This action might not be possible to undo. Are you sure you want to continue?
ON & OFFLINE / IDENTIFY & EFFECTIVELY ELIMINATE KEY RISKS / ASSEMBLE AN EXCEPTIONAL TEAM
BUILD YOUR BUSINESS NOW
HOW TO USE THIS TOOLKIT
THIS HANDS-ON TOOLKIT PROVIDES A STEP BY STEP PROCESS YOU CAN USE TO ASSESS, DEFINE AND LAUNCH YOUR BUSINESS. IT HELPS YOU TO: Think about the business you want to start
1 2 3 4 5 6 7 8 9
Identify the key features of your products and services that will make them sell themselves
Identify customers, markets, competitors and industry characteristics for your enterprise
Assess your skills, strengths, and weaknesses
Identify skills, contacts and networks your team must have to succeed
Determine what research you need to conduct to quickly answer outstanding questions
Define your business model so you can test and optimize it over time
Create effective sales, marketing and public relations strategies
Begin launching your business even before you have finished assembling the resources required to build it
Doug Richard is a successful entrepreneur with 20 years’ experience in the development and leadership of technology and software ventures, Doug featured in the first two TV series of Dragon’s Den. He is the co-founder of the Cambridge Angels and Chairman of the Conservative Party Small Business Task Force. Between 1996 and 2000 Doug was President and CEO of Micrografx, a US publicly quoted software company. Prior to that he also founded and subsequently sold two other companies: Visual Software and ITAL Computers. Doug holds a BA in Psychology from University of California at Berkeley and a Juris Doctor at the school of Law, University of California at Los Angeles. In 2006 Doug was an Honorary Recipient of The Queen’s Award for Enterprise Promotion. In 2007, Doug became a fellow of the RSA. In 2009 Doug recieved an honorary doctorate from the University of Essex for his contribution to the teaching of Entrepreneurship. Doug has always been a champion for startups and small businesses. Even before founding School for Startups he actively mentored, coached and supported many entrepreneurs. In 2008, after teaching a one-day class in entrepreneurship, Doug decided to found an enterprise dedicated to helping people start better, more profitable, businesses. Since 2008 he has taught thousands in face to face and online classes across the UK. His wry, candid, practical and ultimately upbeat courses in how to start a business quickly, with a minimum of outside investment and how to market and grow a business efficiently make him a sought after speaker. As Doug says, “Entrepreneurship can be taught and must be learned.” You can follow Doug on Twitter @DougRichard.
SCHOOL FOR STARTUPS
Remember to check in at www.schoolforstartups.co.uk for more online and offline events in the months to come. This is also a great way to find new articles and resources that we post online ever week. You can follow us on twitter at @s4startups. If you have comments, questions or concerns about this toolkit, or want to license it for distribution to others, email firstname.lastname@example.org.
20 QUESTIONS WORKSHEET BUSINESS MODEL DEVELOPMENT
BY DOUG RICHARD, FOUNDER OF SCHOOL FOR STARTUPS
ANY ENTREPRENEUR STARTING A NEW BUSINESS SHOULD TAKE TIME TO COME UP WITH GOOD ANSWERS TO THE FOLLOWING 20 QUESTIONS. ANSWERING THESE QUESTIONS HELPS YOU:
Think about the business you want to start
Identify the customers and target markets that will sustain the new enterprise
Explore the pricing, sales, marketing and distribution requirements that will impact its profitability
Explore the industry the business is entering
Determine the minimum you need to deliver in order to create a profitable enterprise
Refine the “pitch” you will give customers, the media, and potential industry partners
ANSWERING THESE QUESTIONS IS NOT DESIGNED TO CREATE A CLASSIC “BUSINESS PLAN”. IT IS DOING SOMETHING FAR MORE IMPORTANT.
THESE QUESTIONS HELP YOU DOCUMENT YOUR BUSINESS MODEL, WHICH IS A “WORKING HYPOTHESIS” FOR HOW YOUR BUSINESS WILL RUN PROFITABLY. IT IS A STREAMLINED, EASY TO UNDERSTAND TOOL YOU CAN USE TO RUN YOUR BUSINESS EFFECTIVELY OVER TIME.
What one feature your product or service will get absolutely right.The process of assessing your business will almost certainly streamline your business model. What your customers want. It doesn’t take long to answer these questions. It will make it easier for you to create a profitable business. and it will make it profitable faster. It will reduce the costs associated with starting the enterprise. You will discover that one of the most exciting aspects of starting a new business is just how much you learn about what you thought you already knew. their industry. and the one thing you can deliver that meets that need. and the market they are entering. Many businesses make the mistake of creating feature-rich products and services based upon their preconceptions and presumptions about their customers. ensures you are creating a product that will sell. and they can save you many years and many thousands of wasted pounds. Using the twenty questions to model multiple businesses is a good way to choose between competing business and investment opportunities. Your product or service in terms of the benefits to your customers 4 . QUESTION 1 DESCRIBE 1 2 3 WHAT DO YOUR CUSTOMERS WANT? THE KEY TO STARTING A SUCCESSFUL BUSINESS IS GETTING 1 THING RIGHT. Focusing on what your customers want.
QUESTION 2 IS THAT ENOUGH? Is what you plan to deliver to your customers just plain “remarkable”. The tools you use to market. .* DESCRIBE 5 1 2 What makes your product or service truly remarkable.com/ .http://sethgodin. and you must make it very easy to remark upon. So your product or service must be just plain remarkable . Why? Because your product needs to sell itself. YOU NEED TO TELL PERSON ABOUT IT 1 AND THEY NEED TO TELL THE NEXT 100 THAT’S WHAT WORKS If the only way you make a sale is by running ads to bring in new customers who never buy another one of whatever you sell and who never sell it to others. Is it something that people will use and then tell everyone they ever met that they just love it? It has to be that. When this is the case. . your product really will sell itself.typepad. * THANKS TO SETH GODIN . sell and deliver your product or service must serve to connect those who buy it to others they know who are likely to buy it. then you have a long hard slog ahead of you. Describe which features packaged within your product or service make it sell itself.
Is there a trade show you can attend? Is there a way to carry your product directly to several dozen customers to collect their responses (and possibly preorders)? Can you launch a website and drive traffic to it to test response to your sales proposition? REFINE Your product or service as required. In some cases the quickest way to do this is simply to start your business and see if customers like what you are trying to offer them. you need to confirm that your assessment is correct. LIST Ways in which you can quickly document that your customers will like your product or service. you know you have defined the correct product and identified the correct customers. 6 . the product or service you intend to offer.QUESTION 3 HOW DO YOU KNOW YOUR CUSTOMERS WILL LOVE YOUR PRODUCT OR SERVICE? Once you believe you have identified the key feature your product or service requires to be successful. When this tool generates pre-orders from people you provide it to. website or video which describes. In some cases you may have to create a prototype. and the customers who are going to love it. from the customer’s point of view. presentation. to maximize the number of favourable responses and referrals you receive for your product or service. Remember that the best product is one that sells itself because your customers sell it for you.
but by the “brand” that defines who buys it. That might. in theory. EVALUATE THESE CUSTOMERS CAREFULLY: What feature of your product or service makes it most attractive to them? 2 What feature of your product or service makes it easiest for them to refer and recommend? 3 How do they want their product or service delivered? Have you thought about the impact you would make when they get it? Can you make the experience delightful? 4 5 How much do they want to pay based on what they are buying and where they are buying it? How does your product or service support their picture of themselves (as good parents or smart business professionals etc)? 6 How do they define themselves (soccer mums. or your pitch. you will know who loves it and wants to share it with others. be why people buy it. But the product is truly defined by the “jet set” and “very wealthy” who want to use it to announce they have “arrived”. It fits into their picture of themselves as prosperous and elite. They recommend and refer it mostly by wearing it and showing it to others. a Cartier watch might tell time. jet set. out for a test drive with customers and you have some positive responses.QUESTION 4 1 WHO ARE YOUR CUSTOMERS? Once you take your product. why they buy it. etc)? NOW STOP AND TAKE A MOMENT 7 Your product or service is now defined NOT just by its core feature. . how much they pay. For example. sports widows.
If your customers are likely to be repeat customers and if so how long there will usually be between sales. 8 . the number of people in a given profession. In fact you may find your product or service has multiple “groups” of customers representing multiple market segments. If the number of potential customers is growing slowly or growing quickly. and tens of millions who can afford an expensive stroller. Take a moment to get some sense of the size of your market. DETERMINE 2 1 3 4 The number of people that have the key characteristics you isolated from your market segments. But the product is truly defined by the “prosperous mums and dads” who want a “well engineered” transport solution for their kids. Every product from a kilt to a pub has a key feature. QUESTION 5 HOW MANY OF YOUR CUSTOMERS ARE THERE? There are millions of people who can afford a product that costs a few thousand pounds in a jewellery store. If the number of potential customers is limited by location. That might be why people buy it. a target market. They recommend it by using it and buying it as a gift for others. or some other characteristics. each may perceive a slightly different aspect of your brand. NOTE: You must have customers willing to buy or pre-order your product before you can fully define your key product or service feature and the “brand” that will make specific kinds of customers buy and recommend it.A Graco car seat/stroller combo might carry a baby around comfortably in a car and in a park. and brand defining qualities that make it something people buy and recommend.
QUESTION 6 FOR A START UP MUST COST HOW WILL YOU REACH CUSTOMERS? Given that you have well defined target markets how can you reach them at no cost or at negligible cost? YOUR INITIAL MARKETING NOTHING because any significant expenditure on a per-customer basis represents a serious financial risk which may not be rewarded. If your product or service has been well defined by answering the questions outlined above. Even if you expose the product to a few dozen or a few hundred people. DETERMINE THE ’s W 1 2 3 4 5 Where your customers congregate What they read Where they shop What related products and services they buy Where they find and purchase competing or related products and services Use this information. This means that you are not competing against an established competitor. 9 . and the information you’ve developed about your customers. and the elements that make your brand desirable to determine the least expensive way to reach your target market. the right product or service will generate a profit you can use to bootstrap the rest of the business. easiest to find. members of your target market. 0 OR NEXT TO NOTHING. your product or service. . In general you should always target your fastest growing market first because customers in a fast growing market will not have chosen a product or service to meet a need. . you should be able to start making money within the business simply by introducing it to the closest.
delivery and the desired profit margin. is reaching customers. QUESTION 8 HOW MUCH IS YOUR PRODUCT WORTH TO YOUR CUSTOMERS? Pricing is one of the most difficult challenges a business faces. they would become customers. then you can look to the higher cost marketing activities that will expand your potential customer base. You must count the total number of prospective customers that can be reached by marketing activities that cost nothing or next to nothing. brand advertising and the like. sales. Once they have been successfully reached and you have established momentum. production. if we could just get the message to them. marketing. Efforts put into search engine optimization and pay per click activities as well as public relations will inevitably drive initial customers at a lower cost that more traditional and higher cost marketing activiities like direct mail. So count the customers you can reach and for the moment treat that as your accesible market. Prices will vary based on many factors. The reality is that the most expensive thing a company engages in. Prices are not “set” based on the costs of development. As a startup the greatest will power you will show is your restraint in not trying to reach those customers who are too expensive to reach. and most successful enterprises will have several families of prices based on various business models. It always seems like there are so many more people that. to try to reach out to too many customers.QUESTION 7 HOW MANY CUSTOMERS CAN WE REACH? It is tempting in the early stages of a new business. 10 . Prices are set based on what the customer is willing to pay for a product or service they are offered.
you have to find out how they do that. and so forth are where startups and small businesses will compete and win in most cases. QUESTION 9 HOW MUCH DOES THE PRODUCT OR SERVICE COST US? The other half of the most fundamental business equation is how much a product or service costs to produce. Remember that online customers frequently expect to pay a different price for a product or service from those who buy products or services through face to face contact. Things like customer service. rain coats & hats) Related products and services (fashion accessories. flexible production.PRICE = WHAT CUSTOMERS ARE WILLING TO PAY BASED ON Competing products and services (different brands of umbrella) Competing solutions (umbrellas. you can subtract your desired profit margin and the remainder will be the price you can afford to pay to have it produced. GENERALLY STARTUPS SHOULD MAKE EVERY EFFORT NEVER TO COMPETE ON PRICE. you may need to calculate the value of what you offer to your customers by assessing the value of what not having it cost them. purses. you need to reduce it’s cost or learn to live with less profit. payment and delivery options. If your competitors can produce their comparable products at a lower cost than you can match. boots. Distributors who resell products and services to their customers will expect a different price as well. If your product costs more than that to make. Once you have a price for your product. brief cases) For entirely new classes of product or service. LOWER COSTS RAW MATERIALS LABOUR REQUIREMENTS DELIVERY COSTS MARKETING GET 1 THING RIGHT ACHIEVE GOOD BRANDING ADD SERVICES RAISE PRICES 11 . The strategic advantage a startup or small business has over larger competition is the ability to get close to the customer.
All the non-monetary ways in which you and your business may be compensated. Sometimes products and services are produced and sold to intermediaries that have to resell the product or service to their customers. Sometimes those who pay for products and services give them away to their ultimate consumers as a form of effective promotions or advertising. Alternatively you may make clothes for toddlers. All the sources of value your product or service can offer to potential strategic partners. In some cases. multiple “customers” pay producers for the same product or service. print magazine publishers get paid by advertisers who want to reach their readers. bookstores and supermarkets who resell the publication to their customers. For example. 12 .QUESTION 10 WHO SHOULD PAY? Sometimes the customer that buys a product or service is the ultimate consumer of the product or service. who purchase the product. The people you market to. Magazine publishers also get revenue from distributors like newstands. are their parents. ??£? 1 DOCUMENT 2 3 All the possible revenue sources for your product or service. but toddlers are not the people that pay you.
substitute products and services.QUESTION 11 HOW MUCH WILL IT COST CUSTOMERS? Now that you have identified all the factors that govern your product’s pricing. you can begin to determine the prices you will initially charge customers: 1 Across all target markets 2 Across distribution platforms 3 All potential revenue streams You should almost always launch your product in its fastest growing market first. comparable products. and your team make you uniquely able to deliver what your customers want at the price they want to pay? 13 . ranging from possible revenue streams. evaluate competitors. and test prices both above and below your initial price to ensure you are maximizing your revenue from this market segment. QUESTION 12 WHY ARE YOU BETTER THAN YOUR COMPETITORS? Once you’ve developed the solution you plan to offer your customers. WHERE ARE YOUR COMPETITIVE ADVANTAGES IN THESE AREAS? PRODUCING DELIVERING MARKETING SELLING What specific characteristics of you. so pay particular attention to how you price your product for that market. your business.
YOU THEM QUESTION 13 CAN YOUR COMPETITORS CATCH UP? Assess whether your competitive advantages can go away. to your customers when your product or service becomes successful. are going out of business every day as costs rise and sales fall due to the rise of new media and new production technologies that eliminate traditional publishers and traditional distributors. Can someone take what you’ve developed and create a clone which erodes your market or damages the value of your product or service? What barriers to entry prevent competitors from entering your market? Do you have specific intellectual property. Print publishers. ranging from magazines to books. QUESTION 14 ARE WE ALL LOSERS? The group of businesses that include you and all your competitors is called your “industry”. XXXX 14 . ranging from patents and copyrights to trade secrets and algorithms that make it difficult for competitors to deliver the same. Most restaurants run at profit margins under 10%. Some industries are notoriously difficult to survive and prosper in. or a substantially similar solution.
Apple iPhone developers understand this better every day. they can apply a great deal of pressure to you to lower your prices. REVIEW PUBLISHED INDUSTRY STATISTICS. they can drive you out of business fairly quickly unless there’s something quite unique and proprietary about what you bring to the market. Do your customers have a great deal of bargaining power? If you create a product. evaluate your product or service and see how it can be incorporated into another industry. Restaurants may be a low profit business.org/wiki/Porter_five_forces_analysis 15 . TALK TO OTHERS WHO WORK IN THE INDUSTRY YOU ARE ENTERING TO DISCOVER: X X X X X Is there a threat of substitute products? Are you starting a horse-drawn wagon producer when cars are about to take over the roads? Is there a threat of new competitors entering the industry? If you start a business designing websites just as every graphic designer on the planet decides he’s an expert. Event planning and management may be a better one even still. like jumbo jets for example. that only a few companies need.http://en. there are not many people who can afford to buy jumbo jets. Do your suppliers have a great deal of bargaining power? If those who provide critical components to you. Choose not to be a part of a bad industry.EVALUATE YOUR INDUSTRY AS A WHOLE. READ TRADE JOURNALS. you determine that your industry is one that faces one or more of these challenges. After all. on due reflection. it will be hard to keep your prices high enough to cover your costs. If.* * THANKS TO MICHAEL PORTER . Is there a threat of intense competitive rivalry? If you enter a market with established fierce competitors. they have a great deal of control over your business. or a sales or development platform for which there is no substitute. Catering may be a different industry.wikipedia.
TAKE A MOMENT TO DECIDE WHY YOU ARE STARTING YOUR BUSINESS. SIMPLE OBJECTIVES = SIMPLE SUCCESS Generally speaking. Sometimes they have a given population they want to serve or a specific social objective they want to meet because they feel deeply about it. A business that is formed just to make money will follow the money. Some entrepreneurs start business so they can follow their artistic interests. Businesses with complex objectives fail. then that is your criteria. Sometimes they are on a mission to bring a product or service they really like into the world. If achieving a social objective is what matters. A business formed to achieve an objective like getting clean water into developing nations will achieve that objective. If your objective is to make as much money as possible.QUESTION 15 AM I ON A MISSION? THE KEY FACTOR IN YOUR BUSINESS’S SUCCESS IS YOU. your bottom line will be your criteria for success. and will that motivation be enough to drive you for years to come? QUESTION 16 AM I THE WOMAN FOR THE JOB? Are you the right person to play the role you’ve designated for yourself in your business? What skills do you have that your business can count on? What financial assets do you bring to the business? Is there someone else in your business that can play your role better? What skills do you need to acquire to become the very best person to lead your enterprise forward? 16 . People start businesses for a wide variety of legitimate reasons. very simple objectives lead to very successful businesses. Now take a moment to discern why you are choosing to start this particular enterprise at this particular time? What motivates you to take this risk now. Sometimes they need a way to pay bills and feed their family. Some start businesses to become as wealthy as possible as quickly as possible. That reason is how you will measure your success.
17 . Identify why you need to know them. Your company may be great at marketing and sales but not so good on follow up and support. No team is good at everything. Take that into account when designing your business. what you will ask them for. and when you will call them. Make a list of those you and your business associates know who can be handy in helping you launch and run your enterprise. If your business excels at support and building long term relationships with large customers. Identify people you need to know and come up with a strategy for establishing that relationship.QUESTION 17 ? WHAT MUST YOUR BUSINESS DO? What are the critical steps you and your business must take from a sales. then make sure that is what your enterprise focusses on. so know what you’re good at and design your business to make maximum use of those strengths QUESTION 19 WHO DO YOU NEED TO KNOW? No business is an island. production and delivery standpoint? What are your key action items for the year ahead and what specific goals will they achieve? To whom have they been assigned? What happens if you don’t achieve them? QUESTION 18 WHAT WILL YOU BE GOOD AT? Every business team has things they excel at and others they aren’t effective at. marketing. accounting. Make products that are very fast and easy to deliver.
Confidence. your coworkers. introspection. 18 . intelligence. resilience. hard work and passion about what you’re doing are very helpful in starting and running a successful business.QUESTION 20 WHAT MAKES YOU SUCCESSFUL AS AN ENTREPRENEUR? Insight. It also helps if you like your customers. and your industry partners. ambition and a sense of humour are good too.
7 . You can. and even to perform in-depth analysis of your competitors. and should use this kind of business analysis to evaluate multiple business opportunities at one time.CONCLUSION By the time you have answered this set of questions for any business you should have a very good understanding of how the business works and if it will be easy to start and run.
You’ve found someone who almost certainly has access to one or more potential new customers who has demonstrated that they like some aspect of the marketing you’ve done. so you should make it easy for them to tell people how to purchase it. 3 They will probably tell others about it. 2 They may decide to purchase it as a gift for someone else. you have achieved something remarkable from a marketing standpoint. 20 .PRODUCT DESIGN WORKSHEET Given that someone has purchased your product. TAKE A MOMENT TO REFLECT ON WHAT THAT MEANS: IF THEY LIKE YOUR PRODUCT AND ITS PRICE A GREAT DEAL: 1 They are in an exceptional position to recommend it to others should they be so inclined. make your product carry your website name. rather than received it as a gift of taken it on a whim because it was offered free. For example.
do they immediately want to give you an order? If not. 3 WHAT MAKES YOUR PRODUCT OR SERVICE EASY TO IDENTIFY FROM A DISTANCE? Signage. but they must be incorporated into the product itself in order for the product to sell itself and that is a key factor for successful products in today’s economy. Improve it until it has that effect on people. If your product or service doesn’t have this feature. PEOPLE TO REFER OTHERS TO IT? Software that brands documents and reports printed from it. 4 WHAT MAKES IT SO YOUR PRODUCT OR SERVICE REQUIRES. unique colouring. If your product doesn’t incorporate this feature. add it. uniforms. go add it.AS YOU LOOK AT YOUR PRODUCT OR SERVICE DETERMINE THE FOLLOWING: 1 When you tell people about that feature of your product. OR ALMOST REQUIRES. WHAT “ONE THING” DID YOU GET ABSOLUTELY RIGHT ABOUT YOUR PRODUCT THAT MAKES IT SOMETHING THAT EVERYONE IN YOUR TARGET MARKET WANTS TO HAVE? 2 WHAT MAKES YOUR PRODUCT OR SERVICE EASY TO FIND AND BUY AGAIN? Is your website listed on it? Is its brand name and model listed on it? Does your service come with some useful/handy “token” that helps people remember it? Is it sold from a website where you must place orders? If your product or service doesn’t have this “feature” incorporated into it. Your definition of a product or service should incorporate the self-sales features as absolute requirements rather than as after the fact random add-ons. gift wrap that incorporates easy to recognise branding. cleaning services that leave behind “gift baskets” of cleaning products that allow customers to clean between visits are examples of this tool. They should be considered a key feature of the product and tested as such. 21 . then your product or service is not good enough yet. go add it. etc are all “brand identifiers” which are useful in allowing people to identify a product or service they want to purchase because they’ve seen it used. There are those who would classify these elements of a product as “marketing”.
YOU HAVE CAREFULLY AND CORRECTLY IDENTIFIED ITS TARGET MARKETS. THEN YOU NEED TO ENSURE YOUR BUSINESS IS READY TO SELL IT. AND TESTED VARIOUS PRICE POINTS TO MAXIMIZE VALUE.com. TIP: You can build this kind of point & click sales solution in half a day using WordPress. 4 Can follow up to request a refund or file a complaint using the email address or telephone number they used when placing the order. For events you can use eventbrite.yahoo. or its key characteristics. You will find GoDaddy. You can create more complex or sophisticated solutions through store.com or checkout.com useful.com makes setting up sites using Word Press and Magento takes under half a day. and a business PayPal account. 22 . can place an order for the product or service and pay for it with a credit card or paypal without help or guidance from anyone.google.org. Search Google for “UK Fulfillment Service” or “UK Order Taking Service”. the free plugins that come with it. If you have several related products to sell.SALES WORKSHEET ONCE YOU HAVE DESIGNED AND DEVELOPED A PRODUCT OR SERVICE THAT SELLS ITSELF. A PRODUCT OR SERVICE IS READY TO SELL IF A PERSON: 1 Who ends up on your website knowing the name of the product or service they want to buy. com. TIP: There are many UK fulfillment services who will handle order taking for your products and even fulfillment and shipping of product to customers as required. 2 Who cannot or will not use a website to place an order has a phone number they can call to place an order for your product. you may find an open source catalogue like MagentoCommerce. 3 Can follow up to confirm they have placed an order and that it has been fulfilled without human intervention simply by entering the email provided when they placed the order or the telephone number they used to place it.
a distributor. Forcing customers to work ONLY with sales professionals to place an order will increase your costs and decrease your sales dramatically. All other functions it may serve should be secondary. the key thing it must do is close sales. a retail shop or someone hiring a baby sitter. Really.You should extensively test your order taking service to ensure that people who visit your site to place orders quickly identify what to click on to place the order and move through the order process very quickly. though. SHOULD YOUR WEBSITE INCORPORATE ANYTHING BEYOND A WAY TO PLACE ORDERS? Once your website is capable of taking orders seamlessly. You will see where they stumble which will tell you what you need to fix in order for the system to work without a glitch for almost anyone. WHAT ABOUT PRODUCTS NOT SOLD THROUGH A WEBSITE? Why are you selling products people can’t order through a website? Whether your customer is an end user. 23 . You will be startled at just how hard it is to make an online ordering solution bullet proof. almost any product or service you can imagine should be orderable online. you may add more content to it that relates to search engine optimization and making your site a “destination” on the internet for customers like yours. The easiest way to do this is simply to take a computer to a web-enabled event populated by customers and potential customers. This will let you watch people try to place orders.
IT COMES IN TWO FORMS: INBOUND MARKETING When prospective customers are looking for a given product or service to buy. SO WE ARE GOING TO DEFINE THE TERM MARKETING FOR THE PURPOSES OF THIS DOCUMENT. 24 . Use this series of questions to help you start “getting found”. FROM WORKING WITH DISTRIBUTORS TO SETTING PRICE. 1 OUTBOUND MARKETING When a company is actively searching a population for prospective customers.MARKETING WORKSHEET PEOPLE USE THE WORD ‘MARKETING’ TO MEAN EVERYTHING FROM SALES TO PUBLIC RELATIONS. MARKETING IS THE PROCESS BY WHICH: 1 Potential customers are identified within a population 2 They are “qualified” to determine if they are within a given target market for your product or service 3 They are presented with a “pitch” or information that makes them want to buy the product or service 4 They are given the opportunity to buy it MARKETING MIGHT BE CONSIDERED AS THE PROCESS OF “OPENING” A SALES CONVERSATION WITH A CUSTOMER. Selling something to someone who is actively looking to buy is simply the art of being found easily. 2 Good inbound marketing is where startups absolutely must invest their time and money. It is vastly more cost-effective than outbound marketing.
for example.openpr.com.com finds the articles and propagates them to websites looking for news that uses the keywords you selected. will publish almost any well written article. etc. WRITE ARTICLES CREATE ACCOUNTS for yourself and your business on linkedin.com. Do this for two or more times a week for a year and you should appear at the top of Google anytime someone searches for the term you provide.com. 25 . So your first and most important “marketing” efforts must occur in the product design phase. Ideally. That will drive a great deal of traffic to your site. twitter.WHAT TERMS DO YOUR CUSTOMERS USE WHEN THEY SEARCH THE INTERNET TO FIND THE PRODUCTS AND SERVICES YOU SELL? USE SEARCH ENGINE OPTIMIZATION to drive people to your website.com. and will link back to your website.com.com/ keywords to see a list of all the words people search for on Google. NOTE: All these tools are far less effective than ensuring your products effectively sell themselves. Google will rank your website higher for one or more keywords based on how many “high value” websites point to your website. WRITE PRESS RELEASES two or more times a week that point to your website that use these keywords in the title. services and industry that will draw people to your site. Sites like ezinearticles. Use www. for other websites that point back to your site that use your keywords in the title. Use these tools to post interesting information about your products. www.google. and other free press release websites.prlog.google. you want your website selling “lambs wool sweaters” to be the first website listed on Google when you search for the phrase “lambs wool sweaters”. facebook. This will create several thousand links to your site as news. Distribute these releases though www.
TO CARRY YOUR PRODUCTS. 26 . TELEVISION. productions. Done wrong. YOU ARE CREATING USEFUL AND UNIQUE CONTENT FOR YOUR POTENTIAL CUSTOMERS THAT LETS THEM KNOW YOUR PRODUCTS AND SERVICES EXIST AND ARE RELEVANT TO ISSUES THEY CARE ABOUT. 4 Contact them to ask for confirmation 5 Determine who to submit content to 6 Begin submitting content to these professionals that meets their requirements and ties your product or service into the needs and interests of your target market. SERIES AND BRAND TO THE PUBLIC AT NO CHARGE. ETC. blogs. NOTE: YOU ARE NOT WRITING ADS. the appeal of your product or service to those customers. and the needs of editors.PUBLIC RELATIONS WORKSHEET PUBLIC RELATIONS IS THE ART OF USING MASS MEDIA. MAGAZINES. producers and other media gate keepers to do Public Relations well. HOW DO YOU MAKE THAT HAPPEN? 1 Make a list of the publications. 2 Determine what content they need and accept from people outside their company: press releases / articles / blogs / interviews / videos 3 Determine their editorial requirements. it can cost a great deal of money and damage your brand. Public relations done right can be a great investment for a business. websites that share your target markets. You must understand your customers’ interests in the broader communities in which they live.
In the earliest stages of your business.WEBSITE CHECKLIST AND RESOURCE LIST THE VARIATION IN WHAT BUSINESS PROFESSIONALS THINK MAKES A GOOD WEBSITE VARIES AS MUCH AS THE PEOPLE IN BUSINESS AND THE BUSINESSES THEY CHOOSE TO RUN. This is one reason that Amazon has 1-click ordering. you must let them buy. 27 As discussed previously in this toolkit. TO SELL PRODUCTS AND SERVICES EFFECTIVELY. They understand that the instant someone has the urge to buy. Our expectation is that if you’re starting a business you want your website to pay its costs and make your business more profitable. for your site to be of any real benefit to your business. like designing a chair that won’t fall over or a match that lights when you strike it. So their websites make it easy to go almost instantly to the product you want to buy. You may launch your site in the earliest stages of your business. click an order button. it should take no more than four clicks to take his money. you may elect to sell someone else’s products and services through your site to build a database of contacts you can use to sell your own. If a customer knows exactly what he is looking to buy from you. is not a matter of opinion but of science and tested design principles. after ensuring that your product truly sells itself. But. in-bound marketing is the best marketing investment startups and small . when all you want people to give you is their email address in return for whatever information you can give them. then provide payment information. One reason a strong background in sales is so helpful in business is that those who have done face to face sales in the past understand the process of closing a sale. CLOSE SALES IN UNDER FOUR CLICKS. ENSURE THAT YOUR PRODUCTS AND SERVICES ARE EASILY FOUND THROUGH GOOGLE AND OTHER SEARCH ENGINES. it must actually be able to sell products and services people can actually buy and receive. Some businesses choose to make money selling products and services through their site and others don’t. BASED ON OUR EXPERIENCE AND THE EXPERIENCE OF A FEW MILLION OTHER SUCCESSFUL BUSINESSES. They know every click people don’t have to make is more money earned. YOUR SITE MUST: SELL A PRODUCT OR SERVICE THAT CAN BE ORDERED AND DELIVERED. Achieving those objectives.
who will use the collected “ranking”. wordpress.businesses can make.com/hosting/wordpress-hosting. We are particularly fans of the Subscriber 2 plug-ins.GODADDY. Installation usually takes a couple of clicks.godaddy. products or services onto your pages.godaddy. to determine that your site should appear first. and great administration tools. great tools for building websites very quickly. You can build a commercial website in a few hours.aspx 28 . RESOURCE LIST There are a practically infinite number of cheap or free solutions for an equally infinite set of requirements for your website. www. very high. That process of being found easily on Google without having to pay for advertising is called Search Engine Optimization (SEO). and the appearance of those keywords on your site. many high-value sites must point to your site for the specific keywords people use to purchase your product.com Great registrar for domain names.co. www. To be found at the top of the non-paid search listings on Google. Send them to contact@schoolforstartups. Those high value-sites must.com WORDPRESS State of the Art website building tool. and it describes what they want to buy and makes it easy to complete an order. There are several plug-ins that will allow you to incorporate PayPal buttons for content. GoDaddy has options that let you buy a Domain and set up a WordPress site in a few minutes. we welcome all submissions. Applications can be removed just as easily. your chance of closing a sale is very. If the term they use to search Google routinely returns your website name first. People looking to purchase things search Google for them. effectively creating a “newsletter” from every web post. It sends people an email whenever you post something new on the site. or hire someone to do it for you just as quickly.org www. Linux and Windows Sites. Some of our favorite tools and solutions appear below. Quick setup for WordPress. in turn. You can find a list of all plug-ins from within Word Press.uk. Magento. If you have suggestions of tools you use and recommend. be spidered by Google.
great reporting all provided by Amazon. www.com Great for selling audio. You pay an upfront fee.co. extremely robust online store that people trust.iclipart.com A great way to create and sell everything from books and calendars to music CD’s and DVDs online http://www. on iTunes. including those that teach people how to use Word Press.com WEBSTORE by AMAZON Great solution for those who want a turnkey. etc.000+ images you can use royalty free on your website and in your products and services. www. astore.com iCLIPART 7. www. order tracking.lulu. but then retain 100% of all sales.amazon.com CUSTOM AMAZON BOOKSTORE It is easy to add a bookstore to your website and having one that lists the books your customers may find useful makes perfect sense when your product or service requires special care or your customers benefit from more in-depth information.000.com LULU. http://webstore.com Great solution for those who want to sell music and other Audio Content online products in Amazon. Built in shopping cart.tunecore.createspace.uk 29 .amazon.com CREATESPACE.TUNECORE. video and book content on Amazon in the US. For example the School for Startups Bookstore lists the books we recommend to our students most frequently.
cj. You can buy ads on Google for pennies per click in some cases at adwords. COMMISSION JUNCTION Want other website owners to buy and sell your products for you? Sell them through Commission Junction. http://www. If you have accounts on viral video sites like Youtube.tubemogul. There are more resources than we could ever begin to list.com and ezinearticles.com. though in almost every circumstance it is better to manually build links using press releases and articles submitted to sites like prlog.com or Revver.surveymonkey. This saves a great deal of posting and uploading time.com. www. and requirements will vary from business to business. you need to know which keywords people look for most frequently.GOOGLE KEYWORDS When you are trying to figure out what Google keywords will drive traffic to your website. posting them on TubeMogul will automatically update those other sites with your content.google. 30 .com The resource list above is not in any sense comprehensive.com.google.com will let you place ads in newspapers and run your correctly created video ads on television. The tools listed above are some of our favorites and they meet the needs of many of our customers.com.google. openpr. www.com TubeMOGUL This is a great place to post video created by your company. New tools at adwords.com/ SURVEY MONKEY This is a very handy tool for surveying your customers to ensure satisfaction with your products and services. You can sell ad space on your website to Google at adsense.com.
Are you the product for the elite customer. FOR EACH TARGET MARKET: 1 What aspect of your product or service did you get absolutely “right” for this market? 2 Define your “brand” for this market. etc? 3 Pick a “perfect customer” you’ve already sold your product or service to. YOUR MARKETING. YOUR PUBLIC RELATIONS TO ACCURATELY BRING YOUR “OPEN” AND YOUR “CLOSE” TO YOUR POTENTIAL CUSTOMERS. the green customer. then define the characteristics of that customer that made them prefer your product or service of all competitors. YOU NEED TO DESIGN YOUR WEBSITE. the value shopper.SALES & MARKETING WORKSHEET EVERY TARGET MARKET FOR YOUR PRODUCT AND SERVICES HAS VERY SPECIFIC REASONS WHY THEY SELECT YOUR OFFERING OVER OTHERS. Do they have children under the age of five? Are they politically active? Do they socialise weekly? VALUE TARGET YOUR TARGET MARKETS TO DETERMINE WHICH YOU SHOULD APPROACH FIRST: 1 What is your fastest growing market segment? Which has new customers searching for a solution every week? 2 What is the largest market segment you have? 3 Which market is the one that has the customers it is easiest to reach? 31 .
you should probably invest your earliest marketing efforts in them. they will often be the market easiest and cheapest to reach. Because these customers are searching for solutions.4 Which market is the one that is cheapest to reach? 5 Which market pays the highest price for your products and services? Generally you should target your fastest growing market first. Nevertheless. They probably will not be your largest or highest paying market. 32 .
set a low wage with bonuses for achieving financial objectives PAID CONSULTANTS WORK FOR PERIODS OF TIME ON SPECIFIC TASKS Hire highly skilled professionals to achieve very specific objectives. industry and investment contacts when employed Look for a background. 33 . and smart employers make agreements that document job assignment and specific skills that will be developed in the apprentice.EMPLOYEE. SELL AND MARKET PRODUCTS AND SERVICES. Apprenticeships are always paid. You may hire these professionals at less than market rates in return for training and mentoring that prepares them for better positions in the industry. Define and document milestones and payment periods carefully Build long term relationships with consultants to lower your rates and reduce the amount of time you spend preparing consultants to start work. or strong interest. in startups and small business Look for zeal in the industry you are working in If cash reserves are small. OR PART TIME MOST SUCCESSFUL BUSINESSES DEPEND ON SEVERAL PROFESSIONALS WORKING TOGETHER TO CREATE. TODAY’S FLEXIBLE WORK ENVIRONMENT LETS YOU CREATE VERY COST EFFECTIVE TEAMS WORKING WITH TEAM MEMBERS WHO MAY BE: PAID FULL TIME OR PART TIME EMPLOYEES Hired because they have specific skills required by the business Consider their market. DELIVER. but the may have a commitment to the company and the industry. CONSULTANT. APPRENTICES WORK FOR AT LOW RATES IN TRADE FOR GUIDANCE AND INSTRUCTION IN MASTERING A NEW TRADE Some job applicants may not have all the skills required to be hired at market rates.
or may not. but they will often become high value associates in the industry. Working with multiple interns allows them to cover one another’s schedules providing some flexibility for you as employer and for interns as part time unskilled labor.Apprentices may. Interns usually provide relatively unskilled labour. CONTACTS AND OBJECTIVES. INTERNS WORK FOR STIPENDS OR NO WAGES IN ORDER TO BECOME FAMILIAR WITH A PROFESSIONAL WORK ENVIRONMENT IN A GIVEN INDUSTRY Interns should generally be paid some stipend or hourly rate for their work. PEOPLE WHO ENJOY WORKING WITH STARTUPS AND SMALL BUSINESSES VALUE: 1 Having new tasks every day 2 Working as part of close knit flexible team 3 Learning new things daily 4 New challenges 5 New business relationships 6 Flexible schedules and work environments 34 . INTERESTS. AS A STARTUP/SMALL BUSINESS YOU HAVE MORE FLEXIBILITY THAN A LARGER BUSINESS IN THE KINDS OF RELATIONSHIPS YOU CREATE. WITH APPROPRIATE SKILLS. MAKE SURE THAT YOU ARE CHOOSING THE RIGHT KIND OF PROFESSIONAL. Good internship programs document the skills interns acquire. ever be hired full time at full market rates by the business. and provide a range of job experiences for candidates. UNDERSTAND THAT.
4 Successful licensing agreements tend to cross sell one another. THE PROCESSES AND METHODOLOGIES DESCRIBED IN THIS TOOLKIT HELP YOU DEFINE MARKET-TESTED “PROTOTYPES” THAT. games or films. etc. of a very small group of people.BUILDING A BUSINESS TO GROW COMMERCIAL BUSINESSES ARE “MACHINES” THAT MAKE MONEY. 3 Other businesses of this type create and license intellectual property. tracking and arranging for the distribution by others of that intellectual property. 2 Sometimes the business provides a “good living” for its owners just by virtue of their daily activity. 35 . A significant part of the business is based on packaging. A solicitor with a particular strength in software patents. and accrued value of intellectual property. They provide a service people pay for that covers more than their costs and they invest the revenues in other enterprises that create more revenues at lower profit margins. a small group of innovative professionals working to produce software. BUT NOT ALWAYS. an architect with a unique talent for building high tech homes. ONCE LAUNCHED. so an industrial design for a new modular housing design will lead to follow on agreements for similar designs. SHOULD NATURALLY GROW IN REVENUE OVER TIME. licensing. A solicitor who funnels extra revenue into rental property is following this model. An entrepreneur may establish a business that grows in revenue year after year which does not grow in number of employees or locations at all. an artist or performer with a dedicated following. THESE BUSINESSES SOMETIMES. Some businesses start and run quite profitably with a very small number of people for decades. HAVE THE FOLLOWING PROPERTIES: 1 They depend on the labour.
especially from those who are proven performers in licensing their content. However. airlines and and similar enterprises take their value from maximizing efficiency of duplication and distribution. A mine. etc. Investors fund these businesses because projected revenues.5 When the founders/content developers are unable to work. 3 These businesses. 2 These businesses frequently do require outside investment to grow because they see significant increases in their returns the larger they get. LIKE THOSE ENGAGED IN MANUFACTURING AND DISTRIBUTION OF SPECIFIC. 6 Selling this kind of enterprise may be difficult since they are built on the unique services of key founders. which means that founders usually don’t “retire” from their business. new revenues usually fall. Generally speaking. It is tricky for them to create a business in such a fashion that their “new and original” work can continue when they are not their to do it. are not “founder-dependent” in that their mechanics of scale and growth should not depend on the presence of given group of people. 36 . in theory. significant ongoing development of new intellectual property is limited to incremental market-driven refinement. their revenue from various income streams can be monetized (at a discount) if they decide they get tired of actively managing their intellectual property. grocery stories. The exceptions to this rule are businesses like software developers. Car and toy manufacturers and distributors. for example. because they are buying a stake in future revenues. SOME BUSINESSES. movie theaters. 7 These business can usually start and grow with little outside investment. should not depend on the services of a given miner for continuing or increasing revenue. PACKAGED PRODUCTS AND SERVICES HAVE THE FOLLOWING PROPERTIES: 1 While the business may be based on reselling unique intellectual property or reselling a specific “branded” service. an airline can buy and operate five hundred planes far more effectively than one plane. film producers.
4 Investors invest money into these enterprises. DEVELOPMENT AND IMPLEMENTATION METHODOLOGY DOCUMENTED IN THIS TOOLKIT TEACHES YOU HOW TO BUILD THE KIND OF BUSINESSES THAT ACHIEVE THAT OBJECTIVE. ensure you are creating what investors look for when they invest. based on projected profits. intellectual property licensing. AS YOU CAN SEE BY REVIEWING THESE TWO “FAMILIES” OF ENTERPRISES. INVESTORS LOOK FOR THE FOLLOWING BEFORE INVESTING: 1 A management team with a track record for increasing profits. THEY GROW IN DIFFERENT WAYS AND THEY FACE DIFFERENT LIMITATIONS. IN EITHER CASE. if not for the current enterprise then for previous enterprises. and until there is demonstrable demand for what you produce. 2 Proven markets for products. services and intellectual property As you build your business. and ongoing monitoring and management of licensed properties tend to stop generating significant new revenues when content developers stop work. and begin to consider ways in which you may become more profitable more quickly with the help of outside loans and equity investment. THE BUSINESS DESIGN. until you have created one or more enterprises that runs at a profit. funding will be illusive. SPEAKING IN VAST GENERALITIES: 1 Businesses based on ongoing intellectual property development. 37 . Generally speaking. and they can be bought and sold with relative ease. A VERY SIMPLE PRODUCT OR SERVICE THAT QUICKLY FINDS ITS MARKET AND BECOMES VERY PROFITABLE QUICKLY IS VERY ATTRACTIVE TO INVESTORS. 2 Businesses based on manufacturing and distribution of well-packaged products and services tend to become very unprofitable when demand for the product or service falls because the “returns to scale” they get from being large suddenly become big costs.
Business plans you pay others to write. GIVEN THAT IT IS PROFITABLE AND HAS A WELL DEFINED AND GROWING MARKET FOR ITS PRODUCTS AND SERVICES. 38 . Furthermore. BE VERY CAREFUL There are many people who prey on startups and small businesses. and it is the way reputable funders will be most interested in finding you. Obviously you should not disclose trade secrets or other data to active competitors or those who work closely with them. product placement memoranda documented by anyone other than your own business attorney. for any reason pay for any help in acquiring investment up front. Keep these individuals up to date on your activities and as you grow they are likely to offer to help you with funding. At the moment. ever. hedge funds and others that invest money in businesses like yours. INDUSTRY PARTNERS Ranging from suppliers and manufacturers to licensors and distributors. WILL BE ALL AROUND YOU. Extreme due diligence and contracts with good exit clauses when funders fail to perform by specific dates is key. Never. even reputable funders with the best of intentions can turn the business you build over years into a pile of ashes. A referral is the best way to find a reputable funder. They will recognise a good opportunity when they see it.FINDING FUNDING PARTNERS FUNDING FOR YOUR ENTERPRISE. Through these contacts you can often find personal referrals to venture capitalists. Their promise to provide you with funding is only as good as their ability to make good on that promise. AS YOU ARE BUILDING YOUR ENTERPRISE LOOK FOR: ANGELS High net worth individuals with an understanding of your industry and an interest in your products and services. pitch meetings with venture capitalists that you have to pay for are all scams. many individuals are far less solvent and secure than they appear.
Be aware that being paid for the equity you’ve built in your own enterprise in stock or equities from another business is. Funding that enters a business too early. 39 . trading an asset with known value you have complete control over for one of less known value that you have less control over. make it very hard for an entrepreneur to get a working business established. The cost of that funding. If you do . in many cases. . particularly loans or money from investors. is frequently toxic. particularly before a working and profitable business model has been established. You almost certainly do not need outside funding. redefine your business so you don’t. the strings attached to it. . to start your business. and the investors/lenders that come with with.
Sometimes. YOU CAN BE A SOLE TRADER You make all the decisions. a mistake by an employee can’t cost you personally your house or life savings. but it is common. It is probably not particularly wise for them to do so. If you just start work and let people pay you directly for your products and services. Like sole traders. you’ll want to limit your risk in the venture so that your assets and the business assets are kept separate. assuming you’ve done business rationally and legally. Many lawyers will help you set up your business for a few hundred pounds if it is a simple. THEIR ADVANTAGES AND DISADVANTAGES. strategic partners. This is not usually thought to be a good structure for a business of any appreciable size. THE KIND OF LEGAL STRUCTURE YOU USE TO CREATE YOUR ENTERPRISE HAS EVERYTHING TO DO WITH YOUR BUSINESS OBJECTIVES. YOU CAN BE AN UNLIMITED PARTNERSHIP You and a partner operate as a team. If your business gets sued. If your business makes a mistake. You take all the risk. Generally speaking you should hire a lawyer to help you choose a structure and comply with the laws that govern that structure. straight forward business which most well conceived and well run businesses will be. artists and designers do operate as sole traders. People have run businesses like that for thousands of years. you are on the hook for it personally. So a mistake by your partner can impact your personal assets. you personally pay the price. if you happen to be selling something like home made mittens. The only down side is that you and your business are inseparable. you need to choose a legal framework under which you will operate. this is not a good choice for teams of people choosing to 40 . you are wholly responsible for the actions of the business. But if you are working with hired employees. Generally speaking. This ensures that. WHAT FOLLOWS IS A QUICK OVERVIEW OF CORPORATE STRUCTURES. you are operating as a sole trader. or other people’s money. that’s fine. but many small business owners.CHOOSING A CORPORATE STRUCTURE To do business in the UK.
or partners. YOU CAN BE A LIMITED COMPANY Which means the amount you have at risk for loss in your business is something less than everything you own. if your objective is to be a social enterprise. started as for-profit entities should be companies limited 2 * COMPANY LIMITED BY GUARANTEE (CLG) Use members to determine decision making. Share ownership also limits risk. Instead of this option. that are * Most businessesby share. although in rare circumstances groups of professionals working as equals in a cooperative context may choose this structure. become a Company Limited by Guarantee. YOU CAN BE A COMMUNITY INVESTMENT COMPANY Which is a CLG or a CLS that has special clauses in its constitution which guarantee that the assets of the business will not be used to make a profit for the owners. Limited companies often have multiple owners who share in the decision making based upon rules outlined in their constitution. Decisions are taken by vote. The LLP structure is still in use. A CIC is often used to create a “trading arm” for a non-profit or charity that needs to buy and sell in order to generate revenue. if your objective is to be a social enterprise. set up a Company Limited by Share or. In general an owner can only lose the amount represented by the number of shares he owns. set up an LLP when you want to conduct trade while limiting the amount of personal assets you have at risk if the business fails or incurs civil liabilities it can’t meet. This structure is most appropriate for social enterprises. set up a Company Limited by Share or. This is most suitable for social enterprises. So members put up a nominal amount to become an owner of the business. 41 . LIMITED COMPANIES COME IN A COUPLE OF FORMS: 1 COMPANY LIMITED BY SHARE (CLS) Use share ownership to determine decision making within the business. become a Company Limited by Guarantee. and even then it is not usually optimal. but it is not optimal for the vast majority of business purposes. Usually CIC businesses are Companies Limited by Guarantee. YOU CAN BE A LIMITED LIABILITY PARTNERSHIP You and a partner.work together. This structure is only appropriate for social enterprises. Instead of this option.
For example. VISIT CHOOSING AND SETTING UP A BUSINESS STRUCTURE ON BUSINESSLINK. but they are rarely if ever the right corporate structure for a forprofit enteprise. CLG are often chosen by business owners running a social enterprise. CLS companies are preferable if you ever plan to accept outside invesment into your business. Members of a community may form a cooperative in order to sell products and services in order to fund arts education in a local school through trade. most enterprises are Companies Limited by Guarantee or Companies Limited by Share. Generally CLG companies are organised to give all members a single vote and decisions are made by majority. We provide you with information on Cooperatives because they exist. a group of artists may form a loose cooperative in order to undertake marketing operations. 42 .YOU CAN START A COOPERATIVE Which is a group of equal members from a community that come together in order to achieve a common objective. GENERALLY SPEAKING. FOR MORE INFORMATION ON CHOOSING A CORPORATE STRUCTURE.
We really do wish you the very best . and noticeably. . . You can teach your children how to build successful businesses.WELCOME! STRANGE. You build wealth rather than debt as years go by. If you choose to work with or for others. well rewarded. BUT WE DO WELCOME YOU . School for Startups is a social enterprise founded to help startups and small business owners create better. Its not rocket science. WHAT DOES THAT MEAN? What you do for a living can follow your interests. We thank you for giving us the opportunity to support you and your business now and in the future. THAT WE’RE PUTTING OUR WELCOME PAGE AT THE END OF OUR TOOLKIT. The key characteristics that will really help you are those you already value the most in yourself and others. more profitable enterprises. . You know how to evaluate other businesses and related investment opportunities to see if they are really sound. ISN’T IT. DOUG RICHARD FOUNDER OF SCHOOL FOR STARTUPS . IF YOU REVIEW AND FOLLOW THE ADVICE OUTLINED IN THIS TOOLKIT YOU JOIN THE FAMILY OF ENTREPRENEURS WHO START AND RUN BUSINESSES WHEN THEY WANT TO MAKE MONEY. . Becoming a working entrepreneur has far less to do with “hard work” than people think. you can choose businesses based on the best of foundations and can ensure that how you invest your time is always.
This action might not be possible to undo. Are you sure you want to continue?
We've moved you to where you read on your other device.
Get the full title to continue listening from where you left off, or restart the preview.