LP Tip #4 of 50: Be strategic on how you share on-book references with LPs A few things to know when you read this ➡️ Opinions as always are my own. ➡️ Every time I re-up on an investment I re-underwrite and expect to re-reference the GP/s. Why? Because things change in partnerships so I cannot rely on past references to do my job. Also, I know more about a manager so I will have more granular questions on what I have learned about the manager over time that I want to validate or invalidate. ➡️ Testimonials on a website or deck are nice to have but because they are not customized to the reference questions I have they unfortunately do not help me get the information I need to assess or reassess a manager. References are important to get right. There are two types of references LPs conduct. I do both on-book and off-book. The off-book is where most LPs will spend their time. We want to do both to get a very well-rounded view of the manager/s. There are many ways to present references so below are a few approaches. Pick what works best for you. 1️⃣ Consider including a mix of references which may include the following: ➡️ Founder ➡️ Co-investor ➡️ Downstream investor ➡️ LP 2️⃣ Include the on-book references in your dataroom but if you do this please, flag that you want the LP to contact you before they do any outreach. It is important to control your process. Alternatively, put in a reference folder in the dataroom w/ a PDF doc that simply says "contact GPs for references." 3️⃣ Put your best foot forward by picking quality references. ▶️ Are these individuals that will really go to bat for you? ▶️ Are these people that will take a call if they are on holiday to rave about you because you have added value? ▶️ Do they understand your investment lens? ▶️ Do they actually know you and your firm well enough to talk about what you excel in? 4️⃣ In demand fund managers or managers who are great at fundraising could offer a workaround for smaller and/or strategic LPs. How does one do this without overwhelming references? There are two light lift ways to solve this issue. And, I feel that both would also help you build even more goodwill with these smaller LPs. ➡️ If you had an institutional LP who ran a detailed process ask them if you can share their reference notes with these smaller LPs or better yet put the notes in the dataroom. ➡️ Conduct a group reference call where one or a few references are on it and small LPs can ask questions. The GP will open the call and then drop off for LPs to ask questions. LPs are looking to build partnerships with GPs they want to invest in so think about this every time you interact with an LP. I guarantee there is always a workaround to get an LP the info they need to underwrite without taxing your founders or other potential references.
Great thoughts Carolina Huaranca Mendoza
Managing Partner, Cortado Ventures | Kauffman Fellow | Young Global Leader, World Economic Forum
1moHasn’t ever thought of the group reference call. Is this common?