Amid high costs and tighter access to capital, Scotland’s early-stage founders are navigating a demanding environment as they look to scale their businesses.
Yet despite these challenges, the investment landscape is still full of opportunity for those with a truly game changing business, fantastic leadership team and a global outlook.
At Glasgow Tech Week, we brought together 90 founders, ecosystem players and top investors for Flip the Script – an event focused on how ambitious businesses can successfully secure funding and grow in this demanding environment.
The insights shared were practical, timely and informed by current trends, the business environment and recent deals.
So, what were the key takeaways, and what can founders do right now to improve their chances of accessing the investment they need to scale?
Fundraising is like a sales process
One of the strongest messages was that fundraising should be approached like a sales process. It’s all about building relationships, being organised and staying focused.
Founders need to have their materials for investment in good shape, work on their pitches and target the right investors.
Confidence is important, but it should come with discipline. Investors want to see focused progress and a clear plan.
Fundraising now often takes twice as long as it used to, so being fully prepared is essential to stand out and move at pace when needed.
Get professional early
For start-ups today, professionalism matters.
This means, for example, having good governance and proper financial systems in place from day one.
First impressions count and being organised from the start shows investors you’re ready. Being professional early on can also lead to better valuations and faster decisions.
Things like making sure your data room is up-to-date, having all your documents in order – including HMRC – also helps.
Investors back teams, not just ideas
A great idea alone is often no longer enough to secure investment. Markets shift quickly, competition is fierce, and execution is everything, which is why investors are increasingly focused on the strength and capability of the management team leading the business.
Investors want to back people who can turn vision into action, adapt when things don’t go to plan and continue learning as the business grows. Ideas may evolve or change, but a strong, committed team gives investors’ confidence that the business can weather uncertainty and still move forward.
In fact, teams made up of individuals with a range of perspectives and backgrounds are often more resilient and more likely to succeed. Highlighting this kind of team structure helps build investor confidence and signals long-term potential.
Look further afield
While Scotland has a vibrant investment community, it’s important not to overlook the UK’s other major investment hubs – especially London, with its deep capital markets.
Founders should build on Scotland’s strengths, while also viewing other UK cities as strategic opportunities to expand reach, attract investment and enhance their international presence.
At the same time, when assessing the competitive landscape, founders should look beyond the UK and benchmark themselves against global best-in-class peers.
Build networks early
Many investments are driven by personal connections, so it’s a good rule of thumb for founders to start building relationships well before they begin actively raising funds. Strong networks can make it easier to find the right investors and move faster when opportunities arise.
Founders should engage with accelerators, advisors and support organisations like KPMG, British Business Bank or Scottish Enterprise. These groups can offer guidance, introductions and credibility that help open doors.
Ultimately, staying in touch with investors over time is far more effective than reaching out cold.
Scotland’s moment
Venture capital investment into Scotland’s start-up and scaling businesses reached over £90m in the opening quarter of 2025, according to our latest Private Enterprise Venture Pulse report.
Founders across Scotland should view this as a moment of opportunity. With strategic planning, operational discipline and the right network, securing investment remains very much within reach.
The scale-ups that shape the next decade won’t succeed by luck. They’ll succeed by being ready and having a global mindset.
Amy Burnett is the head of KPMG UK Private Enterprise Access