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What Makes Start-Ups What Makes Start-Ups GoGo

Advice for the UnexpectedAdvice for the Unexpected

EntrepreneurEntrepreneur

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Understanding the Understanding the Entrepreneurial MindsetEntrepreneurial Mindset

vs.vs.The Secret Rules of The Secret Rules of

InvestorsInvestors

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Reality ChequeReality Cheque

Starting One’s Own Business is Starting One’s Own Business is American MythologyAmerican Mythology

Harris Poll: Starting own Business is Harris Poll: Starting own Business is 47% of workday fantasies vs. 53% for 47% of workday fantasies vs. 53% for

sexsex

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Motives MatterMotives Matter

Making Money vs. Chasing a Making Money vs. Chasing a DreamDream

Owning Your DestinyOwning Your Destiny Consulting is Consulting is

EntrepreneurshipEntrepreneurship

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First, Be Credible!First, Be Credible!

Who and What you stand for:Who and What you stand for: Sets ExpectationsSets Expectations Earns PermissionsEarns Permissions

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Ideal MindsetIdeal Mindset

Passion and Passion and AttitudeAttitude FlexibilityFlexibility

Overcoming ObstaclesOvercoming Obstacles Survival UnderwaterSurvival Underwater

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Entrepreneur Self-Entrepreneur Self-CheckCheck Are you aAre you a SalesmanSalesman

Head CoachHead Coach TechnologistTechnologist Team LeaderTeam Leader

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Investible vs. Non-Investible vs. Non-InvestibleInvestible

Realistic evaluation saves wasted time Realistic evaluation saves wasted time and long-term credibilityand long-term credibility

Non-investible can changeNon-investible can change Ill-conceived investible either crashes or Ill-conceived investible either crashes or

never gets off the groundnever gets off the ground

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View from the VCsView from the VCs

TractionTraction SurvivabilitySurvivability

PaydayPayday

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Jockey Not the HorseJockey Not the Horse

Who you are matters more than the ideaWho you are matters more than the idea

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The Secret Hierarchy of The Secret Hierarchy of EntrepreneursEntrepreneurs

Successful Serial EntrepreneursSuccessful Serial Entrepreneurs 10 Year Veteran10 Year Veteran

Twentysomething MoonshotTwentysomething Moonshot Senior Superiority?Senior Superiority?

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Why Your Background Why Your Background CountsCounts

Judged by Family BackgroundJudged by Family Background Explains Your Exposure to a World Explains Your Exposure to a World

Tapping ConnectionsTapping Connections Accountable to a CommunityAccountable to a Community

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VC Dream TeamVC Dream Team

Chief SalesmanChief Salesman TechnologistTechnologist

CFOCFO

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InvestibleInvestible High Growth Area High Growth Area

Inside AccessInside Access Solving Known ProblemSolving Known Problem

Proven TeamProven Team Selling Mentality/Self-StartSelling Mentality/Self-Start

Skin in the GameSkin in the Game

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Non-InvestibleNon-Investible….….but possibly financablebut possibly financable

Growing ConsultancyGrowing Consultancy Lifestyle Business Lifestyle Business

(Service, Shop, Restaurant, B&B etc.)(Service, Shop, Restaurant, B&B etc.) Franchise Franchise

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Who Got Money – Who Who Got Money – Who Didn’tDidn’t

Understand the Investor Understand the Investor PsychologyPsychology

The Science of Referrals : The Science of Referrals : Implicit Association TestImplicit Association Test

Hot Growth AreaHot Growth Area

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How to Enhance How to Enhance Expectations Expectations

Anticipate career baggageAnticipate career baggage Appear FlexibleAppear Flexible

Passionate and Salesmanlike Passionate and Salesmanlike vs. Too Certain and Presumptuousvs. Too Certain and Presumptuous

Pragmatic vs. PerfectingPragmatic vs. Perfecting Skin in the Game (Overt or implied)Skin in the Game (Overt or implied)

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You’re In It For the You’re In It For the Long HaulLong Haul

Be PositiveBe Positive Leave the Door OpenLeave the Door Open

Stay credible and eventually you’ll Stay credible and eventually you’ll winwin

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Common Errors Common Errors

Grand Ideas Grand Ideas Unified Field Theories (Wormholes OK)Unified Field Theories (Wormholes OK)

Feelings/Help the WorldFeelings/Help the World No Skin in the GameNo Skin in the Game Not High Growth (10x)Not High Growth (10x)

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What to AvoidWhat to Avoid ““Head of State” Head of State” ““Chief Advisor” Chief Advisor” ““Resident Guru” Resident Guru”

““Mr. Rolodex/Mr. Golf” Mr. Rolodex/Mr. Golf” – – unless you do sales.unless you do sales.

Billable hours mentalityBillable hours mentality

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Know Your Close…Know Your Close…Without Being ClosedWithout Being Closed

Have a realistic valuation based on Have a realistic valuation based on reasonable comparablesreasonable comparables

Know standard deal structuresKnow standard deal structures Show flexibility but not spinelessnessShow flexibility but not spinelessness

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Good Luck!Good Luck!

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