Advice About Term Sheets

David Frankel, Founding Partner at Altirah Capital, discusses term sheets and how to structure a venture capital deal.

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Start up investment calculator

This spreadsheet will help you calculate what items you need to include in your initial start-up investment, whether you already have them or need to buy them,What they cost, when you need them (this will be helpful when you come to calculate your cash-flow).


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Team or Solo?

As an entrepreneur you have a choice of going solo or as part of a team. Teams have a much higher chance of success. That does not mean that everybody needs to be in the business full time, but you do need a combination of skill sets in areas such as sales (key!), marketing, finance and technology.


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Structuring The Sales Force

Once you have segmented your target market, identified the target audience’s buying process and devised your positioning, you will find that the best way to structure, equip and manage your sales force will be apparent.

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How to Select a Venture Partner

Search Engine Optimisation (SEO) is also known as on-line marketing. It is crucial to the success of any business to incorporate SEO into the design of their website and also to use it to promote their on line presence, their business, products and services.

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Strategy Analysis

Strategy analysis. Use this to analyse your strategic ability.

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Shifting gears

How capable are you to shift gears? Consider the following:

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Receipts

 

 

 

 

 

 

 

 

 

This spreadsheet will help you to record and analyse receipts made by your business.


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Commodity Hell

There has been a lot of literature on the latest management fads (all principles apply, a SWOT analysis will always work) and about the speed of change, the need to be different and the unpredictability of the future. The only thing you can control in that context is being different.

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The "Go-To-Market-Map"

Before you go to market, make sure you have done your ‘go-to-market’ map. This becomes your key management tool to align, co-ordinate and manage all tasks that are needed to ultimately ‘make the sale’.

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The art of fund raising

Kathleen M. Eisenhardt Eisenhardt describes the key elements associated with successful fundraising. She discusses the importance of asking for the correct amount of money at the right time from the appropriate people. She stresses the importance of researching VCs and understanding the true motives behind their interests.

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Translation into Time, Money, People

You need to be able to translate your plans and targets into the resource implications for your business. Use this template and translate your planned actions into time, money and people.

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Operating Budget: Profit and Loss

 

 

 

 

 

 

 

 

 

This spreadsheet will help you to prepare a projected profit and loss account as part of your Operating Budget, in a format suitable for inclusion in your Business Plan.


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Need – Feature - Benefit Development Tool

Target the right benefit message to address the most important (to the customer) needs


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The Growth Traps

If you are in a growth phase, please be aware of some of the traps:

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Different Mixes, Different Stages

You will need different mixes of marketing communication tools as your business evolves through the growth path and as products go through the lifecycle.

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Overheads

 

 

 

 

 

 

 

 

 

This spreadsheet will help you to analyse the overheads your business is likely to incur, in a format suitable for inclusion in your Business Plan.


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Savvy Entrepreneurs Go Where the Innovators Hang Out

In the early stages of a new venture and a new product the imperative is to secure sales and get revenues flowing. Savvy entrepreneurs know that the best chance for sales of a new product, from a new business, lies with the innovator and early adopter market segments – reckoned to be about 10% of any given market place.


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Quick Analysis Of The Company

Use this checklist to do an almost instant analysis of your company. This format is based on researching hundreds of assessment models. Research shows that a quick, intuitive assessment is almost always very near to a long review by consultants.

Download Quick Analysis Company


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How B2C and B2B Marketing Communications Differ

There are important differences between B2B and B2C marketing communications in terms of the communication context (the former being formal and the latter being informal), decision makers (many versus a few) and the primary communication tools used – personal selling versus advertising and sales promotion.

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