and YouTube hangout super excited to be here with my friend CEO of saged
here with my friend CEO of saged
here with my friend CEO of saged accounting software that I use in my
accounting software that I use in my
accounting software that I use in my business mr. Stephen Kelly how you doing
business mr. Stephen Kelly how you doing
business mr. Stephen Kelly how you doing man
man
man hey I’m great Evan great to be here with
hey I’m great Evan great to be here with
hey I’m great Evan great to be here with everybody as well he is in London I am
everybody as well he is in London I am
everybody as well he is in London I am in Toronto Canada and today we are
in Toronto Canada and today we are
in Toronto Canada and today we are talking about how to write a perfect
talking about how to write a perfect
talking about how to write a perfect business plan but before we get into
business plan but before we get into
business plan but before we get into that we love Stephens quotes he always
that we love Stephens quotes he always
that we love Stephens quotes he always takes us off with a few amazing quotes
takes us off with a few amazing quotes
takes us off with a few amazing quotes that you guys love tuning into so
that you guys love tuning into so
that you guys love tuning into so Stephen what do you got for us this
Stephen what do you got for us this
Stephen what do you got for us this month you’re gonna love it Evan the
month you’re gonna love it Evan the
month you’re gonna love it Evan the first quote I’ve got loads I’ve got
first quote I’ve got loads I’ve got
first quote I’ve got loads I’ve got about nine quotes some of my own and
about nine quotes some of my own and
about nine quotes some of my own and summer from much more esteemed kind of
summer from much more esteemed kind of
summer from much more esteemed kind of leaders but the first quote is the
leaders but the first quote is the
leaders but the first quote is the perfect business plan is an imperfect
perfect business plan is an imperfect
perfect business plan is an imperfect business plan there is no such thing as
business plan there is no such thing as
business plan there is no such thing as a perfect business plan second quote one
a perfect business plan second quote one
a perfect business plan second quote one of my own and we know this one fail to
of my own and we know this one fail to
of my own and we know this one fail to plan plan to fail yeah next one and if
plan plan to fail yeah next one and if
plan plan to fail yeah next one and if you come from a marketing world or you
you come from a marketing world or you
you come from a marketing world or you do a kind of masters they’ll teach this
do a kind of masters they’ll teach this
do a kind of masters they’ll teach this in terms of marketing but it’s the four
in terms of marketing but it’s the four
in terms of marketing but it’s the four piece poor planning equals poor
piece poor planning equals poor
piece poor planning equals poor performance and then this is what I mine
performance and then this is what I mine
performance and then this is what I mine and this is so true and we use this
and this is so true and we use this
and this is so true and we use this particularly high-growth companies so
particularly high-growth companies so
particularly high-growth companies so true you know I’m a class planning and B
true you know I’m a class planning and B
true you know I’m a class planning and B class execution is always inferior to be
class execution is always inferior to be
class execution is always inferior to be class planning and strategy and a class
class planning and strategy and a class
class planning and strategy and a class execution where magic happens is they’re
execution where magic happens is they’re
execution where magic happens is they’re totally connected and then a couple of
totally connected and then a couple of
totally connected and then a couple of ones from esteemed individuals this one
ones from esteemed individuals this one
ones from esteemed individuals this one from Anton de sans exuberant a French
from Anton de sans exuberant a French
from Anton de sans exuberant a French kind of philosopher a goal without a
kind of philosopher a goal without a
kind of philosopher a goal without a plan is just a wish and one you’ve
plan is just a wish and one you’ve
plan is just a wish and one you’ve probably heard not so before again is a
probably heard not so before again is a
probably heard not so before again is a plan without execution is simply
plan without execution is simply
plan without execution is simply hallucination and then we’re gonna
hallucination and then we’re gonna
hallucination and then we’re gonna finish with a couple of good ones which
finish with a couple of good ones which
finish with a couple of good ones which is minor we’ll get onto this is always
is minor we’ll get onto this is always
is minor we’ll get onto this is always start a plan with the end in mind and
start a plan with the end in mind and
start a plan with the end in mind and then a great one for Mom JFK is efforts
then a great one for Mom JFK is efforts
then a great one for Mom JFK is efforts encourage are not enough without purpose
encourage are not enough without purpose
encourage are not enough without purpose and direction in a plan there you go
and direction in a plan there you go
and direction in a plan there you go Evan what I wanna start nine nine good
Evan what I wanna start nine nine good
Evan what I wanna start nine nine good ones so I think you know where do you
ones so I think you know where do you
ones so I think you know where do you start with this
start with this
start with this everybody needs a plan but so we should
everybody needs a plan but so we should
everybody needs a plan but so we should talk about some of the things about why
talk about some of the things about why
talk about some of the things about why it was important how to get it just good
it was important how to get it just good
it was important how to get it just good enough how to get into execution how to
enough how to get into execution how to
enough how to get into execution how to do course correction what’s the format
do course correction what’s the format
do course correction what’s the format all these sort of things so there’s
all these sort of things so there’s
all these sort of things so there’s loads it’s a really rich topic and
loads it’s a really rich topic and
loads it’s a really rich topic and obviously if you’ve got a plan that says
obviously if you’ve got a plan that says
obviously if you’ve got a plan that says you’re going on a journey when you’re an
you’re going on a journey when you’re an
you’re going on a journey when you’re an entrepreneur you’re going on an
entrepreneur you’re going on an
entrepreneur you’re going on an adventure and if you set out without
adventure and if you set out without
adventure and if you set out without some idea of where the direction of the
some idea of where the direction of the
some idea of where the direction of the destination is or the top of the
destination is or the top of the
destination is or the top of the mountain that you’re gonna climb you got
mountain that you’re gonna climb you got
mountain that you’re gonna climb you got probably gonna fail but obviously you
probably gonna fail but obviously you
probably gonna fail but obviously you need flexibility because the weather
need flexibility because the weather
need flexibility because the weather changes the consumer you serve in you
changes the consumer you serve in you
changes the consumer you serve in you get hit by competitors you get loads of
get hit by competitors you get loads of
get hit by competitors you get loads of different things you run into adversity
different things you run into adversity
different things you run into adversity and that’s why we love you guys as
and that’s why we love you guys as
and that’s why we love you guys as entrepreneurs overcoming that adversity
entrepreneurs overcoming that adversity
entrepreneurs overcoming that adversity but you kind of know where you want to
but you kind of know where you want to
but you kind of know where you want to get to so Evan what are your thoughts so
get to so Evan what are your thoughts so
get to so Evan what are your thoughts so I want to get into the specifics of a
I want to get into the specifics of a
I want to get into the specifics of a plan and give people some this is a more
plan and give people some this is a more
plan and give people some this is a more tactical one I’m liking this topic but
tactical one I’m liking this topic but
tactical one I’m liking this topic but but before kind of diving in this is a
but before kind of diving in this is a
but before kind of diving in this is a great question that came in from Lilly
great question that came in from Lilly
great question that came in from Lilly and I think is worth addressing which is
and I think is worth addressing which is
and I think is worth addressing which is do I need to have a business plan if I’m
do I need to have a business plan if I’m
do I need to have a business plan if I’m not going for a bank loan and so being
not going for a bank loan and so being
not going for a bank loan and so being able to distinguish between a business
able to distinguish between a business
able to distinguish between a business plan for yourself to guide your company
plan for yourself to guide your company
plan for yourself to guide your company forward and then a business plan for
forward and then a business plan for
forward and then a business plan for somebody else a banker and investor
somebody else a banker and investor
somebody else a banker and investor potentially even a supplier or going for
potentially even a supplier or going for
potentially even a supplier or going for government grants or loans like there’s
government grants or loans like there’s
government grants or loans like there’s different kinds of business plans that
different kinds of business plans that
different kinds of business plans that we need to write what’s your advice
we need to write what’s your advice
we need to write what’s your advice between writing one for yourself versus
between writing one for yourself versus
between writing one for yourself versus our specific purpose of getting an
our specific purpose of getting an
our specific purpose of getting an investment are going for an award Wow
investment are going for an award Wow
investment are going for an award Wow hey that is such a great question Lilly
hey that is such a great question Lilly
hey that is such a great question Lilly and I think there’s there’s different
and I think there’s there’s different
and I think there’s there’s different strands of business plan but they’ve got
strands of business plan but they’ve got
strands of business plan but they’ve got to be interconnected so the most
to be interconnected so the most
to be interconnected so the most important business plan is is your own
important business plan is is your own
important business plan is is your own business plan you can kind of look at
business plan you can kind of look at
business plan you can kind of look at yourself in the mirror and say you know
yourself in the mirror and say you know
yourself in the mirror and say you know in three years time this is my dream so
in three years time this is my dream so
in three years time this is my dream so then you how did you translate that
then you how did you translate that
then you how did you translate that dream to this year’s reality this
dream to this year’s reality this
dream to this year’s reality this month’s reality this week’s reality and
month’s reality this week’s reality and
month’s reality this week’s reality and what are you going to do today
what are you going to do today
what are you going to do today and then actually if you go and you’re
and then actually if you go and you’re
and then actually if you go and you’re at stage of raising money I would always
at stage of raising money I would always
at stage of raising money I would always advocate you want to have kind of I
advocate you want to have kind of I
advocate you want to have kind of I guess let layers within the plan so
guess let layers within the plan so
guess let layers within the plan so definitely if you’re gonna raise money
definitely if you’re gonna raise money
definitely if you’re gonna raise money the plan you present is obviously going
the plan you present is obviously going
the plan you present is obviously going to be talking more about the market
to be talking more about the market
to be talking more about the market t-paint gonna get a market the product
t-paint gonna get a market the product
t-paint gonna get a market the product or services you know and the idea and
or services you know and the idea and
or services you know and the idea and why it’s different and the value
why it’s different and the value
why it’s different and the value proposition all that sort of stuff
proposition all that sort of stuff
proposition all that sort of stuff and if you really kind of go through
and if you really kind of go through
and if you really kind of go through them we talked about this on the
them we talked about this on the
them we talked about this on the previous one if you’re gonna venture
previous one if you’re gonna venture
previous one if you’re gonna venture capitalists they’ll obviously back you
capitalists they’ll obviously back you
capitalists they’ll obviously back you as an individual or the management team
as an individual or the management team
as an individual or the management team going with you but they’ll base a lot of
going with you but they’ll base a lot of
going with you but they’ll base a lot of it on the idea and the business plan and
it on the idea and the business plan and
it on the idea and the business plan and the capability to execute now if that’s
the capability to execute now if that’s
the capability to execute now if that’s the case the way I’ve always advised
the case the way I’ve always advised
the case the way I’ve always advised entrepreneurs and I did this when I ran
entrepreneurs and I did this when I ran
entrepreneurs and I did this when I ran startups and invested in companies is I
startups and invested in companies is I
startups and invested in companies is I have my own plan which is ambitious but
have my own plan which is ambitious but
have my own plan which is ambitious but realistic and then the plan I’d present
realistic and then the plan I’d present
realistic and then the plan I’d present to investors is less ambitious because
to investors is less ambitious because
to investors is less ambitious because what you don’t want to do is present to
what you don’t want to do is present to
what you don’t want to do is present to anybody financing your business a plan
anybody financing your business a plan
anybody financing your business a plan that’s up here and then like six months
that’s up here and then like six months
that’s up here and then like six months later deliver down here you’ve got to
later deliver down here you’ve got to
later deliver down here you’ve got to knock the ball out the park because if
knock the ball out the park because if
knock the ball out the park because if you want to raise further money the way
you want to raise further money the way
you want to raise further money the way you do that is kind of beat your plan so
you do that is kind of beat your plan so
you do that is kind of beat your plan so so but the goal is I think most
so but the goal is I think most
so but the goal is I think most importantly for your business is your
importantly for your business is your
importantly for your business is your own business plan that you’re going to
own business plan that you’re going to
own business plan that you’re going to drive forward and we’ll come on to the
drive forward and we’ll come on to the
drive forward and we’ll come on to the details of what that looks like
details of what that looks like
details of what that looks like but I’d say you start with the end in
but I’d say you start with the end in
but I’d say you start with the end in mind it’s so important and there’s so
mind it’s so important and there’s so
mind it’s so important and there’s so much there’s so much research done if
much there’s so much research done if
much there’s so much research done if you actually start the plan at the end
you actually start the plan at the end
you actually start the plan at the end of the journey and what is the dream you
of the journey and what is the dream you
of the journey and what is the dream you have and then kind of work backwards
have and then kind of work backwards
have and then kind of work backwards number one you’ve got a bigger chance of
number one you’ve got a bigger chance of
number one you’ve got a bigger chance of succeeding in terms of executing that
succeeding in terms of executing that
succeeding in terms of executing that plan and that’s just the way of
plan and that’s just the way of
plan and that’s just the way of psychology works and we can explain that
psychology works and we can explain that
psychology works and we can explain that but secondly it really gives you a kind
but secondly it really gives you a kind
but secondly it really gives you a kind of a route map with waypoints on the
of a route map with waypoints on the
of a route map with waypoints on the journey of how you’re gonna exceed your
journey of how you’re gonna exceed your
journey of how you’re gonna exceed your goals and what are the metrics that
goals and what are the metrics that
goals and what are the metrics that really matter to you and your customers
really matter to you and your customers
really matter to you and your customers so and what’s your view you know Evan
so and what’s your view you know Evan
so and what’s your view you know Evan you’ve started businesses you’re funded
you’ve started businesses you’re funded
you’ve started businesses you’re funded businesses you’ve done you’ve seen all
businesses you’ve done you’ve seen all
businesses you’ve done you’ve seen all sorts of plans yeah I think especially
sorts of plans yeah I think especially
sorts of plans yeah I think especially from a venture capital or investment
from a venture capital or investment
from a venture capital or investment point of view they’re gonna look at the
point of view they’re gonna look at the
point of view they’re gonna look at the executive summary first that’s your one
executive summary first that’s your one
executive summary first that’s your one to three page at the beginning that just
to three page at the beginning that just
to three page at the beginning that just lays out everything if you can’t get
lays out everything if you can’t get
lays out everything if you can’t get them within the executive summary your
them within the executive summary your
them within the executive summary your plan gets deleted they don’t care about
plan gets deleted they don’t care about
plan gets deleted they don’t care about anything else
anything else
anything else next typically we go to the financials
next typically we go to the financials
next typically we go to the financials to see how much money is this gonna make
to see how much money is this gonna make
to see how much money is this gonna make like if you’re bringing an investor in
like if you’re bringing an investor in
like if you’re bringing an investor in they’re looking at how much is this
they’re looking at how much is this
they’re looking at how much is this going to make me
going to make me
going to make me is it worthwhile puttin investment into
is it worthwhile puttin investment into
is it worthwhile puttin investment into am I going to get my returns next to
am I going to get my returns next to
am I going to get my returns next to look at the team who’s behind this are
look at the team who’s behind this are
look at the team who’s behind this are they credible do they have a you know
they credible do they have a you know
they credible do they have a you know the dentists before they know pure
the dentists before they know pure
the dentists before they know pure startups do they have anybody under
startups do they have anybody under
startups do they have anybody under board of advisors or anybody kind of
board of advisors or anybody kind of
board of advisors or anybody kind of helping them giving them some some
helping them giving them some some
helping them giving them some some support and then if all that makes sense
support and then if all that makes sense
support and then if all that makes sense then they dive into the rest of it then
then they dive into the rest of it then
then they dive into the rest of it then they’re looking at the product and
they’re looking at the product and
they’re looking at the product and they’re looking at the market and you
they’re looking at the market and you
they’re looking at the market and you look at the operations they look at
look at the operations they look at
look at the operations they look at everything else that’s kind of the
everything else that’s kind of the
everything else that’s kind of the sequence at least that we would go
sequence at least that we would go
sequence at least that we would go through in the VC world executive
through in the VC world executive
through in the VC world executive summary then financials and management
summary then financials and management
summary then financials and management team and then everything else for
team and then everything else for
team and then everything else for yourself and this is where it’s not as
yourself and this is where it’s not as
yourself and this is where it’s not as formal like if you’re giving it to a VC
formal like if you’re giving it to a VC
formal like if you’re giving it to a VC or an investor banker it’s a pretty
or an investor banker it’s a pretty
or an investor banker it’s a pretty formal standard business plan and you
formal standard business plan and you
formal standard business plan and you got to hit those main points for
got to hit those main points for
got to hit those main points for yourself though it doesn’t have to be as
yourself though it doesn’t have to be as
yourself though it doesn’t have to be as formal doesn’t you need to don’t need to
formal doesn’t you need to don’t need to
formal doesn’t you need to don’t need to have an executive summary at least I
have an executive summary at least I
have an executive summary at least I don’t think for yourself but you need to
don’t think for yourself but you need to
don’t think for yourself but you need to have a general guideline of where you’re
have a general guideline of where you’re
have a general guideline of where you’re going and what opportunities see that
going and what opportunities see that
going and what opportunities see that are that are ahead and the Stevens point
are that are ahead and the Stevens point
are that are ahead and the Stevens point like the plain will change like as soon
like the plain will change like as soon
like the plain will change like as soon as soon as the ink dries on your playing
as soon as the ink dries on your playing
as soon as the ink dries on your playing it’s wrong something else is gonna
it’s wrong something else is gonna
it’s wrong something else is gonna change in the market though you have to
change in the market though you have to
change in the market though you have to adjust see what do you think about what
adjust see what do you think about what
adjust see what do you think about what kind of plan should people have for
kind of plan should people have for
kind of plan should people have for themselves so that’s that’s we need for
themselves so that’s that’s we need for
themselves so that’s that’s we need for investors for yourself like entrepreneur
investors for yourself like entrepreneur
investors for yourself like entrepreneur whether they’re just getting started
whether they’re just getting started
whether they’re just getting started they’re running a small company what
they’re running a small company what
they’re running a small company what kind of plan should they have for
kind of plan should they have for
kind of plan should they have for themselves
themselves
themselves yeah I think um and I’ve seen this work
yeah I think um and I’ve seen this work
yeah I think um and I’ve seen this work and I’ve actually done it myself in a
and I’ve actually done it myself in a
and I’ve actually done it myself in a start-up in California is is I always
start-up in California is is I always
start-up in California is is I always advocate you start with the end in mind
advocate you start with the end in mind
advocate you start with the end in mind you know and and there’s you can check
you know and and there’s you can check
you know and and there’s you can check it out on the web there’s loads of stuff
it out on the web there’s loads of stuff
it out on the web there’s loads of stuff techniques around end result planning or
techniques around end result planning or
techniques around end result planning or what’s also called back-to-front
what’s also called back-to-front
what’s also called back-to-front planning or sort of destination planning
planning or sort of destination planning
planning or sort of destination planning so why is this so important you know
so why is this so important you know
so why is this so important you know when you’re an entrepreneur you’re an
when you’re an entrepreneur you’re an
when you’re an entrepreneur you’re an optimist you overcome adversity but if
optimist you overcome adversity but if
optimist you overcome adversity but if you start with where we are today and
you start with where we are today and
you start with where we are today and look forward it’s really hard to see how
look forward it’s really hard to see how
look forward it’s really hard to see how do you navigate on that journey and and
do you navigate on that journey and and
do you navigate on that journey and and also when you get knocks you can become
also when you get knocks you can become
also when you get knocks you can become you know you can become kind of bit
you know you can become kind of bit
you know you can become kind of bit deflated whereas it’s all my I will use
deflated whereas it’s all my I will use
deflated whereas it’s all my I will use Mountaineer and I’m not a mountaineer
Mountaineer and I’m not a mountaineer
Mountaineer and I’m not a mountaineer but I’ll give you the same example if
but I’ll give you the same example if
but I’ll give you the same example if Evan and I stood at the base camp of
Evan and I stood at the base camp of
Evan and I stood at the base camp of Everest and looked up there at Everest
Everest and looked up there at Everest
Everest and looked up there at Everest we think oh my god as
we think oh my god as
we think oh my god as long way away and there’s ice caps and
long way away and there’s ice caps and
long way away and there’s ice caps and there’s snow and there’s storms and
there’s snow and there’s storms and
there’s snow and there’s storms and there’s wind now if we actually stood on
there’s wind now if we actually stood on
there’s wind now if we actually stood on the summit of Everest town together and
the summit of Everest town together and
the summit of Everest town together and this sunshine and we look back down at
this sunshine and we look back down at
this sunshine and we look back down at base camp I don’t even know if you can
base camp I don’t even know if you can
base camp I don’t even know if you can see base camp from the summit so I’m
see base camp from the summit so I’m
see base camp from the summit so I’m kind of making this up but you look back
kind of making this up but you look back
kind of making this up but you look back down you think wow we did it we puff our
down you think wow we did it we puff our
down you think wow we did it we puff our chests out we we did this we created
chests out we we did this we created
chests out we we did this we created this great company we’ve got a million
this great company we’ve got a million
this great company we’ve got a million customers we’ve done it and then when
customers we’ve done it and then when
customers we’ve done it and then when you look back down you think what are
you look back down you think what are
you look back down you think what are the things I had to overcome when I hit
the things I had to overcome when I hit
the things I had to overcome when I hit a storm when I hit a nice black when you
a storm when I hit a nice black when you
a storm when I hit a nice black when you know maybe I kind of broke an arm on the
know maybe I kind of broke an arm on the
know maybe I kind of broke an arm on the way up or what what did I do to overcome
way up or what what did I do to overcome
way up or what what did I do to overcome the adversity and when you’re looking
the adversity and when you’re looking
the adversity and when you’re looking back on things it’s a whole lot easier
back on things it’s a whole lot easier
back on things it’s a whole lot easier so for your planning start with the end
so for your planning start with the end
so for your planning start with the end in mind start what is it your dream and
in mind start what is it your dream and
in mind start what is it your dream and what would your dream look like and and
what would your dream look like and and
what would your dream look like and and this is a great great and I always
this is a great great and I always
this is a great great and I always encourage my team to this yeah as a
encourage my team to this yeah as a
encourage my team to this yeah as a leader you have to live in the future
leader you have to live in the future
leader you have to live in the future you have to change the world because
you have to change the world because
you have to change the world because you’ve got your idea and if you’re
you’ve got your idea and if you’re
you’ve got your idea and if you’re successful with the idea you know what
successful with the idea you know what
successful with the idea you know what sort of dream would your imagination let
sort of dream would your imagination let
sort of dream would your imagination let you run wild with and when you’ve cut
you run wild with and when you’ve cut
you run wild with and when you’ve cut that capture it put a time stamp on it
that capture it put a time stamp on it
that capture it put a time stamp on it and then work backwards to you know
and then work backwards to you know
and then work backwards to you know three years one year one quarter one
three years one year one quarter one
three years one year one quarter one month and then actually I think you can
month and then actually I think you can
month and then actually I think you can sketch it down Evan on one page almost a
sketch it down Evan on one page almost a
sketch it down Evan on one page almost a skeleton of what’s the destination you
skeleton of what’s the destination you
skeleton of what’s the destination you know who you serving what’s your
know who you serving what’s your
know who you serving what’s your audience what’s the value proposition
audience what’s the value proposition
audience what’s the value proposition what is the idea obviously what
what is the idea obviously what
what is the idea obviously what investment you need to make it happen
investment you need to make it happen
investment you need to make it happen and then actually the first step was we
and then actually the first step was we
and then actually the first step was we talked about Martin Luther King when you
talked about Martin Luther King when you
talked about Martin Luther King when you join climb that giant staircase what’s
join climb that giant staircase what’s
join climb that giant staircase what’s the first step you take so what are you
the first step you take so what are you
the first step you take so what are you gonna do tomorrow who you’re gonna
gonna do tomorrow who you’re gonna
gonna do tomorrow who you’re gonna recruit which customer you’re going to
recruit which customer you’re going to
recruit which customer you’re going to attract all those things and it’s
attract all those things and it’s
attract all those things and it’s actually that power of connecting the
actually that power of connecting the
actually that power of connecting the dream with the plan with what you’re
dream with the plan with what you’re
dream with the plan with what you’re going to do tomorrow that allows you to
going to do tomorrow that allows you to
going to do tomorrow that allows you to have a really strong level of confidence
have a really strong level of confidence
have a really strong level of confidence you’re gonna be successful and then to
you’re gonna be successful and then to
you’re gonna be successful and then to Evans point you know when you’re here
Evans point you know when you’re here
Evans point you know when you’re here adversity you know obviously if you’re
adversity you know obviously if you’re
adversity you know obviously if you’re attracting a head of your business plan
attracting a head of your business plan
attracting a head of your business plan so with this you put metrics and
so with this you put metrics and
so with this you put metrics and milestones whatever you want to call
milestones whatever you want to call
milestones whatever you want to call them
them
them all kind of points kpi’s for 30 days 60
all kind of points kpi’s for 30 days 60
all kind of points kpi’s for 30 days 60 days 90 days if you’re tracking ahead of
days 90 days if you’re tracking ahead of
days 90 days if you’re tracking ahead of them scale up go faster if you’re not
them scale up go faster if you’re not
them scale up go faster if you’re not hitting all the balls out the part
hitting all the balls out the part
hitting all the balls out the part what’s going well what’s going wrong
what’s going well what’s going wrong
what’s going well what’s going wrong what do you need to change what do you
what do you need to change what do you
what do you need to change what do you need to course-correct
need to course-correct
need to course-correct maybe you know you look at your website
maybe you know you look at your website
maybe you know you look at your website it’s not actually delivering either the
it’s not actually delivering either the
it’s not actually delivering either the traffic or the conversion and then you
traffic or the conversion and then you
traffic or the conversion and then you kind of blend you know maybe better SEO
kind of blend you know maybe better SEO
kind of blend you know maybe better SEO optimization it’s all these sort of
optimization it’s all these sort of
optimization it’s all these sort of things where as an entrepreneur you’ve
things where as an entrepreneur you’ve
things where as an entrepreneur you’ve constantly challenged yourself and
constantly challenged yourself and
constantly challenged yourself and you’re never satisfied in terms of touch
you’re never satisfied in terms of touch
you’re never satisfied in terms of touch in your dreams but if it is going well
in your dreams but if it is going well
in your dreams but if it is going well you want to scale up and go faster so I
you want to scale up and go faster so I
you want to scale up and go faster so I think and a visual that I’ve got one of
think and a visual that I’ve got one of
think and a visual that I’ve got one of the companies where I turned up a CEO
the companies where I turned up a CEO
the companies where I turned up a CEO and I inherited quite a established
and I inherited quite a established
and I inherited quite a established company but I actually this is pretty
company but I actually this is pretty
company but I actually this is pretty crazy of them just to give you a few for
crazy of them just to give you a few for
crazy of them just to give you a few for this we I got the kind of top six
this we I got the kind of top six
this we I got the kind of top six leaders together
leaders together
leaders together and I said let’s have that dream and we
and I said let’s have that dream and we
and I said let’s have that dream and we defined it of what we wanted to become
defined it of what we wanted to become
defined it of what we wanted to become to be the great company we aspire to be
to be the great company we aspire to be
to be the great company we aspire to be and I said well what would it look like
and I said well what would it look like
and I said well what would it look like in three years time let’s live in the
in three years time let’s live in the
in three years time let’s live in the future let’s project ourselves into the
future let’s project ourselves into the
future let’s project ourselves into the future and then look back on where we
future and then look back on where we
future and then look back on where we are today
are today
are today and again there’s loads of techniques
and again there’s loads of techniques
and again there’s loads of techniques you can do that check out this some
you can do that check out this some
you can do that check out this some technique called grow which is around
technique called grow which is around
technique called grow which is around goals reality options and kind of wrap
goals reality options and kind of wrap
goals reality options and kind of wrap up to build a plan so check all these
up to build a plan so check all these
up to build a plan so check all these things out on the web but it’s really
things out on the web but it’s really
things out on the web but it’s really powerful one is actually this is a great
powerful one is actually this is a great
powerful one is actually this is a great technique using counseling all these
technique using counseling all these
technique using counseling all these sort of things where it works it’s just
sort of things where it works it’s just
sort of things where it works it’s just proven to work so we lived in the future
proven to work so we lived in the future
proven to work so we lived in the future we define what we wanted to be in three
we define what we wanted to be in three
we define what we wanted to be in three by three and actually sorry oh we came
by three and actually sorry oh we came
by three and actually sorry oh we came up with a phrase we wanted to triple the
up with a phrase we wanted to triple the
up with a phrase we wanted to triple the revenue of the company in three years
revenue of the company in three years
revenue of the company in three years and that was the man turn everyone in
and that was the man turn everyone in
and that was the man turn everyone in the company you when when we stopped him
the company you when when we stopped him
the company you when when we stopped him in the corridor what are we here to do
in the corridor what are we here to do
in the corridor what are we here to do we’re here to triple to three by three
we’re here to triple to three by three
we’re here to triple to three by three deliver 3 by 3 3 by 3 and how we gonna
deliver 3 by 3 3 by 3 and how we gonna
deliver 3 by 3 3 by 3 and how we gonna do that it’s gonna be about customer
do that it’s gonna be about customer
do that it’s gonna be about customer obsession it’s about delighting
obsession it’s about delighting
obsession it’s about delighting customers so we had not only the the
customers so we had not only the the
customers so we had not only the the destination the mountain the summit
destination the mountain the summit
destination the mountain the summit three by three but we knew how we’re
three by three but we knew how we’re
three by three but we knew how we’re gonna do that and then we actually
gonna do that and then we actually
gonna do that and then we actually within the team just said well you’re in
within the team just said well you’re in
within the team just said well you’re in customer services you’re in sales you’re
customer services you’re in sales you’re
customer services you’re in sales you’re in marketing what do you need to do to
in marketing what do you need to do to
in marketing what do you need to do to make that happen and we connect to this
make that happen and we connect to this
make that happen and we connect to this fully integrated plan and even as a
fully integrated plan and even as a
fully integrated plan and even as a single entrepreneur you can do the same
single entrepreneur you can do the same
single entrepreneur you can do the same sort of things you know the great thing
sort of things you know the great thing
sort of things you know the great thing about being
about being
about being it’s a day of amazing highs and lows but
it’s a day of amazing highs and lows but
it’s a day of amazing highs and lows but one day a year the marketing director
one day a year the marketing director
one day a year the marketing director the next day or the sales director the
the next day or the sales director the
the next day or the sales director the next day year the product development
next day year the product development
next day year the product development director the day after you’ve got a
director the day after you’ve got a
director the day after you’ve got a customer fire burning so you become the
customer fire burning so you become the
customer fire burning so you become the customer services director you live in
customer services director you live in
customer services director you live in the shoes of all these different roles
the shoes of all these different roles
the shoes of all these different roles but all the same techniques in terms of
but all the same techniques in terms of
but all the same techniques in terms of plan and apply with you honestly or a
plan and apply with you honestly or a
plan and apply with you honestly or a company of 20 people five people or 200
company of 20 people five people or 200
company of 20 people five people or 200 people and that’s how you keep it alive
people and that’s how you keep it alive
people and that’s how you keep it alive make it real I love that I love the
make it real I love that I love the
make it real I love that I love the example and I love the I mean you’re
example and I love the I mean you’re
example and I love the I mean you’re always passionate in general but I love
always passionate in general but I love
always passionate in general but I love the passion the extra passion that comes
the passion the extra passion that comes
the passion the extra passion that comes out when you’re thinking about where
out when you’re thinking about where
out when you’re thinking about where we’re going to be in three years triple
we’re going to be in three years triple
we’re going to be in three years triple the revenue it ties into a question that
the revenue it ties into a question that
the revenue it ties into a question that came in if do you believe in one-page
came in if do you believe in one-page
came in if do you believe in one-page business plans or the long one and I
business plans or the long one and I
business plans or the long one and I think it just just depends to your point
think it just just depends to your point
think it just just depends to your point on the audience if you’re gonna be
on the audience if you’re gonna be
on the audience if you’re gonna be pitching to investors or bankers they
pitching to investors or bankers they
pitching to investors or bankers they need to see the whole thing but for
need to see the whole thing but for
need to see the whole thing but for yourself you need to have something
yourself you need to have something
yourself you need to have something that’s easy to be able to relate to on a
that’s easy to be able to relate to on a
that’s easy to be able to relate to on a consistent basis and yes you did all the
consistent basis and yes you did all the
consistent basis and yes you did all the research and you understand how the
research and you understand how the
research and you understand how the markets working but to look at something
markets working but to look at something
markets working but to look at something on a daily basis you’re not gonna flip
on a daily basis you’re not gonna flip
on a daily basis you’re not gonna flip through this 50 page business plan you
through this 50 page business plan you
through this 50 page business plan you got to remember three by three or
got to remember three by three or
got to remember three by three or whatever the thing is that is keeping
whatever the thing is that is keeping
whatever the thing is that is keeping you going I’m a daily basis whatever
you going I’m a daily basis whatever
you going I’m a daily basis whatever your goals are to Stevens point about
your goals are to Stevens point about
your goals are to Stevens point about keeping the end in mind because I think
keeping the end in mind because I think
keeping the end in mind because I think it’s easy as an entrepreneur to get lost
it’s easy as an entrepreneur to get lost
it’s easy as an entrepreneur to get lost in the day to day we got lost in in the
in the day to day we got lost in in the
in the day to day we got lost in in the trees and we forget that there’s a
trees and we forget that there’s a
trees and we forget that there’s a forest and we forget this is the bigger
forest and we forget this is the bigger
forest and we forget this is the bigger picture and so a constant reminder of
picture and so a constant reminder of
picture and so a constant reminder of here’s what we’re trying to do here’s
here’s what we’re trying to do here’s
here’s what we’re trying to do here’s where we’re trying to go having it on
where we’re trying to go having it on
where we’re trying to go having it on one sheet people look at your goals and
one sheet people look at your goals and
one sheet people look at your goals and know this is our objective so that you
know this is our objective so that you
know this is our objective so that you don’t get kind of lost in the grind I
don’t get kind of lost in the grind I
don’t get kind of lost in the grind I find that really helpful
find that really helpful
find that really helpful it sounds like Steve when you’re doing
it sounds like Steve when you’re doing
it sounds like Steve when you’re doing something similar 3×3 as as soon as
something similar 3×3 as as soon as
something similar 3×3 as as soon as people understand it is a clear goal
people understand it is a clear goal
people understand it is a clear goal it’s easy to remember and easy to align
it’s easy to remember and easy to align
it’s easy to remember and easy to align your focus as opposed to having to flip
your focus as opposed to having to flip
your focus as opposed to having to flip through you know a 50 page business plan
through you know a 50 page business plan
through you know a 50 page business plan which people are going to do every day
which people are going to do every day
which people are going to do every day yeah I think you know you’re absolutely
yeah I think you know you’re absolutely
yeah I think you know you’re absolutely on the money there Evan and the power of
on the money there Evan and the power of
on the money there Evan and the power of business plans is when you make it real
business plans is when you make it real
business plans is when you make it real and you live it every day there’s no
and you live it every day there’s no
and you live it every day there’s no point having a business plan you know
point having a business plan you know
point having a business plan you know you spend ages developing analysis
you spend ages developing analysis
you spend ages developing analysis paralysis and then you don’t bring into
paralysis and then you don’t bring into
paralysis and then you don’t bring into the daily life of what you’re doing
the daily life of what you’re doing
the daily life of what you’re doing every day the business plan defines how
every day the business plan defines how
every day the business plan defines how do I spend my time today what are the
do I spend my time today what are the
do I spend my time today what are the priorities that are going to move the
priorities that are going to move the
priorities that are going to move the needle
needle
needle and keep it simple simplify everything
and keep it simple simplify everything
and keep it simple simplify everything Connor you know you’ve obviously got a
Connor you know you’ve obviously got a
Connor you know you’ve obviously got a passion you’ve got a dream you’ve got
passion you’ve got a dream you’ve got
passion you’ve got a dream you’ve got great big ideas if you over complicate
great big ideas if you over complicate
great big ideas if you over complicate them then you know normally those sort
them then you know normally those sort
them then you know normally those sort of companies struggle to succeed if you
of companies struggle to succeed if you
of companies struggle to succeed if you simplify them and make them real you
simplify them and make them real you
simplify them and make them real you know I could imagine if you have a
know I could imagine if you have a
know I could imagine if you have a compelling business plan you can explain
compelling business plan you can explain
compelling business plan you can explain on a page you take some Wiest but we
on a page you take some Wiest but we
on a page you take some Wiest but we space and you’d have it up you know in
space and you’d have it up you know in
space and you’d have it up you know in when people come in and this is what we
when people come in and this is what we
when people come in and this is what we are it’s on one page it really captures
are it’s on one page it really captures
are it’s on one page it really captures the essence of what your dreams are from
the essence of what your dreams are from
the essence of what your dreams are from and makes them real and then also you
and makes them real and then also you
and makes them real and then also you know you’re trying to hire your second
know you’re trying to hire your second
know you’re trying to hire your second or third employee or you’re trying to
or third employee or you’re trying to
or third employee or you’re trying to pitch to a partner or you’re pitching it
pitch to a partner or you’re pitching it
pitch to a partner or you’re pitching it to a customer year you’re putting the
to a customer year you’re putting the
to a customer year you’re putting the value prop on the website all these
value prop on the website all these
value prop on the website all these things have to be aligned and authentic
things have to be aligned and authentic
things have to be aligned and authentic and based on the essence of the one-page
and based on the essence of the one-page
and based on the essence of the one-page business plan and that kind of skeleton
business plan and that kind of skeleton
business plan and that kind of skeleton business plan to make it real to bring
business plan to make it real to bring
business plan to make it real to bring it to life and that’s you know if you go
it to life and that’s you know if you go
it to life and that’s you know if you go for a coffee and you’re trying to hire
for a coffee and you’re trying to hire
for a coffee and you’re trying to hire your first employee what are you gonna
your first employee what are you gonna
your first employee what are you gonna pitch you’re gonna pitch the business
pitch you’re gonna pitch the business
pitch you’re gonna pitch the business plan you’re gonna pitch your dream
plan you’re gonna pitch your dream
plan you’re gonna pitch your dream you’re gonna say and how we’re gonna
you’re gonna say and how we’re gonna
you’re gonna say and how we’re gonna make it real this year if we’re
make it real this year if we’re
make it real this year if we’re successful will exceed this revenue will
successful will exceed this revenue will
successful will exceed this revenue will exceed these number of new customers you
exceed these number of new customers you
exceed these number of new customers you really bring it to life in everything
really bring it to life in everything
really bring it to life in everything and you’re very clear about one of the
and you’re very clear about one of the
and you’re very clear about one of the three or four metrics you have to
three or four metrics you have to
three or four metrics you have to measure and make sure a real and you’re
measure and make sure a real and you’re
measure and make sure a real and you’re gonna drive for your prioritization and
gonna drive for your prioritization and
gonna drive for your prioritization and investment and time allocation around to
investment and time allocation around to
investment and time allocation around to really ensure you’re on track and then
really ensure you’re on track and then
really ensure you’re on track and then what I would say we’ll come on to this
what I would say we’ll come on to this
what I would say we’ll come on to this maybe is how often you review it
maybe is how often you review it
maybe is how often you review it probably every month probably every
probably every month probably every
probably every month probably every month because you probably set yourself
month because you probably set yourself
month because you probably set yourself some milestones every month you want to
some milestones every month you want to
some milestones every month you want to track and it is probably as an
track and it is probably as an
track and it is probably as an entrepreneur you know what it’s like
entrepreneur you know what it’s like
entrepreneur you know what it’s like Evan you always gravitate towards the
Evan you always gravitate towards the
Evan you always gravitate towards the operations they’re doing the rolling up
operations they’re doing the rolling up
operations they’re doing the rolling up your sleeves
your sleeves
your sleeves I would definitely advocate every one of
I would definitely advocate every one of
I would definitely advocate every one of our audience out there spends a bit of
our audience out there spends a bit of
our audience out there spends a bit of time every month reflecting where do we
time every month reflecting where do we
time every month reflecting where do we go how do we do are we tracking on the
go how do we do are we tracking on the
go how do we do are we tracking on the metrics what’s working well what’s not
metrics what’s working well what’s not
metrics what’s working well what’s not working what do we need to do in terms
working what do we need to do in terms
working what do we need to do in terms of course correction on the business
of course correction on the business
of course correction on the business plan and if that means you go back to
plan and if that means you go back to
plan and if that means you go back to the one pager and actually say we think
the one pager and actually say we think
the one pager and actually say we think we can go faster we can accelerate we
we can go faster we can accelerate we
we can go faster we can accelerate we weren’t ambitious enough then kind of
weren’t ambitious enough then kind of
weren’t ambitious enough then kind of agile agile and iterative lis
agile agile and iterative lis
agile agile and iterative lis change the plan to reflect their current
change the plan to reflect their current
change the plan to reflect their current reality I love what we’re getting tons
reality I love what we’re getting tons
reality I love what we’re getting tons of great feedback in the comments people
of great feedback in the comments people
of great feedback in the comments people saying amazing hooray
saying amazing hooray
saying amazing hooray thank you for replying thank you for the
thank you for replying thank you for the
thank you for replying thank you for the answer amazing highs people are loving
answer amazing highs people are loving
answer amazing highs people are loving the live chat so far so this is great
the live chat so far so this is great
the live chat so far so this is great next time so getting a little more
next time so getting a little more
next time so getting a little more tactical Shreyas ready then to say what
tactical Shreyas ready then to say what
tactical Shreyas ready then to say what do you look for in a great executive
do you look for in a great executive
do you look for in a great executive summary that’s the great quest after the
summary that’s the great quest after the
summary that’s the great quest after the questions a great Lily’s questions going
questions a great Lily’s questions going
questions a great Lily’s questions going to show you your questions good I think
to show you your questions good I think
to show you your questions good I think if it’s an executive summary you’re
if it’s an executive summary you’re
if it’s an executive summary you’re gonna bring internally to how you build
gonna bring internally to how you build
gonna bring internally to how you build your business the most important thing
your business the most important thing
your business the most important thing is know who your audience is and know
is know who your audience is and know
is know who your audience is and know how your idea is gonna change their life
how your idea is gonna change their life
how your idea is gonna change their life and create a compelling value
and create a compelling value
and create a compelling value proposition and then everything that
proposition and then everything that
proposition and then everything that really defines how fast can we grow how
really defines how fast can we grow how
really defines how fast can we grow how much revenue can we make and what are
much revenue can we make and what are
much revenue can we make and what are the metrics we start measuring so you
the metrics we start measuring so you
the metrics we start measuring so you know if it’s a you know I’d always
know if it’s a you know I’d always
know if it’s a you know I’d always advocated build build a volunteer army
advocated build build a volunteer army
advocated build build a volunteer army of great customers and therefore
of great customers and therefore
of great customers and therefore customer obsession customer advocacy is
customer obsession customer advocacy is
customer obsession customer advocacy is a key part of that
a key part of that
a key part of that so really simple internal kind of
so really simple internal kind of
so really simple internal kind of roadmap of what success looks like now
roadmap of what success looks like now
roadmap of what success looks like now if it’s external I think you you know if
if it’s external I think you you know if
if it’s external I think you you know if you’re gonna go and pitch for money and
you’re gonna go and pitch for money and
you’re gonna go and pitch for money and raise money they it needs to be more
raise money they it needs to be more
raise money they it needs to be more structured and to Evans point there’s
structured and to Evans point there’s
structured and to Evans point there’s got to be an executive summary that’s
got to be an executive summary that’s
got to be an executive summary that’s compelling there’s got to be a
compelling there’s got to be a
compelling there’s got to be a definition of the market opportunity
definition of the market opportunity
definition of the market opportunity that’s significant there’s got to be a
that’s significant there’s got to be a
that’s significant there’s got to be a way where you save the product or
way where you save the product or
way where you save the product or service I’m doing will generate this
service I’m doing will generate this
service I’m doing will generate this sort of revenue which will map out on to
sort of revenue which will map out on to
sort of revenue which will map out on to the financials and there’s got to be why
the financials and there’s got to be why
the financials and there’s got to be why are you different why are you gonna
are you different why are you gonna
are you different why are you gonna stand out from the crowd and then
stand out from the crowd and then
stand out from the crowd and then obviously parla that’s probably the
obviously parla that’s probably the
obviously parla that’s probably the management team as well so you know in
management team as well so you know in
management team as well so you know in that demands you know a level of
that demands you know a level of
that demands you know a level of formality and you probably find that a
formality and you probably find that a
formality and you probably find that a minimum of 20 compelling pages of
minimum of 20 compelling pages of
minimum of 20 compelling pages of narrative the you actually go and pitch
narrative the you actually go and pitch
narrative the you actually go and pitch to a potential investor yeah Stephen did
to a potential investor yeah Stephen did
to a potential investor yeah Stephen did a great job giving you overview the only
a great job giving you overview the only
a great job giving you overview the only other thing I would add there is one of
other thing I would add there is one of
other thing I would add there is one of the things we look for in the venture
the things we look for in the venture
the things we look for in the venture capital world was we call it a
capital world was we call it a
capital world was we call it a grandmother test with with it’s so easy
grandmother test with with it’s so easy
grandmother test with with it’s so easy to understand that your grandmother
to understand that your grandmother
to understand that your grandmother could get it because a lot of times
could get it because a lot of times
could get it because a lot of times entrepreneurs they write and they talk
entrepreneurs they write and they talk
entrepreneurs they write and they talk jargon where the other people on your
jargon where the other people on your
jargon where the other people on your team and the other people who you might
team and the other people who you might
team and the other people who you might be pitching to may not understand it and
be pitching to may not understand it and
be pitching to may not understand it and so if somebody’s looking at that and
so if somebody’s looking at that and
so if somebody’s looking at that and they can’t understand it they’re gonna
they can’t understand it they’re gonna
they can’t understand it they’re gonna throw it away and they can’t take action
throw it away and they can’t take action
throw it away and they can’t take action on it
on it
on it especially if you’re looking at an
especially if you’re looking at an
especially if you’re looking at an investor and so I’d be looking at does
investor and so I’d be looking at does
investor and so I’d be looking at does it pass the grandmother test is it so
it pass the grandmother test is it so
it pass the grandmother test is it so easy to understand that somebody from
easy to understand that somebody from
easy to understand that somebody from outside your industry can make sense of
outside your industry can make sense of
outside your industry can make sense of it so don’t use all these short form
it so don’t use all these short form
it so don’t use all these short form terms don’t get super technical into the
terms don’t get super technical into the
terms don’t get super technical into the jargon make sure that it’s written in
jargon make sure that it’s written in
jargon make sure that it’s written in plain English that anybody can pick up
plain English that anybody can pick up
plain English that anybody can pick up and I would actually suggest running to
and I would actually suggest running to
and I would actually suggest running to by people if you’re trying to go for
by people if you’re trying to go for
by people if you’re trying to go for investment eventually run it by people
investment eventually run it by people
investment eventually run it by people who are not who have no familiarity with
who are not who have no familiarity with
who are not who have no familiarity with your business and see if they get it and
your business and see if they get it and
your business and see if they get it and if they’re like scratching their head
if they’re like scratching their head
if they’re like scratching their head not quite understanding what it’s about
not quite understanding what it’s about
not quite understanding what it’s about it you might need to retool some of the
it you might need to retool some of the
it you might need to retool some of the words make it easier to understand yeah
words make it easier to understand yeah
words make it easier to understand yeah and on that Evan I think there’s nothing
and on that Evan I think there’s nothing
and on that Evan I think there’s nothing you know if you look at a pitch from
you know if you look at a pitch from
you know if you look at a pitch from someone one of the questions you’ll ask
someone one of the questions you’ll ask
someone one of the questions you’ll ask is have you actually tested it with
is have you actually tested it with
is have you actually tested it with anyone else so if you could have a
anyone else so if you could have a
anyone else so if you could have a mentor who’s done what you want to do
mentor who’s done what you want to do
mentor who’s done what you want to do done it a couple of times and you know
done it a couple of times and you know
done it a couple of times and you know cast their eye over your business plan
cast their eye over your business plan
cast their eye over your business plan and just said actually you know my
and just said actually you know my
and just said actually you know my experience suggests you need to look at
experience suggests you need to look at
experience suggests you need to look at these areas if you can reference them
these areas if you can reference them
these areas if you can reference them that’s powerful the other thing that I
that’s powerful the other thing that I
that’s powerful the other thing that I love when I kind of if I reviewed a
love when I kind of if I reviewed a
love when I kind of if I reviewed a business plan have you tested this on
business plan have you tested this on
business plan have you tested this on potential customers you know you know
potential customers you know you know
potential customers you know you know what’s your not like kind of formal
what’s your not like kind of formal
what’s your not like kind of formal focus groups but there’s ways ways on
focus groups but there’s ways ways on
focus groups but there’s ways ways on social media you can test drive all
social media you can test drive all
social media you can test drive all these sort of things in real time get
these sort of things in real time get
these sort of things in real time get real-time feedback and again that’s
real-time feedback and again that’s
real-time feedback and again that’s pretty compelling if you’ve actually
pretty compelling if you’ve actually
pretty compelling if you’ve actually tested this on a sample of customers
tested this on a sample of customers
tested this on a sample of customers then that is very powerful but for
then that is very powerful but for
then that is very powerful but for potential investors I love it I think
potential investors I love it I think
potential investors I love it I think that it ties in well to the next
that it ties in well to the next
that it ties in well to the next question is from each top music what are
question is from each top music what are
question is from each top music what are some good ways to analyze a market so
some good ways to analyze a market so
some good ways to analyze a market so once we get now like market analysis can
once we get now like market analysis can
once we get now like market analysis can be part of any business plan how do you
be part of any business plan how do you
be part of any business plan how do you actually break down and analyze a market
actually break down and analyze a market
actually break down and analyze a market yeah that’s great question h top music
yeah that’s great question h top music
yeah that’s great question h top music and i think amazing rich tools out there
and i think amazing rich tools out there
and i think amazing rich tools out there through the web where you can kind of do
through the web where you can kind of do
through the web where you can kind of do loads of really rich segmentation
loads of really rich segmentation
loads of really rich segmentation obviously you can buy data but i think
obviously you can buy data but i think
obviously you can buy data but i think in the world of where we are 2017
in the world of where we are 2017
in the world of where we are 2017 there’s so much rich data that you
there’s so much rich data that you
there’s so much rich data that you should start
should start
should start with and it’s all free data if you want
with and it’s all free data if you want
with and it’s all free data if you want to look at markets most of it is kept
to look at markets most of it is kept
to look at markets most of it is kept it’s just amazing what the government
it’s just amazing what the government
it’s just amazing what the government publish as well
publish as well
publish as well it’s amazing what industry Institute’s
it’s amazing what industry Institute’s
it’s amazing what industry Institute’s whether it’s in the music industry with
whether it’s in the music industry with
whether it’s in the music industry with the hospitality industry the amount of
the hospitality industry the amount of
the hospitality industry the amount of rich available information out there
rich available information out there
rich available information out there this cut by state by you know region is
this cut by state by you know region is
this cut by state by you know region is just so rich so I have to start there I
just so rich so I have to start there I
just so rich so I have to start there I look at external data and then also if
look at external data and then also if
look at external data and then also if you really wanted to create communities
you really wanted to create communities
you really wanted to create communities that’s a really powerful way to kind of
that’s a really powerful way to kind of
that’s a really powerful way to kind of get rich data as well
get rich data as well
get rich data as well so on social media you could create
so on social media you could create
so on social media you could create community you know look what Evans done
community you know look what Evans done
community you know look what Evans done he’s got you know he’s a rockstar hero
he’s got you know he’s a rockstar hero
he’s got you know he’s a rockstar hero he’s got a community I bet if Evan
he’s got a community I bet if Evan
he’s got a community I bet if Evan wanted to test drive some ideas he could
wanted to test drive some ideas he could
wanted to test drive some ideas he could find at least a thousand people within
find at least a thousand people within
find at least a thousand people within his community within his network groups
his community within his network groups
his community within his network groups on Twitter on social media that would be
on Twitter on social media that would be
on Twitter on social media that would be very happy to test drive stuff with him
very happy to test drive stuff with him
very happy to test drive stuff with him and that is so powerful if you go if
and that is so powerful if you go if
and that is so powerful if you go if you’ve got people particularly in your
you’ve got people particularly in your
you’ve got people particularly in your audience marketplace who give you great
audience marketplace who give you great
audience marketplace who give you great feedback on your idea your business plan
feedback on your idea your business plan
feedback on your idea your business plan there’s nothing more compelling than
there’s nothing more compelling than
there’s nothing more compelling than that yeah I agree and I think it ties in
that yeah I agree and I think it ties in
that yeah I agree and I think it ties in to the last question to where you’re
to the last question to where you’re
to the last question to where you’re talking about getting customers it’s
talking about getting customers it’s
talking about getting customers it’s it’s not that difficult to get the high
it’s not that difficult to get the high
it’s not that difficult to get the high level general market data of where the
level general market data of where the
level general market data of where the industry is going and you know if you’re
industry is going and you know if you’re
industry is going and you know if you’re pitching to banks or investors they also
pitching to banks or investors they also
pitching to banks or investors they also kind of know where the industry is going
kind of know where the industry is going
kind of know where the industry is going if you’re talking about you know FinTech
if you’re talking about you know FinTech
if you’re talking about you know FinTech it’s going up if you’re talking about
it’s going up if you’re talking about
it’s going up if you’re talking about certain a horse-and-buggy business that
certain a horse-and-buggy business that
certain a horse-and-buggy business that may not be on the rise right now like
may not be on the rise right now like
may not be on the rise right now like people have a general understanding of
people have a general understanding of
people have a general understanding of what’s what’s doing well what’s missing
what’s what’s doing well what’s missing
what’s what’s doing well what’s missing in most business plans that at least I
in most business plans that at least I
in most business plans that at least I see a lot of is specific information
see a lot of is specific information
see a lot of is specific information from potential customers most people
from potential customers most people
from potential customers most people haven’t done the work to actually talk
haven’t done the work to actually talk
haven’t done the work to actually talk to customers and if you have just one
to customers and if you have just one
to customers and if you have just one customer you’re already ahead of 99% of
customer you’re already ahead of 99% of
customer you’re already ahead of 99% of the business plans that are being
the business plans that are being
the business plans that are being pitched just one customer or beta
pitched just one customer or beta
pitched just one customer or beta customers or people on a trial like you
customers or people on a trial like you
customers or people on a trial like you want to get some specific feedback
want to get some specific feedback
want to get some specific feedback around what you’re building and why it’s
around what you’re building and why it’s
around what you’re building and why it’s special and different than everything
special and different than everything
special and different than everything else on the market why people want to
else on the market why people want to
else on the market why people want to sign up for it it just separates you a
sign up for it it just separates you a
sign up for it it just separates you a can’t I can’t push that enough how much
can’t I can’t push that enough how much
can’t I can’t push that enough how much it separates you
it separates you
it separates you from every other business plane coming
from every other business plane coming
from every other business plane coming in that you actually have somebody who’s
in that you actually have somebody who’s
in that you actually have somebody who’s using your thing and if he paid you a
using your thing and if he paid you a
using your thing and if he paid you a little bit of money because if
little bit of money because if
little bit of money because if somebody’s if one person’s page you then
somebody’s if one person’s page you then
somebody’s if one person’s page you then 100 people pay you and a thousand people
100 people pay you and a thousand people
100 people pay you and a thousand people pay you you continue to expand up from
pay you you continue to expand up from
pay you you continue to expand up from there but if you haven’t gotten a single
there but if you haven’t gotten a single
there but if you haven’t gotten a single person to pay you if you haven’t gotten
person to pay you if you haven’t gotten
person to pay you if you haven’t gotten any beta tests or information from
any beta tests or information from
any beta tests or information from potential customers then it’s really
potential customers then it’s really
potential customers then it’s really really hard you you’re only relying on
really hard you you’re only relying on
really hard you you’re only relying on the high-level data and you’re kind of
the high-level data and you’re kind of
the high-level data and you’re kind of lost in the sea of business plans that
lost in the sea of business plans that
lost in the sea of business plans that are being thrown around so I love
are being thrown around so I love
are being thrown around so I love Stephens idea whether it’s reaching out
Stephens idea whether it’s reaching out
Stephens idea whether it’s reaching out to influencers whether it’s reaching out
to influencers whether it’s reaching out
to influencers whether it’s reaching out to your network of people that you know
to your network of people that you know
to your network of people that you know whether it’s friends and family with us
whether it’s friends and family with us
whether it’s friends and family with us going to trade shows and just trying to
going to trade shows and just trying to
going to trade shows and just trying to get ten people to try out what you’re
get ten people to try out what you’re
get ten people to try out what you’re doing getting that kind of data is super
doing getting that kind of data is super
doing getting that kind of data is super super super important it’s not going to
super super important it’s not going to
super super important it’s not going to be like tens of thousands of data points
be like tens of thousands of data points
be like tens of thousands of data points but having a little bit of data that
but having a little bit of data that
but having a little bit of data that shows that people are willing to use
shows that people are willing to use
shows that people are willing to use what you’re selling makes a huge
what you’re selling makes a huge
what you’re selling makes a huge difference
difference
difference hey Evan how would you feel if you
hey Evan how would you feel if you
hey Evan how would you feel if you reviewed a business plan right up front
reviewed a business plan right up front
reviewed a business plan right up front in the executive summary you just
in the executive summary you just
in the executive summary you just clicked on a link and it had a video of
clicked on a link and it had a video of
clicked on a link and it had a video of the first three customers 30 seconds
the first three customers 30 seconds
the first three customers 30 seconds saying wow I looked around couldn’t find
saying wow I looked around couldn’t find
saying wow I looked around couldn’t find stuff found this product or this service
stuff found this product or this service
stuff found this product or this service or this idea I’m now a customer of you
or this idea I’m now a customer of you
or this idea I’m now a customer of you know I’m giving this company revenue and
know I’m giving this company revenue and
know I’m giving this company revenue and it’s changed my life yeah that’d be
it’s changed my life yeah that’d be
it’s changed my life yeah that’d be great
great
great like I haven’t I never really got that
like I haven’t I never really got that
like I haven’t I never really got that many video submissions and video can be
many video submissions and video can be
many video submissions and video can be dangerous because you know people like
dangerous because you know people like
dangerous because you know people like to skip through quickly like if I season
to skip through quickly like if I season
to skip through quickly like if I season people who go through business plans
people who go through business plans
people who go through business plans they know what they’re looking for and
they know what they’re looking for and
they know what they’re looking for and with the video you’re kind of forced to
with the video you’re kind of forced to
with the video you’re kind of forced to watch according to what the person
watch according to what the person
watch according to what the person submitted but if you’re leaving with
submitted but if you’re leaving with
submitted but if you’re leaving with customers coming in saying right here’s
customers coming in saying right here’s
customers coming in saying right here’s how great this company is and how I use
how great this company is and how I use
how great this company is and how I use them every day and it solves a real
them every day and it solves a real
them every day and it solves a real problem for me it’s great you stand out
problem for me it’s great you stand out
problem for me it’s great you stand out nobody does that yeah I would say on
nobody does that yeah I would say on
nobody does that yeah I would say on that no one that I’m not seeing any
that no one that I’m not seeing any
that no one that I’m not seeing any business plans that lead with a customer
business plans that lead with a customer
business plans that lead with a customer who’s one of your customers in 30 second
who’s one of your customers in 30 second
who’s one of your customers in 30 second the great thing is it costs nothing and
the great thing is it costs nothing and
the great thing is it costs nothing and your customers would do it for you and
your customers would do it for you and
your customers would do it for you and just say you know hey you don’t need
just say you know hey you don’t need
just say you know hey you don’t need fancy film crews just do send me you
fancy film crews just do send me you
fancy film crews just do send me you know on my iPhone the video testimonial
know on my iPhone the video testimonial
know on my iPhone the video testimonial and these are the sort of things I’d
and these are the sort of things I’d
and these are the sort of things I’d love you to talk about boom happy days
love you to talk about boom happy days
love you to talk about boom happy days yeah very
yeah very
yeah very very compelling and and unique and it’s
very compelling and and unique and it’s
very compelling and and unique and it’s and it’s easy right to the point like
and it’s easy right to the point like
and it’s easy right to the point like that should get it done to have somebody
that should get it done to have somebody
that should get it done to have somebody just go on their own phone and film what
just go on their own phone and film what
just go on their own phone and film what are you sure with their place and film
are you sure with their place and film
are you sure with their place and film it you don’t need to come with the film
it you don’t need to come with the film
it you don’t need to come with the film crew and spend thousands of dollars of
crew and spend thousands of dollars of
crew and spend thousands of dollars of doing it right just a few minutes of
doing it right just a few minutes of
doing it right just a few minutes of time both your sides to get it done it’s
time both your sides to get it done it’s
time both your sides to get it done it’s a great idea yeah and Evan I tell you
a great idea yeah and Evan I tell you
a great idea yeah and Evan I tell you what if supplies the sage asked me to do
what if supplies the sage asked me to do
what if supplies the sage asked me to do we all are all our supply chain is small
we all are all our supply chain is small
we all are all our supply chain is small and medium businesses so if anybody says
and medium businesses so if anybody says
and medium businesses so if anybody says to me we want you to give kind of a
to me we want you to give kind of a
to me we want you to give kind of a customer’s test manner why wouldn’t I
customer’s test manner why wouldn’t I
customer’s test manner why wouldn’t I yeah I love it
yeah I love it
yeah I love it happy to do it just film the self quick
happy to do it just film the self quick
happy to do it just film the self quick video boom send it off to them on
video boom send it off to them on
video boom send it off to them on whatsapp or whatever and that they’re
whatsapp or whatever and that they’re
whatsapp or whatever and that they’re good to go awesome next question coming
good to go awesome next question coming
good to go awesome next question coming in from Joanne please ask Steven what
in from Joanne please ask Steven what
in from Joanne please ask Steven what makes a successful marketing strategy
makes a successful marketing strategy
makes a successful marketing strategy thank you
thank you
thank you I think that’s a great question Joanne I
I think that’s a great question Joanne I
I think that’s a great question Joanne I think what makes the marketing strategy
think what makes the marketing strategy
think what makes the marketing strategy is again first of all really connected
is again first of all really connected
is again first of all really connected with the business strategy so you know
with the business strategy so you know
with the business strategy so you know if the marketing strategy is just
if the marketing strategy is just
if the marketing strategy is just connected then we’ve got no chance but
connected then we’ve got no chance but
connected then we’ve got no chance but where is tightly connected with the
where is tightly connected with the
where is tightly connected with the business strategy it’s very powerful
business strategy it’s very powerful
business strategy it’s very powerful second thing I think that really is
second thing I think that really is
second thing I think that really is important is to have again the
important is to have again the
important is to have again the destination but within marketing
destination but within marketing
destination but within marketing strategy you know what is the right
strategy you know what is the right
strategy you know what is the right marketing mix and I think today it’s
marketing mix and I think today it’s
marketing mix and I think today it’s going to be most marketing strategies
going to be most marketing strategies
going to be most marketing strategies are going to be dominated by sort of
are going to be dominated by sort of
are going to be dominated by sort of digital media and kind of again
digital media and kind of again
digital media and kind of again attracting the question there you go
attracting the question there you go
attracting the question there you go always get asked on our marketing is
always get asked on our marketing is
always get asked on our marketing is where’s the audience why is the idea
where’s the audience why is the idea
where’s the audience why is the idea compelling what’s the value proposition
compelling what’s the value proposition
compelling what’s the value proposition and then given we know where the
and then given we know where the
and then given we know where the audience is what’s the best way of
audience is what’s the best way of
audience is what’s the best way of reaching the audience and you need to do
reaching the audience and you need to do
reaching the audience and you need to do that really succinctly and then within
that really succinctly and then within
that really succinctly and then within marketing particularly when you’re
marketing particularly when you’re
marketing particularly when you’re starting a business you need to be very
starting a business you need to be very
starting a business you need to be very kind of agile and start some things and
kind of agile and start some things and
kind of agile and start some things and test-drive things would be prepared to
test-drive things would be prepared to
test-drive things would be prepared to fail on some things so if you want to
fail on some things so if you want to
fail on some things so if you want to start running campaigns that’s really
start running campaigns that’s really
start running campaigns that’s really cool but I think it needs to be kind of
cool but I think it needs to be kind of
cool but I think it needs to be kind of integrating the business adept and agile
integrating the business adept and agile
integrating the business adept and agile so that you’re very clear but again very
so that you’re very clear but again very
so that you’re very clear but again very clearly based around what are the
clearly based around what are the
clearly based around what are the outcomes we want what it you know was
outcomes we want what it you know was
outcomes we want what it you know was the traffic we want to drive to our
the traffic we want to drive to our
the traffic we want to drive to our website what’s the level of from verb
website what’s the level of from verb
website what’s the level of from verb all that sort of stuff so done a pretty
all that sort of stuff so done a pretty
all that sort of stuff so done a pretty granular level so you know whether
granular level so you know whether
granular level so you know whether you’ve been successful and on the
you’ve been successful and on the
you’ve been successful and on the campaigns you’re running or you know
campaigns you’re running or you know
campaigns you’re running or you know whether it’s SEO optimization or Google
whether it’s SEO optimization or Google
whether it’s SEO optimization or Google Ads or whatever you’re doing around the
Ads or whatever you’re doing around the
Ads or whatever you’re doing around the you know kind of elements of the
you know kind of elements of the
you know kind of elements of the marketing mix I think you need to be
marketing mix I think you need to be
marketing mix I think you need to be thoughtful to try a few new things and
thoughtful to try a few new things and
thoughtful to try a few new things and scale up what works and kind of shut
scale up what works and kind of shut
scale up what works and kind of shut down what doesn’t I I think it really
down what doesn’t I I think it really
down what doesn’t I I think it really depends on as well if you’re doing it
depends on as well if you’re doing it
depends on as well if you’re doing it for yourself or doing a four again like
for yourself or doing a four again like
for yourself or doing a four again like a lot of these questions depends on you
a lot of these questions depends on you
a lot of these questions depends on you versus pitching due to an investor
versus pitching due to an investor
versus pitching due to an investor somebody else I think for yourself
somebody else I think for yourself
somebody else I think for yourself there’s a lot of different ways to grow
there’s a lot of different ways to grow
there’s a lot of different ways to grow business there’s a lot of toys to market
business there’s a lot of toys to market
business there’s a lot of toys to market yourself to Stevens Point
yourself to Stevens Point
yourself to Stevens Point you know you have to be where your
you know you have to be where your
you know you have to be where your audience is you have to pitch them in a
audience is you have to pitch them in a
audience is you have to pitch them in a way that you know resonates with them
way that you know resonates with them
way that you know resonates with them there’s still tons of device that you
there’s still tons of device that you
there’s still tons of device that you can do it and it depends on what your
can do it and it depends on what your
can do it and it depends on what your style is gonna be when I took over
style is gonna be when I took over
style is gonna be when I took over Toronto then salsa I gave Alex who helps
Toronto then salsa I gave Alex who helps
Toronto then salsa I gave Alex who helps me run the business ten different ways
me run the business ten different ways
me run the business ten different ways like here are ten different ways we can
like here are ten different ways we can
like here are ten different ways we can grow this business from a marketing
grow this business from a marketing
grow this business from a marketing perspective ten different ways one of
perspective ten different ways one of
perspective ten different ways one of them has to be thought leadership like
them has to be thought leadership like
them has to be thought leadership like you are a thought leader you need to
you are a thought leader you need to
you are a thought leader you need to create content you need to be at the
create content you need to be at the
create content you need to be at the front cuz I only want to work with
front cuz I only want to work with
front cuz I only want to work with thought leaders so that’s that’s a
thought leaders so that’s that’s a
thought leaders so that’s that’s a non-negotiable from the other ten pick
non-negotiable from the other ten pick
non-negotiable from the other ten pick one that you really want to focus on
one that you really want to focus on
one that you really want to focus on because we can’t do all ten well if we
because we can’t do all ten well if we
because we can’t do all ten well if we try to do all ten as a small business
try to do all ten as a small business
try to do all ten as a small business you’re gonna be unfocused and you’re not
you’re gonna be unfocused and you’re not
you’re gonna be unfocused and you’re not gonna get results so pick one from the
gonna get results so pick one from the
gonna get results so pick one from the other what nine and that’s what we’re
other what nine and that’s what we’re
other what nine and that’s what we’re gonna focus on so we pick two and we’re
gonna focus on so we pick two and we’re
gonna focus on so we pick two and we’re running with it if you’re pitching to an
running with it if you’re pitching to an
running with it if you’re pitching to an investor banker back to the last point
investor banker back to the last point
investor banker back to the last point I’d make sure that you get some kind of
I’d make sure that you get some kind of
I’d make sure that you get some kind of traction off of it don’t tell me how
traction off of it don’t tell me how
traction off of it don’t tell me how YouTube is gonna explode your business
YouTube is gonna explode your business
YouTube is gonna explode your business don’t tell me how like pay-per-click
don’t tell me how like pay-per-click
don’t tell me how like pay-per-click advertising is going to explode your
advertising is going to explode your
advertising is going to explode your business you got to show me like show me
business you got to show me like show me
business you got to show me like show me that it worked for you even on a small
that it worked for you even on a small
that it worked for you even on a small scale like you ran this campaign and
scale like you ran this campaign and
scale like you ran this campaign and here’s the results of the game and so if
here’s the results of the game and so if
here’s the results of the game and so if I get twenty thousand now there’s more I
I get twenty thousand now there’s more I
I get twenty thousand now there’s more I can go blow up my campaign right like
can go blow up my campaign right like
can go blow up my campaign right like give me some results has too often it’s
give me some results has too often it’s
give me some results has too often it’s just there’s just these ideas and you
just there’s just these ideas and you
just there’s just these ideas and you have no tracks you no background no
have no tracks you no background no
have no tracks you no background no history with it and there’s no
history with it and there’s no
history with it and there’s no credibility with it so people won’t
credibility with it so people won’t
credibility with it so people won’t believe that it’s gonna work out so I
believe that it’s gonna work out so I
believe that it’s gonna work out so I think for yourself you want to look at
think for yourself you want to look at
think for yourself you want to look at the different options see what fits best
the different options see what fits best
the different options see what fits best with your personality as well as where
with your personality as well as where
with your personality as well as where the artist is going to be but then if
the artist is going to be but then if
the artist is going to be but then if when you’re pitching to investors you
when you’re pitching to investors you
when you’re pitching to investors you want to make sure that you’ve actually
want to make sure that you’ve actually
want to make sure that you’ve actually tested some of these things out and
tested some of these things out and
tested some of these things out and you’re able to scale it yeah
you’re able to scale it yeah
you’re able to scale it yeah again obviously that you know the basics
again obviously that you know the basics
again obviously that you know the basics of the marketing plan I’ve got a a just
of the marketing plan I’ve got a a just
of the marketing plan I’ve got a a just the sort of four piece you know which is
the sort of four piece you know which is
the sort of four piece you know which is product pricing packaging and place you
product pricing packaging and place you
product pricing packaging and place you know where the audience is the other
know where the audience is the other
know where the audience is the other actually fifth P I’d put in there is
actually fifth P I’d put in there is
actually fifth P I’d put in there is partners because if you have partners
partners because if you have partners
partners because if you have partners you can go faster you can go at scale
you can go faster you can go at scale
you can go faster you can go at scale you can go you can potentially go global
you can go you can potentially go global
you can go you can potentially go global and you can really accelerate the growth
and you can really accelerate the growth
and you can really accelerate the growth of your business
of your business
of your business but again to Evans point the more
but again to Evans point the more
but again to Evans point the more substance you get around what you’ve
substance you get around what you’ve
substance you get around what you’ve test-driven and proof points the more
test-driven and proof points the more
test-driven and proof points the more powerful you know the marketing plan
powerful you know the marketing plan
powerful you know the marketing plan becomes I like that I like that v P you
becomes I like that I like that v P you
becomes I like that I like that v P you should you should go back and rewrite
should you should go back and rewrite
should you should go back and rewrite all the books and marketing now v P the
all the books and marketing now v P the
all the books and marketing now v P the five P is going to Stephen Kelly I like
five P is going to Stephen Kelly I like
five P is going to Stephen Kelly I like it
it
it Amanda’s reading in basically asking
Amanda’s reading in basically asking
Amanda’s reading in basically asking about the the planning and the
about the the planning and the
about the the planning and the projections so she feels she has a great
projections so she feels she has a great
projections so she feels she has a great idea and wants to start but doesn’t know
idea and wants to start but doesn’t know
idea and wants to start but doesn’t know how to project forward what that
how to project forward what that
how to project forward what that business is gonna look like and what
business is gonna look like and what
business is gonna look like and what device do we have I think what I’d say
device do we have I think what I’d say
device do we have I think what I’d say Amanda is you know the the essence is to
Amanda is you know the the essence is to
Amanda is you know the the essence is to start with the end of mind
start with the end of mind
start with the end of mind so and that could be that you dream in
so and that could be that you dream in
so and that could be that you dream in terms of what could it look like in
terms of what could it look like in
terms of what could it look like in Twitter and this is where you got a sort
Twitter and this is where you got a sort
Twitter and this is where you got a sort of be realistic so we had dumb Chad
of be realistic so we had dumb Chad
of be realistic so we had dumb Chad Hurley who is a founder actually YouTube
Hurley who is a founder actually YouTube
Hurley who is a founder actually YouTube on the stage of me at Sage summit and he
on the stage of me at Sage summit and he
on the stage of me at Sage summit and he dreamt of in the early days I think it’s
dreamt of in the early days I think it’s
dreamt of in the early days I think it’s thirty thousand videos a year you know
thirty thousand videos a year you know
thirty thousand videos a year you know can you believe that that was a way went
can you believe that that was a way went
can you believe that that was a way went way back when they started and now
way back when they started and now
way back when they started and now you’ve got it’s probably billions posted
you’ve got it’s probably billions posted
you’ve got it’s probably billions posted on to YouTube
on to YouTube
on to YouTube in terms of videos it’s a very different
in terms of videos it’s a very different
in terms of videos it’s a very different world but but he had a very clear dream
world but but he had a very clear dream
world but but he had a very clear dream the ambition that probably they started
the ambition that probably they started
the ambition that probably they started with was very low relative to the
with was very low relative to the
with was very low relative to the success of YouTube today and I think
success of YouTube today and I think
success of YouTube today and I think there’s some lessons we can learn from
there’s some lessons we can learn from
there’s some lessons we can learn from that so I think you have it again a
that so I think you have it again a
that so I think you have it again a destination of what the outlook looks
destination of what the outlook looks
destination of what the outlook looks like but to project forward a really
like but to project forward a really
like but to project forward a really good way is to start with the end in
good way is to start with the end in
good way is to start with the end in mind maybe it’s just a year you take and
mind maybe it’s just a year you take and
mind maybe it’s just a year you take and say the destination we want to get to
say the destination we want to get to
say the destination we want to get to into the new customers in terms of
into the new customers in terms of
into the new customers in terms of revenue is X and number of customers and
revenue is X and number of customers and
revenue is X and number of customers and all those sort of things and then you
all those sort of things and then you
all those sort of things and then you want to break that down to so what would
want to break that down to so what would
want to break that down to so what would you know break it down to quarters and
you know break it down to quarters and
you know break it down to quarters and then break it down to months
then break it down to months
then break it down to months and he can break it down two weeks
and he can break it down two weeks
and he can break it down two weeks because to Evans point if you drive in a
because to Evans point if you drive in a
because to Evans point if you drive in a lot of it around digital you can you can
lot of it around digital you can you can
lot of it around digital you can you can almost do marketing by science and you
almost do marketing by science and you
almost do marketing by science and you can get very scientific about what works
can get very scientific about what works
can get very scientific about what works to what doesn’t how you get a qualified
to what doesn’t how you get a qualified
to what doesn’t how you get a qualified lead and all that sort of stuff and what
lead and all that sort of stuff and what
lead and all that sort of stuff and what the cost per lead is and all these sort
the cost per lead is and all these sort
the cost per lead is and all these sort of metrics that you can build into your
of metrics that you can build into your
of metrics that you can build into your sort of marketing plan and your cockpit
sort of marketing plan and your cockpit
sort of marketing plan and your cockpit of business dashboards you know almost
of business dashboards you know almost
of business dashboards you know almost like school boards though it’s all real
like school boards though it’s all real
like school boards though it’s all real time and then you know bottom line is I
time and then you know bottom line is I
time and then you know bottom line is I think once you start test driving the
think once you start test driving the
think once you start test driving the execution of the marketing campaigns and
execution of the marketing campaigns and
execution of the marketing campaigns and you get some success and get some
you get some success and get some
you get some success and get some customers then what you want to do is
customers then what you want to do is
customers then what you want to do is you know I used to work
you know I used to work
you know I used to work course-correction but it’s either ramp
course-correction but it’s either ramp
course-correction but it’s either ramp up the level of ambition if it’s going
up the level of ambition if it’s going
up the level of ambition if it’s going really well and and kind of accelerate
really well and and kind of accelerate
really well and and kind of accelerate that or if it’s not going well
that or if it’s not going well
that or if it’s not going well understand why it’s not and well do the
understand why it’s not and well do the
understand why it’s not and well do the course correction to get it back on plan
course correction to get it back on plan
course correction to get it back on plan so I think um and all these sort of
so I think um and all these sort of
so I think um and all these sort of things are predicated by just taking
things are predicated by just taking
things are predicated by just taking that first step if you’ve got a
that first step if you’ve got a
that first step if you’ve got a framework of where you want to get to
framework of where you want to get to
framework of where you want to get to where the end result is then the most
where the end result is then the most
where the end result is then the most important thing is how does that happens
important thing is how does that happens
important thing is how does that happens that affect your behavior and how you
that affect your behavior and how you
that affect your behavior and how you spend your time tomorrow what are you
spend your time tomorrow what are you
spend your time tomorrow what are you going to do differently tomorrow that
going to do differently tomorrow that
going to do differently tomorrow that allows you to be successful against your
allows you to be successful against your
allows you to be successful against your plan yeah a lot of the projections it’s
plan yeah a lot of the projections it’s
plan yeah a lot of the projections it’s a shot in the dark you know a shot in
a shot in the dark you know a shot in
a shot in the dark you know a shot in the dark here you’re trying to figure it
the dark here you’re trying to figure it
the dark here you’re trying to figure it out you know like you don’t know how
out you know like you don’t know how
out you know like you don’t know how it’s gonna work out exactly but it does
it’s gonna work out exactly but it does
it’s gonna work out exactly but it does speak to your ambition and what you’re
speak to your ambition and what you’re
speak to your ambition and what you’re trying to do like are you trying to
trying to do like are you trying to
trying to do like are you trying to build a hundred thousand dollar business
build a hundred thousand dollar business
build a hundred thousand dollar business and then just supports you and you know
and then just supports you and you know
and then just supports you and you know and your family and that’s a great
and your family and that’s a great
and your family and that’s a great little small business or are you trying
little small business or are you trying
little small business or are you trying to build a hundred million dollar
to build a hundred million dollar
to build a hundred million dollar company right and then if you want to
company right and then if you want to
company right and then if you want to build a hundred million dollar company
build a hundred million dollar company
build a hundred million dollar company one of the steps that you need to take
one of the steps that you need to take
one of the steps that you need to take to get there because it’s not going to
to get there because it’s not going to
to get there because it’s not going to be you on on your own we’re 100 K you
be you on on your own we’re 100 K you
be you on on your own we’re 100 K you could do it all by yourself
could do it all by yourself
could do it all by yourself right 100 million it’s not gonna happen
right 100 million it’s not gonna happen
right 100 million it’s not gonna happen you need to build a team you need to
you need to build a team you need to
you need to build a team you need to scale up and so it helps you kind of map
scale up and so it helps you kind of map
scale up and so it helps you kind of map your ambition where do you see this big
your ambition where do you see this big
your ambition where do you see this big company or a small company yours going
company or a small company yours going
company or a small company yours going there’s no right or wrong answer it’s
there’s no right or wrong answer it’s
there’s no right or wrong answer it’s just really for you the kind of business
just really for you the kind of business
just really for you the kind of business that you want to build and then it’s
that you want to build and then it’s
that you want to build and then it’s really to Stevens point of the future
really to Stevens point of the future
really to Stevens point of the future like what’s the end right think about
like what’s the end right think about
like what’s the end right think about the end in mind and go back there and
the end in mind and go back there and
the end in mind and go back there and then backtrack it to what your you’re
then backtrack it to what your you’re
then backtrack it to what your you’re doing right now today and try to plan
doing right now today and try to plan
doing right now today and try to plan for it and so you know when I’m looking
for it and so you know when I’m looking
for it and so you know when I’m looking to bring on people into some of the
to bring on people into some of the
to bring on people into some of the programs I have this
programs I have this
programs I have this nothing wrong with someone who has a
nothing wrong with someone who has a
nothing wrong with someone who has a $50,000 business I may not be a fit for
$50,000 business I may not be a fit for
$50,000 business I may not be a fit for what I’m doing I want somebody who wants
what I’m doing I want somebody who wants
what I’m doing I want somebody who wants to change the world and have a big
to change the world and have a big
to change the world and have a big impact but your plan will have to map to
impact but your plan will have to map to
impact but your plan will have to map to your ambition just make sure that that
your ambition just make sure that that
your ambition just make sure that that happens I wouldn’t get so caught up and
happens I wouldn’t get so caught up and
happens I wouldn’t get so caught up and having the perfect projection that then
having the perfect projection that then
having the perfect projection that then you don’t do anything to the paralysis
you don’t do anything to the paralysis
you don’t do anything to the paralysis analysis point we made earlier a lot of
analysis point we made earlier a lot of
analysis point we made earlier a lot of times this is where entrepreneurs fall
times this is where entrepreneurs fall
times this is where entrepreneurs fall short and they get stuck and then they
short and they get stuck and then they
short and they get stuck and then they just stop right like it won’t be a
just stop right like it won’t be a
just stop right like it won’t be a perfect number you have to kind of just
perfect number you have to kind of just
perfect number you have to kind of just have general assumptions of what you
have general assumptions of what you
have general assumptions of what you think it’s gonna go that map to your
think it’s gonna go that map to your
think it’s gonna go that map to your ambition and don’t let that prevent you
ambition and don’t let that prevent you
ambition and don’t let that prevent you from actually creating your plan yeh
from actually creating your plan yeh
from actually creating your plan yeh Amanda there’s a couple of things I
Amanda there’s a couple of things I
Amanda there’s a couple of things I think ever touch to me you’ve got to
think ever touch to me you’ve got to
think ever touch to me you’ve got to understand what is it I want to do for
understand what is it I want to do for
understand what is it I want to do for the business is it a lifestyle business
the business is it a lifestyle business
the business is it a lifestyle business and that might be fine or is it a
and that might be fine or is it a
and that might be fine or is it a business like Evan and I love sort of
business like Evan and I love sort of
business like Evan and I love sort of creating where you’re reaching for the
creating where you’re reaching for the
creating where you’re reaching for the stars and you know you’re creating with
stars and you know you’re creating with
stars and you know you’re creating with you in your case that makes Google or
you in your case that makes Google or
you in your case that makes Google or whatever or is it a business you want to
whatever or is it a business you want to
whatever or is it a business you want to build to a point and then have an exit
build to a point and then have an exit
build to a point and then have an exit point and actually sell it and go on to
point and actually sell it and go on to
point and actually sell it and go on to the next one as a sort of serial
the next one as a sort of serial
the next one as a sort of serial entrepreneur that could be all a valid
entrepreneur that could be all a valid
entrepreneur that could be all a valid and then I think the most important
and then I think the most important
and then I think the most important thing is Evan brought this out but the
thing is Evan brought this out but the
thing is Evan brought this out but the perfect plan
perfect plan
perfect plan absolutely acknowledges there is no
absolutely acknowledges there is no
absolutely acknowledges there is no perfect plan every plan is imperfect but
perfect plan every plan is imperfect but
perfect plan every plan is imperfect but the most important thing is what are you
the most important thing is what are you
the most important thing is what are you gonna do different tomorrow there’s
gonna do different tomorrow there’s
gonna do different tomorrow there’s gonna allow you to have a great chance
gonna allow you to have a great chance
gonna allow you to have a great chance of reaching your destination I love it
of reaching your destination I love it
of reaching your destination I love it kid Equinox is talking about
kid Equinox is talking about
kid Equinox is talking about partnerships in the plan how do you not
partnerships in the plan how do you not
partnerships in the plan how do you not partnerships with like other companies
partnerships with like other companies
partnerships with like other companies but if there’s multiple owners in the
but if there’s multiple owners in the
but if there’s multiple owners in the business how do you decide the equity
business how do you decide the equity
business how do you decide the equity split between the partners and the
split between the partners and the
split between the partners and the management team I think the key thing
management team I think the key thing
management team I think the key thing you know the reality is again if you
you know the reality is again if you
you know the reality is again if you start with the end in mind what you
start with the end in mind what you
start with the end in mind what you don’t want to have is and it happens so
don’t want to have is and it happens so
don’t want to have is and it happens so often is people fall out and people feel
often is people fall out and people feel
often is people fall out and people feel really bitter and that creates a lot of
really bitter and that creates a lot of
really bitter and that creates a lot of conflict so I think you need to go into
conflict so I think you need to go into
conflict so I think you need to go into partnership conversations with your eyes
partnership conversations with your eyes
partnership conversations with your eyes open and obviously you know how do you
open and obviously you know how do you
open and obviously you know how do you actually assess what these kind of
actually assess what these kind of
actually assess what these kind of equity split is it is by what what value
equity split is it is by what what value
equity split is it is by what what value is each individual part of ring you know
is each individual part of ring you know
is each individual part of ring you know are they bringing are they bringing cash
are they bringing are they bringing cash
are they bringing are they bringing cash to the business are they bringing
to the business are they bringing
to the business are they bringing expertise are they bringing you know
expertise are they bringing you know
expertise are they bringing you know their time when I whenever
their time when I whenever
their time when I whenever I’ve started business I’ve always always
I’ve started business I’ve always always
I’ve started business I’ve always always kind of insisted all the kind of core
kind of insisted all the kind of core
kind of insisted all the kind of core early stage executives sort of take a
early stage executives sort of take a
early stage executives sort of take a haircut and salary and get more equity
haircut and salary and get more equity
haircut and salary and get more equity and some of them have actually worked
and some of them have actually worked
and some of them have actually worked for free for a period of time if they
for free for a period of time if they
for free for a period of time if they can do so I you know I love and I’m sure
can do so I you know I love and I’m sure
can do so I you know I love and I’m sure you love Kitty in terms of people having
you love Kitty in terms of people having
you love Kitty in terms of people having a lot of skin in the game but you want
a lot of skin in the game but you want
a lot of skin in the game but you want to want to have the right level of
to want to have the right level of
to want to have the right level of expertise you want to have the right
expertise you want to have the right
expertise you want to have the right level a lot of the guys I know and I’ll
level a lot of the guys I know and I’ll
level a lot of the guys I know and I’ll advocate is you really want to you want
advocate is you really want to you want
advocate is you really want to you want to be making money before you raise
to be making money before you raise
to be making money before you raise money so a great way to do that is get
money so a great way to do that is get
money so a great way to do that is get the founding sort of guys the partners
the founding sort of guys the partners
the founding sort of guys the partners to actually get equity shares but take
to actually get equity shares but take
to actually get equity shares but take no cash out the business and use the
no cash out the business and use the
no cash out the business and use the cash we’re really managed to invest in
cash we’re really managed to invest in
cash we’re really managed to invest in product investing customer service
product investing customer service
product investing customer service investing marketing campaigns to win in
investing marketing campaigns to win in
investing marketing campaigns to win in the market and get customers so it
the market and get customers so it
the market and get customers so it depends but I think the obvious thing is
depends but I think the obvious thing is
depends but I think the obvious thing is you’ve got to look at the natural things
you’ve got to look at the natural things
you’ve got to look at the natural things that people bring a value to the
that people bring a value to the
that people bring a value to the business and then allocate fairly the
business and then allocate fairly the
business and then allocate fairly the equity relationship based on what their
equity relationship based on what their
equity relationship based on what their value is also the other thing you should
value is also the other thing you should
value is also the other thing you should ask them is how long they want to be
ask them is how long they want to be
ask them is how long they want to be around so some people are great founders
around so some people are great founders
around so some people are great founders where you get to a stage of 20 30 people
where you get to a stage of 20 30 people
where you get to a stage of 20 30 people and they just run out of steam because
and they just run out of steam because
and they just run out of steam because you know maybe they are the guys with a
you know maybe they are the guys with a
you know maybe they are the guys with a brilliant idea but they actually can’t
brilliant idea but they actually can’t
brilliant idea but they actually can’t communicate to anybody or share their
communicate to anybody or share their
communicate to anybody or share their vision so people kind of not only have
vision so people kind of not only have
vision so people kind of not only have different I guess equity stakes but
different I guess equity stakes but
different I guess equity stakes but different equity stakes at different
different equity stakes at different
different equity stakes at different stages of the businesses you grow and
stages of the businesses you grow and
stages of the businesses you grow and become more successful and as you grow
become more successful and as you grow
become more successful and as you grow and become more successful you need
and become more successful you need
and become more successful you need different skills and different
different skills and different
different skills and different experience to scale your business to the
experience to scale your business to the
experience to scale your business to the next level because otherwise you just
next level because otherwise you just
next level because otherwise you just hit a roadblock and you can’t bounce him
hit a roadblock and you can’t bounce him
hit a roadblock and you can’t bounce him back and you kind of flatline the
back and you kind of flatline the
back and you kind of flatline the business and that’s no good yeah there’s
business and that’s no good yeah there’s
business and that’s no good yeah there’s no one way to answer this question
no one way to answer this question
no one way to answer this question there’s no one perfect way to structure
there’s no one perfect way to structure
there’s no one perfect way to structure every single deal I think a lot of
every single deal I think a lot of
every single deal I think a lot of people default to 50/50 just because it
people default to 50/50 just because it
people default to 50/50 just because it sounds fair but what ends up happening
sounds fair but what ends up happening
sounds fair but what ends up happening is somebody puts in a lot more work than
is somebody puts in a lot more work than
is somebody puts in a lot more work than somebody else and and you end up getting
somebody else and and you end up getting
somebody else and and you end up getting screwed over it happened so often in
screwed over it happened so often in
screwed over it happened so often in companies what I would recommend is
companies what I would recommend is
companies what I would recommend is making sure that you date before you get
making sure that you date before you get
making sure that you date before you get married I would make sure that you know
married I would make sure that you know
married I would make sure that you know this person that you have worked with
this person that you have worked with
this person that you have worked with them before that you start on some small
them before that you start on some small
them before that you start on some small project together to see how
project together to see how
project together to see how you work together see if you’re both
you work together see if you’re both
you work together see if you’re both putting in the same amount of hustle and
putting in the same amount of hustle and
putting in the same amount of hustle and drive and you both believe in a vision
drive and you both believe in a vision
drive and you both believe in a vision just as much as the other person to see
just as much as the other person to see
just as much as the other person to see if it’s going to work out because I
if it’s going to work out because I
if it’s going to work out because I think a lot of times people look at it
think a lot of times people look at it
think a lot of times people look at it on paper it’s like well you’re great at
on paper it’s like well you’re great at
on paper it’s like well you’re great at sales and you’re great at operations so
sales and you’re great at operations so
sales and you’re great at operations so let’s combine our skills and we’re gonna
let’s combine our skills and we’re gonna
let’s combine our skills and we’re gonna have a great company it looks perfect on
have a great company it looks perfect on
have a great company it looks perfect on paper but then when you actually get the
paper but then when you actually get the
paper but then when you actually get the work in you realize things fall apart
work in you realize things fall apart
work in you realize things fall apart you different values you’ve different
you different values you’ve different
you different values you’ve different vision different work ethic
vision different work ethic
vision different work ethic just like when you’re University on
just like when you’re University on
just like when you’re University on those on those group projects you know
those on those group projects you know
those on those group projects you know somebody always ends up carrying
somebody always ends up carrying
somebody always ends up carrying everybody else right like you need you
everybody else right like you need you
everybody else right like you need you need your partner to pull their their
need your partner to pull their their
need your partner to pull their their load as well right you need to both be
load as well right you need to both be
load as well right you need to both be doing as much work and so find some
doing as much work and so find some
doing as much work and so find some project to start off with – to date
project to start off with – to date
project to start off with – to date before you get married make sure you
before you get married make sure you
before you get married make sure you guys are aligned because you’ll end up
guys are aligned because you’ll end up
guys are aligned because you’ll end up spending just as much time with this
spending just as much time with this
spending just as much time with this person as your your husband or wife so
person as your your husband or wife so
person as your your husband or wife so you got to make sure you invest in some
you got to make sure you invest in some
you got to make sure you invest in some good time into it and then you just need
good time into it and then you just need
good time into it and then you just need to find something that’s fair like how
to find something that’s fair like how
to find something that’s fair like how do you balance who’s bringing more
do you balance who’s bringing more
do you balance who’s bringing more experience or who’s putting in more
experience or who’s putting in more
experience or who’s putting in more money or who has more contacts or you
money or who has more contacts or you
money or who has more contacts or you know it just has to feel fair for both
know it just has to feel fair for both
know it just has to feel fair for both of you if somebody is going into it
of you if somebody is going into it
of you if somebody is going into it feeling like it’s not fair I guarantee
feeling like it’s not fair I guarantee
feeling like it’s not fair I guarantee you it’s not gonna get any better if you
you it’s not gonna get any better if you
you it’s not gonna get any better if you start off feeling like you got screwed
start off feeling like you got screwed
start off feeling like you got screwed over on the deal you’re not gonna feel
over on the deal you’re not gonna feel
over on the deal you’re not gonna feel later on that that was better and
later on that that was better and
later on that that was better and telling him to cause a rift seemed to
telling him to cause a rift seemed to
telling him to cause a rift seemed to really make sure upfront that no matter
really make sure upfront that no matter
really make sure upfront that no matter what the percentage breakdown is that
what the percentage breakdown is that
what the percentage breakdown is that that you both feel that it’s fair yeah
that you both feel that it’s fair yeah
that you both feel that it’s fair yeah you know this is maybe the way Evan is
you know this is maybe the way Evan is
you know this is maybe the way Evan is probably the same way I’d always
probably the same way I’d always
probably the same way I’d always advocate never be greedy never look to
advocate never be greedy never look to
advocate never be greedy never look to screw people over and obviously 100
screw people over and obviously 100
screw people over and obviously 100 percent equity
percent equity
percent equity valued at nothing is meaningless if you
valued at nothing is meaningless if you
valued at nothing is meaningless if you can have 40% equity valued at you know
can have 40% equity valued at you know
can have 40% equity valued at you know six million dollars so be generous with
six million dollars so be generous with
six million dollars so be generous with these things would be fair but but also
these things would be fair but but also
these things would be fair but but also I think the key things sort of Evans
I think the key things sort of Evans
I think the key things sort of Evans highlighted and explicitly have the
highlighted and explicitly have the
highlighted and explicitly have the conversations upfront at the star never
conversations upfront at the star never
conversations upfront at the star never go into these conversations with stuff
go into these conversations with stuff
go into these conversations with stuff that’s festering and be honest about
that’s festering and be honest about
that’s festering and be honest about you’ve what you bring to the party Evan
you’ve what you bring to the party Evan
you’ve what you bring to the party Evan started put it on the table most people
started put it on the table most people
started put it on the table most people start with two people one’s really good
start with two people one’s really good
start with two people one’s really good at operations back off it’s all that
at operations back off it’s all that
at operations back off it’s all that sort of stuff
sort of stuff
sort of stuff one person is really good at sales and
one person is really good at sales and
one person is really good at sales and marketing and that’s good but you bring
marketing and that’s good but you bring
marketing and that’s good but you bring different things and therefore what’s of
different things and therefore what’s of
different things and therefore what’s of both equity split and over time when you
both equity split and over time when you
both equity split and over time when you start taking an income out the business
start taking an income out the business
start taking an income out the business was some reasonable fair and equitable
was some reasonable fair and equitable
was some reasonable fair and equitable return for each of you and as you take
return for each of you and as you take
return for each of you and as you take on the next employee and scale up you
on the next employee and scale up you
on the next employee and scale up you know what makes sense in terms of
know what makes sense in terms of
know what makes sense in terms of dilution and it’s the more you can have
dilution and it’s the more you can have
dilution and it’s the more you can have these conversations upfront and the
these conversations upfront and the
these conversations upfront and the fewer surprises happen the better you
fewer surprises happen the better you
fewer surprises happen the better you get on the more trust you build it’s all
get on the more trust you build it’s all
get on the more trust you build it’s all about building that trust and being fair
about building that trust and being fair
about building that trust and being fair with each other the worst thing that can
with each other the worst thing that can
with each other the worst thing that can happen is when you get surprises you
happen is when you get surprises you
happen is when you get surprises you kind of obviously on either side if it’s
kind of obviously on either side if it’s
kind of obviously on either side if it’s just the two of you or the five of you
just the two of you or the five of you
just the two of you or the five of you you start getting bitterness and where
you start getting bitterness and where
you start getting bitterness and where you get that you get division and you
you get that you get division and you
you get that you get division and you start pulling apart and you might as
start pulling apart and you might as
start pulling apart and you might as well say goodbye to your dream at that
well say goodbye to your dream at that
well say goodbye to your dream at that point and it’s no fancy you know being
point and it’s no fancy you know being
point and it’s no fancy you know being on trial should be fun you should love
on trial should be fun you should love
on trial should be fun you should love it and you should love the the guys that
it and you should love the the guys that
it and you should love the the guys that you’ll see go spending 60 head of the
you’ll see go spending 60 head of the
you’ll see go spending 60 head of the week talking to trying to create your
week talking to trying to create your
week talking to trying to create your dreams together it’s got to be a bit of
dreams together it’s got to be a bit of
dreams together it’s got to be a bit of fun I love it
fun I love it
fun I love it so we’ve talked about a lot of the main
so we’ve talked about a lot of the main
so we’ve talked about a lot of the main sections of a business plan we covered
sections of a business plan we covered
sections of a business plan we covered the executive summary what to look for
the executive summary what to look for
the executive summary what to look for we talked about creating a product and
we talked about creating a product and
we talked about creating a product and services how to do market analysis
services how to do market analysis
services how to do market analysis figuring out your marketing strategy
figuring out your marketing strategy
figuring out your marketing strategy this part a little bit about the team
this part a little bit about the team
this part a little bit about the team and how to compensate we’ve talked about
and how to compensate we’ve talked about
and how to compensate we’ve talked about financial projections so these are all
financial projections so these are all
financial projections so these are all the kind of the main areas of a business
the kind of the main areas of a business
the kind of the main areas of a business plan that you want to have for yourself
plan that you want to have for yourself
plan that you want to have for yourself as well as when you’re going for an
as well as when you’re going for an
as well as when you’re going for an investor the the question kind of bring
investor the the question kind of bring
investor the the question kind of bring me brings some of this together is
me brings some of this together is
me brings some of this together is coming from Gaurav who’s saying he has
coming from Gaurav who’s saying he has
coming from Gaurav who’s saying he has an idea for a service based business but
an idea for a service based business but
an idea for a service based business but now it’s trying to figure out how do you
now it’s trying to figure out how do you
now it’s trying to figure out how do you how do I actually execute my strategy
how do I actually execute my strategy
how do I actually execute my strategy how do I take this idea how do I think
how do I take this idea how do I think
how do I take this idea how do I think this plan that you start doing the work
this plan that you start doing the work
this plan that you start doing the work on it get into the operations what do
on it get into the operations what do
on it get into the operations what do you think I think that’s what it’s all
you think I think that’s what it’s all
you think I think that’s what it’s all about and it’s kind of a class plan
about and it’s kind of a class plan
about and it’s kind of a class plan would be class execution will always
would be class execution will always
would be class execution will always fail against a class execution and be
fail against a class execution and be
fail against a class execution and be class plan and the other thing anybody
class plan and the other thing anybody
class plan and the other thing anybody anybody on the in the audience today
anybody on the in the audience today
anybody on the in the audience today wants loads of detail around what Evans
wants loads of detail around what Evans
wants loads of detail around what Evans talked about around the executive
talked about around the executive
talked about around the executive summary the financial plan the value
summary the financial plan the value
summary the financial plan the value prop there’s a ton of advice we’ve got
prop there’s a ton of advice we’ve got
prop there’s a ton of advice we’ve got on our website we’ll called actually
on our website we’ll called actually
on our website we’ll called actually sage advice on wwe.com slash blog and
sage advice on wwe.com slash blog and
sage advice on wwe.com slash blog and we’ll put this up for you Evan
we’ll put this up for you Evan
we’ll put this up for you Evan so if anybody wants to go to the kind of
so if anybody wants to go to the kind of
so if anybody wants to go to the kind of materials that we’re talking about there
materials that we’re talking about there
materials that we’re talking about there to help building a business plan that we
to help building a business plan that we
to help building a business plan that we can suggest which all available on our
can suggest which all available on our
can suggest which all available on our website and everybody’s available to
website and everybody’s available to
website and everybody’s available to jump on that and it’s all free because
jump on that and it’s all free because
jump on that and it’s all free because we love you to be successful then on
we love you to be successful then on
we love you to be successful then on better you know governor’s plan about
better you know governor’s plan about
better you know governor’s plan about how do we execute it I think what the
how do we execute it I think what the
how do we execute it I think what the plan should do is outline what are the
plan should do is outline what are the
plan should do is outline what are the metrics you know this year
metrics you know this year
metrics you know this year this quarter this month this week and
this quarter this month this week and
this quarter this month this week and then it’s all about execution and with
then it’s all about execution and with
then it’s all about execution and with with these other things it’s really
with these other things it’s really
with these other things it’s really important the plan should guide and
important the plan should guide and
important the plan should guide and provide a compass for how I spend my
provide a compass for how I spend my
provide a compass for how I spend my time as an entrepreneur and what’s
time as an entrepreneur and what’s
time as an entrepreneur and what’s important to me and you know it might be
important to me and you know it might be
important to me and you know it might be safe A’s one of the business plan is
safe A’s one of the business plan is
safe A’s one of the business plan is establish your idea build the product or
establish your idea build the product or
establish your idea build the product or create the website or build a network or
create the website or build a network or
create the website or build a network or get the partnership whatever that is
get the partnership whatever that is
get the partnership whatever that is should be the guiding light the North
should be the guiding light the North
should be the guiding light the North Star as to how I spend my time tomorrow
Star as to how I spend my time tomorrow
Star as to how I spend my time tomorrow and once you’ve done that you move on to
and once you’ve done that you move on to
and once you’ve done that you move on to the next thing once you’ve done that
the next thing once you’ve done that
the next thing once you’ve done that move on to the next thing so you
move on to the next thing so you
move on to the next thing so you constantly kind of execute and spending
constantly kind of execute and spending
constantly kind of execute and spending your time because the most valuable
your time because the most valuable
your time because the most valuable you’ve got you know this everybody is
you’ve got you know this everybody is
you’ve got you know this everybody is it’s not necessarily the money and the
it’s not necessarily the money and the
it’s not necessarily the money and the financing the most valuable thing you
financing the most valuable thing you
financing the most valuable thing you have is your time so how do you spend
have is your time so how do you spend
have is your time so how do you spend your time to actually deliver the first
your time to actually deliver the first
your time to actually deliver the first step phase one in the business plan
step phase one in the business plan
step phase one in the business plan phase 2 phase 3 and see that revenue
phase 2 phase 3 and see that revenue
phase 2 phase 3 and see that revenue kind of accelerating as you get more
kind of accelerating as you get more
kind of accelerating as you get more customers you get more customer
customers you get more customer
customers you get more customer satisfaction you get more referrals you
satisfaction you get more referrals you
satisfaction you get more referrals you build a great presence in a band and
build a great presence in a band and
build a great presence in a band and that’s what it’s all about so I think
that’s what it’s all about so I think
that’s what it’s all about so I think it’s connecting the most powerful thing
it’s connecting the most powerful thing
it’s connecting the most powerful thing with a business plan is when you connect
with a business plan is when you connect
with a business plan is when you connect it with the daily reality of how you run
it with the daily reality of how you run
it with the daily reality of how you run your business ahead shell just finish
your business ahead shell just finish
your business ahead shell just finish off even with what I do in this company
off even with what I do in this company
off even with what I do in this company it’s obviously a big company big public
it’s obviously a big company big public
it’s obviously a big company big public company but I write every year it’s
company but I write every year it’s
company but I write every year it’s called I call it V sgm other great
called I call it V sgm other great
called I call it V sgm other great companies like Salesforce do this sort
companies like Salesforce do this sort
companies like Salesforce do this sort of stuff as well Marc Benioff there so I
of stuff as well Marc Benioff there so I
of stuff as well Marc Benioff there so I I write something called V s G M stands
I write something called V s G M stands
I write something called V s G M stands for vision goals strategies and metrics
for vision goals strategies and metrics
for vision goals strategies and metrics and then I cascade that across all our
and then I cascade that across all our
and then I cascade that across all our 13,000 colleagues I’ve met probably
13,000 colleagues I’ve met probably
13,000 colleagues I’ve met probably 10,000 the collies go M rounds of San
10,000 the collies go M rounds of San
10,000 the collies go M rounds of San Paulo in Brazil Atlanta where I stand up
Paulo in Brazil Atlanta where I stand up
Paulo in Brazil Atlanta where I stand up and I present to them my my biz
and I present to them my my biz
and I present to them my my biz his plan for the company it’s on one
his plan for the company it’s on one
his plan for the company it’s on one page nothing in my business plan is one
page nothing in my business plan is one
page nothing in my business plan is one page every your grandmother could read
page every your grandmother could read
page every your grandmother could read it and understand it ever and it just
it and understand it ever and it just
it and understand it ever and it just talks it you know it’s all about this
talks it you know it’s all about this
talks it you know it’s all about this year it’s about the year of the sage
year it’s about the year of the sage
year it’s about the year of the sage business cloud it’s about customer
business cloud it’s about customer
business cloud it’s about customer obsession we’ve got loads of metrics
obsession we’ve got loads of metrics
obsession we’ve got loads of metrics around customer advocacy to bring it to
around customer advocacy to bring it to
around customer advocacy to bring it to life we’ve got them cascaded so
life we’ve got them cascaded so
life we’ve got them cascaded so everybody in the organization is aligned
everybody in the organization is aligned
everybody in the organization is aligned and they write their own objectives for
and they write their own objectives for
and they write their own objectives for what they’re going to do tomorrow based
what they’re going to do tomorrow based
what they’re going to do tomorrow based on my vs GMI my kind of business plan
on my vs GMI my kind of business plan
on my vs GMI my kind of business plan one pager and that’s how you get kind of
one pager and that’s how you get kind of
one pager and that’s how you get kind of incredible alignment and consistency and
incredible alignment and consistency and
incredible alignment and consistency and also you really create it is so obvious
also you really create it is so obvious
also you really create it is so obvious you know it’s almost like you love the
you know it’s almost like you love the
you know it’s almost like you love the Blue Jays if you had defense thinking
Blue Jays if you had defense thinking
Blue Jays if you had defense thinking they’re offensive players and you know
they’re offensive players and you know
they’re offensive players and you know all these sort of confusions and there’s
all these sort of confusions and there’s
all these sort of confusions and there’s ambiguity in the team and there’s some
ambiguity in the team and there’s some
ambiguity in the team and there’s some guys who are playing on the pitch and
guys who are playing on the pitch and
guys who are playing on the pitch and they think they’re going to go and play
they think they’re going to go and play
they think they’re going to go and play you know NFL then there’s some people
you know NFL then there’s some people
you know NFL then there’s some people who golf to play hockey and you know no
who golf to play hockey and you know no
who golf to play hockey and you know no we’re playing one game this is the game
we’re playing one game this is the game
we’re playing one game this is the game this is the one page of our business
this is the one page of our business
this is the one page of our business plan this defines what we’re going to do
plan this defines what we’re going to do
plan this defines what we’re going to do this year everybody’s on the team sales
this year everybody’s on the team sales
this year everybody’s on the team sales know what they’re doing marketing know
know what they’re doing marketing know
know what they’re doing marketing know what they’re doing customer services
what they’re doing customer services
what they’re doing customer services whether they’re in product know what
whether they’re in product know what
whether they’re in product know what they’re doing finance know what they do
they’re doing finance know what they do
they’re doing finance know what they do every HR know you know everybody knows
every HR know you know everybody knows
every HR know you know everybody knows what they’re doing and it’s all totally
what they’re doing and it’s all totally
what they’re doing and it’s all totally interlocked to deliver you know the the
interlocked to deliver you know the the
interlocked to deliver you know the the summit of the mountain then it becomes
summit of the mountain then it becomes
summit of the mountain then it becomes very powerful so I’d say the most
very powerful so I’d say the most
very powerful so I’d say the most compelling thing you can do is write it
compelling thing you can do is write it
compelling thing you can do is write it down in one page and when you go and you
down in one page and when you go and you
down in one page and when you go and you talk about your first employee you’re
talk about your first employee you’re
talk about your first employee you’re gonna hire make sure they really
gonna hire make sure they really
gonna hire make sure they really understand it drink the kool-aid get the
understand it drink the kool-aid get the
understand it drink the kool-aid get the excitement get your vision and then get
excitement get your vision and then get
excitement get your vision and then get everybody consistently doing that in the
everybody consistently doing that in the
everybody consistently doing that in the company and it’s a really effective
company and it’s a really effective
company and it’s a really effective process where it means you can take your
process where it means you can take your
process where it means you can take your business plan and bring it to life and
business plan and bring it to life and
business plan and bring it to life and the power of great companies it’s so
the power of great companies it’s so
the power of great companies it’s so true
true
true it’s where you get that amazing
it’s where you get that amazing
it’s where you get that amazing interlock between the business planning
interlock between the business planning
interlock between the business planning and what happens in the operation where
and what happens in the operation where
and what happens in the operation where I’ve seen bad companies operate
I’ve seen bad companies operate
I’ve seen bad companies operate particularly as they grow in scale and
particularly as they grow in scale and
particularly as they grow in scale and they start getting governance and stuff
they start getting governance and stuff
they start getting governance and stuff like that it’s where they’ve become
like that it’s where they’ve become
like that it’s where they’ve become disconnected and the business plan is
disconnected and the business plan is
disconnected and the business plan is done in a kind of room once a year and
done in a kind of room once a year and
done in a kind of room once a year and then it doesn’t make the light of day
then it doesn’t make the light of day
then it doesn’t make the light of day where it’s really powerful
where it’s really powerful
where it’s really powerful is where it affects you know every kind
is where it affects you know every kind
is where it affects you know every kind of executive behavior the entrepreneur
of executive behavior the entrepreneur
of executive behavior the entrepreneur the founder and they really capture
the founder and they really capture
the founder and they really capture their dreams and they encapsulate them
their dreams and they encapsulate them
their dreams and they encapsulate them in in terms of what every one of your
in in terms of what every one of your
in in terms of what every one of your employees does every day of their life
employees does every day of their life
employees does every day of their life yeah a business plan is useless if
yeah a business plan is useless if
yeah a business plan is useless if you’re not going to do anything with it
you’re not going to do anything with it
you’re not going to do anything with it and and the point of it is to give you
and and the point of it is to give you
and and the point of it is to give you clarity over what you should be doing so
clarity over what you should be doing so
clarity over what you should be doing so you’re spending your time you’re
you’re spending your time you’re
you’re spending your time you’re planning your researching you’re talking
planning your researching you’re talking
planning your researching you’re talking to customers you’re figuring out what
to customers you’re figuring out what
to customers you’re figuring out what your strategy is gonna be and then that
your strategy is gonna be and then that
your strategy is gonna be and then that should give you the game plan right that
should give you the game plan right that
should give you the game plan right that gives you the roadmap of what you need
gives you the roadmap of what you need
gives you the roadmap of what you need to be spending your time on so once
to be spending your time on so once
to be spending your time on so once you’re done with your plan and the
you’re done with your plan and the
you’re done with your plan and the Stevens Point way back about like hey
Stevens Point way back about like hey
Stevens Point way back about like hey maybe you have to revisit your plan once
maybe you have to revisit your plan once
maybe you have to revisit your plan once a month and see like you adjust it’s
a month and see like you adjust it’s
a month and see like you adjust it’s never going to just be this fixed thing
never going to just be this fixed thing
never going to just be this fixed thing but that should give you confidence and
but that should give you confidence and
but that should give you confidence and clarity on what your next step needs to
clarity on what your next step needs to
clarity on what your next step needs to be so if you know where you want to be
be so if you know where you want to be
be so if you know where you want to be in 30 days you know what you want to
in 30 days you know what you want to
in 30 days you know what you want to have accomplished in 30 days then you go
have accomplished in 30 days then you go
have accomplished in 30 days then you go out and you start doing that thing that
out and you start doing that thing that
out and you start doing that thing that you said you’re gonna do so that you hit
you said you’re gonna do so that you hit
you said you’re gonna do so that you hit that goal in 30 days right if you if you
that goal in 30 days right if you if you
that goal in 30 days right if you if you finish writing your business plan and
finish writing your business plan and
finish writing your business plan and then you don’t know what you should be
then you don’t know what you should be
then you don’t know what you should be doing next you didn’t write a great
doing next you didn’t write a great
doing next you didn’t write a great business plan yeah right you didn’t do
business plan yeah right you didn’t do
business plan yeah right you didn’t do in proper preparation right so after
in proper preparation right so after
in proper preparation right so after you’ve written your great business fine
you’ve written your great business fine
you’ve written your great business fine and like we’ve talked about most of the
and like we’ve talked about most of the
and like we’ve talked about most of the points that go into a good plan now you
points that go into a good plan now you
points that go into a good plan now you should have your goals for what you want
should have your goals for what you want
should have your goals for what you want to be going out and actually executing
to be going out and actually executing
to be going out and actually executing right because I think a lot of people
right because I think a lot of people
right because I think a lot of people they plan too much and it don’t do
they plan too much and it don’t do
they plan too much and it don’t do enough the planners need to do more and
enough the planners need to do more and
enough the planners need to do more and sometimes the doers need to plan more
sometimes the doers need to plan more
sometimes the doers need to plan more because just doing without a direction
because just doing without a direction
because just doing without a direction doesn’t help either
doesn’t help either
doesn’t help either but if you’re that kind of person just
but if you’re that kind of person just
but if you’re that kind of person just planes and planes and planes it wants a
planes and planes and planes it wants a
planes and planes and planes it wants a perfect plan like you will never get the
perfect plan like you will never get the
perfect plan like you will never get the perfect perfect perfect plan you gotta
perfect perfect perfect plan you gotta
perfect perfect perfect plan you gotta have to start executing start doing and
have to start executing start doing and
have to start executing start doing and don’t worry about taking like the
don’t worry about taking like the
don’t worry about taking like the absolute perfect first step just start
absolute perfect first step just start
absolute perfect first step just start start doing it those five marketing
start doing it those five marketing
start doing it those five marketing ideas that you had great like trial then
ideas that you had great like trial then
ideas that you had great like trial then let’s go let’s start them and see if
let’s go let’s start them and see if
let’s go let’s start them and see if you’re getting results and then hone and
you’re getting results and then hone and
you’re getting results and then hone and refine and improve your first step will
refine and improve your first step will
refine and improve your first step will be a tiny a tiny step forward and
be a tiny a tiny step forward and
be a tiny a tiny step forward and probably a stumble down okay great get
probably a stumble down okay great get
probably a stumble down okay great get back up and then do another step and so
back up and then do another step and so
back up and then do another step and so if you’ve done your plan then I’m
if you’ve done your plan then I’m
if you’ve done your plan then I’m looking at okay how much time I spend in
looking at okay how much time I spend in
looking at okay how much time I spend in a week on my business and then
a week on my business and then
a week on my business and then allocating my time to say I’m going that
allocating my time to say I’m going that
allocating my time to say I’m going that and what I said I was gonna do my plane
and what I said I was gonna do my plane
and what I said I was gonna do my plane I’m actually gonna go out and start
I’m actually gonna go out and start
I’m actually gonna go out and start doing yes I think you and I ever love
doing yes I think you and I ever love
doing yes I think you and I ever love sport as well there’s so many read
sport as well there’s so many read
sport as well there’s so many read across on this with the sporting world
across on this with the sporting world
across on this with the sporting world so if if you want to get to the World
so if if you want to get to the World
so if if you want to get to the World Series in your
Series in your
Series in your business what do you do you don’t kind
business what do you do you don’t kind
business what do you do you don’t kind of just dream all day and you you end up
of just dream all day and you you end up
of just dream all day and you you end up at the World Series you have to say
at the World Series you have to say
at the World Series you have to say right let’s bring that back to you know
right let’s bring that back to you know
right let’s bring that back to you know what do we need to do what are we going
what do we need to do what are we going
what do we need to do what are we going to be different how we you do the
to be different how we you do the
to be different how we you do the analysis of every one of your
analysis of every one of your
analysis of every one of your competitive teams and every game you go
competitive teams and every game you go
competitive teams and every game you go into you’ve got a different game plan
into you’ve got a different game plan
into you’ve got a different game plan about how you’re gonna kind of dominate
about how you’re gonna kind of dominate
about how you’re gonna kind of dominate possession then it comes down to the
possession then it comes down to the
possession then it comes down to the details about diet you have different
details about diet you have different
details about diet you have different types of coach and you have you know
types of coach and you have you know
types of coach and you have you know loads of stuff around psychology all
loads of stuff around psychology all
loads of stuff around psychology all these things it doesn’t happen by
these things it doesn’t happen by
these things it doesn’t happen by accident when teams turn up at the World
accident when teams turn up at the World
accident when teams turn up at the World Series they have had a plan that they’ve
Series they have had a plan that they’ve
Series they have had a plan that they’ve executed with awesome flawless precision
executed with awesome flawless precision
executed with awesome flawless precision and and it’s exactly the same in
and and it’s exactly the same in
and and it’s exactly the same in business – Evans point yeah you have a
business – Evans point yeah you have a
business – Evans point yeah you have a game plan of where you want to get to
game plan of where you want to get to
game plan of where you want to get to within a year you want to hit the ball
within a year you want to hit the ball
within a year you want to hit the ball out apart and get to the World Series so
out apart and get to the World Series so
out apart and get to the World Series so wow you have what are you gonna do this
wow you have what are you gonna do this
wow you have what are you gonna do this week that’s gonna deliver that every
week that’s gonna deliver that every
week that’s gonna deliver that every game and and you know who you’re gonna
game and and you know who you’re gonna
game and and you know who you’re gonna kind of sign up as customers who are
kind of sign up as customers who are
kind of sign up as customers who are your competitors you’re looking to take
your competitors you’re looking to take
your competitors you’re looking to take out everything has to be almost clinical
out everything has to be almost clinical
out everything has to be almost clinical and flawlessly executed yeah I spend
and flawlessly executed yeah I spend
and flawlessly executed yeah I spend about five percent of my time dreaming
about five percent of my time dreaming
about five percent of my time dreaming and 95% of the time executing that dream
and 95% of the time executing that dream
and 95% of the time executing that dream correct it’s like if you wake up every
correct it’s like if you wake up every
correct it’s like if you wake up every day you don’t know what to do and you’re
day you don’t know what to do and you’re
day you don’t know what to do and you’re just thinking about this beautiful world
just thinking about this beautiful world
just thinking about this beautiful world that you’re going to build and nothing
that you’re going to build and nothing
that you’re going to build and nothing ever happens like you never you know
ever happens like you never you know
ever happens like you never you know we’re gonna create that like most of
we’re gonna create that like most of
we’re gonna create that like most of your time should be spent actually
your time should be spent actually
your time should be spent actually executing and then doing a monthly gut
executing and then doing a monthly gut
executing and then doing a monthly gut check to say hey am i working on the
check to say hey am i working on the
check to say hey am i working on the right things or not am i still aligned
right things or not am i still aligned
right things or not am i still aligned with everything that I wanted to do or
with everything that I wanted to do or
with everything that I wanted to do or not and you tweak and adjust but you got
not and you tweak and adjust but you got
not and you tweak and adjust but you got to be spending most your time actually
to be spending most your time actually
to be spending most your time actually doing the work yeah and and all the
doing the work yeah and and all the
doing the work yeah and and all the great entrepreneurs have been hugely
great entrepreneurs have been hugely
great entrepreneurs have been hugely successful probably around that balance
successful probably around that balance
successful probably around that balance 95% times executing and then 5%
95% times executing and then 5%
95% times executing and then 5% reflection time well luminar
reflection time well luminar
reflection time well luminar double-oh-seven
double-oh-seven
double-oh-seven is writing in Steve and talked about
is writing in Steve and talked about
is writing in Steve and talked about finding a mentor how easy is it to find
finding a mentor how easy is it to find
finding a mentor how easy is it to find a mentor those willing to help you is
a mentor those willing to help you is
a mentor those willing to help you is there a list of mentors out there
there a list of mentors out there
there a list of mentors out there somewhere how do I get started yeah
somewhere how do I get started yeah
somewhere how do I get started yeah there are again there’s loads of stuff
there are again there’s loads of stuff
there are again there’s loads of stuff out there on the web what I’ll advocate
out there on the web what I’ll advocate
out there on the web what I’ll advocate is go and find someone who’s probably
is go and find someone who’s probably
is go and find someone who’s probably who’s been on your journey before who’s
who’s been on your journey before who’s
who’s been on your journey before who’s who’s had your dream 10-15 years ago
who’s had your dream 10-15 years ago
who’s had your dream 10-15 years ago and done it
and done it
and done it and there could be some crazy ways you
and there could be some crazy ways you
and there could be some crazy ways you can meet these mentors so you know I
can meet these mentors so you know I
can meet these mentors so you know I don’t know if there’s if you’re in
don’t know if there’s if you’re in
don’t know if there’s if you’re in Toronto and you go to a conference and
Toronto and you go to a conference and
Toronto and you go to a conference and there’s an amazing speaker there who’s
there’s an amazing speaker there who’s
there’s an amazing speaker there who’s done what you’ve done honestly if you
done what you’ve done honestly if you
done what you’ve done honestly if you hang around at the end of the talk and
hang around at the end of the talk and
hang around at the end of the talk and just grab them on the way out the whole
just grab them on the way out the whole
just grab them on the way out the whole way you cannot believe how people are so
way you cannot believe how people are so
way you cannot believe how people are so generous with their time and everybody
generous with their time and everybody
generous with their time and everybody wants to help the next generation of
wants to help the next generation of
wants to help the next generation of entrepreneurs and again social media you
entrepreneurs and again social media you
entrepreneurs and again social media you know I’ve had people come up to me on
know I’ve had people come up to me on
know I’ve had people come up to me on social media either through DM z– or
social media either through DM z– or
social media either through DM z– or whatever and I’ve given them my time
whatever and I’ve given them my time
whatever and I’ve given them my time because they’ve got an idea they’ve got
because they’ve got an idea they’ve got
because they’ve got an idea they’ve got passion they got energy and I think
passion they got energy and I think
passion they got energy and I think everybody who’s made it in terms of
everybody who’s made it in terms of
everybody who’s made it in terms of entrepreneurship and kind of climb that
entrepreneurship and kind of climb that
entrepreneurship and kind of climb that summit wants to give back and make a
summit wants to give back and make a
summit wants to give back and make a difference so I think the only thing you
difference so I think the only thing you
difference so I think the only thing you need to do double-oh-seven is be bold be
need to do double-oh-seven is be bold be
need to do double-oh-seven is be bold be bold have no fear the worst thing you
bold have no fear the worst thing you
bold have no fear the worst thing you can do again is sit in Starbucks or
can do again is sit in Starbucks or
can do again is sit in Starbucks or whatever or you know just sit down and
whatever or you know just sit down and
whatever or you know just sit down and fear that who’s out there there’s lots
fear that who’s out there there’s lots
fear that who’s out there there’s lots of people out there who can help you the
of people out there who can help you the
of people out there who can help you the best thing you can do is reach out and
best thing you can do is reach out and
best thing you can do is reach out and say again again in a very simple way in
say again again in a very simple way in
say again again in a very simple way in a compelling way in two sentences what
a compelling way in two sentences what
a compelling way in two sentences what is it you do and how can this person
is it you do and how can this person
is it you do and how can this person help you if you say that to them very
help you if you say that to them very
help you if you say that to them very few people say no if you’re picking the
few people say no if you’re picking the
few people say no if you’re picking the name like double-oh-seven you got to
name like double-oh-seven you got to
name like double-oh-seven you got to live up to your name you got to go out
live up to your name you got to go out
live up to your name you got to go out and be bold and take the big chances and
and be bold and take the big chances and
and be bold and take the big chances and and it’s not gonna I mean we’ve talked
and it’s not gonna I mean we’ve talked
and it’s not gonna I mean we’ve talked about mentorship before on previous
about mentorship before on previous
about mentorship before on previous hangouts to you know not everybody’s
hangouts to you know not everybody’s
hangouts to you know not everybody’s gonna say yes
gonna say yes
gonna say yes don’t get discouraged just because you
don’t get discouraged just because you
don’t get discouraged just because you go you if you have one ask and that
go you if you have one ask and that
go you if you have one ask and that person doesn’t respond to you don’t feel
person doesn’t respond to you don’t feel
person doesn’t respond to you don’t feel like that’s it I can never find a mentor
like that’s it I can never find a mentor
like that’s it I can never find a mentor right I mean you want to approach with
right I mean you want to approach with
right I mean you want to approach with humbleness you want to approach with the
humbleness you want to approach with the
humbleness you want to approach with the feeling like you’re actually gonna do
feeling like you’re actually gonna do
feeling like you’re actually gonna do the work and let that energy and
the work and let that energy and
the work and let that energy and enthusiasm come through because they see
enthusiasm come through because they see
enthusiasm come through because they see themselves in you right they see like a
themselves in you right they see like a
themselves in you right they see like a young version of themselves and that’s
young version of themselves and that’s
young version of themselves and that’s what they want to help but if you don’t
what they want to help but if you don’t
what they want to help but if you don’t get it the first time it’s okay like
get it the first time it’s okay like
get it the first time it’s okay like keep reaching out keep trying other
keep reaching out keep trying other
keep reaching out keep trying other people there’s lots of people can
people there’s lots of people can
people there’s lots of people can potential help you and live up to your
potential help you and live up to your
potential help you and live up to your double-oh-seven name I like it Felicia’s
double-oh-seven name I like it Felicia’s
double-oh-seven name I like it Felicia’s writing in to say what’s the difference
writing in to say what’s the difference
writing in to say what’s the difference between a business plan and a business
between a business plan and a business
between a business plan and a business strategy that’s pretty good and actually
strategy that’s pretty good and actually
strategy that’s pretty good and actually Felicia yeah
Felicia yeah
Felicia yeah I have known companies who kind of spend
I have known companies who kind of spend
I have known companies who kind of spend years discussion things like vision
years discussion things like vision
years discussion things like vision statements and mission statements and
statements and mission statements and
statements and mission statements and strategy statements and just stuff that
strategy statements and just stuff that
strategy statements and just stuff that just gets nowhere you know back to so
just gets nowhere you know back to so
just gets nowhere you know back to so business strategy you know I think is a
business strategy you know I think is a
business strategy you know I think is a strategy as a way to execute you plan
strategy as a way to execute you plan
strategy as a way to execute you plan the plan sets out what the destination
the plan sets out what the destination
the plan sets out what the destination is the milestones to do that then part
is the milestones to do that then part
is the milestones to do that then part of that is well what’s the business
of that is well what’s the business
of that is well what’s the business strategy for getting there it’s almost
strategy for getting there it’s almost
strategy for getting there it’s almost like you know we want to climb to the
like you know we want to climb to the
like you know we want to climb to the top of Everest Evan and I are going on
top of Everest Evan and I are going on
top of Everest Evan and I are going on team how’re we going to do that well the
team how’re we going to do that well the
team how’re we going to do that well the strategy is we’re going to get a flight
strategy is we’re going to get a flight
strategy is we’re going to get a flight into you know wherever it’s Kathmandu
into you know wherever it’s Kathmandu
into you know wherever it’s Kathmandu you go and then we’re going to get a
you go and then we’re going to get a
you go and then we’re going to get a mini plane to take us up to as far as we
mini plane to take us up to as far as we
mini plane to take us up to as far as we can get and then we’re actually the next
can get and then we’re actually the next
can get and then we’re actually the next bit of the strategy is we need to do
bit of the strategy is we need to do
bit of the strategy is we need to do some altitude training because it’s
some altitude training because it’s
some altitude training because it’s pretty mighty high up there and we need
pretty mighty high up there and we need
pretty mighty high up there and we need to have a strategy to handle altitude
to have a strategy to handle altitude
to have a strategy to handle altitude and ultimately we need to have a
and ultimately we need to have a
and ultimately we need to have a strategy that we’re gonna we’re going to
strategy that we’re gonna we’re going to
strategy that we’re gonna we’re going to have to have oxygen and stuff like so so
have to have oxygen and stuff like so so
have to have oxygen and stuff like so so the strategy kind of gives you how we’re
the strategy kind of gives you how we’re
the strategy kind of gives you how we’re gonna get every waypoint
gonna get every waypoint
gonna get every waypoint maxed out and the strategy could be you
maxed out and the strategy could be you
maxed out and the strategy could be you know bring it to life is it could be
know bring it to life is it could be
know bring it to life is it could be you’re gonna do digital marketing you’re
you’re gonna do digital marketing you’re
you’re gonna do digital marketing you’re gonna do how you gonna get your
gonna do how you gonna get your
gonna do how you gonna get your customers where’s your audience so
customers where’s your audience so
customers where’s your audience so what’s the strategy you’re gonna get
what’s the strategy you’re gonna get
what’s the strategy you’re gonna get there so the strategy tells you the how
there so the strategy tells you the how
there so the strategy tells you the how the business plan tells you the wall
the business plan tells you the wall
the business plan tells you the wall I like it it’s good we’ve covered a lot
I like it it’s good we’ve covered a lot
I like it it’s good we’ve covered a lot of the points have we missed anything
of the points have we missed anything
of the points have we missed anything from a business plan executive summary
from a business plan executive summary
from a business plan executive summary negative summary I think the the
negative summary I think the the
negative summary I think the the emphasis actually probably when we
emphasis actually probably when we
emphasis actually probably when we talked about it but there’s a massive
talked about it but there’s a massive
talked about it but there’s a massive difference and this is important because
difference and this is important because
difference and this is important because you’ve got to set it yourself up for
you’ve got to set it yourself up for
you’ve got to set it yourself up for success so if you’re gonna pitch for
success so if you’re gonna pitch for
success so if you’re gonna pitch for money or you can do an external
money or you can do an external
money or you can do an external businessman do what everything the
businessman do what everything the
businessman do what everything the structure but also make sure it’s less
structure but also make sure it’s less
structure but also make sure it’s less ambitious than what you know you can do
ambitious than what you know you can do
ambitious than what you know you can do because the worst thing you want to do
because the worst thing you want to do
because the worst thing you want to do when you pitch for money is go back six
when you pitch for money is go back six
when you pitch for money is go back six months later and not be hitting your
months later and not be hitting your
months later and not be hitting your hitting your milestones in terms of
hitting your milestones in terms of
hitting your milestones in terms of revenues and goals on your business plan
revenues and goals on your business plan
revenues and goals on your business plan so that means you need to have you know
so that means you need to have you know
so that means you need to have you know almost probably two levels of plan once
almost probably two levels of plan once
almost probably two levels of plan once the internal plan where you know you’re
the internal plan where you know you’re
the internal plan where you know you’re gonna knock the ball out of the park and
gonna knock the ball out of the park and
gonna knock the ball out of the park and then beneath that you’d want to have
then beneath that you’d want to have
then beneath that you’d want to have probably a less ambitious planner you
probably a less ambitious planner you
probably a less ambitious planner you wanna go and taik to investors now the
wanna go and taik to investors now the
wanna go and taik to investors now the reality is I know when you go to
reality is I know when you go to
reality is I know when you go to potential investors the temptation is to
potential investors the temptation is to
potential investors the temptation is to do the opposite to try and sell and
do the opposite to try and sell and
do the opposite to try and sell and pitch that this is gonna you know solve
pitch that this is gonna you know solve
pitch that this is gonna you know solve world hunger and therefore it’s gonna be
world hunger and therefore it’s gonna be
world hunger and therefore it’s gonna be you’re gonna be the next Google but if
you’re gonna be the next Google but if
you’re gonna be the next Google but if you do that you can get into yourself
you do that you can get into yourself
you do that you can get into yourself you know basically you can set wild
you know basically you can set wild
you know basically you can set wild expectations that can’t be achieved so I
expectations that can’t be achieved so I
expectations that can’t be achieved so I think you know the graduation of
think you know the graduation of
think you know the graduation of different plans in your head and what it
different plans in your head and what it
different plans in your head and what it looks like is quite powerful but I think
looks like is quite powerful but I think
looks like is quite powerful but I think Evan you probably captured most of the
Evan you probably captured most of the
Evan you probably captured most of the key points and I said there’s people can
key points and I said there’s people can
key points and I said there’s people can go to the sage comm blog and if they
go to the sage comm blog and if they
go to the sage comm blog and if they want to have all these elements of the
want to have all these elements of the
want to have all these elements of the business plan kind of mapped out you
business plan kind of mapped out you
business plan kind of mapped out you know it’s all free material go to sage
know it’s all free material go to sage
know it’s all free material go to sage advice and you can get it I love it well
advice and you can get it I love it well
advice and you can get it I love it well it’s crazy how quickly an hour flies by
it’s crazy how quickly an hour flies by
it’s crazy how quickly an hour flies by Stephen what’s the final message you
Stephen what’s the final message you
Stephen what’s the final message you want to kind of wrap this all up with
want to kind of wrap this all up with
want to kind of wrap this all up with some inspiration for the entrepreneurs
some inspiration for the entrepreneurs
some inspiration for the entrepreneurs watching that they’re gonna take carry
watching that they’re gonna take carry
watching that they’re gonna take carry until our next session I’m gonna borrow
until our next session I’m gonna borrow
until our next session I’m gonna borrow some of yours Evan so you know start
some of yours Evan so you know start
some of yours Evan so you know start with the end in mind when you do
with the end in mind when you do
with the end in mind when you do business planning but most important
business planning but most important
business planning but most important tomorrow just do it JD I we say just do
tomorrow just do it JD I we say just do
tomorrow just do it JD I we say just do it just do it and stocks Akutan it’s all
it just do it and stocks Akutan it’s all
it just do it and stocks Akutan it’s all about execution let’s not delude
about execution let’s not delude
about execution let’s not delude ourselves great companies are awesome
ourselves great companies are awesome
ourselves great companies are awesome execution machines that can kind of turn
execution machines that can kind of turn
execution machines that can kind of turn on a dime and do course correction where
on a dime and do course correction where
on a dime and do course correction where they’re clear of the destination but
they’re clear of the destination but
they’re clear of the destination but most of all clear that their JD I just
most of all clear that their JD I just
most of all clear that their JD I just doing it and it’s all about everything
doing it and it’s all about everything
doing it and it’s all about everything is underpinned by hashtag believe follow
is underpinned by hashtag believe follow
is underpinned by hashtag believe follow follow Evan and you’re gonna be always
follow Evan and you’re gonna be always
follow Evan and you’re gonna be always Almighty I love it thank you guys for
Almighty I love it thank you guys for
Almighty I love it thank you guys for watching and tuning in Thank You Steven
watching and tuning in Thank You Steven
watching and tuning in Thank You Steven for spending your time with us continue
for spending your time with us continue
for spending your time with us continue to believe everyone and we’ll see you
to believe everyone and we’ll see you
to believe everyone and we’ll see you soon
soon
soon great job thanks guys
”
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