After getting Edward, the next step is to recruit troops, the core team needs a master with experience in operating the project, and Shen Feng locks the target from dozens of lists.

"Last month, the founder of the fund said at a meeting: the cold winter is coming, you don't have to look at so many projects, after all, there will not be many opportunities to shoot now, take some time to accumulate more thoughts and ideas. ”

"That's how I understood that as I sat next to me......

"It's useless to look at it again, the company has no money anyway!"

Shen Feng smiled without saying a word, looking at the professional woman in her early thirties in front of him, Li Nanjun, a senior fund project director with more than ten years of investment experience.

According to Song Yun's experience, women are more loyal and trustworthy than men, as long as they can be suppressed, their execution is higher, and they are rarely crooked.

Because in the future, you only need obedient and capable subordinates, you don't need to have any ideas, just prick up your ears and listen to me!

Li Nanjun looked at the little fresh meat in front of him, his heart was extremely surging, and the man sitting in front of him was a man who created a myth.

A grassroots self-made business,

Half a year to build a top MCN,

It became a listed unicorn with tens of billions of dollars in one year.

The most mysterious god in the domestic venture capital circle!

Since he was locked by the golden finger, Shen Feng directly threw away his resume and said casually: "Take it easy and chat casually." ”

Let Lei Li ask the secretary to bring a cup of coffee, and said easily: "Tell me what you think of FA." ”

"This year, each fund is using its own way to control the opening of throwing money, because only the boss himself knows whether there is money in his pocket?"

Li Nanjun took a sip of coffee and said as relaxed as possible: "I studied e-commerce in college, and I only switched to FA after working in an e-commerce retail platform for a year. Looking back, if the time point had been moved back two years, they would definitely not have recruited someone with an industrial background like me, because they had not yet reached the stage of looking at consumer retail in such depth. ”

"It's no exaggeration to say that I went through the last crazy period of the industry, when many projects were grabbed!"

"Before the meeting, the founder exploded first, shouting that there are six people in your fund who have talked to me, who is in charge of this matter?"

"But now, countless Internet giants who have re-flowed to such a country back then are the same as those who fled from large companies four or five years ago, and they seem to have fled back in the cold winter. ”

Shen Feng nodded, people are like this, money is like this, VC is like this, and the flow direction is the same.

When the market is booming, the project is good, and the case is pushed to investors accurately enough, it is not surprising that a project is signed with TS in one day.

However, when the capital leaves the market and the project lacks bright spots, it is common for each project to survive for more than half a year or even more than a year.

Only at low tide do you know who has a bare ass?

"At my busiest time, I eat in the taxi, have phone meetings, and only eat lunch at least three times a week. ”

Li Nanjun recalled: "I earned more than one million that year, and in the past few years, the annual income of four or five hundred thousand yuan was just a basic operation, and I have seen the most I can earn less than three million." ”

Shen Feng listened to Bao Fan talk about the fact that the commission ratio of FA institutions is usually three to five points of the financing amount, and the later the round, the larger the financing amount, the lower the commission ratio of the institution.

If the quality of the project is very good, the commission will be lowered again, which is usually a discount given by FA institutions to high-quality entrepreneurs as a bargaining chip to compete for the project.

The monthly salary of an analyst starts at about 20,000 yuan, the investment manager gets 40,000 or 50,000 yuan, and the VP can get 60,000 or 70,000 yuan. This is just the base salary, and there will be a bonus for a few months at the end of the year.

"After so many years, my understanding is a delicate three-way balance. ”

Li Nanjun really didn't know what Shen Feng wanted to hear, so he could only say frankly: "Before the deal is concluded, there are a lot of conflicts of interest between investors and entrepreneurs, which is a game situation that FAs have to face every day. ”

"It even took a long time to start understanding what a real dealmaker is!"

"Because of our role as sell-side financial advisors, we are always used to thinking from the perspective of entrepreneurs, and thinking about the best interests of the founders in everything. ”

But in fact, the interests of investors are equally important, and the key is to make the interests of both parties agree, shorten the gap between the two sides in the process of communication, and pull them to the balance point that can be traded. ”

"Buyers and sellers have their own hidden demands, and we are not used to going straight, we always like to hide and tuck, and even some buyers and sellers don't know what their core demands are?"

"As an FA, you need to help entrepreneurs sort out the project, and process a bunch of scattered information points in their mouths into an investment target that can be understood with the logic and discourse system of investors. ”

Li Nanjun smiled when he saw Shen Feng for the first time, and hurriedly continued: "If it is an early-stage project, I will try my best to explore the upside of the project, so that investors can see the possibilities, but at the same time, I will also inform him of the potential risks and let him judge for himself." ”

"If it is a growth-oriented project, I will help the founders find bright spots from the operational data, such as user growth, retention, growth rate, etc., to amplify the advantages that have been shown in the data. ”

"Telling a story that both parties can agree on is the first thing the FA has to do, and the second thing is to find a mutually acceptable price for the story!"

Shen Feng nodded and asked, "What if you meet someone who is particularly stubborn or goes back on his word?"

"The first time I met with the founder, I would tell him an approximate market price based on my trading experience, and even if he didn't accept it, it would be a reference in subsequent negotiations. ”

Li Nanjun said confidently: "It is something I must do to do expectation control in every round of communication. ”

Shen Feng continued to ask: "How to deal with investors who especially want to buy shares?"

"This situation can only draw a pie for investors, such as promising to leave him a few points in the next round, or saying that they will persuade the founder to finance a + round, or you can try to operate a convertible bond first. ”

"Everyone has different routines, but there is a consensus: it is important to maintain the relationship, at least to persuade him not to go to the competition. ”

Shen Feng is quite satisfied with these answers, which shows that Li Nanjun's maturity, if the game with entrepreneurs and investors is the daily life of FA, then the open and secret battles that occur between peers and even colleagues are the warm-up before the start of work.

This industry is too close to money, and it is even more unceremonious to compete for it.

Especially the platform-based FA organization, the essence is a kind of rule, and everyone competes freely in this game. Most of them are KPI-oriented, and the number of projects, visits, and deliveries are all included in the assessment. In order to achieve KPIs, it is inevitable to assign all the projects you know to your name by any means.

When good assets are hard to find and the industry itself is expanding, this kind of competition is even more intense. Grab it with your colleagues, grab it with your good friends, grab it with your own mentor, and even grab it with your boyfriend and girlfriend......

All kinds of tearing are endless!

The reason why you choose to spend money to dig senior FA is that you can't have obvious ability shortcomings in a series of links such as starting with the project pitch, then making materials, designing roadshow strategies, ensuring the conversion rate of the roadshow, striving for terms, and completing the delivery.

If you can provide sufficient professional understanding of the industry, or demonstrate your influence with key decision-makers, a project can be successful.

can be killed from thousands of troops,

Absolutely tough guys!

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