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An Agile Entrepreneurship a model to improve start-up success rates ICMLG 4 th International Conference on Management, Leadership and Governance 14th - 15th April 2016, St Petersburg, Russia.

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Page 1: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

An Agile Entrepreneurship a model to

improve start-up success rates

ICMLG

4th International Conference on Management,

Leadership and Governance

14th - 15th April 2016, St Petersburg, Russia.

Page 2: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

Introduction to Declan DipEng, CDipAF, MBA

The Career

• Computer Automation (6)

• Trio-Tech (2)

• Donnelly Mirrors (1)

• Amdahl/DMR Consulting/Fujitsu

(13)

• Accuris (2) - CEO

• KBS* (2) - Consultant

• Insight Test Services* (5)-CEO

• Cap Gemini-Sogeti (3)- CEO

• SBITS* (5) – Consultant/CEO.

From Engineer to CEO & Business

Founder*

Relevance

• International Advisor • Enterprise/Entrepreneur

development.

• MNC Development

• Research Commercialisation/Spin Outs • DIT Traders-Now, IVI IT-CMF

• Enterprise Ireland Partner Prog.

• Author, Speaker, Mentor

• Entrepreneur • Expertbounce.com

• Siriusperf.com

• Intelligentorg.com

Supporting Individual, Team, &

Orgsanisation Performance Improvement

Page 3: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

www.advantage-book.com

Traditionally

The Business Plan

Page 4: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Harvard Business Review 2011

A study by Harvard Business school indicates that New

Venture failure rates are between 30% and 90% depending

on how you define the criteria for failure:

• 30% to 40% where investors liquidate and lose most or all

of their investment.

• 70% to 80% where the business stakeholders fail to see

expected ROI

• 90%-95% where the business declares a projection and

fails to meet that projection

Page 5: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

www.advantage-book.com

University of Tennessee Study

We need to improve what the entrepreneur does?, How? & When?

“The right things, The right way, at the right time”

Page 6: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

People & Human Systems Challenges for Entrepreneurs

Uncertainty

Change

Alone

New

Volume/Capacity

Variety/Competence

Lots of advice & info

Enable Comfort & Confidence

Framework/Methodology Systematic & Models

Rules & Guides & Process

Quantitative & Qualitative techniques

Phases & Templates

Time

When?

Focus

Priorities

Direction

Alignment

Productivity

Page 7: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

www.advantage-book.com

Agile Framework & Method

The current

Stage/Phase

Being

worked

The priorities &

Selection for Next

stage

Page 8: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Focus on “Advantage”

“A condition or circumstance that puts one

in a favourable or superior position”

“What if we could have every stakeholder with

this focus on their role and outputs ?”

Sources of Advantage create,

Market Competitive Advantage which result in,

The Customer experiencing value leading to,

Stakeholder Value Creation

Page 9: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Be Clear on you advantages Internal Advantage

What are our sources of advantage core competence, capability, process, offerings in the home market and how do they apply or are adapted for a foreign market.

Market Advantage

What is our core advantage over the competition in the markets, is it different from the home market and how do we adapt and leverage

Customer Advantage

Is there a compelling value proposition for a customer or group of customers in the new market

Strategic Advantage

When we consider our internal and external advantage does it give some level of strategic advantage that might allow for achieving a leadership position

Co

mp

etitiv

e

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www.advantage-book.com

An Agile approach with Focus

Advantage

Business Performance

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www.advantage-book.com

Market

Definition

Market Entry -

Beach-Head

Page 12: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

www.advantage-book.com

How does it work?

Compelling need

for a solution

confirmed

Innovative Solution &

Advantage Defined

Potential

customers

confirm purchase

criteria

Market confirmed

attractive

Promoter

credentials &

capability

Promoters aligned

& Organised

Expectation

resources

available

Page 13: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

www.advantage-book.com

How does it work?

Promoters

aligned &

Organised

• Vision

• Goals

• Roles

• Incorporation

• Shareholder

Agreement

• SWOT

• Key Stakeholders

Diagnosis &

Gap Analysis Tools &

Templates

Knowledge

Base

Page 14: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Goals of Stage 1

Potential Advantage(1) Establish real advantage potential exists in the market.

Confirm capability to create the advantage exists.

Compelling advantage for target customer.

Validation of Business Opportunity(1) Confirmation a markets exists for the product/service.

Confirmation that there is a value proposition which can deliver an

ROI

Confirmation the capability exists or can be created to deliver the

ROI.

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www.advantage-book.com

Stage 1 “Potential Advantage” Validation of Business

Proposition: confirmation we are building the right business

Page 16: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Create Advantage(2) Pilot/POC to establish can advantage be created.

Confirm with customers advantage is visible

Validate Assumptions.

Verification of Business Opportunity(2) Establish core advantage and business creation processes

Customer & Market profiling through engagement

Sweet Spot Customer and Beach-head planning

Stage 2 “Create Advantage” Verification of Business

Proposition: Confirmation we can build it right

Page 17: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Proving Advantage(3) Customers experience advantage

Refining & Developing advantage

Confirmation of Business Opportunity(3) Beach-head market entry

Professionalising the business & Performance Management

Stage 3 “Proving Advantage” Confirmation with customers

that scalable value exists

Page 18: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

• Protecting Advantage(4) • Expanding Advantage net.

• Securing the Business Opportunity(4) • Full Market Entry

• Starting the Scaling process

Stage 4 “Protecting Advantage” Securing growth, share &

loyalty

Page 19: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Leveraging Advantage(5) Advantage Asset Management

Advantage Life Cycle Management

Scaling the Business Opportunity(5) Release talent & Collaboration

Strategic Growth options (Organic/inorganic)

Stage 5 “Leveraging Advantage” Scaling the Business

leveraging assets to extend reach

Page 20: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Changing Advantage(6) 1. New rules in current game on the same field; 2. New game on current field; 3. Similar game on another field; 4. New game on new field.

Continuous Business Innovation(6) Change Management

Value Management

Stage 6 “Changing Advantage” Continuous Innovation -

Continuous entrepreneurial growth

Page 21: An Agile Entrepreneurship a model to improve start-up success …intelligentorg.com/wp-content/uploads/2013/11/ICMLG-2016-Paper-A… · An Agile Entrepreneurship a model to improve

For Full Advantage Note (Paper) or to get a copy of the book www.intelligentorg.com

Conclusions

• Agile Framework driven by Information, Data & Learning

• “The right things, the right way at the right time”

• Cultural and Operational focus on Advantage

• Connects actions to customer and business outcomes

• A Roadmap for starting and scaling an enterprise

• Connects the stages with important functional and business

outcomes

• Small % improvements in success rates can have large

economic impact.