top ten lies of entrepreneurs guy kawasaki, ceo, · pdf filetop ten lies of entrepreneurs guy...

Click here to load reader

Post on 14-Feb-2018

218 views

Category:

Documents

1 download

Embed Size (px)

TRANSCRIPT

  • Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

    Guy Kawasaki, CEO, Garage.comGuy Kawasaki, CEO, Garage.com

  • 2

    11Our projections areconservative.Our projections areconservative.Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 3

    22 IDC says our marketwill be $50 billion by2003.IDC says our marketwill be $50 billion by2003.

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 4

    33 Amazon.com will signour contract next week.Amazon.com will signour contract next week.

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 5

    44 Key employees willjoin us as soon as weget funded.Key employees willjoin us as soon as weget funded.

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 6

    55 We have first-moveradvantage.We have first-moveradvantage.Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 7

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

    66 Several VCs arealreadyinterested.Several VCs arealreadyinterested.

  • 8

    77 Oracle is too slowto be a threat.Oracle is too slowto be a threat.Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 9

    88 Were glad thebubble has burst.Were glad thebubble has burst.Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

  • 10

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

    Our patents make ourbusiness defensible.Our patents make ourbusiness defensible.99

  • 11

    Top Ten Lies of EntrepreneursTop Ten Lies of Entrepreneurs

    All we have to do isget 1% of the market.All we have to do is

    get 1% of the market.0011

  • Top Ten Lessons of PRTop Ten Lessons of PR

    Guy Kawasaki, CEO, Garage.comGuy Kawasaki, CEO, Garage.com

  • 13

    11 Create buzz,not inkCreate buzz,not inkThe Top Ten Lessons of PRThe Top Ten Lessons of PR

    Q. Secret to PR?A. Create a great product

  • 14

    22 Be one thing to allpeopleBe one thing to allpeopleThe Top Ten Lessons of PRThe Top Ten Lessons of PR

    Macintosh = ease of useAmazon = booksVolvo = safety

  • 15

    33 Position, dont bepositionedPosition, dont bepositionedThe Top Ten Lessons of PRThe Top Ten Lessons of PR

    Before: IncubatorAfter: Venture capital investment bank

  • 16

    44 CascadeCascadeThe Top Ten Lessons of PRThe Top Ten Lessons of PR

    Execs Directors and advisors Employees Web site Press releases Collateral

  • 17

    The Top Ten Lessons of PRThe Top Ten Lessons of PR

    Press conferences Launch parties Press releases Press kits

    Cut the crapCut the crap55

  • 18

    The Top Ten Lessons of PRThe Top Ten Lessons of PR

    66 Make friends beforeyou need themMake friends beforeyou need them

  • 19

    77 Block and tackleBlock and tackleThe Top Ten Lessons of PRThe Top Ten Lessons of PR

    Return phone calls Answer email Never lie

  • 20

    88 Read then pitch,dont pitch then readRead then pitch,dont pitch then readThe Top Ten Lessons of PRThe Top Ten Lessons of PR

  • 21

    The Top Ten Lessons of PRThe Top Ten Lessons of PR

    Shoot bullets, notpelletsShoot bullets, notpellets99

  • 22

    1010 Be a sourceBe a sourceThe Top Ten Lessons of PRThe Top Ten Lessons of PR

  • The War for TalentThe War for Talent

    Guy Kawasaki, CEO, Garage.comGuy Kawasaki, CEO, Garage.com

  • 24

    11 Recruit 24 X 7 Recruit 24 X 7The War for TalentThe War for Talent

  • 25

    22 Kiss a lot of frogs Kiss a lot of frogsThe War for TalentThe War for Talent

  • 26

    33 Use all yourweaponsUse all yourweaponsThe War for TalentThe War for Talent

  • 27

    44 Trust your gutTrust your gutThe War for TalentThe War for Talent

  • 28

    55 Sell all thedecision makersSell all thedecision makersThe War for TalentThe War for Talent

  • 29

    66 Recruit outsidethe linesRecruit outsidethe linesThe War for TalentThe War for Talent

  • 30

    77 Wait to compensateWait to compensateThe War for TalentThe War for Talent

  • 31

    88 Pay for what you getPay for what you getThe War for TalentThe War for Talent

  • 32

    99 End with theoffer letterEnd with theoffer letterThe War for TalentThe War for Talent

  • 33

    Never assumeyoure done

    Never assumeyoure done0011

    The War for TalentThe War for Talent

  • Biz Dev 101Biz Dev 101Guy Kawasaki, CEO, Garage.comGuy Kawasaki, CEO, Garage.com

  • 35

    11 Ensure that themiddle and bottomlike the dealEnsure that themiddle and bottomlike the dealBiz Dev 101Biz Dev 101

  • 36

    22 Build fromstrength, not tocover weaknessBuild fromstrength, not tocover weaknessBiz Dev 101Biz Dev 101

  • 37

    33 Find a championFind a championBiz Dev 101Biz Dev 101

  • 38

    44 Cut a win-windealCut a win-windealBiz Dev 101Biz Dev 101

  • 39

    55 Find a lawyer whowants to donotpreventbusinessFind a lawyer whowants to donotpreventbusinessBiz Dev 101Biz Dev 101

  • 40

    This is what I want to do,now keep me out of jail.

    This is what I want to do,now keep me out of jail.

    66 Establish the rightlegal frameworkEstablish the rightlegal frameworkBiz Dev 101Biz Dev 101

  • 41

    77 Put an out clausein the dealPut an out clausein the dealBiz Dev 101Biz Dev 101

  • 42

    88 Explain it to awomanExplain it to awomanBiz Dev 101Biz Dev 101

  • 43

    Dont expect peopleto do something that

    you wouldnt do

    Dont expect peopleto do something that

    you wouldnt do99Biz Dev 101Biz Dev 101

  • 44

    Drive a German car Have a goatee Use cologne Wear Armani

    Drive a German car Have a goatee Use cologne Wear Armani

    Dont form analliance with people

    who . . .

    Dont form analliance with people

    who . . .0011Biz Dev 101Biz Dev 101

  • Garage.com StoryGarage.com Story

    Guy Kawasaki, CEO, Garage.comGuy Kawasaki, CEO, Garage.com

  • 4646

    ProblemProblem

    SerialSerial How do I get to moreinvestors at once?

    RegionalizedRegionalized

    ClosedClosed

    How do I get investorsoutside of my region?

    Raising venture capital is inefficient

    How do I get past thereceptionist?

  • 47

    Garage.com ProcessGarage.com Process

    Find Over the transom Referrals

    Fix 4-6 week process Personalized Hands on

    Fund Shotgun Rifle VCs, corps, angels

    Follow Sustain relationship Increase value Follow-on investments

  • 48

    Startups

    What We Offer StartupsWhat We Offer Startups

    Access to capital Business model

    development

    Recruiting Alliance and customer

    sourcing Roadshow prep Interim management Buzz and PR

    Benefits forStartupsSoftware

    Semi-conductors

    LifeSciences

    Hardware

    Telecommunications& wireless

    Tools & Infrastructure

    48

  • 49

    Investors

    VentureCapitalists

    CorporateInvestors

    AngelInvestors

    What We Offer InvestorsWhat We Offer Investors

    Benefits forInvestors

    Pre-screened deal flow Investor networks

    Additional bandwidth

    49

  • 50

    Funded Deals To DateFunded Deals To Date

    Over $200M raised

  • 51

    Investors in ClientsInvestors in Clients

    Includes firms that have invested in follow-on roundsIncludes firms that have invested in follow-on rounds which were not in all cases arranged by Garage.com Securities, Inc. which were not in all cases arranged by Garage.com Securities, Inc.

  • 52

    Bootcamp for StartupsBootcamp for Startups

    International Trade CenterWed and Thu$645 with flyer, $795 without

    International Trade CenterWed and Thu$645 with flyer, $795 without

    Raising venture capital Business models Roadshow prep Exit paths Buzz and PR

    Raising venture capital Business models Roadshow prep Exit paths Buzz and PR