Appendix

Discovery and Handoff Templates

These templates support issuer prospecting, discovery, and internal coordination. They help the team gather facts and identify questions for review. Completed templates do not establish legal eligibility, investment suitability, collateral adequacy, or transaction approval.

Use Unknown, Not applicable, or Requires verification when appropriate. Do not fill missing information with assumptions.

Evidence and Status Labels

Apply these labels consistently throughout the templates.

Label	Meaning
Verified-public source	Supported by an identified filing or official public record
Verified-reviewed document	Supported by a document reviewed by the responsible team
Management-stated	Supplied by the prospect; not independently verified
Proposed	Under consideration; not agreed or approved
Estimated	Based on identified assumptions
Unknown	Information has not been obtained
Requires specialist review	A conclusion needs an authorized specialist

Record the source and date where practical. A previously verified fact may need updating before a transaction proceeds.

Prospect Research Template

Complete this before initial outreach.

Field	Entry
Company name	[Exact name]
Website	[Official website]
Ticker and exchange	[If applicable]
Business description	[One or two plain-English sentences]
Potential issuer	[Parent, subsidiary, or unknown]
Relevant public development	[Expansion, acquisition, product launch, financing, or other trigger]
Possible financing objective	[Hypothesis to investigate]
Relevant assets or revenue	[Publicly disclosed information only at this stage]
Existing financing	[Known arrangements and source]
Executive contact	[Name and role]
Contact verification	[Source and date]
Research sources	[Document titles, dates, and links]
Initial discovery question	[What the SDR needs to learn]
Research completed by	[Name and date]

Research	summary
“[Company] publicly disclosed	[development] in [source/date]. This may justify asking whether [specific financing
objective] is under consideration.	The financing need and proposed structure remain unconfirmed.”

Initial Contact Record

Field	Entry
Contact date	[Date]
Channel	[Call, email, introduction, or other approved channel]
Contact	[Name and title]
Reason for outreach	[Specific business relevance]
Material used	[Approved document or script version]
Response	[Accurate summary]
Correct decision-maker	[Name, role, or unknown]
Interest level	[Interested, exploratory, no current need, declined]
Contact preference	[Requested channel, timing, or restriction]
Next action	[Specific action]
Owner and due date	[Person/date]

Avoid recording “qualified” simply because a contact agreed to receive information.

Discovery Call Agenda

Use this as a guide rather than a rigid questionnaire.

Stage	Purpose	Suggested
Opening Confirm purpose and available	time “I’d like to understand	your financing objective
and determine	whether further	evaluation
would	be	useful.”
Objective Identify the business	need “What would additional	capital allow the
company	to	accomplish?”
Amount Clarify the funding requirement	“What range are you evaluating,	and is that
gross or	net proceeds?”
Timing Understand the business deadline	“When are funds needed, and	what drives that

timing?” Alternatives Understand the broader financing review “What other routes are you considering?” Constraints Identify important preferences “Which ownership, repayment, or control considerations matter most?” Readiness Establish preparation status “Which advisers and financial records are already in place?” Closing Agree on the next step “Who should participate in the next discussion, and what should it resolve?” If sensitive nonpublic information arises, follow the information-handling process from Chapter 19 before continuing into those details.

Core Discovery Worksheet

Company and Participants

Field Entry

Company	[Name]
Meeting date	[Date]
Participants	[Names and roles]
Financing lead	[Name and role]
Potential issuer	[Entity or unresolved]
Decision process	[Management, board, shareholders, advisers, or unresolved]

Financing Objective

Field	Entry
Business objective	[What the financing would accomplish]
Use of proceeds	[Specific uses]
Target amount	[Amount or range]
Gross or net	[Confirmed or unknown]
Desired funding date	[Date or period]
Reason for deadline	[Business event or obligation]
Consequence of delay	[Management explanation]
Financing alternatives	[Routes being considered]

Constraints and Preferences

Field	Entry
Ownership interests to preserve	[Parent ownership, subsidiary ownership, or other]
Voting/control preferences	[Description]
Debt preferences	[Acceptable obligations or concerns]
Collateral availability	[Management-stated; review required]
Revenue-sharing preferences	[Description]
Existing agreement restrictions	[Known, unknown, or review required]
Budget readiness	[High-level status]

Evidence and Open Questions

Field	Entry
Verified facts	[Facts with sources]
Management statements	[Statements awaiting verification]
Main unknowns	[List]
Specialist questions	[List and responsible team]
Agreed next step	[Purpose, participants, owner, timing]

Asset and IP Discovery Template

Use this when assets or intellectual property may be relevant to the proposed financing.

Field	Entry
Asset category	[Patent, trademark, software, equipment, contract right, or other]
Asset description	[Plain-English description]
Claimed owner	[Exact entity; evidence status]
Ownership records	[Available documents or records]
Licensed rather than owned?	[Yes, no, or unknown]
Relevant territory or field of use	[If applicable]
Current commercial use	[Products, services, licensing, or development]
Existing revenue	[Description and evidence status]
Related contracts	[Licenses, customer agreements, or other arrangements]
Existing liens or restrictions	[Known or requires review]
Operational dependencies	[People, facilities, approvals, or other assets]
Valuation available	[Date, preparer, purpose, and review status]
Specialist review needed	[Legal, valuation, finance, or other]

Summary	wording
“Management identifies	[assets] as potentially relevant to financing. Ownership, contractual restrictions, existing
creditor rights, and valuation assumptions remain	subject to review.”

Do not treat a recorded patent, appraisal, or token as proof that collateral is available.

Structure-Specific Discovery Worksheets

Complete only the sections relevant to the conversation. An SDR may record several structures for comparison.

B.7.1 Tokenized Secured Notes

Question Response

Which entity would owe principal and interest?

[Entry]

What repayment source is proposed? [Entry]

What assets might support the obligation?

[Entry]

Who owns those assets? [Entry]

Are existing creditors involved? [Entry]

What maturity or payment schedule is contemplated?

[Proposed or unknown] Are guarantees or conversion rights contemplated?

[Proposed or unknown]

Which issues require review? [Entry]

Handoff focus: Repayment capacity, collateral ownership, existing liens, priority, and proposed terms.

B.7.2 Royalty-Linked Instrument

Question	Response
Which entity would owe payments?	[Entry]
What revenue or royalty stream	is

contemplated? [Entry]

Is that stream established or projected? [Entry]

Would calculations use billed revenue or collected cash?

[Proposed or unknown]

What deductions might apply? [Proposed or unknown]

What percentage, duration, or cap is contemplated?

[Proposed or unknown] How could calculations be reported and checked?

[Entry]

Which issues require review? [Entry]

Handoff focus: Payment definition, revenue evidence, cash-flow effects, reporting, and legal form.

B.7.3 Tokenized Preferred Shares

Question	Response
Which entity would issue the shares?	[Entry]
What preferences are being considered?	[Entry]
Are dividends contemplated?	[Proposed terms or unknown]
Are conversion or redemption	rights

contemplated? [Entry]

What voting rights are contemplated? [Entry]

What ownership effects concern management?

[Entry]

What approvals may need evaluation? [Requires specialist review]

Which issues require review? [Entry]

Handoff focus: Equity economics, dividend conditions, preferences, conversion, governance, and dilution.

B.7.4 Tokenized IP-Subsidiary Shares

Question	Response
Does the subsidiary already exist?	[Entry]
Which entity currently owns the	IP? [Entry]
What rights would the subsidiary hold?	[Proposed or unknown]
Would asset transfers or licenses	be

needed? [Entry] Would other group companies need continuing access?

[Entry] What subsidiary ownership could be offered?

[Proposed or unknown] What lender, tax, accounting, or governance issues arise?

[Requires review]

Which issues require review? [Entry]

Handoff focus: Ownership, asset transfers, licenses, intercompany arrangements, subsidiary dilution, and approvals.

B.7.5 Tokenized Parent-Company Shares

Question Response

Which parent entity would issue the shares?

[Entry]

What share class is contemplated? [Entry]

Is the company exchange-listed? [Verified source]

What dilution concerns exist? [Entry]

What issuance and listing requirements need review?

[Requires specialist review] Who maintains current ownership records?

[Entry] What holding and trading arrangements are contemplated?

[Proposed or unknown]

Which issues require review? [Entry]

Handoff focus: Share rights, parent-level dilution, approvals, ownership records, and trading readiness.

Readiness	Review	Template
This is an initial status record-not	a document-completeness certification.
Area	Ready / Partial / Unknown / Not applicable Owner or next action
Financial statements	[Status] [Entry]
Audit preparation	[Status] [Entry]
Corporate and	ownership

records [Status] [Entry] Asset ownership documents [Status] [Entry]

Material contracts [Status] [Entry]

Existing debt agreements [Status] [Entry]

Securities counsel [Status] [Entry]

Accounting resources [Status] [Entry]

Internal transaction lead [Status] [Entry]

Preparation budget [Status] [Entry]

Investor administration resources [Status] [Entry]

Distribution planning [Status] [Entry]

Confidential document-sharing process [Status] [Entry] The transaction team should issue the formal document request appropriate to the proposed arrangement.

Provider Responsibility Template

Identify exact legal entities and distinguish existing engagements from proposed ones. Function Legal entity Engagement status Scope or unresolved question

Issuer [Entry] [Status] [Entry]

Securities counsel [Entry] [Status] [Entry]

Accountant/auditor [Entry] [Status] [Entry]

Brokerage/distribution [Entry] [Status] [Entry]

Technology [Entry] [Status] [Entry]

Ownership records/transfer agent [Entry] [Status] [Entry] Subscription funds/escrow [Entry] [Status] [Entry]

Custody [Entry] [Status] [Entry]

Payments/distributions [Entry] [Status] [Entry]

Trading venue/operator [Entry] [Status] [Entry] Status options: Existing engagement, proposed engagement, under evaluation, unknown, or not applicable.

One brand appearing across several services does not establish that one entity performs them all.

Opportunity Disposition Template

Select the outcome supported by the discovery record.

Outcome	Reason	Required	next
Advance A	defined objective	and enough	information
justify	specialist	evaluation
Schedule a	meeting with	a specific	agenda
Nurture Potential	relevance exists,	but a	timing or
readiness	condition	remains
Identify the	milestone and	follow-up date
Defer Further	work cannot	proceed until	a significant
issue	is	addressed
Record the	issue and	responsible party
Close No	relevant need,	clear rejection,	or
incompatible	expectations
Record the	reason and	contact preference

Decision	record
Outcome:	[Advance / Nurture / Defer / Close]Reason: [Specific supporting facts]Unresolved conditions: [List]Next
action:	[Action]Owner: [Name]Due date or milestone: [Entry]

Avoid using a commercial status such as “Advance” to imply legal or transaction approval.

Specialist Handoff Template

Opportunity	Summary
Company:	[Exact name]Ticker/exchange: [If applicable]Potential issuer: [Entity or unresolved]SDR:
[Name]Discovery date:	[Date]

Business Objective [Explain what the financing would accomplish.]

Capital Requirement

Target amount: [Amount or range]; Gross or net: [Confirmed or unknown]; Desired timing: [Entry]; Timing driver: [Entry].

Structures Discussed [List structures considered. State clearly if none has been selected.] Relevant Assets or Revenue [Describe the rights, assets, or revenue discussed and their evidence status.] Management Preferences [Ownership, control, repayment, collateral, revenue sharing, or other constraints.] Existing Arrangements [Advisers, lenders, service providers, and relevant commitments.]

Evidence

Verified facts: [Sources and dates]; Management statements: [Items requiring verification]; Documents reviewed: [By whom and for what purpose].

Open Questions

Question Responsible specialist Timing [Question] [Team/person] [Entry] Recommended Next Step [Meeting purpose, participants, documents to prepare, coordinator, and timing.]

Commitments	Made
[Record only actual authorized commitments.	If none: “No funding, valuation, trading, or transaction-approval
commitment	made.”]

Specialist Escalation Template

Subject: Review requested - [Company] / [Issue]

Field	Entry
Exact question or concern	[Quote or accurate description]
Raised by	[Name and role]
Date and channel	[Entry]
Transaction stage	[Exploratory, proposed, filed, qualified, or other confirmed status]
Relevant source	[Document/version/date]
What has already been said	[Accurate wording or summary]
Audience affected	[Internal, issuer, investors, or other]
Timing	[Deadline and reason]
Requested response	[Clarification, approved wording, meeting, or incident handling]
Assigned owner	[Name/team]
Urgent issues should also follow the	designated incident process. Entering a CRM task alone may not provide
timely	notification.

Post-Call	Confirmation	Email
Subject:	Next steps - [Company] financing discussion
Hi	[First Name],
Thank you for discussing	[business objective].
My understanding is that your team	is evaluating approximately [amount or range] for [use of proceeds], with
[timing or constraint] as an important	consideration.
The next discussion would	address:
[Question one];	[Question two]; [Question three].
We suggest including	[participants]. Before that meeting, we will confirm the appropriate process for sharing any
requested	documents.
Please correct anything	I have misunderstood.
[Name][Title and	Company]
Include sensitive details only when the	communication channel and recipients are authorized to receive them.

Specialist Meeting Invitation

Meeting	title:	[Company]	-	Financing	Structure	Evaluation
Purpose:Evaluate [objective]	and identify	the next	review steps.
Participants:[Company	representatives	and	relevant	specialists]

Agenda: Confirm the capital objective and funding requirement; Discuss proposed issuer and instrument alternatives; Review known financing or asset restrictions; Identify financial, legal, and operational information needed; Assign responsibilities and next steps.

Expected outcome:A defined evaluation plan-not an assumed approval or funding commitment.

Nurture and Follow-Up Template

Field Entry

Company/contact	[Entry]
Reason for nurture	[Specific condition]
Milestone	[Audit completion, board review, project decision, or other]
Expected milestone date	[Management-stated or estimated]
Information useful to the prospect	[Relevant approved material]
Contact preference	[Entry]
Next follow-up date	[Entry]

Owner [Name]

Follow-up message

Hi [First Name], When we last spoke, your team expected to revisit financing after [milestone].

Has that milestone been reached, and would a discussion about [specific unresolved objective] now be useful? [Name] Avoid repeatedly contacting a prospect who has declined further communication.

Final Handoff Check

Before advancing the opportunity, confirm: The business objective is specific; The funding amount is labeled as gross, net, or unresolved; Facts and management statements are distinguished; The proposed issuer and structure are accurately described; Existing agreements and major unknowns are recorded; Provider engagements are not overstated; Sensitive information has appropriate access restrictions; The next meeting has a defined purpose and participants; Any commitments are recorded accurately; A responsible person owns the next action.