Finding investors is not a sprint, but a well-prepared long-distance run
How can entrepreneurs find capital to grow? And how do investors evaluate your case? At the end of April, EDIH-EBE and Powering the Future organized a roundtable discussion at Thor Park Genk. Ten entrepreneurs and investors sat down to talk about the challenges of fundraising. The conclusion? Investing is a people business. Without warm leads, clear communication, and mutual trust, you won’t get far.
Fundraising takes time. A lot of time.
A recurring theme in the panel discussion: don’t underestimate how much time it takes to raise funds. “Fundraising is not something you do ‘on the side’,” says Roeland Engelen from LRM. “You need to think carefully about how much money you actually need while still leaving time to grow your business.” That means starting well in advance and investing in your network. “We prefer to get to know entrepreneurs before they need money,” explains Jill Caubergh from BNP Paribas Fortis.
Investors are not robots
“I sometimes compare investing to a temporary marriage,” says Marc Lambrechts from Capricorn. “You know upfront that you’ll part ways after an average of eight to ten years. But in the meantime, you have to go through good and bad times together. So it’s better to know in advance how someone reacts under pressure. The behavior of entrepreneurs says at least as much as their business plan.” Nele Van Beveren from C-nery nods in agreement. “That’s why, so far, we’ve only taken funding from people we already know. You need to find the right people to share everything with.”
A good story starts simple
If you want to convince investors, you need a story that is as clear as it is credible. “I’ve been in the sector for twenty years and know our software inside out, down to the smallest technical detail. But fundraising is new to me,” says Thomas Nagels from Boolean. “Only now do I realize how hard it is to translate your company story into something an investor immediately understands.”
The solution: keep it simple. “If you can’t explain what you do, how it’s different from others, and why it’s valuable in a few sentences, then you’re not ready for the conversation,” says Roeland Engelen from LRM. Pedro Vicente from Bloomup nods. “I pitch as if I’m explaining my product to a six-year-old.”
Pitching alone isn’t enough
A good pitch is no guarantee of investment. The power lies in the combination: a clear explanation, realistic numbers, and a team that inspires confidence. “We invest in people, not in slides,” says Marc Lambrechts from Capricorn. “And the best money still comes from customers who are happy with your product or service. Ideally, you’re already generating revenue.”
Warm leads open doors
Almost all the investors at the table emphasize the importance of a warm introduction. “We receive hundreds of emails and LinkedIn messages,” they say. “A referral through a partner or co-investor carries much more weight than yet another cold email.”
“We apply strict screening and work with clear criteria,” says Kristien De Smedt from Bolero Crowdfunding. “That’s why good preparation is crucial. Even in a brief business plan, you need to show immediately who you are, what you do, and what stage you’re in.”
Collaboration after the investment
The relationship between investor and entrepreneur doesn’t end after the contract is signed. An investment comes with responsibility. Transparent communication is essential. “If something goes wrong, we want to know right away,” the investors say. “Then we can look for solutions together and prevent bigger problems. Don’t use board meetings to report the past—use them to focus on the future.”
Conclusion
Fundraising isn’t about quick deals, but about a process of connection, preparation, and trust. Warm leads and clarity open the door, and a well-prepared case keeps it open.
Powering the Future is a collaboration between Sirris, Agoria, EnergyVille, POM Limburg, and Thor Park Genk. EDIH-EBE is the European Digital Innovation Hub Energy in the Built Environment.
