15. “I KEEP six honest serving-
men (They taught me all I knew);
Their names are What and Why and
When
And How and Where and Who.”
Rudyard Kipling
www.richardlucas.com
30. Own business - advantages?
Why start a business ?
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31. Your own business – Mini MBA ?
• A great idea ? - Michael Dell
… 3Ps, 4Cs, 4 Ts
• Interpersonal skills/Motivation
• Being organised - MBA
• Self Awareness
www.richardlucas.com
35. Analysing your business idea
• What’s different/faster/better/cheaper/cooler
• What/whose serious problem do you solve
• What value are you going to add/create
• Why you/your team/company?
• Why are clients going to be happy ?
• What’s going to stop people copying you?
www.richardlucas.com
36. Free money can be dangerous
• If u’ve got money from family, 10 years
work, VC remember the parable of the
Prodigal Son..
• Kids at school with too much money
• Learn to do things cheaply
• Think like a small business/behave like a
big one
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38. Families, Fools, Friends and angels
• What are the advantages / disadvantages
• Angels
• Gentlemen’s agreements. Fair deals
– „I put up the money, you do the work, split the
profit”
– You need GBP10K to make GBP50K
• What happens if it goes wrong?
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39. GOOD STUFF
• NOT YOUR BOSS
• YOU WANTED TO BE FREE
• YOU ARE FREE TO BE REJECTED
• MONEY GIVES YOU INDEPENDENCE
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40. Leadership
Getting other people to
follow willingly
Faith, Courage,
Be an example,
Trust,
Knowledge,
skill, discipline
ability
Ignite Warsaw February
2011
42. Motivation – Why?
• Mr. Hanel –so rich he could be anywhere. He is still working
• You must be competitive, but individually competitive people
are not good leaders.
• Many think „If I’m am going to win, I must be the best - but a
leader succeeds through bringing the best out of the people
he (or she) leads
• Managers sometimes think ‘aren’t I clever’ ‘I’ll show ‘em’
‘people round here call me the brain’.
• Staff think ‘If you are so rich, why the XXXX aren’t you smart”
44. • Be self aware – what will make you happy?
• Be strategic – know what you want. Be careful
• Aim for leverage
• Spend less than you make
• Volunteer, network, tweet, ask questions, talk to
clients, even if you are not in sales
• Learn how to sell, even if you are not in sales
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46. Product (service)
• Not ‘what is it?’ but ‘Why?’
• Why should people buy it?
• What is better and different?
• How are you going to keep it getting better
and better (re investment)
• Talk to clients… anticipate their needs
47. Organisation & Processes
• Be a Swiss watch
• Be well organised
• Reliable
• Take responsibility
• Make it all happen
• How are you going to get it all done
• Automation automation automation
Global Entrepreneurship Week 2010
48. Interpersonal skills
• who do you need to get on with and why?
• communication skills
• Understanding people is key to motivation
• What are the characteristics of a leader?
• Can you ‘be friends’ with your team?
Global Entrepreneurship Week 2010
49. Character mistakes
• If I’m am going to win, I must be the best
• Aren’t I clever “people round here call me the
brain”
• If you are so rich, why the XXXX aren’t you smart”
• Face up to to your weaknesses.
• Bad with people, bad at giving negative feedback
• Avoid conflict/Don’t criticise to people’s face
• Don’t set an example
50. Execution mistakes
• Time management
• Failure to delegate
• Learning to let go
• Productivity
• Create an environment
– for ordinary people to do
extraordinary things
– to work the way you would
work only better
• Getting things done
51. Product (service)
• Not ‘what is it?’ but ‘Why?’
• Why should people buy it?
• What is better and different?
• How are you going to keep it getting better
and better (re investment)
• Talk to clients… anticipate their needs
Global Entrepreneurship Week 2010
52. Organisation & Process
• Be a Swiss watch
• Be well organised
• Reliable
• Take responsibility
• Make it all happen
• How are you going to get it all done
• Automation automation automation
Global Entrepreneurship Week 2010
53. Productive Culture
Meetings have to be productive
–If you don’t know the objective clarify or
don’t go
–Topic / agenda presented before the
meeting
–Always (written) Who? What? When?
54. Productive Culture/2
Criticism must be constructive
–What is the problem
–What is the cause of the problem
–What are the possible solutions
–Which one do I think is best
55. Productive Culture/3
Get things done/time management
– Action orientated. Better well executed good
idea, than over discussed great idea
– Staff should know to manage their own time.
(urgent/important) set realistic daily and long
term priorities and goals …
57. Sales Skills
• What is the stereotype of a sales person?
• What skills does a good sales person have to
have
• Listen, think and ask questions
Global Entrepreneurship Week 2010
58. Marketing is about sales leads
• Sack anyone who thinks the logo is unemotional
• Systematically hunt organisation and people like your
first „good” client
• Put sales at the top of your „to do” list
• Treat your top sales people like the geniuses they
are.
• marketing serves sales
59. Before a meeting
• Review history of contacts
• Use linkedin to find additional executives on the same
site.
• Review track record for, competition, applications,
prepare relevant case studies
• Review client web site, about us, news Google
• If it involves travel, check internal data sources and
external sources to get other meetings in the same
area, and make additional appointments
60. On site
• Be friendly to gate keepers, receptionists, get
them into conversation
• Collect in house newspapers
• Keep eyes and ears open for additional
opportunities.
• When your prospect arrives, smile, make eye
contact and let them lead
61. Open mini pitch
• Thank you for seeing us, I appreciate you must
be busy – I’ve been on your web site, and got
some ideas of things that we could do for you
based on the type of work we’ve done for
companies like yours.I;ve got a presentation
about our company and track record but
before we get into that could you tell me a b
62. Interpersonal skills
• who do you need to get on with and why?
• communication skills
• Understanding people is key to motivation
• What are the characteristics of a leader?
Global Entrepreneurship Week 2010
63. Character mistakes
• If I’m am going to win, I must be the best
• Aren’t I clever “people round here call me the
brain”
• If you are so rich, why the XXXX aren’t you smart”
• Face up to to your weaknesses.
• Bad with people, bad at giving negative feedback
• Avoid conflict/Don’t criticise to people’s face
• Don’t set an example
64. Execution mistakes
• Time management
• Failure to delegate
• Learning to let go
• Productivity
• Create an environment
– for ordinary people to do
extraordinary things
– to work the way you would
work only better
• Getting things done
65. Leadership and discipline
• Leadership is the abliity to get others to willingly take
a course of action
• Discipline is the acceptance of leadership.
• The purpose of the leader and the led has to be clear
to all, otherwise there can be no acceptance
• Leading people is a skill
66. The task of a leader is..
• To use people for a purpose
• A clear and worthwhile goal has to clear, with the will
and commitment to achieve it
• The goal has to be communicated
• Acquire and use the skills to lead. Skill is the result of
natural aptitude with knowledge and experience
67. Qualities of a leader
• Courage
• Willpower
• Judgement
• Common sense and flexibility
• Knowledge
• Concern for your staff
• Integrity
• Faith
68. Get co-operation of the team?
• Get people to follow but how ?
– Be admirable. An example
– Show concern
– Be firm
– Discipline from the word “disciple” meaning follow
• Communicate a purpose people can believe in. Be ready to explain
„why? „
• Sun Tsu “treat your men as children...(but old fashioned style, with
authority...)
• Once the debate is over, power has to be clear
69. Qualities of a leader
• Sets an example, and commands respect for his
– skills
– abilities,
– knowledge and/or experience
• A leader chosen for their potential without enough
experience may struggle to establish authority
70. Motivation
• Theory X and Theory Y McGregor
• Lynda Gratton and hotspots” Teams that create a Hot Spot in
organisations are energized and buzzing with inspiration. They know that, working
together, they will make a difference by achieving something brilliant, important and
purposeful, with a strong impact on the bottom line of the business
• Knowledge workers are volunteers
• Cannot buy initiative
• How to balance discipline and initiative
71. Good leaders make best use of their
team
• Gets ordinary people to do extraordinary things
• Brings the best out of each individual
• maintains and supports their team
• Gives them the tools and training to do their job
• As if you were there, when you are not
72. Leaders should
• Set clear and challenging goals
• Make sure team knows what the leaders would do
without asking
• Be good listeners, know team as people
• Never panic
• Trust and verify that their trust is deserved