Both VCs noted the change from the most recent 2022-23 bear market — where VCs held all the cards — to the current eager dealmaking atmosphere where founders have a bit more power. This makes choosing the right VCs that much more important, they say.

Fubini called this shift “thrilling” because, even though both sides still need to do their diligence and ensure they are good fit together, “you can move so quickly” compared to cautious bear markets.

Similarly, Fubini encourages the leadership teams he works with to carefully consider who they are entering into partnership with. His rubric follows three core tenets: person, firm, terms.

“You work with this person for forever. So it’s everything from like, are they fun? Do you trust them? Do they have the juice to get the deal done? It’s everything around this human,” he said.

The pitch deck and cold emails may not have the power they once did but creating authentic relationships and proving on execution remains the best strategies to attract the kind of people you want to work with — from both perspectives.