Most important of all: think of this from the point of view of your buyers. Make sure you are networking with your clients, rather than your competitors or peers. Learn what they want and when building your sales process don't ask yourself "what should we do next". Rather ask yourself: "what ha...
Fast growing, UK B2C SaaS doesn't really give me enough information. The most critical piece of information is your revenue/growth rate or valuation. That's going to determine both who your potential acquirers are and who the best type of firm is to help you sell. M&A firms tend to be broken in...
Nothing. Business transactions should be spoken about in the plainest possible way. People using terms like this come across as lacking credibility (at least to me). Besides, a deal is never crafted, it is always negotiated. Crafting evokes a singular emphasis whereas a deal always involves t...
While this can seem a logical extension of a business, it’s important to know that operating and investing are completely different pursuits and require very different skill sets. To get started, try to define the mandate of the department. It’s useful to understand whether the investment proce...
I would set up a simple referral fee agreement. This could be 15% on the overall billing paid out the moment the client pays the market entry consultancy. You may want to include a clause that all recurring business should also attract a referral fee. Consulting assignments with new clients nor...
Hi The question is a little vague but I'll my best. 1. An accountant or maybe book manager (depending on the business) 2. A commercial attorney/lawyer. 3. Someone in charge of operations. You might not have to have these people as co-founders and it might be enough to use them as service prov...
It would be nice to know what you are selling, the sales cycle, the types of buyers, etc. This is important and would let me customize my answer for you. But, here are some generic thoughts. The problem with sales meeting is keeping it interesting for the people who are not speaking or giving ...
Remember newspapers? There were lots of them, weeklies, dailies, community, local shoppers, etc. Some are still around. Do you think these little individual media outlets had a strategy or sales force going after large Fortune 500 advertisers? Nope. They used a system of brokers and represen...
Instead of repeating the wisdom of others, I'll link to it below. Here is a great blog post on hiring your first salesperson: http://tomtunguz.com/when-to-hire-a-salesperson Also, Mark Suster has written a ton of great post on his blog about startup sales. http://www.bothsidesofthetable.com/o...
Great question, I've dealt with this exact same issue. I've found the best way to look at this problem is by analyzing the problem you are solving for this "lighthouse." Is this something they would build anyway? If so, how much would it cost? Anything less than that is probably a win for them. I...