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Recap
1© Aptech Training Ltd. FZE
Recap
In the previous lesson you learnt to:
• Understand the product life cycle
• Use vocabulary pertaining to the product life cycle
• Describe line graphs
For Aptech Centre Use Only

Raising Capital

At the end of this lesson you will be able to:
• Speak about factors involved in raising capital
• Identify key features from a text
• Recognise and use reference in writing
• Talk about their own experiences in using persuasion
Learning Objectives

Reading Skills
Pre-reading
Discuss these quotes with a partner. Do you agree with them?
“Before borrowing money from a friend it’s best to decide which you need
more.” – Addison H. Hallock
“The surest way to ruin a man who doesn’t know how to handle money is to
give him some.” – George Bernard Shaw

Reading Skills
Discussion
• How do you feel about borrowing money? Would you borrow money from
any of these sources? Why or why not?
a. a family member
b. a colleague or friend
c. a bank
d. a payday loan company
e. a credit-card company
• How is borrowing for a company different from borrowing for a private
individual?

Vocabulary
Choose the correct definition for each of the words below.
Word Definition
advocate (n) to get or make sure of something
viability (n)
measurements or numbers that give
information about something
potential (adj) to make something stronger
potential (n) to consider
secure (v) the ability to succeed
weigh up (v)
a person or organisation who publicly
supports something
fuel (v) the ability to work as it is supposed to
metrics (n) possibleFor Aptech Centre Use Only

Vocabulary
Answers
Word Definition
advocate (n)
a person or organisation who publicly
supports something
viability (n) the ability to work as it is supposed to
potential (adj) possible
potential (n) the ability to succeed
secure (v) to get or make sure of something
weigh up (v) to consider
fuel (v) to make something stronger
metrics (n)
measurements or numbers that give
information about somethingFor Aptech Centre Use Only

Exercise
Use the words from 12.2.1 to complete the following sentences. You may have to
change the form of the word.
1. You would have to convince me of the project’s ___________ before I invest in it.
2. We will be able to move ahead once you have ___________ the loan.
3. I’m afraid that the ___________ risks are too great for me to invest that much
money.
4. You need to ___________ all the possible outcomes before making a decision.
5. He showed us the ___________, and they looked good.
6. I’m not surprised he bought more shares in the company: he has always been one of
their strongest ___________.

Answers
1. You would have to convince me of the project’s ___________ before I invest in it.
2. We will be able to move ahead once you have ___________ the loan.
3. I’m afraid that the ___________ risks are too great for me to invest that much
money.
4. You need to ___________ all the possible outcomes before making a decision.
5. He showed us the ___________, and they looked good.
6. I’m not surprised he bought more shares in the company: he has always been one of
their strongest ___________.
Exercise
viability
secured
potential
weigh up
metrics
advocatesFor Aptech Centre Use Only

Reading Skills
Pre-reading
Imagine if you were trying to raise
capital for your company.
What advice would you give?

Reading Skills
Exercise
Work with a partner.
• Student A reads the first half of the text; Student B reads the second half.
• Take notes of the key points of your section of the article.
• Note the use of a topic sentence at the beginning of each paragraph to
introduce the topic.
• Use your notes to explain the key points to your partner.

Reading Skills
Exercise
Read the whole article and work with your partner to answer these
questions.
1. Why can it be difficult to raise money when you are starting a business?
2. What will investors be interested in besides your business plan?
3. Why is it important to ‘know your metrics’?
4. How can your customers help you in raising capital?
5. Why do you think this is an effective strategy?
6. Should you accept all the offers potential investors make?

Writing Skills
Cohesion – Reference
• In writing it is important to relate different parts of the text to each other.
This is known as reference.
• There are several common ways to do this – pronouns such as he, she,
and they are used to refer to people who have already been identified.
• Words like this, that and it refer to things or situations that have just
been mentioned.

Writing Skills
Expressions
What do the underlined words refer to?
A
this: ___________________________________________________
This: ___________________________________________________
its: ____________________________________________________
they: ___________________________________________________
B
their: ___________________________________________________
This: ___________________________________________________
they: ___________________________________________________
it: _____________________________________________________

Writing Skills
Expressions
What do the underlined words refer to?
A
this: raising money
This: taking out a bank loan, or second mortgage to raise money
its: your business
they: your management team
B
their: your customers
This: customer comments and feedback
they: investors
it: securing investors

Reading Skills
Exercise
• Read a conversation between two people discussing their experiences of
raising capital for their companies.
• Work with a partner to fill in the gaps in the conversation.
• Then listen to the recording to check your answers.
Listening Skills

Reading Skills
Exercise
Answers
Marc: Yes, they were very interested in seeing my
__________________.
Angela: Did they ask about your _____________________?
business plan
management team
Listening Skills

Reading Skills
Exercise
Answers
Marc: At first they were not too sure, but when I showed them
the __________, they came around. They told me they
thought it had a lot of ___________.
metrics
potential
Listening Skills

Reading Skills
Exercise
Answers
Marc: I think they’re still ____________. Can you think of
anything else I could do that would convince them to
invest in my firm?
Angela: Have you considered using your ___________? You
could ask them to put a review of your products on your
website, for example. I did that when I was looking for
capital and it really made a difference.
weighing it up
customers
Listening Skills

Your Own Experience
• Think of an experience where you tried to persuade someone to do something.
• It could be a friend, a colleague or a member of your family.
• You are going to explain how you influenced their decision.
• Make brief notes on:
– What did you try to persuade them to do?
– What arguments did you use to try to convince them?
– Did you use any evidence to help change their mind?
– What was the result?
– Would you do anything differently if you had to do a similar thing again?

Test Your Knowledge
1. Select the expressions that are useful for negotiation.
Language
1 You may invite anyone who you think will be interested in our product launch.
2
The suppliers which neglected our idea ordered for more packets after seeing
customers’ demand.
3
The company sold its division in Europe where they had invested more than
expected.
4
The investors of the company attended the annual meeting which took place in
a remote town.
5 There are three board members that find the decision far-fetched.

Test Your Knowledge
1. Answers
Language
1
You may invite anyone who you think will be interested in our product
launch.
2
The suppliers which neglected our idea ordered for more packets after seeing
customers’ demand.
3
The company sold its division in Europe where they had invested more
than expected.
4
The investors of the company attended the annual meeting which took
place in a remote town.
5 There are three board members that find the decision far-fetched.

Test Your Knowledge
2. Select the correct option.
Statement Option 1 Option 2
1 ____ flow was a problem throughout the year. money cash
2
The shareholders _____ money into the new
product.
poured flooded
3
The company _______ out money to please its
customers.
splashed pumped
4
Further operational expenses ______ money
from their reserves.
tapped drained
5
The bank decided to ____ over the company
after considering its long term relationship with
them.
flow tide

Test Your Knowledge
2. Answers
Statement Option 1 Option 2
1 ____ flow was a problem throughout the year. money cash
2
The shareholders _____ money into the new
product.
poured flooded
3
The company _______ out money to please its
customers.
splashed pumped
4
Further operational expenses ______ money
from their reserves.
tapped drained
5
The bank decided to ____ over the company
after considering its long term relationship with
them.
flow tide

In a Nutshell…
In this lesson you learnt to:
• Speak about factors involved in raising capital
• Identify key features from a text
• Recognise and use reference in writing
• Talk about their own experiences in using persuasion

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