Introducing our case study project (Washington Place), sponsor (Koala Capital), and the key stakeholders involved in the project.

Bringing a project to market requires a clear strategy and a solid grasp of both equity and debt financing. We’ll cover how to sequence your rollout, position deals for institutional investors, and build the right team. You’ll also learn how to source and negotiate debt separately from equity, including key term sheet elements. Finally, we’ll walk through how to frame your offering, build outreach lists, and engage institutional investors to secure the best terms.

Joint ventures are the most common structure for sponsors partnering with institutional investors. We’ll walk through a JV term sheet negotiation and highlight key pitfalls to avoid when structuring a deal. Through exercises, students will also learn to identify the right investors and structures for different deal types, position themselves as institutional-quality sponsors, and negotiate both debt and equity term sheets.

To raise capital effectively, it's essential to understand both the types of investors involved and the structures they prefer. Different investor profiles have varying goals, investment amounts, timing preferences, and control requirements. These differences will shape which investment structures are best suited for your deal. In this section, we’ll explore five common investor types and the five most typical investment structures, including the nuances and variations of each based on the sponsor’s growth strategy.

Raising money from smaller investors requires a broad outreach campaign, including leveraging a lot of personal relationships. This section will break down the process and best practices for a broad offering, including how to attract family office money.