Robert A. Fnkiknbeig & Ralph L. Hensler

Like most consultants, we have developed certain paradigms that we use to help our clients. We have worked with both entrepreneurs starting small technologyoriented business and with sources of venture capital. Frequently, we find that there is a gap between these two groups created by vastly different goals and objectives as well as diverse communication styles. The unfortunate result of this gap is the difficulty many startups experience in obtaining capital. We do not intend to provide a comprehensive review of business theory, to contrast our methodology with others, or to provide a historical perspective on venture capital.