also serves as a beacon, guiding startups and businesses towards scalability and augmenting customer satisfaction. This strategic acumen is indispensable for fund managers and organizations intent on forging ahead in today's fiercely competitive financial services landscape.

How to successfully raise your fund

Lessons learned from a slower fundraising market and how to adjust your strategy

In challenging times, fund managers must exhibit patience and flexibility. Adapting to market fluctuations and aligning with investor interests requires a dynamic approach to fundraising. Here are key strategies to navigate a slower market:

• Understand Investor Needs: Forge a deeper understanding of what investors are looking for and tailor the fund's value proposition accordingly.
• Communication is Key: Maintain open and regular communication with potential investors, sharing insights and aligning on investment goals.
• Adjust Timelines: Be prepared to extend fundraising periods and adapt deal-closing schedules to fit the pace of the market.
• Reevaluate Targets: Reflect on fund size and investment targets, making adjustments that resonate with current investor sentiments.
• Focus on Relationships: Prioritize long-term relationship building over immediate capital raising, providing a foundation for successful future fundraising.

What Happens After You’ve Raised Your Fund

Securing a fund is the beginning. Post-fundraising, fund managers have pivotal roles to ensure sustained investor trust and engagement:

• Regular Communication: Establish a robust communication strategy to keep LPs informed with performance updates and market intelligence.
• Performance Updates: Regular and transparent reporting on fund performance and portfolio progress is crucial for trust.
• Respond to Feedback: LP insights can offer valuable perspectives; responsive fund managers use this feedback to sharpen strategies.
• ESG Reporting: Be proactive in reporting ESG considerations to demonstrate commitment to responsible investment.
• Investor Engagement: Encourage active LP engagement by showcasing their importance in driving fund and portfolio company success.

By focusing on these areas, fund managers can foster strong LP relationships and lay the groundwork for continued investor support.

Takeaway: Is the Downturn an Opportunity?

FAQ – Frequently Asked Questions

What is causing the private capital fundraising market to be challenging in 2023?

• Market Downturn: Persistent volatility in financial markets and geopolitical uncertainties have led to a cautious fundraising sentiment.
• Increased Competition: There is heightened competition among funds to secure limited partner (LP) commitments.
• Rising Interest Rates: Central bank policies have contributed to increasing interest rates, affecting investment appetites.

How can funds attract investments in a competitive market?

• Unique Strategy: Developing a fund with a differentiated strategy is crucial for standing out.
• Operational Improvement: Fund managers can add value by optimizing operations and implementing new technologies in portfolio companies.
• ESG Commitment: Demonstrating a strong commitment to environmental, social, and governance (ESG) initiatives can attract LPs looking to invest responsibly.

What factors do LPs consider when evaluating funds during a market downturn?

• Track Record: A consistent history of strong fund performance reassures potential investors during uncertain times.
• Team Expertise: A fund managed by a team with significant experience and talent is more likely to secure investments.
• Clear Investment Thesis: LPs seek well-defined and compelling investment theses that showcase potential for returns despite market downturns.

How can funds maintain strong relationships with LPs during a downturn?

• Regular Communication: Transparent updates about fund performance and market insights help maintain trust with LPs.
• Personal Approach: Taking the time to understand LPs' needs and expectations fosters stronger partnerships.
• Adaptability: Being responsive to changing market conditions and adjusting strategies accordingly is key to sustaining investor confidence.

What strategies could help funds raise capital in the current environment?

• Targeted Approach: Focusing on wealthy individuals and institutional investors with a specific interest in private markets may offer more opportunities.
• Compelling Pitch Deck: A well-constructed pitch deck clearly communicating the value proposition can make a significant difference.
• Operational Excellence: Showcasing a history of improving portfolio companies can prove the fund's capability to enhance value and drive returns.

By capitalizing on these strategies and maintaining a confident, knowledgeable, and clear communication style, fund managers can navigate the downturn and possibly turn it into an opportunity for growth and differentiation.

Frequently Asked Questions

What are the key factors that investors consider when evaluating a PE or VC fund in 2023?

Investors typically analyze a mixture of performance metrics, market conditions, and fund management capabilities when evaluating private equity (PE) and venture capital (VC) funds. Some primary considerations include:

• Historical Performance: Track record of returns and successful exits.
• Team Experience: Relevant industry expertise and management prowess of the team.
• Investment Strategy: Clarity, consistency, and alignment with market opportunities.
• Market Trends: Understanding of current and forecasted market trends.
• Risk Management: Approaches to mitigate risk and manage investor capital effectively.
• Fees and Terms: Alignment of interest through fee structures and fund terms.

How has the venture capital fundraising process evolved in recent years and what are the implications for 2023?

In recent years, the VC fundraising process has become more competitive and data-driven. Key developments include:

• Increased Transparency: Expectation for clear and detailed sharing of fund performance data.
• Technology Utilization: Adoption of digital tools to streamline the fundraising process.
• Diversification of Investors: More diverse investor base including non-traditional investors.
• Regulatory Changes: Compliance with evolving regulatory environments affecting fundraising.

Implications for 2023:

• VC firms may need to adopt more sophisticated outreach and data presentation strategies.
• Firms may also navigate the diverse preferences of a broader investor pool.

What strategies are most effective for PE firms to attract investment in the current economic climate?

PE firms can employ various strategies:

• Highlighting Differentiation: Stressing unique advantages or niche focuses that separate the fund from competitors.
• Robust Due Diligence Support: Facilitating thorough evaluation for investors by providing detailed due diligence documentation and support.
• Innovative Deal Sourcing: Demonstrating the capability to source deals innovatively and effectively.
• Transparency: Maintaining clear communication regarding strategy, performance, and expectations.
• Adapting to ESG Criteria: Integrating environmental, social, and governance (ESG) principles into investment strategies to attract like-minded investors.

What do venture capitalists seek in founding teams and startup ventures in 2023?

Venture capitalists tend to look for:

• Team Dynamics: Balanced and experienced teams with a clear division of roles and responsibilities.
• Business Model: Scalable and sustainable business models with clear paths to profitability.
• Market Opportunity: Startups operating in growing markets with a sizable addressable market.
• Innovative Products/Services: Differentiation through innovation, proprietary technology, or unique intellectual property.
• Growth Potential: Evidence of traction and potential for rapid growth.

Which trends in the private equity market in 2023 should fundraisers be aware of?

Fundraisers should take note of several 2023 trends:

• Increased Co-Investments: A growing interest among LPs to participate directly in deals.
• Shift Towards Specialization: Funds focusing on specific industries or technologies to offer distinct value propositions.
• Rise of Specialist Funds: Emergence of funds targeting niches such as climate tech or healthcare technology.
• Importance of Operational Expertise: Funds that can provide operational support to portfolio companies may stand out.
• Focus on ESG Criteria: Integration of ESG factors into investment decisions.

What are the common questions that potential investors are likely to ask when evaluating a new PE or VC fund?

Investors often inquire about:

• Fund Objectives: Specific goals and investment focuses of the fund.
• Performance Metrics: Historical performance data and benchmarks.
• Fees and Expenses: Breakdown of management fees, carried interest, and other expenses.
• Fund Management Team: Composition, experience, and track record of the management team.
• Investment Process: Overview of deal sourcing, due diligence, and exit strategies.
• Portfolio Construction: Approaches to diversification and concentration within the portfolio.
• Risk Management Protocols: Strategies for risk assessment and mitigation.