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Lessons from School – a case study in how not to do it! …or how to lose £1m without really trying

Lessons from School – a case study in how not to do it! …or how to lose £1m without really trying. Perry Burns, Director Sales 101 Ltd +44 (0)20 8203 7757 Perry@sales101.co.uk www.sales101.co.uk. Why not?. Government Directive Lodsa money Sexy technology Time on your hands

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Lessons from School – a case study in how not to do it! …or how to lose £1m without really trying

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  1. Lessons from School – a case study in how not to do it!…or how to lose £1m without really trying Perry Burns, DirectorSales 101 Ltd+44 (0)20 8203 7757 Perry@sales101.co.ukwww.sales101.co.uk

  2. Why not? • Government Directive • Lodsa money • Sexy technology • Time on your hands • Very poor oversight • A touch of arrogance • A hint of hubris

  3. What’s the Recipe? • Vision • Management • Finance • Technical • Legal • Marketing (and sales) • Customer support • Delivery • Exit

  4. What are you for? • Niche • Speciality • Expertise • Service • Innovation • Utility

  5. Who’s driving? • (Vision) see above • Experience • Drive • Resilience • Team • Resources

  6. Lucre • Start up Costs • Cash Flow • Cost Controls • Time to breakeven • Tension: Finance vs. Sales • Wild Optimism

  7. Meccano! • Technically Sound • Supportable • Sustainable • Easy? • Effortless • Lowest cost possible • Short supply chain • Minimum risk

  8. Clause 1 • Verbal contracts are worthless • Lawyers (usually) know what they are talking about • Don’t do it on the cheap • There are no simple legal answers

  9. Luvely Jubely • “Sales” is not a dirty word • Selling IS necessary • Selling is a skill which can and must be learnt • Marketing is the activity which enables sales

  10. Make it work • Customers pay the bills • They expect SERVICE • They are NEVER a nuisance • Complaints happen – deal with them

  11. Its going to end! • There is no stasis in business • Grow or die • Collaborate / partner • Trade Sale • Float

  12. What’s the secret ingredient?

  13. Questions? Thank you for your attention

  14. Lessons from School – a case study in how not to do it!…or how to lose £1m without really trying Perry Burns, DirectorSales 101 Ltd+44 (0)20 8203 7757 Perry@sales101.co.ukwww.sales101.co.uk

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