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
couldnt, 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 cant 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
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