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It’s a cruel irony that when entrepreneurs are pitching for investment, it’s usually at the very time they are least capable of pitching for it successfully. The consequences of failure can be catastrophic, perhaps not merely ending a young company, but also ending someone’s lifelong dream along with it. Young businesses often have young management teams – bright eyed and bushy tailed they may be, but all too often untried and untested in the real world of business. Furthermore, as a management team – and we’ll come back to the importance of that later in the chapter – they are likely to be incomplete, lacking the breadth of skill set needed ...

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