Inside Harlem Capital’s Approach: How to Foster VC Relationships and Win Investors
Gabby Cazeau's advice for fundraising founders
Harlem Capital is a VC firm with a mission to transform entrepreneurship by investing in 1,000 diverse founders over the next 20 years. Recently, we had the opportunity to sit down with Partner Gabby Cazeau to discuss her journey, Harlem Capital’s unique approach to investment, and her advice for founders. Here are our top takeaways from the conversation:
1. Building Relationships with VCs Takes Time
Founders often see pitching as a one-time, high-stakes opportunity to connect with a VC—a “make or break” moment. However, Gabby shared a recent investment story that shows it’s often a longer journey. In her example, an initial positive interaction with an outstanding founder led to an introduction to another founder over time. This second founder’s progress eventually matched Harlem Capital’s investment criteria, making the decision feel natural after a year of relationship building. The takeaway? Genuine, long-term connections can lead to investment opportunities.
2. Send Tailored Updates Instead of Generic Investor Blasts
If a VC passes initially but expresses interest in staying updated, use this as an opportunity to keep them engaged. Each quarter, Gabby recommends crafting a thoughtful “package” of wins and challenges, tailored specifically to that investor, rather than just including them in a broad investor list. This approach builds credibility and trust, as it shows your commitment to meaningful communication. Yes, it takes more time, but it also strengthens your relationship over time.
3. Communicate Clearly and Consistently
One area where founders often stumble is communication. Whether it’s responding promptly, being transparent about challenges, or crafting a compelling story about “why you” and “why now,” good communication is key. Harlem Capital values founders who are open and willing to over-communicate, especially during the fundraising process. Gabby emphasized that clear, transparent communication not only fosters trust but also allows VCs to understand your journey and potential better.
4. Seek Investors Who Will Stand By You
Not all investors are the same, and Gabby advises founders to look for those who will truly be in their corner during both highs and lows. One way to assess this is by speaking with other founders in the VC’s portfolio to get a sense of their experience behind the scenes. Building a supportive investor base is about balancing skills and perspectives, ensuring you have advocates and resources in various areas.
Learn more about Gabby and Harlem Capital
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