如何博得風投大鱷的青睞

There’s an old saying that ideas are ten a penny, but turning an idea into a company is a different matter all together. At Fortune’s Most Powerful Women Next Generation Summit, venture capitalist Aileen Lee and Ruzwana Bashir, founder and CEO of travel site unpacked their tips for raising capital, which they say is still a stumbling block for women.

俗語云，創意多得很，但要把創意轉化成一家公司是另一碼事。在《財富》（Fortune）雜誌“下一代最有影響力女性峯會”上，風險投資人艾琳o李（音譯）及旅遊網站創始人兼首席執行官盧茲瓦納o巴希爾暢談了她們的融資訣竅，這兩位女性領導者均指出，融資依然是擺在女性創業者面前的一道難題。

Lee is the founder of investing firm Cowboy Ventures, as well as a strategic advisor for Kleiner Perkins. Bashir’s company boasts Google’s GOOG -0.46% Eric Schmidt and Jack Dorsey of Square among its investors.

艾琳o李是投資公司牛仔風投（Cowboy Ventures）的創始人兼凱鵬華盈風險投資公司（Kleiner Perkins）的戰略顧問。而巴希爾公司的投資者中，包括谷歌公司（Google）的埃裏克o施密特和移動支付公司Square的傑克o多西這兩位大人物。

Lee explained that today’s investing world has changed from 15 years ago where most start-up teams were made up of Ph.D.s and industry veterans. Today, thanks to coding crash courses like Khan Academy, almost anyone can design an app. “It’s exciting,” she says, “but also much more competitive.”

李解釋說，現在的投資界已經和15年前截然不同，當時大多數初創企業的團隊都是由博士和業界資深人士組成。而現在，憑藉可汗學院（Khan Academy）等在線課堂提供的編程速成課程，幾乎是任何人都能設計出一款應用程序。“這是件很振奮人心的事情，”她說，“但同時也加劇了競爭。”

Despite these strides, women entrepreneurs are still rare. Lee lead a study to find out what makes aa company a billion dollar hit. Of the 13 she listed, which include the likes of Facebook FB -0.77% , none were led by women. However, she said, things are changing: the next list has a few women on the name.

雖然創業環境取得了如此長足的進步，但涌現的女性企業家依然寥寥可數。李領導了一項調查，研究一家企業是如何變成擁有數十億美元資產的成功企業的。在她列舉的13家企業中，包括Facebook在內，沒有一家是由女性領導的。但她也提到，情況正在發生變化——在之後的排名中，開始有數名女性企業家嶄露頭角。

Here are Bashir and Lee’s takeaways on raising capital:

以下是巴希爾與李在融資方面的幾點心得：

1. Build relationships

1. 建立人脈

Investors are gun shy. Get one name and everyone else wants to join. I had experience working at company that raised capital, those existing relationships gave me an in.

投資者的戒備心都比較重。只要能和他們當中的一個人建立關係，其他人就會願意接近你。我曾經在一家融資公司工作過，那些現成的客戶關係讓我有機會走進了這個圈子。

-Ruzwana Bashir

——盧茲瓦納o巴希爾

2. Hustle

2. 積極性

Investors look for hustle. It’s about, “Does the CEO have the ability to make things happen?”

投資者希望看到創業者的積極性。類似於“首席執行官有沒有能力把事情辦成呢？”

-Aileen Lee

——艾琳o李

3. Teamwork

3. 團隊協作

It’s helpful to have a co-founder with a tech background, but we look to back teams where there’s a combination of skills, instead of having everything in one person.

聯合創始人本身擁有技術背景當然能發揮一定作用，但我們需要的是一個綜合了各種不同技能的複合型團隊，而不是把所有的工作都堆到一個人的身上。

-Aileen Lee

——艾琳o李

4. Confidence

4. 自信心

Women tend to be more modest about what they’re claiming. VCs then compare them to male entrepreneurs who aren’t as cautious about what they are willing to say. There’s a confidence delta, and people think it means a difference in skills. As women we need to be extra assertive, more aggressive than we would otherwise be. The vision we have to paint is not just hundreds of millions but billions of dollars.

女性對於自己想要的東西，往往會表現得更加矜持。這會讓風險投資人拿她們與那些對於表達想法從不顧忌的男性創業者相比較。自信正是評估的指標之一，擁有自信的人會讓人們覺得他的技能也要勝於他人。作爲女性創業者，我們必須格外自信，表現得更加積極進取。我們爲投資者勾勒的前景，不能僅僅囿於幾個億的格局，而應該是幾十個億。

-Ruzwana Bashir

——盧茲瓦納o巴希爾 （財富中文網）