tag:blogger.com,1999:blog-25478603633654964672024-03-08T06:30:52.028-08:00The Smart EntrepreneurDiscussions of Entrepreneurial Issues Critical to Early-Stage Companies
and Their Founders and Executives.Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.comBlogger32125tag:blogger.com,1999:blog-2547860363365496467.post-88969124248918127732015-08-30T17:20:00.000-07:002015-08-30T17:20:24.689-07:00Customer/User Needs and Wants<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">A customer<span style="mso-spacerun: yes;"> </span>is a company or person who purchases a product
or service, whereas a user<span style="mso-spacerun: yes;"> </span>is a person or company that actually uses the
product or service. For a B2B company, the needs of both customers and users
must be considered. A B2C company would mostly be concerned with its users, who
presumably buy from the company directly or through a distribution channel and
retailer. A user will decide whether a product has provided a satisfying
experience, whereas a customer, who has made the purchase decision, may be
satisfied because he/she, for instance, purchased the product at a good price
or bought a product that was environmentally sound. A good example of the
difference between a customer and user<span style="mso-spacerun: yes;"> </span>is
provided by comparing a child (user) who is playing a new game bought by the
parent (customer). The parent may be considering the factors of safety (no
small parts or lead paint), cost (not too expensive), and experience (causes
the child to learn or have fun). The child will use the game and decide if the
game provides a satisfying experience. Of course, a customer is often a user.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">A new venture needs to
make the transition from a company that has primarily focused on technology to
one that understands customer and user needs and provides (builds, sells, and
delivers) products to customers and users. One approach to this transition is
to simply “build it and assume customers will come.” Unfortunately, this
approach infrequently works. By the time the new venture eventually builds and
delivers the right product to the customer and user, too much time and money will
have been consumed and the window of opportunity passed.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The better way for a
company to succeed is to understand customer and user needs and build the
appropriate product or service. Both customer and user needs must be well
understood and translated into products and services that the company can
consistently sell to a large number of customers (e.g., the target market). The
objective of marketing and sales is to understand their customers and build the
right product(s) for the right market(s).</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">If a new venture is
providing a technologically improved product to an existing market that is
already being served, then understanding customers and users may be
accomplished by first studying the existing market and its customers and users.
The new venture can then better understand how the customer will make a
purchase decision and what users will expect to be satisfied. New products
raise new issues for customers, and the only way to determine those new issues
is by seeking out customers and asking questions. This aspect of determining
customer and user needs is sometimes called customer<span style="mso-spacerun: yes;"> </span>needs analysis (CNA) or voice of the customer
(VOC).</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The objectives of both
CNA and VOC are to understand customer and user<span style="mso-spacerun: yes;"> </span>expectations, preferences, likes, and
dislikes. This primary research is often conducted with focus groups</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#32--%20Customer%20User%20Needs%20and%20Wants.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri;">
or interviews of prospective users before design work begins, perhaps using
even competitors’ existing products or services as references. Focus groups
can also be deployed early in the product-design phase using models, pictures,
prototypes, colors, etc., to elicit opinions from customers and users. The
immediate need is to identify the wants and needs of the customers and users who
constitute members of the target market. These needs and wants can be
prioritized by relative importance, with some needs and wants being categorized
as priority or essential and other needs taking a lesser ranking. Great value
and insight is gained by having customer and user needs and wants expressed in
their own words.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The result of CNA or VOC
activities is to better define product requirements in terms of the human
interface (HI). HI is often a key part of product design and matters most for
consumers who must handle a product, but HI pertains, to varying degrees, to
all products and services. The HI components of the requirements are coupled
with the qualitative and quantitative performance aspects of many products. The
end result is product requirements that will be used for product design and
engineering efforts.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Understanding customer
and user needs naturally leads to a better understanding of markets and the
market niches. Target markets and market niches are an outcome of market
segmentation, discussed in the next section.</span></div>
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"> </span></div>
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;">***</span></div>
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"><b>Rocky Richard Arnold</b> provides strategic
corporate and capital acquisition advice to early-stage companies founded by
entrepreneurs wishing to successfully commercialize high-value-creation
opportunities, ideas, and/or technologies. More information about Rocky can be
found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Calibri;">www.rockyrichardarnold.com</span></a><span style="font-family: Calibri;">.
His book, <b><i>The Smart Entrepreneur: The book investors don’t want you to
read</i></b>, is available as paperback or Kindle ebook for purchase on Amazon
at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Calibri;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Calibri;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Calibri;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Calibri;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Calibri;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Calibri;">www.google.com/+RockyArnold01</span></a><span style="font-family: Calibri;">.</span></div>
<div style="mso-element: footnote-list;">
<br clear="all" />
<hr align="left" size="1" width="33%" />
<div id="ftn1" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#32--%20Customer%20User%20Needs%20and%20Wants.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
Both focus groups and interviews must start with customers and users who are
believed to best represent the target markets of interest to the new venture.
Focus groups are often used to assist product development, gauge customer and
user needs and wants, design marketing messages, and secure new ideas and
insights. Marketing specialist firms can conduct focus groups, and sites exist
on the Internet for soliciting people in target markets for purposes of
participating in a focus group; for instance, www. focusgroup.com.</span></div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com4tag:blogger.com,1999:blog-2547860363365496467.post-69075173160618189592015-08-30T17:15:00.000-07:002015-08-30T17:15:28.585-07:00Due Diligence -- Competitive Research & Analysis
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">The point of competitive
analysis<span style="mso-spacerun: yes;"> </span>is to discover those factors for which the new
venture and its products and services may have an advantage that it can
exploit. Not surprisingly, every new venture has at least several significant
competitors, so understanding competitors’ products and methods of executing
marketing, sales, and distribution is an essential first step.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">This article focuses on
market research suitable for an early-stage company that has not received
substantial funding.<span style="mso-spacerun: yes;"> </span>This research can
be undertaken at minimal expense and usually during founder due diligence.<span style="mso-spacerun: yes;"> </span>Further, the research suggested herein can
serve as useful information for marketing and sales planning that would
accompany a fully-developed business plan.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">CONDUCTING
SECONDARY MARKET RESEARCH</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Initially, the most useful
source for developing competitor information is from public sources (e.g.,
secondary research</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[1]</span></span></span></a><span style="font-family: Georgia, "Times New Roman", serif;">)
related to the company’s area of business. A variety of sources are readily
available; for example:</span></div>
<ol>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Newspapers, trade magazines, etc.</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Internet sources and competitor websites</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftnref2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[2]</span></span></span></a></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Conferences and trade shows, including
proceedings</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Technical papers published by professional
technical societies</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">US government sources (e.g., census data for
demographics, economic reports, statistics from historical records, etc.)</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Public company annual shareholder reports, which
are free upon request from the company of interest</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Dun & Bradstreet (D&B, DUNS number) for
credit data</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Standard Rate and Data Service (SRDS) for
information related to lifestyles</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Securities & Exchange Commission (SEC) for
public companies</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftnref3" style="mso-footnote-id: ftn3;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[3]</span></span></span></a></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Nielsen Designated Market Area (DMA) for TV
viewership</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Hoover’s (D&B company) for comprehensive
data on most businesses (requires payment)</span></div>
</li>
</ol>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Another type of
secondary research is often referred to as “reverse engineering,” in which
competitors’ products are secured (legally, of course) and deconstructed to
understand technology deployed, materials and processes likely used, and design
details. Estimates of the costs of production can be made once deconstruction
is accomplished. Those parts of a competitor’s product that may be protected by
one or more patents should be identified and understood. By consulting with
third-party contract manufacturers, one may find it possible to identify key
members of the competitor’s supply chain and also further refine the estimated
costs of production.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Some of this data will
be useful in the marketing & sales plan (MSP) to simply provide background
to a new venture’s markets of interest. But mostly, the focus of competitive
research is on competitors and their products and how they are positioned in
the market. </span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">ANALYZING
SECONDARY MARKET RESEARCH</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Organizing the data
collected consists simply of constructing tables of information, with the
horizontal headings being an attribute and the vertical headings being
competitor names. For examining product attributes, for instance, the
horizontal headings could be (for the product), weight, size (volume),
performance parameters, cost, and other features and benefits. The vertical
headings would be known competitors along with the new venture’s name. Where
the new venture’s product (or service) has an advantage, the appropriate cell
can be marked (e.g., highlighted). Disadvantages can be marked in a different
color. The advantages become essential to developing the unique competitive
advantages (UCA) for the new venture, while the disadvantages must be studied
intently to develop ways to mitigate their effects on consumer decisions.
Mitigation may be accomplished by curing the deficiency, adjusting the price,
designing an appropriate marketing message, etc.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Other tables can capture
market information, such share of market, number of units sold, price per unit,
etc., and can be constructed to reveal how each competitor participates in the
market. In virtually all cases, a proper analysis will reveal how competitors
have chosen to compete in the market. For instance, some will have gained
significant and leading market shares by providing product lines that are low
cost (and low performance), while others may have a market share that is
smaller but based on providing products and brands that are more narrowly
focused but with (presumed) higher performance and/or design characteristics.
Understanding the data helps the entrepreneur understand how the market is
segmented, at least prior to a new venture’s products being introduced into the
market.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">In situations where the
new venture’s products don’t seem to have another competitor, it would be
appropriate to list how customers in the market currently solve their problems
and issues the new venture’s products and services are intended to solve. In
other words, every company has a competitor and competitive solutions (products
and services) that must be identified and understood.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">USING
SECONDARY MARKET RESEARCH FOR DETERMINING PRODUCT NEEDS</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Generally, the more data
collected and researched, the greater the ability to perform competitive
analysis to determine how a new venture’s product fits within the overall
market. Ideally, market niches will be discovered for which the new venture’s
envisioned “new-technology” products have a unique competitive advantage (UCA)
and can be sold. Competitive analysis is a fundamental aspect of the new
venture’s corporate strategy and the MSP. It should naturally lead the
entrepreneur to those products and attributes that will make the new venture
offerings unique. Those unique attributes should result in the ability of the
new venture to attract customers in the chosen target markets.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">USING
SECONDARY MARKET RESEARCH FOR DETERMINING PRODUCT PRICING</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Product pricing is based upon the analysis of competitor pricing and an
assessment of competitor product quality, share of mind with customers,
potential performance issues with competitor products, etc. This market-product
analysis should be conducted with rigor and presumably done by your marketing
and sales team, even if that team is only you and your cofounder. Product
pricing should be defined over a range of sales volumes. Obviously, the pricing
of your company’s product(s) is constrained by the market and competitors
within the market segment. Product pricing should be a number that investors
will find difficult to discredit.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 0in 0in 6pt; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">MARKET RESEARCH & ANALYSIS DOCUMENT</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">It would be perfectly appropriate and recommended to develop a separate
supporting document called Market Research<span style="mso-spacerun: yes;"> </span>and Analysis, in which all the data related to
the markets and competitors is collected and documented. This would be a
totally factual document and not subject to interpretation by investors. Why?
Because you want to be able to point to it and use it with investors to
validate both product pricing and product sales volumes that exist within the
markets segment(s) you expect to operate. This document need not be long or
exhaustive, but it should be focused and referenced. Your credibility in front
of investors is enhanced with the availability of such a document. You will use
it to educate the investor further. Investors may conduct their own due
diligence<span style="mso-spacerun: yes;"> </span>on the document to make sure your data is
correct and reflective of the markets in which you wish to compete.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">The SWOT<span style="mso-spacerun: yes;"> </span>analysis described in Chapter 2.5
of my book should be revisited and updated based on the new information
discovered from competitive analysis and competitor research. Again, company
strengths and weaknesses (internal factors) and opportunities and threats
(external factors) should be reassessed. Strengths and weaknesses are easier to
analyze and opportunities often seem obvious, but the discovery of even more
opportunities should be anticipated.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">DON’T
FORGET TO UNDERSTAND THREATS</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Of particular relevance,
however, as they are often underappreciated, are threats. What will competitors
do once the new venture enters the market place? What would happen if they
lowered the price of their products in order to preserve market share and
reduce the ability of the new venture to create profit and compete? How will
the new venture respond? These are important questions, and the answers need to
be developed at the earliest stages. One can readily appreciate that if the new
venture’s response to a competitor price reduction is simply to do its own
price reduction, then the effect on financial performance will likely be
significant and thus affect the company’s value. It would be better to have
developed an effective marketing strategy that creates customers who want only
the new venture’s products. Issues such as this must be thought out and
responses identified in the MSP.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"> </span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Georgia, "Times New Roman", serif;">***</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.rockyrichardarnold.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Georgia, "Times New Roman", serif;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.google.com/+RockyArnold01</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="mso-element: footnote-list;">
<br clear="all" /><span style="font-family: Georgia, "Times New Roman", serif;">
<hr align="left" size="1" width="33%" />
</span><div id="ftn1" style="mso-element: footnote;">
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[1]</span></span></span></a><span style="font-family: Georgia, "Times New Roman", serif; font-size: x-small;">
Another type of market research, called primary research, consists of surveys,
focus groups, interviews, etc. Primary research can be expensive; however, it
may be appropriate in situations where it is desired to secure information
about customer and user needs and anecdotal evidence of consumer acceptance in
order to support sales projections.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><div id="ftn2" style="mso-element: footnote;">
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><div style="margin: 0in 0in 0pt;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftn2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[2]</span></span></span></a><span style="font-family: Georgia, "Times New Roman", serif; font-size: x-small;">
Competitor websites often have useful technical and product data.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><div id="ftn3" style="mso-element: footnote;">
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#31--%20Competitive%20Analysis%20&amp;%20Competitor%20Research.docx" name="_ftn3" style="mso-footnote-id: ftn3;" title=""><span style="mso-special-character: footnote;"><span style="font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">[3]</span></span></span></a><span style="font-family: Georgia, "Times New Roman", serif; font-size: x-small;">
Public disclosures from public companies often contain excellent descriptions
of markets, products, competitive positioning, market size, etc. Regular
quarterly filings, called 10-Q, and annual reports, called 10-K, can be
searched on the SEC website and databases.</span></div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com2tag:blogger.com,1999:blog-2547860363365496467.post-61769077829350188342015-08-30T16:58:00.000-07:002015-08-30T16:58:11.806-07:00So, what is an IP Strategy?<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Entrepreneurs often ask “What is an IP
strategy.” It can seem somewhat a nebulous concept if one is not familiar with
IP and its importance whether you are a startup or an established company. For
the most part, an IP strategy consists of policies and procedures that are
consistent with the goals and needs of the company. It should help
entrepreneurs and CEOs prioritize their efforts develop a portfolio of IP
(e.g., fortress IP) while optimizing/minimizing expenses for both R&D
and patent support (e.g., attorneys and filings).</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">KEY
ELEMENTS OF AN IP STRATEGY</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">The key elements of an IP strategy are, in
approximate order of importance:</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Align the IP portfolio with the
company’s mission and goals</u>. Alignment of the IP portfolio with the
company’s mission and goals provides the best use of
human resources (especially the technical human resources that are focused on
innovation, invention, and IP) and financial resources. The goal is to achieve
the highest possible return on investment,
protect the essential value of the company, create and maintain competitive
advantage through innovative products, protect future revenue and profit opportunities,
and secure investors based on the quality of the IP portfolio. The “quality” of
the IP portfolio is based on considerations such as technology and its
uniqueness, evident innovation, number of patent<span style="mso-spacerun: yes;"> </span>applications considered foundational, ability
of IP to protect target markets, perceived competitive advantages, etc.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in 12pt; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Focus R&D effort on validating proof
of patentability</u>. Eventually, filed patents are reviewed by the USPTO, and
their due diligence<span style="mso-spacerun: yes;"> </span>will focus on the proof of patentability.
Thus, early efforts, no matter how affected by potential deficiencies in
company funding, must be used to develop the robust underpinnings of the patent
applications. Any effort not central to that goal<span style="mso-spacerun: yes;"> </span>should be
minimized.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Select an appropriate patent attorney</u>.
A patent attorney should be chosen on the basis of experience in the areas
germane to the field of the company, his/her familiarity with working for
start-ups, expectations for payment of fees (for instance, will he/she tolerate
waiting for your company to be funded before being paid), experience with both
prosecution (e.g., patent development and filing) and litigation, and your own
intuition about developing a good working relationship with the patent
attorney.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Continuous surveillance of the external
landscape</u>. Regular searches of granted patents is essential to keep on top
of developments, but it should be kept in mind that those granted patents will
be based on technology and ideas developed several years earlier. So, while
relevant, these granted patents only define the rough areas where you may or
may not operate. Patent attorneys are useful in surveying and understanding the
patent landscape and will often refer to the concept of “freedom to operate,”
or FTO, as a fundamental principle behind the more general notion of external
landscape. The external landscape also includes reviews of competitor products,
marketing materials, and web postings, as well as incidental conversations with
competitors at conferences and similar venues, etc. Understanding prior art and
the data from FTO searches are vital pieces of knowledge for tailoring
innovations, inventions, and IP (especially claims) so that they can eventually
compete in the public marketplace. Envisioned products to be sold must be
supported by underlying markets that are large and growing or offer high
potential gross margins. Understanding the external landscape is an intrinsic
part of the marketing-and-sales plan.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Consider the number of formal patents</u>.
Given the cost factors and importance of the invention itself, a few good high-quality
patent applications are much preferred over a plethora of lesser applications.
It is tempting to file many applications with the thought that the sheer number
of patent filings will make the company more valuable. Such value creation may
not accrue, however; investors will spend considerable time attempting to
understand the potential of an invention in terms of future revenue and profit
and may not agree with founders. Patent applications that lack in innovation, quality
of invention, or usefulness in terms of potential future products and markets
will erode investor opinions of the value of the investment opportunity. Simply
put, fewer high-quality applications are generally better than higher numbers
of lesser quality.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Make a long-term budget and be
realistic.</u> Entrepreneurs and their patent attorneys should carefully select
countries to file in to make optimum use of cash relative to their
market/profit potential. File only NPAs that are essential. Carefully differentiate
ideas and innovations that should be patented (to create value, protect
products and markets, etc.) from those that can be more economically preserved
as trade secrets. Creating IP can be expensive. The cost for filing patents and
prosecuting them (including maintenance expenses) must be included in the
financial plan. When, as is often the case,
patents are filed in multiple countries (e.g., major markets), the cost
increases proportionately. PPAs are relatively inexpensive and can be filed in
as many numbers as deemed necessary to capture the incremental improvements of
the invention and their proof of patentability.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Consider the “promotional” value of the
patent filings</u>. Patents may take years to develop, and in the years between
the filing of a PPA and the receiving of the granted patent, the written
information available for the inventor/entrepreneur for use with potential
investors is limited to the filing papers for the patent application. Thus,
aside from the obvious value of generating good and robust patents, their
usefulness begins the day the PPA/NPAs are filed. Promoting the value of the
patent applications based on the quality of the written word (in addition to
the invention, of course) can be achieved though good writing, solid arguments,
and profuse and relevant data.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Preserve IP as trade secrets</u>. Some
thinking should go into the issue of what IP should be kept as patents and what
should be kept as trade secrets. For instance, aspects of the invention that
may be easily seen in a product (visual) may be patented, as detection of
infringement is relatively easy. On the other hand, process-oriented IP (e.g.,
how something is manufactured or made by chemical composition, etc.) may be
better preserved as a trade secret, as discovery of infringement may be too
problematic and expensive. If something can be reverse engineered (most
everything can be) or made in several different ways, then a process patent may
have less use; however, if there is only one best or unique way and you intend
(or have money) for major markets, then it may be worth patenting versus
keeping as trade secret. These can be difficult issues, and their resolution
should be accomplished in consultation with the company’s patent attorney.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Deciding whether to patent something or
preserve it as a trade secret is often an important issue with respect to
developing an IP portfolio. On the one hand, patents are well understood and
often formally valued, but trade secrets, while appreciated, can be somewhat
amorphous and hard to validate in terms of value.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">OTHER
IMPORTANT ACTIONS</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Other important aspects to consider in the
IP strategy are:</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Keep IP ownership clean and unambiguous</u>.
Many potential start-ups have been stopped in their tracks when their founders
discovered that ownership of IP was confused by one or more factors, such as:</span></div>
<ul>
<li><div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Lack of proof of IP assignment to the company.
This often occurs either through negligence or absence of timeliness on the
part of a founder/inventor who is hesitant to share IP presently in her/his
name with the company in the form of an assignment document.</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Founders who have come from, or are still
working at, another company whose technological focus is very similar to that
of the new start-up contemplated for formal incorporation. In this situation,
the ownership of the envisioned IP (usually in the form of ideas not documented
yet) is suspect because of the prior or current employment. These situations
are extremely problematic for future investors because of many potential
unknown factors. These factors must be sorted out with a patent attorney before
forward motion can be achieved. It is often better to simply not invent or file
a PPA until the terms of the prior employer’s employment (or separation)
agreement is satisfied and a period of time has passed since resignation.</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">Employment agreements that secure IP developed
during employment have not been executed, and discoveries, innovations, and
inventions have occurred before a legal relationship is secured via the
employment agreement.</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;">A founder’s use of a prior or current employer’s
resources or development on company time without disclosure or agreement to
distinguish the ownership of the IP.</span></div>
</li>
</ul>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>File “omnibus” patent applications as a
way to economically preserve multiple inventions</u>. An omnibus patent
application is one for which multiple separate inventions are expected to be
the result of the USPTO’s initial application review. While some may argue that
separate applications should be made from the onset, the advantage of the
omnibus application is that it establishes a filing date for all the potential
inventions at the price of an individual application. The USPTO will have an
initial office action that specifies that one or more invention applications be
subsequently filed. At that later time, the entrepreneur may elect, with patent
counsel concurrence, to file the individual patent applications believed most
appropriate. While some time is lost with respect to filing the other
applications, by that time, the entrepreneur may have raised more funds for the
purpose of building the IP portfolio.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Consider acquiring IP from external
sources</u>. Securing additional IP that can support the company’s goals is a
potentially valuable strategy. IP can be secured from universities, other
companies, and governmental sources (NASA, DOD, etc.). While securing the
agreement can be challenging for a young company with limited or no resources,
potential license agreements can be momentarily secured via agreements that
call for only a token up-front payment in return for time (six months or a
year) needed to raise additional money.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Train employees to be sensitive to the
importance of IP</u>. While the formality of a patent application often serves
to secure IP for the company, other forms of IP, such as trade secrets, have no
legal protection (outside employment, nondisclosure, and noncompete agreements)
and can be easily divulged, often by accident. Employees need to be instructed
on the forms of IP, their importance to the company, and the mechanisms and
procedures used to secure and protect that IP. This training needs to occur for
all new employees, and all employees need to be reminded on a regular basis of
their legal obligations and the company’s policies.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Preserve IP with contractors with
agreements</u>. Agreements with contractors and consultants must contain clear
language as to the ownership of that IP in all its forms. If the company pays
for consulting or research, it is generally recognized that the paying party
owns 100 percent of the IP; however, legal agreements must make this clear. For
example, copyright ownership with a nonemployee requires that the work be
characterized as a “work for hire.” Consultants need to be reminded and
sensitized to their obligation to not discuss company research or activities.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Protect IP when discussing technology
with strategic partners or potential customers</u>. IP can be created when
discussions with partners’ employees occur in unscripted situations and without
agreements that define who owns the ideas and derivative IP. This situation can
occur with strategic partners and potential customers when advance sales are
contemplated. Salespeople are prone to discuss technology, innovations,
etc., whenever they suspect a potential sale can result. Salespeople must be
advised to simply collect information on problems experienced by the customer
and the products/solutions desired. Those problems/issues can be brought back
to the technical team for solution determination and possible patent filings.
Once a PPA is filed that addresses the solution, the sales team, under a
confidentiality agreement, can return to the customer<span style="mso-spacerun: yes;"> </span>and present/disclose a potential solution. The
customer then knows that the underlying invention is owned by the early-stage
company.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><u>Be sure to maintain patents by paying
fees when required</u>. The company’s patent attorney will maintain schedules
of filings, office actions, USPTO filing fees, etc., so generally a CEO/CTO
will not need to do the tracking.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">An IP strategy does not
need to be documented in a long, formal document; however, it should be
documented in several pages and then made in the form of a corporate policy for
each employee to read and understand. The IP strategy can be promulgated to
employees with e-mails (all or in part), along with regular reminders and
meetings with senior managers.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"> </span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Georgia, "Times New Roman", serif;">***</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.rockyrichardarnold.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Georgia, "Times New Roman", serif;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.google.com/+RockyArnold01</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-6033374521957819272015-08-30T12:11:00.001-07:002015-08-30T12:11:56.189-07:00Collaborative R&D and IP
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Collaborative R&D is
a common approach that companies use to develop and secure IP by working with
third parties. Companies engaged in collaborative R&D have the goal<span style="mso-spacerun: yes;"> </span>of securing IP, at an economical (e.g.,
reduced) cost, thus enabling the development of new products and/or protecting
one or more existing products. Collaborative R&D is intended to increase a
company’s competitive advantage.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Potential partners for
research and development are, for instance:</span></div>
<ol>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Federal agencies and military organizations that
sponsor research and provide grants through; for instance, the Small Business
Innovation Research (SBIR) and Small Business Technology Transfer<span style="mso-spacerun: yes;"> </span>(STTR) programs, published solicitations, and
unsolicited means</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Public and private companies that have internal
research-and-development budgets</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Public and private universities</span></div>
</li>
</ol>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">The entities mentioned
above do not engage in research for which they don’t retain some rights. The
degree of rights sought by each particular entity depends on its current
policies and historical practices. From an entrepreneurial, early-stage company
perspective, the most important imperative is to achieve, if possible, a useful
license and access to the underlying technology that may be generated through
the collaboration of both parties. “Useful” implies that both parties have
ownership of the underlying patent<span style="mso-spacerun: yes;"> </span>and other IP, but each party has an ability to
operate freely in the markets it has chosen and with products it wishes to
produce. Issues related to negotiation are discussed in Chapter 9.6
of my book in the context of investment; however, many of the key points can be
applied to negotiations for technology and licensing. Guidance to how each of
these types of entities views its technology and patent positions and how
collaboration is achieved is provided below.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">FEDERAL
AGENCIES</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Securing the technology
desired and the associated rights needed when dealing with <i style="mso-bidi-font-style: normal;">federal agencies and military organizations</i> is typically not
difficult and presents few issues with early-stage technology companies, as the
relationship is structured in the form of a grant. For instance, federal
agencies will generally retain rights for their specific purposes and
especially so when it comes to military agencies, which are primarily interested
only in developing capabilities for the defense of the United States. This
leaves the grantee the right to pursue both commercial and military interests
through the development, manufacture, and sale of products designed for
specific markets and customers. The government expects that the grantee will
have successful research culminating in useful products.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Collaborative research
does not occur in the typical sense of both government and company researchers
working together in the same physical environment; however, results, reports,
and methods of research are shared, as the government needs to understand the
underlying technology so that it may better manage its transition into useful
military products. Government research is always accomplished under one or more
agreements on confidentiality of information for both parties.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">PUBLIC
AND PRIVATE COMPANIES</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;"><i style="mso-bidi-font-style: normal;">Public and private companies</i> strive to develop technology and IP in
areas germane to their company’s key markets and product opportunities. They
are primarily motivated by the need to increase revenue and profits based on
products that involve at least moderate levels of technology. These
technology-motivated companies view research and development as being in their
long-term interest. Suffice it to say that while the contracts may require some
complex structuring and lengthy negotiations, appropriate license agreements
may be achieved. It is axiomatic that the company paying for the research, or
paying the most for the research, has the most rights and in some cases can
dictate the terms; however, an entrepreneurial entity with a perceived valuable
invention and patent (even if nascent and in the form of a provisional patent
application) can leverage the uniqueness of its technology and potential future
products into a better negotiation position. Everything is subject to
negotiation.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Collaboration with
public and private companies can occur in the same physical space, though it is
more likely that aspects of the research-and-development effort are divided up
in a programmatic manner, with each party being responsible for accomplishing
its assigned tasks in its own physical facilities. Any combination of human
resources (e.g., assigned researchers) and physical facilities is possible,
depending upon what is viewed as optimal to achieve success. As each party is
required by its company’s employment agreement to follow strict rules on confidentiality
and disclosure, issues are typically minimal with respect to the protection of
IP. Nevertheless, continuous reminders to personnel of their need to preserve
evolving secrets are a good policy. As employees are known to move from one
company to the next, entrepreneurial companies are well advised to not
“overshare.”</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">PUBLIC
AND PRIVATE UNIVERSITIES</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;"><i style="mso-bidi-font-style: normal;">Public and private universities</i> may seek rights that enable them to
continue the research of their professors and departments, which are focused in
specific “core competency” areas. They also need to sponsor students’ research
and increase the numbers of licensable technologies. Universities seek to
license to others in one or more restrictive ways (e.g., by product category or
markets, for instance) that don’t interfere with prior licenses and licensee
interests. Large universities, such as MIT and Stanford, as well as many
others, view the technology developed at their institutions as valuable and a
potential source of revenue that can be used to further promote their missions
and goals. Universities are generally amenable to any reasonable license that
is supportive of their research interests. Technology they own, especially when
in the form of a patent, may be sought by more than one company, which can make
the negotiation and bidding for the patent highly competitive.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Collaborative research
with public and private universities presents some difficult issues related to
the inadvertent dispersion of technology. University environments by their very
nature encourage sharing and open communications; however, collaborative
research requires that sharing be strictly confined to the researchers and
students directly involved. There is no issue of balancing the interests of one
group (student researchers) with those of the sponsoring early-stage company;
that is, student researchers must be arduously advised against sharing
information outside the collaborative effort, and nondisclosure agreements,
training, and monitoring must be continuous.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Another aspect of inadvertent
dispersion of technology and IP involves the student researcher who eventually
publishes a dissertation or technical paper and leaves the university
environment. The legal entanglements that exist while the student is at a
university can be either tenuous or nonexistent, but they are certainly very
difficult for an entrepreneurial entity to monitor and enforce. One measure
that the entrepreneurial company can take is to separate out, as much as
possible, research conducted at the university from product implementations and
know-how in the form of trade secrets possessed by the company. In that regard,
company researchers have to be mindful to not “overshare” or divulge useful
information merely on the basis of being friendly with, and helpful to, the
student researcher. This is a gray area that must be carefully monitored by the
company’s executive management.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">If possible, developed
technology is managed into IP (particularly patents) by the company, and
professors and student researchers are listed, as appropriate, as inventors,
with assignments of the IP to the company based on the licensing agreement with
the university. Some aspects of the technology not strictly developed by the
university and more applicable to the actual product may be bound up in patents
in which only the company’s inventors and researchers are listed. Numerous
conflicts will naturally occur, and the company’s executive management,
especially the CTO, must tactfully manage the university research so that
essential IP is funneled into the company’s portfolio with minimal angst to the
university researchers and managers. Usually, if this management activity is
left until the end of the research and loose ends remain, then problematic
outcomes (e.g., confused IP ownership) occur.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Professors and their
student researchers naturally want to publish, so entrepreneurial technology
companies can expect to see much information disclosure. In reality, there is
little that can be done to prevent publication, though publication may be delayed.
Some elements of the collaborative research (perhaps the theoretical parts, for
instance) may be isolated into publications managed by the university in which
useful IP is either not disclosed or minimally disclosed. Other elements of the
collaborative research may be aligned with the company’s product introductions,
and formal publication can occur later or not at all and, in any event,
disclosure of IP either doesn’t occur or does occur based on actual filed
provisional patent applications.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Georgia, "Times New Roman", serif;">FINAL
WARNING</span></b></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Georgia, "Times New Roman", serif;">Make sure IP ownership
and disclosure rights are clear within the joint development-and-license
agreement, especially when paying others to do research or doing research
together in a collaborative fashion.</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"> </span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Georgia, "Times New Roman", serif;">***</span></div>
<span style="font-family: Georgia, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Georgia, "Times New Roman", serif;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.rockyrichardarnold.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Georgia, "Times New Roman", serif;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Georgia, "Times New Roman", serif;">www.google.com/+RockyArnold01</span></a><span style="font-family: Georgia, "Times New Roman", serif;">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-83596028003295413662015-08-30T11:31:00.000-07:002015-08-30T11:32:46.573-07:00Underpinning Base Patents with R&D
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">During the earliest
stages of a company’s development and before the company is formed properly as
a corporate entity, key early provisional patents, often called “base” or
“foundation” patents, may be filed in the inventors’ names, anticipating their
later assignment to the corporation (see Chapter 3.2).
Often, these provisional patent applications (PPA) have only minimal
descriptions, and proof of patentability may be insufficient to pursue a robust
patent application because of the lack of data, prototypes, performance, etc.
These insufficiencies should not hinder the filing of the PPA, as the PPA
carries with it the priority date that will be important when the formal patent
is eventually filed.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">As one can’t be
completely certain as to what will be sufficient, multiple PPAs, each
containing incremental specifications, data, etc., should be filed. The time
between successive filings of PPAs can be as little as a day or perhaps a
month. The imperative is to make the sequence of PPAs, which eventually provide
the basis for one or more patents, as strong as possible. PPAs can be as little
as one page containing the bare basics of the invention (even without claims),
though supporting and subsequent PPAs should have a much higher level of
information and proof of patentability. Patent attorneys can assist and guide entrepreneurs
so that R&D is focused and aligned with patentability requirements.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">A nonprovisional<span style="mso-spacerun: yes;"> </span>(or regular) patent application that wishes to
take advantage of the priority date of an earlier PPA must be submitted within
one year of the filing of the PPA. Thus, R&D needed to support the eventual
patent must also be executed quickly to bolster the granting of the patent.
Often, these early efforts are burdened by the lack of funding for particular
needs such as laboratory space, equipment, materials, etc. Early investment
from founders, friends and family, and other sources should be
directed at R&D and perfecting the IP portfolio. This early R&D needs
to be focused on the essential claims (made in both the PPA and NPA)
anticipated for the invention and considered key to the unique competitive
advantages provided by the envisioned products.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Often, the issue of
prototypes (or more appropriately, proof-of-concept, or POC devices) comes up
when they are intended as proof of an invention’s “utility,” which means that
the invention must have benefits and be capable of use. These earliest
demonstrations are not appropriate for large-scale manufacture or distribution
to a customer/user; however, even very simple models of the invention can prove
useful when combined with some minimal amount of data and description. With the
advent of 3D design software, 3D printing, and other economical methods for
manufacturing of one to three articles, the ability to produce a POC device has
become easier and quicker.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Also, as part of early
R&D efforts, each potential usage of the base invention should be explored
in relation to its potential use in other markets. That exploration into
multiple markets may reveal additional aspects of the base invention that need
expanded coverage, especially as they may pertain to broad (or broader) claims.
This first phase of research is needed to protect the products the company sees
in its future, but “out-of-the-box” thinking and supporting R&D needs to be
broad enough to prevent inroads from others or at least make it very difficult.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">It would not be unusual
to have an initial vision<span style="mso-spacerun: yes;"> </span>of a product that is limited in some sense;
that is, with more thought, additional applications and markets come to mind.
Research on market needs can dovetail into technical and performance
requirements that also lead to additional new thinking about other product
solutions and innovation. Thus, the number and types of innovations and inventions can increase,
and their protective virtues can be captured in additional claims (even within
a single PPA or NPA). The goal<span style="mso-spacerun: yes;"> </span>is to prepare one or more PPAs that include a
rough specification, broad claims, and narrow claims that cover one or ideally
more markets and product opportunities. The thinking needs to be very broad so
as to capture every conceivable application and market so that IP coverage is
correspondingly broad and the potential value of patents to be created is as
large as possible.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Some early thought
should go into the issue of what IP should be kept as patents and what should
be kept as trade secrets. For instance, aspects of
the invention that may be easily seen in a product (visual) may be patented, as
detection of infringement is relatively easy. On the other hand, process-oriented
IP (e.g., how something is manufactured or made by chemical composition, etc.)
may be better preserved as a trade secret, as discovery<span style="mso-spacerun: yes;"> </span>of infringement may be too problematic and expensive.
If a process can be reverse engineered (most everything can be) or made in
several different ways, then a patent may have less use; however, if there is
only one best or unique way and you intend it (or have money) for major markets,
then it may be worth patenting the processes rather than keeping them as trade
secrets. These can be difficult
issues, and their resolution should be accomplished in concert with the
company’s patent attorney.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">As a brief summary: Plan
on filing many PPAs as quickly as possible, and do what R&D is allowed by
the budget to establish proof of patentability needed for the eventual patent
application.</span><span style="font-family: Calibri;"> </span></div>
<br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;">***</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize high-value-creation
opportunities, ideas, and/or technologies. More information about Rocky can be
found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Calibri;">www.rockyrichardarnold.com</span></a><span style="font-family: Calibri;">.
His book, <b><i>The Smart Entrepreneur: The book investors don’t want you to
read</i></b>, is available as paperback or Kindle ebook for purchase on Amazon
at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Calibri;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Calibri;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Calibri;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Calibri;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Calibri;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Calibri;">www.google.com/+RockyArnold01</span></a><span style="font-family: Calibri;">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-62259811127545454772015-08-30T11:26:00.001-07:002015-08-30T11:26:21.289-07:00Do You Need a Board of Advisors?
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Much confusion exists
with regard to the board of advisors, mostly concerning its role and
responsibilities. For the most part, the board of advisors is an optional body
of outside advisors that exists solely at the discretion of the CEO. Unlike the
board of directors, the board of advisors has no legal liabilities for its
advice to the CEO or company. This lack of legal liability can sometimes foster
healthy and free-flowing exchanges of useful information. A board of advisors
does not replace or compete with the regular board of directors. A suitable
size for the advisory board is three to five members.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">A board of advisors<span style="mso-spacerun: yes;"> </span>is established to provide advice and knowledge
in specific areas. For example, the board of advisors of a company mostly
involved in providing financial services may wish to establish a financial
board of advisors comprised of people with special skills and knowledge in, for
instance, accounting, law, exchange rates, international financial matters,
etc. Of course, technology companies would be advantaged by choosing technical
advisory board members with strong backgrounds in pertinent areas of
technology, product design, manufacturing, etc. An ideal board of advisors
would have experience and knowledge in areas that the company anticipates
encountering in the near future or the next stage. The ability of the executive
team to tap into others who have “done that before” can be invaluable.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">An advisory board member
should not simply be looked at as an unpaid consultant; rather, the advisory
board member should be of a caliber and personality that can make a difference
to the company because of his/her special experience, knowledge, skills,
abilities, etc. The amount of time devoted to the duties of board members is
typically minimal if unpaid, and often, the only requirement is for the board
members to facilitate contact with other people and provide specific advice
within their areas of expertise. In their capacity as advisory board members,
they may be expected to take calls from the CEO, CTO, or CFO in regard to
particular issues they could be expected to answer directly or, with a little
time, provide answers or direction. The board of advisors may take on larger
issues involving more of their time, often working as a team to reduce the
workload to any single member.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">There are no particular
rules or procedures followed by a board of advisors. Formal meetings are not
typically required, although a once-a-year meeting and dinner would be wise to
express appreciation, promote camaraderie, and allow the CEO (and other
executives) to outline the company’s strategic plans and needs related to their
advisory purpose.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">As with the board of
directors, the advisory board members
can be compensated for their contributions and availability through the
provision of stock<span style="mso-spacerun: yes;"> </span>options. As a rough guide, the board of
advisors could be considered as equivalent to a quarter of a key person, but
that depends a great deal upon what is being asked of them. If more is expected,
then compensation should be correspondingly increased. If the board of advisors
has extraordinary requirements placed on them involving significant work or
time, then paid compensation (in addition to stock options) should be
considered.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Members of the advisory
board must not have conflicts of interest and must be prepared to sign
confidentiality and noncompetition agreements. Their length of service is
determined by mutual agreement; however, a specific short “standard” term that
is renewable may work best for both the company and the advisory board member
so as to permit the CEO to have flexibility in retaining an advisory board member,
or not, and changing the specific attributes of the board over time.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">People enlisted to be on
the board of advisors<span style="mso-spacerun: yes;"> </span>are, or should be, people who have an interest
in the business or technology and would like to contribute their special advice
with the ultimate desire to be a small but important part of a successful
enterprise. The pool of candidate advisors should not include family members or
anyone with an emotional or financial interest in the company (apart from stock
options) unless there is a justifiable reason.</span></div>
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The advisory board
reflects the needs of the CEO and executive management team, and its ability to
contribute is directly a function of how much effort is put into the
relationship. Exploiting the capabilities of an advisory board should be
considered only if the CEO and executive team are fully engaged and supportive
of the need; otherwise, the potential benefits of the board of advisors are not
realized or appreciated.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;">***</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Calibri;">www.rockyrichardarnold.com</span></a><span style="font-family: Calibri;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Calibri;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Calibri;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Calibri;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Calibri;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Calibri;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Calibri;">www.google.com/+RockyArnold01</span></a><span style="font-family: Calibri;">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-26670399945006671772015-08-30T11:21:00.000-07:002015-08-30T11:21:53.536-07:00FOUNDER DUE DILIGENCE--The Business Model
<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Simply
put, the business model<span style="mso-spacerun: yes;"> </span>describes how the company intends to make
money and become sustainably profitable. It could also be said that the
business model describes how the company will develop and deliver value to its
customers, employees, and investors. </span><a href="https://www.blogger.com/null" name="_GoBack"></a><span style="font-family: Calibri;">Eventually, the full
description of the business model will reside in the various elements of the
business plan. The business model need not
be fully expanded or given a label</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#26--%20The%20Business%20Model.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri;">
during the formative period of the company; however, the founders need to have an
understanding of how their particular technology and products are going to be developed
and sold into their selected markets.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">For
instance, founders should have a sense of how they think their company and its
products will compete; for instance, the company can provide value and compete
on the basis of providing products and services that are in one of the
following <i style="mso-bidi-font-style: normal;">value-proposition categories</i>:</span></div>
<ol>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Lowest price (with acceptable customer<span style="mso-spacerun: yes;"> </span>benefits)</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Highest performance (with highest price)</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Greatest value (based on a combination of
benefits)</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Newest technology (performance advantages)</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Most attractive design (colors and appearance)</div>
</li>
</ol>
<span style="font-family: Calibri;">Deciding
on which value proposition to offer points the company to certain
characteristics of the <i style="mso-bidi-font-style: normal;">market segments</i>
to be chosen; for instance, the value proposition offered by the categories
above would be correlated to, and expected to have, customers who are:</span><br />
<ol>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Price-conscious commodity buyers</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Leading-edge and affluent buyers</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Middle-income buyers</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Buyers of any age who can be influenced by
technology</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Buyers of any age, perhaps, but certainly kids
and children</div>
</li>
</ol>
<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">These
value propositions and customer targets lead the company to consider related
issues as to how the company is organized to provide products and make a
profit; for instance, for the categories outlined above (and matched to the
value propositions stated earlier), <i style="mso-bidi-font-style: normal;">organizational
emphasis</i> may be based on:</span></div>
<ol>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Focus on low-cost manufacturing, sourcing, and
advertising, with technology least important</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Increased R&D, engineering, and
manufacturing costs, with advertising in high-end status magazines and on TV,
etc.</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Balanced organizational details related to
technology, design, manufacturing, marketing, and sales, all efficiently
organized</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Leading-edge technology, heavily protected with
IP, appealing to both younger and more affluent customers</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Emphasis on superior design and marketing to younger
customers</div>
</li>
</ol>
<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Competitors
exist in any market targeted by the new venture. By studying competitor models,
entrepreneurs can gain an appreciation of how organizational details are
deployed by other companies to enable them to create revenue, profit, and
satisfied customers. While more in-depth competitor analysis occurs later as
described in Chapter 5.2,
founders need to understand within the time and resource constraints of the
formative stage the competitive landscape.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The
analysis of the competitive landscape, along with the SWOT<span style="mso-spacerun: yes;"> </span>analysis (Chapter 2.5),
prepares the founders to define the business model<span style="mso-spacerun: yes;"> </span>and
identify the major elements of the strategic plan, starting with a delineation
of the envisioned company’s unique competitive advantage (UCA) that the
founders believe will enable their new venture to become successful (e.g.,
outperform their competitors). A UCA is simply that unique advantage the new
venture has in comparison to competitors in the market. Of course, the UCA,
along with other strategic actions that may be created, can only be anticipated
during the early stages of the new venture; however, a proper business model
and strategic plan enable the founders to develop a convincing message that
will be read and heard by investors in the near future.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Once
the UCA is identified, it is a valuable exercise to consider the other
organizational functions of the business
and how they will be designed and implemented to support a <i style="mso-bidi-font-style: normal;">sustainable</i> UCA.</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#26--%20The%20Business%20Model.docx" name="_ftnref2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri;">
A sustainable UCA, as it implies, provides a rational basis for presuming the
new venture can become a lasting and valuable company.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Sustainability,
as it applies to a business and it’s UCA, involves supporting strategies and
plans for the functional departments consisting of:</span></div>
<ol>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Technology (and R&D)</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Engineering</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Manufacturing</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Marketing</div>
</li>
<li><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
Sales (and Distribution)</div>
</li>
</ol>
<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The
details needed for functional departments are determined as a part of the
planning that goes into developing the marketing plan (Chapter 5)
and business plan (Chapter 8).
For founder due diligence, it is sufficient to become aware of the future needs
for planning.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The
goal<span style="mso-spacerun: yes;"> </span>of founder<span style="mso-spacerun: yes;"> </span>due
diligence, as mentioned in various ways before, is for founders to assure
themselves that they have discovered all the important issues (and hopefully
none of them are showstoppers), resolve them to their satisfaction, and develop
the well-founded confidence to proceed to next step of forming the corporation
(Chapter 3).</span></div>
<span style="font-family: Calibri;"><br />
<div style="mso-element: footnote-list;">
<br clear="all" /><hr align="left" size="1" width="33%" />
<div id="ftn1" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#26--%20The%20Business%20Model.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;"> An interesting and relevant article by Sangeet Paul Choudary, “Why Business Models Fail: Pipes vs. Platforms” can be found at <i style="mso-bidi-font-style: normal;">Wired</i> magazine, October 21, 2013. Also found at </span><a href="http://www.wired.com/insights/2013/10/why-business-models-fail-pipes-vs-platforms/"><span style="color: windowtext; text-decoration: none; text-underline: none;"><span style="font-family: Calibri; font-size: x-small;">http://www.wired.com/insights/2013/10/why-business-models-fail-pipes-vs-platforms/</span></span></a><span style="font-family: Calibri; font-size: x-small;">. </span></div>
</div>
<div id="ftn2" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#26--%20The%20Business%20Model.docx" name="_ftn2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;"> While more than one UCA is possible, it would not be expected.</span></div>
</div>
</div>
</span><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"><br /></span></div>
<br />
<div style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;"> </span><span style="font-family: Calibri;">***</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Calibri;">www.rockyrichardarnold.com</span></a><span style="font-family: Calibri;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Calibri;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Calibri;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Calibri;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Calibri;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Calibri;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Calibri;">www.google.com/+RockyArnold01</span></a><span style="font-family: Calibri;">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com1tag:blogger.com,1999:blog-2547860363365496467.post-58033516231129127372015-08-30T11:08:00.000-07:002015-08-30T11:08:18.650-07:00ENTREPRENEURS—Technology Must Underpin the Value of Your Startup
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Not every company is dependent on their own proprietary technology,
but many are, and often the most valuable companies have proprietary technology
as their raison d'être; that is, their technology is the principal
justification for their existence and belief that they can control key markets.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">For new ventures, technology is developed to provide a
strong differentiator from existing competitors. Technology characteristically
underpins the creation of inventions, innovations, new useful devices, and
services.<span style="mso-spacerun: yes;"> </span>As entrepreneurs know, new
technology is appropriately and legally preserved though the securitization of
patents, trade secrets, etc. <span style="mso-spacerun: yes;"> </span>Technology
also serves as a principal basis for valuing early-stage companies for purposes
of investment. <span style="mso-spacerun: yes;"> </span></span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Early in the development of a new venture it is important
that entrepreneurs/founders conduct their own self-evaluation (e.g., due
diligence) of their technology in relation to the impact of technology on the
value of their nascent startup.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Technology due diligence<span style="mso-spacerun: yes;"> </span>at the
earliest stages</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><sup><span style="mso-special-character: footnote;"><sup><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></sup></span></sup></a><span style="font-family: Calibri;">
consists of two major considerations:</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">The Technology Must
Be Able of Being Legally Secured</span></b></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Legal rights to technology property ownership are evidenced
in the form of granted nonprovisional<span style="mso-spacerun: yes;"> </span>patent(s), which is the preferred position;
patent<span style="mso-spacerun: yes;"> </span>application(s), which offer the potential of
being granted early in the life of the developing new venture; or provisional
patent application(s), which offer merely hope for the future.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">The availability of a <i style="mso-bidi-font-style: normal;">granted
patent</i>, perhaps as the result of the work of one or more founders, is a
preferred position because it is a confirmation from a third party (the United
States Patent and Trademark Office, or USPTO) that the invention has met its
requirements for novelty and nonobviousness as well as other criteria. Patents can also be secured by other means, including
especially license agreements. Granted patents are highly recommended for
companies that anticipate seeking professional investment in their futures.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;"><i style="mso-bidi-font-style: normal;">Patents in process</i>,
while not yet having the official approval of the USPTO, are valuable because
the company’s patent<span style="mso-spacerun: yes;"> </span>attorney has provided and documented the
evidence needed by the USPTO to assess patentability. This same information will
be useful to prospective investors, who will be tasked with judging on their
own or with the help of their technical due diligence assistants whether the
new invention can be patented. Therefore, the entrepreneurs and their patent
attorney should develop the patent application with an eye toward its future
review by potential investors. Ideally, the patent<span style="mso-spacerun: yes;"> </span>application both validates the invention to
the USPTO and provides key data on potential products, markets, and uses that
are persuasive to early-stage investors. This process can be challenging, so
entrepreneurs should expect to provide significant amounts of background
technology, competitor, and patent research to the patent attorney. That
information will eventually be discovered by potential investors. At this early
stage, however, the entrepreneur only needs to do that amount of research that
is satisfactory to the founding team members.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">The availability of one, or more than one, <i style="mso-bidi-font-style: normal;">provisional patent application</i> presents
challenging problems for the new venture. Provisional patent applications often
lack the detail (e.g., background, related patent searches, market information,
etc.) and specificity (including especially claims) that are found in patents
or patents in process. This lack of information detail leaves professional
investors with great uncertainty. While professional investment based only on
the existence of PPAs can occur, it will be very difficult and/or time
consuming to achieve and certainly will result in reduced valuations—outcomes
that are unsatisfactory to an entrepreneur.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Trade secrets can be very valuable in combination with
patents; however, trade secrets may be disclosed either inadvertently or
purposefully by employees (current and former) and thus, on their own, may be
insufficient as a technology foundation.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">For the reasons outlined above, entrepreneurs and founders
should consider waiting until a granted patent is secured before seeking
professional investment, though other forms of investment (e.g., founders,
friends and family, etc.) can be considered. It may take two to three years to
work through USPTO office actions and secure a granted patent.<span style="mso-spacerun: yes;"> </span>This can seem like an untenable position for
many entrepreneurs/founders but the lack of granted patents simply means that
investors will value the new venture less because of the uncertainty of not
knowing how secure the technological basis for the new venture may be.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Aside from the actual status of patents in process, there
are actions the founding team can take to conduct early due diligence on the
technology under development. Fundamentally, entrepreneurs and founders need to
assure themselves that their technology and IP is unique; that is, it has not
been done before and no person, company, or university researcher</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftnref2" style="mso-footnote-id: ftn2;" title=""><sup><span style="mso-special-character: footnote;"><sup><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></sup></span></sup></a><span style="font-family: Calibri;">
has a granted patent in the space the future company would want to do business
in.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Some of this patent due diligence<span style="mso-spacerun: yes;"> </span>can be accomplished by visiting the USPTO
website</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftnref3" style="mso-footnote-id: ftn3;" title=""><sup><span style="mso-special-character: footnote;"><sup><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[3]</span></span></sup></span></sup></a><span style="font-family: Calibri;">
and conducting searches to find patents that contain keywords and phrases that
apply to new venture technology. Patents identified should be carefully read
and key reference documents secured and reviewed further. The effort put into
patent research should be useful in revealing aspects of the new ventures
technology that may already be claimed in others’ patents or, ideally, show
that the new venture’s technology (and invention) has not already been identified
and claimed by others.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Discovered patents also reveal inventors (by name) and
ownership; for instance, the inventor may be an employee of a company, or the
patent may have been assigned to another party. These are useful pieces of
information that can help guide the founding team. If the new venture’s patent
attorney is onboard, he/she may conduct a freedom-to-operate (FTO) search that
can further refine those areas of the existing patent landscape that are not
owned by others</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">If a patent is discovered that effectively includes an
entrepreneur’s idea or patent intentions, then that discovered patent may be
used to guide new thinking and research, or perhaps the entrepreneur can strive
to secure the patent or license the technology from the patent owner.<span style="mso-spacerun: yes;"> </span>In any event, there is no excuse for not
knowing about prior patents and their impact on the new venture.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Patents in process (including provisional patent
applications) by others are not discoverable, as the patent applications are
not disclosed until a patent is granted. Thus, a certain amount of risk
exposure can’t be avoided.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">The Technology Must
Be Able to Defend the Company’s Chosen Markets</span></b></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">The entrepreneur must determine the likelihood that current
or eventual patent positions will be able to protect or defend a valuable
market or market niche in which the new venture desires to serve its customers
and users with new products and services. It is also understood that value
creation is based on the ability of the new venture to generate profit (by
selling products and services), from which investors can eventually be repaid
in the form of dividends and substantial increases in the value of company
stock.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">With respect to the ability of the technology to defend the
company’s intended target markets from competitors, initial due diligence<span style="mso-spacerun: yes;"> </span>can be
conducted using the Internet. The Internet can be searched using appropriate
keywords to discover companies and people who may be working in areas similar
to that of the new venture. Discovering what other companies are doing is one
aspect of competitor research<span style="mso-spacerun: yes;"> </span>that is important to future
marketing-and-sales plans. It would be quite normal to discover a myriad of
companies (e.g., competitors) that offer products secured by various kinds of
technology or possessing different technical specifications and features. This
is also useful information, as it further defines those attributes of the new
venture’s expected products that can offer important advantages in the marketplace.
Even at this early stage of technology due diligence, the information can lead
back to granted patents or perhaps tidbits of information that may be useful in
the research process. The research should also help guide the development of
both broad and narrow claims for the new venture’s patents in process.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">The actions described above are properly referenced as
“secondary” research, as they rely upon sources that were, in turn, developed
from the original or “primary” sources of the data or information. Secondary
research is based on public disclosures, and this type of research constitutes
the minimum necessary, though it may not be sufficient.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Primary research is conducted through contact with people
and organizations directly. Once done, that information, which may still be
public, becomes part of the database owned by the future company. Primary
research can consist of discussions with others at conferences, interviews with
others on the telephone, e-mail exchanges from knowledgeable sources, etc. This
primary research may occur incidentally between a competitor’s employee and an
entrepreneur, and even seemingly insignificant pieces of information, when
combined with others sources of data, can illuminate an important piece of
information.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">This type of intelligence sourcing is often called G2 in the
military.</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftnref4" style="mso-footnote-id: ftn4;" title=""><sup><span style="mso-special-character: footnote;"><sup><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[4]</span></span></sup></span></sup></a><span style="font-family: Calibri;">
All companies, especially those technologically oriented, should advise their
technical employees to be watchful for information about competitors’ actions,
products, specifications, etc.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">Government agencies and their technology area managers can
be good sources of information (not confidential or secret, of course), as they
are very knowledgeable of military requirements and technical approaches that
they prefer based upon their continuous scanning of available technology and
discussions within the military agencies with compatible interests. Discussions
with technical experts and consultants can occur either informally or formally
via a consulting contract of short duration. These technical experts are often
well informed of happenings within markets and with applicable technology.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">The research and activities of others (individuals and
companies) that have not been made public constitute a risk of investing in
technology that can’t be resolved (until a long time, as measured in years, has
transpired) because the information is largely unknowable by any reasonable
means.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">As the period of time for founders to conduct their own
initial due diligence is limited, the goal<span style="mso-spacerun: yes;"> </span>of technology due diligence at the earliest
stage is not just to conduct a thorough analysis of the markets, but rather to
simply establish that the new venture’s technology, inventions, and IP have a
good chance of providing a basis for products and services that can be made and
sold for a profit and at large enough volumes to make professional investors
interested.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">Summary</span></b></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">If the answer to the question of whether the technology is
unique and innovative and capable of supporting the development of new products
and markets is yes, then the goals of the founders’ technology initial
due diligence have been achieved and the founders can continue with their due
diligence on other matters.</span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;"><br /></span></div>
<br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;">***</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"><b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Calibri;">www.rockyrichardarnold.com</span></a><span style="font-family: Calibri;">. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/pv248qq</span></a><span style="font-family: Calibri;">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.
He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Calibri;">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Calibri;">.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Calibri;">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Calibri;">;
Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Calibri;">www.google.com/+RockyArnold01</span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="mso-element: footnote-list;">
<br clear="all" />
<hr align="left" size="1" width="33%" />
<div id="ftn1" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
As a reminder, at this nascent stage of new venture development, founders are
also busy evaluating themselves and potential products and markets, and they
are beginning to think about the business model and strategies. </span></div>
</div>
<div id="ftn2" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftn2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
Researching and discovering prior work, inventions, and patents in process
within the university environment can be challenging. It is best to start with
selected universities working in areas in common with the entrepreneur and
research departmental websites and tactfully ask questions of the professorial
and student researchers.</span></div>
</div>
<div id="ftn3" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftn3" style="mso-footnote-id: ftn3;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[3]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
</span><a href="http://www.uspto.gov/patents/process/search/"><span style="color: blue; font-family: Calibri; font-size: x-small;">http://www.uspto.gov/patents/process/search/</span></a><span style="font-family: Calibri; font-size: x-small;">.</span></div>
</div>
<div id="ftn4" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#25--%20Technology%20and%20Underpinning%20Value.docx" name="_ftn4" style="mso-footnote-id: ftn4;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[4]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
G2 is a term used in the military that refers to information and data secured
from external sources (e.g., adversaries and cooperative entities, for
instance) and used to guide the development of offensive and defensive
strategies and tactics.</span></div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-19202325041591743042015-08-29T14:47:00.000-07:002015-08-29T18:59:02.104-07:00Entrepreneurs—Your Success Depends on Selecting the Right Initial Target Market<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Entrepreneurs are very used to hearing about the
importance of selling into markets which are large and growing especially from
potential investors.<span style="mso-spacerun: yes;"> </span>Entrepreneurs must
satisfy themselves at the earliest stages of their own personal due diligence
on their business viability that the markets they wish to attack (e.g., the target
markets) are large enough to support the entry of their new and better products.</span></div>
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"> </span></div>
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">At the earliest formative stages of business
definition, when discovery is happening and technology is in the process of
being developed, entrepreneurs are not likely to have a fully developed product
documented; that is, details of design, expected costs, and market acceptance
are assumed but have not been validated by focused research and development. In
the case of technology, that technology may have more than one potential
application, and it may not be immediately clear which application and market
can be best targeted first.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Entrepreneurs
may have an idea of what products should evolve from the technology being
developed, but even that initial vision<span style="mso-spacerun: yes;"> </span>can be in error. It would not be unusual to
determine through due diligence<span style="mso-spacerun: yes;"> </span>that the presumed target market is not the
best one, and initial thoughts of a product must be altered dramatically to fit
a preferred (alternative) target market. Target markets and products optimized
for customers in those target markets must be matched.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"><b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Matching
the (right) product to the (right) market is a central tenet of good new
venture thinking</i></b>.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The
central issue of due diligence related to markets is to determine those markets
(e.g., the target markets) that are sufficiently large and growing to support
the entry of a new competitor (the entrepreneur’s new venture).</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">Professional
investors generally insist that target markets be large and growing so that
missteps and errors on the part of the new venture can somewhat be compensated
for by the size of the market, which presumably contains large competitors who
are not particularly concerned with competing with a small, upstart technology
company.</span></i></b></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Nevertheless,
venture capital<span style="mso-spacerun: yes;"> </span>firms in particular are interested in
supporting companies that target billion-dollar markets rather than those that
target million-dollar markets. Both the magnitude of investment<span style="mso-spacerun: yes;"> </span>considered and the interest of professional
investors scale with the size of the markets to be served by the underlying
technology.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Market
research<span style="mso-spacerun: yes;"> </span>should consist first of an identification of
market size and growth rates based on public data from trade magazines, public
company reports (annual and 10-Q reports, for instance), newspapers, Internet
blogs, etc. Recent trends in the growth (e.g., declining, rapidly growing,
nascent, etc.) of the market should be noted. This information is necessary for
purposes of defining the area of the company’s interest, but it is not
sufficient for defining the size and growth rate of the company’s <i style="mso-bidi-font-style: normal;">target</i> markets. Of the products (and
services) sold into the more general market, a determination must be made as to
the sales volume and price of each product type sold within that market. While
secondary sources of research may be useful, entrepreneurs may need to seek out
primary sources of data. The end result, even if data is missing and must be
assumed, should be a concise table showing a market segment matched to a
product type along with estimates of volume sales, per unit pricing, and total
market segment sales. At the earliest stages of founder<span style="mso-spacerun: yes;"> </span>due
diligence, it is necessary only to make an early assessment of the most likely
target markets (e.g., segments) the company will enter and their size and
growth rates.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The
goal<span style="mso-spacerun: yes;"> </span>for an entrepreneur is to identify a number of
potential target markets that collectively (in a summed sense) have a large
size, presumably in the billions-of-dollars range.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;"><i style="mso-bidi-font-style: normal;">One
of these target markets will eventually be selected as the entry market—the
market that offers the best prospect for producing profit soon after fundin</i>g.
That initial target market need not be large, but it must be one for which
success is highly probable.</span></b></div>
<span style="font-family: Calibri;"></span><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
<span style="font-family: Calibri;">
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times New Roman;"><br /></span></div>
<div align="center" style="margin: 6pt 0in; text-align: center;">
***</div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="margin: 6pt 0in; text-align: justify;">
<b>Rocky Richard Arnold</b> provides
strategic corporate and capital acquisition advice to early-stage companies
founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at <a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue;">www.rockyrichardarnold.com</span></a>. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at <a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue;">http://tinyurl.com/pv248qq</span></a>.
Financial software for use by startups can be purchased on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a>.
He posts articles about entrepreneurship on his blog at <a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue;">http://thesmartentrepreneur.blogspot.com</span></a>.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at <a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue;">www.facebook.com/rocky.r.arnold</span></a>;
Google+ at <a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue;">www.google.com/+RockyArnold01</span></a>.</div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
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Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-45699914359759529702015-08-25T11:19:00.000-07:002015-08-25T11:22:39.844-07:00FOUNDERS—AVOID PROBLEMS—GET YOUR AGREEMENT<h3>
<strong>INTRODUCTION</strong></h3>
Often, smart people of apparently like minds and common ambitions get together under the auspices of having a good idea and a notion that the idea might be the basis for an exciting and profitable business. This is indeed how many collaborations and ideas start. Early on, however, it is wise for founders to agree to a relatively short legal agreement that defines important terms to which the founders agree. As an important side note, if the founders can’t agree at the earliest stages as to the details of the corporation, then the likelihood they can stay together as an executive management team is dramatically reduced. Thus, in essence, the founders’ agreement is the first test of the future executive management team.<br />
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<strong>EQUITY DISTRIBUTION</strong></h3>
The first point of discussion among the founders is the <em>equity share of the company at its founding</em> (e.g., incorporation) that each will own. Often, among ostensible equals, the shares are split equally. Usually, one or more founders will have worked on technology and filed provisional patent applications under their names. Or, one of the founders may be perceived as the business lead (and likely starting CEO), and thus, among the parties, there is a collective agreeable viewpoint that all founders are equals for purposes of apportioning equity ownership.<br />
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Of course, a company can be formed from only one founder, in whom ownership is 100 percent. It is then up to the sole founder to secure the key members of the team, who may be called founders in many cases, based upon giving up some of his/her ownership in return for the services and loyalties of others. If that sole founder is also the key technology person who has filed one or more patent applications or provisional patent applications, then his/her position as majority equity owner is very strong. Nevertheless, the challenge for the founder is to share appropriate amounts of equity in order to build the starting team. With a single founder, there is no founders’ agreement required.<br />
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In some cases, one or more of the founders contributes intellectual property and/or cash for initial tasks of formation and securitization of the IP. It is entirely possible that each founder will be contributing different types of value to the company on day one. Evaluating what each particular contribution is worth in terms of initial equity distributions is then the subject of negotiation among the ostensibly equal founders. There is no simple formula or approach that can be applied. The distribution of equity will be simply be what the founders can agree to based on each person’s perception of his/her worth.<br />
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A common issue associated with the anticipated issuance of founders’ shares (e.g., common stock) is how those shares will be owned or vested over time. An all-too-common mistake of founders is to not associate founders’ shares (that are priced at a very small value, for instance, $0.00001 per share) with performance and/or devoted time with the company. Many war stories abound in which a founder takes a significant starting share of common stock without vesting requirements being attached only to quit after a period of time working for the company. That founder leaves the remaining founders with the burden of building the company and eventually having to dilute their shareholdings (to secure funding) even more than they would otherwise have to do if the departing founder had stayed with the company. This is obviously not fair, but more importantly; it severely debilitates the remaining founders. This issue is mitigated by vesting.<br />
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<strong>VESTING OF FOUNDER SHARES</strong></h3>
<em>Vesting</em> requires that shares be earned over time (most common) or based on performance through the achievement of milestones (less common). Investors need to have a level of security with respect to the services of founders, and the common requirement is for shares to be earned over a four-year period, although longer periods of vesting are possible, depending upon negotiations with investors (see Chapter 9.6 of my book). On the other hand, if the founders have devoted a significant amount of time (before incorporation) to developing IP, then an argument can be made for a certain portion of the vesting period to be considered earned. This is problematic for investors, which is why incorporation early is advised, along with appropriate vesting requirements. Founders can also agree to a minimum period of time to be worked before some of the shares are vested. Or founders can require certain milestones before a portion of shares are vested. For instance, the filing and assignment of IP may be required before a portion of shares is vested.<br />
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Investment by a professional investor (angel or venture capitalist) may involve discussion of legal terms such as <em>acceleration</em> and <em>triggers</em> (see Chapter 9.6 of my book). These concepts can also be discussed among the founders during the formation stage of the company; however, it is generally premature to consider these terms. Keep it simple during the early stages, but you can also discuss with your corporate attorney the appropriateness of any particular term.<br />
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<strong>BOARD POSITIONS</strong></h3>
Board positions should also be discussed in the founder’s agreement. While most founders expect to be part of the board of directors, not every founder may be suitable simply because of his/her position and title. What qualifies a founder as a board member depends on the contributions expected and the relative holding of shares. Founders to be designated (or chosen) by the board, such as the CEO, CFO, and CTO, presuming their credentials are suitable, are certainly qualified to be on the board. At times, lesser qualified individuals (but still founders) may wish to be on the board, but their suitability may be questioned by future investors. This issue must be discussed among the founders so that the founder perceived to be not qualified to be on the board is made aware of that future potentiality. Sometimes, this decision can be postponed until such time that a professional investor raises the issue and forces a change. The board should have an odd number of members so that ties are not possible. A board comprised of founding members among whom one is not believed to be qualified may need to discuss the issue and agree that an external board member will be elected at an appropriate later time to replace that board member.<br />
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<strong>POSITION, TITLE, AND RESPONSIBILITIES</strong></h3>
Another area for discussion among founders is the <em>position, title, and responsibilities</em> of each founder. Responsibilities are commonly assumed according to the initial titles provided to each founder; for instance, CEO, CTO, etc. If a founder is not sufficiently credentialed or prepared to assume the higher or highest title for a position, a lesser title may be assigned. Thus, if a founder is clearly qualified to be a controller, but not the CFO, it is better to begin with the title controller rather than the higher title of CFO. Investors will understand and respect that decision among the founders.<br />
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<strong>SUMMARY</strong></h3>
Equity shares, vesting, and titles/positions are the important terms of a founders’ agreement. There are many other decision points to be established as part of the incorporation process, and, in theory, many of these can be part of the founders’ agreement.<br />
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However, at this early stage, it is recommended that discussion points be few and focused on the really critical issues among the founders. As opinions of founders can change in time, it is advised that the incorporation process be well underway so that there is a seamless transition into discussing other important issues in the company.<br />
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Does a founding team need a Founders’ Agreement? Perhaps not as the details talked about herein will eventually be addressed in the critical initial documents of the corporation. However, doing them early removes or diminishes problems that can occur later when founders are forced to make these decisions.<br />
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For a real life story of what can go wrong in the absence of a founders agreement, see the Los Angeles Times article at <a href="http://lat.ms/1yNAiOl">http://lat.ms/1yNAiOl</a>.<br />
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<strong>Rocky Richard Arnold</strong> provides strategic corporate and capital acquisition advice to early-stage companies founded by entrepreneurs wishing to successfully commercialize high-value-creation opportunities, ideas, and/or technologies. More information about Rocky can be found at <a href="http://www.rockyrichardarnold.com/" rel="nofollow" target="_blank">www.rockyrichardarnold.com</a>. His book, <strong><em>The Smart Entrepreneur: The book investors don’t want you to read</em></strong>, is available as paperback or Kindle ebook for purchase on Amazon at <a href="http://tinyurl.com/pv248qq" rel="nofollow" target="_blank">http://tinyurl.com/pv248qq</a>. Financial software for use by startups can be purchased on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2" rel="nofollow" target="_blank">http://www.amazon.com/gp/product/B00K2KPSI2</a>. He posts articles about entrepreneurship on his blog at <a href="http://thesmartentrepreneur.blogspot.com/" rel="nofollow" target="_blank">http://thesmartentrepreneur.blogspot.com</a>. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at <a href="http://www.facebook.com/rocky.r.arnold" rel="nofollow" target="_blank">www.facebook.com/rocky.r.arnold</a>; Google+ at <a href="http://www.google.com/+RockyArnold01" rel="nofollow" target="_blank">www.google.com/+RockyArnold01</a>.Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-79591776462194735342015-04-01T11:41:00.001-07:002015-04-01T11:42:07.256-07:00ENTREPRENEURS — 11 Steps to Startup<br />
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">INTRODUCTION</span></b></div>
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<span style="font-family: Calibri;">Many would-be
entrepreneurs go from idea to business plan too quickly with only minimal
consideration of important developmental activities. The expectation is that
funding will be forthcoming at good pre-money valuations for a good idea;
however, that scenario rarely happens except perhaps for previously successful
entrepreneurs with an established track record.</span></div>
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<span style="font-family: Calibri;">What is often missing,
especially for first-time entrepreneurs, is detailed knowledge of the processes
(steps) required to bring an idea to fruition though the development of a
funded start-up. The purpose of defining processes<span style="mso-spacerun: yes;"> </span>is to provide for an effective and efficient
sequencing of activities essential to the final goals of securing funding and
achieving start-up.</span></div>
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<span style="font-family: Calibri;">An overview of the
developmental processes<span style="mso-spacerun: yes;"> </span>for a start-up is provided in Figure 1.<span style="mso-spacerun: yes;"> </span>Each step is discussed below with step
numbers corresponding to a same-numbered chapter in my new book</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#22--%20Startup%20Development%20Processes%20and%20Timeline.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri;">.</span></div>
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<a href="https://www.blogger.com/null" name="_Toc399167466"></a><a href="https://www.blogger.com/null" name="_Ref385678962"></a><a href="https://www.blogger.com/null" name="_Ref385678932"></a><a href="https://www.blogger.com/null" name="_Ref385678854"></a><a href="https://www.blogger.com/null" name="_Ref385678838"></a><a href="https://www.blogger.com/null" name="_Ref381884654"></a><a href="https://www.blogger.com/null" name="_Ref381884302"></a><a href="https://www.blogger.com/null" name="_Ref381704253"></a><a href="https://www.blogger.com/null" name="_Ref381703782"></a><a href="https://www.blogger.com/null" name="_Ref374352136"></a><a href="https://www.blogger.com/null" name="_Toc373658668"></a><a href="https://www.blogger.com/null" name="_Ref374352146"><span style="mso-bookmark: _Toc373658668;"><span style="mso-bookmark: _Ref374352136;"><span style="mso-bookmark: _Ref381703782;"><span style="mso-bookmark: _Ref381704253;"><span style="mso-bookmark: _Ref381884302;"><span style="mso-bookmark: _Ref381884654;"><span style="mso-bookmark: _Ref385678838;"><span style="mso-bookmark: _Ref385678854;"><span style="mso-bookmark: _Ref385678932;"><span style="mso-bookmark: _Ref385678962;"><span style="mso-bookmark: _Toc399167466;"><span style="font-family: Calibri;">Figure
</span></span></span></span></span></span></span></span></span></span></span></span></a><span style="mso-bookmark: _Toc373658668;"><span style="mso-bookmark: _Ref374352136;"><span style="mso-bookmark: _Ref381703782;"><span style="mso-bookmark: _Ref381704253;"><span style="mso-bookmark: _Ref381884302;"><span style="mso-bookmark: _Ref381884654;"><span style="mso-bookmark: _Ref385678838;"><span style="mso-bookmark: _Ref385678854;"><span style="mso-bookmark: _Ref385678932;"><span style="mso-bookmark: _Ref385678962;"><span style="mso-bookmark: _Toc399167466;"><span style="font-family: Calibri;">1<span style="mso-tab-count: 1;"> </span>Start-Up
Developmental Processes</span></span></span></span></span></span></span></span></span></span></span></span></div>
<br />
<div style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
1—FIND AND RESEARCH AN IDEA AND PROTECT IT WITH IP</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Simply wanting to be an
entrepreneur can be an alluring notion, but it is best to not be too hasty lest
an impropriate idea be used as a foundation for a business.<span style="mso-spacerun: yes;"> </span>Simply, not every idea can or should be
turned into a business.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">So, where does one
start?</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">I have identified my
process for ideation in the article titled “ENTREPRENEURS—Learn to Ideate and
Innovate” found at </span><a href="http://linkd.in/1B5e7Tk"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/1B5e7Tk</span></span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Research and discovery
are key concepts for developing entrepreneurial vision and innovation.<span style="mso-spacerun: yes;"> </span>The experience of this author is that many
really good ideas have been discovered—but not all by any measure—and many
great ideas only require the right entrepreneur to come along.<span style="mso-spacerun: yes;"> </span>More of my thoughts on vision and innovation
are in the article titled “ENTREPRENEURS—Research & Discovery are Key
Concepts of Innovation” found at </span><a href="http://linkd.in/17OiCef"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/17OiCef</span></span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The process described in
that article as well as the book can require an entrepreneur to talk with many
people and simply talking with others can lead to complications; namely, an inadvertent
disclosure of a nascent underdeveloped idea.<span style="mso-spacerun: yes;">
</span>Important thoughts on that issue are found in my article “ENTREPRENERUS--Discuss
Your Ideas With Others Properly” found at </span><a href="http://linkd.in/1FY1rFM"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/1FY1rFM</span></span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Elements of ideation<span style="mso-spacerun: yes;"> </span>and entrepreneurial vision are discussed in
this first chapter of my book, and for a technology company, the result of
these initial steps, presuming a solution to a significant problem is found,
should be the filing of provisional patent applications. Also see my article
titled “Invention and IP Development” found at </span><a href="http://linkd.in/1xMiSBm"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/1xMiSBm</span></span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Entrepreneurs who
neglect to properly secure their invention and associated intellectual properly
will almost certainly be faced with a future competitor who has either taken
the idea (with no legal risk) or filed patents in a related area that protects
their business—typically to the disadvantage of the original holder of the
idea.<span style="mso-spacerun: yes;"> </span>Want to know more about this
possibility?<span style="mso-spacerun: yes;"> </span>Read my article titled “Who
Owns Your Idea” found at </span><a href="http://linkd.in/1Lc5HVJ"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/1Lc5HVJ</span></span></a><span style="font-family: Calibri;">.<span style="mso-spacerun: yes;"> </span>If that isn’t enough, read about a true story
from my own personal experiences in the article “Entrepreneurs, please, please,
please secure your IP” found at <u><span style="color: blue; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">http://tinyurl.com/k8z9now</span></u>.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">Why do I spend so much time
talking about ideation and invention?</span></i></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Because my experience is
that many first-time entrepreneurs do not give sufficient thought to securing
and protecting a robust idea—an idea that leads to a profitable business and
justifies the investment of time, energy, and money an entrepreneur and his
team has to put forward.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
2—PERFORM FOUNDER DUE DILIGENCE</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Once an idea is matured
sufficiently to justify the development of provisional and regular patent
applications then focus can shift to the important role of founder due
diligence.<span style="mso-spacerun: yes;"> </span>I’m not talking about the due
diligence that investors may devote to an entrepreneur’s business opportunity;
rather, it is all about founders conducting at least a modest but important
early effort to understand:</span></div>
<ul>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Their fellow founders are suitable for the future startup company</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The value of the technology that underpins the business</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Whether the market is sufficiently large to support a new competitor</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Whether the envisioned products will be well-received from their target customers</span></div>
</li>
<li><div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">If there is a business model available that proves profitability in the future</span></div>
</li>
</ul>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">My experience is that founders
take very little time to perform an extremely important task—an objective
evaluation of their opportunity before committing to a significant outlay of
time, energy, and money.</span></i></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">A note about the
all-important business model:<span style="mso-spacerun: yes;"> </span>Determination
of an appropriate business model is critical if a business is to offer future
profitability and hence a return on investment to investors. <span style="mso-spacerun: yes;"> </span>More on this subject is covered in the article
“Startups—Get Your Business Model Right” found at </span><a href="http://tinyurl.com/m9v8k48"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://tinyurl.com/m9v8k48</span></span></a><span style="font-family: Calibri;">.<span style="mso-spacerun: yes;"> </span>Important comments related to the bulleted
list above are also covered in the article “Entrepreneurs, Don’t Fail – Ask
& Answer These Questions First” found at <u><span style="color: blue; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">http://linkd.in/1BYOKXZ</span></u>.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The “gate” of founder
due diligence<span style="mso-spacerun: yes;"> </span>provides a reasonable level of assurance to
founders that the idea and inventions can be productized and sold into a market
of reasonable size.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">This due diligence also
serves to sensitize founders to future due diligence to be conducted by
prospective investors. </span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
3—COMPLETE KEY AGREEMENTS AND INCORPORATE</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Presuming that founders
are comfortable with their early invention and discovery efforts (Steps 1 and
2, respectively), then forming a corporate entity for investment (Step 3) occurs
next.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">It is often very useful
for founders to establish early-on a simple agreement called a founders
agreement that identifies in some detail the proposed future distribution of
founders’ equity, rights, etc. just so potential disagreements when the
corporation is formally created disagreements are avoided.<span style="mso-spacerun: yes;"> </span></span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"><span style="mso-spacerun: yes;"> </span>Investors only invest in a company on the
basis of owning a share (e.g., equity) in exchange for their investment. Thus,
a corporate entity with different stock classes (common, preferred) has the
legal ability to accept investment.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The formalities of the corporation
also include election of an initial board of directors, board meetings,
corporate rules, bylaws, initial board actions (regarding stock distribution),
indemnification, employment agreements, and a myriad of legal matters for which
both the actual decisions of the founders as well as the formal legal
requirements of each state must be properly handled. As always, the guidance of
a corporate attorney is essential.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
4—CREATE THE IP PORTFOLIO</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Entrepreneurs and
founders who have completed the first three steps above can take a deep breath (but,
for only a moment) and begin the ardent work of creating significant early value
for the corporation by continuing with their research and development
activities and the purposeful effort of developing a portfolio of IP.<span style="mso-spacerun: yes;"> </span>Often called a “patent fortress,” the concept
is simple enough; build an IP portfolio that protects in a substantial way the
future revenue and profitability of the business by excluding others from your
protected territory.<span style="mso-spacerun: yes;"> </span>If you are a
technology-based company, even in only small ways, this is a critical factor
that investors consider when making their investment decisions.<span style="mso-spacerun: yes;"> </span>As most technology business will have very
little revenue during its early stages pre-money valuation will be based on
promise of future revenue based on the technology and expected future patents.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Many important details
of how to build the patent fortress are discussed in Chapter 4 of the book.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
5—BUILD THE MARKETING & SALES PLAN</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Entrepreneurs may be
tempted to start writing the business plan as a first item of business once the
technological and competitive basis of the company is determined and
provisional patent applications accomplished. The business plan, of course, is
the key document needed to open up discussions with potential investors. Its
completion would seem to presage the securitization of investment needed to
start the business. However, the business plan needs to be supported with
defensible projections of revenue, sales, and net profit. Projections of
revenue and sales<span style="mso-spacerun: yes;"> </span>are derived from a detailed analysis of the
target markets and the strategies and tactics needed to secure revenue and
sales. Net profit is determined from an analysis of all relevant financial
factors</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#22--%20Startup%20Development%20Processes%20and%20Timeline.docx" name="_ftnref2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri;">
and reported in the financial plan (see Step 6).</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The weakest part of any
business plan<span style="mso-spacerun: yes;"> </span>will be the projection of sales<span style="mso-spacerun: yes;"> </span>revenue. Investors, for good reasons, dissect
sales numbers and also carefully study the rationale behind the projections.
The inability of the entrepreneur to adequately explain or validate how sales
will be accomplished gives investors the opportunity to discount
proposed valuations. More about the details of projecting sales can be found in
the article “Valuation of Early-Stage Companies – Part II – Substantiation of
Sales” found at </span><a href="http://linkd.in/1EqicWf"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue; font-family: Calibri;">http://linkd.in/1EqicWf</span></span></a><span style="font-family: Calibri;">.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"><span style="mso-spacerun: yes;"> </span>The entrepreneur is usually ill prepared to
defend the business plan in the absence of a good, if not excellent, marketing-and-sales
strategy and MSP.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
6—BUILD THE FINANCIAL PLAN</span></b></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">If you are fortunate enough to have a financially minded person on your
team, then the hurdle of developing sound financial data will be more easily
surmounted. If, like most early entrepreneurial teams, you are missing your
future CFO, then you may be faced with developing financial information and
projections without that person’s expert guidance. In any event, a sound set of
financial statements<span style="mso-spacerun: yes;"> </span>will serve your business well and make
investors much more amenable to making an investment.</span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">Chapter 6 of the book is devoted to helping an entrepreneur formulate a
robust and respectable financial plan and supporting pro forma statements that
support the business plan. The financial plan consists
of a delineation of all the company’s revenues, expenses, and resultant profits
for past, current, and future periods of time. Pro forma financial statements<span style="mso-spacerun: yes;"> </span>refer to a set of financial tables, figures,
and data that is prepared in advance of a potential transaction such as an
investment. Pro forma financial statements for a start-up are intended to model
the company’s projected financial results after the investment<span style="mso-spacerun: yes;"> </span>transaction is completed for the current stage
of company development.</span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">A useful and effective set of integrated financial statements (forms) that
I have developed and successfully used for over 25 years can be found at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2"><span style="color: blue; font-family: Calibri;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Calibri;">.<span style="mso-spacerun: yes;"> </span>The spreadsheets allow an entrepreneur to
specify, over a 4 year period, the details of expected revenue, sales,
operating expenses, etc. and automatically prepare income statement, balance
sheet, and cash flow statements.<span style="mso-spacerun: yes;"> </span>The
spreadsheets use a bottoms-up approach and enables the entrepreneur to quickly
model the business and make appropriate adjustments to determine
profitability.<span style="mso-spacerun: yes;"> </span>The set of spreadsheets
includes one devoted to valuation.<span style="mso-spacerun: yes;"> </span>The
spreadsheets are integrated meaning that they automatically update in
accordance with changes to underlying driving cell values. <span style="mso-spacerun: yes;"> </span>With the integrated set of spreadsheets
entrepreneurs can easily create an initial set of financial statements within a
day.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
7—CONDUCT OPPORTUNITY VALUATION</span></b></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">Prior to engaging in negotiations with interested investors, founders
and their executive management team need to have developed a keen understanding
of how a new venture is valued and what is a reasonable value for them to
expect for their new venture.<span style="mso-spacerun: yes;"> </span>Chapter 7
explains how to value your opportunity.</span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">Chapter 7 of the book explains valuation from both the entrepreneur’s
and the investor’s perspectives starting with an explanation of net present
value, terminal value, discount rates used by investors, and the use of an
entrepreneurial scorecard to help the entrepreneur have a realistic notion of
the value of their business prior to entering discussions with prospective
investors.</span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">The process that an entrepreneur needs to use is also reviewed in a
series of articles:</span></div>
<br />
<ul style="direction: ltr; list-style-type: disc;">
<li style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal;"><div style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal; margin-bottom: 0pt; margin-top: 0in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-align: justify;">
Valuing Early-Stage Companies – Part I –
Introduction <a href="http://bit.ly/1MBlw6t"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue;">http://bit.ly/1MBlw6t</span></span></a></div>
</li>
<li style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal;"><div style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal; margin-bottom: 0pt; margin-top: 0in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-align: justify;">
Valuing Early-Stage Companies – Part II – Sales
Projections <a href="http://bit.ly/1JrWWWC"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue;">http://bit.ly/1JrWWWC</span></span></a></div>
</li>
<li style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal;"><div style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal; margin-bottom: 0pt; margin-top: 0in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-align: justify;">
Valuing Early-Stage Companies – Part III – Net
Present Value <u><span style="color: blue; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">http://bit.ly/1ApPdB8</span></u></div>
</li>
<li style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal;"><div style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal; margin-bottom: 0pt; margin-top: 0in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-align: justify;">
Valuing Early-Stage Companies – Part IV – Entrepreneurial
Scorecard <a href="http://bit.ly/1FgFspK"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue;">http://bit.ly/1FgFspK</span></span></a></div>
</li>
<li style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal;"><div style="font-family: "Calibri","sans-serif"; font-size: 11pt; font-style: normal; font-weight: normal; margin-bottom: 10pt; margin-top: 0in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-align: justify;">
Valuing Early-Stage Companies – Part V – Negotiation
<a href="http://bit.ly/17KC4s1"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="color: blue;">http://bit.ly/17KC4s1</span></span></a></div>
</li>
</ul>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">As Figure 1 shows, there are two iterative phases involving first a
projection of revenue (sales) and secondly a projection of profitability. In
practice, if a proposed model (strategy and tactics) for marketing and sales
does not achieve a desired (even though speculative) level of profit then the
entrepreneur should revisit the MSP with the goal being to increase sales
revenue; thereafter, re-estimating profit via the financial projections and
FP.<span style="mso-spacerun: yes;"> </span>Clearly, these two iterative steps have
to be accomplished in an intellectually honest fashion rather than simply
changing the numbers in the spreadsheets involving sales and profit
projections.<span style="mso-spacerun: yes;"> </span>Once an entrepreneurial
team is satisfied that the sales and financial projections are valid; that is,
logical and able to withstand 3<sup><span style="font-size: x-small;">rd</span></sup>-party scrutiny, then the
opportunity is valued and it becomes appropriate to prepare the business plan
(Step 8 below).</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
8—BUILD THE BUSINESS PLAN</span></b></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">The BP must be a persuasive document. It will be the first written
document read by an investor, and it must, from the very first word, keep the
reader/investor interested and absorbed with the messages you craft. Achieving
that goal<span style="mso-spacerun: yes;"> </span>is not easy, but it will be easier if the
points of Chapter 8 are followed.</span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">The marketing and sales plan (MSP) and the financial plan (FP) should
be well along in development before starting the business plan (BP).<span style="mso-spacerun: yes;"> </span>It is critical that the MSP strategies and
tactics be thought out and supports the company’s business goals and
objectives. The revenue projections need to be established and validated by
constructing the financial plan. An initial entrepreneurial
valuation (Chapter 7) should have been performed. Assuming that valuation
and sales projections are deemed appropriate by the CEO and CFO, it then makes
sense to start writing the BP. While the BP is being written, further
refinements and iterations of the MSP and FPs can occur. </span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">Chapter 8 leads the entrepreneur through the process of brainstorming,
preparation of the table of contents, and the structural and writing
requirements of the BP.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
9—PREPARE FOR INVESTMENTS AND INVESTORS</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Most entrepreneurial
ventures will eventually need to secure professional investment, unless the new
venture is fortunate to have created significant sales and profit or does not
have the desire to grow more rapidly. Completion of the initial versions of the
BP, MSP, and FPs is a significant accomplishment and opens up the
entrepreneurial team for discussions with investors.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Important issues that
entrepreneurs must understand include: milestones and investment staging,
founder dilution and control, investor due diligence, documents needed to
support the securitization of investor interest, communications and
negotiations with investors, and term sheets and legal agreements are discussed
in Chapter 9.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
10—EXPLORE YOUR INVESTOR NETWORK</span></b></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">In Chapter 10, the
various types of investors and their investment
potentials are reviewed, starting first with founders.<span style="mso-spacerun: yes;"> </span>Family and friends, who would be expected to
invest less and also be less skilled in evaluation and how to approach them,
are also discussed. <span style="mso-spacerun: yes;"> </span>At the other extreme
are venture capital organizations, which are very professional and experienced
in both business and financial matters and can put together larger investments.<span style="mso-spacerun: yes;"> </span>In between, other forms of securing funds are
considered such as from federal grants for research (e.g., the Small Business
Innovation Research Program), crowdfunding, professional angels, and
corporations. </span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">How once goes about
approaching and interacting with each type of investor is explored so that
entrepreneurs can find the best options for themselves and their opportunities.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP
11—START EARLY-STAGE COMPANY OPERATIONS</span></b></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">Once a company is funded, the founders
embark on achieving their next-stage goals as defined in their business plan.
This “execution phase,” as it is often called, represents the first major
transition of the company from one that has principally been involved with
planning to one that actually begins to design and manufacture products that
satisfy customers. </span></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">In Chapter 11 important issues related to vision,
leadership and followership, organization, executive management, team building,
mission statement, building an organization for customer satisfaction,
interdepartmental interactions, early-stage business processes, and initial
operations and execution are discussed.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">FINAL
COMMENTS</span></b></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">A first-time entrepreneur (95 percent of those who
try) has to work harder. There is much to be learned, and if an apparently good
or great idea is behind the entrepreneurial motivation, the pressure to proceed
is very strong—indeed, overwhelming—because of the urgency to bring the product
to market. But patience is a virtue, as they say, if only to avoid the pitfalls
that come the way of a first-time entrepreneur.</span></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div style="margin: 0in 0in 6pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The chapters of this book have been written in a very specific order,
intended to allow an entrepreneur the opportunity to evaluate each step
carefully and at minimum cost before making the larger commitments of time,
energy, and money required of a subsequent chapter. It takes discipline, and
often patience, to execute every step rigorously, and while some things may
overlap to a degree, the steps represent an evolutionary and process-oriented
way to build toward the development of a successful start-up launch. </span></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div style="margin: 0in 0in 0pt; text-align: justify; text-indent: 22.5pt;">
<span style="font-family: Calibri;">This book orders the entrepreneurial process, and
an entrepreneur with the discipline to follow the book has, in the opinion of
the author, the ability to beat the odds.</span></div>
<br />
<div style="margin: 6pt 0in; text-align: justify;">
<span style="font-family: Calibri;"> </span></div>
<br />
<div align="center" style="margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;">***</span></div>
<b><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">Rocky
Richard Arnold</span></b><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">
provides strategic corporate and capital acquisition advice to early-stage
companies founded by entrepreneurs wishing to successfully commercialize
high-value-creation opportunities, ideas, and/or technologies. More information
about Rocky can be found at <a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue;">www.rockyrichardarnold.com</span></a>. His book, <b><i>The Smart
Entrepreneur: The book investors don’t want you to read</i></b>, is available as
paperback or Kindle ebook for purchase on Amazon at <a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue;">http://tinyurl.com/pv248qq</span></a>.
Financial software for use by startups can be purchased on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a>.
He posts articles about entrepreneurship on his blog at <a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue;">http://thesmartentrepreneur.blogspot.com</span></a>.
Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at <a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue;">www.facebook.com/rocky.r.arnold</span></a>;
Google+ at <a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue;">www.google.com/+RockyArnold01</span></a>.</span>
<br />
<div style="mso-element: footnote-list;">
<br />
<hr align="left" size="1" width="33%" />
<div id="ftn1" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#22--%20Startup%20Development%20Processes%20and%20Timeline.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
The Smart Entrepreneur: The book investors don’t want you to read.</span></div>
</div>
<div id="ftn2" style="mso-element: footnote;">
<div style="margin: 0in 0in 0pt;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#22--%20Startup%20Development%20Processes%20and%20Timeline.docx" name="_ftn2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri; font-size: x-small;">
Sales, net profit, cost of sales, overhead costs, product costs, taxes, etc.</span></div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com2tag:blogger.com,1999:blog-2547860363365496467.post-68617580996457071452015-03-31T14:10:00.000-07:002015-03-31T14:10:52.437-07:00INVENTION AND IP DEVELOPMENT
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">INTRODUCTION</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Many companies, especially those that rely upon or
develop technology, will have in place, or should have in place, policies and
practices that ensure that intellectual property (IP) is properly created and
legally protected.<span style="mso-spacerun: yes;"> </span></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Entrepreneurs and inventors may not have formal
policies and practices, but for sure, they need to have a keen awareness of the
importance of IP to:</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 0pt 39pt; mso-add-space: auto; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3; text-indent: -0.25in;">
<span style="font-family: Symbol; font-size: 12pt; mso-bidi-font-family: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Provide
barriers to entry of competitors,</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 0pt 39pt; mso-add-space: auto; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3; text-indent: -0.25in;">
<span style="font-family: Symbol; font-size: 12pt; mso-bidi-font-family: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Have an
asset that can be valued, and</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt 39pt; mso-add-space: auto; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3; text-indent: -0.25in;">
<span style="font-family: Symbol; font-size: 12pt; mso-bidi-font-family: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Enable a
“fortress” of legal protection that provides security to investors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">IDEATION
& PROVISIONAL PATENT APPLICATIONS</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">At the earliest stages of ideation</span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>development, one need not be overly critical
of any idea; however, before too much time transpires, diligent efforts to
further explore the idea and determine its viability must occur.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Ideas and associated inventions that are believed to
be innovative, unique, and useful need to be secured by filing one or more
provisional patent</span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>applications (PPAs). The most important
objective of filing a PPA is to secure a priority date, which legally
establishes the date for which the invention occurred.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">A PPA can be filed in as simple a form as a single
piece of paper using handwritten notes with as much description as can be
manifested at the time. Ideally, the PPA should contain as much supporting
information as possible, especially expected claims.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Once submitted, the United States Patent</span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span>and Trademark Office (USPTO) will provide the
inventor with a document showing receipt of the application along with the
priority date.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Subsequent PPAs that expand the description and
claims being made can and should be filed. These additional PPAs should be
filed as rapidly as possible to better assure that the priority date or dates
are well documented. There is no need to file finely prepared, word-processed
documents, especially if so doing would create a delay for submission. Time is
of the essence.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Obviously, inventors and entrepreneurs expect to
secure a future position within a chosen market based on the strength of the
innovations, inventions, and patents they are able to secure.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">HIRING
A PATENT ATTORNEY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Shortly after the initial burst of PPAs is filed, it
is well advised that inventors secure the help of a patent attorney and file a
PPA that is better prepared and more comprehensive and for which the claims are
identified. This PPA would reference prior PPAs and also could be shown to
potential investors. While it may be tempting to delay this better-done PPA in
deference to a regular patent application, the regular patent application
prepared by a patent attorney would benefit from having a greater amount of
time devoted to research and writing, to maximize the probability of securing a
granted patent. The NPA should be filed within twelve months of the PPA filing
date.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">The process of ideation, discovery, innovation,
invention, and the filing of PPAs can continue for as long as the inventor or
entrepreneur wishes; however, in most situations, there is an urgency to
continue forward with new venture development. It is important to keep in mind
that the value of the early-stage company is heavily dependent upon its
portfolio of IP, principally granted patents and patents in process.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">OTHER
FORMS OF IP</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Of course, some technology and ideas may be best
kept as trade secrets.<span style="mso-spacerun: yes;"> </span>For instance, the
exact formulation of chemicals, sequencing and types of processes, and other
types of technology which is easily duplicated in a clandestine environment
(e.g., outside of the US) may be better kept as trade secrets.<span style="mso-spacerun: yes;"> </span>Designs and aesthetic and visually technical
details are better kept protected as patents.<span style="mso-spacerun: yes;">
</span>Names intended for branding should be trademarked and important
literature and technical presentations should be routinely copyrighted.<span style="mso-spacerun: yes;"> </span>Not all countries respect the role of
trademarks and copyrights, but they should be used for protection with the US.</span></div>
<br />
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">FINAL
COMMENT</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-bidi-font-weight: bold; mso-fareast-font-family: "Times New Roman";">Never forget the important role of IP!</span></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;"> provides strategic corporate and capital
acquisition advice to early-stage companies founded by entrepreneurs wishing to
successfully commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. His book, <b><i>The Smart Entrepreneur: The
book investors don’t want you to read</i></b>, is available for purchase on Amazon
at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. Financial software for use by startups can be
purchased on Amazon at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. He posts articles about entrepreneurship on
his blog at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. Connect with Rocky on Twitter @Rocky_R_Arnold;
Facebook at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">; Google+ at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">.</span>Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-24542186045604107412015-03-16T15:55:00.000-07:002015-03-17T14:28:38.571-07:00Who Owns Your Idea?
<br />
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">INTRODUCTION</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">If you work for a company,
especially a technology company, you likely signed an employment agreement
which assigns all of your inventions to the company. Many creative people
devote much of their lives to thinking, solving problems, and working to make
their companies better; however, it may come to pass that an employee begins to
wonder what it would be like to be an entrepreneur based on their own ideas and
inventions. Understanding the proper time to exit your current employer, or
not, is critical if you intend to ideate and invent for your own personal gain
or for a company you may start.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">IDEATION
AND INVENTION NOT IN YOUR EMPLOYER’S AREA OF BUSINESS</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Unless you have signed a very
unusual agreement with your employer any ideas you develop on your own time, in
your own place, and with your own resources that DO NOT involve the employer’s
area of business are almost certainly yours. However, if there are any
questions about potential ownership you should consult an attorney who has
specific knowledge of employment law. In these situations, which are not at all
unusual, you can continue working for your current employer.</span></div>
<br />
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">PROBLEM
DISCOVERY IN YOUR EMPLOYER’S AREA OF BUSINESS </span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Often the <u>discovery</u> of
problems with existing technology or products occurs from a person’s employment
activities (current or past). As the company typically “owns” an employee’s
ideas, innovations,[1] and inventions by virtue of an employment agreement, the
person intending to intellectually pursue his or her own new innovations and
products in the area of the current employer’s business should immediately quit
that company, lest the issues of idea ownership and conflict of interest arise.
You can then continue following the guidelines below.</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">INVENTION
IN YOUR FORMER EMPLOYER’S AREA OF BUSINESS</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A departed employee is well advised
to allow some period of time to lapse between his/her date of resignation and
any subsequent<u> invention</u> activity that may be documented (and
discoverable) in writing or the verbal expressions to others.[2]</span></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Many types of discoverable records
may be purposefully or inadvertently created. For instance, even months prior
to departure, the employee may be tempted to copy digital files, send e-mail
information home, etc. These are all discoverable records after the fact and
may create problems for the former employee if he/she continues to work in the
areas of the former employer. Even notes compiled by the former employee after
leaving the company may inadvertently include trade secrets and data of the
former employer that would be revealing of the new entrepreneur’s intentions.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">To avoid the issues that are
presented by a person’s anticipated future departure, the best policy is to not
copy or transmit any information to external devices before departure and
refrain from immediately creating written records after departure. <b><i>Essentially,
take nothing when you leave.</i></b> Of course, your future plans are
your business and need not be revealed to any current employer.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In conducting further thinking and
work, the would-be entrepreneur must painstakingly avoid any prior employer’s
intellectual property (IP) in process, trade secrets, product and marketing
strategies, and business implementations. Failure to avoid any actual or
perceived theft of the prior company’s underlying technology and prospective IP
places the entrepreneur at great risk for being sued.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As what constitutes theft is based
on the prior employer’s judgment and suspicions, it is dangerous territory for
the former employee to venture anywhere near the former company’s technology
and nascent patent positions.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">FREEDOM
TO INVENT AND INVESTORS</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">From an inventor’s or entrepreneur’s
perspective, the goal is to avoid any conflicts or gray areas with a former
employer that could obstruct the entrepreneur’s eventual search for, and
securitization of, investment. Even better is for the former employee to leave
on good terms with the former employer.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The issue of being free to invent
can become an important issue for future investors; indeed, if there is even a
hint of potential impropriety on the part of the inventor or entrepreneur,
investors will quickly disappear. However, once the inventor or entrepreneur is
“free,” so to speak, of the former employer, the entrepreneur has the freedom
to pursue his/her own ideas and intellectual thoughts.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">After a reasonable period of time
has elapsed, an inventor can and should establish a record of independent
research, investigation, and invention for his/her ideas and innovations. And,
of course, patent applications should properly acknowledge the patents and
products of others and claims should scrupulously avoid infringing on the
claims of others.</span></div>
<br />
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">FINAL
THOUGHTS</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">It may seem paranoid to have to
think so carefully about the issue of who owns an idea. Inventors and
entrepreneurs, however, should have a keen awareness of the debilitation
affects of legal conflicts with past employers in regards to intellectual
property. They also need to realize the impact on future
investors by improperly exiting from a prior employer . Properly
handled in accordance with law and ethical propriety and with a little
patience, inventors can establish a clean starting point for their new venture.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Footnotes</span></u></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] An employee’s ideas and
innovations not related to the employer’s business are solely owned by the
inventor provided they are not developed on company time or in company
facilities or with company resources.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[2] Consult a corporate attorney if
there is even the slightest concern or potential for conflict with a former
employer.</span></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;"> provides strategic corporate and capital
acquisition advice to early-stage companies founded by entrepreneurs wishing to
successfully commercialize high-value-creation opportunities, ideas, and/or
technologies. More information about Rocky can be found at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. His book, <b><i>The Smart Entrepreneur: The
book investors don’t want you to read</i></b>, is available for purchase on
Amazon at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. Financial software for use by startups can be
purchased on Amazon at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. He posts articles about entrepreneurship on
his blog at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">. Connect with Rocky on Twitter @Rocky_R_Arnold;
Facebook at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">; Google+ at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;">.<span style="mso-no-proof: yes;"> </span></span>Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com1tag:blogger.com,1999:blog-2547860363365496467.post-31362439758923063822015-03-16T15:46:00.000-07:002015-03-16T15:47:36.311-07:00Entrepreneurs—Learn to Ideate and Innovate<div style="border-image: none;">
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<div style="border-image: none; margin: 0in 0in 10pt;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">INTRODUCTION</span></b></div>
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<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Some ideation is spontaneous.
Other ideation results from focused effort. </span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">For inventors and entrepreneurs
who typically exist more as isolated “human” islands during the early stages of
a future new venture, reliance is placed on their accumulated knowledge,
skills, and past experiences. </span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Invention and innovation occur
within large organizations (e.g., 3M, IBM, etc.) as a result of highly
formalized processes that harness the collective abilities of their scientists
and engineers.</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Regardless of the source of
invention and innovation, a process that helps to systematically enable consistent
thought is valuable to those wishing to become an entrepreneur. </span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">A SUGGESTED
PROCESS FOR IDEATION, INNOVATION, AND INVENTION</span></b></div>
<div style="border-image: none;">
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<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">No matter what a person’s level
of expertise is there are ways to diligently think about a problem or
opportunity, starting with understanding the landscape and environment of the
area of interest (AOI) to identify problem(s) and develop the vision. <span style="mso-spacerun: yes;"> </span>An overview of an ideation process is provided
in Figure
1 Of course, there may be many innovation
processes—this is but one approach.</span></div>
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<div style="border-image: none; margin: 6pt 0in; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;"><br /></span></div>
<table border="1" cellpadding="0" cellspacing="0" style="border-collapse: collapse; border-image: none; border: currentColor; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td style="background-color: transparent; border-image: none; border: 1pt solid windowtext; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 1</span></b></div>
</td>
<td style="background-color: transparent; border-color: windowtext windowtext windowtext rgb(0, 0, 0); border-image: none; border-style: solid solid solid none; border-width: 1pt 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="border-image: none; line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">SELECT AN AREA OF INTEREST
(AOI)</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: windowtext windowtext windowtext rgb(0, 0, 0); border-image: none; border-style: solid solid solid none; border-width: 1pt 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="border-image: none; line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">The inventor or entrepreneur should be inspired and passionate about the AOI and have supportive knowledge and
skills.</span></span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 1;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext; border-image: none; border-style: none solid solid; border-width: 0px 1pt 1pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 2</span></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">IDENTIFY UNSOLVED PROBLEM OR
OPPORTUNITY</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">Both primary and secondary research can be used to
identify existing solutions and unsolved problems and opportunities for new
products and services.</span></span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 2;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext; border-image: none; border-style: none solid solid; border-width: 0px 1pt 1pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 3</span></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">DEVELOP YOUR VISION</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">Your vision drives the creative processes needed for
innovation, invention, and intellectual property development.</span></span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 3;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext; border-image: none; border-style: none solid solid; border-width: 0px 1pt 1pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 4</span></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">RESEARCH & DISCOVERY</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="border-image: none; line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">Existing technology, patents, products, and services
must be diligently researched and understood with a view towards identifying
what new technology, innovations, and inventions need to be developed.</span></span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 4;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext; border-image: none; border-style: none solid solid; border-width: 0px 1pt 1pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 5</span></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">INNOVATION</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="border-image: none; line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">The “eureka” moment occurs when something new and
useful is invented.</span></span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 5; mso-yfti-lastrow: yes;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext; border-image: none; border-style: none solid solid; border-width: 0px 1pt 1pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 41.4pt;" valign="top" width="55"><div style="line-height: normal; margin: 6pt 0in; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;">STEP 6</span></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 121.5pt;" valign="top" width="162"><div style="line-height: normal; margin: 6pt 0in;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-family: Calibri;">INVENTION</span></i></b></div>
</td>
<td style="background-color: transparent; border-color: rgb(0, 0, 0) windowtext windowtext rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 1pt 1pt 0px; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt; width: 315.9pt;" valign="top" width="421"><div style="border-image: none; line-height: normal; margin: 6pt 0in; text-align: justify;">
<span style="font-size: 10pt;"><span style="font-family: Calibri;">The innovation or idea must be captured in the form
of an invention and initial patent positions and trade secrets established.</span></span></div>
</td>
</tr>
</tbody></table>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; margin: 6pt 0in; text-align: center;">
<span style="font-family: Calibri;"> Figure 1</span><span style="font-family: Calibri;"><span style="mso-tab-count: 1;"> </span>Ideation, Innovation,<span style="mso-spacerun: yes;"> </span>and Invention Processes</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Problem or opportunity discovery<span style="mso-spacerun: yes;"> </span>is facilitated through primary research in
which information and data are acquired directly from other parties in
discussions at technical conferences, interviews with technical experts, and
informally in a variety of settings in which conversations with others may
occur. Of course, the point of this research is to collect useful information
from others and not to disclose information about what you, the inventor, may
be thinking. Thus, information flow is strictly one-way. Secondary research—information
collected from public documents (including the Internet)—is also useful and
necessary to provide as complete a view of the landscape as possible.</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">The processes<span style="mso-spacerun: yes;"> </span>of creating ideas (e.g., ideation)—and yes, there are processes—start
with a keen awareness of a target AOI and the environment, both of which are
essential to achieving deeper insights. Critical questions must be asked and
answered. What are the problems within the AOI? What would be achieved if a
different solution were available? What are other companies delivering now?
What would the world look like if X or Y could be achieved? In other words:
“What is your vision?”</span><a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#19--%20Learn%20to%20ideate%20and%20innovate%20-%20Revised%20Figure%201.docx" name="_ftnref1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><span style="color: blue;">[1]</span></span></span></a></div>
<div style="border-image: none;">
<br /></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Vision, in the context of
entrepreneurship, is the ability to clearly
see a future based on the implementation of an innovation. Vision includes naturally an
appreciation for the impact on society if the new venture is successful. This
vision is typically not necessarily easily shared, but it can eventually be
shared among a founding team and, later, a new venture and the people within
the funded company. This vision drives the entrepreneur to push forward with
passion and purpose.</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Necessarily, the inventor or
entrepreneur becomes the “vision holder,” that person who is driven the
most to succeed, persevere, and deliver the solution to society. Every company
needs a vision holder, and the less developed the underlying new venture or
company is, the more the will and desire of the vision holder needs to be at
the forefront.</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">Vision drives the need to be
creative, a necessary prerequisite to developing the underlying idea and
innovation. Creativity is achieved often in seemingly random ways, but it can
be also be brought forth or encouraged through research and discovery. Sometimes,
the idea does not immediately have an identifiable product and market, in which
case additional thought must be devoted to the idea and its applications.
Ideally, the idea results in innovation and an invention for which a product
and target market is readily identifiable.</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<a href="https://www.blogger.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><span style="font-family: Calibri;">Naturally, inventors and
entrepreneurs hope to achieve that “eureka” moment, when it is realized that an
innovation has been discovered—an innovation that has, at first glance, not
been invented or disclosed elsewhere. At that point, it is critical that the
innovation<span style="mso-spacerun: yes;"> </span>be preserved in the form of an immediate provisional
patent<span style="mso-spacerun: yes;"> </span>application (followed by a regular patent
application within a year).</span></div>
<div style="border-image: none;">
<br /></div>
<div style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Calibri;">That’s it—I have personally used
this process and found it to be very useful.<span style="mso-spacerun: yes;">
</span>Hopefully, it will be for you also.</span></div>
<div style="border-image: none;">
<br /></div>
<div align="center" style="border-image: none; line-height: normal; margin: 0in 0in 0pt; text-align: center;">
<span style="font-size: 8pt; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;">***</span></span></div>
<div style="border-image: none;">
<span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast;"><strong>Rocky
Richard Arnold</strong></span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast;"> provides </span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">strategic corporate and capital acquisition
advice to early-stage companies founded by entrepreneurs wishing to
successfully commercialize high-value-creation opportunities, ideas, and/or
technologies.<span style="mso-spacerun: yes;"> </span>More information about
Rocky can be found at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.rockyrichardarnold.com/"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">www.rockyrichardarnold.com</span></span></a></span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">.<span style="mso-spacerun: yes;"> </span>His book, <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">The Smart Entrepreneur: The book
investors don’t want you to read</i></b>, is available for purchase on Amazon
at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">http://tinyurl.com/pv248qq</span></span></a>.<span style="mso-spacerun: yes;"> </span>Fi</span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">nancial software for use by startups can be
purchased on Amazon at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.amazon.com/gp/product/B00K2KPSI2"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">http://www.amazon.com/gp/product/B00K2KPSI2</span></span></a></span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">.<span style="mso-spacerun: yes;"> </span>He posts articles about entrepreneurship on
his blog at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://thesmartentrepreneur.blogspot.com/"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">http://thesmartentrepreneur.blogspot.com</span></span></a></span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">. Connect
with Rocky on Twitter @Rocky_R_Arnold; Facebook at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.facebook.com/rocky.r.arnold"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">www.facebook.com/rocky.r.arnold</span></span></a></span><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">;
Google+ at </span><span style="font-family: "Calibri","sans-serif"; font-size: 11pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;"><a href="http://www.google.com/+RockyArnold01"><span style="font-size: 10pt; line-height: 115%;"><span style="color: blue;">www.google.com/+RockyArnold01</span></span></a></span><u><span style="font-family: "Calibri","sans-serif"; font-size: 10pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-weight: bold; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">.</span></u></div>
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<hr align="left" size="1" style="border-image: none;" width="33%" />
<br />
<div style="border-image: none; mso-element: footnote-list;">
<div id="ftn1" style="mso-element: footnote;">
<div style="border-image: none; margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#19--%20Learn%20to%20ideate%20and%20innovate%20-%20Revised%20Figure%201.docx" name="_ftn1" style="mso-footnote-id: ftn1;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US;"><span style="color: blue;">[1]</span></span></span></a><span style="font-family: Calibri;"> At the
earliest stages, the invention may not have been developed or the innovation
not obvious. This vision may be called a dream or a goal or, most
appropriately, an emerging passion. But this vision sparks the creative
impulses within each of us.</span></div>
</div>
<div id="ftn2" style="mso-element: footnote;">
<div style="border-image: none; margin: 0in 0in 0pt; text-align: justify;">
<a href="file:///C:/Documents%20and%20Settings/Administrator/My%20Documents/Book/Social%20Media%20Communications/LinkedIn%20Post%20#19--%20Learn%20to%20ideate%20and%20innovate%20-%20Revised%20Figure%201.docx" name="_ftn2" style="mso-footnote-id: ftn2;" title=""><span style="mso-special-character: footnote;"><span style="font-family: "Calibri","sans-serif"; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US;"><span style="color: blue;">[2]</span></span></span></a><span style="font-family: Calibri;"> At the
earliest stages, the invention may not have been developed or the innovation
not obvious. This vision may be called a dream or a goal or, most
appropriately, an emerging passion. But this vision sparks the creative
impulses within each of us.</span></div>
</div>
</div>
<div style="border-image: none;">
<br /></div>
</div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-37301858973128442212015-03-03T11:09:00.000-08:002015-03-03T11:09:54.151-08:00ENTREPRENEURS—Research & Discovery are Key Concepts of Innovation
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">INTRODUCTION</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Discovery is an important concept
for an inventor or entrepreneur. At the earliest stages of the invention
process, a vision of a future product and business may be in mind, but it
remains to develop an innovation that can form the basis for an invention that
can be legally protected and products that can be manufactured and sold.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><i><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The purpose of research and
discovery is to find one or more solutions that are new, unique, innovative,
and suitable for legal protection in the form of one or more patents.</span></i></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Inventors may have innovative
solutions and inventions in mind very early in the ideation process. However,
it is not as easy to be certain of their uniqueness or usefulness.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><i><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Indeed, based on the author’s
experience, the likelihood of an innovation being truly new is directly
proportional to the amount of research and discovery that was undertaken; that
is, only through diligent efforts of research and discovery can an inventor
arrive at high certainty that the innovation will result in a useful invention.</span></i></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">No matter the degree of certainty
maintained by an inventor, the processes of research and discovery need to be
executed faithfully to develop the evidence and proof of uniqueness and
usefulness to third parties (e.g., founders and investors).</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">MULTIPLE
SOLUTIONS TO A PROBLEM ARE HIGHLY PROBABLE IF NOT CERTAIN</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><i><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">It may be that a vision can be
sustained by more than one possible solution, so in thinking forward to
creating a business with high sustainability and value, it behooves the
inventor/entrepreneur to secure any viable solution so that the eventual new
venture has the maximum opportunities within the marketplace.</span></i></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Thus, finding all potential
solutions requires research into what already exists in the form of existing
patents that may be acquired or licensed and also defines the “territory”[1]
that is protected by that patent. That information is needed so that organic
development activities can take place in territory that is not protected by the
inventions and patents of others. Thus, solutions may be either acquired or
developed organically. An organic solution is derived solely or mostly from the
independent work of the inventor or inventors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Acquiring a patent from another
party may be impossible if that patent is owned by a company that is in the
business of developing products that depend on that patent. In cases involving
university or government research, securing a license is possible if one has
not already been acquired under an exclusive license with another party. Or,
even if it’s available and licensable, the licensee expectations for
remuneration may be judged to be too great. However, many licensees are
flexible, so if the patent is important enough to the expected new venture, it
may be momentarily secured or fixed through a short-term agreement with the
licensee to not license to another party in return for a nonreimbursable
retainer/fee.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The permutations possible for
securing available patents are numerous, and the entrepreneur needs to be
prepared to both find available patents, whether interfering or supportive, and
cope with licensor requirements. The important point to remember is that other
potential solutions need to be researched and understood for their impact on
the entrepreneur’s plans and the inventor’s perception of the innovativeness of
his/her idea and target invention. It is also good to remember that at a future
point in time, investors will be conducting due diligence and asking questions
about potential competing technology.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">ORGANIC
INVENTION AND INNOVATION</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The more likely situation for most
entrepreneurs and inventors is that they have an innovative idea in mind based
on their knowledge and experiences within a specific area. They may be
technology experts in the area and already have sound reasons for believing an
invention may be at hand. The patent research discussed above in the context of
potential acquisition is an essential first step in discovery even if there is
no intention to acquire a patent from another party.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The principal objective in this
initial research-and-discovery period is to determine that another party has
not already accomplished the innovation. Part of this research is in relation
to technology and patents as discussed above. The other part of research involves
the exploration of public disclosures made by others that could be found in
publications (trade magazines, magazines, journal articles, etc.), the websites
of expected competitors, and blogs and sites found on the Internet.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Between the problem and opportunity
discovery and the efforts described herein, a good and ideally excellent
understanding of where innovation potential lies should be at hand. Often, and
especially when more than one inventor or entrepreneur may be involved, it is
useful to brainstorm about the problems, environment, existing solutions, and
probable solutions. The purpose is to broaden thinking, explore potential
solutions, and begin to define the fundamental elements of one or more
innovations in anticipation of the coming efforts to define an invention. It
would not be unusual to see an idea and innovation become modified in important
ways to make sure that an invention is more likely to result in a granted
patent.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">SUMMARY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">During the early period of time when
ideation, invention, and innovation are fervently being considered by an
entrepreneurial team it is vital to comprehensively conduct research and
discovery to ensure that ensuing patents, whether organic or acquired, are more
likely to be robust and valuable. Value of course accrues from the ability of
the patent to provide one or barriers of entry to potential competitors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><u>Footnotes</u></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] Territory, in the context of the
present discussion, refers to the ideas, thoughts, applications, etc., as
delineated by the claims of a patent, primarily, but also as may be revealed in
any other parts of the patent. The territory defines those areas that are, in
essence, off limits to the inventor.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at <a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue;">www.rockyrichardarnold.com</span></a>. His book, <b><i>The
Smart Entrepreneur: The book investors don’t want you to read</i></b>, is
available for purchase on Amazon at <a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue;">http://tinyurl.com/pv248qq</span></a>.
Financial software for use by startups can be purchased on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a>. He
posts articles about entrepreneurship on his blog at <a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue;">http://thesmartentrepreneur.blogspot.com</span></a>. Connect
with Rocky on Twitter @Rocky_R_Arnold; Facebook at <a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue;">www.facebook.com/rocky.r.arnold</span></a>; Google+ at <a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue;">www.google.com/+RockyArnold01</span></a>.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-79326814742354812492015-02-22T16:12:00.002-08:002015-02-22T16:13:05.773-08:00Valuation of Early-Stage Companies -- Part V – Negotiation<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">INTRODUCTION</span></b><br />
<strong><br /><span style="font-family: Times, "Times New Roman", serif;"></span></strong></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The value of any company, whether it
has revenue or not, is determined by negotiation between two or more willing
parties based on a large number of factors.[1] For new venture opportunities
that are pre-revenue, determining the value is challenging, as willing parties
likely have dramatically different opinions of value. For an investor, the
imperative is to balance perceived risk with their investment goals and desire
to be “in the game.” For entrepreneurs, the need to secure investment to begin
start-up operations is the driving force.</span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Naturally, investors seek to secure
as much of the new venture’s equity as they can without sacrificing the
motivation of the founders. Founders strive to retain enough equity to make the
challenge worth the effort while retaining control of their new venture until
such time that it makes sense for them to allow others to professionally manage
the emergent company. Consequently, the amount of equity given up by founders
to secure the needed investment is a central question for any new venture.</span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Negotiations are the next-to-last
significant event to occur before funding (e.g., money in the bank) occurs. The
last event is the signing of formal agreements.</span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Generally, negotiations favor the
investor, as “he who owns the gold makes the rules” is as true today as it was
millennia ago. This can be a discouraging process for an entrepreneur,
especially in the beginning, when valuations are not what were hoped for or
expected and seemingly onerous terms are presented from an investor.
Furthermore, after much effort culminating in the development of the business
and financial plans and supporting documentation, an entrepreneur is
understandably very anxious to conclude the undertaking to secure funding. The
anxiety associated with, and the duration of, the fund-raising process works to
the favor of the investor. So what is a “smart entrepreneur to do?” The
guidelines presented in this section should help.</span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: Times, "Times New Roman", serif; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">NEGOTIATION
GUIDELINES</span></b><br />
<strong><br /><span style="font-family: Times, "Times New Roman", serif;"></span></strong></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Prior to meeting a potential
investor and certainly before discussing valuation with a prospective investor,
the entrepreneur should prepare to position the business opportunity for
maximum value and also prepare to discuss key issues that ultimately affect the
negotiated new venture value. Preparation is the key.</span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The following guidelines should help
the entrepreneur prepare for, and conduct, the arduous but exciting adventure
being undertaken. In the text below, a “professional investor” or “investor”
can be an individual angel investor; however, it is presumed the investor will
be either from an angel group or a venture capital firm.</span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span><br />
<ol>
<li><span style="font-family: Times, "Times New Roman", serif;"><u>Make your new venture attractive to an investor</u>.<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> The opportunity has to be of great interest to an
investor, at least from the standpoint of return on investment. If the
opportunity is also in an exciting market, all the better. If the product
or service to be offered is new and innovative or offers some strong
elements of uniqueness, then it is practically guaranteed that an investor
will be interested, provided the management team is highly qualified and
capable of executing the business plan. All of these favorable elements
have to be brought out by the entrepreneurial leader and team. Though
his/her vision, energy, and enthusiasm, the opportunity becomes even more
desirable, hopefully not just to one investor but to multiple investors or
their VC firms. By having robust marketing and sales strategies, well-done
financial plan, and a persuasive business plan, the entrepreneur positions
the opportunity as an attractive investment led by a professional and
competent management team.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Establish the pre-money value of the new venture</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Guidelines for valuation have been presented in Part
IV of this series. An entrepreneur should have in mind the maximum
credible value of the new venture opportunity based on the data of the
business and financial plans. Investors will discount that number, even
after the entrepreneur has arduously proven, at least in his/her mind, the
pre-money valuation. Somewhere between the maximum credible value and the
minimum acceptable value as determined by the entrepreneur is the
valuation the entrepreneur will strive to achieve with the investor. These
valuations are all pre-money. Success will be measured by the
entrepreneur’s success in securing a pre-money valuation between these two
limits.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Know how much investment you need</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. The required investment is derived from the financial
analysis, in which the lower bound of plausible sales is used to derive
the required investment. It must be remembered that it will take time to
raise the next round of financing, and the company must operate during the
time period that money is being raised. So as to not fall short, raise
sufficient funds to meet objectives and span the time between “old” and
“new” monies. Whatever amount is requested for funding will be scrutinized
intently by new investors, and the transition to later-stage funding will
be factored into the fund-raising amount so that the company is not caught
short, presuming business goals are met, in the future.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Know how much equity you are willing to exchange for
funding</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Discussions of pre-money
valuation, along with required investment, lead to a postmoney valuation,
and investors will have their own offers regarding the amount of equity in
the post-funded business they need to meet their fund goals. Pre-money
valuation and postfunding investor equity are linked, of course, as
explained in Part IV, and naturally depends on the amount of investment
required as negotiated between you, the entrepreneur, and the investor.
Entrepreneurs should be realistic about their expectations but also
willing to be firm in the face of stress placed on them by investors,
especially professional investors.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Be knowledgeable of the typical terms used by
professional investors</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Working with your corporate attorney, you’ll need to know the many terms
of typical investment deals and have an opinion and position on each.
Typical terms are discussed in discussed in my book. Generally,
professional investors will have their way with many of the most important
deal terms, but it is possible to adjust some of the terms in ways that
the entrepreneur may desire. Have your positions staked out and be
prepared to discuss in a give-and-take manner.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Develop your negotiation strategy and processes</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. While the CEO is expected to conduct the negotiations
on behalf of the new venture, a knowledgeable CFO can be a good partner
with the CEO and should be included in the negotiation team. Others should
not be a part of the negotiation team, and certainly sensitive information
should be confined to the CEO and CFO and the corporate attorney.
Investors should know who will conduct negotiations and how, and this
includes clarity on the role of the corporate attorney who advises the
entrepreneur but does not negotiate any principle term. Corporate
attorneys can certainly suggest alternative terms to facilitate the
negotiation process, but they should not be decision makers. In later
stages, it is not unusual for the attorneys on both sides to work out
potential terms that will be approved or not by the principals to the
investment agreement. Make sure you and your corporate attorney understand
the ground rules. Experienced corporate attorneys are more likely to
advise you on the appropriate ways to use their skills on your behalf.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Develop a professional investor target list</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. By checking with angel and venture capital
organizations who maintain lists of their members along with descriptions
of their areas of interest, preferred invested levels, etc., an
entrepreneur can develop a ranked list of potential professional investors
who meet his/her requirements. Consider starting with several firms toward
the bottom of the ranked list so that some experience can be gained with
the fund-raising process and questions from investors can be secured and
further processed. After just a few of these lower-level contacts, you
will have a firmer hand on the process, more confidence, and improved
business and financial plans.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Do not “shop” your business plan</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. One of the worst approaches an entrepreneur can take
is to broadcast or overexpose the business opportunity. No potential
investor likes to think or know that you are “shopping” your business
opportunity to a long list of potential investors. It is not considered
good form, and it erodes the intrinsic value created by a resource (your
opportunity) that is apparently in too great supply, so to speak. Treasure
your opportunity and view it as something very valuable to be shared only
with special people (the ones you would like as investor partners). Try
not to have more than three professional investor “conversations” underway
at any point in time. If your opportunity is as valuable as you think it
is, the total number of professional investors and firms you will have to
contact will not be too large (e.g., fewer than five to fifteen).</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Seek professional investors you like and can trust</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Presuming that most professional investors can meet
the investment needs of your venture, at least for one stage and perhaps
more, it will be a better experience if you chose investor(s) you like and
have learned to trust (and this is a mutual quality). The entire
experience of entrepreneurship will be much improved by working with people
who share your same goals, principles, and morals. Strive to find just the
right fit among the many professional investors available. As there is
unlikely to be a nondisclosure agreement, be careful as to what is
disclosed and reserve the company’s most vital confidential pieces of
information until much later in the process, when trust has been secured
and the potential for a deal is perceived to be very high—indeed, certain.</span></span></li>
</ol>
</div>
<span style="font-family: Times, "Times New Roman", serif;">
</span><br />
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<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The following points are applicable
to the negotiation process:</span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span><br />
<ol>
<li><span style="font-family: Times, "Times New Roman", serif;"><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><u>Talk with multiple professional investors</u>. In order to extract the maximum valuation from the
potential investors you are talking to, you must be meaningfully
negotiating with at least two, and probably not more than three,
investors, though the number is determined by the entrepreneur’s
willingness to handle multiple conversations. If an investor senses either
directly by asking you or indirectly through your words that you have only
one opportunity to secure funding, then the advantage shifts to the
investor. Don’t let that happen. Be engaged at all times with two or three
potential investors who are serious and interested in your new venture.
You have no requirement to disclose the number of parties you are talking
to.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Don’t be the first to offer an opinion on valuation</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Some artful dodging of the question from an investor
puts the onus on the investor to offer an initial opinion, which no doubt
will seem low. If the offer seems excessively low and below your minimum,
you may counter with a noncounter; that is, don’t provide a valuation
number and defer. This sends the message that the investor’s number is a
nonstarter. The entrepreneur can opine that that number is too low for
him/her to offer a counteroffer. Indeed, it may be well to move on to
another subject for a while to see if the investor comes back with another
thought. Only when the number is somewhat close to your minimum should you
entertain a response, and the response should be your higher valuation.
Hopefully, the investor you are dealing with is a reasonable person and
would not make an insulting offer, but you will be tested, and better to
elicit the highest investor-provided valuation opinion first. Always, make
sure that the number is specified as pre-money.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Don’t be afraid to diplomatically pull back</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. At times, when the positions of the two parties seem
far apart, an artful way to assess the investor’s degree of interest is to
pull back just a little bit (e.g., half step). For instance, an
entrepreneur could say, “Perhaps this is not the type of investment you
are seeking?” The intent is two part—that is, on the one hand, you need to
determine just how interested the investor may be, and if you sense that
he/she is OK with your pullback, then perhaps that investor is not the
right one. On the other hand, if the investor comes back expressing
interest, you have a little bit more data that indicates a deal could be
made, just not yet. The entrepreneur’s ideal position is one in which
there is no great happiness or disappointment if the potential investor
expresses an interest to further engage or to disengage. An entrepreneur
may feel that potential investors will be lost, but with a little time and
experience, the entrepreneur is more likely to gain the experience he/she
needs and an investor more suitable for the new venture.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Don’t be too anxious</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Anxiety can be sensed, and that anxiety affects presentations and
discussions. Stay cool, realizing that the process of fund raising is long
and consists of many parts and that you will likely need to talk with many
people before achieving success. Professional investors understand the
inherent stress within entrepreneurs during the fund-raising process. How
you respond to the stress is used to assess your capability to be a CEO.
Be mindful of your body language so as to not broadcast discomfort.
Respond to queries with confidence and tranquility. This is about
business, and though emotions are always under the surface, they should
stay there except under very unusual circumstances.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Be mindful of your surroundings</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. When within the natural physical territory of a
professional investor, be mindful that inadvertent glances and
conversations outside the purview of your direct contact may be seen or
heard by others within their organization. This “intelligence gathering”
capability of the investor could inadvertently work against you, depending
upon what is being communicated among your team members who may be with
you. Also, be aware that an open speakerphone may transmit conversations
between you and your team members to the rooms of others. Avoid
discussions in the open, where voices may easily travel to others’ ears.
Never assume conversations are confidential, even when they should be. It
will be possible to conduct critical conversations within your corporate
attorney’s office.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Use your corporate attorney adroitly</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Do not use your corporate attorney to negotiate
valuation—negotiation of valuation is between the CEO and the investor
lead. However, having your attorney present during a discussion of
valuation can be useful, for he/she can comment as appropriate on terms,
and his advocacy can support your valuation opinions. During the terminal
stages of negotiation, when legal language is involved, he/she can be an
important supporter of the positions you would like to maintain, and often
a corporate attorney can offer middle-ground positions to help both sides
agree.</span></span></li>
<li><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Have a backup plan</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
At all times, you need to have your “back door” prepared. For instance, a
backup plan for not securing interest or investment from an investor would
be the next investor on your list. The backup plan in the event that
funding is taking longer than expected is an operations plan that controls
spending or makes the available cash go longer. In essence, while you hope
to be successful, you must also be prepared for a setback or delay and
avoid at all costs the position of running out of cash, in which case
investors will likely take advantage of your situation. This is easier
said than done, but in practice, it means planning carefully by allowing
nine to twelve months for the next-stage fund-raising effort (measured as
the time from presentation of your new business plan to your first
potential new investor) to get the money in the bank. Obviously, the more
successful your business has become from using the prior round’s
investment, the easier it will be to raise the next round. But don’t count
on it. Stay extremely cautious and conservative.</span></span></li>
</ol>
</div>
<span style="font-family: Times, "Times New Roman", serif;">
</span><br />
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<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The ideal ultimate goal, of course,
is to arrive at the point where at least two to three professional investor
firms are interested in your new venture opportunity and are in discussion with
you to prepare the term sheet. At that point you can strive to achieve the best pre-money valuation at the most favorable exchange of equity and, ideally, with a perfect investor partner.</span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><u>Footnotes</u></span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] For a pre-revenue company,
relevant factors are potential future earnings and increases in stock value,
whereas an existing company would be valued on revenue, net profit, assets,
liabilities, patents, fixed assets such as equipment and facilities, patents,
etc.</span><br />
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<div style="text-align: center;">
<span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<span style="font-family: Times, "Times New Roman", serif;"></span><br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Times, "Times New Roman", serif;"><b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span></span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. His book, <b><i>The Smart Entrepreneur: The book investors
don’t want you to read</i></b>, is available for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at
</span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">; Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a><span style="font-family: Times, "Times New Roman", serif; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com1tag:blogger.com,1999:blog-2547860363365496467.post-1583218386811513962015-02-21T16:14:00.000-08:002015-02-21T16:14:53.486-08:00Valuation of Early-Stage Companies -- Part IV – Entrepreneurial Scorecard
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><strong>INTRODUCTION</strong></span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">It should be appreciated by an
entrepreneur that investors have to go through their internal processes before
they can arrive at a decision to (1) become involved with the opportunity and
its leaders, (2) have an opinion on pre-money valuation, and (3) determine the
required investment. Investors typically arrive at a proposed valuation without
fully disclosing the methods and processes they have used.</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Nevertheless, entrepreneurs are
well-served by doing their own assessment of new venture value before serious
negotiations are considered. In this article, a method for an entrepreneurial
computation of pre-money valuation is presented--it is based on four critical
factors.</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">FACTORS
AFFECTING PRE-MONEY VALUATION</span></b></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Presuming that the opportunity is
attractive to the investor, for whatever reason, and that marketing and sales
plan (MSP), financial plan (FP), and business plan (BP) are reasonably thought
out and in order, what the entrepreneur must consider are four quantitative
factors central to valuation:</span></div>
<ol>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Discount rate based on the investor's goal return on cash.</span></div>
</li>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Expected free cash flow (or net profit or EBITDA) at investor exit.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Terminal value based on the expected cash flow and a P/E ratio (or revenue multiplier)</span></div>
</li>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Entrepreneurial Scorecard value (R).</span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
</li>
</ol>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">Discount Rate</span></b><br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The discount rate can be
problematic, as investors will have their own notions about risk and return.
Provided in Table 2 are computations of IRR for a range of return multiples and
years. The darkened areas correspond to IRRs that are not practical for either
the entrepreneur or the investor, leaving the bolded numbers and
non-highlighted areas as the typical range that can find their way into
calculations and discussions. All other factors being equal, lower IRRs are
associated with opportunities perceived to have less risk, and higher IRRs go
along with higher perceived risk.</span><br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table 2 IRR for a Range of
Investment Multiples and Years</span></div>
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" v:shapes="Picture_x0020_1" width="588" /></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Figure 1 shows the relationship
among pre-money valuation, investment sought, and discount rate. An
entrepreneur's knowledge (or least opinion) of pre-money valuation and required
investment can be correlated to the discount rate that would satisfy those
financial goals (e.g., investment and valuation). A bit of study of Figure 1
illustrates how the discount rate chosen by an investor dramatically affects
founder equity.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">For instance, if the entrepreneur
estimated pre-money valuation at $3.5 million and the required investment is
$2.0 million, the discount rate would be 40%. The underlying equation of the
figure is simply:</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Pre-money valuation = (1/Discount
Rate – 1) × Investment Sought</span></b></div>
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><img alt="https://media.licdn.com/mpr/mpr/p/6/005/0b7/305/1c92f6f.jpg" height="673" 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o/sTUv+hhu/+/af4Uf2JqX/AEMN3/37T/Cj+xNS/wChhu/+/af4VmaDpl7c2UrxaxcW4FxIpVFUgkNyeR3rT/sTUv8AoYbv/v2n+FH9ial/0MN3/wB+0/wo/sTUv+hhu/8Av2n+FH9ial/0MN3/AN+0/wAKo3xj0y4ht7/xmbWac4iSYxqX5xwD71eGi6ieniG7/wC/af4Vma/pd7b6ejzazczqZ412uigAlhzx6Vp/2LqRJ/4qG7/79p/hR/Ympf8AQw3f/ftP8KP7E1L/AKGG7/79p/hQdF1If8zDd/8AftP8K5bxb4di8TRjw2/jMLfb1lFrLtJYAZ5QEE8HIrc0bwpqGk6Ta6eniG6It4wmRGuD+efWrv8AYupD/mYLv/v2n+FZunaZfS6tqcaazcRvE8YeQIpMny8E8cfhWl/Ympf9DDd/9+0/wo/sTUv+hhu/+/af4Uf2JqX/AEMN3/37T/Cj+xNS/wChhu/+/af4Uf2JqX/Qw3f/AH7T/Cj+xNS/6GG7/wC/af4VU1bSb+HSbuWTXLmVFhYmNkUBhjpUljpGoSWNu6a7dRq0SkIETCjA46VP/Ympf9DDd/8AftP8KRtH1BeviG75/wCmaf4V4j4p1TUfHni+Hw/pt9NfW8c3lwM+FDH+OQ4A4GD+A969ps/D2o21nDb/APCR3r+UipvZFy2BjPNTf2JqX/Qw3f8A37T/AAo/sTUv+hhu/wDv2n+FZraZff8ACTpB/bNx5hsy3nbF3Ab/ALvpitL+xNS/6GG7/wC/af4Uf2JqX/Qw3f8A37T/AAo/sTUv+hhu/wDv2n+FH9ial/0MN3/37T/Cj+xNS/6GG7/79p/hR/Ympf8AQw3f/ftP8KP7F1If8zDd/wDftP8ACs3w/pl9c6PFLFrNxboWcCNEUgfMfUU/Wd2gaZNqOpeKLqG3hGSTGmWPYAdyfSvGoYdf+LHijyhPM9rCSBLMBttoiepxwWOOnc+wr26y8M3lhY29nb6/dpDbxLFGuxOFUYHb2qb+xNS/6GG7/wC/af4Uf2JqX/Qw3f8A37T/AAo/sTUv+hhu/wDv2n+FUrmxubPWtIa41Ka83TsAJFAC/KemK6cUtFFFFFRyxCVNrYI7gjIP4UghULtwNvoBx+VIbWMgAqpC9AVBxUgXA65PrTqrah/yDbr/AK4v/I1W8O/8i7Yf9cF/lWlRRRRSHpWNq/8AyG9F/wCu0n/oFbI6UtFFFFFYnhX/AJBs/wD1+Tf+hVt0UU1mxXgVwv8AwnvxrMWBJaR3G08cGGHrnjoSD19a98QAZOc5NY/iv/kEp/18xf8AoYraHeloqrqV9babp897eSiK3t0LyO3RQOtcTofhnw34h8WHx3o+qzXGJTmIDCCTbtOdwz0Oce9egUVi6T/yMGtf9dIv/QK2qKKKKKz9e/5AF/8A9e7/AMqm0z/kF2n/AFwT/wBBFWWOBmvLPjF42/s7Tv8AhHrGTbd3aZuWB5ji/u/Vv5A+taHwm8F/8I9o39pX0W3Ub5QcMOYYuoX2J6n8PSvQwMDFLSGsZv8AkdE/7B5/9DraooooopD0NY/hP/kXoP8Aef8A9DNZfj7wSPG9ha2v9oGzNvN5gby94bIwRjIrW8OeG9O8M6THp2mxbI15dz96Ru7Me5rWHApaKKxNZ/5DOjf9fDf+gGtoUtFFFFFFFFFFVtQ/5Bt1/wBcX/kareHf+RdsP+uC/wAq0qKKKKQ9KxtX/wCQ3ov/AF2k/wDQK2R0paKKKKKxPCv/ACDZ/wDr8m/9CrbooqpqUVzNp1zHaMFuHhdYmPQOVO0/nivOvhN4C1Xwze32o63arDcSIsUIEiudvVjkE45C16fWL4r/AOQSn/XzF/6GK2h3paK4zxt4o8NWe3w1r3nv/akeCsSZ2KW2hieo5GQcHpWz4Z8Mad4U0w6fpaSLC0pkYyvuYsQB1+gFbVFYuk/8jBrX/XSL/wBAraooooorP17/AJAF/wD9e7/yqbTf+QXaf9cE/wDQRWT4x8UW3hTw/PqMxDy/ct4c8ySHoMeg6n2BryL4beGLvxj4nm8S6zvmtoJfNZpASLibqFHqF4OPoK98AHXAzS0UhrGb/kdE/wCwef8A0OtqiiiiikPQ15f4Y8Z64viuDwyNDLWG5yLoBgQvJ3kn5SM5H6da9OQAoOPzp1LRRRWJrP8AyGdG/wCvhv8A0A1tClooooooooooqtqH/INuv+uL/wAjVbw7/wAi7Yf9cF/lWlRRRRSHpWNq/wDyG9F/67Sf+gVsjpS0UUUUVieFf+QbP/1+Tf8AoVbdFIelJuz2paWsTxX/AMglP+vmL/0MVtDvS0ySQRIztnaqknAzwK8+8O614Z+J+qSPcaCxn0rDQy3GGBDE+n0zg16EqhRgU6isXSf+Rg1r/rpF/wCgVtUUUUUVn6//AMgC/wD+vd/5VNpv/ILtP+uCf+gisjxf4MsPGdjDaX808Igl8xGgIBzjBHINaWjaPZ6DpVvptimyC3QKucZPqx9STyTV+iikNYzf8jon/YPP/odbVFFFFRzTJDG0kjKqKCzMxwAB1JqrY6tp+qRu1hfW92qcOYJQ4UnscdKpeFFz4fg5IG5+P+BmtoDAxS0UUUViaz/yGdG/6+G/9ANbQpaKKKKKQnFJkUFhnGaA4zjkH3p1VtR/5Bt1/wBcX/kareHf+RdsP+uC/wAq0aKKKKDWNq//ACG9F/67Sf8AoFbI6UUUUUUtYnhX/kGz/wDX5N/6FW1RSPyhGcV4fpOs6n4t+Nkc1vezCytZnKKrnYIYwR0Bwdx/9Cr3EYwKKxfFf/IIT/r5i/8AQxW0KM1yfxB8Yz+DdJgvrfTzeGSbyzkkIgwTkkepwB+Na/h5bd9MhvYdNj0+S+RbieFYwrCRgCd2AMn3NatFFY2k/wDIf1r/AK6Rf+gVs0UUUUVQ17nQL/8A64P/ACrg/EnxSg8Ky6dpVpZi/ufJjNwBJgRggYUYBy3fH09a9KQ5QHBGR0NLRRRRWM3/ACOif9g8/wDodbNFFFIzAA844rw/4l+O5vEV+vhfw5JJPAz+XMYBk3L54RSOqj9fpXf/AA58Gy+D/D7Q3LK95dP504U5WM4wFHrj1rZ8J/8AIvQf78n/AKGa2aKKKKWsTWf+Qzo3/Xw3/oBraFLRRRRRXPeObC51PwvPa2ls91K0sLeSjhTIqyqXGSR1UHvVPwl/ZFreXlhZaHPol4qpJLb3ByZE5CupDMCM5HB4NGrWcOv+M10nUA0lha6cLgweYypLI8hUFgCM7QnH1PpUvgtHto9V0vznkg0zUXt7YuSzLEURwpJ6434HsBXT1kazrNhaRT2lxcqkzwttTaSTkEDoKo6L4j0m10Wzt57xVljhVXXYxwcfSr3/AAlWif8AP8P+/bf4Uf8ACVaJ/wA/w/79t/hR/wAJVon/AD/D/v23+FH/AAlWif8AP8P+/bf4Uf8ACVaJ/wA/w/79t/hR/wAJXon/AD/D/v23+FZmpa/pk+raXNFdqyQSO0h2t8oK4HatIeKtEx/x/D/v23+FL/wlWif8/wAP+/bf4Uf8JVon/P8AD/v23+FH/CVaJ/z/AA/79t/hR/wlWif8/wAP+/bf4Uf8JVon/P8AD/v23+FH/CVaJn/j/H/ftv8ACsvw/r+l2VjLHcXYRmuZXA2McgtkHpWp/wAJVon/AD/D/v23+FH/AAlWif8AP8P+/bf4Vj+LPGdja+FdSl064aa7FuwiVI2yCeM9B0zn8K4L4LjT9Nh1DVtQn8qWcrDDuRiSo5Y8epx+VeqjxVomP+P8f9+2/wAKP+Eq0T/n+H/ftv8ACsvxDr2l32nJDb3YdxPGxGxhgBgSeRWmPFWiZOb4df8Anm3+FB8VaJji+XP/AFzf/CuMs/iBqN34/utLvLOFNCj3bLhomzgD5Wz0OT2x39q7IeKNEBz/AGgD/wBs2/wp3/CVaJ/z/D/v23+FH/CVaJ/z/D/v23+FH/CVaJ/z/D/v23+FZmna/pcGr6pPJdgR3DxmNtjfNhcHtWn/AMJVon/P8P8Av23+FH/CVaJ/z/D/AL9t/hR/wlWif8/w/wC/bf4Uf8JVon/P8P8Av23+FH/CVaJ/z/D/AL9t/hR/wlWif8/w/wC/bf4Vzvjjx9pOm+F7zyLhZrmdDDBHtYZYjryOgHP6d688+GOmWdzrTeJ/EF5uaGQmBXVmMsn/AD0yOy9vf6V7IPFWiY/4/h/3w3+FL/wlWif8/wAP+/bf4Uf8JVon/P8AD/v23+FH/CVaJ/z/AA/79t/hR/wlWif8/wAP+/bf4UHxXog/5fh/37b/AArMOv6WfE6Xn2seSLMxltjcNvzjGM1p/wDCVaJ/z/D/AL9t/hR/wlWif8/w/wC/bf4Uf8JVon/P8P8Av23+FH/CVaJ/z/D/AL9t/hVXUtc0DU9NurGXUSkdzC8TMiMGAYYJHHXmuP8ABPhfwn4Qv5NQbWWvrvBSF2hZBEh9AB1I4JruB4o0NUwL4H/gDf4VneHvEGlWWjRW9zdqkqs5K7WOMsSO1af/AAlWif8AP8P+/bf4Uf8ACVaJ/wA/w/79t/hR/wAJVon/AD/D/v23+FH/AAlWif8AP8P+/bf4Uf8ACVaJ/wA/w/79t/hR/wAJVon/AD/j/v23+FULrV7HU9a0hbO4EpSdi2FIx8h9RXTCloooooqhq9rqF3Z7NMv1sbgOGEjwiVSB1UqSOD7EGsyy8O38E95qN3qn2jVrm3+zxzpCEjgUZK7Y8n+I7jknJ9BUdx4a1Vp7HUrbWki1a3tvs1xcvbBo7lOpzGCMENyMHjJ9a0tC0UaNZvE1w9zNNM8888gAMkjHJOB0A4AHYAVqVV1FVOnXR2jPkv29jVXw6qnw9YEqD+4Xt7VpbE/uj8qNif3R+VGxP7o/KjYn90flRsT+6PyoKJj7q/lWNq6qNb0XCjmaTt/sVsBFx90flS7E/uj8qNif3R+VGxP7o/KjYn90flRsT+6Pyo2J/dH5Vi+FlU6bPlQf9Lm7f7VbWxP7o/KjYn90flSbI842L+VKI0AwEUfhRsT+6Pyo2J/dH5Vi+KlUaSmFA/0mLt/tCtkInPyj8qx/FX9sf8I5d/8ACOLF/amF8jeFx94Z+9xnGcZ71H4OXXz4diHihYv7R3tu2hfu5+XO3jP0rd2J/dH5UbE/uj8qNif3R+VGxP7o/KsbSVU6/rQKjh4u3+xWzsT+6Pyo2J/dH5UbE/uj8qNif3R+VGxP7o/KoLy4tbG0lurlkighQySSMOFUDJNfP2r3N/8AFLxfcy248rTrGJmQsOI4V7nj7zkdP8K960S0gtdFsoIYUSJLeMKoA4+UVe2J/dH5UbE/uj8qNif3R+VGxP7o/KjYn90flRsT+6PyrGZV/wCEzQbRj7Ae3+3WzsT+6Pyo2J/dH5UbE/uj8q5Xx54i1Tw1plvc6To39oySzbHGxmEYwTkheea3dGuJb/RrO7urT7LPPCskkDDmNiMlfwq75af3F/KgomD8o/Ksbwmqnw9ASoPzP2/2zWzsT+6Pyo2J/dH5UbE/uj8qNif3R+VGxP7o/KkKoOqr+Vcx4m1vSNL1zRo72+t7Z/OZ9rsAdpUgHHpniupBBz7UtFFFFFFFFFFVtQ/5Bt1/1xf+Rqt4d/5F2w/64L/KtKiiiikPSsbV/wDkN6L/ANdpP/QK2R0paKKKKKxPCv8AyDZ/+vyb/wBCrbpjNtGSQB3zXmfgz4i6r4n+IN5pmyFtLVZWiKxncqqwCkt7+/rXp9FFYniv/kEp/wBfMX/oYra9a4bxFofi7UfF9je6Rri22jxlBPAJmUna2XyoHzZHvXbp0JHrT6KKKxdJ/wCRg1r/AK6Rf+gVtUUUUVwHxc07xFq2g2un6FbSXEc03+lJHjJA5XOT0z1/CpPD3g+Lwh4Bu7Zgr3s0DSXUq85bH3Qf7o7fie9djpn/ACC7T/rgn/oIq1RRRRSGsZv+R0T/ALB5/wDQ62qax2jNZ7a/pa6uukNqFsL9gSLbzBvx16fTtWgUyOpH0NKBgYpaQ9DWN4S/5F6D/ek/9DNbVFFFITgVlXPiDS4NVTR5NRt49RlXMduzfMeDjj8K8jg+HOv3/jaK88XXIZLi5wJIZQxmK8jb/dXgcda9wXvTqKKKKKKKKKKrah/yDbr/AK4v/I1W8O/8i7Yf9cF/lWlRRRRSHpWNq/8AyG9F/wCu0n/oFbI6UtFFFFFYnhX/AJBs/wD1+Tf+hVt1y/xF1ltD8EajdoxErx+TFj+8/wAufwBJ/CuO+BWi/ZtJvNZkXD3cvkRFhzsTk447k/8Ajtes0UVieK/+QQn/AF8xf+hirer3NtBYyLc38diJgYkneQJtdhgYyRz3Fc18O/BFz4NjvvtOqi/+2MrrtBCrjOTyTknPJ9q7WiiiisXSf+Rg1r/rpF/6BW1RRSVXuL+0tJYobi5iiknbbCjuFMh9FB6mpwc1R17/AJAF/wD9e7/yqbTP+QXaf9cE/wDQRVqiiiikNYzf8jon/YPP/odbNcR8Q/iDb+ELEQW4WfVbhCYYj92MdN7e3BwO5FcV8MvA2oavrEfjHW3kVfO8+ANw9w+c7z6Lnp6/Tr7bRRSHoaxvCX/IvQf70n/oZraooprOq4ya4b4n+MbrwnoSGwjP2m9cxJMykpDgZJ6Yz6D6ntXK/Db4f6td6wni3xE86SqwlgSVsyTMR9988gYPTr9K9K1jjWNF/wCvhv8A0A1tCloooooopM0tJmlqtqH/ACDbr/ri/wDI1W8O/wDIu2H/AFwX+VaVFFFFIelY2r/8hvRf+u0n/oFbI6UtFFFFFYnhX/kGz/8AX5N/6FW3Wdrmhaf4j0x9N1OEy27sGKhipBByCCKk0rSLHRNOh0/ToBBbQLhEU/nn1JPJNXaKKxPFf/IJjH/T1F/6EK5vxdpnhz4i3yaH/bixahpsjM0cJ3NggBhg8HGB0yR07121haJY2NvZxsxS3iWJS3UhQAM/lVmiiiisXSf+Rg1r/rpF/wCgVtUUVT1TUrbSNOn1C8lEVvboXkY+g9PfsB3NeDaZHqfxX+If2uZpYrOBxIxUnFvEp+VVPQMT+uT2r6DT6VR17/kAX/8A17v/ACqbTP8AkF2n/XBP/QRVqiiiikNYzf8AI6J/2Dz/AOh1s5B6EVwevfC3TfEXiw67f3tw8bFN9oqgKwUYxu64OO3vXb28McUCRxoEjQbUVRgKBwABU1FFIehrG8Jf8i9B/vSf+hmtqikY4HHWvI/iN8VXtJ59B8PnNyMxT3i8+W2cFUHdu2e3auu+H2nazB4Sgh8TM9xcyO0gW5bzHRDjarZ79fpmutVQucd6xtZ/5DOjf9fDf+gGtoUtFFJnFJvHYHPpSg5FMkYIOSAPeuf8OeK4/EepajDb2zR29qUMM7Pn7QjFgHUY4GUOPUc1JrOu6hY6xaaXpmkpfz3MEk58y68kIqMoPO05++K1bCW6mtInvbVLa4YZkhSXzAnP97Az+VW6ragf+Jbdf9cX/kareHf+RdsP+uC/yrRzRmjNGaM0GsbV/wDkN6L/ANdpP/QK2QeKM0ZozRmjNGaxfCvGmz5/5+5v/Qq2JZUiieR22qilmPoBXJ+EviLpXjDU7qx0+1u0+zpvEsqAI65x2PHrg+/pXXZFGaM0ZrnPHeo22leGze3TlIop4mO0ZJ+boB61neFPDvha81J/GugGYvfB+rFUUk/PhSMg5B9vSu0/GjNGaM0ZozWNpJ/4n+tf78X/AKBWzmjNIxABrw/4qeLJvEmsQ+EdFLSxpMEmCniabOAvXlV/n9K9P8FeFIfCXh6DT0KvO37y5l6eZIev4DoPpXRZqhr3/IAv/wDr3f8AlU2mEf2Xaf8AXBP/AEEVZzRmjNGaM0VgXjyR+KjJDH5siaazJHnG87uB+NZHw88R+IPEdtfS69pgsjDMFiYRNHuGOVw3Jxxz7122RRmjNGaM0HoaxvCf/IvQf7z/APoZrZpksscETyyuqRopZnY4CgdSTXmjfGCC88Y2WlaNp73tnPKIXn5DsScZRfQdee3pXR6V8O/Dula9c6zb2Za6mcuvmsHWFickoCODn8u2K6peFAJ5pc1i6z/yGdG/6+H/APQDW0KWiio5hIYZBEQJCp2k9jjivGo08X+JbOHTNRGtafBpMM819eKH8y6mBO1Ux94egHv7V6f4Ol1GfwhpcmrLIl6bdfOEqlXz0+YHnOMZpvi+z1TUNBkstJ2ebOypLvl8smL+MK2DgkcZx3Nc74eub+w8V67JqGl21ha22n2xkEFwZREiLJtCjYN3G7Ppgdc1Pruo+DNUksLvVryaF5bbzbSVZJoC0bkZAK4ycgfKeenFa/g175/D8bX32r/WyeQbv/XNDvPll887tuOtb9Y+s2t/NFPLBqRghELbofJDbsA55PTNUdGsNVl0a0kg1owxNEpWP7MrbRjpmrv9ma3/ANDAf/ARf8aP7M1v/oYD/wCAi/40f2Zrf/QwH/wEX/Gj+zNb/wChgP8A4CL/AI0f2Zrf/QwH/wABF/xo/szW/wDoYD/4CLWbqNlqaarpaSauZHeRxG/2dR5Z28n34rSGma3/ANDB/wCSq0f2Zrf/AEMB/wDARf8AGj+zNb/6GA/+Ai/40f2Zrf8A0MB/8BF/xo/szW/+hgP/AICL/jR/Zmt/9DAf/ARf8aP7M1v/AKGA/wDgIlZmgWOpzWMrW2rm3UXEgK/Z1bJDcnn1rF+Jl5qug+DLt5NbMzXZFssf2dV3bvvc/wC6DWX8HvDV/F4bm1aC++xtfS4H7gOWROAcntndXoP9ma3/ANB//wAlF/xo/szW/wDoYD/4CL/jR/Zmt/8AQwH/AMBF/wAaP7M1v/oYP/JRf8a4Hxrr0P8AbEXg3VLubUGu5IhIPs6oiFiNvOck98iuy0nwteaHp0Wnabq4t7WHOyNbZTjJyeScnmrn9ma3/wBDAf8AwEX/ABo/szW/+hgP/gIv+NH9ma3/ANDAf/ARf8aP7M1v/oYD/wCAi/40f2Zrf/QwH/wEX/Gj+zNb/wChgP8A4CrWZp1jqj6vqiR6xskR4xJJ9nU+Z8vHHbFaf9ma3/0MB/8AARf8aP7M1v8A6GA/+Ai/41xnxI8S6r4R0hI49eMl9eZWJBbqpVf4nz2xnj3+lZPwq8B3sdkviV7v7JcXKkWwMIciM/x8nqe3t9a9JGma0AMeIDj/AK9V/wAaP7M1v/oYD/4CL/jVTVtP1ZNIu3m1syxrCxZPsyjcMdM9qksdO1h7C3aPXSiGJSE+yqdowOKn/szW/wDoYD/4CL/jR/Zmt/8AQwH/AMBF/wAaP7M1v/oYD/4CL/jR/Zmt/wDQwH/wEX/Gj+zNb/6GA/8AgIv+NUtUku9GtGvNS8VxWtupC+ZJbIBk9B71VhgvrzXYHg1tZTLZeZHdJCpVkLcADoc9c1rDS9aBz/wkB/8AAVf8aX+zNb/6GA/+Ai/40f2Zrf8A0MB/8BF/xo/szW/+hgP/AICL/jR/Zmt/9DAf/ARf8aP7M1v/AKGA/wDgIv8AjQdM1vH/ACMB/wDARazfD1jqc2jRSW2sG3jLOBH9nVsfMc8mrGojUNKs5Ly/8UR21vEPnkktkAFclrdrqXxH8KMPDfihLyIThZopITAHwM4bjPocYwau+EPhc/hUfaodVU6hIgWSX7MG2eqrk8D3711Q0vWh018/+Ai/40f2Zrf/AEMB/wDARf8AGj+zNb/6D/8A5Kr/AI1RurW+t9b0g3mom7DTttHlBNvyH06104paKKjnLCCQoyqwU4LdAcd/avCtJXw5q1q1z4j8fapa6qJnWdEuMJkHgocHK4xg5r2PwvHZxeG7JNPv5NQtVj/d3MrbmkGTyTWtTNvOaApx2pw6UtVtQ/5Bt1/1xf8AkareHf8AkXbD/rgv8q0qKKKKQ9KxtX/5Dei/9dpP/QK2R0paKKKKKxPCv/INn/6/Jv8A0Kszx94G/wCE2srSD7b9ka2m3htm4FSMMMevpW/oulQ6JpFrplucxWsSxqSME4HJPuTz+NX6KKqaldixsJ7sxSyiCJpDHEuWfAzgDueK820zxHY+PdLbWLjQoLe80+9hijmY+Y20tnAbAI+nvXqYpaKKKKKxdJ/5GDWv+ukX/oFbNFYWv+DNE8TXVrcarZieS1bKHcRkZztbHVc84rahiES7QAFAwAowB7VJRWfr3/IAv/8Ar3f+VTaZ/wAgu0/64J/6CKtUUUlZuu65p/h/SZtS1GXyreIdhkseygdya8Le41v4xeMFt9xtbCAFgnVbePufdz/ngV7FpmnQaRr9lpttuMNrpYiQucnaGAGa6WiiiiikPSsTwqw/4R6Dqfnft/tmvJfGq+K/Hnjm48PWtq6WlhKQiEFIgBx5rk9c549uleq+DPCdn4P0UWFqxlkc755iMGR8YJx2HHAroaKKKxNZ/wCQzo3/AF8N/wCgGtoUtFFRzFBC5lx5YU7s9MY5rx7+1obqJ9S0v4U2d1o0bHFwYUDSIDyyrt/lmvUvDl1p974esbrSoUgspoQ0USKFCA9VwOODkVp0UUUVW1D/AJBt1/1xf+Rqt4d/5F2w/wCuC/yrSoooopD0rG1f/kN6L/12k/8AQK2R0paKKKKKwfDUixaXcOzBVW7mJJOABu61Z0bxDpWvxPNpOoQ3iRNtkMZ+6fcHnnFatFFIa4f4jeLNd8LiwfRtKF6kzMsrsjOAeMKAp4J55PpWvr8caaBAyW6QF54WZFXbglhmuhHelooooorF0n/kYNa/66Rf+gVsEjpkZry+8+K97cePbbQNAsoby2NwsEkjElpTn5yhBwABnkg9DXqK9OuaWiis/Xv+QBf/APXu/wDKptM/5Bdp/wBcE/8AQRVqikoyPWub8Z+ELbxnpCWFxcz23lSiWOSIZw2Mcg9eCas+FvC2m+FNGTT7CL/almYfPM/dmP8ATtTm/wCR0T/rwP8A6HW1RRRRSE4rH8S+I7Pwxo9xqd9uMUWFVUHzOx6KPr614h4VHivxz4pgktb2e2tLGYSsyuRFbruztA7scfj34r6FVQwBI5FOAxS0UUViaz/yGdG/6+G/9ANbQpaKKy9T1zSrG8t9Lv7kRT36uIY9rEyAD5sEDA49a8Zj1s6dZvo2kfEixi0ckiMS2UpmijJ5UfIf58+1ew+EIdOt/Cemw6Tcm5skgCxTEEeYB1ODyMnPFbNFFFFVtQ/5Bt1/1xf+Rqt4d/5F2w/64L/KtKiiiikPSsbV/wDkN6L/ANdpP/QK2R0paKKKKK8s8Z63/ZHw01CKN9s9/ey2yDPOCxLd/wC6CPxq38FNGOn+EG1BwQ+ozFx6bF+Vf13V6RRRTGIxiuH8Kah43uPF2qQ6/ZiHS4w4tmEahc7htCsOWG3PPPTtXQeKv+QPH/18xf8AoQraHelooooorE0o41/Wj/00i/8AQK5L4s+N10HS30iwk/4mN7GQSpH7iM8FvUE9B+J7VB8IvA/9laX/AG5qEWL68XMKuvMMR+vILd/bHvXpqgqoBOadRRWfr3/IAv8A/r3f+VTaZ/yC7T/rgn/oIq1SUjdK4HUfFPieH4l2+g2mlJNpbGMvOYmztIyzb84GOePau/HSg1jN/wAjon/YPP8A6HW1RRRSHpXK+NfHOmeELNWuAZ7yYHyLVGAZv9o/3Vzxn8q5/wAH6lc/E/w9fW/inSIxZLKhhlhLRq5HYc5yvqD3xXV+CLO3sfC9tBaxLHEhdQAPRj1Pc10FFFFFFYms/wDIZ0b/AK+G/wDQDW0KWikNcp4vk8QQXllNoPhuy1d0V90tyyq0B4wFJI689PSuV8vxn/0TDw//AOQf/iq9F8Pi6GhWgvdPh0+42fvLWDGyI5PAxxWgSB3o3CjIoyM4zS1W1D/kG3X/AFxf+Rqt4d/5F2w/64L/ACrSoooopD0rG1f/AJDei/8AXaT/ANArZHSloooopK8Y8X+EfEnioWKaXCs1pDc3CyfvAvluXHzHJ5GMdPQ+teuaVp0OlaVaWEI/d2sKxL9FGP6VcoormfHVt4ivPDksfhmbyb4SKchtrFAeQpPAPTr2zV3wpDqsXhqxj15t+pLH+/YkEk5OMkcE4xTfFf8AyCI/+vmL/wBCFbQ70tFFFFFcjf67aeGn8RaretiOFotqDrI235VHuTXmPgTQLv4ieMbrxFrq+bZxSB5FblZH/hjGf4QP0AHevelRU+6oHbinUUUVn69/yAL/AP693/lU2mf8gu0/64J/6CKtUx2CgksAAMkk1l6L4k0jxD5w0rUIbv7O22UIeV5IH4HHB71q7R6UtBrGb/kdI/8AsHn/ANDraoopM46muY8RfEDw94av4rLUL399L95Il3+UPV8fd/nXM6p8KE8SeNJ9dv8AVPO065AcQxZD9AAu7kBe+Rzz0716JZWVtY2MVrbW6QQwrtjjQYCgdhWf4T/5F6D/AHpP/QzW1RRRRRWJrP8AyGdG/wCvhv8A0A1tClopK4Tx/ZafqeuaPYXep6xZTTrKIjp5ARsYJ3n8OK82+2eFP+g/43/Jf8a9q8GtbP4S05rSa7ngMXySXn+uYZP3veret6nBo+lT31wCyxL8qKCWkYnCqAOpJIH41zXg2HUbfxLraapcPLdSwWs8q7iUid/MyiDJwAAB74zVrVbYa54wTRrqa4Wxt9P+0yQwzNH5zvIVXcVIOF2E9ec+1S+Dmnjj1PTZriSdNMv2toJJCS5j2K6hieuN+3PfFdNWPrOtWVpFPaTO4mkhbAEbMOQQOQKoaN4k0y00azt5pZBJHCqsBC5GceoFXf8AhLNH/wCe0v8A34f/AAo/4SzR/wDntL/34f8Awo/4SzR/+e0v/fh/8KP+Es0f/ntL/wB+H/wo/wCEs0f/AJ7S/wDfh/8ACg+LNHx/rpf+/D/4Vmal4g06bVNMmSSQpBI5kJhYYyuPTmtMeLdHx/r5f+/D/wCFH/CWaP8A89pf+/D/AOFH/CWaP/z2l/78P/hR/wAJZo//AD2l/wC/D/4Uf8JZo/8Az2l/78P/AIUf8JZo/wDz2l/78P8A4Uf8JZpBxiaU5/6YP/hWZoHiDTrGymjuJJFdrmRwBEx4LZHQVp/8JZo//PaX/vw/+FH/AAlmj/8APaX/AL8P/hR/wlmj/wDPaX/vw/8AhSHxbpAGfNl46/uH/wAK4W6N3dfEuDxDa+IWbSUKl7dfMG0BcFNoGGz1yfX2ruh4s0cZ/fS/9+H/AMKzfEHiDTr7T0hglkLieNjmJhgBgT1Faf8AwlmkDP76X/vw/wDhR/wlmj/89pf+/D/4Uf8ACWaP/wA9pf8Avw/+FH/CWaP/AM9pf+/D/wCFH/CWaP8A89pf+/D/AOFH/CWaP/z2l/78P/hR/wAJZpGP9dL/AN+H/wAK8o8f6df+KPEscdjcFNLd1aSRshUbAG5l6nAzgfX1r0TQb7w14d0i302weVIYV/54Pl27seOpNaf/AAlmj/8APaX/AL8P/hR/wlmj/wDPaX/vw/8AhR/wlmj/APPaX/vw/wDhR/wlmj/89pf+/D/4Uf8ACWaP/wA9pf8Avw/+FVNX8SaXdaPdwRTSF5IWVcwuBkj6VJY+KNKhsLeKSWUOkSqwEDnkAe1TnxZpBGPOl/78P/hXk/xL+JEusynw94ekLWr4WeaPO6dj/wAsx7evr9K6b4dWGjeDNMc3N3JLqN1tM7LbvtQDoi8cgZ5Pc12X/CWaP/z2l/78P/hR/wAJZo//AD2l/wC/D/4Uf8JZo/8Az2l/78P/AIVmt4g07/hJkvPNk8kWZjJ8ps7t+emM1pf8JZo//PaX/vw/+FH/AAlmj/8APaX/AL8P/hR/wlekHpNL/wB+H/wrE8WeNPK8M3r+HHM+pKoEaiJmKZIBOPUDJ59K828EeD7S6vV1vxbLKQZC4tZInZpW/vSHHTqcdT3r2JPFOjIAFmkAAwALdx/SnHxZpBGPOl/78P8A4Vm+HvEOm2OjRW9xLIsis5IELEcsT1ArS/4SzR/+e0v/AH4f/Cj/AISzR/8AntL/AN+H/wAKP+Es0f8A57S/9+H/AMKP+Es0f/ntL/34f/Cj/hLNH/57S/8Afh/8KP8AhLNH/wCe0v8A34f/AAqjc6xZanrekraSO5Sdi26Nlx8h9RXTiloopkpZYXaNN7hSVXOMn0ry3T9b+I+u2g1C11PQLCOR2UWsx+eLaSCp4Jzx3r0XQzqB0W2OqzQTXuz99Jb/AOrY56rS6vo1hrdqtrqNv58KuJAu9lIYdCCpBzWFp3gmHRdX1PUdKYQyXNqsNrveSTyXAbLMGY7gSVOPb3qS50HWzdWWrWmo2q6tFa/ZbppoGMNwud2dqkEENkj6mtLQNHfSLSVJrg3VzczvcXE5Tbvdj2HOAAAAPQCtWq+oD/iW3X/XF/5Gq3h3/kXbD/rgv8q0qKKKKQ1jav8A8hvRf+u0n/oFbI6UtFFFJXBfF3xBNoXg947Wd4bq+kEMbxthlXqxB+gx+NP+DguP+Ff273LOzSTyMpcknbnjr9K7uiisLxXJpM2kXGlapq8GnC/haJXeZUbnuMnmqfgXwXH4J0yexivmvFnn87e0ezHygY6n0rqaxPFf/IJj/wCvmL/0MVtDvS0UUUhOBk1lz+JNHt9Zh0aXUoEv5wDHblvmOc4/l0NRaUAdf1rIz88X/oNbOMUtFFFFZ+vf8gC//wCvd/5VLpuBpdp7wp/6CKnkAkiZOzAjiuJ8HfC/S/CN9JfrLJe3R4hkmQDyV9gD19/5V3IAwOKWikrGb/kdI/8ArwP/AKHW1TSw9a8o+J/xG1DTtSPhnQBKl6domnRcuNwyqRj1II5/KtL4SeCdQ8OWtxqmqyPHdX6D/RifuLnOW/2j+lejbR6UtIehrG8J/wDIvQf7z/8AoZraooooorE1n/kM6N/18N/6BW0KWiiorn/j1m/eeX8h+f8Au8da+etDk+GX2Bl8Ri/n1JZXEtxG7ss/PDjHYj15r3Hwl/ZR8LWB0QSDTvL/ANHEmd23J65565rZooooqtqH/INuv+uL/wAjVbw7/wAi7Yf9cF/lWlRRRRSHpWNq/wDyG9F/67Sf+gVsjpS0UUUleI/F9b7XPiBpOgQxuVMSrFgE5MjfM3TsAM/SvTvBVoljoRtIhiKCZ40+gOB/KuhoprHANec32n+CfinrRCajdPeaWpQ+QdgZN3UFlIIyeo9a9HX7opaxPFf/ACCU/wCvmL/0MVtDvS0UUlYXi3xNa+FvD8+pXIDsg2wxZwZZD91f8favJvhdoV94q8Xy+LNTkZktp/ML4x50x6AegAOfyFeu6T/yMGtf9dIv/QK2qKKKKKz9f/5AF/8A9e7/AMqwPE+ra9o3hGwufDumDULsiJWTYX2pt5O0cnsPat3Qbi/utEsbjVIBBeyQq08QGNjEcjGeK0qKKKQ1jN/yOif9g8/+h1qT3EdvG8krKkaKWZmOAAOpJ7V494l+LmqahrEel+C4g+ZfLWVoxI1wenyqRwuc8nn6V6XZ+HrCa6ttbvdNtl1oQqss6rkq+0BsHvjkA9cVtgYpaKQ9DWN4S/5F6D/ek/8AQzW1RRRRRWJrP/IZ0b/r4b/0A1tClopM4prOgzkjHeqk8mlWmz7S1pB5hwnmlV3H2z1q4oVVCqAoHQAYxTqKKKKrah/yDbr/AK4v/I1W8O/8i7Yf9cF/lWlRRRRSHpWNq/8AyG9F/wCu0n/oFbI6UtFFFISBTdiMwcqpYdDjkVj+Ff8AkG3H/X5N/wChVt0lYHi3xZYeENLW+v0mlWWQRRxQgFnbBPfgDAJqp4L8P+GrO0GueHbFoF1KIPudmJ2k5xgk7eew9K6odKWsTxX/AMglP+vmL/0MVtDvS0UVHLLHDG8kjhERSzMTwAOpNfP/AIj1S++K3jm30vTCUsYGKQkjIVM/PMfqMcewHevctA0Wz0DRLXS7KPbDbJtBPVj1LH3JyfxqvpP/ACMGtf8AXSL/ANAraoooopCQK5zxL4k0e3Fzoc2owpqM9s7R25PJ4OOegJ7A8mtnTQDpdpx/ywT/ANBFWsD0paKKKQ1z9/dwWPig3VzOkMEWnM0kjnAQB+prnLbxdofxQg1TwxbLeW/mW5IuGVQGUMAGHPrjg9RWp4I+HmmeDofMAF3qLAh7x0wQD/Co52j9TXXgAdKWiikPQ1jeEv8AkXoP96T/ANDNbVFFFFFYms/8hnRv+vhv/QDW0KWikIzXm/j211TTNb07xDe3suoaHZ3ySyWEVuM2424D5HL/ADc89MisGHSrHxqniHxp4ktbmLTxEU05ZGKlFVSNwA68gcYPJPWu4+H0nidtAtU8QQW6RrbR/Z3VyZWGP+WgPQ4x/WuvooooqtqH/INuv+uL/wAjVbw7/wAi7Yf9cF/lWlRRRRSHpWNq/wDyG9F/67Sf+gVsjpS0UUVxnxL8YXHhHw/FcWQiN5cTiOISLuAGMscZHb+dafgfWb7X/CFhqeoxJFc3CksEXCkbiAQPcAGpfCv/ACDZ/wDr8m/9CrbpK8/1DxTo2u+PP+EI1Pw+bmMPkTT4x5gUtkKf4ccAg8/Su7tbWGyt47e3iSKGJQiRouFUDoAKmorE8V/8glP+vmL/ANDFbQ70tFJXlHxr8WvY2kfhy0YpLeIJLhwP+WWSAo+pH5DHetv4WeC/+EZ0P7TexbdSvVDSg9Yk6qn9T7/Su8AwMCsbSf8AkYNa/wCukX/oFbVFFFITgE+lcR8RvHsXhHSljtvLk1S44gjY/wCrH/PQj0HYdz9DXnfgnwZda5bXvjDXZJ3CB5rffwZ5OT5hP90H8yPQV7lpn/ILtP8Argn/AKCKtUUUUlV7y/tbBBLeXENvETt3yyBBn0ya8k+Jmg+JfFHjC1s9LUS2EtsrRskgCAZyzP6jOMde2K77wZ4L0/wjpItrX95cvzcXJXDSt/RR2FdNRRRRSHoaxvCX/IvQf70n/oZraooooorE1n/kM6N/18N/6Aa2hS0UUmB6CkIUDoKAV68VS1a8uLK0ElrYT38zMFWGEqpJPcliAB6mqOia7Lqd1d2d1YTafe2ZQyQSOrgo4O1gynBBwfoRSaz4gutP1W10yx0iXUbm5hkmCrOkQVUKg8t/vCtSxnuLi0ilu7U2k7D54DIrlD6bhwfwq1VbUDnTrof9MX/kaq+HuPD1gOn7hf5VpUUUUUVjav8A8hzRf+u0n/oFbAPFLRRR2rwb4mXEnir4l2fh+1clYClqMdnY5c/hx+Ve5WdtDZWcNpboEhhQIijoABgVmeFuNNnz/wA/c3/oRrarL8R6lcaToN5qFpZveXFvEXSBern/ADzx6Vj+A9cl8VaKms3+lxWd6JGh3BDllGOQSM4ySMZ7V1lFFYvirnSY/wDr5i/9CFbNLRRuHrWPqHhfRNU1i31e902K4vbYARSvn5cEkcZwcEkjIrXwM5paxtJ/5D+tcfxxf+gVs0UUZppIKnBzXGa78MtH8ReKI9cv3uGwqiS23Dy5dvTPcD19a6LWY0j8OXkaRhFS2ZVVRgKAOABVnTf+QXaf9cE/9BFWqKKKoa1qsWjaLeanKjyR2kTSskf3mAHQV4SjeJPjH4kQSstvYW2N20HyrZf/AGZz/nAr2HTNOh0nXrHTrfeYbXSxEhc5OFYAZPrXRjA6UtFFFFITwax/CnHh+AEY+aT/ANDNbNFFFFFYusn/AInOi/8AXw//AKAa2hS0UUhrM1W9IsLqG0vrS3v/AC2EJmkGEfHylh6ZxWV4XvfFBmaz8Q21nMoj3xalYyZil5A2leobknPTitbX7y0s9NZrzUW02OQ+WLpcAxsehyQQPqeK5XwrdWVlq2tz22qf2tYeUtxcatJhisijmIuowwVfm+UcZxVjW7zwjqlxY3t7r7WMxtS9tNDeNbF4nIzg8buVHHXgcVp+Dbm8u9AilvHnk/eyCCW5TbLLCHPluw45K47D6V0NY2swam8U8ltewxW4ibdG8O4ng55qjo1rrj6NaNb6lbxxGFSiNb5KjHQnNXfsfiL/AKC1t/4C/wD16PsfiL/oLW3/AIC//Xo+x+Iv+gtbf+Av/wBej7H4i/6C1t/4C/8A16PsfiL/AKC1t/4C/wD16PsfiL/oLW3/AIC//XrN1G31ldU0xZdQgeUyP5TiDAQ7ecjPNaQs/EPbVrb/AMBf/r0fY/EX/QWtv/AX/wCvR9j8Rf8AQWtv/AX/AOvR9j8Rf9Ba2/8AAX/69Bs/EX/QXtv/AAF/+vWKvgORfEp8Rrc2o1MjHmi3IGcYLbc43Y4zW0LLxCBj+1rb/wABf/r1maBb6zJZSm11CCJBcShla33Etu5PWtP7J4hH/MXtf/AX/wCvXJeKdT+IWma3p9rpcMd9aTbfMmitNwVi2CG/ugDBz711v2LxDnI1a2/8Bf8A69H2PxF/0Frb/wABf/r0fY/EX/QWtv8AwF/+vR9j8Rf9Ba2/8Bf/AK9Zmv2+sR6ehutQglj8+PAS32kNuGD19a0/sfiL/oLWv/gL/wDXo+x+Iv8AoLW3/gL/APXqG6XXLO3kuLjWrSKGJC7u1tgKAMknmvO/DPxA8XeK/GY0+wmg+wZZmc2o+SMA4ZvQk44z3r0oWfiLHOrWx/7df/r0fY/EX/QWtv8AwF/+vR9j8Rd9Wtsf9ev/ANes3T7fWW1fU0h1GBZlaPznNvkOdvGBnjitL7H4i/6C1t/4C/8A16PsfiL/AKC1t/4C/wD16PsfiL/oLW3/AIC//Xpklr4iVCRqtqWwcD7L1/WuV8F6v8QNaub2PWoV05YsGN5rPaGOSCo9R711v2PxF/0Frb/wF/8Ar1U1a111NIu2n1K3kiELb0W3wWGOQDmpLG115rGAxapbKhiUqptskDAwOtT/AGPxF/0Frb/wF/8Ar0fY/EX/AEFrb/wF/wDr0fZPEX/QXtf/AAF/+vXMeNPGF/4Lsle41W1ubyX/AFNqtvgsM8knPC+9Yfw71jx54uv7u/ub9E0vayjzYFKF/wC6gxzjvzXd2uiatYxeTaXthbxlixSKyCgknJOB3qr9m1n/AISVU/tCD7T9kJEn2f5dm/pjPXNaX2PxF/0Frb/wF/8Ar0fY/EX/AEFrb/wF/wDr0fY/EX/QWtv/AAF/+vR9j8Rf9Ba2/wDAX/69H2PxF/0Frb/wF/8Ar0fY/EX/AEFrb/wF/wDr0fY/EPfV7X/wF/8Ar1m+HrfWZNGia01GCKIl8I1vuI+Y55zWl9j8Rf8AQWtv/AX/AOvR9j8Rf9Ba2/8AAX/69H2PxF/0Frb/AMBf/r0fY/EX/QWtv/AX/wCvR9j8Rf8AQWtv/AX/AOvR9j8Rf9Ba2/8AAX/69UrmHUota0k315FcKZ2CiOLZtO0104paKKiuDtt5Tv8ALwhO/GdvHWvnzRZ/hsbBv+Ekhv7rUhK4kuY3kKz88OMEYBHY817f4S/spvC9g2iI66cYv9HEmdwXJ65565rXZVdSrqGUjBBGQRSJDFHH5aRoqH+EKAPyprW1u4VWgjYJ90FAdv09KkwPSlqtqH/INuv+uL/yNVvDv/Iu2H/XBf5VpUUUUUhrG1j/AJDei/8AXaT/ANArZHSlopK5Xxv45svBNtBLdQS3Mly5EUURA4GNxJPbmug026jv7GC9hLGK5iWVNwwdrDIz+Bq1WL4V/wCQbP8A9fc3/oVa0pYxuIseZtO3cMjPbPtXGeAIfG6XuqHxa+6IsPs3zIRnLZK7ei4x1rt6WiisTxX/AMglP+vmL/0IVtDvQ3Arxn4weM5bq4PhHS9zfMv2to85dz92IevUE++B2Ndv8OvBkfhDQkSWNTqF0oe7kHUHsn0XP48muvxilorF0n/kYNa/34v/AECtqkqhrGu6ZoFib3VbyO1twwXe+TknsAOSfpViyvbXUrOK8tJlmgmQPG69GB6Gp8D0paz9e/5AF/8A9cH/AJVNpg/4ldp/1wT/ANBFWaQsB1ri/GfxL0jwi4tdpvr7ILW0T7TGp7s2CB9OtVbjwboPxLtdO8TX0V7byzWyjyllC/KCSAePc8jGQa7exsrfTrSK0tIUht4UCRxoMBQKsGsZv+R0T/rwP/odbVFFFFFIehrG8J/8i9B/vP8A+hmtqiiiiisTWf8AkM6N/wBfD/8AoBraFLRRUc8iwwSSMMhFLEeoAryyzu/iFr2jt4m0+90i2sX3SwWTwA5jU9GbaSDwe/5V6D4W1Ya74Y0/VPKEJuYQ7Rr0U9Dj2zmtaiiiiq2of8g26/64v/I1W8O/8i7Yf9cF/lWlRRRRSHpWNq//ACG9F/67Sf8AoFbI6UtFNZsCvBviDNJ4z+K1tocDZihdLQFTwD96Rvw/9lr3a3gjtoUgiXbHEgRFAxgAYAqWsTwr/wAg2f8A6/Jv/Qqx/iHoeveINKit/D2pfZJ4pt8iCUxmQYx94cjHXHfNdLo0FxbaRaW95L51zFAiTS5zvcKMn8Tmr1FFFYniv/kEp/18xf8AoYraHeuS+IPjFfCfh+SZCv264/d2iH+93Y+y9frgVwXwe8IPfXr+LdUBcB2+y7+S8hPzSfhyB7k+le1AUtFFYuk/8jBrX/XSL/0CtqqGs6tZ6Hpk2o6hOsNtAuXY8n2AHcnsK8DaXX/i94wVcNHZxN0B/d2kWevu5/Mn2Fe/aTp1vpGm2+n2issFtGIowxycD1NXaKz9e/5AF/8A9e7/AMqm0z/kF2n/AFwT/wBBFWGYgcVgXniGxv7m90LS9Vt11uO3cxx7s+W+CBntkHqOorz3wn8H7064dR8XSxXCK/mCFJPM89zyS5I6e3f6V7CiLGMKAB2AHSnUhrGb/kdE/wCwef8A0OtqiiiiikPQ1jeEv+Reg/3pP/QzW1RRRRTScDPFYusMG1fRSCDm4bp/uGtsUtFFYur+JLHStWsdLuYp3m1AP5RSPcg2jJ3HPFeLXEvgGW5l8mbxXa2c0m+SyijURHnJGM17d4Znsbnw3YS6ZBJBZGECGORdrKo4GR68Vq0UUUVW1D/kG3X/AFxf+Rqt4d/5F2w/64L/ACrSoooopD0rG1f/AJDei/8AXaT/ANArZHSloprgkcdc1wHhf4XL4f8AGV3r8t8LhWZzbRFSWXeeSzHqQCR+Oa9Born/AA/cQ2mjXU9xMkMUd1MXkdgqqN3Uk9K5/Q/BTx/EKfxjba9He2d1vKoh3E7hjbuBwVXHH0FegUUUUVieK/8AkEp/18xf+hitod68u8X/AAz1vxb47jvrq+gGjKEUJuPmRoBllAxjJOec9/avTLW2is7WO2gjEcUKhI0HRVAwBU1FFFYuk/8AIwa1/wBdIv8A0CtnIrC8XeE7TxhpC6deTTQosgkV4SAQRnseD171L4b8M2HhbSo9P06Lag5kkbBeVu7MfX+VbNFFZ+vf8gC//wCvd/5VLpzgaXZg94Ex/wB8ivPfi34p1rSYbXR9It5lfUVIa6jBLYzjYmOhORz78VH8MPhxPo0o8QaypXUmBEUG/wD1IYYJb1Yg/hn16eoAcDPWlopDWM3/ACOif9g8/wDodbVFFFFFIehrG8Jf8i9B/vSf+hmtqiikzUF1dpb208uGkMEZdo4xucgDOAPU9hXBaH4lk+KPhnXdOhtm0uVEEKStIXyGzjOMEH5cEe9TeHfC9z4SttE0261A3r/bZJM8hYwU+6ue3f6k13wpaKQ1heLp9et9GZvD1pb3V0zYkSd9oEe05I5HOcV5/wCGL34lv4PtILDSLCe0aFlSe5mImIJPJywwR9PSvR/Cmm3Wj+F7DT72fz7mCLbLJknLZJPJ69cVr0lFGaWq2of8g26/64v/ACNVvDv/ACLth/1wX+VaVFFFFIelY2r/APIb0X/rtJ/6BWyOlLSHgVm6lr+l6RLBFqOo21q9y22ITOF3n29vfpWih3KD6+lOpK89u5NA1TRLnwpq2qrZXGo3MnkoGw5O/wCU+h5HQ9a6Xwh4Zi8JaBDpEVw9ysbs5ldQpJY5PA6VvUUUUVieK8nSYwBkm6i/9DFQ2vjfQLzxHLoFtfpJfxFgU2kAkfeUN0JHcex9K6AdKWiiiisXSf8AkP61/wBdIv8A0CsDxDrvjCz8faZp+naV5mjzMgmnERfIJ+clv4No6f16V3NFFFFZ+vf8gG//AOuD/wAq8a8V/Eq/1yK08N+FFuV3KsTzRjEk7YxtTHIX37+wr1jwjp+paX4ZsLLV7n7TexR7ZJN249TgZ74GBn2rbVQvSnUUUhrGb/kdE/7B5/8AQ62qKKKKKQ9DWN4S/wCReg/3pP8A0M1tUlBPHFcXd/ENLT4hQ+Em0uVzLtUXCP3YBgduPugdT7GofDXgW+0XxxqOvz60bqO935h2sCdzZXcScHaBgV2sNpb24YQwpFuO5tihdx9TjrWVrP8AyGdG/wCvhv8A0CtoUtFFRzs6QSNGu51QlV9TjgV8/wA95rH2XTdU1Lxrqlomqx3LyMjv5dvMhO2PAPH9OK9l8DXL3ngnSbmRrhnktwzG4k3uT6lsDP8AhirfiG0tbvSZFvYrqa3j/ePDbF98gH8OF5YH071zXgV4BqetQ2UNzY2SSReRp90XEqHad0m1uVVvlxz/AAnpVvVrOPXvGa6RfNI1ha6eLloFkZFld5CoLbSM7QnHuam8G+ZAuq6W80ksOmag1vbGQksIyiOqkk5ON+AT2ArqKydZ1nT7SCe0uLpY53hbahB5yCBVDRfEekWui2dvPfIkscKqykHg4+lXv+Eq0P8A6CEf/fLf4Uf8JVof/QQj/wC+W/wo/wCEq0P/AKCEf/fLf4Uf8JVof/QQj/75b/Cj/hKtD/6CEf8A3y3+FH/CVaH/ANBGP/vlv8Ky9S17S5tW0uaO8Ro4JHMjYPygrx2rTHirQ8D/AImCf98t/hS/8JVof/QQj/75b/CkPirQ/wDoIR/98t/hXiXjXULfxj8UYLQTj7BC8dt5hHAQHdI35k/lXtcXifQYoljS/jVUG1QFbgDj0p//AAlWh/8AQQj/AO+W/wAKbJ4u0GKJ5X1KMKilmO1uAOfSvN9FTwL4p1Zdamu7iG9sbnzCMFFlG8tHkYPTHbHvXpI8VaHjnUY8/wC63+FL/wAJVof/AEEI/wDvlv8ACj/hKtD/AOghH/3y3+FH/CVaH/0EI/8Avlv8KP8AhKtD/wCghH/3y3+FH/CVaH/0EI/++W/wrjPif450618M/ZtOullvriQeUFBGwDq/Pp29yK5n4S6Zp1lNJ4k1q6Edy+VtUkDFgD96Q8c5zgfj616z/wAJVof/AEEI/wDvlv8ACj/hKtD/AOghH/3y3+FH/CVaH/0EI/8Avlv8KP8AhKtD/wCghH/3y3+FH/CVaH/0EY/++W/wpD4s0IAk6jGABkkhsD9KwtB8aeHLrW9Ylg1WKRHaMqQrcgLgnp61vf8ACVaH/wBBCP8A75b/AAo/4SrQ/wDoIR/98t/hR/wlWh/9BCP/AL5b/Cj/AISrQ/8AoIR/98t/hR/wlWh/9BGP/vlv8Kjn8XaBDC0supxRxoMszBgB+ledP8Vn8QeILrR7SxQ6TcQyRrK4bzDhT857YJwMH1re8L6T4H8Mst5YukV7JEFkkkZ3K8chc9OeuK6oeKtDAA/tCP8A75b/AApf+Eq0P/oIR/8AfLf4Uf8ACVaH/wBBCP8A75b/AAo/4SrQ/wDoIR/98t/hR/wlWh/9BCP/AL5b/Ck/4SrQ/wDoIx/98t/hWa2v6UfFCXgvE8gWZj34ON2/OOlaf/CVaH/0EI/++W/wo/4SrQ/+ghH/AN8t/hR/wlWh/wDQQj/75b/Cj/hKtD/6CEf/AHy3+FH/AAlWh/8AQQj/AO+W/wAKP+Eq0P8A6CEf/fLf4Uf8JVoZ4/tCP/vlv8KzPDuv6VZaLDBc3qRyKzkqQe7EjtWn/wAJToZ6agh+it/hXP8Ai74m6T4btIJoYX1FpZChSNtgXA6kkVheJbe08Z3uja1beJDpsccSvJayK5K5Ib+Hv2P0rt28ReHmlErXkBkHCuYyWH44qYeKtDx/yEI/++W/wo/4SrQ/+ghH/wB8t/hWfd6vp+p63pK2VyszJcMWABGPkPqK6YUtFFMl3+U/lAGTadueme1eW6snxMGmSS3+heHLy3twZTD5PmHjqQpPXGa7/wALX0mp+GNOvZZbeV54FctbqVj57AHpjpj2qxqsF9cWgXTr1bO4DBhI0IlUj+6ykjg+xBrIstC1KO5u9QvtSjm1Wa3NvDPFb+XFAnUAISc/MdxyeenSo7nw9qpnsdTtNXij1iC2+zXM8ttuiuU68oCMEMMjB4yR3rT0HRxo1o8bXD3U88zzz3DqFMjsck4HQDgAdgAK1aq6jGh065YopIhfBI9jVXw9FGfD1gSikmBSSR7VpeVH/wA81/75FHlR/wDPNf8AvkUeVH/zzX/vkUeVH/zzX/vkUeVH/wA81/75FIYo8f6tf++RWPq8aDWtGARcGaTIx1+StgRR4/1a/wDfIpfKj/55r/3yKZLEPKfy0QPtO0lR17V5T8MfAOtaT4mvdZ8Q2YikCMIfnVt7ufmYYJxxx+NesLDHj/Vr/wB8il8qP/nmv/fIrlPG/jTSPBsNumpWEt0t7vUJEikbQBnOSPXpSfD3S9Jt9EkvNP0+K2F5KXIA5K9VB+gaus8qP/nmv/fIo8qP/nmv/fIo8qP/AJ5r/wB8ijyo/wDnmv8A3yKPKj/55r+QqhrGo2Oh6ZPqV6Y47e3Qu7YHPsPUnoB614DGt78RfGc2r3URWwjljEi44jjLYWMe57/ia+iobW3hiWKKGNEQBVVVAAA4AFP8qP8A55r/AN8ijyo/+ea/98ijyo/+ea/98ijyo/8Anmv/AHyKa8cYHEafiBXivxO8df27cDwt4cDTK0nlzy24z9obtGuOoz1Pf6V03wo8HHw02oi/CtflY1kAOVjBG7b7n1NejeVH/wA81/75FHlR/wDPNf8AvkUeVH/zzX/vkUeVH/zzX/vkVnazq2maDp8moanNFbW0fBdlzk9gB1J9hXC+J9I/4WvoNheeHdUjhtopXDw3EZUFunzYyQR27YOa2NJ8Faf4O8G31vbqJbqS3Y3F0w+aRsdvRR2FdTpsUf8AZdr+7X/Up2H90Va8qP8A55r/AN8ijyo/+ea/98ijyo/+ea/98ijyo/8Anmv/AHyKPKj/AOea/wDfIo8qP/nmv/fIrGaNP+EzjGxcfYCcY/262fKj/wCea/8AfIo8qP8A55r/AN8ijyo/+ea/98ijyo/+ea/98ijyo/8Anmv/AHyKPKj/AOea/wDfIpDFFg/u1/75Fc9otxHY+EDevF5nkJNK4AG4hSxx+lc5DqbfFjwDqMOnRLpM/nLETI25Tja/VQDgjjpXReEvCy6P4Ut9F1N4tRaLO8yRhk5OdoBHIB9a6IQxAY8tfyFL5Uf/ADzX/vkUeVH/AM81/wC+RR5Uf/PNf++RWNq6Kus6NtUDNw3QY/gNbYpaKK5nxd410nwr5NvqS3ebtH2NbRb9uMA9xjrXj7XnhOVTHN4m8YyxMMOjKCGHcda9s8HnTT4T07+yEmSwEWIBP9/bk9ffOa2qKKKKrah/yDbr/ri/8jVbw7/yLth/1wX+VaVFFFFIelY2r/8AIb0X/rtJ/wCgVsjpRSFsHoadRTX6V5/o/i0+KfHF/wCG9S8OQ/ZrIu0ctwm8qVIU5BBHzZ4xjj1rpvCSKmlzKoCqt1KAAMAANgYFblFFFNc4U14f8VNd1LxF4rj8G6fE2yGVAUHHnSsARn/ZAP8AM13MXha18JeC7XT7YK0n2iFp5gMGV9wyT/Ie1dwO9LRRRTHUspAOMiuT8L/DXQ/CmpTX9mJJp5DiN5yGMKnqF47+vXHFauk/8jBrX+/F/wCgVtUUhOKieQYGOvZc43V4VfaT4z+JHi9rPVLaewtLaRsCWMrHbpnHHZ2PYgnP0r2bw74d0/wxpSabpsRSFTuJY5Z2PVifU1Lr3/IAv/8Arg/8qm0z/kF2n/XBP/QRVqiiiikNYzf8jon/AGDz/wCh1tUUUUlRtIOBnk1xtv8AEW2n+IknhE6fKjqWRbjeCC4Xcfl7Lgdc/hWd8MfB1/o9xfavdakt1FfKUWMBs5DnJbPGf8TXf21jb2SeVawQwR7t2yJAgz64FWaKKKKxNZ/5DOjf9fDf+gGtoUtFFRTusMMkxXPlqWI78DNeN/8ACdeP7trOa3m0mCLVIp7i0ilUA7IyflJP8XHHr7V6j4S1GXV/C2n6hNOk8lxFvaRIzGCcn+Htjp+FbFFFFFVtQ/5Bt1/1xf8AkareHf8AkXbD/rgv8q0qKKKKQ9KxtX/5Dei/9dpP/QK2R0pGJxwf0rxDUta1PxJ8bILTTb6eOC1ukiCxyHYUj5kJAODkhh9K9xpK57xxqur6P4Zmu9DsjeXoZVVFQvsBOC20cnHp71L4QvtT1Tw1ZX2s2f2S+kB8yIIUxgkA4PIyADj3p3hX/kGz/wDX5N/6FW3RRSE4pOD+NVf7J07+0hqX2OH7aE8sXGwb9vpnriqHiv8A5BEf/XzF/wChCtod6WiisHxjd6/Z+H55vDdstzqAZAqMoPy5+YgEjJxUnhO61q78PWs3iG3W31Fg3mxqMYGTjIycHGOK2qxdJ/5GDWv+ukX/AKBW1SE1zfjXxhbeDdIF9cwyXDSyeVDEnG5sZ5PYYBry/wAGWPinx74wj8V3l3JBa2c4ZXGQvvFGOmMcE/nzXuagFQcU6s/Xv+QBf/8AXu/8qm0z/kF2n/XBP/QRVqiiiikNYzf8jon/AGDz/wCh1tUUUlcj44+INp4Ils0urKe5N2GI8ogBQuM9ep5qnrfg/Udf8ZaP4ktdUFvbWixM1s28FwGLN045BAP0rsxZWouDd/ZoRcEY80Rjfj0z1rN8J/8AIvQf70n/AKGa2qKKKKKxNaI/tjRef+Xl/wD0A1tAg9KWikNc74s1LX9MjtptC0ZNWy5FxCX2sFxwVOfX2NcFLqfw91ezt9H8QaPe6AbaV3jiuA6BWblgHGeDwcHFepaLHp0Oj2sWkmE2KRhYDAwZCo9COv1q7RS0UVW1D/kG3X/XF/5Gq3h3/kXbD/rgv8q0qKKKKQ9KxtX/AOQ3ov8A12k/9ArZHSs7xBfS6ZoN9fQxPNJbwPIkaLuLMBxx9a8m+B2jyXOo6l4iuMsVHkpI3O52O5zn1xj869rprfdNcPqreOk+IViNPRf+EfbZ5u0LgL/Huzzu9Me1dwv3Rzmsbwr/AMg2f/r8m/8AQq26KSsvxHrlr4c0W51W9bEUCZC93boqj3JwK82+FXiHxN4o8XahqF9dzSaasRBiLfuonLAoqj1ADc/nXr1Yniv/AJBKf9fMX/oYraHelpDWPqfi3RNI1a00q+vkhvLz/VRnnvgZI+7k8DPWtdTuHTFOorF0n/kYNa/66Rf+gVsngGuG8ffEnT/Cdu9ramO61Yj5YCfliz3fH8utV/CQm+IPhBH8Y6VFMBcFoCyGMSLjhwBgjqRnvXc2Fjb6baR2lpCkNvEoWONBgKB2FWaKz9e/5AF//wBe7/yqbTP+QXaf9cE/9BFWqKKKKQ1jN/yOif8AYPP/AKHW1TWYKM1n65q8WiaJd6rLE8kdrC0rKvBbHYZrjby4u/ip8PhLokraVMbn5llkPzbP4dy9jkHOO1dNoHh3+z/DenabqckepT2ijM0ybvmyTkZ9M4B9BW4BjvSnoaxvCX/IvQf70n/oZraoooppcCsDxJ410HwvGTqd6qzYyttH88rfRR0+pwK8un+Kmt+JPFOnRaHpKhIZwUiYGR5M8HcRgAYOePzr29Oh5zT6KK5zxbqev6bBAvh7Rf7Sup3ZfnbakIC/ebp37ZFc3J4K8WeJwD4q8S+TbtybHTowqgem4+xI79utdxoulW2iaNa6ZZhxBbJsTecsR6k1JqV6bCye5FtcXJXAEVum92JOAAPx69B1rP0rxENR1CTT7ixutOvY4xM1vcquTGTgMGUlSM8daTWPEb6XqVtp8GlXeo3FxE8ypbGMbVQqCTvYd2FaVjcy3dpFPNay2juPmgm2lk56HaSPyNWqraif+Jbdf9cX/wDQTVbw7/yL1h/1wX+VaVFFFFIaxtX/AOQ3ov8A12k/9ArZFIQD1pscMUa7Y41RfRRgVJVTU47qfTrqCxuVtruSJlhlZdwjcjg4781zPw70fxNpOm3MPie+N3KZt0GZjKVXvz7ntXYAADArF8K/8g24/wCvub/0Ktuimt904614D458QXfxG8ZW2g6MTLawyGO32n5ZH/jkP+yADj2B9a9n8MeHbPwxolvplmvyRjc755kc/eY/WtmsTxX/AMgmP/r5i/8AQxW0O9LXGfELx9beDLERRYm1O5QmCE9FHTe3sPTuRXA/DzwRf+LNV/4S7xHI8sDS+bEr8m5cHgn0QEdO+MdK9vTpTqSsXSjjX9a/66Rf+gVkaz8TvD+jeJItDnlllmZwkskKhkgY9A3Oc+oGcViR/B+0k8YXOt6jffbbaWd51szFjLE5wxzyo9O/FekxoqooChQBgADAHtUlFFZ+v/8AIAv/APr3f+VTaZ/yC7T/AK4J/wCgirVFFFFIaxm/5HOP/sHn/wBDrZz271xGlfEKz8ReKNR8LwwXNrcQCVI7kkHLLlWOO2Oo9fam+BPBWqeGf7Vj1nUE1OO+cbUJZwR824sG4ycjI56da7K0sbSwt1t7O2itoV6RxIEUfgKn6UtIelY3hL/kXoP95/8A0M1tUUUlcr8QIPE9x4eaPwvIUujIA4QhZDH32sTwelcH4c+ClxcyC/8AFd4+5zua2hfc7f78h/p+dd62iaZoV3olppdlDawi4bIjX73yHknqT9a6kADpS0UVHNv8l/Lxv2nbu6Z7V58vxF1fQMJ4v8LXdmgGDd2n72L+fHbv3rqtD8X6D4jGNK1KG4fGTFnbIPqp5q7rGp2mi6XPqN9J5dtboXduvHoPUk8D61zXh2/tru+vPEeo39lHdS2+EtY7pZDaWqfN8+D97J3Meg6U/Wj4d1i8s71/EzabcLas1vLb3aRF4XI+b5hyCUHT0q/4Mv7rU9BjubqV5z5siRXDx7GuIg5CSEYGNy4PFdBWPrMeqtFObWW1W28pt6yIxc8HOMVR0aLXzo1p9muLFYfJXYJI2LAY4zV3yfE3/P1p3/fp/wDGjyfE3/P1p3/fp/8AGjyfE3/P1p3/AH6f/GjyfE3/AD9ad/36f/GjyfE3/P1p3/fp/wDGjyfE3/P1p3/fp/8AGszUY9bGq6YJp7IymR/JKxsFB285rTEPiXtdad/36evP9K+IXiXWPiG/h21bT2t0lkj87yG/gU5Oc8DI9K78ReJiB/pWm/8Afp/8aGj8SqM/atO/79P/AI1x3jHwnrvjWaCCLxHp8MlixLwROw2k/wARA5DDtmuvit/E0caobzTmIABYxvk+/Wn+T4l/5+tO/wC/T/41maDFrZspTaT2SJ9ok3CSNiS27k/StPyfE3/P1p3/AH6f/GjyfE3/AD9ad/36f/GvOvij401jRbY6CLy0a4u4z55t0IaKM9BnPBPP4VP8MfAmr6LYf2yRbQXt2mFjuYyXhj9OOhPB+mB6133k+Jv+frTv+/T/AONHk+Jv+frTv+/T/wCNZmvx62unp9rmsnj8+PAjjYHduGOvbNaXk+Jv+frTv+/T/wCNHk+Jv+frTv8Av0/+Ncr4j+GU/inWIdU1G5tvNjUI6RBlWUA5G78+3aumt7DX7WFIbeXS4oo1CoiQMAoHQAVL5Pib/n607/v0/wDjR5Pib/n607/v0/8AjSGPxKD/AMfWnfjE9cP4ln8VTadq58OTRXN088Udy1iMvjaclDnjHQ9+ay/BHwq1O3kt9d1TyFu1fzYrW53Nsbsz46tnnH516Z5Pib/n603/AL9P/jS+T4m/5+tO/wC/T/40eT4m/wCfrTv+/T/40eT4m/5+tO/79P8A40eT4m/5+tO/79P/AI1T1aLxANIuzcXNi0PktvCRsGIx2qWyi8RfYbfyrnTxH5S7Q0bZxgYz71P5Pib/AJ+tO/79P/jR5Pib/n607/v0/wDjR5Pib/n607/v0/8AjR5Pib/n607/AL9P/jR5Pib/AJ+tO/79P/jSGLxNni607/v09cT4u8Y6j4R8U2CXMcFxc3UGzdGpCohfHQ9TketXr3wV4pvPG9t4jGu2sS24AEKh9oGMEBemD3rfi0jWILt7uFdGjuZOHmW1Idvqw5NWvJ8Tf8/Wnf8Afp/8aPJ8Tf8AP1p3/fp/8aPJ8Tf8/Wnf9+n/AMaPJ8Tf8/Wnf9+n/wAaPJ8S97rTv+/T/wCNZnh+LXDo8X2OeySHc+0SRsWHzHP61pGLxMBn7Vp3/fp/8arw3es3E8kMGq6PLJF/rEjyzJ9QDxSanp3ifUNKurNNQsYGniaMSxo4ZMjGQQeDWP4L8JeKfCuly2TaxZ3QeUyKHDuEz1xnHU8mui8nxN/z9ad/36f/ABo8nxN/z9ad/wB+n/xqjdJqi63pP9oS2zr57bPJVgc7T1zXTiloopkwcxOI2CuVO1j2PY15Dpmi+FNY1G7i8ReLLzX7ywiaa7VmdLeNV4YgjqBkdD2rvtE8K+F7W4tta0XTbaFmh/czW+QHRh1xnByO55reuLaC7haG5hjmib7ySKGU9+QarQaJpNszNb6XZwsylGMcCqSp6g4HQ+lOl0jTJ1iSbTrWRYBiIPCpEY9FyOOnarYUDoKWq2oDGm3X/XF/5Gq3h3/kXbD/AK4L/KtGiiiig1jav/yHNF/67Sf+gUni3Wf+Ef8ADGoaoCQ0EBMeP754X9SK80+BGimSfUtfnXJ4t4mI7n5nI/8AHR+dey4qlq+qWOj2JvNRu47W3VgDJIcDJ6CuR8FeB9P0fXbvxNp2rSX9tqUbeVkAgKzBiS2fmOR6Cu7wKKxfCv8AyDZ/+vub/wBCraorzqX4VrffEGfxFqd6lxZtMJktdmSWAGFYnjaMV6Iq47YpaKxfFf8AyCY/+vmL/wBCFbBzztFcZ4I1Dxvd6zqkfiixWC0U5t2CBQDnGF7suBnJ/rXa0UU0sMcEV4v8RvHurarrNx4Q0OCRFEv2eVo8mW4fuo9F9e/4V03wn8LXXheLVbO/dWuGeJpERtyp8pwAe555r0TaPSiiiiiqGvf8gC//AOvd/wCVTab/AMgu0/64J/6CKs0UUhIHU1l+Jtet/DOgXWr3SPJFbhcpHjcxLBQBn3Irj9T+3fFPwbaXvh3UJdKdLlt6SMy7scYLL9cjtW1p+lCDXdNtNRMd/PaaWqmeZNzM4YZbnoSR1611e0elFFFFBIFIWGDyOlcT4a8aeH4PsWgHU4zfzO6rGgLDcWOAWHAPtmu2ySmR1ri/DHw6tfDHii/1u3vJZvtasqwugHlhmDNk/wAXI44FdqOgoxRRWLrP/IZ0b/r4b/0A1tClooqOePzoJIidu9SufTIxXh9hpHi7wrqr29noFnKyWL6eLgXCIjhpC3mtyDuwcc+1et+ENLbRfCem6a8qSvbwBWdDlS3U4PcZNbNFFFFVtQ/5Bt1/1xf+Rqt4d/5F2w/64L/KtKiiiikPSsbV/wDkN6L/ANdpP/QKs6zotnr+mT6bfoXtp12uqtg9QRg/UCjRNC0/w7pyafpduILdCTtBJLMepJPU1oE4Ga4nxbd+E/FN6ngrU711v3dZI1hBzE+CR82CucZ4PrXT6DpFtoOh2ulWZkaC2TYhkOWPOST+JrQorE8K/wDINn/6/Jv/AEKtiSVYkZ3YKqjLMxwAPU+1cx4a+IeieK9VutN037R5tspfdIgCyKG25UgnuR1x1rqRyKWiiua8c6jbab4dN3eSCKGK4iJJ6nDZwB3PtWtomtWPiDS4tT02Uy202djFSp4ODwfcVfopKqalqdppFlNe386QW8C7nkc8Af1PsK8a1L4oeI9f8XW9p4PiYW4kAjiMYJueeS+fur+WB3r1+DRNMTUDqq6fbJfuMPcrEBIeOfm61X0n/kYNa/66Rf8AoFbVFFFFFZ+vf8gC/wD+vd/5VNpn/ILtP+uCf+girVJTd3scVw2k+O7Tx6+saHpi3Gn3CW7CK4kAY8/KWwOmCRxnvUvgTwhqejaHeaZ4juotSW4myI2ZpUCbQMHeO5GcV2NtawWVstvbxJFEgwqRqFVR6ACstv8AkdE/68D/AOh1tUUUlNeQJknAUDJJPArhfEvxc8NaGzwW8j6ncqD8ltgoD6F+n5ZrzufXvHvxNme106F4LAnDJATHCo/25Dy30/Suu+HfwvsLIWuvX1y9zfRuzRovyxxsCRn1b8cfSvUlG1QKWiiiisTWf+Qzo3/Xw3/oBraFLRRUVwdttKRJ5ZCH58Z28da+e9Gm+Gslk3/CStf3GpiVxLcRu7JNzw64xgEdjzXuHhI6WfC1h/YgkGneX/o/mZ3bcnrnnrmtmiiiiq2of8g26/64v/I1W8O/8i7Yf9cF/lWlRRRRSHpWLrH/ACG9F9fOk/8AQKytF+I2j694lm0KxFwZoQ+JSg8uTacHBzn9K7CqOsapb6LpdzqV2SILWIyPtGSQOw9yeK5DwvF4U8b6iPGdhps0d/bymNmkO07gvUqCQTtYc13aAhBmnUVh+FmC6bPk/wDL5N/6FXn/AMY/G7WsX/CM6bMRNcLm8dOqxnpH9Wzz7cd66H4XeCh4X0L7Tdx41K+UNNnrGn8KdfxP19q7oDAxS0Vn61q1poemT6lfSmK3t03OwGT7ADuSa+f9X1rV/if4mjiIkgsI3ASNRlLdCcbm9WP/ANbpXv3h/RLPw5o0GlWCMsFuCBubJYk5LH3JJNaVJWfrmt2GgaVLqWo3Iht4hye7HsqjuT6Vw1vrOlfGPQ9R0ZVutNa3kjkDsFYlcnaf0OR+tdL4N8F6d4NsWt7NTLNLzNcuoDyeg9gOwFdIAB0GKxtJ/wCRg1r/AK6Rf+gVtUUUUUVn69/yAL//AK93/lU2mf8AILtP+uCf+girG4cgHkVyWvfECz0DxZp3h+e0nlkv9oEyYAQu21eD15646VTi8G6/H8TpPEf9rgabJnNuHbcV2AbNp4xkZzmuvtdK0+zuZrm2sLaCefHmyRxKrSY6ZIHNW8DOcUGsZv8AkdE/7B5/9DraopCRmkJz0PNeRfEHQPiF4j8ST2FmsjaKSohCzLHERt5385POeuav+F/grpemFLjXJDqU458lcrAp+nVvxwPavSre2htrZIIYI4Y4xhY41Cqv0ArL8J/8i9B/vSf+hmtqiiiiisTWf+Qzo3/Xw3/oBraFLRRUc8gigklYZCKWIHcAV5VZ3HxA13SG8S6bJottYvukgsntwS0anoW29eD3HTtXofhbVhrvhjT9UEKw/aYQ5jUcK3Qge2Qa1ScUmfalJxQDmlqtqH/INuv+uL/yNVvDv/Iu2H/XBf5VpUUUUUh6VxXxK1g6FpUGpLxJEJVj/wB9k2r+p/SuS+BWkN5Wo69NkmRhbRk+3zOfz217FXF+PPHdn4VubPTbzSZb5NRBD8gJsyARyDuPPTjtzzXTaVpGnaLbfZNMs4bSAHOyJcAn1Pqfc1foorg7zxRb+EvB15qMuHmN3MlvETjzJCxwPoOp9hXE/CvwpP4l1ubxZrmZo0mLxF+POnzktx2X09cele3omzvmn0UlZfiPw9ZeJ9Il0vUDIIJSrExttYEHIINYMvhbS/CfhdLHS4iqtdxNJI5y8h3jlj3rsh3oPFUr/WNO0sxC/vbe1MzhIvOkC72PYZry7xz4O8Y+MvGYgcpDokRH2eYupSMbfmJUHJbPH5dBXoPhXwpp3hbSEsbBPmzummYDfM/dj/Qdq3qKxdJ/5GDWv+ukX/oFbVFFFFFZ+vf8gC//AOuD/wAqy9Y8UWnhHwjbapewzSxqkUYSIDcSRx1I9DXOa9b6x8RdA0fVvCury6VCzOZEkkaNjztySvXaQ3HfNdqukWlwts99bwXdzbKuyeWJWYMMZZSRkZIzWiOBS0UhrGb/AJHRP+wef/Q62GYL1x+dIHDdMY9Qa4j4geHPFOt6hpsvh/V/sUUBImXzWj5JB3HH3hxjH+NdumcAE5IHNPopD0NY3hL/AJF6D/ek/wDQzW1RRRRRWJrP/IZ0b/r4b/0A1tCloopkhRY3MhAQAls9Md68Cvpvh6L64js9Y8Rpp8ku57a0X9w/rjOOPwr2rwvPp9z4Z0+XSYnisTCBAki7WCjgZHrxVnVLNdQsXtGnnhWTAL28nlvjOSAw6Z6fSuc8PxCz8WajYaZc3MulW1uiyia4aZY7osSVVmJbOzGRnjipdVibW/GCaLPc3Mdjb2H2mSKCdojM7SbVyykEBdhOM87vapvB0twkWpabPcyXK6ZfvbQyyklzHtV1DE9SA+M98CulrM1fVbC2tri2nu4o5mhbCM2Ccg4qjomu6TbaJZwTahAkkcKqys/IOKvf8JJov/QTt/8Avuj/AISTRf8AoJ2//fdH/CSaL/0E7f8A77o/4STRf+gnb/8AfdH/AAkmi/8AQTt/++6T/hJNF/6Cdv8A991x3xDtNM8Y2un6fFrUVuizM8koG8KNvcZFbXhZ/Dvhfw9a6RBq1vIIAd0hbBdick47cmtZvEejEf8AIUtx/wADrjvDnjxPEHiC+t9Z06ztbWxJazuJVJLHdtyGb254rsv+Ek0T/oJ2/wD33S/8JJov/QTt/wDvuj/hJNF/6Cdv/wB90n/CSaKTganb5/368Cvln8Z+Pm06a4+y2EFxIA8hwsUe4lm6febt+A7V7lpmo+GtI0230+zvbaOC2jEca7xkAep7n3q5/wAJJov/AEE7f/vuj/hJNF/6Cdv/AN90n/CSaL/0E7f/AL7rivFni3XIPFujx+H7yCTS5CPtZwpX7/zbmPKgL6frXar4j0ZeDqlv/wB91leI9a0y70xY7e+hlYXEbEK2cAMMmtb/AISPRuf+Jnb/APfdZviHxzo2iaHdaityl20CjbDE/wAzknAHsM9T6V4jZW2pfEvxO1/rV+traE/vJnOEjQf8s4we/wD+s171BrmgwQRwLqVuUjQIMyZOAMc1KPEeiDpqVsP+B0v/AAkmi/8AQTt/++6P+Ek0X/oJ2/8A33WXput6XDrOqzSX0KxzPGY2LcNhecVqf8JJov8A0E7f/vuj/hJNF/6Cdv8A990f8JJov/QTt/8Avuj/AISTRf8AoJ2//fdH/CSaL/0E7f8A77pkviTRkiaQ6lBtUEk7s9K40/EHS/Gvh/XtP095rOdbZkha4IXzNwIBXBz26e9S+DIrS08FjR/FWq2eoNI7M0UsplCocYUk+hGfbNdXDrnh63hSGC9s4okGFRCFVR6ADpUg8SaIOmp23/fdL/wkmi/9BO3/AO+6P+Ek0X/oJ2//AH3R/wAJJov/AEE7f/vumv4m0OONnfVbVEUZLNIAB+NY1v4o0K+8Ti9tdVtprdLMxtIr5AbfnH1xUfjMaP4s8PS6Suv29oZJEfzfvY2nPTI/nU3hafR/Dfh+00lteiuzbKVMrtjdkk8DsBnpWx/wkeiE5/tK2/77o/4STRP+gnb/APfdL/wkmi/9BO3/AO+6P+Ek0X/oJ2//AH3Sf8JJouP+Qnb/APfdZnhzW9Ls9EhhuL6CKQFyVZsEZYkVqf8ACSaL/wBBO3/77o/4STRf+gnb/wDfdH/CSaL/ANBO3/77o/4STRf+gnb/APfdH/CSaL/0E7f/AL7o/wCEk0X/AKCdv/33Wbe6nY6hrekLZ3UU5SdiwRs4Gw10gpaKKiuDi3lPl+ZhD8n97jp+NeReDU+Idz4dik8Pvoltpxkk8qCbLPD85ypwOx9ea9U0VdTXSLZdYaFr8L+/MH3C2e34YqPX7XUL3Rbm20u6S0vJU2xzuCRHnqeO+M496xND0bX9I082CPo0NukLiA28UpfzT0dyzHdzye5qS50TXPtVjq1nfWQ1WO1+zXnnRMYLhc7sgKQQQ2SPqa0tA0d9ItJRPci6urmd7i4nCbd7sewzwAAAOegFa9UtStoGsbmRoY2cQthioJ6HvVTw/Z2r+H7FmtomJgUksgJPFaH2Gz/59IP+/Yo+w2f/AD6Qf9+xR9hs/wDn0g/79ij7DZ/8+kH/AH7FH2Gz/wCfSD/v2KQ2VmP+XWAf9sxXMHVtC1fX9Pg0u4tLk287pcLDg7TtOMjvyDz04rqBY2mObWH/AL9iue8bjVrHQRN4Y0uC5v8AzlGzyFb5MHJxx7VoaBbzXOgWM2rWUMd80Km4j8lRtfHIx2rR+w2f/PpB/wB+xR9hs/8An0g/79ig2NmP+XSD/v2KQWVpn/jzh/79isjwxa28unzl4ImP2qUZKAnG7pWx9hs/+fWH/v2KPsNn/wA+kH/fsUjWVmqlvssHH/TNaxNG8R+GPEGoXVjpb29xNaf60LDgYzjIJGGGe4rbFhaEZ+zQ/wDfsf4Uv2G072sJ/wC2YrH8T2tvFpaMlvEp+0xD5UA/iHFYXxC8a6V4Oszb29rbXGqTLmKHYCIx/ff29B3+lY/woXxFrRvr/wARJ5+nXCjyBcQoA75zlVx93H4elelpptjGoSOzt0UdAsSgD9Kd9hs/+fWD/v2KPsNn/wA+kH/fsUfYbP8A59IP+/Yo+w2n/PrD/wB+xWRpVrbtrusI0ETKrxbQUGB8vatf7DZ/8+kH/fsUfYbP/n0g/wC/Yo+w2f8Az6Q/9+xQbK0H/LpD/wB+xXJan400LS/G1t4Wn0z97cBP34jXYrN90Y6+n51Q0fwdr1j8Qb/Vr2+tp9JuTIFt87jtPKLtIwNvt6V0d/oOkabompy2OmWls8sTu7RQqpZsHnitDTrK1bTbVmt4WJhQkmMcnaKs/YbP/n0g/wC/Yo+w2f8Az6Qf9+xR9hs/+fSD/v2Kr339ladbPc3iWlvAgy0koVVH4mvNPEfxj0Gy82DQtJjv5F4FxLGEiz7DG5h+VchB4f8AHPxIu1nuYzDadRJNH5MCD/ZUD5vwz9a9H8FeBrPwhrhs/Pa+kuLTzJXlQBdwbHyr2ru/sNn/AM+kH/fsUfYbP/n0g/79ij7DZ/8APpB/37FH2Gz/AOfSD/v2KPsNn/z6Qf8AfsUfYbP/AJ9IP+/YoNjaY/49Yf8Av2KyPC1pbS6BC8lvE7FnyWQE/fNa/wBhs/8An0g/79ij7DZ/8+kH/fsUfYbP/n0g/wC/Yo+w2f8Az6Qf9+xR9hs/+fSD/v2KPsFn/wA+sH/fsVk6rBDDrOjeVEkf+kNnaoGfkNbopaKKZIu+J1DFSwIypwR9K8puPhx4fs/Edto7a14h+16kktx5iTptJX7xbjOT9K9L0XTI9G0e206KaadLdNokmbc7c55NXetGB6UYHpRilqtqH/INuv8Ari/8jVbw7/yLth/1wX+VaVFFFJXM/EHXR4e8HX955gWZ4zDAM8mR+Bj6DJ/CvNfg9pDwTW2rvnFzctBHxgFUTJP5nH4Gvb84GO9caLHxm3xJa6+1hfDmz/U+YvP7vH3cZB3nOfauyUEDmnUlcj8RPGUfhPw68sDA39zmO1Q+vdyPQD9cCuc+C0OuSafe6lqN7PJZ3Ug8iOZixZgfmcZ6A9Pf8K7fwr/yDZ/+vyb/ANCrbpCwHU14n8TPiPNqlxL4Z8PNIYS5huJowS07Zx5af7Oep79OnXsfht4CTwnppurgtJqd2g84g4WJevlgex6n1rux0oLAHBPNeYfEj4kafo8i6Paxi+vI5ElmAfCRFTnaT/e9h0rVk+H+g+LdUtfFt9Dc+ddQxTSWjuDGTsGAwxnjjIzzj3ruURUVVVQoUYAAwAKdRRRRWLpP/Iwa1/10i/8AQK2qQkCue8XeLtO8H2Ed9qK3DpNL5SLAoLE4J7kDoK53xFpOv+NxoWteGdaaystqztFI7JznIbAzuOCRg8ce9drJo2mz6jFqM+n20l7CMR3DRAyL9D17mr20egqhr3/IAv8A/r3f+VTaZ/yC7T/rgn/oIqyTik3r61meJb3UNO8OX15pVr9rvYot0MOCdx+g646474rxKLwf8QPiDqBn1pp7eFW+/fAxqn+5H/gPxr0vwv8ACvw94cKTvCdRvF5E9yAQp/2U6D9T712oHHNY7f8AI6R/9eB/9DraooooopD0NY3hL/kXoP8Aek/9DNbVFFFFFYms/wDIZ0b/AK+G/wDQDW0KWiimSusUTyN91FLH6CvMtH8Yf8JL4rfUm0BomstNnudNkecq88W4Kcj7o3EHnnGO9d/oGrw69oNnqsCNHHdRCQI3VfUfnmtGiiiiq2of8g26/wCuL/yNVvDv/Iu2H/XBf5VpUUUUV5t8X/DviHxHb6bbaNbfaYI5HaZA4UhsAKTkgY61sabo0fh638MaVGqg25YSFRwz7Pmb8STW34jimu9Du7G1vEs7q6iaK3laTZiQjjBHOfpzWb4B8P3/AIZ8PLp2pXqXdwsrvvRmYKDj5QW57Z/GuooqrfX1vp1nNd3cyRQQqXd2OAAK8Ft1vvi38QzLJvi02Hkj/njADwOv3mPXHck9q97srKCytIba1jEMEKhI41GAqjoBWb4V/wCQbP8A9fk3/oVbVIyhutctonw38O+H9bm1ayglM7kmNZX3LBnrsGOPqc11KIEGBQxIGQM1zGoa9a+IIdU0Pw7rVumtwwsFIyfKIOCc4x7ZGcE157o3wuk0a1/tbxCUmvTdx+XCr70XLjLMf4ifSvaVGM+5p1FFFFFYuk/8h/Wv+ukX/oFaN/exadY3F7cEiG3iaVyOwUZP8q42HxOfiN4P1WPwzJPp98m2NHnOwqTg5DLnGRkVb8LeG7weEotL8YGDVZvNZyJj5uwE8AsepHPPviushgjt41iiRUjQBVVQAFA6AAdKkorP17/kAX//AF7v/KpdNb/iV2n/AFwT/wBBFWW5XmuE8Hx+O08Sao3iJ1OmFm+zhypOd3y7NvRcdc+1d5jK0m0U6kNYzf8AI6J/2Dz/AOh1tUUUUUUh6Gsbwl/yL0H+9J/6Ga2qKKKKKxNZ/wCQzo3/AF8N/wCgGtoUtFFRXBUW8pZC67DlAMlhjpXjnhvwOviS3Oq6L4mv9LsW32htJVHnRR79zRbg3AzyBivW9H0220fSLXTbMYgtoxGnqQO59z1q7RRRRVbUP+Qbdf8AXF/5Gq3h3/kXbD/rgv8AKtKiiikJwKaWUdf1rH1gga3op/6bSf8AoFc54h8NaX488Q2F9Z+IIg+jyKJ4IcSc7gw5B+U8YzzXe4HpS0hYKMk14n8W/FU2u6vD4R0bdMolVZgn/Lacn5UHsOPxPtXpHgXwlb+ENBSzQBrmXD3UoP8ArHx/IdBXSVi+Ff8AkGz/APX3N/6Eaj8Yvr0Phq6l8OKH1FMGMbQxK5+bAPBOOlL4Ll12bwzayeIwF1JgTINoBAyduQOAcYyK3aNwryr4teJtdt7y08N6LFcI1+oYzQ53y/MRsUjp7/X0rS+Gvw3fwmsmpX06yalPH5ZSNvkhQkErn+I5HJ9uPWuo8VD/AIlEf/XzF/6EK2x3paKKKKazgZ9q4W08Z6bafEvUPDkqzi5uXjEcm0bCwQHb68g9ab4Q8N+LtO8T6rda9qK3mn3SsscbTGTJ3fKdpGFG3IIrrdI0LTNChkh0zT4LOOVt7rEuNze9aGB6UtIWA61BcX9pZ7PtV1DB5hwnmyBdx9s9ar66f+JBfH/pg/8AKuNTwXrl1410vxLFrQjsYYIR9m3NuCBBuQDpgnn8favQQOMGjA9KWiikNYzf8jon/YPP/odbVFFFFFIehrG8Jf8AIvQf70n/AKGa2qKKKKKxNZ/5DOjf9fDf+gGtoUtFFYHi3xLa+GdME91HNO1wwght7cZllc9l/DvXnPhnwd4J8VXlzbSWuu2GoxDzZbe9m2yMrH7/ACOa9X0bSrbRNIt9Ms9/2e3XanmNubGc8n8amvLuGxtZLq5lSGCJS8kjnAVRySap6F4gs/EVi95Yeb5STNFmWMoSRjnB5xz3qHWfEsOkX1vZfYL+9uLiNpVjs4g5CqQCTkjuwrQsLw31pFcm2ntjIM+TcJtkTnuATirVVtR/5Bt1/wBcX/kareHePD1h/wBcE/lWlRRRXKfEbxCfDvgu9uo3KXE37i3K9Q7d/bAyc+1YXwa/tefwrPd6ldzzxTXB+zCZtxCgYYgnnBP8vet7xjrWn6BdaRqGp3Agt45ny20sc7egABJqPwT4N0nw0Lq/0m7nuI9U2yBpCCAnLLjgf3uprrqKY/TkA81w3hf4Y6b4b8RXGs/apbyV2JgEiACHd948dTzgHjFd2AB0orh7Dxr4f8PIdP1LUUgup7uUrHtLlQXwC2B8v41245HNAAXvUd1cwWdpLc3MqQwxIXkkc4VQOpJrwvxX8Qta8b6wuheGBNHaSSBYhFlZZyD94n+Fe+PQZNez6FZXNloVhaahP9ou4bdUlmzu3MBycnk1oqoUYFY3iv8A5BKf9fMX/oQraHeloopK5jxj4507wVDaSX8cszXTlUjhAyAMbmyfTI496yNf0TxJr3ijRdd0XWvJ0tVjkaEyNGQhILHA+9uU456YrZ03R9Ol8Y6tqT2UJvYmjCXG351BTBAP04rpQMDFLSZrO1jXtM0G0N1ql7DawjoZG5b2A6k/SvKfE3xunuGaz8L2RUtwLqdNzH/dT/HP0rI0r4aeLfGV0NT8RXU1rHJj95d5eZh/sp/CPrj6V7XrEYi8M3cakkJasoJ9lq1pn/ILtP8Argn/AKCKtUUUUUhrGb/kdI/+vA/+h1tUUUUUUh6Gsfwn/wAi9B/vSf8AoZrZooooorF1n/kMaN/18N/6Aa2RS0UVyPjnQNd1ebSbzw/NaRXenXDSg3RO3lcdADmua/4Rr4o/8JB/bpv9C+2/Zfsu7DY8vduxjZ1z3r0XRU1KPR7ZdYeF78J+/aAYQtnt+GKsXIhaFluBGYiMMJANpHvniuZ8H3lrHFr7vcxALq91ISXHCgjn6e9O1e00/WL+01G18SnT7mK1YRvbyRHfDIQd2HByuUHI9DVrwfqdxq+hpc3MwnZZpYkuVTYLhFcqsgHYMADxW/WRrMGqtFO9tdwR2whO6N4tzHg55zWfo1rrraNaG21G1SEwrsV4CSBjoTnmr32TxJ/0FLP/AMBz/jR9k8Sf9BSz/wDAc/40fZPEn/QUs/8AwHP+NJ9k8Sf9BOz/APAc/wCNeTfGGXWptU0nRbiVLrzFMsIhiK5dm249zx+tel6JoWuaNotppltqNksVrEIwPs5PI6n881x3iGa18ZeKYvBepXXnXNvIW3xwGNFYJk4Ocnj2rubPS9esrOG1t9Rs1hgjWONfs5OFAwB19BU32TxJ/wBBSz/8Bz/jVHWL3WNC0q51K+1eyS3t0LMfs5yfQDnqTgD3NYvgjxfrHje3u5bWeG0a0dVdZYQ2dwJGCD7Guo+yeJP+gnZ/+A5/xpfsniT/AKCdn/4Dn/GuQ8e+M9Z8GWsKG+tbi9uc+VGtvjao6ucn16ev4VxXw/8AAWoeLriXxLqMi7BNvjNwm4XL5ySRn7oPbofwr2P7J4lx/wAhSz/8Bz/jVDWdQ1PQNLm1LU9bsobeIck2xyT2UDPJPYVxHhbx74h8ea1PoptbVbGWB97GEttXp8/Pfpx3rqvDngKfwpHKuk3FpE8rZeWSEu5HpuJ6e1bn2TxJ/wBBOz/8Bz/jS/ZPEn/QUs//AAHP+NZev2+tpp6Nd39tJH58eAkGDu3DB6+taf2TxJk41Szx/wBe5/xo+yeJP+gpZ/8AgOf8aDbeJB11Sz/8Bz/jVPVLnW9J0u51G61W08i1iaR8W3OAM4GT1rnU1LxF488HXF14b1hbaUS7MtEYJMrgldwJxkEc/hWjZ+EtcvdBs7TxFcaZqU8Azm6tvOKk/wC0epxxnvW4tj4iRAiajZKqjAUW2AB+dZ2n2+tnV9TWG/tlmV4/NYwkhzt4wM8VpfZfEn/QUs//AAHP+NH2XxIf+YnZ/wDgMf8AGuH+IPizxl4XuLayshFcvdoSJ4rUsVOcbQOeelc1pvws8W+L5zqfiTUHtS/I+0kvMR6beiD2/SvQfD3gGbwvHjS3sI5T964e3Lyt/wACJ/QYFbn2TxJ/0E7P/wABz/jVTVrbXk0i7a41G1eIQtvVYCCRjkA5qSxtfEJsLcxajaJGYl2qYCSBgY71Y+yeJP8AoKWf/gOf8aPsniT/AKCln/4Dn/Gj7J4k/wCgpZ/+A5/xo+yeJP8AoKWf/gOf8aPsniT/AKCln/4Dn/GkNp4l/wCgpZ/+Ax/xrNa31r/hJkT7fbG5+xkiTyTtC7+mM9c960/sniT/AKCln/4Dn/Gj7J4k/wCgpZ/+A5/xo+yeJP8AoKWf/gOf8aPsniT/AKCln/4Dn/Gj7J4k/wCgpZ/+A5/xo+yeJP8AoKWf/gOf8aT7J4k76nZ/+A5/xrN8PW2tvo8TWd/bRQlnwjwliDuOec+taf2TxJ/0FLP/AMBz/jR9k8Sf9BSz/wDAc/40fZPEn/QUs/8AwHP+NH2TxJ/0FLP/AMBz/jR9k8Sf9BSz/wDAc/40fZPEn/QUs/8AwHP+NULmHVI9b0j+0LqCdTO2wRRbCDsPXmuoFLRRRRRUNzawXtvJbXUKTQyrteORQysPQg9RVC18LaBZM72ui2MDSRmJzHbopZD1U4HIPpSz+GdCukgS40eymW2QJAskCsIlHZcjgewrRSNI1CooVVGABwBT6rah/wAg26/64v8AyNVvDv8AyLth/wBcF/lWlRRSVEbeF3WRo0Z0+6xAJX6HtWf4g1mPw5oV3qkkLzR2sfmFFYAtzjHPuRXI6Dc6N4j1PRvFtlpK2d5fTSpM5OWO1SvUcduuBXoY6U12KrkV4Z8S/Et14z8S2/hbQ2863imCZjOVnmPU5H8K+vsTXq3gzwxbeE9Bh02HDy43XE2P9bIep+np7V0FJmub8R+BND8VanaX2qxSyPajaFWTCuvJ2sPTJ7VY8JIkWkyxxqERLqVVVRgKA2AAKd4h8VaT4XtBc6tdrAjkiNQCzuR6KOv16VxvjDwtP8TotG1PR9YjXTNhLLIGGMnlgAOW6jBx0rsfCvhXTPCeliy02MgM26WV8eZK3qx9uwrcoorE8V/8glP+vmL/ANDFbQ70jEhSR2rk7Xx/pep+K7rwrbrcR38IkUSugEbOo5A5zxyenas7wF4c8VWM2qweLb4ahaXKhY0knMyvydxwegIOMV2Ol6Npui2Ys9Ms4rSAMW2RDAJPU+5q7jFLWLpP/If1r/fi/wDQKoePr3xJYaAZ/DFv592sq+YoiEjCPnJVe5zj8M1q+G5tUn0Gzk1mNY9QaIG4RRgBvp2OMcVpbRnPOaAoBz606is/Xv8AkAX/AP17v/KptM/5Bdp/1wT/ANBFWqKKKKQ1jN/yOif9g8/+h1tUUUUUUh6Gsbwl/wAi9B/vSf8AoZraooooorE1n/kM6N/18N/6Aa2hS0UUUUUUUUUVW1D/AJBt1/1xf+Rqt4d/5F2w/wCuC/yrSoork/iJ4qfwh4ba/gSOS7kkWK3ST7pY8kkZ5AAP6VJ8Ptd1DxJ4Wt9V1OCGKaZ32+SMK6g4DYycdCPwrP8AFvjKTSfGGk+G20eO9ttUCrK8mTwzlSAMYOOpzWve2dvY6rodvawRwQpNJtjiQKo+XPAHFdAOlee/Ffxt/wAI7o39m2MuNRvlIBVuYY+7eoJ6D8fSsz4OeCTp1j/wkd9CVurobbVXHMcXduehb+X1r1akPQ1wXhM+Pj4s1H/hIUQaS28w5K4BDALsxzjH9769a7xeFFc9oTyx6JeSQR+bMlxO0cZbb5jAnAz2ye9eQ2PhbxX8TfEsuoa0ktlbpJsleVCvlLyfLjU/55ya900jSrTRdMg06xiEVvAu1EBzx6k9yau0UUVh+KznSE/6+Yv/AEMVS8W+P9H8HXNpb6iLh5LrJAhTdsUHG45x37DmqGq6F4pufiHpmrWOomPRYkXzoPPKjvuBToc5FdFb+HNJttXl1iDToIr+cESTqPmbOM/yFatIWApA+TUGoRXE+nXUVpKIriSF1ikJxscggH8DiuN+GGl61pEerWuvXX2m8E6EsZjIcFePmNd3S0UUUVn69/yAL/8A693/AJVNpn/ILtP+uCf+girVFFFFIaxm/wCR0T/sHn/0OtqiiiiikPQ1jeEv+Reg/wB6T/0M1tUUUUUViaz/AMhnRv8Ar4b/ANANbQpaKKKKKKKKKKrah/yDbr/ri/8AI1W8O/8AIu2H/XBf5VpUU1jgV4f8Z9Uk1jxVp/h61bebdQCo7yyEAD8sfnXsGmacmiaHa6fajItLdY0H94gf1P8AOud+H2u+JPEFrezeI9MFm0UoW3JgaMkEHcOfQgc+9bWsf8hvRf8ArtJ/6BWx2rwrw54V1nx143n1zxNZTxWUUm+SOaNkV8fciUNztx1/+vXucSrHEqqoVVGABwAPSqOva9p/hzS5NS1KcRQR8erOeyqO5NM8P6/ZeJdHh1TT2dreYsAJF2sCDggitMKBXIfEPx0ngrSkMcXm311uW2Qj5RjGWY+gyOO9cD8KNB1zVfEZ8V3lzOlqu8bmJBuWYcgD+6M5/LFe2BQQCc5p9FFFZ+t6xbaDpNxql5v+z2y7n8tctjIHA+prhvF2pXPjbwDbX/hi7e3SS9QEzfu2baSOozj5tp/CumsvC1vqGkaavim0tdT1K0jAed03fP1ODjkdK6HAGPalrnfEnjnQfCyH+0r5fPx8ttF88rfgOn1OK8r1X4s+KPE922n+GrFrUS/KghUy3BHrnov4Dj1rqPhr4E17Q9Xm1zXb5hPcQlTbeaZGbJBy7dMjHQZr01RxWPpP/If1r/rpF/6BW1RRRRRWfr3/ACAL/wD693/lU2mf8gu0/wCuCf8AoIq1RRRRSGsZv+R0T/sHn/0OtqiiiiikPQ1jeEv+Reg/3pP/AEM1tUUUUUViaz/yGdG/6+G/9ANbQpaKKKKKQnApocE4pxOKB0parah/yDbr/ri/8jVbw7/yLth/1wX+VaVFIRkEVg3HgvQ7nxRH4kltAdQiACvuO3I4DFehYDofp6VmfEGXxammWY8II32hrjbMUVCQuOPvcYz1NdVZed9gg+0nM/lL5h/2sDP61mayca3ohP8Az2k/9ArXjlSRAyMGU9CpyD+NPqhrWtWeg6Vc6lfOUt7ZNzEDJPYAe5JArwSW5134veL0h2PDZQtnYpylrFnkn1Y/qfavedD0ax0DR4NN06Ly7eEcA8lj3JPck81xPxB+KVv4ceTSdKCXGpgfO7YMduff1b27d/StDw/Yjx14X0+98Y6JCbpHLxblK5XIw2M8bvTocVueFFC6ZMFACrdSgADAADdK3KKQnFNDgnGDXJWfjvTPE97qfh/RpriHUoYZRHNLFhAy/LuByehIPIqp4I0DxING1Cx8ayrqEdxIvlxTyib5R1z7EgED+Vamr6VZaN4chstPto7a2S5i2xxjAGXGT+ddMKbIcITycc8da8H1P4keMvFuqSaZ4ctZrSPJURWyZlIzjLufu/pj1rR8P/BG7up1uvE2o7d3zSQQNukJ9GkPH5Z+teq6L4c0vw9a/ZtKsobVDyxQfM/+8x5P41q0Vi6T/wAjBrX/AF0i/wDQK2qKKKKKz9e/5AF//wBe7/yqbTP+QXaf9cE/9BFWqKKKKQ1jN/yOif8AYPP/AKHW1RRRRRSHoaxvCX/IvQf70n/oZraooooorE1n/kM6N/18N/6Aa2hS0UUUUVV1Bbt7KVLGWOG5ZCIpJE3KjdiR3xWF4Ie7NhqcV9fzX0ttqc8InmPzMFwOg4A9hTNWE+seLE0Q393Z2dvY/apvssvlvMzOVUbhyANrHjrkelT+ELm8aLUdOvbprptMvnto55Dl5I9quu71YB8E98Zro6ztVv7SC0uYJbqGOUwthGcBjkHHFU9B1XT4dCsopL63R0hUMrSgEHHQ1of2zpn/AEEbX/v8tH9s6Z/0EbX/AL/LWD4r8f6T4X0lb5pBevJII44beRSxPUnPYYFaOkeKdJ1fSrbUEu4okuYw4jlkUOo9CM9a5rR4tXtvH+o6nqPiS1l0eZX+z2wvchckbfk6AgDr712I1fS1GBqFr/3+X/GvMvi94yitILOw0q+U3jB2kkhbJjjYbevTJ5H0rR+E1knh3wuTqOoQxy3riUWzyjMK4479T1xx1rvP7Z0vp/aNr/3+Ws7XE8O+IdLm03Ury3kt5sblW4Cnggggg+oqLw/Y+FvDNh9g0me1iiLbmJmDM7erHPNZ0vxU8MQ+IYdEjuXneWRY/tMIDQKx6Ddn9RkVz3hz4beGtL1qfUdU1m11U+Zvt45GCqpzncwz8x/SvRhq2lDn+0LX/v8AD/Gsvw3qVjb2Eyy3kEZN1KwDyAEgtwa1/wC2dM/6CFr/AN/lo/tnTM/8hG1/7/LXO618SPD+i6za6XNctPJckDdbgMsWTgFjn+WelY848Qf8LNGpQ+IbZNAwu6E3aldu3DLs9S2Tu/Wum06z8JaVfXF9YDTre5uv9dJHIoLfrxk8nHXvWl/bGlKf+Qha8/8ATZayfEupWNxpiJFewSMLiIkJICQAwyaxZPHWpr8SE0NILU6I2Cb7Dcfu93387fvcV2J1jSz11C1/7/LUUV9ocBYw3VjEXOX2Oi7j7461KNY0sHP9oWv/AH+X/Gl/tnTP+gja/wDf5aP7Z0z/AKCNr/3+Wj+2dM/6CNr/AN/lrJ0vUrGPW9Xle9t1SR4yjGQANheceta39s6Z/wBBG1/7/LR/bOmf9BG1/wC/y0f2zpn/AEEbX/v8tH9s6Z/0EbX/AL/LR/bOmf8AQRtf+/y0f2zpn/QRtf8Av8tUdb1XT5dEvY4763d2gYKqygknHTFS6dq+nJp1sj39srLCgIMq5BwOKs/2zpn/AEEbX/v8tH9s6Z/0EbX/AL/LR/bOmf8AQRtf+/y0f2zpn/QRtf8Av8tH9s6Z/wBBG1/7/LSf2zpn/QRtf+/y1lHUrE+LUn+2QeULIpv8wbd2/pn1rW/tnTP+gja/9/lo/tnTP+gja/8Af5aP7Z0z/oI2v/f5aP7Z0z/oI2v/AH+Wj+2dM/6CNr/3+Wj+2dM/6CNr/wB/lpDrOmY/5CNr/wB/lrK8M6nYW+hwxTXlvHIGclXkAIyxrW/tnTP+gja/9/lo/tnTP+gja/8Af5aP7Z0z/oI2v/f5aP7Z0z/oI2v/AH+Wj+2dM/6CNr/3+Wj+2dM/6CFr/wB/lrK1G9tbvWtHFvcxTFbhsiNw2PkPpXQiloooooqvffahZyGyWJ7nafKWZiELe5AJx9K5nQdM8U6YupLcLpI+2SzXUbRSyNtmfGAQVHygjk5zTrjR/EK3tnrdrLp76p9j+y3sMpdYJRncCpAJGGJxkchjWp4f0afSrWZrueOe8u7h7m4kjUqpZsAAA9lUKo+la9Z+qWFrNZ3E01tDJIsLYd0BI4OOaqaFplhPoNjLLY2zu0ClmaJSScfSr/8AY+mf9A61/wC/K/4Uf2Ppn/QOtf8Avyv+FeIfFhk1XxxZ+HtMt4kaEJHiJAMyyEenXA2/rXo+veFdIvfDP/CL2t1ZWF28UaRSFV8zCEc4GCc4x+NaPhfwfa6D4etdMu0t76aANunaEZfLE98+uPwpniu90HwpoU2qXem2rbcLFEI1Blc9FHH+QDXkPgXQ5/FfjCHXdXt0azkuzlduFlkA3BQMY2rxn8BXu40fTcc6fa/9+V/wrhvHGmeKV1PTR4U0q1a0BLXH7qIBjnG1938OPT3rtP7N0lELSWFooUZZjEoA964j4mWN/eeHIYvCemw3CXEpS5ks40ZwuBgAjoCeuPSo/hx8LYtDiGqa7BHNqT/cgYB0t1/kW9+3avQf7H0z/oHWv/flf8KP7H0zP/IOtf8Avyv+FZHhzTrGfT5mns7eRhdSrlolPAbgdKl12fw74c0qXUtSsbeO3iKglbcMSScAAAVyPimwu/GvhrTr3wJ9mhhklZpjhYXOOAM47EHI9xXVR+DNHvIrC51bS7K51C2hQNKI8KXHJIAwCN2TyK1DpOmKQDp1sSe/kr/hQNJ0wn/kG2v/AH5X/CuK+IGieJpLzTF8I2dvHCS32kqkagHI2lsjO3Gelb3iLTrS30iF1s7aOXz4QzRxAfxDPbpWyNI005zp9r1/54r/AIUf2Ppn/QOtf+/K/wCFH9j6Z/0DrX/vyv8AhR/Y+mf9A61/78r/AIUf2Ppn/QOtf+/K/wCFH9j6Z/0DrX/vyv8AhR/Y+mf9A61/78r/AIVk6XptjJrerxvZW7LG8e1TECFyvYY4rW/sfTP+gda/9+V/wo/sfTP+gda/9+V/wo/sfTP+gda/9+V/wo/sfTP+gda/9+V/wo/sfTP+gda/9+V/wo/sfTP+gda/9+V/wqjrWl6fFol7JHY2yssDFSsSgg4+lS6fpOnPptsz2FqzGFCSYlJPA9qs/wBj6Z/0DrX/AL8r/hR/Y+mf9A61/wC/K/4Uf2Ppn/QOtf8Avyv+FH9j6Z/0DrX/AL8r/hR/Y+mf9A61/wC/K/4Uf2Ppn/QOtf8Avyv+FZLabY/8JbHAbO38r7CW2eUNud/XHrWt/Y+mf9A61/78r/hR/Y+mf9A61/78r/hR/Y+mf9A61/78r/hR/Y+mf9A61/78r/hR/Y+mf9A61/78r/hR/Y+mf9A61/78r/hSHR9Mwf8AiXWv/flf8KyvDGnWNxoMMk1lbyOWf5miUn7x9q1v7H0z/oHWv/flf8KP7H0z/oHWv/flf8KP7H0z/oHWv/flf8KP7H0z/oHWv/flf8KP7H0z/oHWv/flf8KP7H0z/oHWv/flf8Ky9Ss7W11rRzb20UO64YHy0C5+Q+ldAKWiiiiikxmjaPSjA9KKWq2of8g26/64v/I1W8O/8i7Yf9cF/lWlSVwVn8N7TSvHFz4un1KSVA0k6xSp/q2YHJL55ABOOOOPSkt9E8OeNPFsHjDTtXkuW051iMUS4TcmSMkjOOc8da7uWRYoWkdxGqDczMcBQOpJ9K8C8S6tffFTxxbaTpRYWULFISRwF/jlbH04/D1r1VdKs9Abw9p1kojt7VpACQBnCcs3uTkk/Wn6H8QNA8Qa3No+nXTS3EIZt2zCSAHB2nv610bouOAMnj614T438aaz4y19/DGgxzra+a1uYU4e5YHBL+ijHTpjk16l8P8Awh/wh/h4WEkxmnlczTsPuhyAML7AD8a6kADoKDSFlAJJGB1rz3w34ni8SaDrWmeGrrZqkZlkieZCqjex2sD/AJxxV3wroOtX/hWfTfHqC/aScsqSuHwgxjJXvnJFdTpmm2GkWMdjYW0dtbxA7I0GAPU/jXJ+J/iv4e8Ob4IJv7SvF/5Y2zAqp/2n6D8MmvOrnxX49+JUpsNJgeC0b5ZEtcog/wB+Q/yz+Fex+EdKvdF8M2OnahdG6uYI8SS7i2SSTgE8kAED8K2yoJyRWL4r40iMf9PMX/oQraHelooooorF0n/kYNa/66Rf+gVtUUUUUVn69/yAL/8A693/AJVNpn/ILtP+uCf+girVFFFFIaxm/wCR0T/sHn/0OtqiiiiikPQ1jeEv+Reg/wB6T/0M1tUUUUUViaz/AMhnRv8Ar4b/ANANbQpaKKKKKKKKKKrah/yDbr/ri/8AI1W8O/8AIu2H/XBf5VpVn6trul6HHHJql9BZpK2xGmfaGPoKyfF/i7Q/D+mxprEswi1ANEnkJuLLgBiD0wA3/wCup/CnhPSfCmny22krMI53EjmV9xJwAP0rYvbSG/sp7O4XfDcRtHIucZUjBH5Gud8I/D/SfBvnvYNLNNcHDSz4LBeyjA4H88CvNviv4xbWtUh8NaEZJzC7RztEDmWQ8eWuOuOhx1rp/BvhnTfhx4el1vxA8MN9IP3sp+byVPSJfU+uOv4Vz0PxK8TeJvHVrbeHUMenecqmAxKxeIH5ndj93jPQjHHevXLbRdNtr+fULeyt4rq4P76ZIwHf6mr9ITg9K5/UfG2j6Z4ns/Dt00wvbwKY9seUG4kLk+5FYen6f42HxLuri9uC3h194SNpVKFSvygIDkHPfHr61oeBvDmk6VFe3mn2SW881xJG7KTyqscADoB9KueNPFsHg3Qv7RuLaS5LyCKONGC5YgkZJ6Dg15BPrHj74nzNb2ETwaeTtdYSYoFH+255b6fpXZ+F/gtpGmhLjXJP7TuBz5WNsK/h1b8ePavRrazgtIRBbxRwxL0SJAqj6AVYorE8V/8AIJT/AK+Yv/QxW0O9LRRRRRWLpP8AyMGtf9dIv/QK2qKKKKKz9e/5AF//ANe7/wAqm0z/AJBdp/1wT/0EVaoooopDWM3/ACOif9g8/wDodbVFFFFFIehrG8Jf8i9B/vSf+hmtqiiiiisTWf8AkM6N/wBfDf8AoBraFLRRRRRRRRRRVbUP+Qbdf9cX/kareHf+RdsP+uC/yrQbp1xXhHxUvH8U/ESy8PWj7/I2WwwePNcgt+QwPwrtNOvPCXjTWZPCk+jPKnh9NsMkxwp2ERsAAc4yB1znFdH4u8VWfg/RG1C4G8k7IIFIBlfsPYep7Cq/gLxhN4x0aXUZtPNiI5jEBvLK+ADkHA9cV1OcjivNvEGmeF/AWuQeKzA0ck0srOqtu3MVPCL2JJ/DNNEum/GjwxLBsudMeyulKscSYbae3GRgn0xXW+E/Cen+EtMFhYxZJ5muHA3zN6n29B2rdG1eBge1Y/ifxRp3hTS11HUmlETSCNREm5mYgnH5A1y3i2Txb4mtNI1HwJf4sZAZHkWQRFjnjcG6gc5X9K6mbwzo97q1prF5YxTajaIBHcEnII9uhwSccVPruoTaRoN7qNram6ltoWkSEZy5HbjJrnfhZrdzrvhue4u7M28i3cmSAQr5weM88Zx+FdXqGmWGrWxttRs4buEkN5cyBlyOhwalit4YIVhhiSKJBhURQqqPYDpUgAHQUtFFYniv/kEp/wBfMX/oYraHelooooorF0n/AJGDWv8ArpF/6BW1RRRRRWfr3/IAv/8Ar3f+VTaZ/wAgu0/64J/6CKtUUUUUhrGb/kdE/wCwef8A0OtqiiiiikPQ1jeEv+Reg/3pP/QzW1RRRRRWJrP/ACGdG/6+G/8AQDW0KWiiiiiqWr6ra6Jpst/eFxDFtB2KWYkkKoAHUkkD8ao6T4mi1PUJdOnsLzTr2KMSiC7VQXjJxuUqSCM8HnIo1jxKNL1G20+HS73ULi4ieZUtQnCqVBJ3MvdhWjY3Ul5aRTyWk1o0gyYZ8b056HBI/WrVVtQ/5Bt1/wBcX/kareHf+RdsP+uC/wAq0G4FeD2uka74I1bVfG2t6X5xt5W+zq8o/eySPjfxnACk+nUV6r4cutNudAj8UDTrbTZL6AT3bhADgcklsZI6nmvH9UvL34teP4rKzd49OhyIiR/qoQfmkIP8R4/QV7Hqel3mjeDJ7DwpEkNxbwbLOM9j3wT1Y8nnvVHwlrN7pmgWdt401CC31ed22RzyxrI67sLwOCa4DxH4J8TeJPiL5es3DR6dPOy29wHBCw4JCovY44OR155r1rQfD2m+HNNWw0u3EMKnJ5yzt3LHuav3VzFZ2slzO22KJC7t6KBkn8hXJjxXD4z8N6r/AMIddv8Ab4kCRs6+WUc9D83HY0aD4fvtZ8Hx6f47gW+ufOaRllYHbz8vK4wcZ6etdRYWFrplhFZWcKw20K7Y40GAorjvBureMrzxTq1r4hsvJsIA32eQQ7VJ34AV+Nw2559q7ofdFYvhXP8AZ0+Tn/S5v/Qq26KKKKKxPFf/ACCU/wCvmL/0IVtDvS0UUUUVi6T/AMjBrX/XSL/0Ctqiiiiis/Xv+QBf/wDXu/8AKptM/wCQXaf9cE/9BFWqKKKKQ1jN/wAjpH/2Dz/6HW1RRRRRSHoaxvCX/IvQf70n/oZraooooorE1n/kM6N/18N/6Aa2hS0UUUUVzHjuQW2m6dfSA/Z7PU7ea4YdEjDEFj7DIz+dVpdRsLzx3a3NvdwSw6bpk73U6OCkYdk25YcdEY/Sna3HoerX1nfL4obTbhbVjDLbXUaF4XIO75gcrlB+VXvB2oXWqaDHc3UrXBEsiRXLR7PtESuQkmO25cHit+sjWV1cxTm1ktVthC28SKxc8HOMVQ0ZPEB0a0NrNp4h8ldgkR9wGO+KubPEpB/f6Zx1+R65S78R+MU8ew+Hf7Os5LKZAzXJtnMeNpJO7OMAjH1rl/in4s1Ut/wiMctvIzlftK2iEZ5BWPn14Jx7CptEubT4WQx6fe3tkmqagqyXIETytEP4VbHCgZ/Hk+ldf4z8S+IfCfh6XU3/ALPnIdY0VYnIDN0J54HH9O9eceGPCOv/ABE1Z/E2qzYgEgYPNkCUg/cQDog6cV6lqP8AbX9q6X5stiZTK/klUcKDt53VTm8Z3Nt4pTw3PqOnpqDlQAYJNmWGQu71PpWZpsPxAt9c1a58QX1nFowEgAvHQwMpPG0DkAD19e9cl/wsHTPBLXVp4Us7Cdpm3SzqsnlkjOACxyQMnGMDmrXhK4+JfivX7bVxeTxWUcm4tMPLt2Q9VCfxZH1x1zXqoj8T4/1+mfij0vleJv8Antpf/ft/8aPL8T/899M/74eszQE1w2Uv2OWxVPtMm7zUcndu56dq0/L8T/8APfTP++H/AMaPL8T/APPfTP8Avh/8aPL8T/8APfTP++H/AMaPL8T/APPfTP8Avh/8aPL8T/8APfTP++H/AMaPL8T/APPfTP8Avh/8azPECa4NPT7ZLYtF58ePKVgd24Y69s1p+X4nycT6Z/3w/wDjR5fif/nvpn/fD/40eX4n/wCe+mf98P8A40eX4n/576Z/3w/+NHl+J/8Anvpn/fD/AONHl+J/+e+mf98P/jS+X4n/AOe+mf8AfD1l6cmu/wBr6mIZbET74/OLI+0nbxj8K0/L8T/899M/74f/ABo8vxP/AM99M/74f/Gjy/E//PfTP++H/wAaPL8T/wDPfTP++H/xo8vxP/z30z/vh/8AGjy/E/8Az30z/vh/8aqasniD+x7v7TLp7Q+S28Ij5IxzipLBPEf2C38mbThH5S7N6PnGBjPvU/l+J/8Anvpn/fD/AONHl+J/+e+mf98P/jR5fif/AJ76Z/3w/wDjR5fif/nvpn/fD/40eX4n/wCe+mf98P8A40eX4n/576Z/3w/+NZrJrv8AwkyAy2P2r7IcNtbZs3+nXOa0vL8T/wDPfTP++H/xo8vxP/z30z/vh/8AGjy/E/8Az30z/vh/8aPL8T/899M/74f/ABo8vxP/AM99M/74f/Gjy/E//PfTP++H/wAaDH4nx/r9M/74es3w8munR4jZS2Kw7nwJUbdncc9PetLy/E//AD30z/vh/wDGjy/E/wDz30z/AL4f/Gjy/E//AD30z/vh/wDGjy/E/wDz30z/AL4f/Gjy/E//AD30z/vh/wDGjy/E/wDz30z/AL4eqNyuqjW9J/tF7Vl89tggVhzsPXNdOKWiiiiio5YlmQo4DIwIZWGQwPUEVXg0qxtbZra3s7eG3bO6KOJVRs8HIAwajl0LSp0iWfTbSUQDbEJLdGEY9FyOB9KvKgXGO1OqtqH/ACDbr/ri/wDI1V8PHHh3T/8Argv8q8c+IfiPWtV+IqaT4cvLoSWhWFIreUqHmBLMSM4OOnP92u+8MX3jGbwRf3GtWjnWUMptInjWMvhRsyBx97IryrT45vBk8viTxLayNrksjmwtLjIzIfvTyD+6M8Duc+ma5Zb1/t0mpX7SXF4zCZPOXIdjzvbPUDjjv9K91+GVv4j1Dw/cz+K5nu4L0q1vDdAM2zuSCOh4wD6e9dH4i8T6R4NsIp9SkaKKR/LiSKPcT9AOwFcl4ybxLqXiLw3e+Gr2NtOmIeNkYKSTgszZ6qUxx9eKxvHXjLwzofi6a7sNDW98Q22Ea6nJEUTAcHbn5mAOM4H1rm4NE8e/E65F3eySLZ5yslxmOBB/sIOv4A/WvTPC3wl8PaAEuLlP7TvF/wCWtwvyKf8AZTp+ea7lUCnjoBgD0p9FFYnhX/kGz/8AX5N/6FW3RRRRRWJ4r/5BKf8AXzF/6GK2h3paKKKKKxdJ/wCRg1r/AK6Rf+gVtUUUUUVn69/yAL//AK93/lU2mf8AILtP+uCf+girVFFFFIaxm/5HRP8AsHn/ANDraooooopD0NY3hL/kXoP96T/0M1tUUUUUViaz/wAhnRv+vhv/AEA1tClooooooooooqtqP/IMuv8Ari/8jWXYXJsvB9vdLG0jQ2RkWNRkuQucAepxXgnhDSPFeravJ4k0txAILjdc3kkyxom45fJbqMZyOetfR9tc2t3CJreaKeF+UkjYMrD2I4ryT4l+LfCM2u21pc6S2tXFhJh5En8tFGeY+Ad/PUcemetdRfeAPCsWry+LL+NlWJPtEsLt+5BUZ3bfbHTpmrd74gl8XeDb6fwNeCS9DCJWZTGVORuxuHB2ng1x3iLUZdK0Dw7pHjvRRrd7cSPl/tBVohuCj5l+82CO/pXoN9aQ2WpaBbW8Sxwwu6Roo4VQmABT7nwZ4dvNa/tm40e2lveMyuCQSO5XoT7kZrdCgAAAADjFAAHSlooorE8K/wDINn/6/Jv/AEKtuiiiiisTxX/yCU/6+Yv/AEMVtDvS0UUUUVi6T/yMGtf9dIv/AECtqiiiiis/Xv8AkAX/AP17v/KptM/5Bdp/1wT/ANBFWqKKKKQ1jN/yOif9g8/+h1tUUUUUUh6Gsbwl/wAi9B/vSf8AoZraooooorE1n/kM6N/18N/6Aa2hS0UUUUUUUUUVW1H/AJBt1/1xf+RqhoskcPh3T3ldUUQLlmIAHHqa+efEUmqWOvat4et9U+2w3V1ukWFzsdslh7cZ57ce1dN4R0zxlNZajoOg+JtOa0t4WB+zzK4DseinG4ZO4bunXHar3w88OeHNH8TnTtauYrvxHG26O32sYrdgN2Nx4d+/cDHHrVi7v/iHpWj67N4hsY9WtXYQx28kYZGUsSzgJg7NvHJHUeldr8N9PhsvCVrLHpK6XNdjzp4AzH5ugPzEkZUA4966eW2hmKtLGjlDldyg7T6jPQ1l6v8A8hvRf+u0n/oFbI6UtFFFFFYnhX/kGz/9fk3/AKFW3RRRRRWJ4r/5BKf9fMX/AKGK2h3paKKKKKxdJ/5GDWv+ukX/AKBW1RRRRRWfr3/IAv8A/r3f+VTaZ/yC7T/rgn/oIq1RRRRSGsZv+R0T/sHn/wBDraooooopD0NY3hL/AJF6D/ek/wDQzW1RRRRRWJrP/IZ0b/r4b/0A1tCloooooprMF6mgOD3oLAUBs06q2oAnTboD/ni/8jXz1468dz6rYr4ZiSMWFn5eZMHe0iAg98bcnpjtXDxq6srYZUY4DdB781u6Rr+peFdUb/hHNSZzKqqxSDKykdtpySAScdM+les/DHwtfPeXXifxPp8g1aeXdBLPw4UrgtsH3T25GcV6cAB2peKDWNq//Ib0X/rtJ/6BWyOlFFFFFLWJ4V/5Bs//AF9zf+hGtqiiiiisXxX/AMglP+vmL/0MVtCiiiiiisbSf+Q/rX+/F/6BWzRRRRRVDXv+QBf/APXu/wDKptM/5Bdp/wBcE/8AQRVmiiiiisZv+R0j/wCvA/8AodbNFFFFFB6Gsbwn/wAi9B/vSf8AoZrZooooorF1n/kM6N/18N/6Aa2hS0UUUUVheLb+7stNt4rCYQXV9eQ2sUxQMIt7ctg8HABx74qhYre6L4th0mXU7rUbS+tZJ4zduGkheNlDAEAfKQ449RUmqvean4oj0OHULiwt4rL7VPJbbRI5Z9qBWIOANpJ9cipvCV1eywX1jf3BuptMvXtftDY3SqFVlJwPvbXAPuK6GqOp3UMdhdI08aOYXwpcA9D2r5HVJLmYKqtJI7cAcliTXe+HPhVq2rGNtVvLfSrUfNh5VeVs46KDx+P5V694a8J+FPC8YbTxbm4xhrmaRXlP49vwxXRC9sgc/a4M/wDXRaX7fZ/8/cH/AH8FH2+z/wCfuD/v4KPt9n/z9wf9/BWRqt3bvrOjutxEypLJuIcYHyd61xf2eP8Aj7g/7+L/AI0fb7P/AJ+4P+/go+32f/P3B/38FH2+z/5+4P8Av4KPt9n/AM/cH/fwUfb7P/n7g/7+Cj7fZ5/4+4P+/grI8M3VtFp0yvcRKTdSnDOBxuNa/wBvs/8An7g/7+Cj7fZ/8/cH/fwUfb7P/n7g/wC/go+32f8Az9wf9/BR9vs/+fuD/v4KPt9n/wA/cH/fwVj+J7q2l0uNUuInP2mLIVwcDcK2Pt9n/wA/cH/fwf40fb7P/n7g/wC/go+32f8Az9wf9/BR9vs/+fuD/v4KPt9n/wA/cH/fwUfb7P8A5+4P+/go+32f/P3B/wB/F/xrJ0u7tl1zWHa5iCu8W0lxg/L2rW+32f8Az9wf9/BR9vs/+fuD/v4KPt9n/wA/cH/fwUfb7P8A5+4P+/go+32f/P3B/wB/BR9vs/8An7g/7+CqOt3lq+h3yrdQsxgfChwSeKm069tF021VrqEEQoCDIMj5R71Y+32f/P3B/wB/BR9vs/8An7g/7+Cj7fZ/8/cH/fwUfb7P/n7g/wC/go+32f8Az9wf9/BR9vs/+fuD/v4KyDd2x8XpL9pi2CxI3bxjO/1rX+32f/P3B/38FH2+z/5+4P8Av4KPt9n/AM/cH/fwUfb7P/n7g/7+Cj7fZ/8AP3B/38FH2+z/AOfuD/v4KDf2eP8Aj7g/7+r/AI1k+GLu2i0KFHuYlYM+QzgH75rW+32f/P3B/wB/BR9vs/8An7g/7+Cj7fZ/8/cH/fwUfb7P/n7g/wC/go+32f8Az9wf9/BR9vs/+fuD/v4KydUuIZ9Z0YRSxyYuGyFYHHyH0reFLRRRRRWN4o0i51jS41sZVivbS4jurZn+4ZEOQG9iMj2zntWfbabr9zqcmt39vZQXNvZvBY2kczSKHY5ZnfA4O1BjHAFMudN8RRanZa9awWU161mLW+s2mZIzzuDI+0nhi3Ucg1p+HdIutMtriS+kikvb25e5uDDkIGOAFGewVVGe+K2KzdU0e0voZpJLOKa4MTKjMOc4OOayfDngTQdI06FRotstyUHmu43uW7/Mf6Vrf8I5o3/QNtv+/dH/AAjmjf8AQNtv+/dH/COaN/0Dbb/vij/hHNG/6Btt/wB8Uf8ACOaN/wBA22/74o/4R3Rv+gbbf9+6oXnhuza/sWttOgECuxuAFABGOM+vNXh4d0cjnTbb/vil/wCEc0b/AKBtt/3xR/wjmjf9A22/74o/4RzRv+gbbf8AfFH/AAjmjf8AQNtv++KP+Ec0b/oG23/fFH/CO6N/0DLb/v2KoaR4atEtpRf6dA0nnuVLKD8mfl/Sr/8Awjmjf9A22/74o/4RzRv+gbbf98Uf8I5o3/QNtv8Avij/AIRzRv8AoG23/fFH/COaN/0Dbb/vij/hHNG/6Btt/wB8VR1fw1aPaKLDToFl81CcAD5Qfm/Sro8O6Mf+Ybbf9+6X/hHNG/6Btt/3xR/wjmjf9A22/wC+KP8AhHNG/wCgbbf98Uf8I5o3/QNtv++KP+Ec0b/oG23/AHxR/wAI7o4/5htt/wB8CqNl4asxqN81xp0H2dmT7OCowBjnA7c1e/4RzRv+gbbf98Uf8I5o3/QNtv8Avij/AIRzRv8AoG23/fFH/COaN/0Dbb/vij/hHNG/6Btt/wB8Uf8ACOaN/wBA22/74qtqPhvTm064W006BbhoyIyFAIbHFPtPDmli0hE+m2/mhF3/ACD72Oam/wCEc0b/AKBtt/3xR/wjmjf9A22/74o/4RzRv+gbbf8AfFH/AAjmjf8AQNtv++KP+Ec0b/oG23/fFH/CO6P/ANAy2/79iqH/AAjdmdcVxp0H2L7OQRtGPM3dcfSr/wDwjmjf9A22/wC+KP8AhHNG/wCgbbf98Uf8I5o3/QNtv++KP+Ec0b/oG23/AHxR/wAI5o3/AEDbb/vij/hHNG/6Btt/3xSHw7o45/sy2P8A2zFUtG8NWiaZGuoafA1wC24lQT1OP0xV7/hHNG/6Btt/3xR/wjmjf9A22/74o/4RzRv+gbbf98Uf8I5o3/QNtv8Avij/AIRzRv8AoG23/fFH/CO6P/0DLb/vgVUuNCgg1PTriwsoolilYzMgAO3bgfXmt0UtFFFFFFFFFJRntR0opaKKKQ0mBS0tFFFJRmjpRS0UUUlHWgUtFFFJRRjFFLRRRSUdaOlGaWiikoo6UZpaKKKSijGKKWiikopMClFLRRRRRRRRRWB4wvLu10qCKxuGtrm9u4bRJ1AJi3sAWweCcZ/Eis+zt7jw/wCMbTT4tQu7uy1K1lcpeTtM0UkZX5lZucEPjHTiptXE+reLINDF7dWlpFYm7mFtL5bzEvtUbh8wAwScHnIqTwhLeL/aemXVy91/Zd61vFPK2XeMorruPcgPjPfFdLRRSHpXJ3UE3iLxXqGmyajfWllp1vD+7tJzE0kkm47yy84AGMdM81b8HXl5d6Jt1Cbz7i0uZrR5j1l8tyoY+5A5rmtHubWDWP8Aid3fiG2vH1KZYDM862jjzW8tR/AQVxx0Nej0UUUx1LDArlPDK6rB4s1mz1PVHv3S3tpfu7I4yzS5CL2GAOuScdat+Kp7qW80fR7W6ltP7RuWE08Rw4jRGZlB7E4AyOlQaCtxpXiq+0Jr25vLQWsV3A1zKZJItzMjIWPJGVyM9M11VFFFY/ia21C50iRdP1E2DKC0syIGfYASQmeAxOOecDNJ4VlkuvCOj3EztJJLYwu7scliUBJJNcnq0sEHinVn1248Q2tkrw/Z5rN51tkXy13ElOB82c16FE6PGpRtylQQwOQR65p9FFNfp0zXF67ZT6Pd2VzZazqk+qXl9GiQSXG+OSMtmQeV90KqA8gAjA5yedrxhfXVhoDNZTGC5uJoraObAbyjJIqbsHrjdmsuC2uPDvi/TrSHUr28s9TimWSO8nMpSSMBg6k9MgkEDj8q7CiiiqOq2X9oWn2f7ZcWgcjMls+xyM8rnHGemRz6EVgeGvNh8Ratp8F9d3um2ixIr3MplMdwdxkQOeTgFCQScE1R8XSNH4nga+bXV0wWDEnSzMAJd/VvL/2c9a6rRZbObSbR7C5kurYxjy55XZ3cepLc59c81o0UU1/umvPPGV1BpV2/2XX9VGuyzxm1gM7LbpuYbVYYEezqDk559cV2uuXx03Qr+/VCxtbZ5go4ztUnH6VyT22o6HBomsnWby8uLq4t4b6OeYmGUTEKSqdE2kgjA6DHeu9oooqlqsIn0+WM3U9oCpJmgOHQDk4yD2B7VyHhHULe58V3ltpGp315pkVojSi9mdyJi3ylPM+fG3Oe2cVoeOPtBk0jaNV+x/aX+1/2X5nm7fLbb9znG7bV7wtPp1xpQOm3V5cxLIwc3ru00b8ZVt/zDHpW9RRSHgVzXizULmVotB0u5MF7do0kkyn5re3UfM49CThV9z7VZ8IzS3fg3Rpp5GlllsomeRzksSoySe+a5SV9SuvCF14zTWL2O8hMt1BB5xECxRucRNGPlbKqQWPOTntXokL+bBHJjG9QcemRUlFFFFFFFFY/ibSH1rSvs8E/2e5ilS4t5iMhJUOVJHcZ4PsazrbStdn1N9X1OawW9gtHt7OC3DtFGzEEuzNgnOFBAHQUy50rX/tthrVrNYHVktTa3ccnmLbzKTuypGSpDZxxzmtPw9pU2lw3D3c63F7e3DXFxIilV3HACqDzhVAAz2FbNFFIa5rUNJ1i08RS6toUtmTeQpFcwXm8LlM7XUrnnBII7+tO0vSdT0W2sLO2ubadBJJLqUsyMHmZyWLIAcA7j37VUu9J8S63GthrFzpseniZJJJLNHMs4RwyrhuEyQpJBPp3rr6KKKY5IXjrXKabp3iq38TXGrXSaP5V4kMUyxSylkSMvgrlcEnf39Kk1DSNe1C3tbyS5so9W0+8aa0ZFfyXiIKlH75Kk5I79KtaJpd/Bql3q2ry28l7dpHEEtg3lwRpkhQzcnJYk5A5roKKKKzNej1SbTnh0lbRppco32pmVQpBBI2gnPSsfSbHxTpnhm20zdpKz2aww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" v:shapes="Picture_x0020_2" width="588" /></span></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Figure 1 Investment, Valuation, and
Discount Rate</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">Expected
Free Cash Flow</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The expected free cash flow (or net profit
or EBITDA) is secured from the company's integrated financial statements after
proper account is made for sales projections, operating expenses, product cost
of goods, etc. Generally, the free cash flow used corresponds to the presumed
exit year for the investor(s).</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">Terminal
Value </span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As a new venture will experience the
largest amount of free cash flow in its “out-years,” the issue of terminal
value and how it is calculated is very important. Over a five-year time period
of interest[1] maintained by a professional investor, the fact that a funded
venture may also have rapidly increasing rates of growth during the out-years
also has a big influence on the terminal value of the enterprise.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As explained in Part III, there is a
conceptually easy way to compute the terminal value of an enterprise: by taking
the free cash flow (a.k.a. earnings) in the terminal year and multiplying by an
assumed price-to-earnings (P/E) ratio. The assumed P/E ratio is based on
comparables from public companies in the same or similar business and adjusted
for various competitive and economic factors. For instance, if the
free-cash-flow earnings of a new enterprise is projected at $800,000 per year
in year five and the P/E for the companies that compete in the market and/or
industry was 12, then the enterprise value is estimated at $9.6 million in year
five. This scenario presumes the new enterprise becomes public.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">Entrepreneurial
Scorecard Value</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">With an established set of financial
projections based on well-thought-out sales projections (see Part II of this
series), the calculation of the NPV of a new venture is straightforward using
the DCF method (Part III). The use of DCF and a supportable estimate of
terminal value (at presumed investor exit) provides a defensible and credible valuation
for the new venture IF a proper account is made for the developmental stage of
the company. This is accomplished with the use of an entrepreneurial scorecard.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">An entrepreneurial scorecard is a
method an entrepreneur can use to adjust or estimate the value of a new venture
based on an assessment of specific metrics that measure in some sense the
degree to which the new venture has been developed.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A realistic pre-money value for a
new venture can be computed from; for instance, the following simple relationship:</span></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Realistic
Pre-money value = maximum plausible NPV (Part III) × R</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">where R is a factor which accounts
for all the important developmental metrics for an early-stage company as
illustrated in Table 1 below.</span></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table
1 Entrepreneurial Scorecard</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><img alt="https://media.licdn.com/mpr/mpr/p/3/005/0b7/307/1a26427.jpg" height="469" 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" v:shapes="Picture_x0020_3" width="588" /></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Thus, for example, if the
entrepreneur scored the current status of the new venture at 68% (R = 0.68),
with an NPV of $6.15 million, then the presumed realistic pre-money valuation
would be 0.68 × $6 million, or $4.18 million.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">This scorecard[2] identifies seven
criteria for purposes of self-evaluation. The three columns in the center show
three stages of development for a new venture—that is, pre-seed, seed, and
start-up. A description for each stage is provided along with a range of
numerical scores. The last column is for the entrepreneur to enter a score
(independent of the developmental stage) reflective of his/her opinion about
that criterion for the current state of the new venture or formed company. The
score for each criterion is then totaled at the bottom of the form.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In using the entrepreneurial
scorecard, the criteria need to be evaluated with intellectual honesty. The
following guidance is provided.</span></div>
<ol>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Sales </span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">substantiation. As the new venture is presumed to be pre-revenue, sales substantiation is based on the quality of the MSP and the particulars of the strategic and tactical elements. A credible sales plan should at least describe the target markets with some precision, show a good understanding of the product benefits and unique selling proposition, and define the sales channels and tactical elements of the sales plan. For the start-up stage, the MSP must address all strategic and tactical elements with precision, and reductions from a maximum score would occur if there is no evidence of sales likelihood—as may be true if there is no focus group evaluation, no presales, and otherwise no anecdotal evidence of future sales.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Patent protection. An assignment of six points per granted patent is appropriate, up to a maximum of twelve points. Patent applications made would rate four points per application, up to a maximum of eight points. Provisional patent applications would be rated at two points per application, up to a maximum of four points. Fifteen points would be earned for an assembly of patent positions that could constitute an initial portfolio.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">CEO leader. If the CEO or nominal current leader has no prior experience but has other significant skills (perhaps experience in the industry with high academic credentials) she/he would garner four points. For a very talented CEO with little experience but some experience with other start-ups, as many as eight points is allowed. The best situation is a CEO with a lot of experience in a senior leadership position (ten points) or one who has taken a company public or to investor exit successfully (fifteen points).</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Executive team retention. One key person could correspond to the CEO, CMO, CSO, or CFO—whoever is presumed to be the visionary leader. Retention implies that the executive person is with the start-up already. As with the CEO ranking, executive leaders with more experience receive higher points. If the board of directors contains members of prominence and success, some points could be added for the board in addition to the points of the executive management team.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Product-market match. If the product and market match has no substantiation other than that of the founders’ opinions, then up to four points can be allocated. However, if there is some proof, as from focus groups, then up to eight points can be earned. If the product-market match is proven though focus groups, initial sales, and other evidence of a good match, then up to ten points can be earned.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Strategies, FP and BP. If the FP and BP are not complete or obviously flawed, then a maximum score of four points is allowed. A credible FP has a full set of integrated financial spreadsheets, and a credible BP is one that has all important factors at least identified and discussed. Credible plans are lacking only in the degree of precision that normally would be expected by a professional investor, but they would still be adequate for non-professional investors. An “excellent” score would be based on a totally integrated set of MSP, FP, and BPs.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"></span><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Other risk factors. This category allows the entrepreneur to assess perceived risks with one or more factors: markets, product, technology, manufacturing, and sales channel. It would be expected that a new venture may have already formed ideas as to where there are issues that will hinder their forward progress and thus represent either current or future obstacles. It would be unusual to experience maximum scores for any stage of development.</span></div>
</li>
</ol>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">SUMMARY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Valuing your new venture, at
whatever stage, requires a disciplined approach and involves two factors under
your control: Projections of expected free cash flow and the entrepreneurial
scorecard. Two other important factors, the discount factor to be used and the
terminal value, are used by investors to "adjust" their perceptions
or risk and reward. The entrepreneur, you, must be prepared to not only provide
data and opinions to investors, but also negotiate to achieve a fair pre-money
valuation. More on the issue of negotiation in the next and final article (Part
V).</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><u>Footnotes</u></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] A five-year time frame has been
chosen. Typical investor exits are five to eight years.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[2] This scorecard is solely the
author’s.</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. His book, <b><i>The Smart Entrepreneur: The book investors
don’t want you to read</i></b>, is available for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at
</span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">; Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-12294336748076181632015-02-19T16:25:00.000-08:002015-02-19T16:25:48.714-08:00Valuation of Early-Stage Companies – Part III – Net Present Value
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><strong>INTRODUCTION</strong></span></div>
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Prior to engaging in negotiations
with interested investors, founders and their executive management team need to
have developed a keen understanding of how a new venture is valued and what is
a reasonable value for them to expect for their new venture.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In the prior article (Part II) the
key aspect of sales projection and their veracity was discussed. Combining
sales projections and revenue with operating expense and the costs of
manufacturing and delivery of product and services enables a complete set of
integrated financial statements to be developed. This article presumes that
these statements have been completed and are available. Furthermore, it is
understood at this point in the valuation analysis (Part III) that these
financials implicitly presume that execution is perfect and the team can
overcome all problems. Valuation in the face of imperfect situations and
developmental stage is considered in the subsequent article (Part IV).</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">NET
PRESENT VALUE AND DISCOUNTED CASH FLOW</span></b></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">When considering cash flows that
vary over time, perhaps even changing from negative to positive and back again,
the term <i>net present value</i> (NPV) is used to account for the variability
of cash flows.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A well-known expression for future
value, FV, and its relationship to present value, PV, and interest rate
(i), is:</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">FV
= PV × (1+ i)^n</span></b></div>
<br />
where n is the number of periods corresponding to the interest or discount
rate, i. As an example, for an interest rate of 10% per year for five years
(n=5) and a PV of $100, then FV = $100 × 1.61, or $161.<br />
<br />
When it is desired to determine the present value of a future cash flow the
interest rate is referred to as the discount rate; thus for a future value
of $161 and with a discount rate of 10% over five years, the present value is
$100.<br />
<br />
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">NPV is a perfectly fine method of
determining value in the present day provided all the underlying assumptions
are accurate. Established enterprises can depend on their record of sales and
thereby construct a reasonable financial extrapolation to the future. Less
established companies, however, have to make assumptions about sales and
expenses that become increasingly problematical as sales history decreases.
Pre-revenue companies have the most difficult task and secure the highest
discount rates as a result.</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Discounted cash flow (DCF) analysis
is a concept used in financing to account for the value of future cash flows
derived from investments in equipment, business, mortgage contracts, bonds,
dividends, etc. DCF analysis is also used frequently to evaluate and
discriminate among different potential projects, each with its own set of
unique investments and returns. Its adaptation to the valuation of start-up
ventures, while straightforward, does have its limitations, as will be
explained. However, understanding DCF analysis is important to an entrepreneur
because it provides one method of new venture valuation that is quantitative
and based on logical financial principles.</span></div>
<br />
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">AN
EXAMPLE OF DISCOUNTED CASH FLOW ANALYSIS</span></b></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A further example of DCF analysis is
provided in 1. A series of free cash flows for Years one through five is shown.
The PV for each year of free cash flow is determined using the formula above
and then summed. The discount rate of 27% provides an NPV of zero. Other
choices of the discount rate, either lower or higher, would provide an NPV that
is either higher or lower. When the discount rate is chosen so as to produce an
NPV of zero, the discount rate is called the internal rate of return (IRR), a
common term used by professional investors to measure fund performance. The
rate of 27%, while an example[2], is a common goal for a portfolio of
investments by angels and venture capital firms; of course, some investee
companies may be successful, while many others may have failed in varying
degrees.</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table
1 Discounted Cash Flow and Net Present Value</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><img alt="https://media.licdn.com/mpr/mpr/p/7/005/0b6/303/00844e6.jpg" height="249" 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" v:shapes="Picture_x0020_1" width="588" /></span></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">TERMINAL
VALUE</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Omitted from the analysis of Table 1
is the terminal value of the investment or enterprise. Terminal value, also
called residual value or continuing value, is the value of the enterprise in
the years subsequent to an end period of time (often an exit for professional
investors). The residual value recognizes that the enterprise will continue to
generate cash flow of benefit to other parties beyond investors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As a new venture will experience the
largest amount of free cash flow in its “out-years,” the issue of terminal
value and how it is calculated is very important. Over a five-year time period
of interest[3] maintained by a professional investor, the fact that a funded
venture may also have rapidly increasing rates of growth during the out-years
also has a big influence on the terminal value of the enterprise.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Fortunately, there is a conceptually
easy way to compute the terminal value of an enterprise: by taking the free
cash flow (a.k.a. earnings) in the terminal year and multiplying by an assumed
price-to-earnings (P/E) ratio. The assumed P/E ratio is based on comparables
from public companies in the same or similar business and adjusted for various
competitive and economic factors. For instance, if the free-cash-flow earnings
of a new enterprise is projected at $800,000 per year in year five and the P/E
for the companies that compete in the market and/or industry was 12, then the
enterprise value is estimated at $9.6 million in year five. This scenario
presumes the new enterprise becomes public.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The terminal value is discounted to
the present day as shown in Table 2. The discount rate of 50% is more typically
applied by a venture capital firm to an individual investee company with
outstanding prospects. It is immediately obvious that determination of the
terminal value is a critical aspect for the pre-money valuation of a
pre-revenue opportunity.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As observed in Table 2, the NPV of
the new venture is $1.12 million. Given that an investment of $550,000[4] is
made, the investor ownership (in the absence of any dilution complexities from
subsequent rounds of investment) would be 33% ($550,000/$1,673,000)[5]. In this
example, the value of assets (e.g., equipment, facilities, and cash) is not
included in the valuation, though it would be in an actual situation,
especially if the cash component is large.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table 2 Discounted Cash Flow and
Terminal Value</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><img alt="https://media.licdn.com/mpr/mpr/p/6/005/0b6/303/058fd37.jpg" height="255" 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" v:shapes="Picture_x0020_2" width="588" /></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The presumed accuracy of the DCF
analysis is dependent upon the accuracy of the free-cash-flow assumptions that
drive the calculations (along with the discount rate, of course). In the case
of a new venture, inattention to the sensitivity of the calculation of NPV
(e.g., new venture pre-money value) can lead to misleading conclusions about
the pre-money value of the opportunity. It should also be remembered that the
terminal value of the enterprise is a major component of the NPV of the new
venture, notwithstanding the intermediate positive cash flows.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Opportunities that are slow to
develop positive cash flows are disadvantaged by the lower out-years of
positive cash flow. That is why “time-to-revenue” and revenue growth rate are
so important to both entrepreneurs and investors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">DCF
ANALYSIS AND VALUATION</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">DCF is often used to conduct
sensitivity analysis for various sales and expense scenarios. DCF is also used
in conjunction with other methods to guesstimate the value of a pre-revenue
company, as will be explained in the next article (Part IV).<span style="mso-spacerun: yes;"> </span>Financial analysis can be extremely complex
when issues of equipment, salvage value, good will, and other factors are
considered. These issues are not typically a part of new
venture valuation except in unusual situations. Furthermore, experienced
professional investors and experts in financial analysis and valuation
often rely upon sophisticated spreadsheets and tables to arrive at risk
adjusted conclusions. . For the new venture considered herein these
complexities are not pertinent.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">There are critics among professional
investors in regard to using DCF methods for pre-revenue companies. This is
especially true with the entrepreneur has not taken account of the development
stage of the company. Professional investors also have many rules of thumb and
may examine a number of different valuation methods in an attempt to “range”
the new enterprise’s value in preparation for a final decision and offer.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">SUMMARY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Entrepreneurs should understand the
important concepts of NPV, DCF, and terminal value so that subsequent and
eventual discussions with investors are adroitly managed.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The next article (Part IV) takes the
somewhat theoretical concepts of this article to the real world where a
particular new venture's developmental process and important risk factors are
incorporated into a realistic valuation at least from an entrepreneur's
perspective.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> </span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Footnotes</span></u></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] <i>Free cash flow</i> is a
financial term that is generally determined by adding depreciation and
amortization to the earnings and subtracting changes to working capital and
capital expenditures.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[2] Implicit in this example is that
the investor not only makes an investment (not shown) to cover the negative
cash flows in years one and two, but receives all the subsequent positive cash
flows. In real situations, the positive cash flows would be used to expand the
business, provide dividends to investors, and other beneficial activities. The
investor is rewarded upon exit at a future date.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[3] A five-year time frame has been
chosen. Typical investor exits are five to eight years.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[4] Sum of negative free cash flows
in years one and two.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[5] In this example, the enterprise
retains the positive cash flows, and the investor who has waited five years for
a return garners 49% of the terminal value, which is assumed to occur from a
sale of the investors’ interest in the company.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. His book, <b><i>The Smart Entrepreneur: The book investors
don’t want you to read</i></b>, is available for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at
</span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">; Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-71537104742642629252015-02-19T10:22:00.000-08:002015-02-19T10:23:13.259-08:00Valuation of Early-Stage Companies – Part II – Substantiation of Sales
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"><strong>INTRODUCTION</strong></span></div>
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The weakest part of any business
plan will be the projection of sales revenue.</span></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Investors, for good reasons, dissect
sales numbers and also carefully study the rationale behind the sales projections</span></u><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. The inability of the entrepreneur to adequately explain or
validate how sales will be accomplished gives investors the opportunity to
discount proposed valuations. The entrepreneur is usually ill prepared to
defend the business plan in the absence of a good, if not excellent, marketing
and sales strategy and written marketing and sales plan (MSP).</span></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">TOP
DOWN APPROACH — NEVER DO THIS</span></b></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The natural tendency of any new
venture is to simplify the projection of sales by taking the size of the target
market and multiplying by the penetration rate [1] it thinks it can achieve
initially and over time. This approach is always doomed to failure, as there is
no logical way to relate the assumed market penetration rate to reality. For
instance, how does the market penetration rate change when the marketing-mix
budget is doubled? Does the penetration rate double also? This top-down
approach, as well as any other type of approach that derives sales projections
directly from consideration of market size, is not effective and not respected
by investors. The market penetration rate should be a derived quantity that
naturally results from a bottom-up approach. A bottom-up approach is presented
in this book.</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">EXISTING
SALES ARE THE BEST INDICATOR OF FUTURE SALES</span></b></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In the normal course of developing
the business and securing investment, the new venture will advance through
various stages. Prior to experiencing sales to early adopters, sales are
nonexistent and can only be imagined. If the new venture has managed to create
sales prior to professional investment, then it can rightfully point to those
existing sales as evidence of the business opportunity’s viability. Existing
sales are always the strongest position from which to project sales revenue. In
the absence of existing sales, any evidence of pending sales in the form of
actual orders or letters of intent to purchase are next the most valuable
evidence to put forth as a basis for making sales projections. Other evidence
of interest or intent to purchase may be garnered from information requests
from prospects, though this is a more problematic and severely limited basis
for making sales projections.</span></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">A
BOTTOM-UP APPROACH IS BEST</span></b></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">For a new venture without any of the
above evidence of sales, sales revenue needs to be projected using a
combination of provable data about the markets and assumptions and judgments
about how prospects are converted into customers. <u>These assumptions and
judgments will still be examined closely by investors, but they are more
defensible and subject to testing at early stages by the new venture</u>. As a
result, sales projections become more credible and less subject to discounting
by investors. This provides a pathway for entrepreneurs to argue for greater
pre-money valuations.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table 1 illustrates a bottom-up
approach for estimating sales and key metrics.</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Starting at the bottom, the two
right-side columns describe two differing sales channels. One sales channel is
B2C, where advertising and social media play key roles in creating awareness
with the customers in the target market. The other sales channel is B2B, where
personal sales are critical. The numbers, of course, are simply for example and
have no relationship with any particular company.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">With respect to the use of personal
sales (one component of the marketing mix called “promotions”), the key
parameters consist of those items that can be justifiably put forward by
executive management; for instance, the number of sales representatives
deployed, which is simply a matter of summing up the individual numbers of
sales representatives in each sales rep organization.</span></div>
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<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table 1 Key Metrics of the Sales
Process</span></div>
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" v:shapes="Picture_x0020_1" width="588" /></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">It is presumed for purposes of this
example that the total number of available sales representatives is two
hundred. It is further assumed that the number of qualified prospects is ten
for each sales representative.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Each of the prior items is easily
determinable by conducting a survey of potential representative firms. These
surveys would occur in the early planning for the new venture as a part of
selecting sales representative organizations. The darkened box is the major
assumption for this part of the table, and it represents an estimate of how
many of the qualified prospects would be converted to a sale.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In a similar fashion, advertising is
broken down by reach (number of prospects who read the magazine) and frequency
(publications per period of time) in order to determine the number of
advertising exposures and qualified prospects. The darkened box, as before, is
an estimate of how many qualified prospects can be converted to a sale. The two
darkened boxes in Table 2 drive the calculations of the sales metrics.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">It should be noted that the two
assumptions concerning the conversion rate of prospects to customers are, at
first thought, problematic in much the same way that the assumption of market
penetration rate in the top-down approach is. <u>However, such is not the case
because the conversion rate represents a testable hypothesis.</u> That is, once
a promotions program[2] is defined, it can be tracked for success and the
conversion rate determined.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Adjustments in a promotions program
can be made to increase the conversion rate, and over time it would be expected
that the conversion rate would increase. The best promotions programs can then
be discovered and scaled up to optimally support marketing and sales programs
and ultimately achieve greater sales. Discovering the most effective promotions
programs is best done as quickly as possible.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Moving vertically up more in Table
1, several key metrics can be calculated based on the assumptions. The number
of expected customers is simply the sum of customers secured from the various
factors just discussed. The size of the target market is already known (to some
level of precision) from prior market analysis. The ratio of expected customers
to the size of the target market provides the market penetration ratio. The
cost of the promotions program is tabulated in a detailed spreadsheet (not
shown here) for each promotions program. That cost estimate would include all
relevant aspects of the promotions program, whether it is advertising or
personal sales or some combination of both. The customer acquisition cost
(computed as $ per customer) is calculated in a straightforward way, given that
costs are defined and expected customer numbers have been estimated. Every
company is different, so the exact buildup as shown in Table 2 can be modified
as required.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Companies more dependent on social
media presence can speculate on the growth of followers (via the use of growth-hacking
tactics, social media campaigns, viral marketing, artificial intelligence (AI)
methods, etc.) and their relationship to eventual customers and sales. A table
similar to Table 1 can be built to establish appropriate metrics and gauge
costs in proportion to sales. The important goal is to have reasonable
assumptions and metrics that relate marketing and sales costs to eventual
numbers of customers and sales revenue.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">This approach provides some key
metrics for the sales process:</span></div>
<ol>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Number of customers</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Customer acquisition costs</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Market penetration rate</span></div>
</li>
</ol>
<br />
<ol type="1">
</ol>
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Prior to first sales and for
purposes of the marketing-and-sales plan, a conversion rate for each promotions
program can be assumed based on:</span><br />
<ol>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The experience of executive management, particularly those in marketing and sales</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Public sources, especially those that research the uptake rate on new products and market introductions.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Historical data from similar industries and companies, which may also be secured from interviews with sales personnel.</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Outside experts in the areas of interest to the company.</span></div>
</li>
</ol>
<br />
<ol type="1">
</ol>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The result of the bottom-up approach
is that data to be used for key sales metrics is predominately based on market
research and marketing-mix decisions, which tend to be factual matters.
Reliance upon speculative assumptions is minimized.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">SALES
PROJECTIONS</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Sales projections are based on the
same considerations as discussed above and as illustrated in Table 2 for an
example company selling industrial products and relying upon external sales
representatives and advertising. A social media company would use a similar
approach but based on developing followers, customers, etc. to build up to a
sales projection.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Sales projections are built up from
the promotions part of the marketing mix. The promotions part of the marketing
mix, also called the promotional mix, consists of advertising, sales promotions
(discounts, coupons, etc.), and personal sales. A further point should be made
with respect to the projection of sales as shown in Table 2; that is, the
percentage of sales derived from advertising is a small fraction of the total
sales. There is nothing intrinsically wrong with that, as advertising serves
not only to provide leads to the sales team, but also may drive sales to an
internal order-taking function.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Table 2 Estimating Sales Revenue</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
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" v:shapes="Picture_x0020_2" width="588" /></span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">In any event, evaluation of how
sales are most effectively made from a “cost of sales” viewpoint is not only
very valuable but essential. Once promotional activities are underway
sufficiently to be evaluated, they may be adjusted to provide a more optimal
(e.g., cost-effective) approach.[3] The sales projections become part of the
set of integrated financial spreadsheets. Related spreadsheets showing the
promotional programs costs, buildup, and details can also be included.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">SUMMARY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Sales projections are the most
critical part of the build-up to estimating value. Thus, entrepreneurs should
diligently create a marketing and sales model that can defended with reasonable
assumptions. In time, as the company develops, actual sales and the underlying
metrics used should be compared to modeling projections and improvements made
so that the sales model is more reliable.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Footnotes</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[1] Penetration rate is simply the
ratio of the new venture’s customers divided by the number of customers in the
segmented target market expressed as a percentage. Penetration rates can also
be determined for the served available market (SAM) and total available market
(TAM), which refer to, respectively, the number of customers who can actually
be reached by the new venture sales channels and the total of all customers in
the larger market for the product (or service) category.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[2] Promotion programs can be
numerous, corresponding to different media, ads, and territories, to name but a
few discriminators. Promotion programs include advertising and personal sales
predominately, but they can be tailored for any approach to creating sales. In
practice, sophisticated approaches for analyzing data and feedback from
customers are used by specialist marketing and advertising firms; however, even
relatively simple approaches can be quite effective.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">[3] As used in this book,
promotional programs are a part of the marketing communications (or MARCOM)
effort. MARCOM consists of sales promotions, sales literature, advertising,
public relations, trade shows, collateral materials, branding, packaging,
online activities for social media, and customer service. MARCOM is considered
the promotions element of the marketing mix.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. His book, <b><i>The Smart Entrepreneur: The book investors
don’t want you to read</i></b>, is available for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at
</span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">; Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-27882395249133526452015-02-19T10:02:00.000-08:002015-02-19T10:54:00.878-08:00Valuation of Early-Stage Companies – Part I – Introduction<br />
<div style="line-height: normal; margin: 0.25in 0in 10pt; mso-margin-bottom-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">INTRODUCTION</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Entrepreneurs at any point in time
are always asking the question “How much is my new venture or company worth?”
especially so when a next round of funding is being considered.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Why is the determination of value so
important to an entrepreneur-founder?</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Of course, the answer is simply that
the value of an enterprise at any point of time prior to an investment (e.g.,
pre-money value) is a principal determinant of how much founder equity must be
given away to secure the next round of investment.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Two simple relationships capture the
importance of pre-money value and should be embedded in an entrepreneur’s mind:</span></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<i><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Post-money
value = Pre-money value + external investment made</span></i></div>
<br />
<div align="center" style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<i><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Investor
equity = external investment/Post-money value</span></i></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">WHAT
IS AN EARLY-STAGE VENTURE?</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">There can be differences of opinion
amongst professional investors on how to define the developmental stages of a
company. Herein, I offer my own, generally accepted, definitions.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A pre-seed developmental stage new
venture has not raised money except for some relatively minor amounts from its
potential founder(s). Those involved, typically only founders and key
management persons, are simply doing their initial due diligence, perhaps filing
provisional patent applications, researching the markets, and thinking about
products and services.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">A seed stage new venture has evolved
to the point where the founders realize they will need investment to move the
company forward, the amounts to be raised are relatively small and the sources
are typically the founders themselves, friends and family, and perhaps select
professional angels. The company is fully formed with corporate and patent
attorneys, corporate filings, and formal processes (i.e., board meetings,
minutes, etc.). Funding goes towards initial products, testing the target
markets, and resolving issues standing in the way of formal entry into the
marketplace.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The startup stage for a company
requires more substantial investment and allows the company to manufacture and
sell goods and services intended to product profit. The goals at this stage are
many but principally to increase customers, sales, and revenue as quickly as
possible. In brief, they are in the marketplace and competing. At this stage it
is presumed that the principal risk remaining to the success of the new venture
is that of execution; that is, the company’s plans simply don’t lead to the
success intended.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The use of the term early-stage may
be applied to each of these developmental stages and also to more mature
companies that have more significant revenue, sales, and customers but are
still pre-profit.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.5pt; mso-fareast-font-family: "Times New Roman";">BASIC
APPROACH TO VALUING AN EARLY-STAGE COMPANY</span></b></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">When an enterprise has revenue and
profit from sales and historical financial data are available, investment
bankers have a relatively easy task to estimate pre-money value following
accepted financial principles and standards.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">However, the determination of value
for an early-stage company is a slippery slope because the projections of
revenue, sales, expenses, and profit are, by necessity, speculative and subject
to differences in opinion between entrepreneur and investor. The more the
company is developed (closer to profitability) the less the complexities of
valuation and disputes amongst entrepreneurs and investors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">From an entrepreneur’s perspective
there are four important elements (discussed in subsequent parts) to valuation:</span></div>
<ol>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Substantiation of Sales Projections—Part II</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Financial model, projections, and discounting to NPV—Part II</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Use of an entrepreneurial scorecard to arrive at a realistic valuation—Part IV</span></div>
</li>
<li><div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Negotiating to determine value—Part V</span></div>
</li>
</ol>
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">The first two elements discussed in
Part II and Part III require the research and collection of relevant data and
the development of assumptions that are well thought out and can withstand
scrutiny from others (e.g., investors). The subsequent reductions by the
entrepreneur to secure an idea of pre-money value (NPV) based on projections of
sales, revenue, expenses, and profit should be as robust as practical and thus
more able to withstand criticism by investors.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">As will be shown in Part IV,
deriving a realistic pre-money value is also based on the actual state of
development of the new venture. What constitutes realistic can be argued but
the use of a entrepreneurial scorecard can considerably aid the process.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Entrepreneurs and investors will
independently arrive at their own opinions of pre-money value and amount
required for investment to achieve agreed-upon goals. Guidance for how to conduct
the necessary negotiations are discussed in Part V.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Each of the four subsequent articles
of this series provides specific actionable along with the details of HOW to
accomplish the task at hand.</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-align: center;">
<span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">***</span></div>
<br />
<div style="line-height: normal; margin: 0in 0in 10pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">Rocky Richard Arnold</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";"> provides strategic corporate and capital acquisition advice
to early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or technologies.
More information about Rocky can be found at </span><a href="http://www.rockyrichardarnold.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.rockyrichardarnold.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. His book, <b><i>The Smart Entrepreneur: The book investors
don’t want you to read</i></b>, is available for purchase on Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/pv248qq</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.
Financial software for use by startups can be purchased on Amazon at </span><a href="http://www.amazon.com/gp/product/B00K2KPSI2" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://www.amazon.com/gp/product/B00K2KPSI2</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. He posts articles about entrepreneurship on his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">http://thesmartentrepreneur.blogspot.com</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at
</span><a href="http://www.facebook.com/rocky.r.arnold" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.facebook.com/rocky.r.arnold</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">; Google+ at </span><a href="http://www.google.com/+RockyArnold01" target="_blank"><span style="color: blue; font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">www.google.com/+RockyArnold01</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12pt; mso-fareast-font-family: "Times New Roman";">.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-2176701792636900862015-02-12T12:56:00.001-08:002015-02-12T12:56:59.069-08:00ENTREPRENEURS — 4 VITAL QUESTIONS TO ASK/ANSWER!<span style="font-family: Times, "Times New Roman", serif;">Entrepreneurs and understandably passionate and eager to start their new business and, from my experience, it is difficult to get their attention once they have decided to launch. But, for the opportunity to blossom into a startup, secure funding, and realize its full potential a few "procedural" details should be rigorously followed. Here are my four most important questions to ask and answer first before significant investment in time, energy, and personal finance are committed.</span><br />
<ol>
<li><span style="font-family: Times, "Times New Roman", serif;">Does any other person or entity own this idea, invention, or innovation?</span></li>
<li><span style="font-family: Times, "Times New Roman", serif;">Is there a significant market for products or services to be performed?</span></li>
<li><span style="font-family: Times, "Times New Roman", serif;">Is there a business model that makes sense; that is, can the business be profitable?</span></li>
<li><span style="font-family: Times, "Times New Roman", serif;">Can I write a persuasive business plan?</span></li>
</ol>
<span style="font-family: Times, "Times New Roman", serif;">Let me explain my answers to these questions. </span><br />
<ol>
<li><span style="font-family: Times, "Times New Roman", serif;"><strong>Does any other person or entity own this idea, invention, or innovation?</strong></span></li>
</ol>
<span style="font-family: Times, "Times New Roman", serif;">
<span style="font-size: 12pt; line-height: 115%;">An
idea by itself is not legally protectable unless kept as a trade secret (and
not made public somewhere else) and even then another person or entity may come
up with the same idea thus negating its value as a trade secret. An idea should
drive further thought and, ideally, the creation of an innovation, a way of
solving a new or existing problem differently and in a better way.<span style="mso-spacerun: yes;"> </span>The innovation should manifest itself, for
instance, as a product that offers improved benefits or profitability. The
innovation may also be a new or improved service or manufacturing process. The
innovation must involve the development of technology that is new and
unique.<span style="mso-spacerun: yes;"> </span>Innovations are best secured in
the form of a patent though some may be better preserved as a trade secret. For
something to be patentable it must satisfy a number of requirements (the
subject of another blog), but the patent basically describes an invention.<span style="mso-spacerun: yes;"> </span>Patents are property and assets and offer
important legal rights and protections for its owner.</span></span><br />
<span style="font-family: Times, "Times New Roman", serif;">
</span><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Times, "Times New Roman", serif;"><br /></span></span><br />
<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Times, "Times New Roman", serif;">The
inventor/entrepreneur must be absolutely certain that any technology to be
developed based on the idea, invention, or innovation is unique and provides
the underpinning needed for securing legal protections (e.g., patents, software
that may be kept as a trade secret, or perhaps copyrighted).<span style="mso-spacerun: yes;"> </span>This means the entrepreneur and patent
attorney must perform a good amount of due diligence on technology and patents
before having certainty that the answer must be NO in order to proceed.</span></span><br />
<span style="font-family: Times, "Times New Roman", serif;">
</span><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Times, "Times New Roman", serif;"><br /></span></span><br />
<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Times, "Times New Roman", serif;">Looking
forward, if an entrepreneur anticipates taking-in professional money, then it
should be expected that investors will diligently research competitive
technology positions especially the patent landscape. For investment, the
technology and legal positions (both current and anticipated) must be robust –
reducing technology risk to near-zero is a prerequisite for investment.</span></span><br />
<span style="font-family: Times, "Times New Roman", serif;">
</span><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;"><b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="font-size: 12pt; line-height: 115%;">The
answer to Question #1 must be NO</span></i></b><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%;">.</span></b></span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;"><b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%;"><br /></span></b></span></div>
<span style="font-family: Times, "Times New Roman", serif;"><span style="font-family: "Times New Roman","serif"; font-size: 12pt; line-height: 115%;"><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
2. <strong>Is there a significant market for products to be made or services to be
provided?</strong></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
One of the more difficult issues for entrepreneurs to address relates to target
markets and potential sales revenue.<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
It is critical at the earliest stage of planning and due diligence by
founders to determine those markets (e.g., the target markets) that are
sufficiently large and growing that they would support the entry of a new
competitor (the entrepreneur’s new venture). Professional investors generally
insist that target markets be large and growing so that missteps and errors on
the part of the new venture can somewhat be compensated by the size of the
market which presumably contains large competitors who are not particularly
concerned with competing with a small, up-start, technology company.
Nevertheless, venture capital firms, in particular, are interested in
supporting companies that target billion dollar markets rather than those that
target million dollar markets. Both the magnitude of investment considered and
the interest of professional investors scale with the size of the markets to be
served by the underlying technology.<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
The goal for an entrepreneur is to identify a number of potential target
markets that collectively (in a summed sense) have a large size, presumably in
the billions of dollars range. One of these target markets will eventually be
selected as the entry market — that market that offers the best prospect for
producing profit soon after funding. That initial target market need not be
large, but it must be one for which success is highly probable.<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
The weakest part of any business plan will be the projection of sales
revenue. Investors, for good reasons, dissect sales numbers and also carefully
study the rationale behind the projections. The inability of the entrepreneur
to adequately explain or validate how sales will be accomplished gives
investors the opportunity to discount proposed valuations. The entrepreneur is
usually ill-prepared to defend the business plan in the absence of a good, if
not excellent, marketing and sales strategy and plan.<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
For a new venture without any evidence of sales, sales revenue needs to be
projected using a combination of provable data about the markets and
assumptions and judgments about how prospects are converted into customers.
These assumptions and judgments will still be examined closely by investors but
they are more defensible and subject to testing (surveys, focus group, for
instance) at early stages by the new venture. With early testing, sales
projections become more credible and less subject to discounting by investors. This
provides a pathway for entrepreneurs to argue for greater pre-money valuations.<br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<br /></div>
The answer to Question #2 must be YES.<br />
<br /><br />
3. <strong>Is there a business model that makes sense; that is, can the business be profitable?</strong><br />
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">Simply put, the business model
describes how the company intends to make money and become sustainably
profitable. It could also be said that the business model describes how the
company will develop and deliver value to its customers, employees, and
investors. <a href="https://www.blogger.com/null" name="_GoBack"></a>Eventually, the full description of the
business model will reside in the various elements of the business plan. The
business model need not be fully expanded or given a label during the formative
period of the company; however, the founders need to have an understanding of
how their particular technology and products are going to be developed and sold
into their selected markets.</span></div>
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">Competitors exist in any market
targeted by the new venture. By studying competitor models, entrepreneurs can
gain an appreciation of how organizational details are deployed by other companies
to enable them to create revenue, profit, and satisfied customers. Founders
need to deeply understand the competitive landscape.</span></div>
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">The analysis of the competitive
landscape, along with a SWOT (strengths, weaknesses, opportunities, threats) analysis,
prepares the founders to define the business model and identify the major
elements of the strategic plan, starting with a delineation of the envisioned
company’s unique competitive advantage (UCA) that the founders believe will
enable their new venture to become successful (e.g., outperform their
competitors). <span style="mso-spacerun: yes;"> </span>A UCA is simply that
unique advantage the new venture has in comparison to competitors in the
market. Of course, the UCA, along with other strategic actions that may be
created, can only be anticipated during the early stages of the new venture;
however, a proper business model and strategic plan enable the founders to
develop a convincing message that will be read and heard by investors in the
near future.</span></div>
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">Once the UCA is identified, it is
a valuable exercise to consider the other organizational functions of the
business and how they will be designed and implemented to support a <i style="mso-bidi-font-style: normal;">sustainable</i> UCA. A sustainable UCA, as
it implies, provides a rational basis for presuming the new venture can become
a lasting and valuable company.</span></div>
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">More information about the early
thinking in regards to the business model is provided in an earlier post on
LinkedIn <a href="http://tinyurl.com/m9v8k48"><span style="color: blue; mso-fareast-font-family: "Times New Roman";">http://tinyurl.com/m9v8k48</span></a>.</span></div>
<br /><br />
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";"><strong><em>The answer to Question #3 must be
YES.</em></strong></span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";"><strong><em><br /></em></strong></span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: "Times New Roman","serif";">4. Can I write a persuasive business plan?</span></div>
<span style="font-family: "Times New Roman","serif";"><div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;"><br /></span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;">A
persuasive business plan is one in which investors are induced/convinced that
the business opportunity is good and investment should be made.<span style="mso-spacerun: yes;"> </span>Putting aside personal dynamics and
intervening presentations, the written word (e.g., the business plan) will
undergo scrutiny from investors in the supporting team of accountants and
advisors.<span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">So, the business plan must carry the message in the absence of the
entrepreneurial team.</b><span style="mso-spacerun: yes;"> </span></span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;">
</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;">The
business plan must be based on facts and data which lead to conclusions and
reductions to actions that can be executed in a logical and intelligent
fashion.<span style="mso-spacerun: yes;"> </span>Those attributes must be
reflected in the written business plan in a convincing fashion.<span style="mso-spacerun: yes;"> </span>Preparing the logical organization of the business
plan along with the words (in the form of paragraphs) is a challenge for any of
us.</span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;">In a previous blog (How to Overcome the Hesitancy to Write Your Business Plan <span style="color: black; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span></span><a href="http://tinyurl.com/lcblj2g"><span style="color: blue; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="font-family: Times, "Times New Roman", serif;">http://tinyurl.com/lcblj2g</span></span></a>), I explained how to get started. I have written many funded business plans for others over the years and that is the process I also follow. Finally, I refer entrepreneurs to my new book which provides details about how to go about the process of starting your business as well as building the business plan.</div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;">Surely,
presentations and personal statements are very important, but at the end of the
day it is imperative that the business plan be persuasive.</span></div>
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<span style="font-family: Times, "Times New Roman", serif;"> </span></div>
<div style="margin: 6pt 0in 0pt; text-align: justify; text-indent: 22.3pt;">
<span style="font-family: Times, "Times New Roman", serif;"><strong>The answer to <em>Question #4</em> is "YES."</strong></span></div>
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</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 8pt;">***</span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 8pt;"><span style="font-size: small;"><strong>Rocky Richard Arnold</strong> provides strategic corporate and capital acquisition advice to early-stage companies founded by entrepreneurs wishing to successfully commercialize high-vale creation opportunities, ideas, and/or technologies. More information about Rocky can be found at <a href="http://www.rockyrichardarnold.com/">www.rockyrichardarnold.com</a>. His book, <strong><em>The Smart Entrepreneur: The book investors don't want you to read</em></strong>, is available for purchase on Amazon at <a href="http://tinyurl.com/pv248qq">http://tinyurl.com/pv248qq</a>. Financial software for use by startups is available for purchase on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2">http://www.amazon.com/gp/product/B00K2KPSI2</a>. Connect with Rocky on Twitter @Rocky_R_Arnold; Facebook at <a href="http://www.facebook.com/rocky.r.arnold">www.facebook.com/rocky.r.arnold</a>; Google+ at <a href="http://www.google.com/?">www.google.com/</a><a class="g-profile" href="https://plus.google.com/109564505847318553812" target="_blank">+Rocky Arnold</a>.</span></span></div>
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<span style="font-family: "Times New Roman","serif"; line-height: 115%; mso-bidi-font-weight: bold;"><span style="font-family: Times, "Times New Roman", serif;"><u><span style="font-family: "Times New Roman","serif"; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-weight: bold; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin;"><br /></span></u></span></span></div>
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Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-42104743642069747392015-01-29T16:42:00.000-08:002015-01-29T16:43:46.895-08:00Learn To Articulate Your Vision – The Elevator Pitch<span style="font-family: Calibri;">A well structured and rehearsed elevator pitch should create interest
and a bit of intrigue in the mind of the investor.</span><br />
<span style="font-family: Calibri;"></span><br />
<span style="font-family: Calibri;">The elevator pitch must be concise and include the following elements:
(1) position the company in the mind of the investor, (2) identify the company
and its key product or service, (3) define the competitive advantage or unique
selling proposition and (4) provoke interest and follow-on questions.</span><br />
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Calibri;">Thereafter, presuming and hoping that a longer conversation ensues, the
pitcher should be prepared to (5) define the problem that exists, (6) explain
how existing products and services are insufficient, (7) define the target
market size and growth rate, (8) discuss existing competitors and how your
company differentiates itself, (9) explain the business model, (10) define the
milestones moving forward, and (11) provide an approximate amount of investment
being sought.</span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Calibri;">As for keeping the pitch brief, start by writing down 10-15 one-sentence
expressions of the key points that could be made for the business opportunity and
then work diligently to first prioritize them (what are the three to five most
important points), make the statements concise and impactful (check your
thesaurus to improve the choice of words for maximizing the effect of the words
chosen), and then work to get the initial pitch down to 30 seconds or less.
Practice, practice, practice.</span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Calibri;">One should be prepared to deliver subsequent verbal information
“packets” that are longer (perhaps even up to two minutes) that may focus on,
for instance, the revenue model, technology to be deployed, market size and
characteristics, etc. The particular supportive packet to be delivered will depend
upon the question being asked.</span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Calibri;">As for generating follow-on questions it is useful to have in mind how
a novel might be written; that is, disclosing some starting information
initially but keeping back until the proper question is asked the greater and
hopefully more interesting details. Said in another way, be patient with the
delivery of information and don’t explode at the beginning of the pitch with
too many details. Constructing the visual image requires that an organizing mental
platform for the receiver’s mind (skeleton) be constructed first upon which
muscle (details) can be attached in subsequent layers of conversation. It may
seem a bit complex to think this through, but it is well worth the effort.</span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Calibri;">All questions and contributions are welcome.</span></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-29911359263986000742015-01-29T12:15:00.000-08:002015-01-29T12:21:50.859-08:00The Single Most Important Page of the Business Plan
Preparing a business plan?<br />
<br /><br />
Most entrepreneurs follow a more-or-less established organizational format
consisting of a number of discrete sections covering technology, marketing and sales,
finance, etc. and, of course, an executive summary. The executive summary
normally summarizes the contents of the business plan and succinctly presents
the rationale for business success with the goal being to minimize the time it
takes for an investor to develop an opinion, hopefully positive. While an
executive summary can be as little as a single page it can easily consume two
to three pages with text and perhaps a figure or two. If not careful it
can become a miniature business plan.<br />
<br /><br />
Every plan should have an executive summary, but there is a one-page section
of the business plan that I always put into my clients’ business plans and it
is called the Investment Thesis.<br />
<br /><br />
<strong><span style="font-family: Georgia, "Times New Roman", serif; font-size: large;">INVESTMENT THESIS</span></strong><br />
<br /><br />
Entrepreneurs naturally assume and hope that investors will read their
business plan and arrive at the correct conclusions that compel
investment. Notwithstanding any earlier presentations by the
entrepreneur, an investor will spend very little time with a business plan
unless compelling interest is developed quickly (e.g., within a couple of
minutes).<br />
<br /><br />
Entrepreneurs, however, can help investors do their evaluation by providing
an explicit and succinct statement of the reasons investors should invest—the
Investment Thesis.<br />
<br /><br />
The Investment Thesis is a useful and powerful adjunct to the executive
summary if developed properly. It is a separate one-page section of the
business plan of equal rank to the executive summary which will quickly focus
investors on your opportunity as they initially scan the table of contents.
Imagine when you prepare the investment thesis that the words in the Investment
Thesis are the words the investor would use to convince his/her partners of the
value of the opportunity.<br />
<br /><br />
<em><b><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">In other words, give the
investor the rationale for making an investment and don’t leave that to
the investor to figure out.</span></b></em><br />
<em><b><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;"><br /></span></b></em><br />
<em><b><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;"></span></b></em>Below, an actual investment thesis has been extracted from a funded
startup’s business plan and provided below. Certain information (in [...]) has
been redacted, but the basic approach is simple; that is, provide concise,
clear headlines followed by supporting comments that validate the headline. The
statements, naturally, substantiate the basis for the expected success and
value of your company and must be specific and credible. Keep the number
of key points to four or five, no less, no more, and ordered from most
significant at the top to lesser points below. The Investment Thesis
should be inserted in the business plan after the executive summary and other
introductory or background matter.<br />
<br /><br />
<strong><span style="font-family: Georgia, "Times New Roman", serif; font-size: large;">EXAMPLE EXPRESSIONS IN AN INVESTMENT THESIS</span></strong><br />
<br /><br />
<ul>
<li><strong><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Large Fast Growing Market </span></strong>–
The market for [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product
category</span></em>] solutions is currently $[<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">x.x</span></em>] billion in size. The drivers of this market
include the high growth [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>]
sectors, [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify submarket</span></em>] and [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify submarket</span></em>]. The [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>] market and [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify segments</span></em>] markets are
growing in excess of [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">x-y</span></em>]%
per year in many cases. These markets alone should make up an estimated
$xxx million in sales in [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">year</span></em>].
Much of the existing [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>]
technology is mature and not as well suited to take advantage of the
growth sectors of the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>]
market as is <em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">[specify
company’s product trade name</span></em>].</li>
</ul>
<br /><br />
<ul>
<li><strong><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Ideal Solution for [specify device type] </span></strong>–
The [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>] world is rapidly
adjusting to [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify
product category</span></em>] and applications. [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Product category</span></em>] and [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product type</span></em>] products
associated with the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">market</span></em>]
trend have increased the need for greater [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>], [describe attributes]solutions, lighter
weights, lower costs, and the flexibility and durability to handle the growing
electronic complexity. [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product
trade name</span></em>], with its [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">describe
attributes</span></em>] technology, represents an ideal solution for
[product category] in the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">market</span></em>].</li>
</ul>
<br /><br />
<ul>
<li><strong><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Strategic Partnerships Provide Validation
and Drive Growth </span></strong>– [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Company
name</span></em>] has developed a number of formal and informal strategic
partnerships to help validate [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product
trade name</span></em>] technology and grow its business. These include a
working relationship with [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">corporate
name</span></em>] on the R&D and product marketing side; [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">partner name</span></em>], a marketing
joint venture to license the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product
trade name</span></em>] technology that is in the latter stage of funding;
a strategic relationship with [company name] a developer of [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">technology and products</span></em>]; and
a working relationship with [company name], a manufacturer interested in
licensing [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">technology</span></em>].</li>
</ul>
<br /><br />
<ul>
<li><strong><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Management Experience in Key Areas </span></strong>–
The [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">company name</span></em>] management team,
including President & CEO [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">name</span></em>]
and Chairman [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">name</span></em>],
has deep knowledge of the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">industry
name</span></em>] manufacturing industry. They also have significant
expertise in supply chain management and optimization within this
industry. [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Company name]</span></em> marketing and
sales team, including [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">name</span></em>]
and Vice President of Sales [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">name</span></em>],
have top level experience in [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">industry
sector</span></em>]. This broad industry experience provides the know-how
to develop the licensing of “in-line” manufacturing modules to be located
in the facilities of [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">industry</span></em>]
and equipment manufacturers as part of a streamlined electronic products
supply chain.</li>
</ul>
<br /><br />
<ul>
<li><strong><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Patented Technology Creates Competitive
Advantage </span></strong>– The patented technology of [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">company name</span></em>] represents a
significant advance in [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>]
technologies. This technology has the potential to change the nature of
the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">market</span></em>] business by
significantly reducing cost, weight and size implications in a range of [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">product</span></em>] applications. The
patented technology acquired and developed by [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">company name</span></em>] presents a formidable barrier to
entry to competitors and gives the Company a distinct advantage to capture
a significant portion of the [<em><span style="font-family: "Calibri","sans-serif"; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">specify</span></em>]
market.</li>
</ul>
<br /><br />
Investors examining the business plan and the table of contents will
immediately read the section of the business plan called “The Investment
Thesis” because it stands out and demands the first read, even before the
executive summary. By immediately framing the Raison d'être you
positively influence the investors attitude towards your opportunity.<br />
<br /><br />
<span style="font-family: "Calibri","sans-serif"; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><strong><em><span style="font-family: Times, "Times New Roman", serif; font-size: large;">Make sure the Investment Thesis is perfect and
you will be on your way to securing investment.</span></em></strong></span><br />
<br /><br />
<br />Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com0tag:blogger.com,1999:blog-2547860363365496467.post-90619921324298193982014-12-30T18:17:00.001-08:002014-12-30T18:17:20.376-08:00Why Was 49ers Head Coach Harbaugh Like a Startup CEO?
<br />
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="font-family: Calibri;"><div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Rocky Richard Arnold</span></i></b></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span><span style="font-family: Times New Roman;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="mso-spacerun: yes;">
</span><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span>The head coach of the 49ers left the
organization on December 29, 2014 after a year of fractious rumors and innuendo
involving the team owner and president/CEO, Jed York; the GM, Trent Baalke; and
Head Coach Harbaugh that many think affected the performance of the on-field
players.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: "Times New Roman","serif"; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;">
</span><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Coach Harbaugh came to the 49ers with a
strong background of leadership in both college as a head coach (University of
San Diego and Stanford University) and the NFL as a starting quarterback
(Chicago Bears, San Diego Chargers, and Indianapolis Colts).<span style="mso-spacerun: yes;"> </span>Many fans viewed him as being a coach that
had a style well-suited to the younger players found in college, and they
wondered if he would fit in the NFL where more mature players have to be led
and managed.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: "Times New Roman","serif"; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">49ers Coach Harbaugh took a collection
of players and made them into a team that performed at a very high level.<span style="mso-spacerun: yes;"> </span>And he did that in the first year and the
following two years—three years of high achievement—followed by a sub-par
fourth-year 8-8 record in 2014.<span style="mso-spacerun: yes;"> </span>That the
players played for the coach and vice versa was well understood by the
fans—loyalty extended both directions.<span style="mso-spacerun: yes;">
</span>Harbaugh was appreciated for his over-exuberant behavior and
energy-laden motivating tactics designed to elevate the adrenaline and
performance of the players.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="mso-spacerun: yes;">
</span>NFL teams are just like any other business.<span style="mso-spacerun: yes;"> </span>They have head coaches that are hired by the
owner-investors.<span style="mso-spacerun: yes;"> </span>Both owners and
coaches are responsible for performance.<span style="mso-spacerun: yes;">
</span>However, in the absence of success (i.e., winning the Super Bowl), owners
have the upper hand and the greater responsibility for achieving organizational
success.<span style="mso-spacerun: yes;"> </span>Shortcomings are almost always
totally ascribed to the head coach without considering the responsibility of
the team owner—fair or not, that is the way it is.<span style="mso-spacerun: yes;"> </span>Given the excellent competencies of
Coach Harbaugh, however, most fans will turn to Jed York and hold him
responsible for the performance of the team next year and afterward based
principally on his choice for the next head coach.<span style="mso-spacerun: yes;"> </span>And that is the way it should be.<span style="mso-spacerun: yes;"> </span>Owners are responsible for hiring the top
manager (head coach or CEO).</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="mso-spacerun: yes;">
</span>An NFL team owner (in this case, the York family) and investors are both
intensely focused on success.<span style="mso-spacerun: yes;"> </span>An NFL
team owner wants to win the Super Bowl and realize the emotional highs and
pride that comes from winning as well as increase the value of the
franchise.<span style="mso-spacerun: yes;"> </span>Investors in a company seek
to increase the value of the investee company and ultimately exit with the
highest ROI possible.<span style="mso-spacerun: yes;"> </span>Both NFL team
owners and investors in businesses are challenged with the need to secure a talented
leader (Head Coach in the case of an NFL team and CEO for business
organizations).</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="mso-spacerun: yes;">
</span>Startups are typically led by the original vision holder, inventor, or
founder whose skills in a leadership role are uncertain.<span style="mso-spacerun: yes;"> </span>In the world of startups, the replacement of
a startup founder/CEO is not unusual, especially when initial successes are
replaced with shortcomings in sales, revenue, and profitability.<span style="mso-spacerun: yes;"> </span>Investors assume that the shortcomings are
the result of CEO failures in leadership and/or mismanagement and
decision-making.<span style="mso-spacerun: yes;"> </span>Or in some cases,
investors assume that a less-experienced founder/CEO lacks the requisite
knowledge, skills, and experience to take the organization to a higher level of
performance.<span style="mso-spacerun: yes;"> </span>Investors, like NFL team
owners, are wise to carefully dissect the reasons for shortcomings.<span style="mso-spacerun: yes;"> </span>Investors quickly think that a new so-called
professional CEO is needed—a person who will come in and build on the initial
work of the startup CEO by installing and monitoring processes and setting the
strategies that will lead to success.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<br /></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: "Times New Roman","serif"; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;">
</span></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">It
must be remembered that players may be strongly bonded to each other as a
result of the intense external pressure to win.<span style="mso-spacerun: yes;">
</span>Removal of a well-liked founder/CEO or the head coach raises the risk
that the founding team or players are disaffected both by the action of removal
as well as the unsuitability of a newly-hired head coach or professional
CEO.<span style="mso-spacerun: yes;"> </span>This is the risk for the 49ers
owner, Jed York.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> Here are some differences between a
startup CEO and a professional CEO that must be considered before replacing a
startup CEO (or a winning NFL head coach):</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.5in; text-indent: -0.25in;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">●<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span>A startup CEO is focused on winning key
initial sales and on revenue growth.<span style="mso-spacerun: yes;"> </span>A
professional CEO is focused on developing reliable processes for generating
revenue and profit.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.5in; text-indent: -0.25in;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">● <span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span>A startup CEO is heavily involved with the
selection of people.<span style="mso-spacerun: yes;"> </span>A professional CEO
is driven to develop policies and processes that guide the hiring process.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.5in; text-indent: -0.25in;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">●<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span>A startup CEO interacts directly with
personnel.<span style="mso-spacerun: yes;"> </span>A professional CEO interacts
primarily with the next level of management. </span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.5in; text-indent: -0.25in;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">●<span style="mso-spacerun: yes;"> </span>A startup CEO has a naturally high
affiliation with team members where loyalties are strong.<span style="mso-spacerun: yes;"> </span>A professional CEO has a high affiliation
with investors and senior managers and loyalties between employees and
management is lower by comparison.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="mso-spacerun: yes;">
</span>In important ways, Coach Harbaugh was like a startup CEO.<span style="mso-spacerun: yes;"> </span>He moved the organization from mediocrity to
success in a single year based on his leadership style.<span style="mso-spacerun: yes;"> </span>His affiliation and loyalty was with the
players and not with ownership.<span style="mso-spacerun: yes;"> </span>He had a
strong focus on immediate success, which the 49ers needed.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: "Times New Roman","serif"; mso-fareast-font-family: "Times New Roman";"><span style="mso-spacerun: yes;">
</span></span><span style="mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Was
he the coach for the long term?<span style="mso-spacerun: yes;"> </span>Perhaps
not, according to the owner, but on the other hand, <b style="mso-bidi-font-weight: normal;">his style was perfect for an NFL whose players were young and in need of
coaches who understood the pressures of both maturing and performing at the
same time</b>.</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.75in; tab-stops: 339.6pt; text-indent: -0.75in;">
<span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri; mso-no-proof: yes;"><span style="mso-spacerun: yes;"> </span></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.75in; tab-stops: 339.6pt; text-indent: -0.75in;">
<span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri; mso-no-proof: yes;"><span style="mso-spacerun: yes;">
</span>*****</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt;">
<br /></div>
<span style="font-size: 8pt; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><div style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Times New Roman; font-size: small;"><br /></span></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span style="font-size: 10pt; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">Rocky Richard Arnold</span></b><span style="font-size: 10pt; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"> provides </span><span style="font-size: 10pt;">strategic corporate and capital acquisition advice to
early-stage companies founded by entrepreneurs wishing to successfully
commercialize high-value-creation opportunities, ideas, and/or
technologies.<span style="mso-spacerun: yes;"> </span>More information about
Rocky can be found at <a href="http://www.rockyrichardarnold.com/"><span style="color: blue;">www.rockyrichardarnold.com</span></a>.<span style="mso-spacerun: yes;"> </span>His book is available for purchase on <span style="mso-spacerun: yes;"> </span>Amazon at </span><a href="http://tinyurl.com/pv248qq" target="_blank"><span style="font-size: 10pt;"><span style="color: blue;">http://tinyurl.com/pv248qq</span></span></a><span style="font-size: small;">.
</span><span style="mso-spacerun: yes;"><span style="font-size: small;"> </span></span><span style="font-size: small;">Fi</span><span style="font-size: 10pt;">nancial
software for use by startups can be purchased on Amazon at <a href="http://www.amazon.com/gp/product/B00K2KPSI2"><span style="color: blue;">http://www.amazon.com/gp/product/B00K2KPSI2</span></a>.<span style="mso-spacerun: yes;"> </span>He posts articles about entrepreneurship on
his blog at </span><a href="http://thesmartentrepreneur.blogspot.com/"><span style="font-size: 10pt;"><span style="color: blue;">http://thesmartentrepreneur.blogspot.com</span></span></a><span style="font-size: 10pt;">. </span></div>
<div style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: Times New Roman; font-size: small;">
</span></div>
<div style="line-height: normal; margin: 0in 0in 0pt 0.75in; text-align: justify; text-indent: -0.75in;">
<span style="font-size: small;"> </span></div>
</span><div style="line-height: normal; margin: 0in 0in 0pt 0.75in; text-align: justify; text-indent: -0.75in;">
<br /></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<br /></div>
<div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Times New Roman;">
</span></div>
</span><div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<br /></div>
</span><div style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;">
<br /></div>
Anonymoushttp://www.blogger.com/profile/00693348446784862125noreply@blogger.com1tag:blogger.com,1999:blog-2547860363365496467.post-69740709262773191732014-11-11T10:06:00.000-08:002014-11-11T10:06:39.172-08:00Can You Be An Entrepreneur?<span style="font-family: Calibri;">Many hard-working and imaginative people often wonder if
they have what it takes to be an entrepreneur. </span><br />
<span style="font-family: Calibri;"><span style="mso-spacerun: yes;"> </span></span><br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;">You will need these three qualities at a minimum:<span style="mso-spacerun: yes;"> </span>passion, vision, and perseverance.</span></div>
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: Calibri;"><strong><em>Passion</em></strong> drives your enthusiasm and creativity.<span style="mso-spacerun: yes;"> </span>You will need to find a good idea, invent
something, or discover something useful to society.<span style="mso-spacerun: yes;"> </span>Whatever it is, it must energize you and propel
you into action.</span></div>
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<span style="font-family: Calibri;">Next, <strong><em>vision</em></strong>.<span style="mso-spacerun: yes;">
</span>Vision is the ability to see the future result of bringing your idea to
fruition (presumably an important product, software app, societal benefit, etc.)
that can be the basis for a profitable business.</span></div>
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<span style="font-family: Calibri;">Finally, <strong><em>perseverance</em></strong>.<span style="mso-spacerun: yes;"> </span>You need perseverance to overcome all
obstacles and endure all setbacks.<span style="mso-spacerun: yes;"> </span>In
brief, you must be resilient and resolute.</span></div>
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<span style="font-family: Calibri;">If you have at least these three qualities, you can be an
entrepreneur.</span></div>
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<span style="font-family: Calibri;">More information on being an entrepreneur and how to
accomplish a funded startup can be found in my new book now on Amazon, <strong><em>The Smart Entrepreneur: The book
investors don’t want you to read. </em></strong><a href="http://tinyurl.com/pv248qq" target="_blank"><strong><em>Click here to order on Amazon</em></strong></a><strong><em> </em></strong>or use <span style="font-family: "Calibri","sans-serif"; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin;"><a href="http://tinyurl.com/pv248qq"><span style="color: windowtext; text-decoration: none; text-underline: none;">http://tinyurl.com/pv248qq</span></a> </span></span></div>
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