Should entrepreneurs be capital-raising predators? Forceful engagement works against you because it does not afford the level of coherence that is required in working with disparate funding sources. Consider for a moment that horses are masters at reading what goes on around them; they are intuitive about avoiding hazardous situations. How many times have you pursued funding alternatives, only to be taken down a gilded path of rejection? Heightened sensitivity about investors’ intentions can mitigate frustration. Another useful point about horses is that they live in the moment. Founders should too. You can falter when engaging investors, at least initially, because you are thinking too far ahead. The “if only…” scenario is irrelevant at those early-stage meetings. Aggression of course should not be confused with confidence. In Western culture, the two concepts are often muddled together. ■
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