Tag Archives: entrepreneurs

CAPE Business Plan Competition at SCU

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The California Program for Entrepreneurship (CAPE) is an initiative of the Leavey School of Business at Santa Clara University. The CAPE provides education and mentoring to emerging entrepreneurs to help them develop and implement business plans that will contribute to the growth and well-being of the California economy.

Leavey School, SCU

Leavey School, SCU

What: CAPE Business Plan Competition.
Where: Santa Clara University’s Leavey School of Business
When: Nov 14th, 1:00 to 5:00 pm.

Rich Mironov joins other CAPE judges to evaluate presentations from 17 teams. This is the culmination of a 3-phase/6-month program of intensive workshops and pitch prep that started in June. Prizes include a $5,000 award to the winning team.

Burning Your Boats

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A burning boatI spent 2006 consulting to small tech companies, including seven months as an interim executive.  I also nearly co-founded a start-up.  Come year-end, though, I find that I haven’t created a new company or joined a fledgling venture. This brings to mind discussions of commitment and “burning your boats.” Continue reading →

Why are there Serial Entrepreneurs?

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From the outside, it might seem that joining a fledgling start-up should only be about economics and the big payoff: the popular business press always has stories of farsighted technologists, instant millionaires, and thirty-somethings coping with Sudden Wealth Syndrome.  And there are certainly enough folks in the Valley who have made it that most of us know one.

This strikes me as too narrow a view, though – and leaves out the important emotional aspects of start-ups.  Deep into my fourth adventure, I’m less occupied by eventual exit strategies than by the day-to-day challenge of managing chaotic growth. Continue reading →

Early Selling: Thoroughbreds and Explorers

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Start-up selling is different from selling established products. It includes navigating new product waters and locating islands of early adopters — and calls for different skills than classic quarter-driven account selling.  Knowing which you need is critical.  (I’ve seen organizations repeatedly hire the wrong sales force, with terrible results.)

This column divides sales teams into thoroughbreds (race horses) and explorers. Thoroughbreds outrun the competition along smooth paths by selling well-understood products.  Explorers hike rough terrain to discover early customers.  It’s important to know the lay of the land when picking your team. Continue reading →