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For the person who wants to get into Entrepreneurship. Some advice, gyan and nuggets of experience and wisdom.
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Entrepreneurship – Nuggets
Sandeep Srivastava
Entrepreneurship – Nuggets
© Copyright 2013. Sandeep Srivastava, New Delhi. All Rights Reserved.
® Trademark Registration in respect of the concerned mark has been applied for by Sandeep Srivastava
Sandeep SrivastavaFounder & CEOIndus Leadership Solutions™
PeopleFusion™
INTRODUCTIONINTRODUCTION
A Little About Me
� Mechanical Engineer 1987 NIT Kurukshetra� Mechanical Engineer 1987 NIT Kurukshetra
� PGDM 1989 IIM Lucknow
� Worked in leading Indian & Multinational IT Product & Service companies from 1989 till 2007
� Became MD for India operations of an MNC software company at the age of 35
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software company at the age of 35
� Last corporate assignment was as CEO of a Multinational Engineering Services company which employed about 400 people
A Little About Me
� In January 2008 established � In January 2008 established “PeopleFusion™” to be an independent
mentor, coach and headhunter
� In December 2013 formed “Indus
Leadership Solutions™” a company focused on enabling entrepreneurs in the Employee
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on enabling entrepreneurs in the Employee Training & Management Consulting
business
A Little About Me
� Took to long distance running in 2006 and � Took to long distance running in 2006 and have ran 8 Full Marathons (42.2km) &
innumerable Half Marathons (21.1km) since
� Run 40-50km per week regularly and up to
90km during peak training
� Now also a running blogger
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� Now also a running blogger (www.runindiarun.com) and running product
reviewer (associated with brands like Reebok, Skechers & Puma)
IS ENTREPRENEURSHIP FOR
“Entrepreneurship is the last refuge of the trouble making individual”
- Natalie Clifford Barney
IS ENTREPRENEURSHIP FOR
ME?
Who is an Entrepreneur?
� Someone who exercises initiative by � Someone who exercises initiative by organizing a venture to take benefit of
an opportunity and, as the decision maker, decides what, how, and how
much of a good or service will be produced
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produced
What is an Entrepreneur
Driven By?
Joseph Schumpeter said..
� Entrepreneurs are not necessarily motivated � Entrepreneurs are not necessarily motivated by profit but regard it as a standard for
measuring achievement or success.
� greatly value self-reliance,
� strive for distinction through excellence,
� are highly optimistic (otherwise nothing
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� are highly optimistic (otherwise nothing
would be undertaken), and
� always favour challenges of medium risk
(neither too easy, nor ruinous).
Reluctant Entrepreneur
� Someone who wants a “replacement � Someone who wants a “replacement income” for:
� Lost job and/or
� To move away from the rat race
� May not extend themselves
� Danger of losing motivation
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� Danger of losing motivation
� Status quo is difficult to maintain in a
competitive, inflationary economy
Ideas Entrepreneur
� Is fascinated by new ideas, new enterprises� Is fascinated by new ideas, new enterprises
� Every day is a eureka moment
� Low on patience to build things
� Products and services in constant “beta”
� Tendency to burn cash fast
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� Looking for someone’s else's money to burn
� They are always ahead of actual business
Angry/Cocky Entrepreneur
� “I’ve had it till here with these jokers”� “I’ve had it till here with these jokers”
� “Why the hell should I work 24x7 for
someone else”
� Fails to appreciate the safety net of the “corporate support ecosystem”
� Contacts & Success in Company ≠ Success
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� Contacts & Success in Company ≠ Success
in Business
� Reality may bites too late and will then struggle to survive
Considered Entrepreneur
� May not have a grand idea� May not have a grand idea
� Has thought this through & has a plan
� Willing to be patient. In for the long haul.
� Does not get ahead of the cash.
Understands the meaning of “managing the cash-flow”
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cash-flow”
� Is a fan of “Built to Last”
� May overthink things and fail to act
Don’t be a “Confuso-Preneur”
� “While I am looking for my next job I’ll try to � “While I am looking for my next job I’ll try to be an entrepreneur”
� Very common these days
� Yearns for the sound of cash hitting the back on the 1st of every month
� Steam runs out as soon as the next
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� Steam runs out as soon as the next
“headhunter” calls
� Danger of projecting a confusing picture even during job search
Four Questions to Ask yourself
before you Jump-in
� What is my ideal vision for the future?� What is my ideal vision for the future?
� Money, size, presence, social status…
� Who will be my customers?
� Industry, function, size, problems…
� What am I going to deliver to them?
Products or services or both
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� Products or services or both
� What are my core competencies?
� Differentiation, competitive advantage…
Answers?
� All answers may not be available to begin � All answers may not be available to begin with
� Keep working on the ones you haven’t fully figured out
� It is only when you have put together some
answers to these four question that you will
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answers to these four question that you will have a compelling story and a strong
motivation to move forward
Answers?
� Circumstances, markets, technology, goals, � Circumstances, markets, technology, goals, may change and evolve with time. Making
the current answers redundant. Look for new ones
� The entrepreneurial risk is to have the confidence to move forward despite the lack
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confidence to move forward despite the lack of present answers and the uncertainty
about future ones
On Preparation
“In preparing for battle I have always found that plans are useless, but
planning is indispensable.” - Dwight D. Eisenhower
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- Dwight D. Eisenhower
STARTING TROUBLES
“If you are not embarrassed by the first version of your product, you’ve launched too late.”
– Reid Hoffman, LinkedIn co-founder
STARTING TROUBLES
Getting over who you were
� You will perceive a loss of prestige and � You will perceive a loss of prestige and position which came with your company and
business card
� You are not a designation
� Your company didn’t define you
� People will treat you differently, be ready
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� People will treat you differently, be ready
� You don’t need to explain yourself to society at large
Getting over who you were
� You will struggle with the ecosystem you � You will struggle with the ecosystem you gave up
� The more senior you were the bigger the
struggle
� Don’t try to compensate by being “ahead of
the cash”
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the cash”
� Everything now costs your money
� You may have to earn back your position
and prestige
The Myth of the Grand Idea
� Very rarely is there a grand idea� Very rarely is there a grand idea
� Don’t get carried away by your own idea
� Things evolve, die, fade away, your thinking
matures, reality bites, the world changes
� The very best idea is useless without execution
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execution
On the Grand Idea
“Even if you don’t have the perfect idea to
begin with, you can likely adapt.” – Victoria Ransom, Wildfire Interactive
“Ideas are commodity.
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“Ideas are commodity.
Execution of them is not.” – Michael Dell, Dell chairman and CEO
Past Experiences
� Experience is good, Experience is bad� Experience is good, Experience is bad
� This always works. This never works !
� Conventional wisdom says – “doing the
same thing over and over again doesn’t change the outcome” – but it will if things
have changed (people, customers,
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have changed (people, customers, technology, resources, needs and wants)
� Don’t be afraid to challenge your
experiences
Expecting Success Overnight
� Your not going to make money right away� Your not going to make money right away
� In fact you’re probably not going to make
money for quite some time
� Even if you have the best idea (product/service) in the world it takes time &
effort to package, present and put it in front
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effort to package, present and put it in front of your customer
� Understand the cycle of your deliverables,
both development and sales. Be realistic
Getting Intimidated !
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Small – No Problem !
“There’s nothing wrong with staying small. You can do big things with a
small team.” - Jason Fried, 37signals founder
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EVERYDAY STRUGGLES
“A ‘start-up’ is a company that is confused about – 1. What its product is. 2. Who its customers are. 3. How to make money”
– Dave McClure, 500Startups
EVERYDAY STRUGGLES
Struggles
� Entrepreneurship is not “cool”, it’s an � Entrepreneurship is not “cool”, it’s an everyday struggle
� Everyday is not going to be full of sunshine
� There will be doubts, lots of them
� You won’t feel the passion & commitment on some days, it’s ok!
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some days, it’s ok!
� Your family will think you are now freely available to them. Avoid the daily chores trap
Focus
� Initially focus on what you know best and � Initially focus on what you know best and where you can add most value
� What’s your niche? How are you different?
� Diversification will come later, keep an eye out for opportunities but don’t jump at every
opportunity
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opportunity
Daily Mantras
� The goals must be clear but also the means � The goals must be clear but also the means to achieving them must be clear and be
worked on everyday
� Be fully committed. This doesn’t guarantee
success but lack of it will guarantee failure
� If you have never networked in your life,
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� If you have never networked in your life, now is the time to learn a new skill !
Daily Mantras
� Bootstrap. The trappings can come later� Bootstrap. The trappings can come later
� Self promote
� Be nimble and agile but don’t be in a hurry
� Close, close, close
� Generate cash
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AVOIDING PITFALLS
“A fall into a ditch makes you wiser.”
- Chinese Proverb
AVOIDING PITFALLS
Financial
� It’s all about cash-flow� It’s all about cash-flow
� It’s good to have a
contract/agreement/written understanding even if you are doing business with your
best friend
� The financial risk is yours don’t expect your
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� The financial risk is yours don’t expect your employees to share it
Financial
� More money is not going to solve your � More money is not going to solve your business problems
� Seek funding for growth not to pay the monthly bills (cash-flow, cash-flow, cash-
flow)
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Funding is Not Your Objective
“Money is like gasoline during a road trip. You don’t want to run out of gas on your trip,
but you’re not doing a tour of gas stations”
- Tim O’Reilly, O’Reilly Media founder and
CEO
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People
� Don’t get enamored by team size� Don’t get enamored by team size
� Don’t hire people if you can’t commit to
paying them month after month after month, in spite of your personal situation
� Hire committed people. Don’t be
disappointed if they move on
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disappointed if they move on
People
� Share responsibilities, teamwork wins where � Share responsibilities, teamwork wins where individual effort fails
� Now is the time to start treating everyone –customers, employees, service providers
with respect
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Societal
� Listen to advice, don’t listen to noise and � Listen to advice, don’t listen to noise and negativity
� Learn to say no, but don’t appear arrogant when you do so
� Don’t be afraid to ask for help
� Ask for recommendations. Word of mouth is
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� Ask for recommendations. Word of mouth is
a powerful tool
Societal
� Make powerful allies� Make powerful allies
� Avoid publicity before substance and
performance
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WHAT’S THE SECRET SAUCE
Always bear in mind that your own resolution to succeed is more important than any other.- Abraham Lincoln
WHAT’S THE SECRET SAUCE
FOR SUCCESS?
Ideas & Creativity are not
enough to Propel You
Nearly every man who develops an idea works it up to the point where it looks
impossible, and then he gets discouraged. That’s not the place to become discouraged.
- Thomas A. Edison
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- Thomas A. Edison
BELIEFS, PASSION,
I have no special talents. I am only passionately curious.- Albert Einstein
BELIEFS, PASSION,
ATTITUDE, COMMITMENT…..
Values, Principles & Beliefs
� Everyone has them� Everyone has them
� They form the basis for our thoughts &
actions
� Many a times we are not able to clearly define them but they do exist & are our
moral compass
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moral compass
� They define us as a person
Passion
� Is driven by your beliefs� Is driven by your beliefs
� One of the most important attributes for
individual success
� Leads to action
� Creates a yearning for learning
One of the best determinants of ensuring
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� One of the best determinants of ensuring
that one has not fallen off the path is to test one’s passion quotient
On Passion
Passion is energy. Feel the power that comes from focusing on what excites you.
- Oprah Winfrey
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Positive Attitude
� A person with a Positive one� A person with a Positive one
� Looks for good in a situation
� Accepts Change as a sign of growth
� See Problems as an opportunity
� Are happy, optimistic and confident
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Negative Attitude
� A person with a Negative one� A person with a Negative one
� Always sees something wrong
� Believes other people cause problems
� Fights change
� Take mistakes as failures
� Are angry, frustrated, doubtful, pessimistic
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� Are angry, frustrated, doubtful, pessimistic
Outcomes of Attitude
� A positive or negative attitude creates � A positive or negative attitude creates influence and action
� A Positive attitude leads to problem solving, helping, contributing, improving
� A Negative one leads to critiquing, being a
devil’s advocate, holding up a mirror,
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devil’s advocate, holding up a mirror, frustration. Negativity too may drive action
Neutral Attitude
� A person with a Neutral one� A person with a Neutral one
� Waits for someone else to solve things
� Is a Spectator – Bystander
� Believes Status quo is best
� Thinks they cannot influence the outcome or future
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future
� Are indifferent, tired, detached, unemotional
Outcomes of Attitude
� A neutral one leads to only emptiness� A neutral one leads to only emptiness
� Neutral/Indifference is the attitude you don’t
want to have
� With this attitude you are going nowhere
� No, this is not Nirvana
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Attitude
Whether you think you can or think you can’t, you are right
- Henry Ford
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Commitment
� When you act with purpose, passion & � When you act with purpose, passion & persistence on your beliefs it is a
commitment
� Your first commitment is to yourself & your
beliefs
� Then to your customers, then to your
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� Then to your customers, then to your employees, and finally to the results
Commitment
� Get a reputation for commitment through � Get a reputation for commitment through supporting others & constantly improving
what you do
� Commitment begets commitment
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On Comittment
The best man for a Job is not the one with the best capabilities but the one
with the greatest commitment
- Unknown
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- Unknown
ACTION AND PERSEVERANCE
There are risks and costs to a program of action. But they are far less than the long-range risks and costs of comfortable inaction.- John F. Kennedy
ACTION AND PERSEVERANCE
Keep a Bias for Action
� Inaction breeds doubt and fear� Inaction breeds doubt and fear
� Action breeds confidence and courage
� There will never be a perfect moment for a
decision or perfect data to support one
� Sometimes chaotic action is better than orderly inaction. Try things out, experiment.
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orderly inaction. Try things out, experiment.
Do it, Fix it, Try it again (Tom Peters & Bob Waterman)
On Action
You don’t drown by falling in the water; you drown by staying there
- Edwin Louis Cole
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Perseverance
� Is the ability to go from failure to failure � Is the ability to go from failure to failure without loss of enthusiasm (Winston
Churchill)
� It is not about “hard work” alone
� It is about learning from ones mistake,
thinking of new ways & ideas, and
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thinking of new ways & ideas, and overcoming obstacles and resistance
On Perseverance
“If you can’t fly then run, if you can’t run then walk, if you can’t walk then crawl,
but whatever you do, you have to keep moving forward.”
- Martin Luther King
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- Martin Luther King
Do you want to be safe and good, or do you want to take a chance
FEARS AND RISK
Do you want to be safe and good, or do you want to take a chance and be great?- Jimmy Johnson
In order to succeed, your desire for success should be greater than your fear of failure.
- Bill Cosby
FEARS AND RISK
Your Fears
� F.E.A.R.S. = Fear of Failure; the fear of � F.E.A.R.S. = Fear of Failure; the fear of Embarrassment; the fear of Abandonment;
the fear of Rejection; and the fear of Success
� Our Fears keep us back
� If you don‘t ask, the answer is always “No”
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� If you don‘t ask, the answer is always “No”
� If you haven’t tried you have already failed
� What’s the worst that can happen?
Risk versus Fear
� Our mind is always in a tug of war, one part � Our mind is always in a tug of war, one part wanting to go forward and the other
backward
� Our mind wants comfort & safety but for
progress we need engagement & experiences
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experiences
� Our mind overestimates Risk and
underestimates the cost of playing it Safe
Overcome your Fears
� Research has shown that the more you take � Research has shown that the more you take on the unknown the more you are likely to
venture into the unknown
� Too much comfort leads to boredom,
stagnation and dis-engagement
� Action, Passion, Commitment, Ideas,
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� Action, Passion, Commitment, Ideas, Perseverance can all help to drive away
your fears
Take Risks, Overcome Fears
“A ship in harbour is safe. But that’s now what ships are built for.”
- William Shedd
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DEALING WITH FAILURE
“The road to success is always under construction”
- Arnold Palmer
DEALING WITH FAILURE
Nothing like Failure !
� No “Holy Cows” in business, only in ethical � No “Holy Cows” in business, only in ethical values
� Get off the bus if it’s going in the wrong direction
� Know your limits, take risks, assimilate data
quickly and make changes
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quickly and make changes
� Keep making mistakes, just not the same ones !
Success will happen
Fall seven times, stand up eight
- Japanese Proverb
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A CONTRARIAN VIEW
I want to wake up every day and do whatever comes in my mind, and not feel pressure or obligations to do anything else in my life.- Michael Jordan
A CONTRARIAN VIEW
Success – Why, What & When
� Sometimes we just flow with the tide but it � Sometimes we just flow with the tide but it makes sense to sit back and think of –
� What do we consider a success in our
professional & personal life? Why?
� What sacrifices are we willing to make to get
there?
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there?
� When do we want to reach where we want to reach?
Success – Why, What & When
� Your definition of success is going to evolve � Your definition of success is going to evolve with time
� Revisit these questions from time to time because the answers will change and may
surprise you as you move ahead
� Sometimes you are going to be glad you
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� Sometimes you are going to be glad you didn’t get to where you planned or glad that
you were finally relieved of the burden
The Importance of Pacing
� When you have to run long distances (like a � When you have to run long distances (like a 42.2km marathon) there are multiple
challenges –
� Trying to manage your speed and energy
� Breaking down the distance into smaller
segments. And pacing yourself smartly
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segments. And pacing yourself smartly
� Go out too fast & you burn out before the end; go too slow and you don’t meet your
time objective
Pacing Yourself
� In a marathon, it is not the one who goes out � In a marathon, it is not the one who goes out fastest who wins but the one who slows
downs the least
� Pace your business. If you peak too early
you better have figured out what you are going to do/how you are going to keep the
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going to do/how you are going to keep the passion ignited for the balance 20-30 years
� Slow down; enjoy the journey as well as the many destinations you will visit on the way
SO WHAT IS THE SECRET
Always bear in mind that your own resolution to succeed is more important than any other.- Abraham Lincoln
SO WHAT IS THE SECRET
SAUCE FOR SUCCESS?
You are the Secret Sauce !
� Your Abilities define what you are capable � Your Abilities define what you are capable of doing
� ..Your Motivation, Commitment & Passion determines what you will actually do
� ..Your Actions, Attitude and Perseverance
determines how well you will do it
© Copyright 2013. Sandeep Srivastava, New Delhi. All Rights Reserved.
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determines how well you will do it
Ending Note
The best time to plant a tree
was 20 years ago.
The second best time is now
- Chinese Proverb
© Copyright 2013. Sandeep Srivastava, New Delhi. All Rights Reserved.
® Trademark Registration in respect of the concerned mark has been applied for by Sandeep Srivastava
- Chinese Proverb
To Stay in Touch
� www.indusleadership.com
� www.peoplefusion.com
© Copyright 2013. Sandeep Srivastava, New Delhi. All Rights Reserved.
® Trademark Registration in respect of the concerned mark has been applied for by Sandeep Srivastava
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