Gagan is the CEO of Wows Global, a matchmaking platform for startups and investors in Asia.
Previously he was a board member and Group CFO of Deliveree, one of the fastest growing on-demand logistics companies in SEA.
Guest Author: Gagan Singh
Introduction
In the dynamic landscape of startup ventures, the importance of financial models cannot be overstated.
While it’s no surprise that VCs, especially early-stage ones, seek these models during fundraising discussions, what might be less apparent is that a robust financial model serves a greater purpose beyond attracting investment.
It is, in essence, a dynamic roadmap that founders can use to navigate the intricate journey of building a successful business.
Why Bother with Financial Models?
Path to a Big Opportunity
A well-constructed financial model provides VCs with insights into whether a startup’s plan leads to a substantial opportunity.
It serves as a compass, guiding both founders and investors through the intricacies of the market and helping them evaluate the potential scale of the venture.
Right Plan
Does the startup’s strategy align with the identified opportunity? A financial model allows VCs to scrutinize the chosen plan, assessing its viability and coherence with the overarching business objectives.
It becomes a tool to ensure that the startup’s strategic decisions are aligned with its growth goals.
Likelihood of Success
Beyond the conceptualization of an opportunity and the formulation of a plan, VCs use financial models to gauge the probability of successful plan execution.
This involves assessing the startup’s ability to meet key milestones, adhere to timelines, and navigate potential challenges.
A well-constructed financial model offers a glimpse into the startup’s operational and execution capabilities.
The Form Matters
A financial model is not just a collection of numbers; its presentation and structure matter. A clean, well-structured model reflect the organized thinking of the founders.
Messy models, on the other hand, can detract from the professionalism of the startup.
The form of the financial model is, in essence, a reflection of the startup and its leadership.
The Substance Reveals
Opportunity Sizing
One of the key aspects VCs scrutinize is the opportunity sizing. Are the revenue projections consistent with the startup’s vision?
A robust financial model should articulate a clear and realistic path towards revenue generation, ensuring that the projected numbers align with the identified market opportunity.
Growth Drivers
The financial model is a litmus test for the startup’s industry knowledge and understanding of its business.
Does the model validate the chosen growth drivers? VCs assess whether the growth strategies proposed by the startup align with industry trends and market dynamics, ensuring that the founders have a solid grasp of what will drive success.
Plausible Plan
Founders often walk a tightrope between ambition and realism. Does the financial model strike the right balance?
It should demonstrate a plausible plan that is ambitious enough to attract investment but grounded in a realistic understanding of the challenges and opportunities in the market.
Execution Details
The ‘how long’ and ‘how much’ are critical questions for any startup. VCs use financial models to understand the startup’s timeline for achieving milestones and the financial resources required to execute the plan.
A well-constructed financial model provides clarity on the execution details, offering a roadmap for both founders and investors.
Building a Great Model
Format – No Templates
While templates can be useful starting points, building a financial model from scratch allows founders to tailor it to the specific needs and nuances of their business.
This customization ensures that the model accurately reflects the intricacies of the startup’s operations and growth strategies.
Assumptions – Drivers
Clearly identifying the critical levers of the business is essential. What are the assumptions driving the financial projections? Founders should focus on the factors that truly matter and have a significant impact on the success of the venture.
VCs appreciate clarity in understanding the assumptions underlying the financial model.
Logic – Growth Expectations
A financial model should not just present numbers; it should tell a story of how the business grows based on its assumptions.
Highlighting the relationship between growth and costs, and showcasing the logic behind the numbers, adds depth to the model.
This transparency enables VCs to understand the rationale behind the projected financial outcomes.
Outputs – Cash is King
In the startup world, cash is king. While profitability is crucial, VCs are particularly interested in the startup’s ability to generate and manage cash.
Therefore, the financial model should focus on essential cash flow metrics. Beyond EBITDA, the model should provide insights into the cash dynamics of the business.
A three-year horizon is often considered ideal, offering a balance between short-term visibility and long-term strategic planning.
Key Takeaway
Financial models are not mere tools for fundraising; they are powerful instruments that convey a startup’s vision, strategy, and deep understanding of its business.
Whether in the context of fundraising discussions or internal strategic planning, investing the time to build a comprehensive and insightful financial model is a strategic imperative for founders.
It not only attracts potential investors but also serves as a dynamic roadmap, guiding the startup through the complexities of the market and towards sustainable growth.
Ultimately, a well-constructed financial model is a testament to the startup’s commitment to excellence and its readiness to navigate the unpredictable journey of entrepreneurship.
