A time-limited encounter with a busy venture capitalist offers the reader, as entrepreneur, the opportunity to pitch an idea to a noted dealmaker. Designed for use as a management-communications or personal-selling exercise for students and others who believe they possess an entrepreneurial opportunity requiring early-stage financing, this case may be used to explore investor networks and expectations, business-plan executive summaries, and the role of venture associates and other deal influencers. It may be used as the basis for an oral examination or a business-plan competition. Excerpt WAHOOWAH VENTURES: THE ENCOUNTER This is Jerry Deutsch at Wahoowah Ventures—I'm returning your call. . Sorry it's taken so long to connect. . I have your venture summary and resume, and I appreciate your invitation to lunch. . But the truth of the matter is that, given the very early stage of your venture, I'm not sure there would be much merit in discussing venture capital at this point. . But I'm willing to listen. . . . ….. Look, I'm leaving for the West Coast and am about to head out to the airport. . Can we meet there? ? I'm catching Agony Airlines flight 3666 in an hour. . It's always on time, so we'd better meet right near the gate. You possess what you believe to be a real entrepreneurial opportunity and are intent on pursuing it. . You have been trying for some time to make contact with Jerome Deutsch, managing general partner of Wahoowah Ventures, a local venture-capital firm. . Deutsch is the region's most significant player in making successful ventures “happen.” . You have sent him a letter with your resume and a short document outlining your concept. . Thus far, your letter has not been acknowledged. . You have also made several telephone calls to him whichhim that, until now, have not been returned. An entrepreneurship professor at a top business school has intervened with Deutsch on your behalf. . You have researched Wahoowah and know it has invested in several ventures of the type you wish to discuss. . You know, too, that if your initial presentation to him goes well, he might give you much more than valuable feedback. . Finally, you know that if this, his second impression of your venture, isn't favorable, access to him—and to Wahoowah—will be all but impossible in the future. . . .