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Leading Voices
Questions I Wish VCs Would Ask Entrepreneurs (Hint: They’re Not About ‘Shareholder Value’)

Upendra Shardanand is the Chief Executive Officer and Founder of Daylife, which helps publishers add content and inventory without additional staff or engineering. He also co-founded Firefly Network, a spinoff from his work at the MIT Media Lab, and sold the company to Microsoft (NSDQ: MSFT) in 1998. Upendra was the founding partner at the venture firm The Accelerator Group, and was the Director of Technology at Time Warner (NYSE: TWX).

Several years ago, when I was with the Accelerator Group, we were in discussions with a music-industry executive about a music-related venture. At some point he e-mailed a request: He wanted my colleagues and me to send him a list of our favorite bands. A slightly puzzling request, but we complied – who doesn’t like doing a top-10 list? Afterwards, he shared that he was very pleased with our answers – not one gun-toting, life-of-crime musician on the list! Apparently, he had no desire to work with dangerous acts. Life is too short to get shot.

As odd as that question may have been, it was honest and a nice change of pace from the normal litany of questions one gets from partners or VCs. By now I heard hundreds of investor pitches, and every investor seems to be reading off the same crib sheet. They’re all very focused on how best to maximize shareholder value (as opposed to avoiding getting shot, or some other criterion).

It’s long been accepted that the singular objective for any company is to make everyone money. The more the better. And I’ve been in many a discussion where it seems the wisest way to cut to the chase on a strategic business decision is to ask, “OK, but what will most maximize shareholder value?”

So it was interesting to see Jack Welch recently say: “On the face of it, shareholder value is the dumbest idea in the world. Shareholder value is a result, not a strategy … Your main constituencies are your employees, your customers, and your products.” (I’d personally add suppliers, partners, the environment, and society at large.)

Some buy a trickle-down logic and argue that if it’s good for the shareholders and makes good business sense, then you will end up taking care of all other stakeholders. 

Really? In an age where investors and management can get out quick, leaving all the other stakeholders holding the bag, what we end up with is Enron, AIG and Tyco. Those companies may be the extreme examples, but for a long time in the tech industry we’ve had a setup where every dot-com investor and entrepreneur could exit fast and buy that Ferrari, without necessarily having built anything of lasting value. Perhaps more innocuous then Enron, but no less a wasted opportunity to do something truly great.

And companies are like snowballs being rolled down a hill: Once they’ve been pointed in a direction, it’s really hard to change course. A company’s mission only gets watered down with time, its resolve weaker with age.

Perhaps in this era of Obamanomics and global cataclysm, where the maxim of endless growth fueled by endless consumption is being questioned, we’re starting to reset a bit, and the dog is starting to wag the tail. Perhaps we’re starting to see job hunters pursue purpose over money. Perhaps publications will find new ways to keep score besides who raised how much and who exited for how much. Surely there are metrics other than the dollar by which to judge companies? (Read these words of wisdom on the value of the right metrics from RFK Jr.).

As exit opportunities become scarcer, perhaps entrepreneurs will start attacking hard, long-term projects with real benefits as opposed to get-rich-quick schemes. I once congratulated one of my investors, Scott Heiferman, on the success of his young company Meetup. I was deeply impressed whenever I spotted a Meetup group at a café or Whole Foods cafeteria, and I kept seeing them more and more often. But Scott was visibly irritated.

“Brands or anything that really lasts or matters often take decades to build. We haven’t done anything yet,” he said.

And perhaps boards and VCs will take Jack Welch’s advice and depart from their scripts and start viewing shareholder value as a result, not an objective.  I’ll give a discount on the deal if any VC ever asks me questions along the lines of, “what do you do to make your office a fantastic place to work?” or “would you disclose the identity of one of your users to the Chinese government” or “who are you fighting for?”

The things we read, the colleagues we keep, the investors we have. Picking them carefully will determine the measures by which we’re held accountable. Life is too short to get shot.

May 22, 2009 10:38 AM ET

Upendra Shardanand

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Posted In: Features, Leading Voices

  • In this spirit, a piece in the NYT (http://www.nytimes.com/2009/05/30/business/30oath.html?_r=2&partner=rss&emc=rss_

    "At Harvard and other top business schools, there has been an explosion of interest in ethics courses and in student activities — clubs, lectures, conferences — about personal and corporate responsibility and on how to view business as more than a money-making enterprise, but part of a large social community."

    (However, it seems only 20% of the graduating class has taken an oath to act responsibly, ethically and refrain from advancing their “own narrow ambitions” at the expense of others.)

  • Your comments refreshing and bright - I agree -  boring and really old style non essential approach most of the VCs take make them unattractive source of funding - and not a desired partner as their creativity sacks especially if one is really creating a new

  • arun misra

    Very thought provoking. Without the attraction of shareholder value investment will dry up but equally shareholders will not want to take the risk of being 'shot'. Strategy is the all important mean to the the end. So the questions like: What do you do make the place of work attractive? are important to strategy and delivery of SV.

  • Great points. I've been trying to help companies focus on the means to reach the end (shareholder value). Please see http://techdrawl.com/five-tips-for-growing-a-thriving-company/

  • grace

    Terrific. Thanks.

  • sms

    what do you do to make your office a fantastic place to work?” or “would you disclose the identity of one of your users to the Chinese government

  • a revised formula taking into account factors as you mentioned seem rather unrealistic to me. Employee satisfaction = the majority does not want to be stressed or to be put under pressure, but (often)times it is needed (especially in crisis situation that we face)

    for me sv if seen as longterm profit maximization (not accounting but free cash flow wise;) is still a valid financial goal. The reason why it has such as bad image is because of short-term goals of managers and greedy investors

  • Sagar Jethani

    Very thoughtful piece, Upendra.

    I am in an executive MBA program and am studying the argument for maximizing shareholder value in my finance class. It certainly is the prime objective for managers, as you mention above. I agree with your assessment—that running one's enterprise according to this sole objective is terribly myopic. Until someone creates a revised formula for value creation which incorporates terms for employee satisfaction and the public good (clean air, water, etc.), this obsessive focus on shareholder value will continue to wreak havoc.

  • Very interesting to think about there.

  • VCs can be prone to cliche questions, the obvious questions.

  • nathanr

    As noted last week at ContentNext's econSM conference, several prominent investors stated that the traditional VC model is going to change and your observations & suggestions can help them to make the change.  Imagine that others will have detailed thoughts on what ails the VC community and how to change their ways to adapt to the new world order. 

    Then again, there will probably be lots of anonymous comments given no one wants to irritate a potential investor with candid observations…

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