Start, Grow, Cash In, Repeat
Serial Entrepreneurs have this mantra down to a science.
Start-up experts who build a business from nothing, grow it, and sell it or have someone else run it.
Why “Flip” Businesses?
The process of starting, growing, and selling a business is called “flipping” it. Start with a business that is in demand, such as Information Technology Solutions services that has a wide client base. You then find clients to build up the business into a profitable venture. Finally, sell the service to investors and cash out. Repeat!
For the passionate serial entrepreneur this can be a process of continual and repeated success.
You need three things to create a successful startup:
- Start with good people
- Make something or provide a service that customers actually want
- Spend as little money as possible
Most startups that fail do it because they fail at one of these. A startup that does all three will probably succeed.
And that’s kind of exciting, when you think about it, because all three are doable.
There is no magically difficult step that requires brilliance to solve.
The Idea
You don’t need a brilliant idea to start a startup. The way a startup makes money is to offer people a better product or service than they have now. But what people have now is often so bad that it doesn’t take brilliance to do better.
People
Have a rule for deciding who to hire. What do I mean by good people? It means someone who takes their work a little too seriously; someone who does what they do so well that they pass right through professional and cross over into obsessive, seamless, natural, uncanny, and right down surprising every time.
Most startups begin with a group of friends and through personal contacts find additional people to hire. Being friends with someone for even a couple of days will tell you more than companies could ever learn in interviews.
There is one reason you might want to include business people in a startup, though: because you have to have at least one person willing and able to focus on what customers want. There’s nothing about knowing how to program that prevents hackers from understanding users, or about not knowing how to program that magically enables business people to understand them.
If you can’t understand users, however, you should either learn how or find a consultant who can. That is the single most important issue for technology startups, and the rock that sinks more of them than anything else.
What Customers Want
It’s not just startups that have to worry about this. Most businesses that fail do it because they don’t give customers what they want.
In nearly every failed startup, the real problem was that customers didn’t want the product. For most, the cause of death is listed as “ran out of funding,” but that’s only the immediate cause. Why couldn’t they get more funding?
No matter what kind of startup you start, it will probably be a stretch for you, the founders, to understand what users want.
Raising Money
To make all this happen, you’re going to need money. Some startups have been self-funding, but most aren’t. To be self-funding, you have to start as a consulting company, and it’s hard to switch from that to a product company.
Raising seed capital is comparatively easy– at least in the sense of getting a quick yes or no.
Usually you get seed money from individual rich people called “angels.” Often they’re people who themselves got rich from technology. At the seed stage, investors don’t expect you to have an elaborate business plan. Most know that they’re supposed to decide quickly. It’s not unusual to get a check within a week based on a half-page agreement.
The next round of funding is the one in which you might deal with actual venture capital firms. But don’t wait till you’ve burned through your last round of funding to start approaching them. VCs are slow to make up their minds. They can take months. You don’t want to be running out of money while you’re trying to negotiate with them.
Getting money from an actual VC firm is a bigger deal than getting money from angels. The amounts of money involved are larger, millions usually. So the deals take longer, dilute you more, and impose more onerous conditions.
Should You?
But should you start a company? Are you the right sort of person to do it? If you are, is it worth it?
More people are the right sort of person to start a startup than realize it. There could be ten times more startups than there are, and that would probably be a good thing.
Dedicated to my friend OFF.
Are you the right person to start a start-up?
I look forward to your comments and interaction.