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This course is for experienced knowledge transfer managers and will introduce the most commonly used terminologies in the venture capital (VC) environment. You will get first-hand information on what venture capital managers would like to see from founders and the Knowledge Transfer Office (KTO).

Designed by an experienced venture capital (VC) fund manager, with decades of experience in knowledge transfer, our experts shall also guide you through how to avoid early mistakes by paying special attention to the situation that founder institutions often bringing to the table: the IP and know-how opportunity.

Why join this course?

Learn how to create win-win situations; knowing the needs of your negotiation partner is key. In this course we offer you the opportunity get first hand information on what venture capital managers would like to see from founders and the Knowledge Transfer Office. What are the VC's needs, requirements and where is room to structure a deal? Alongside these insights, the course will offer practical training on finance and direct interaction with VCs.

Who should attend?

This course is for experienced knowledge transfer managers involved in negotiations with founders and venture capital providers. We shall explore the whole negotiation and agreement process from the Letter of Intent (LOI), via the term sheet negotiation to the closing procedure from a VC manager perspective.

Learning Objectives

  • Get first hand information what VC managers would like to see from founders and the TTO
  • What are needs of VCs; requirements and where is there room to structure the deal
  • Practical training on aspects of finance and direct interaction with VCs for deeper insights and understanding

Course Topics

  • What is the VC for? - the role of the VC within the finance structure
  • Where is the money coming from?
  • Deal Flow
  • When and how to approach VC
  • Elevator Pitch
  • Due Diligence
  • Anatomy of a Term Sheet
  • Capitalisation Table
  • Dilution and its consequences
  • Anti-dilution provisions
  • Diluted founder
  • Programme
  • Speakers
  • Venue

Programme

  • Wed 08 October 2025

    • 09:00 - 09:15    Course introduction

      In this opening session the course directors, Martin Raditsch and Claus Schulte will outline what to expect from the days ahead and answer any queries you may have before starting out on three days of intense learning.

    • 09:15 - 10:30    What is the venture capitalist for? The role of the VC within the finance structure

      A venture capitalist (VC) is an investor interested in private equity investments to start-ups that manifest a high-growth ability in exchange for an equity stake. This could be funding start-up ventures or supporting small companies that wish to expand but do not have access and resources to equities markets.

      VCs are prepared to take a risk by investing in such companies because there is a big probability to earn a massive return on their investments if invested companies reach success. However, VCs experience high rates of failure due to the uncertainty that is involved with new companies. Understanding this requirement give you the starting point to create a win-win situation.

      Martin Raditsch

    • 10:30 - 11:00    Break

    • 11:00 - 12:00    Where is the money coming from?

      The origins of the money spent by VCs, business angels, family offices, strategic investors and others is often opaque to new entrepreneurs. During this session we will discuss the different financial sources that find their way into start-up investments.

      Financing Sources

      • Private Equity
        Become familiar with the terms of public investments and companies which are opened for public exchange as well as private equity, the opposite term and class, used for investors, funds, and companies that do not want to show up on the public market exchange. All capital raised via private equity can be utilised in different ways, for instance; financing new innovative technologies, increase working capital to boost a private company's operations and profit.
      • Convertible Loan
        A convertible loan term has been mentioned frequently in the investment procedure. We would like to provide a definition of it for clarity among our young entrepreneurs. When a student start-up obtains investment, an investor will provide a short-term convertible loan indicating maturity date, interest, and the right to convert a loan into an equity stake of this company in the long run. The main advantage for entrepreneurs is that a convertible loan, before being transformed into equity, has the same characteristics as a standard loan. But be aware of the main inconvenience: the investor has a priority right at maturity date to claim all kinds of assets from the start-up (tangible and intangible) to recover the loan and interest.
      • Angel Investors
        Angel investors are accredited people who look for start-ups, in order to invest in at an early stage with their own money and resources. Most countries have an angel investor network.
    • 12:00 - 13:00    Deal Flow

      Deal flow is the estimated proportion of business proposals and investment pitches coming and are being received by investment bankers and venture capitalists.

      Deal flow is composed of different types of proposals such as: venture funding, syndication, private placements, initial public offerings (IPO), mergers, and acquisitions. Typically, it follows a cyclical pattern and trends unfold throughout society and economic environments.

    • 13:00 - 14:00    Lunch

    • 14:00 - 15:00    How and when to approach VC

      When is the right point in time to Threat Risk Asses (TRA) your scientific project into a company project. What are the needs and the requirements? In this session we will discuss the different possibilities of dilutive and non-dilutive financing.

    • 15:30 - 16:00    Elevator Pitch

      Elevator pitch is a term commonly used to describe a brief speech that summarises an idea for a product, service or project; it typically lasts for 1-3 mins.

      An elevator pitch should include why your product, idea or project is worth investing in by explaining such things as your unique solution and differentiation points.

      Venture capitalists use the elevator pitch to decide whether the project has profit potential and whether to continue the exchange with the entrepreneur or not.

      Martin Raditsch

    • 16:00 - 17:00    Group exercise - Elevator pitch

      In this group exercise, each group will be tasked to prepare a 3-minute pitch a panel of VCs.

      Martin Raditsch

    • 19:00 - 22:00    Netrworking dinner

      Join participants from all courses, esteemed speakers, and the ASTP staff team for an unforgettable gathering over a shared meal at one of Faro' finest local restaurants. This is a unique opportunity to connect, engage, and enjoy an evening of conversation and networking in a vibrant setting.

  • Thu 09 October 2025

    • 09:00 - 09:45    Negotiations

      Negotiations are an integral part of an entrepreneur’s journey. Be the objective to: obtain a license, agree on remuneration terms with CROs, or to secure the next investment round. Understanding the basic principles will help you to achieve better results and build your confidence.

    • 09:45 - 11:15    Anatomy of a Term Sheet I

      A term sheet is a (partly) non-binding agreement, which includes the basic terms and conditions under which an investment (or license) will be executed. Entrepreneurs might also find this document crucial for attracting additional investors.

      The most common items addressed in the term sheet include company valuation, amount of investment, percentage stake, voting rights, liquidation preference, anti-dilutive provisions, warranties and more.

    • 11:15 - 11:45    Break

    • 11:45 - 12:45    Anatomy of a Term Sheet II

      The trainer will continue unpacking all the requirements of the term sheet.

    • 12:45 - 13:45    Lunch break

    • 13:45 - 14:30    Capitalisation Table

      The capitalisation table, also called the “cap table” is a spreadsheet or table that shows the equity capitalisation for a company. Information provided in a capitalisation table is most utilised for start-ups and early-stage businesses, but there are no restrictions on all types of companies using capitalisation tables.

    • 14:30 - 15:30    CAP table group exercise

      Participants will work in groups; creating a Cap Table based on the case study of a seed financing round they have been given.

    • 15:30 - 16:00    Break

    • 16:00 - 17:15    Participants will present their Cap Tables and discuss different possible outcomes.

      Participants will present their Cap Tables and discuss different possible outcomes.

    • 17:15 - 17:30    Round up day 2

  • Fri 10 October 2025

    • 09:00 - 10:00    Dilution and its consequences

      Dilution is the devaluation of shareholders’ equity due to the creation of new shares. We know that a share of stock represents equity ownership in a company. The consequence of dilution is intricate and often misunderstood by new entrepreneurs. This session will provide you with some in-depth insights into dilution events.

      Martin Raditsch

    • 10:00 - 11:00    Valuation methods

      Determining the fair market value of a start-up or even a technology project can be a complex task. There are many factors to consider, but it is an important skill for KTOs and VCs to possess.

      How do finance professionals evaluate assets to identify the pre-monetary value? Are there factors, other than objective financial figures, which Influence the evaluation?

      In this session we will provide you with a mix of hard and soft factors, which will define the value of such a project. Further insight will be discussed in the panel discussion.

    • 11:00 - 11:30    Break

    • 11:30 - 12:30    Panel discussion: Valuation

      There are several methods to evaluate the current and the future value of your enterprise. In this session we will introduce some commonly used methods.

    • 12:30 - 12:45    Course wrap-up

      Course wrap-up

    • 12:45 - 13:45    Lunch and farewell

Speakers

Venue

Venue - AP Eva Senses

Av. da República 1, 8000-078 Faro, Portugal, Faro 8000-078, Portugal

Room Rates at AP Eva Senses Hotel
Standard City View - Single Occupancy : €155.00 per night inclusive of breakfast
Standard Marina View - Single Occupancy: €170.00 per night inclusive of breakfast

Reservation
To book your stay, please visit www.ap-hotelsresorts.com and enter the promo code ASTP1025 at checkout.

Terms and conditions.
Special rates apply for the nights of October 7th, 8th, and 9th, 2025. If you wish to extend your stay, please contact the hotel directly.
This offer is valid for bookings made until June 7th, 2025. After this date, reservations will be subject to the standard rates available at the time of booking.
City Tax of €2.00 per person, per night applies, up to a maximum of 7 consecutive nights. This tax is mandatory for all guests aged 13 and older and must be paid at the reception upon arrival.

    Other hotels
    In the event that AP Eva Senses Hotel is fully booked, please find below other hotels in the neighbourhood. Please note ASTP does not have special arrangement with these hotels.
    Hotel Faro opposite Eva Senses
    Aqua Ria Boutique Hotel 200m from Eva Senses
    Casa da Valentina 60m from Eva Senses
    The Modernist Apartment 250m from Eva Senses
    Solar Mendonca 400m from Eva Senses


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