From Deseret News archives:
Utah entrepreneurs face venture hurdle
Some well-intentioned folks have tried to force-feed the "California way" of funding companies on the Utah venture ecosystem. These proponents of the "Silicon Valley way" think that the risk of entrepreneurship should be pushed more to the investor. After all, that's how it's done in California.
In Silicon Valley, for example, entrepreneurs command much more negotiating power in the venture funding process than here in Utah. This seems to surprise many who come to Utah and want to raise money for their latest whiz-bang business idea. They do not understand why the Utah entrepreneur cannot get the same terms as the Silicon Valley garage inventor.
In Utah, most experienced investors will scoff at such terms unless the deal is "hot." The typical convertible debt deal in most of Utah is structured much differently:
The $500,000 is loaned for a finite time period, usually 2-5 years.
The cash is loaned at an interest rate of 8-18 percent.
Terms often include a regular cash payment of interest or even principal and interest.
At the lender's option, the loan may convert at a price fixed at the low valuation at the time of the loan disbursement.
What a difference!
Of course, this difference should come as no surprise to those who are familiar with the law of supply and demand. Utah has an unusually high entrepreneurial activity rate per capita compared to most areas. Yet Utah is relatively small in terms of investment capital available to new or emerging entrepreneurial ventures. Thus, demand for cash is high and supply is low. That means the supplier has more power or leverage in the negotiations. This is a law of economics that is universal and obvious.
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