The pathway to commercialization – and time to cash – is shorter for IT Apps than it is for ventures in the engineering and biopharma space. Are you using your longer commercialization runway as an excuse for avoiding customer discovery conversations? You may be trying to solve the right problem by asking the wrong questions…. [Continue Reading]
When Your Startup isn’t Another App
Your Financial Plan is Your Business Pulse. Do you have one?
Business is won and lost based on a financial plan. My client looked at me and threw his arms up in the air, exasperated, and said: “We have a ton of business! But I just don’t know if we really are making any money.” His statement saved me a lot of diplomatic build-up to the… [Continue Reading]
Got an Operations Plan or are you making it up as you go along?
You’d be surprised how many companies – and I mean large as well as small entities – appear to be “winging it” when the rubber meets the road. And I’m not talking about companies with Lean Processes which allow flexibility and reconfiguration as needs arise. At least there’s a plan in place to make that… [Continue Reading]
If you are doing your Marketing Plan now, you are way too late…
Another important area of a well-structured Business Plan is your Marketing and Sales Plan. And here’s a clue card: Marketing and Sales are not sprinkles on the cupcake. They ARE the cupcake: the front end of cash flow in the order-to-cash process. For all of you technically oriented businesses (my client base) who are operating… [Continue Reading]
The time has never been better to do a Competitive Analysis…
As we skip merrily through the areas of focus for a real live Business Plan we land on Competitive Analysis. This subject can separate fantasy from reality very quickly. If you ask your boss (who may be yourself) who your competition is, typically one rattles off the names of three or four firms who always… [Continue Reading]
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