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The Art of Start

Contents
Make Meaning
Make Mantra
Get going
Define your business model
Weave a MAT (Milestones, Assumptions and Tasks)
Hot Tip
Make meaning

making meaning is the most powerful
motivator there is
 Make the world a better place
 Increase the quality of life
 Right a terrible wrong
 Prevent the end of something good
EXERCISE: Complete this sentence:
If your organization never existed, the world would be worse off because there
are not adequate number of rich good people who are doing the right thing with
their money
Hot Tip
Mantra

Be prepared
Hot Tip
Get going

 Think Big
 Find a few soulmates
 Polarize people (some will love you, some will hate)
 Design different (I want one, my employer
couldn’t, there must be a better way)
 Use prototypes as market research
The expected outcome is a first release of a product or service
Hot Tip
Define your business model

Answer these two questions:

 Who has our money in their pockets?
 How are we going to get it into our pocket?
You can’t change the world when you are dead, and
when you are out of money you are dead!
Create a sales mechanism to ensure
that our revenues will exceed our costs
Be specific, Keep it simple, Copy somebody
 Weave a MAT (Milestones, Assumptions and Tasks)

• Prove your concept
• Complete design
specs
• Finish a prototype
• Raise capital
• Ship a testable
version to customers
• Ship the final version
to customers
• Achieve a breakeven
Milestones
• Product or service
performance metrics
• Market size
• Gross margin
• Sales calls per sales
person
• Conversion rate from
prospects to customers
• Length of sales cycle
• Return on the investment
for the customer
• Technical support calls per
unit shipped
• Payment cycle of
receivables and payables
• Compensation
requirements
• Prices of parts and supplies
Spend 80% of your effort
on these milestones
Assumptions Tasks
• Renting office space
• Finding key vendors
• Setting up accounting
and payroll systems
• Filing legal documents
• Purchasing insurance
policies

Positioning
1
Why the
founder
started the
organization
3 2
Why the
customers
should
patronize it
Why good
people
should work
at it
What do you do?
Positioning
ThemeGallery
is a Design Digital
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ThemeGallery
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ThemeGallery is a
Design Digital
Content & Contents
mall developed by
Guild Design Inc.
3
ThemeGallery is a
Design Digital
Content & Contents
mall developed by
Guild Design Inc.
2
ThemeGallery is a
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mall developed by
Guild Design Inc.
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Progress Diagram
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