Before you launch; things to consider before opening a business

For years I’ve worked with entrepreneurs as they go from bright idea to start-up business. Some people agonize over whether or not to launch. Others become reluctant entrepreneurs by inheriting a business or due to the sudden need for additional income. The decision to open a business can be complex both personally and professionally and for this reason the pre-start-up issues occupy a great deal of time in my introductory workshops. Start by asking yourself some questions. First, why are you starting this business? Is this an outgrowth of another career, do you have the “better mouse trap” the world is waiting for, or are you seeking a new stream of income?

Before opening a business there’s a lot of homework to be done. You need to thoroughly research your industry and your competition. After you launch is the wrong time to find out you don’t know who your target market is. Whether or not you plan to seek outside funding, your financial house should be in order as well. Your business plan should include a realistic view of projected cash flow and you need a good understanding of the responsible use of credit.

Do a personal assessment of your skills and talents. How are you going to fill in the gaps in your skill set? Most successful entrepreneurs have team around them to provide the specialized knowledge and abilities outside their core business talent. You will have to budget for and pay for some of these experts to do things like set-up your books or file your taxes. What’s your business model? Some businesses require you maintain an office, while others can be operated totally online. Are you looking at renting a storefront or will virtual office space be smarter? Location and communication methods are dependent upon knowing your market and how and where they shop.

The self-employed are some of the happiest people around. But like any major life decision you need to think carefully before taking the path of entrepreneurship. Consider how running a business will fit into your life and how you will pay bills during the start-up phase.

About the author: “Karen Southall Watts 

has been training and coaching entrepreneurs for over a decade. She teaches business courses for Bellingham Technical College.”

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The magic of word-of-mouth marketing

People are funny. No matter how smart or logical we consider ourselves we still prefer to buy products and services from those we feel we know and trust. This is true even if we “know” them by association only. This desire to do business with people we feel a connection to is the foundation of word-of-mouth marketing. A referral or recommendation is a powerful thing. When someone recommends a business to us we assume they have already vetted the business and it passed the test.

Once you understand how important word-of-mouth marketing can be you must beware of what I call the “angry customer rule”.  It turns out that customers who feel cheated or feel they received low quality goods or services are far more eager to talk about their experiences than satisfied customers. Call it human nature, but we just don’t seem to be able to resist sharing our bad business war stories with anyone and everyone who will listen. Getting happy customers to talk up your business is a bit more difficult, and we all know it. This is the reason a recommendation carries so much weight.  So what can you do to encourage customers to share their delight in your business?

• Ask your customers to refer people to you—thank them EVERY time they provide you with a lead
• Follow up on leads in a timely manner—don’t make people wait for your call for days and days
• Be responsive to your customers’ comments and concerns—show willingness for constant improvement
• Provide referrals to others freely—word-of-mouth marketing is based on relationships and you need to do your share

Whether you call it generating buzz or turning customers into fans, word-of-mouth marketing is an essential part of your marketing mix. Recommendations are golden. 

About the author: “Karen Southall Watts has been training and coaching entrepreneurs for over a decade. She teaches business courses for Bellingham Technical College.”

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Networking your way to success

John Donne famously said, “No man is an island”. When it comes to entrepreneurs this statement is absolutely true. Business involves exchanges of goods or services for money (or other goods and services in the case of bartering) and is based upon relationships. To do business you must connect, and the best way to connect is through networking. Just putting up a website or printing business cards is no more effective than putting a sign in the front yard. Networking puts a face on your brand. Your contacts will become your customers, clients and sources of referrals. Without them you are trying to function in isolation—making yourself a business island.

Ideally your networking will include a good mix of formal networking, informal and one-to-one networking and social networking through technology. By blending the approaches you can increase your chances of success. For example, formal networking events like the Vancouver Entrepreneur Meetup give you access to a group of professionals who arrive ready and willing to network. They are there to share and listen and are super receptive. One-on-one meetings give you the chance to get more in depth with your contacts and to really delve into how you can create win-win opportunities. When possible try to schedule at least one of these during your formal event. In other words leave the Meetup with more than a handful of cards. Finally be sure to add technology based options to your networking blend. Social media sites allow you to exchange information with and connect with people from all over the world. You can stay in touch ‘round the clock and provide up to the minute updates on your newest projects and products.

People can’t engage you for projects or buy your products if they don’t know anything about you. Networking skills are what set the successful apart from the entrepreneurs who struggle.

About the author: “Karen Southall Watts has been training and coaching entrepreneurs for over a decade. She teaches business courses for Bellingham Technical College.”

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Who’s afraid of networking

Life is about connections. Business doesn’t happen in a vacuum; it happens between people. Networking is a key function in almost every business and career, so what keeps us from doing it? Perhaps it’s our lack of understanding of the networking process. Or maybe it’s our fears, many unfounded, about doing it just right. Here are some of the most common stumbling blocks to networking

• It’s a waste of my time—it is hard for me to believe, but there are still some people who don’t see the value of networking. After over a decade of teaching and coaching entrepreneurs I still have to point out that personal brilliance or product novelty is simply not enough to create success.
• I won’t have anything to say—that’s okay, because some of the best networkers are great listeners. Real connections are made through conversations and not through elevator speeches.
• Everyone there will be trying to sell me something—how do you know that? There are lots of reasons for networking and one of the best is creating your “team”. Networking helps business owners to find that perfect accountant, real estate agent, or PR expert. Think of all the people who are shopping and not selling and you’ll feel more confident.
• I’m too shy—you don’t have to be “the life of the party” to be a good networker. There are no rules that state you need to meet everyone in the room or be the last to leave either. That’s the great thing about networking; it’s about building relationships and not sticking to a rule book. Focus on meeting a couple of people at each event and really connecting.

 About the author: “Karen Southall Watts has been training and coaching entrepreneurs for over a decade. She teaches business courses for Bellingham Technical College.”

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Sharing Library Resources: Yet Another Benefit of Coworking

I have a small library at home, but I prefer to separate my home from my work and thus had to bring those books to my office at The Network Hub. Recently, I brought a few books to my office that are particularly relevant to my work.

When I first moved to The Network Hub, it surprised me a bit to learn that the shared office space has a small area with books. Given that The Network Hub has an open space floor plan, anybody from the group of entrepreneurs and companies hosted here can access those books. Obviously, the honor system (where you take a book and you bring it back) works well in this particular coworking space.

Books, magazines and a variety of learning resources are an integral cornerstone of university libraries and research centres. Individual research and teaching departments (like Linguistics, Political Science, Geography) usually have a reading room where graduate students and faculty can access books, journals, magazines and other learning materials that may either be in high demand at the university library or simply, more relevant to the area of study within the department.

It hadn’t dawned on me how important it was to share library resources amongst entrepreneurs until a couple of days ago, when Amin (another entrepreneur whose company has offices here at The Network Hub) asked me if he could borrow a book of mine. And at that point (yes, recently, just a few days ago) it became clear to me that being able to access a collective pool of learning resources (including books/magazines/journals/articles) is yet another benefit of coworking.

About the author: Dr. Raul Pacheco-Vega is a Vancouver-based researcher, educator and consultant in the environmental public policy field. He conducts research in water governance, urban sustainability, comparative environmental policy and economic geography. Dr. Pacheco-Vega’s consulting studio has a home at The Network Hub.

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Sharing space with other entrepreneurs leads to synergy

Synergy — The interaction of two or more agents or forces so that their combined effect is greater than the sum of their individual effects.

There’s more to shared office space than a business bargain. Not only does investing in a shared office space save you money it provides you with lots of intangible benefits. If you are going to compete in the competitive Vancouver market, you need to be at your best. An isolated entrepreneur loses his or her edge in communication skills.  It’s impossible to sell your product or ideas if you never practice the language of business.

Shared office space gives you a built in group of colleagues who can act as sounding boards and moral support.  You can do more business from a shared Vancouver office space because you are working in the heart of the business community.  Association with a group of carefully vetted tenants like those at The Network Hub gives you access to a dynamic networking group as well as their varied talents. Successful entrepreneurs need teams; the days of “wearing all the hats” are over.  A shared Vancouver office space can cut down on the time you spend searching for expertise in areas outside your core business.

The perfect partner or collaborator could be sitting at the desk next to you.

About the author: “Karen Southall Watts has been training and coaching entrepreneurs for over a decade. She teaches business courses for Bellingham Technical College.”

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Thinking about guiding principles for coworking spaces

Coworking spaces vary in design, implementation models and philosophies/strategic views. Coworking spaces may share many attributes of entrepreneurial incubators, yet they may also have fundamental differences. A quick overview of philosophies and ground principles of coworking spaces in the US shows a few shared commonalities.

Carrboro Creative Coworking Principles (Adapted from the Citizen Space Philosophy)

1. Collaboration – We strive to include a diverse group of people with a wide range of knowledge.
2. Openness – Transparency is important. We all benefit from sharing ideas.
3. Community – Creating good social connections for business and personal life benefits our work.
4. Localism – Working in our downtown helps achieve our principles and contributes to our local economy.
5. Sustainability – Sharing resources is good for our local community and the planet. Plus when we share we save money.
6. Accessibility – Coworking spaces are affordable for a diverse group of people. Spaces are handicap and wheelchair accessible.

Since the very concept of coworking is rather new (arguably around 2005), having guiding principles hasn’t become yet a pre-requisite for coworking spaces to emerge. While it’s true that explicit guidelines are not yet a requirement for one of these spaces to succeed, but they are very useful.

Having principles or philosophies made explicit within each coworking space allows for potential entrepreneurs to filter themselves according to where they are located within a spectrum of collaboration.

As I had mentioned before, the mere geographical proximity does not guarantee that an entrepreneur that spends his or her time in a coworking environment will succeed. But a healthy combination of physical closeness, collaborative environment, coworking principles and entrepreneurial spirit are all factors that might lead to success.

About the author: Dr. Raul Pacheco-Vega is a Vancouver-based researcher, educator and consultant in the environmental public policy field. He conducts research in water governance, urban sustainability, comparative environmental policy and economic geography. Dr. Pacheco-Vega’s consulting studio has a home at The Network Hub.

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