Credit Crunch – advice for Startups

So the credit crunch is here. This is great news for startups. Great news because the pretenders leave the playing field and reduces the number of players in the game. They often provide flimsy excuses to themselves and us saying things like ‘It’s not a good time to spread new ideas…’

So we need to think about this:

How to win?

  • How do we win when a lot of money is being locked away from SME’s?
  • How do we win by investing our available funds frugally?
  • How do we win by extracting the maximum value from suppliers in a contractionary market place?

In short, how do we extract more value as a ‘bootstrapping startup’ while the VC funded few fall over… scamble for more cash – and run around trying to ‘monetize’ quickly. How can we turn the fact we know how to operate on a tight budget into our advantage?

Now is the best time yet for boostrappers. Now is the time when real value investors, real value extractors and real value providers win.

Cash flow vs Profit

Cashflow positive means: More ‘actual’ cash money is coming in than is going out. It does not mean revenue exceeds expenditure. It means physical cash or bank desposts – not promises to pay.

So in order to break it down for the startup crew out there, here it is in simple language we can all understand, whether we are techies, designers, craftspeople or retailers.

Cash vs Profit:

It’s impossible to go broke while your business is cash flow positive.

It’s possible to broke while your business is making a profit.

This is why cashflow is King.

It’s also possible to be making a legal loss, while we are dripping in cash. So startups out there only need to focus on one thing. Are we collecting more cash than we are spending?. Do this, and it’s impossible to go out of business.

Hard Stuff or Easy Stuff?

Check out the following chart:

We can either,

1. do the easy stuff now.

or

2. do the hard stuff now.

Either choice ultimately leads to the opposite end of the spectrum over time. It’s the same for sport, business, scholarly pursuits, wealth creattion and entrepreneurs. Sure it’s easy to know, but ‘it’s equally easy to forget. When things aren’t going so well, or we are not getting the wins we want – maybe we should consider the chart above, and decide what we were doing a little while ago, and more importantly which tangent we want to be on in the future.

It’s our choice.

Deadlines

‘Without a deadline or defined finish line, any project or goal is simply a dream’

– I’ve struggled with motivation recently to complete some projects without a time based need. I’m hoping the forced implementation of the concept above will improve my productivity.

Maybe it’s what your startup, brand or company needs too?

Blog Action Day – the 3rd price

Poverty is regarded by many as the biggest problem facing the global community. It’s an issue that is unlikely to be resolved any time soon due to the fact that poverty isn’t the problem. It’s actually the symptom. The problem is unequal distribution and misallocation of income, something we won’t ever hear from governments, companies or anyone other than the extreme left and charity groups.

Here’s the thing: There’s enough food, energy, resources and production capacity and collective intellect to end poverty today. It’s just that the resources available have a distribution issues. It makes wealthy people like us (I know you’re wealthy because you’re reading this on a computer screen) in developed countries wonder if any of our handouts will ever help. And the truth is this, handouts to the poor will never solve the issue of poverty. It’s also very important hear we understand the true meaning of the word ‘poverty’ before we try and solve it. Here’s how I define it:

Poverty definition: The state or condition of having a deficiency of the necessary or desirable ingredients to provide sustainable means of support.

Given the definition above it must be said that poverty can only be alleviated be providing the required ingredients for those in poverty to be self sustaining. And this ingredient is infrastructure.

Health Infrastructure

Education Infrastructure

Commercial Infrastructure

Appropriate Government Infrastructure

They are the essential ingredients for a wealthy country – with ‘wealth’ referring to the collective well being of an economy and standards of living. Typically ‘poverty’ stricken countries have the natural resources, it’s the governments and power brokers within that country which misallocate the inputs. (They keep too much for themselves, at the expense of their people) – There is nothing more common than Military Rule of Law and large estates for ruling parties in poverty stricken countries, and this is no coincidence.

What matters to all of us on a day like blog action day is focusing on the positive actions we can take. The two recommendations I can give are the following:

  1. Invest in altruistic activites which build infrastructure in poor nations (Like Kiva which you can read about here)
  2. Focus on the 3rd price tag – (which you can learn about below)

There are 3 prices tags in everything we purchase:

First price tag: The cost of purchasing the good or service, usually represented in a dollar amount.

Second price tag: Cost to use, maintain and hold the product or service.

Third price tag: The cost of the wider social implications.

The three costs of anything never did live on separate islands. Just like any complex economic, social or biological system, they all interact. And we need to throw away our default thinking that anything imported from a 3rd world country is automatically bad. That it means cheap labour has been taken advantage of. It may well be that the injection of external capital has improved living standards. Created infrastructure investments and had wider positive social implications.

Instead what we need is conscious consumption where we develop a knowledge base of where our dollars are going. It’s time we started to vote with our wallets as well as our voices, pens and keyboards. It’s not that hard to do. There are plenty of ‘brands’ out there which are set up to build infrastructure, provide employment and educate people to drag them out of poverty. If we’re buying a big ticket item, or even just a t-shirt on line or some artwork, it’s not hard to ‘Google it’. Find out whose behind it, see if there’s a company who does more than just make and sell stuff – but build the society around it. Let’s use our dollars wisely.

Imagine how powerful it would be if the 3rd price tag became part of everyday common vernacular? If everyone consider the social implications of their purchases? We do it for the environment, why not for poverty? If we start the conversation about the 3rd price tag, eventually sentiment will change and even our collective behavior.

Pre-empt reality – success requires it

Entrepreneurship and startups are a lot like starting out in your career. People want you to have experience before they will hire you. It’s that ironic circular reference in which it is impossible to get the job, to get the experience required until we’ve got the experience – right? hmmm.

Often startup businesses need a lot of people before the idea, concept or thing simply works. Kind of like email or fax machines. They only become useful when everyone has one…. or at least some form of critical mass in which we can exchange things of value. Aside from the fact this proves that the most powerful element in any business mix is distribution, it also indicates we all have a chasm to cross before success can become a reality.

So how do we cross the chasm? How do we make success a reality?

We must preempt it.

We must preempt our future reality. As though it already exists. We must talk and act as if it has already happened. Not just internally, not just convincing ourselves, but to all of those whose paths we cross day to day in startup land. We have to sell the future, before it arrives, as if it’s already happened.

Sometimes we might have to use ‘creative language’ which somewhat stretches the truth (our current reality). We ought not feel bad – every successful entrepreneur in history has done this. Every successful entrepreneur in the future will do this. It’s just a necessary element in creating the future. It’s not lying, it’s part of the creation process. Screw it – sell the sizzle and make it real. By the time the people catch up to the today’s reality – you’ve already created the future version.

Bill Gates sold MS DOS before he even built it. He said to IBM – “we have what you need.” Despite the fact it was metaphysical at that stage.

Generating media and interest in your start up is one of the areas where this must happen. Whether it’s in traditional media, the blogosphere, or other means, people don’t want to cover us until we’ve had success. What they fail to realise is that their coverage is the thing which often starts the success. Then people who read about our brand, website or widget say, “Wow, I better check that out”. They believe in ‘the people’. If other people are embracing it, it justifies them checking it out. it’s the wisdom of crowds, as far as people are concerned, we only count when other people care.

When people ask about your startup and want the obligitory progress report – paint the most positive picture possible. Use creative language that makes it sound bigger, better and closer. No – use language that says it has already arrived. Make the future your present reality.

Best business card 2008 – Goddess of Revenue

I recently met Kim Chen from tjoos at Startup Camp Melbourne. Smart girl.

The thing that impressed me the most was her business card. Job Title = Goddess of Revenue. Love it.

So it’s a bit hard to read above, but being a ‘Goddess of Revenue’ says so much. The first thing it says is that Kim ‘gets it’. It says she knows that fun is important, but revenue is vital.

Then on the flipside is more useful stuff.

The kind of stuff which just maybe gives her a permanent place in someones wallet or purse. A good chunk of simple, yet useful information.

It’ll be handy next time in Sydney on business…. and her simple business card made me remember Kim, it even got her a story on this here blog.

If we are going to the trouble of printing business cards – we should make it worth remembering.