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New Funding Support Package
2/2/2010 4:38:42 PM
In order to help improve the success of businesses applying for funding, especially larger Grants or Equity, Business Dynamix has launched an Application Support Package designed to address the main areas usually lacking in applications. For further details click here.  
FREE Brand Health check
9/2/2009 9:10:48 AM

While it’s a great thing that registered trade mark protection can last indefinitely, the fact is that

1) Is your trade mark protection up to date?

2) Are all your trade marks being used correctly?
anyorganisation’s branding evolves over time. This can lead to a mis-match between the trade mark registrations a business has in place and the brands they are actually using. To this end, we pose two pertinent questions:

If the answer to either of these questions is “no” or “not sure” Scott & York can offer you a

 

 

Brands Health Check

 

 

 

Simply provide us with copies of your company’s marketing materials - e.g. annual reports, brochures, advertisements or newsletters and confirm your website address(es). You can email copies of your marketing materials, if you have them in electronic form. Alternatively, put them in the post.

 

.

What are the benefits?

You will ensure that

registrations in place which are out of date

you are not spending unnecessary sums of money on keeping trade markall the brands you use are properly protected.
iawards
9/2/2009 8:58:32 AM

British innovation gets recognition the iAwards

The new iAwards aim to celebrate the best of cutting edge British science, technology and innovation, and help bridge the gap between the commercial sector and the general public by highlighting how innovative products and services benefit us all in our everyday lives.

Entries are open to individuals and organisations demonstrating innovative thinking and development, with British involvement, in a range of categories - from ideas for sustainable transport or renewable energy, to cross-application of technology and the next big thing. The closing date for entries is 16th September 2009.

Technology Strategy Board Competions Sept 09
9/2/2009 8:57:07 AM
Technology Strategy Board announces new competitions for funding:
 
The Technology Strategy Board  announced the opening of the September 09 competition for funding.
 
 The competitions in this phase will cover:
 
  • Beacons – a £1M feasibility studies competition in the Technology Inspired area.  The competition will invest in a number of feasibility studies for projects lasting up to three months attracting a grant of up to £25k (constituting up to 75% of total project costs).  Projects may be collaborative or single-company.  Priority areas are: Advanced Materials, Biosciences, Electronics, Photonics and Electrical Systems, High Value Manufacturing, Information & Communications Technology and nanotechnology.   This competition will only be open to businesses with 50 employees or fewer.
 
  • Digital Britain – a £2M feasibility studies competition in the Challenge Led area.  The competition will invest in a number of feasibility studies for projects lasting up to three months attracting a grant of up to £25k (constituting up to 75% of total project costs).  Projects may be collaborative or single-company.  Priority areas are: Enabling Technologies for the Internet, Applications and Services for Digital Britain, Access to Public Service Information and Cost-effective deployment and operation of digital infrastructure.  This competition will be open to businesses with 250 employees or fewer.
 
  • Regenerative Medicine – a £3M feasibility studies competition in the area of Regenerative Medicine Therapeutics.  The competition will invest in a number of feasibility studies for projects lasting between 3 and 6 months attracting a grant of between £50k and £100k (constituting up to 100% of total project costs).  Priority areas are: Transplantation of stem cells, progenitors or tissue, stimulation of dormant repair processes, cells as delivery vehicles: genes, cytokines, small molecules and engineered cells/synthetic biology.  This competition will be open to single companies or collaborations.  HEIs are eligible to be partners but not leads and business must receive at least 50% of the grant.
 
  • Regenerative Medicine – a £1.5M one -stage CR&D competition in Value Systems and Business Modelling.  Projects are not restricted to any specific sum (within the £1.5M) and the aim is to develop a better understanding of where and how value is created in the regenerative medicine value chain and develop business models to best capture that value.  Priority areas are similar to those above:  Transplantation of stem cells, progenitors or tissue, stimulation of dormant repair processes, cells as delivery vehicles: genes, cytokines, small molecules and engineered cells/synthetic biology.  This competition is collaborative R&D competition where Business to Business or Science to Business applications are invited.  There must be a business lead and business must receive at least 20% of the grant.
Archant Awards
7/22/2009 11:09:20 AM
There are two different awards depending on where your business is located and trades, however if you serve the entire London and Thames Gateway area, then you are eligible to enter both awards and any of the 15 categories. These awards are aimed at rewarding local businesses which form part of the local community and are an important part of the British economy.  Archant London are offering you the chance to win a share of the £200,000 prize fund. The winner for each category at each of these events will win £6,700* of marketing and advertising support courtesy of Archant London publications
BT competition
7/22/2009 8:54:39 AM
Essence of the Entrepreneur 2009 competition and is offering a £10,000 cash prize to the small business that can demonstrate the best use of technology to drive forward their success. 

A panel of judges, including Dragons’ Den star Peter Jones and Claire Young – a former runner-up in the race to become Sir Alan Sugar’s TV Apprentice – will select 20 finalists from entries to the following categories: 

  • Best Male Entrepreneur.
  • Best Female Entrepreneur.
  • Best Young Entrepreneur of the Year.
  • Most Original Business Concept. 

Each of the 20 finalists will receive a prize package including a 12 month contract with BT Business Broadband and the chance to be pictured by renowned photographer Rankin. 

One lucky business will also scoop the coveted Outstanding Entrepreneur award and the £10,000 cash prize. 

The contest is open to privately owned UK businesses that employ fewer than 75 staff. Successful applicants will be expected to demonstrate how their business is harnessing the power of technology to make a key difference to their company. 

Encouraging hi-tech firms to enter this year’s contest, Bill Murphy, managing director of BT Business said: 

“Now, more than ever, entrepreneurs and small businesses across the UK need the recognition and support that these awards are able to give them.” 

Competition judge and star of hit TV show Dragons’ Den Peter Jones added: 

“Whatever technology you use, being involved in this competition is an opportunity for any entrepreneur. By just applying makes you stop and think about the way you run your business and what you have achieved, which is important.”

New short term KTPs
7/22/2009 8:50:16 AM

From the beginning of July, the Government-funded Knowledge Transfer Partnerships (KTPs) scheme has introduced a more flexible funding system. 

The programme part-funds a recent graduate to work with participating businesses on projects key to their future development. Usually, graduates and academic institutions collaborate with businesses for one-to-three years on long-term strategic development projects. 

Now though, short-term KTPs are being introduced that last between 10 and 40 weeks. These new opportunities are particularly aimed at businesses that have more short-term business problems to tackle. They will also act as a stepping stone for companies that have had little or no previous experience of collaborating with the academic knowledge base. 

Announcing the changes, Iain Gray, chief executive of the Technology Strategy Board, said: 

"Since it began in 1975, the KTP programme has helped more than 5,000 organisations pursue strategic development objectives by accessing the expert knowledge, technology and skills that reside within the UK's higher and further education sectors. 

"The launch of shorter KTPs is an exciting new initiative, which will help more businesses than ever to find innovative solutions through collaborative working.  

“Organisations for which the classical one-to-three year KTP project is not appropriate will now have the opportunity to undertake shorter projects, helping them to address tactical business issues and form effective relationships with the academic community.”

Access 2 Finance
7/17/2009 12:43:00 PM
Access to Finance Programme
Looking for funding over £10,000?
 
The Access to Finance Programme offers prospective and existing business owners in London valuable step by step assistance through the process of raising finance over £10,000. 
 
Even if you have already been refused funding from a mainstream lender, Enterprise Enfield may be able to help you secure the finance you need through the Access to Finance Programme.
 
Our expert advisers and financial specialists will provide you with valuable hands-on support including:
  • a free initial business review
  • advice about the sources of suitable funding available
  • preparation of a professional business plan to submit to a lender
  • help source the right type of funding for your business
The cost of this support (typically 3 days) is heavily subsidised at only £200 (inc VAT). 

For full details visit Enterprise Enfield.

'The Future isn't what it was'
5/29/2009 10:53:45 AM

Shape of things to come on business map

By Brian Groom, Business and Employment Editor

Published: May 29 2009 00:01

New technologies and different ways of working will change the business landscape more radically than at any time since the industrial revolution, according to research commissioned by HSBC, the banking group.

Its report, published on Friday, creates a map of the business hubs it expects to develop over the next 20 years. Instead of pictograms of factories and coal mines familiar to past generations of schoolchildren, the new map is dominated by symbols for wind farms, robotics, nanotechnology and stem-cell research.

It is likely to be welcomed by Lord Mandelson, business secretary, who hopes to drive the UK’s recovery from recession by developing new technologies and advanced manufacturing.

Many of the centres are outside London and the South East, underlining the potential that broadband connection creates for building businesses in outlying regions.

Although the Midlands and northern England are being hit hardest by the recession, the report argues that, in the longer term, mobile working could bridge the north-south divide.

Its predicted hotspots include Durham and Newcastle (nanotechnology), Manchester (stem cells and robotics), York (biotechnology) and Dundee (computer gaming, biotechnology and “nutraceuticals”, or foods with health benefits).

EXPERTISE IN THE NEWCASTLE PIPELINE


HSBC’s prediction that Newcastle will become a post-recession technology hotspot will come as no surprise to Nick Searby, writes Brian Groom. As managing director of Durham Pipeline Technology, which makes robots that crawl through oil and gas pipelines for cleaning, repair and maintenance, he is already convinced that access to talented graduates and good transport links make the city a perfect spot for budding entrepreneurs.

The company was spun off from Durham university in 2004 by Prof Ernie Appleton, who has since retired. It is now based at Gateshead, near Newcastle, where several pipeline companies are clustered around a General Electric technology centre. It employs nine people, most who were Durham students.

“There’s an awful lot of knowledge in Newcastle and the universities tap into that by providing specialised courses,” said Mr Searby, who joined 18 months ago from GE. “The cost of living is good compared to down south. It’s a really nice place to live. The airport’s good, so you can get out when you’ve had enough. All in all it’s a good place for graduates to start out.”

DPT hopes to break even by the end of this year and build annual turnover to £3m within two years. “The market size is tremendous,” said Mr Searby.

The report, by HSBC Commercial Banking and The Future Laboratory, a forecasting and strategy specialist, is based on interviews with 18 industry experts and a survey of 500 entrepreneurs and decision-makers in 17 UK cities.

Critics of futurology say it merely projects present trends into the future – and cannot predict unforeseen shifts – but the report is at least a guide to patterns emerging now.

“In the last decade, the notion of the ‘culture capital’ became a buzzword, as cities such as Cardiff, Newcastle, Gateshead, London and Liverpool worked with so-called ‘starchitects’ such as Norman Foster, Richard Rogers and Wilkinson Ayre to create business opportunities and global profiles,” Martin Raymond, the report’s author, said.

It selects five “supercities” that it thinks will derive prestige from new income streams or ways of working: Newcastle, Leeds, Liverpool, Brighton and London.

Whatever it does for innovation, the report may offend lovers of the English language with its use of jargon such as “bleisure”, the deliberate and desirable blurring of business and pleasure, and “emo-nomics”, an economic system based on emotional responses.

It identifies types of emerging entrepreneur. Liam Walsh, a 19-year-old, Brighton-based street magician, video editor, promotions manager and website builder is an example of the “slash/slash careerist” – so called because of the way they describe their various jobs, such as video editor/producer/promotions manager.

Darika Ahrens, a 29-year-old freelance new media consultant from Borough in London, is seen as a “referral economist”, a new breed of business matchmaker who profits from connecting people.

Many entrepreneurs are described as “New Millennials”: born between 1985 and 1990, a generation immersed in technology, now penetrating new and old businesses.

 

Trading Places
5/1/2009 10:17:34 AM

Barclays Trading Places Awards offer cash prizes to the businessmen and women who have triumphed over adversity such as disability, personal tragedy, long-term unemployment or discrimination, to set up their own successful businesses. 

Three new categories have been introduced this year, each offering a £5,000 first prize: 

  • Triumph over Disability Award.
  • Success after Unemployment Award.
  • Spirit of Inspiration Award. 

Champions in these sections will then be forwarded to compete for the contest’s top honour, the Trading Places Award 2009. 

The awards are open to entries from UK and Ireland-based sole traders, partnerships, and small companies that: 

  • Have been trading for a minimum of three months and maximum of three years (as of March 2009).
  • Have an annual turnover of less than £1 million. 

Interested applicants are asked to state their case in no more than 1,000 words by 22 May, covering points such as “why they started their business?” “ their business’s current situation and success” and “plans for future growth”. 

A panel of judges including John Bird, founder and editor of Big Issue, and Steve Hawkes, business editor of the Sun, will select 11 finalists across the three categories, who will each receive £2,000 worth of Microsoft computer software and be invited to attend the prestigious awards ceremony at the InterContinental Hotel, Park Lane, London on 13 October. 

The competition has been backed by UK Business Secretary Peter Mandelson. 

He said: 

“An enterprising culture can create jobs and transform communities – all of which is vital during these uncertain economic times. 

“Through initiatives such as Barclay's Trading Places Awards we can honour the next wave of entrepreneurs who have overcome personal barriers, driven change and made their ideas a reality.” 

Launching the competition for 2009, Barclays’ marketing director for local businesses, John Davis, said: 

“Trading Places is a celebration of businesses that have struggled through adversity, which is even more relevant today in our turbulent economic times and have turned their lives around for them and their families.” 

For further information about the Trading Places Awards, visit the Barclays website (opens a new window) 

Source: Barclays, 20/04/2009

New Strategic Investment Fund
5/1/2009 10:02:18 AM

Up to £750 million is being made available to stimulate innovation across the manufacturing, digital and biotechnology sectors.

Chancellor Alistair Darling used his Budget speech to reveal a new Strategic Investment Fund, which will be used to promote R&D and harness the UK’s “world-class science base”. 

A third of the new fund will be targeted at low carbon business opportunities and developing “green” technologies, whilst the government-funded Technology Strategy Board has been allocated an extra £50 million to accelerate technological innovation. 

A further £10 million will also be made available for the Government's international business development arm - UK Trade and Investment – to ramp up its support for exporters. 

Business Secretary Peter Mandelson claimed the new fund would “equip Britain to win as a low carbon, knowledge-based economy”. 

He said: 

“Britain doesn’t need to be pessimistic about our economic future as long as we prepare for it. Backing green, low carbon businesses and technologies will be a priority for the new fund. 

“British businesses should be world leaders in the technologies and services the world will need as we use energy more efficiently and combat climate change.” 

The funding fillip has been welcomed by Jonathan Kestenbaum, chief executive of NESTA, the innovation support body. 

He said: 

“The fund will give a new vibrancy to the UK’s technology market and will bring about deep and lasting change to our economy. 

“It’s vitally important that a proportion is allocated to high-potential early-stage technology businesses. Innovative new firms are central to the UK’s future economic prosperity. 

“Recessions are times to take bold action. The fund will be critical in sustaining the UK’s global position in these sectors.” 

Technology Strategy Board chief executive Iain Gray claimed the extra investment would help improve industry competitiveness and speed up the shift to a low carbon economy. 

He said: 

“This Budget recognises how essential it is to continue increasing investment in technology and innovation especially in difficult economic times.  

“We have to develop new technologies and solutions, not only for the sake of this country's future competitiveness on the global stage, but also to address the major challenges facing our society.”

Source: Department of Business, Enterprise and Regulatory Reform, 24/04/2009

The Environment is a bottom line issue
4/30/2009 1:11:32 PM

Ready meal maker , RF Brookes, will use a half a million handout from the Welsh Assembly Government towards building a £5 million large-scale anaerobic digestion (AD) unit. The AD system will break down the waste quickly into gas generating around 10% of the factory’s energy needs. 

The end of New Horizons/ London Funding Club Project
4/3/2009 1:19:38 PM
It is with regret that we have had to shelve the New Horizons/ London Funding Club concept that we had been negotiating with the London Development Agency and Urban Futures.

Our dream was to provide smaller businesses with access to subsidised funds packaging, a service that we provide commercially, together with an 'funding club' meetings and the stimulation of Corporate Venturing, a corporate variation on Business Angels.

However, rather than just walk away from providing the funding support to businesses that may need it, but can't initially pay full fees, we are prepared to consider alternative payment methods. Rather than just put off raising funds, why not take advantage of our FREE 30 minute meeting to establish the potential of your business. The meeting can be at your place or ours.

In respect of the Corporate venturing concept we are discussing with another player the potential to develop this as a 'paid for' service.
EEDA Funding Update
4/3/2009 10:03:16 AM
At an Innovation conference yesterday the EEDA funding team mentioned that they are keen to support more businesses in their Region, outside the Cambridge area, with innovative ideas.

The Proof of Concept Grant applications deadline is 17 April 2009.

New initiatives planned:
  • £5m Regional Loan Fund
  • Launch of an Investment Readiness Scheme
  • Innovation Advisory Service
Three majorTechnology Strategy Board competitions
4/3/2009 9:56:39 AM

The Technology Strategy Board has launched three major competitions:

  1. Up to £10 million is being made available to speed up the development of fuel cells and hydrogen technologies, to meet the twin aims of tackling climate change and helping secure future energy supply. 
  2. Funding of up to £1 million is available for science-to-business or business-to-business collaborations that lead to significant improvements in either of the following: 
  • Lowering costs and enhancing the reliability, durability and performance levels of low, intermediate and high temperature fuel cell systems.
  • Addressing the challenges related to hydrogen generation, storage and utilisation. 
  1.  a £6 million funding pot open to applications from collaborative projects that look to develop more secure information infrastructure systems. 

Information Infrastructure Protection: Managing Complexity, Risk and Resilience will support R&D that helps to manage the risks associated with global society’s increasing reliance on interdependent information and data. 

Expressions of interest for all three competitions must be made by 23 April.

For further information  visit  the Technology Strategy Board website 
The future isn't what it use to be!
4/1/2009 9:35:25 AM

Harsh environment awaits banking survivors

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Less risky, less profitable, and probably a lot smaller – that is the prognosis for the world’s banks as they attempt to rebound from the worst financial crisis of the postwar era.

This epochal shift in the financial climate means that even those institutions that come through the downturn intact will face a struggle to adapt to the new environment.

Amid the turmoil, it might seem futile to sketch out the future banking landscape. Most banks are struggling to forecast their performance over the next three months, let alone the coming five years. Bad loan charges are still rising. 
Article by Peter Thal Larsen in London and Francesco Guerrera FT.com Published: March 31 2009 http://www.ft.com/cms/s/0/84c59738-1e10-11de-830b-00144feabdc0.html?ftcamp=rss


But times aren't just tough for Bankers the business world will have changed when we reach the 'up turn' and businesses need to have changed during the 'down times' to be ready to grow.

There is money around
4/1/2009 9:28:22 AM

Google animates venture capital arm

Google is an old hand at investing in startups, but today, the search company is launching a formal venture capital unit focused on turning the practice into a profit maker.

The Mountain View mega-firm has created Google Ventures, which aims to invest in a broad array of tech-related industries.

"We think we can find young companies with truly awesome potential and encourage their development into successful businesses." 

Google picked up Miner in 2005 as the co-founder of Android, a mobile software start-up which would become the basis for Google's phone OS.

Google Ventures will focus on early stage investments in things like consumer internet, software, clean-tech, bio-tech, health care, and more, according to the posting.

"Economically, times are tough, but great ideas come when they will. If anything, we think the current downturn is an ideal time to invest in nascent companies that have the chance to be the 'next big thing,' and we'll be working hard to find them," the company wrote.

According to the website, the unit will be able to swing around amounts up to tens of millions of dollars. It also claims companies don't need to have any connection or business relationship with Google.

The site is located at google.com/ventures
We all make mistakes!
3/19/2009 9:55:19 AM
An interesting article that I picked up from a blog recently:

10 Stupid Mistakes Made by the Newly Self-Employed

April 10th, 2006 by Steve Pavlina       

Having been a non-employee for about 14 years now, I’ve made my share of stupid business mistakes.  I’ve also coached a number of people to start their own businesses, and I’ve seen many of them make similar mistakes.  This advice is geared towards small business owners, particularly people who are just starting (or about to start) their own business.

1.  Selling to the wrong people.

While sales are important to the survival of any business, you don’t need to push your business on everyone you meet, including friends and family.  Furthermore, it’s a waste of time to try selling to people who simply don’t need what you’re offering.

Selling to the wrong people includes trying to sell to everyone.  Some customers are much easier to sell to than others.  For example, my wife does web consulting for small businesses, and she’s learned that some clients are much harder to work with than others.  If a potential customer is broke and obsessively worried about every nickel they spend, if they want a web site but don’t know why, or if they simply don’t understand the Internet well enough, they won’t be a good client in the long run.  Feel free to say no to customers that are more trouble than they’re worth.  Let your competitors sell to them instead.  You’ll save yourself many headaches, and you’ll free up more time to focus on serving the best customers.

Just because someone is interested in doing business with you doesn’t mean you should accept.  In my first year in business, I probably said yes to at least 50% of the people who approached me with a potential business relationship.  I wasted a lot of time pursuing deals that were too much of a stretch to begin with.  I accepted lunch invitations from random business people who just wanted to “see if there’s a way we could do something together.”  Virtually none of them made me a dime.  If you think a meeting is pointless, it probably is.  Don’t network with random people just because you think you’re supposed to network.  Today I accept such invitations less than 1/10 as often.  If an offer doesn’t excite me right away, I usually decline or ignore it.  Most relationships simply aren’t worth pursuing.  Learn to say no to the weak opportunities so you have the capacity to say yes to the golden opportunities.

2.  Spending too much money.

Until you have a steady cashflow coming in, don’t spend your precious start-up cash unless it’s absolutely necessary.  I started my computer games business with about $20,000 cash (my own money), and it went fast; shortly thereafter I was using debt to finance the business.  Unfortunately, the original business model didn’t work, and it took five years before the business was generating a positive cashflow.  I soon learned that every dollar invested in the business was another dollar that eventually had to be recouped from sales.

In 2004 I started this personal development business with only $9 cash even though I could have spent much more on it.  No fancy logo, no snazzy web design, no business cards or stationary.  I paid to register the domain name, and that was it.  That’s as much as I was willing to spend before I started generating a positive cashflow.  All other business expenditures came out of that cashflow.

Your business should put cash into your pocket, so before you “invest” money into it, be clear on how you’re going to pull that cash back out again.

Obviously some businesses require lots of cash to start, but in the age of the Internet business, you can very easily start a lucrative business for pocket change.

3.  Spending too little money.

It’s also a mistake to be too stingy with your cash.  Don’t let frugality get in the way of efficiency.  Take advantage of skilled contractors who can do certain tasks more efficiently than you can.  Buy decent equipment when it’s clear you’ll get your money’s worth.  You don’t have to overspend on fancy furniture, but get functional furniture that helps you be more productive.  Don’t use an antiquated computer with outdated software that slows you down if you can afford something better.

It takes time to develop the wisdom to know when you’re being too tight or too loose with your cash, so if you’re just starting out, get a second opinion.  Often the very thought of getting a second opinion makes the correct choice clear.  If you can’t justify the expenditure to someone you respect, it’s probably a mistake.  On the other hand, there are situations where it’s hard to justify not spending the cash.

4.  Putting on a fake front.

Many one-person businesses refer to themselves as “we.”  That’s something a lot of new entrepreneurs do, but it isn’t necessary.  There’s nothing wrong with a one-person business, especially today.  My games business has mostly been a we over the years, but my personal development business is still an I.  It’s perfectly OK to refer to your business as an I when you’re the only one working in it.  Pretending that you’re a we when you’re really an I is a bit silly.  It’s not going to gain you any respect in a way that matters.  Promoting yourself as an I may even be an advantage today, since people will know the buck stops with you, and if you make a promise, you’re the one who will carry it out.  Promises from a we sometimes aren’t worth very much.

If you’re a newly self-employed person, don’t pretend you’re anything else.  Price your products and services fairly for your level of skills and talents.  Some newly self-employed people think they must become actors.  The business they promote to the world is pure fantasy.  Trying to fool your customers in this manner will only backfire.  If you’re so desperate for business that you need to lie, you shouldn’t be starting your own business.  If you can’t provide real value and charge fairly for it, don’t play the game of business.  Develop your skills a bit more first.

5.  Assuming a signed contract will be honored.

I’ve made this mistake more than I care to admit.  I’ve had signed contracts with supposedly reputable corporations, and they weren’t worth squat when the CEO decided he wanted out of the deal, even for completely dishonorable reasons.  Sure I was in the right, but did I want to go to court to enforce it?  No, I’d rather continue doing meaningful work.

A signed contract is just a piece of paper.  What’s behind a signed contract is a relationship.  If the relationship goes sour, the contract won’t save you.  The purpose of a contract is to clearly define everyone’s roles and commitments.  But it’s the relationship, not the paper, that ultimately enforces those commitments.  When I understood this, I focused more on relationships and worried less about what was on paper, and my business deals went much more smoothly.  Once you start falling back on the paper, the deal is already in trouble.  Creative (and lucrative) business deals almost always stray from the paper contracts that represent them.  One of my attorneys, who had worked on dozens of game development deals, told me that no deal he worked on ever followed the contract exactly; most weren’t even close.  And these were big money deals in many cases.  Business relationships are similar to other personal relationships — they twist and turn all over the place.

Written contracts are still necessary, especially when dealing with larger corporations where people come and go, but they’re secondary to relationships.  Just don’t make the mistake of assuming that the contract is the deal.  The contract is only the deal’s shadow.  The real deal is the relationship.  Keep your business relationships in good order, and you won’t have to worry so much about what’s on paper.

It’s sad but true that there are loads of scoundrels in business.  Many of them hold titles like CEO, President, and CFO.  There are indeed people out there who seem to care about nothing but money, and they will lie, cheat, and steal to get it.  In recent years some of the more despicable ones have gotten themselves indicted (or are already behind bars).  But there are plenty of others to whom the word honor has no meaning.  For example, in the computer gaming industry, it isn’t unusual for large publishers to feign interest in certain games and string the developers along.  They give the developer every indication that a deal is pending, but all the developer sees are delays and false verbal promises.  In reality the publisher only wants to keep the game off the market to keep it from competing with one of their own titles; they hope to cause the developer to miss the next Christmas season or to run out of cash and cancel the title altogether.  It happens.  Business, especially the entertainment industry, is not for the timid.

6.  Going against your intuition.

Intuition is just as important in business as it is in other settings.  You’d be amazed at how many gigantic corporate deals are green-lighted or red-lighted because of some CEO’s gut feeling.  While you might think that logic is the language of business, that’s far from reality.  If you base all your business deals on hard logic and ignore your intuition, most likely you’ll be in for a world of hurt.

We humans aren’t very logical to begin with.  We simply don’t have enough data to make truly logical decisions because business deals depend on human beings, and we don’t have a logical system for accurately predicting human behavior.  Not being able to predict how other humans will behave is a pretty big gap in our logic.  And intuition has to fill that gap.  The real performance of human beings is what makes or breaks business deals.  But to assume everyone will perform as expected is unrealistic in the extreme.  No deal ever goes perfectly.

It’s hard to say no to a deal that seems juicy by the numbers when my gut is saying, “You’ll regret it,” but more often than not, I later see evidence my intuition was right all along.  Sometimes I just get a bad read on someone, and then years later, several people I know are complaining about being ripped off by that person.

Intuition is a critical part of the decision-making process in business.  Since business deals depend on relationships, you need to get a read on the other people involved in any deal you consider.  If you get a bad read, walk away.  If you get a good read, proceed with caution.

7.  Being too formal.

I’ll say it again.  Business is built on relationships.  In some settings a certain degree of formality is appropriate, but in most business situations being too formal only gets in the way.  Business relationships work best when there’s a decent human-to-human connection behind them.

I think it’s a mistake to be too formal even when looking to establish new business relationships.  If someone mails me a letter that starts with “Dear Mr. Pavlina” and then goes on to explain a long-winded business proposal, I’ll usually just trash it, especially if it uses the word “we” a lot.  Better to fire off an email with a “Hi Steve,” and just ask me very informally if I’m interested in the kind of arrangement you’re seeking.  It saves time and opens the door to a real human relationship.  Human beings don’t want to build relationships with faceless corporations.  They only want relationships with other human beings… sometimes animals too I suppose.

Treat your business relationships like friendships (or potential friendships).  Formality puts up walls, and walls don’t foster good business relationships.  No one is loyal to a wall… except the one in China.

Formality is boring and tedious.  People want to enjoy their work.  If someone address me like a computer, I’ll respond in kind — by hitting delete.  But if someone demonstrates they have a real personality and a good sense of humor, a connection is far more likely.

8.  Sacrificing your personality quirks.

In the early years of running my games business, I took myself too seriously and assumed that I had to act “businesslike” … whatever that meant.  Being self-employed was a weighty responsibility, and other people were counting on me.  Sink or swim, right?

I started my games business in my early 20s, and people in their early 20s are invariably weird.  But I assumed that as a business owner, being weird wasn’t appropriate or acceptable.  So most of my business letters and emails looked like they were written by the same people who created Microsoft’s EULAs.  The job title of “President” really went to my head.  I learned how to function without a personality.

It took a number of years, but eventually I became comfortable just being myself, especially after my games business became profitable.  Now that I’m a blogger, my personality quirks and unusual experiences are strengths.  My personal oddities give this blog a unique flavor.  If I were to take myself too seriously and write more formally, this blog would be very dull and would likely lose much of its audience.

It’s perfectly OK to be your own weird self and to inject your own unique spirit into your business, especially if you’re in your teens or 20s.  Don’t be afraid to be more like Steve Jobs… and less like Steve Ballmer.  Don’t pretend to be something you’re not.  Ultimately you’ll enjoy your work much more if you attract the kinds of customers and partners that want to work with you for who you are — warts and all.  Send the people who only want to work with androids to your corporate competitors.  They deserve each other.  :)

If other people can’t handle your weirdness, too bad for them.  Focus your energy on the people who can.

9.  Failing to focus on value creation.

It’s easy to fall into the trap of thinking that the purpose of a business is to make money.  But the real purpose of a business is to create value.  While it’s possible to make money in the short run without creating much value, in the long run it’s unsustainable.  Even criminal organizations have to create value for someone.  When you know your business is just sucking value away from others without providing anything in return, it will erode your self-esteem, and the business won’t be much fun to run.

Why does your business exist?  It exists to provide some sort of value, both for you and your customers.  The better you understand what value you’re trying to provide, the better you’ll be able to focus.  The basic value provided by my games business was cerebral entertainment.  The basic value provided by StevePavlina.com is personal growth.  Too often business owners aren’t clear on what value they’re trying to provide.  They just sell stuff and hope for the best.  That’s a lousy business model.  The world doesn’t need more selling or more stuff.  But it always needs and wants genuine value creation, and that’s where you should direct your efforts.

Presently this web site contains over 400 free articles.  That’s a lot of value creation.  Thousands of people visit each day to receive some of that value.  Helping people grow is the business’ primary aim.

10.  Failing to optimize.

Although value creation is essential to a sustainable business, it’s equally naive to assume you can simply focus on creating value, and the rest will take care of itself.  You may build a business that provides good value but loses money.  As a business owner, you need to find a way to deliver your value in a cost effective manner.  Most likely your first attempt will be very suboptimal.  You’ll waste too much time, money, and resources trying to produce and deliver your value.  That’s OK though.  Many businesses start out that way.  Just don’t let yours stay that way.

Once you have a particular business process in place, pull it apart and re-optimize it from time to time.  Look for ways to make it more efficient.  Can you get it done in less time?  At less cost?  Can you do it less frequently?  Can you outsource it?  Can you dump the process altogether?

I used to process credit orders for my games business manually.  I started the business in 1994, and when I’d receive an order through the mail or via my web site, I’d use some software to input and run the orders by modem.  At the end of each month, I’d manually tally the sales.  That worked fine when sales were low, but it became burdensome as more products were released and sales increased.  Several years ago I upgraded the process such that online orders were fully automated, including instant delivery of the game download.  All orders are recorded in a database, and I can view real-time reports to see how sales are doing for each product.  It took some work to set this up, but it was well worth it.  That one optimization saved me a lot of time and effort, and I don’t have to pay high fees for a third-party order processing service.

Don’t fall into the trap of using archaic methods for doing routine tasks that could be automated, including inventory management, billing, accounting, order processing, communications, and marketing.  If you find yourself doing the same repetitive tasks month after month, make sure you put some effort into optimizing them.  Not optimizing is like throwing time and money down the drain.  It’s often much easier to save time and money than it is to create them.

An Internet business has abundant opportunities for optimization because it’s so easy to try new things and measure the results.  In the first year after launching this site, I experimented quite a bit with Google Adsense.  Many people don’t like the ad layout on this site, but it’s the most effective layout I’ve tried so far.  I use it because it works.  Adding the donations page was another optimization.  Some people click ads, some people donate, and some do both.  So even though value creation is the primary aim of the business, this is still a for-profit business and needs to generate income in order to be sustainable.  If I don’t eat, I don’t write.  More money means more resources for ongoing value creation.  So value creation and optimization go hand-in-hand.

 


A brave new world
3/17/2009 9:58:24 AM
Thomas Friedman recently asked...What if the recession is telling us that the whole growth model we created over the last 50 years is simply unsustainable economically and ecologically and that 2008 was when we hit the wall — when Mother Nature and the market both said: “No more.”
At a time when all the news seems to be pointing to doom and gloom isn't it actually the time to build a more sustainable business environment that can generate the confidence that we seem to be so badly lacking.
Innovation Event 2nd April
3/13/2009 10:52:28 AM

Date: Thursday 2 April
Time: 9am – 5pm
Venue: Basepoint Innovation and Business Centre, Luton,

The programme combines presentations, speakers, an exhibition, and workshops during which businesses can benefit from expert-led short, practical workshops on:

·       The definition of business innovation

·       How to identify and implement innovation and its benefits to business

·       Research and Development

·       Protecting intellectual property rights, and

·       Accessing finance.

Trevor Baylis OBE, inventor of the wind-up radio and many other products, will be the event’s special guest speaker with a presentation on motivating small to medium sized businesses (SMEs) and entrepreneurs to focus on converting invention into innovation to sustain their competitiveness and grow their businesses.

www.beds.ac.uk/knowledgehub/calendar/infoinnovationday

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