Part 1: Idea & Opportunity Analysis
- Understanding "value" and "pain"
- The difference between end-user, customer and channel
- There is no "New economy" but, there are new customer behaviours
- A "need to have" is far better than a "want to have" so how can you re-invent/re-cast your offering to be a "need to have" for your real buyer.
- Technology is not as important as the right message, the right values and the right level of service - put people first and products second.
- If you are building the business for exit, what will that look like, who will buy it, why will they buy (the strategic/financial value), and when will they buy
- If you are starting a business to have a job – don't!
Part 2: Revenue Model & Measurement
- Don't rely on advertising for revenue
- Direct vs. indirect channels; when, why and how to use them
- Understand "exclusivity" and how to get paid for it/earn it
- Getting the price right
- Don't discount - add value
- What is margin and how to grow it
- Free is not a business but, it can be a good enticement/promotion
- Understanding what is required in a budget, how that translates to operational accounts and how to use management accounts to monitor, manage and grow the business
- Understand how much funding you need to fuel growth and where you will get it on a day to day basis
20th March 2010
Venue: Melbourne CBD
$195.00 per person includes full day program, entrepreneur’s manual, proper coffee and tea from a proper cafe, gourmet sandwiches for lunch
Jordan Green is the Co-Founder and Deputy Chairman of the Australian Association of Angel Investors; Founder and CEO of Melbourne Angels, and was a founding partner and Managing Director of Melbourne Venture Partners, one of the best performing venture capital fund managers in Australia. In the last twenty-five years Jordan has been active as an entrepreneur, angel and venture investor on three continents and continues to pursue his interests in Australia and overseas as an investor, board member and board adviser to a number of private and unlisted public companies.
First qualified as an Electronics Engineer, now a Chartered Professional Engineer, Jordan has an MBA from Melbourne Business School and a number of postgraduate qualifications in marketing, product development and managing innovation. Jordan has over twenty seven years first-hand experience in the strategic and tactical applications of engineering, manufacturing, computing and information technologies to business and industry in Australia, USA, Asia and Europe.
Jordan has been director, CEO, executive, or engineer for over a dozen technology and engineering companies since starting his career with IBM. His executive roles in start-ups have included a Silicon Valley software company, Australia’s largest Internet registrar and an Internet Business Incubator. He has led international technology and business projects up to $500,000,000 in value. Jordan is active in community work, an occasional guest lecturer at Australian Business Schools, a judge in the Melbourne University Entrepreneurs’ Challenge, a judge in the QUT John Heine Challenge, Head Judge in the Australian Business Icon (Victoria) and has been an invited lecturer at Universities in Asia, Europe and North America.
Part 3: It's All About Sales
- Sales 101-Rule #1 Know your customer
- Understand who is the real decision maker and why he/she will buy, or not buy what you are selling
- Recognise buyer behaviour and adapt
- How to get people to ask the questions you want them to ask – customers selling themselves is essential in a web-driven world where your salespeople aren’t in the loop
- The role of promotion/advertising in reaching your customers and motivating them to buy
- Measuring the results of promotion and reacting promptly – learn to trial, experiment and refine as you go without damaging your reputation/market
Part 4: People Make It Work
- Who to employ, who to contract and what to outsource
- Know your values and it is all easier
- Declare your values and you will attract the right people
- Honour your values and you can reward people
- Delegation - Care for people who care for your business
- How to use tools for personnel selection, evaluation and development
- Learn how to manage service providers and be prepared to pay for what you need
Bookings closed.
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