on 5th January I led four workshops near Warsaw as part of the Machine Learning Winter Camp for 13-21 year olds led by the
https://meetit.eu team.
Opportunity Readiness, Entrepreneurship, Hacking interviews/Recruitment, Giving TED and TEDx talks.and Pitching
8. Goals/Agenda
• Share lessons of founding/investing in 34
companies turning GBP10K in maybe GBP10
million, 700 employees, 2 small exits, 3xCEO
BUT
• No magic – WWFMMNWFY!
• Switch on entrepreneurial radar
• Show that Entrepreneurship can improve your
life
richardlucas.com
14. My ”Sivers” lessons
Businesses don’t have to be about
“my” idea/project
Look for people doing/saying something
interesting/impressive and support
them/Try to get involved
Ask “How can I help?”
richardlucas.com
15. What is
Leadership/Entrepreneurship
why it matters
Direction/Mission – The “Why?”
“People” stuff - Relationships
Encouragement/Motivation/Feedback
Praise/Constructive Criticism
Values/Culture/Rules
richardlucas.com
16. Who is in charge?
• Whose fault it is?
• Who is responsible?
• Who goes to jail?
• Learning by doing is
expensive, dangerous
and wrong.
Business involves doing the tough
stuff richardlucas.com
24. Are you Opportunity Ready?
Health & Fitness
Relationships
Money and finance
Skills and competences
Opportunity Mindset: Curiosity, Questioning,
looking for problems and solutions, self awareness
Meeting new people: Asking/talking/listening
Risking rejection
If I do “x”, would you do “y?”
Energy richardlucas.com
25. Opportunity Mindset
•Curiosity
•Surprise/anger/impressed - Why is it so
expensive/cheap? “wow” factor. How
annoying x is?.
•Why? What does it mean? How could I
solve that problem? Who with, What
cost? Who cares?
•Does it make sense?
•Research
richardlucas.com
26. Assessing Opportunities
•How big is the margin/unit economics
•“Must haves” vv “nice to haves”
•LTV/COA/number of clients
•Competitor response/sustainable
competitive advantage
•Track record of people/team
•What’s the deal ?
richardlucas.com
27. ’An idiot with a plan
can beat a genius without a
plan’
Warren Buffett
28. From Opportunities -> Action
Figure out what you need to do
•Try to buy what you want to sell
•Unit economics, and what else you need
(people, money, tech)
•If X, then Y
richardlucas.com
29. Actionable insights
• Embrace rejection –Ask why not? /look for
problems/Ask family, friends and strangers to
take your ideas apart
• Try to buy companies/search fund
• Prioritize talking to clients/potential clients
• Go where the clients are
• Talk to strangers
richardlucas.com
30. Actionable insights/2
• If it seems to good to be true, it probably is
• Be a distributor, sales agent first
• People/trust and verify
• What would they say if they were dodgy. Google the
people in the legal/privacy section
• How do they treat other people
• Ask for references “someone you’ve done business
with” Watch body language
• Get people on the phone, call out of hours
• What would you do if we hired you? /Ask to see the diary
• What’s your (liquid) net worth?
richardlucas.com?
33. Ray Croc
What was the opportunity
How did he come across it
What characteristics did he show
What did he need to do once he
spotted the opportunity?
It wasn’t his idea.
richardlucas.com
34. Summary
- When you don’t know what to do, work
on your OR.
- OR Habits.
- Diversity of experience
- Be Curious, Ask Questions,
- Take action to verify ideas, talk to
users/clients
- Be “rejection ready”
- Get lucky
richardlucas.com
35. 1, 2, 4 All
• Work
• By yourself
• in pairs. One fills in left one right side
• Find positives for which there is no negative &
vice versa, complete your lists
• Work in fours – choose a representative
• All
richardlucas.com
38. Work alone (2 mins)
Write down as many characteristics of a
good/bad business entrepreneur depending on
your sheet and put your name on it
Bullet points not sentences
richardlucas.com
39. Work in pairs (2 mins)
Discuss your characterizations of
Entrepreneurs/businesses with your neighbour
(noticing differences)
How does it evolve according the stage a
entrepreneur/business is at
richardlucas.com
40. Groups of four 2 mins/
All group summary
Discuss your characterizations of
Entrepreneurs/businesses in groups
of four
Come to a shared definition of a
good/bad business and entrepreneur
richardlucas.com
41. All group discussion
Why it matters
1 Pre-
2 During
3 After
business startup/sustaining/ scaling a
functioning company
richardlucas.com
42. Richard Lucas
5th January 2020
www.richardlucas.com
richardlucas@richardlucas.com
Workshop
Entrepreneurship and
Opportunity Readiness
46. Building a team – how?
• What are your needs, roles, criteria, personality
types
• friendly, positive, optimistic, „high energy”, popular,
well connected, intelligent, experienced, contacts
with clients, adverts, funny, sexy, multilingual, ugly
fit hot, violent
48. What/Whose problem are you
trying to solve
• “I can do web pages”” I can clean gardens” “I
can make more money doing this for clients
than having a job”
• I can do it better and cheaper
• The way it is done now is “expensive,
annoying, doesn’t address my (someone
else’s)
• If you don’t have an idea… then…
49. Strategy for start ups
• All businesses must worry about
• Four Cs
• Four Ps
• GTD mbA
• Interpersonal skills
• Good reasons why people would do
• business with you
51. Getting an EU subsidy is not a
business success
Ignite Warsaw February
2011
52. Distractions early in life of a
start up
•EU (other govt) grants
•biz plans (once you
•impressing your friends (cool
furniture, office opening parties,
logos, advertising, business cards)
53. ‘Free’ money is dangerous
Different types of drug
1. BOMAD, rich uncle
2. 20 years work
3. VC/Angel
Be careful… aware of the
danger.
55. Getting started
• Focus on sales and clients
• Look bigger than you are (KPT) and radiate confidence
• Know exactly what you are going to do if
• you get a RFQ
• you get an order
• Everything goes wrong (do you have enough money?)
• People - Who is going to do the work?
57. People - Partners, staff, family and
friends
• Not smart
• to be the smartest guy in the room
• to spend your life with jerks and crooks
• Smart
• to find people with complementary skills
• similar values/goals
• Market leading companies have great people
• Why would someone smart want to work for/with you?
59. Leadership
Getting other poeple to follow willingly
Faith, Courage,
Be an example,
Trust,
Knowledge,
skill, discipline
ability
Ignite Warsaw February
2011
60. People
n Great people are the bed rock of a market leader’s success
n “Party” test.
– high energy level, internally motivated
– intelligent, friendly, motivated, responsible, ambitious,
– Naturally curious, questioning
– self confident enough to admit mistakes/I don’t know, but
willing to change, find out
– Belief in self improvement, accepting change
– Tolerant, supportive of others’ success, celebrate group
achievements
– Relevant skills, willingness to find out, learn, acquire grow
n Why not? Rather than why?
62. Once you start
• Prioritize/clients are most important
• Make them so happy they will talk about you
• Time management/Getting things done/Work
hard (its your secret weapon)
• Concentrate on client(s) Do it yourself
• Ask them for ideas (what could be better)
(Enterprise Auto)
64. Getting organised -Who is
going to do the work?
•Team building
•Its better - and worse - than you
think
•Who what when?
65. Longer term strategy
• Develop great relationships with your best clients
• Think about, anticipate their problems and solve them
• Don’t let success go to your head.
• Have at least one (good) reason why its in their interests
to do business with you.
• Make a profit and you always have options
• If you don’t enjoy it, do something else…
66. Marketing is about sales leads.
• Sack anyone who talks about the logo colour being
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.
• Make sure the marketing is lower in the hierachy than Sales
67. Selling dragons by the Wawel
castle in 1991
cash
Costs
Clients
Competition
products
process
plan
70. Before you start
• Buy what you want to sell
• Learn to love rejection/tough questions. Encourage friends to
be rude
• Be confident enough to think about what you are bad at
• Teach yourself how to sell
• Talk, think about „making it happen/making money out of
”, not „the idea”
n How to it? Process and organisation. mbA
71. Getting started
• Focus on sales and clients
• Look bigger than you are (KPT) and radiate confidence
• Know exactly what you are going to do if
• you get a RFQ
• you get an order
• Everything goes wrong (do you have enough money?)
• People - Who is going to do the work?
72. Pre conditions
• Place
• People
• First Customer (who?)
• Interest (body language)
• Money
www.richardlucas.com
73. How to get something new
started
• Look for problems (yours, other people’s)
• Use you eyes, ears, and brain
• Talk to people, listen and think
• Ask people to show up (who, how)
• See if they come
• …… CTAs..
74. Maybe you want to „do” a project
something – now what?
Start with why ?
Visualize what would success look like.
75. Maybe you want to „do” a
project/something – now what?
• This is an „ABC” guide to help get you started
• suggestions of things you can do
• Ideas of how to go about it
• Gives tips based on experience elsewhere
• Suggests resources and help that may be available.
76. A project/something new
Just you
Or
Other people
If it just involves you (it’s for you, you can do this alone, the
impact is on you, it doesn’t involve other organisations, or
people)
then it is self development. (learning French,
going on a diet, tidying your room)
77. Define/Review your objectives
• Why do you want to do a project?
• -------------------------------------------------------------------------------------------------------
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• What do you want to achieve ? (think SMART) Specific,
Measurable, Action orientated, Realistic, Time limited)
• -------------------------------------------------------------------------------------------------------
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• What would be a successful outcome ?
• -------------------------------------------------------------------------------------------------------
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78. Objectives as a pain killer
• What problem(needs) does your idea/solve?
• -------------------------------------------------------------------------------------------------------
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79. Before you start
What do you know
What don’t you know
What do you know you don’t know
What don’t you know you don’t know
The answers to these questions will help you define you
needs
Are your answers to these questions correct?
80. Building a team
• Define your needs and roles. (Google is your
friend).
• Identify „allies” friendly, positive, optimistic, „high
energy”, popular, well connected, intelligent types
who would be great to have on the team and
approach them in person.
• If you can’t get one person on board before you
organise a meeting … maybe don’t
81. What are/am I/we going to do
Who are we going to sell it to (segmentation)
How am/are I/we going to be better?
Cost, Technology, Sales, People
Why buy it (from us)
83. Info meeting about TED,
TEDx and local TEDx-es
9th October 2019
This is not a licensed TEDx event
84. Agenda/goals
Explain what TED & TEDx is all about
• TEDx show case: TEDxEmbassySchoolKrakow,
TEDxKatowice, TEDxKazimierz,
TEDxRakowicka, TEDxTarnow,
TEDxYouth@Kazimierz
• Panel Discussion and Q&A
• TED Translators, TEDxAdventures, TED Circles
• Get involved
• Informal networking
This is not a licensed TEDx event
87. About TEDx
www.tedx.com
• Local “TED like” events - under license from
TED
Putting “Ideas worth spreading” on stage
and later sharing on-line
• Voluntary (teams & speakers are not paid)
• Largest voluntary idea sharing platform on
earth
• TED grants free licenses subject to strict
rules which maintain quality and integrity
• Doing a TEDx is very hard work and also
rewarding.
This is not a licensed TEDx event
106. About
• For and by the Kazimierz community
• Find the best people, ideas and projects in
Kazimierz and give them our stage
• Bring the best people, ideas and projects for
Kazimierz
• Participants are “centre stage”
• Community building
• Ideas into action
This is not a licensed TEDx event
107. Key Goals/Values
• Evangelize for TED.com and TEDx
• Discover hidden champions
• Build community among participants as well as
team
• Ideas into Action
• Tolerance/diversity, fun, respect, professionalism
• Co-operation with other TEDx-es
• Keep the rules
This is not a licensed TEDx event
108. What we’ve done
• 4 events with live speakers since 2015
•TEDxKazimierzSalons
•TEDxKazimierzAdventures
•TEDxKazimierz
• Transcribe-a-thon
• TED Circles
• Regional Workshop
• Meetups, Info meetings
This is not a licensed TEDx event
109. What we are planning
• TEDxKazimierzWomen (December 7th
2019)
•TEDxKazimierzAdventures (Chatty
Cafes)
•TEDxKazimierzSalons
• Transcribe-a-thon
• Main event April-May 2020
• TED Circles
• other.. open to ideas
This is not a licensed TEDx event
115. THE NEXT CHAPTER
16.11.2019 start 13:00
SPEAKERS
AGNIESZKA DE NEVE
RYAN SOCASH
SEBASTIAN DRZEWIECKI
RAFAŁ ZABIEROWSKI
MICHAŁ FABER
PAWEŁ BOGUSŁAW
OLA BUDZYŃSKA
ANDRZEJ TUCHOLSKI
122. TEDxTarnow
We DID it 3 times!
2017 - https://www.flickr.com/photos/tedxtarnow/sets/7215768265842305
2018 - https://www.flickr.com/photos/tedxtarnow/sets/7215769920494542
2019 - https://pl-pl.facebook.com/TEDxTarnow/
123. TEDxTarnow impact
TEDxTarnowSalon initative
/We`ve already made 1st one, 2 left/
TEDxTarnow@Youth is coming J
/Team has been already established, the license
is pending/
Global Tarnow
www.facebook.com/groups/globaltarnow
127. • What is TEDx - Video
• Many Voices 0ne Conversation
TEDx
This is not a licensed TEDx event
128. Expectations
of team members/ volunteers
• Positivity, Good humored, Respect
• Good communication – answer messages
• Responsibility/Decentralised
• “Doing” not just suggesting
• Time keeping
• It’s a job (work between events, showing up,
putting TEDxKazimierz first)
• Maintaining global standards
• No prima donnas - “get your hands dirty” attitude
• Talk to each other about problems, no “politics”
This is not a licensed TEDx event
129. Roles
• Content creation (different channels)
• Audience experience
• Marketing in classic media
• SMM team
• Newsletter
• Registration
• Sponsorship
• Volunteers organisation
• Speakers Research, approach & Preparation
• CTO
• Translation
• Logistics
• Ambassador
• Food and drink
• Afterp
This is not a licensed TEDx event
130. Roles
The main areas where there are roles team members are
• Volunteers + staff + info meetings
• Venue + spaces
• Speakers + program
• Website and internet topics
• Branding + promotions + blogging + Social media
• Audience + experience
• Sponsors + finances
• Video + photography
• Post-event + renewal
• translation and interpreting
• www.tedx.com
This is not a licensed TEDx event
131. Next steps
• We have some team leaders in the room talk
to them
• If there are roles that appeal and you want to
manage something then talk to me/Alina
This is not a licensed TEDx event