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Your Sales Process
1/18/2007
File Resource
Summary:

A sample Sales/Service Process and ideas for developing your own sales process serve as a guide as you plan for sales growth.

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Workflow Worksheet
3/20/2007
File Resource
Summary:

This tool will help develop one complete workflow for a single operational system.

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Venture Presentation Worksheet
4/27/2007
File Resource
Summary:

This tool will help you develop and practice giving a compelling venture presentation.

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Valuation Worksheet
7/1/2007
File Resource
Summary:

During a round of investment in seed- (start-up) and early stage companies, angel investors typically invest from $25,000 to $100,000 each. The round usually totals between $250,000 and $1 million, and the company valuations run from $1 million to $3 million. Collectively, the angels purchase from 20 to 40 percent of a company’s equity and seek a return of 20-30x over five years.

Since the Internet bubble burst, the pre-money valuations of seed-stage companies by venture capitalists have averaged between $1 million and $3 million. Angel investors tend to participate at earlier investment stages than VCs, so pre-money valuations for angel deals nearly always fall into this admittedly wide range. What factors within this range impact the valuation of a specific company?

The accompanying Valuation Worksheet provides entrepreneurs and investors with an empirical basis for deciding if a start-up company should be valued near the top or bottom of the range. It’s not designed to be used for definitive valuation calculations.

The Valuation Worksheet lists major factors and key issues to consider in judging the value of a seed (start-up) company. Note the following features:

  1. The major factors are listed roughly in order of importance.
  2. Each major factor has been assigned a weighted ranking. For example, the “Strength of the Management Team” is worth 30 percent while “Sales Channels” are worth 10 percent. Investors put greater emphasis on the management team and the size of the opportunity than they do other factors.
  3. Within each major factor, the impact of each issue has been assigned a valuation ranking from +++ (very positive) to - - - (very negative), to assist the investor decide the overall weighted ranking to be assigned to the valuation. Some factors, such as the size of the opportunity (scalability) and coachability of the entrepreneur, can be deal killers.

Entrepreneurs can use the worksheet to gain insights into what investors are looking for in a fundable seed-stage company and to identify factors that justify higher pre-money valuations. The worksheet is also a roadmap on how entrepreneurs can improve the fundability of their enterprises and increase the pre-money valuation.

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Understanding the Numbers
2/21/2007
File Resource
Summary:

There are many ways to read financial statements. This information will add understanding to your own reading of your financial statements.

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Understanding Venture Capitalists
3/20/2007
File Resource
Summary:

This article provides insight into fast growth company potential investors--venture capitalists.

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Understanding Depreciation
4/27/2007
File Resource
Summary:

This article provides several looks at simple depreciation, including one entrepreneur's example.

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The Process of Raising Money from Equity Investors
3/20/2007
File Resource
Summary:

This article discusses the steps involved in the process of raising money from the first handshake to the cash-in-hand.

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The New Standard for Deferred Compensation
6/6/2007
File Resource
Summary:

The U.S. Congress enacted IRC Section 409A in the midst of corporate scandals that saw highly-paid executives receive deferred compensation payments while other employees lost their retirement savings. Public and private companies must comply for deferred compensation to keep preferential tax treatment status. This article outlines the risks of not complying and what compensation is involved.

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The Marketing Map
3/20/2007
File Resource
Summary:

This tool and sample provides a systematic way to expand a marketing strategy into specific tactics and activities for implementation.

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