Believing in the problem doesn’t mean I believe in your solution — and founders need to hear that before an investor does
Advocacy is not automatic endorsement.
I spend a lot of time advocating for climate-tech and sustainability solutions. I speak about the funding gaps, push for better policies and try to help credible founders reach the right people.
But when a climate-tech founder approaches me, there is sometimes an automatic assumption that I will advocate for their solution too.
And then comes the surprise when I start asking questions:
– What are your unit economics?
– Does the technology actually work outside a controlled pilot?
– Who will pay for it?
– Why are you the right founder to build it?
– What is your product-market fit?
– How much capital will you need before this becomes commercially viable?
Some founders become defensive. A few feel that I am questioning the importance of the climate problem itself. I am not.
I may believe deeply in the problem you are solving and still be unconvinced by your solution, business model or readiness for investment.
When I question founders, I am usually coaching them through how an investor will examine the opportunity. The investor may be far less patient and far less willing to explain why the answer is no.
My role is not to agree with every climate founder. Sometimes, the most useful form of advocacy is helping a founder see the holes in the business before an investor does.
An advocate may help open the door. Only evidence can keep it open.
If the business cannot survive basic questions, it will not survive investor diligence.
Credits
This post is written by Deepa Sai for EcoHQ