Due Diligence: What Investors Check and How to Prepare
When investors move to due diligence, they're seriously considering investment. Understand what they'll examine and how to make the process smooth.
What Investors Investigate
Financial Due Diligence
- • Revenue recognition and accounting practices
- • Customer concentration and churn analysis
- • Unit economics validation with real data
- • Cash flow and burn rate verification
- • Financial projections stress testing
Market and Customer Validation
- • Customer reference calls and surveys
- • Market size and growth rate verification
- • Competitive landscape analysis
- • Product-market fit evidence
- • Go-to-market strategy feasibility
Legal and Operational
- • Corporate structure and cap table
- • Intellectual property ownership
- • Employment agreements and equity grants
- • Material contracts and partnerships
- • Regulatory compliance and risks
Setting Up Your Data Room
Essential Documents
Financial
- • Financial statements (last 2-3 years)
- • Management reports and KPIs
- • Customer contracts and pricing
- • Cap table and equity records
Legal
- • Articles of incorporation
- • Board resolutions and minutes
- • Employment and consulting agreements
- • IP assignments and patents
Managing the Process
Best Practices
- • Respond quickly: Provide requested information within 24-48 hours
- • Be organized: Use clear folder structure and file naming
- • Be transparent: Address issues honestly rather than hiding them
- • Track requests: Maintain a list of all information requests
- • Stay focused: Don't let DD distract from running the business
Red Flags to Avoid
- • Slow response to information requests
- • Inconsistent data across documents
- • Missing or incomplete legal documentation
- • Significant undisclosed liabilities
- • Customer concentration risks