There is an old saying that people respond to greed or fear. In fundraising, the greed is price, the fear is control. When I fundraise, I start with the greed

There is an old saying that people respond to greed or fear. In fundraising, the greed is price, the fear is control. When I fundraise, I start with the greed so investors optimize for it. Right before we hit an understanding (pre/post term sheet), I switch gears and exchange lower valuation for more control. Works really well.