A VC's Expectations, a Startup's Needs

An industry insider explains what he looks for -- and what entrepreneurs should demand -- before inking any funding deals

With banks tightening their lending and initial public offerings few and far between, established businesses are turning to private-equity investors for expansion capital. How do these outfits distinguish a great company from a good company? What are the qualities of a stellar management team? What do venture-capital firms seek these days?

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