Belmont University

March 31, 2005

Tripping at the Exit

StartupJournal highlights two entrepreneurs, Barbara Meade and Carla Cohen, who thought they had their exit plan in place for their bookstore.

"As they reached their mid-60s, they wanted to make sure their business would thrive into the future. Since neither had children interested in taking over the store, four years ago they hired a younger entrepreneur, Danny Gainsburg, with the understanding he would eventually buy them out."

But, their plans soon came unraveled as their employees rebelled against the transition. There story is an informative case study on the challenges of the exit process.

I remind entrepreneurs to keep a few things in mind regarding exits:

- The first offer is rarely the one that works. Don't get too excited and don't spend the money until it is actually in the bank. Half of all business sales that actually make it to closing actually complete the sale, and a very large percentage fail long before that point.

- Staff will always get anxious during an exit no matter how well it is planned. The process is disruptive and can become quite chaotic. Keep it as quiet and low key as you can for as long as you can. Avoid making a highly visible long term transition.

- Twenty years can be short-term for exit planning. Don't wait twenty years to start your planning like the entrepreneurs did in the StartupJournal profile.

- Involve your accountants and lawyers throughout the process. It will be expensive, but it is worth the costs given the risks of making any missteps.

- Integrate the needs of your important stakeholders into your planning. But, in the end remember that it is your business you are exiting.

For more tips on exit planning see my earlier post on this topic.


Independent Coffee Shops Best at Thinking like their Customers

Anita at Small Business Trends has a great post on how independent coffee shops are more effective at listening to their customers. This is not only a good practice for coffee shop entrepreneurs like Jason at A Thought Over Coffee, but all small businesses. The ability to think like their customers is a key competitive advantage entrepreneurs have over their large corporate competitors since they are so much closer to their customers day-to-day as they run their businesses.


March 30, 2005

Carnival of the Capitalists: Part II

Here is Part II of this week's COTC.


Angels Flying High

Angel funded was way up in 2004, which is good news for the entrepreneurial economic recovery. Angels are credited with supporting more total economic development than venture capitalists. Inc.com reports on the details of this study.

"Angel funding for start-ups grew 20% in 2004 and helped create 141,200 new jobs, according to the Center for Venture Research at the University of New Hampshire, in Durham, N.H.

"The total investment by angel investors rose to $22.5 billion last year compared to $18.1 billion in 2003. The volume of angel investments was 16 times more than the number of venture capital investments, and the number of entrepreneurial ventures that received angel funding in 2004 increased 24% to 48,000."


Battle Over Copyrights

The battle over copyrights that is now before the Supreme Court has far reaching implications beyond the litigants in the case. It could shape the competitive environment for years to come in the entertainment industry.

As seen in this article from Red Herring, many fear that this could stifle innovation and entrepreneurship in the industry.

"The case has provoked a flurry of briefs from interested parties, including such diverse groups as computer science professors and professional musicians. Intel filed a brief this month saying that Hollywood is trying to force technology companies to accurately predict how consumers will use their technology-an impossible task, opening tech companies to endless litigation. Other groups, including the National Venture Capital Association, pointed to the technological importance of file-sharing over peer-to-peer networks.

"Mark Cuban, billionaire entrepreneur and president of HDNet, recently wrote in his blog that he would finance Grokster’s defense. 'If Grokster loses, technological innovation might not die, but it will have such a significant price tag associated with it, it will be the domain of the big corporations only,' he wrote."

Stay tuned....


March 29, 2005

SBA Looks at Definition of "Small" Business

StartupJournal reports that the SBA is looking into the definition what is a small business.

"By U.S. government standards, a sheep farmer is one, so long as her business pulls in no more than $750,000 a year. So is a residential remodeler, though he can make up to $28.5 million. A fish and seafood wholesaler gets small status if the company employs fewer than 100 workers while a telecommunications reseller is allowed up to 1,500 employees and can have unlimited revenue."

Congress is not real interested in this change, as the current policy allows them to micro-manage yet another part of our economy.

Think I am exaggerating? Check out the official list the SBA puts out on what constitutes a "small" business. It currently runs about 42 pages.......


Angel Investor Saves Pharmaceutical Company

Sometimes angel investors really do come out of the blue just like angels as seen in this article from the San Diego Union Tribune. Amylin Pharmaceuticals was saved by an investment made by a self-made entrepreneur turned angel investor, Allen Andersson, who believed in this company because its new drug could help his own daughter.

The company is working on its second major drug and Andersson is doing more deals due to the success they had together. A great story and well worth a read.

Thanks to Ben Cunningham for passing this along.


Vacation Season...Even for Entrepreneurs

From time to time I have written about the importance of vacations or just time off for entrepreneurs. Judy Artunian at the NFIB web site offers their take on this topic.

"More often than not, the entrepreneurs who could stand to gain the most from taking a two-week vacation are often the ones who can't bear to be away from their business for more than two days. If you're having trouble breaking away for that leisurely trip to the Bahamas or to your brother's lakefront cabin, it might be time to re-orient your thinking about vacations."

She says it can be good for your company, good for your employees and good for your ability to deal with the stresses your venture keeps sending your way.

And as I also recommend, she says to make sure to really take time off.

"Eighty percent of small-business owners check e-mail or voice mail while they're on vacation, according to the results of a recent survey conducted jointly by Thomas Industrial Network and the U. S. Small Business Administration; try not to be one of them. Too much checking in will dilute the regenerative powers of a vacation. Urge your staff to call you if they need help with a matter that can't wait until you return, but stress to them that you need this time to decompress from the pressures of work."

Before one vacation I told my staff that they should only call me if the office burns down (completely) or if someone would die if they didn't contact me before I got back. (I still got two calls, but neither had anything to do with a fire or a potential death.....).


The Chaos that is a Start-up

Jason at A Thought Over Coffee sheds some light on the chaos that can be a part of the start-up of a new venture, especially when it also involves moving half way across the country.


March 28, 2005

Carnival of the Capitalists

COTC will be presented in two parts this week. Find Part I here. Part II will be posted on Wednesday.


Entrepreneurial Showcase: Pathfinder Therapeutics, Inc.

Pathfinder Therapeutics Inc. is a medical device company founded by a group of six clinical and academic professors from Vanderbilt and Washington Universities located in Nashville, TN.

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"PTI's mission is to develop innovative image-guided therapeutic applications that allow physicians to perform more efficient, accurate procedures and improve patient outcomes. Our vision includes the continuing development of a commercial image-guided surgical software platform on which we can build many innovative therapeutic applications can be researched, developed, evaluated in clinical trials, and cleared for sale by the FDA. As the founders have continued to do as scholars in presenting their academic research, we will always act with the utmost integrity and honesty in dealing with all of their stakeholders."

The first commercial application under development by PTI is a image-guided liver surgical system. They currently have a working prototype of this system.

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Image-guided surgery essentially describes using preoperatively acquired medical images as an interactive roadmap during a surgical procedure. Extensive phantom, animal and limited clinical experiments have been performed with the system and the results published in peer-reviewed academic journals. The working system will continue to be utilized in preliminary clinical investigations for liver applications over the next year. The goal in the first year of operations is to develop a clinical prototype that is ready for evaluation in a full-scale efficacy FDA clinical trial.

Dr. James Stefansic, the company's COO, is the only founder working currently full-time for the business. Jim is doing this while also completing an MBA from Belmont's Massey Graduate School. "It has been difficult to juggle all of my responsibilities, but fortunately there is some overlap between my work at Pathfinder and some class projects. I am certainly applying what I've learned in my courses from Belmont over the last three years. I am pleasantly surprised at how much my coursework transcends into the real world of business."

The goal for PTI is to position it as an acquisition target, preferably to a large medical device company. They will most likely need to initiate sales and marketing channels before this occurs. Once the initial product has been sold to a larger company, the founders of PTI plan to develop other image-guided therapy applications from their software platform.

Jim has had to make adjustments during his transition from a university to their new venture's start-up. "It is challenging to work with faculty members at Vanderbilt who were once on my dissertation committee. The setting is totally different and our roles have changed, but we all have respect for each other and the talents we bring to the table. I would not have quit my safe job at Vanderbilt to do this if I didn't trust everyone involved, especially our President Bob Galloway. It is very exciting to take something that was once a project in the lab and bring it to the market as a medical device that can really improve people's lives."

One of the biggest adjestments for Jim has been the pace of his new life as an entrepreneur. "Most definitely is it related to the speed at which things move. Research can be a slow, tedious process and there are usually no hard deadlines in place that constrain your time to achieve a breakthrough result. With Pathfinder, however, our investors have the right to know developments on a week-by-week basis, and this is always in the back of my mind as we plan for the future. I still have freedom in doing my job, but it is certainly a different kind of freedom."


March 25, 2005

Happy Easter

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16th century Russian Icon. Christus Rex


March 24, 2005

Headaches and Heartaches

Rob has an interesting post at BusinessPundit on the emotional toll of being an entrepreneur.

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On the recommendation of by brother (and former business partner) Tom, I am reading a novel that really captures the emotional side of entrepreneurship. The Coffee Trader, by David Liss is set in the 1600s in Amsterdam, but the emotional roller coaster ride suffered by the main character, entrepreneur Miguel Lienzo, will hit home for almost any entrepreneur today.


Rock Solid Growth Plan

Bizjournals.com tells the story of the Westbrook family artisanal masonry business called QuarryHouse. A lesson to learn from this business is how they have approached growth. They have taken it slowly and conservatively, and it has paid off.

"Westbrook discovered that unexpected business issues cropped up after his company broke the million-dollar revenue benchmark. Westbrook had to relinquish the role of field supervisor and take a strong lead in business roles. Even more pressing issues came in the form of cash flow and payroll, as the company found itself paying employees without having been paid for the jobs they did."

This transition takes place for almost every growing business, and it usually happens around $1-2 million in sales. Things start to happen that are symptomatic of growing pains that, without attention, can doom a business to failure. Bankers will tell you that this growth period is probably the most dangerous period for the survival of a small business.

"Today, Westbrook sounds like a seasoned financial manger: 'Learn to grow and survive on the profits you earn. You can't get into too much trouble if you stick with that.'"

Indeed, and growth should be focused on those profits, not on sales. Growing sales is irrelevant if they don't also grow your profits.

"His three-prong approach to meeting a goal of $15 million to $20 million in revenue in five years includes continuing to emphasize training and continuing to reinvest in the company....QuarryHouse has had never had outside investment, but as it approaches revenue of $6.5 million, Westbrook is in talks with banks about adding outside capital to the mix. Said Westbrook, 'They've done all the numbers and I don't believe we're done growing. There is a lot of work yet for us to look at.'"

No outside money until they hit $6.5 million in sales? Now that is prudent growth.


March 23, 2005

Social Security: T Minus 36 Years and Counting

The Social Security and Medicare Trustees released their 2005 report today on the future of this program. As reported by the Congressional Joint Economic Committee:

"The major findings are that the 75-year unfunded liability of Social Security increased from $3.7 trillion in 2004 to $4.0 trillion in present value today. The present value unfunded liability over an infinite horizon increased by $700 billion from $10.4 trillion in 2004 to $11.1 trillion today.

"Last year, the Trustees reported that Social Security would begin to run annual deficits in 2018; this year's report moves this point one year earlier to 2017. Last year, the date of insolvency was pegged at 2042, but the 2005 report estimates that insolvency will now occur in 2041. The Trustees also estimate that annual OASDI surpluses will peak in 2008 and decrease thereafter until permanent annual deficits begin in 2017.

"The dates of insolvency and perpetual annual deficits have moved closer, and the cost of doing nothing to fix the system is massive."

Social Security an entitlement that has grown way beyond its original intent and original scope. Minor fixes around the edges or higher taxes are not a solution. Even partial privatization is not a permanent solution, as it is too little and still keeps the federal government in control.

In 2041 I will be older than my father is today. He is in his 80s and is still an active entrepreneur. When social security was set up, the average life span of Americans was less than the age at which the program started providing benefits. We live so much longer and are so much healthier that it is insane to use the same rules as we did decades ago.

A 65 year old at the dawn of the Social Security program is equivalent to an 80 year old today. Put it another way: Do you think that when the program first started anyone would have supported benefits starting at age 50? Of course not, but that is the same liability that we are creating by not changing the current system.

If we simply ratchet the age up to meet current life expectancies we will create a system that meets its original intent and will be solvent forever at a fraction of the current tax rates. Let individual Americans and their families take care of the rest.

Can we do this immediately? No. But we can over the next fifteen years increase the age of eligibility for Social Security by one year per year, still meet our moral obligations, and pull this program back to what its authors had in mind.


Friends as Partners, continued

Accidental Verbosity has a wonderful follow-up to my post on friends as partners from a few days ago.


Harvard: Strong in Entrepreneurship or Strong in Socialism?

I found it more than a little ironic when I came across this post at Cafe Hayek about Harvard (via Coyote Blog). It seems the student culture at Harvard is not very enamored with free enterprise even though their school gets ranked consistently high for their entrepreneurship programs, the latest being a top 25 by Entrepreneur magazine. It seems that student leaders are not pleased with one of their classmates who is marketing a maid service to fellow Harvard students. Not egalitarian enough, so it seems....


The Art and Science of Pricing

At some point every new entrepreneur has to address the question of how much to charge for their product or service. For many entrepreneurs this is one of the most agonizing decisions they have to make during their start-up. For most, they fear charging too much and scaring customers away. Many go so far as to almost seem to be apologizing to the market for having the gall to actually try to compete. They end up charging significantly below what the market may be willing to pay.

There is a good article at NFIB on pricing strategies for new businesses. It offers a simple approach that helps take some of the guess work out of pricing. Do your homework of what the market is charging. Make sure that what you charge covers all of your costs, including overhead. An operating margin of 50% to cover overhead is a good rule of thumb. And finally, build profit into your pricing strategy. Making money is your goal, and you can only create profit if you charge enough.

My only additional advice is to keep your business strategy in mind. If you truly have a safe niche that no other business is competing within, you can charge a little more. However, make sure you really have a niche, as many who think they do are really just offering a variation on a theme. This strategy involves trying to differentiate your product or service to gain existing market share from others, which requires meeting or slightly beating existing market prices.

Remember, pricing your product or service is part science and part art. Gather data about the market, but also follow your intuition about what your customers will pay based on your business strategy.


Pulse of Today's High Growth Entrepreneurs

Inc.com released the results of a survey they conducted of the Inc 500 (fastest growing private companies that self-report data for their rankings). There are some interesting findings:

- 59% said that Bernie Ebbers deserved 10 or more years in prison

- 50% said that U.S corporations are continuing to lose public trust

- 78% said they disapprove of recent Small Business Administration budget cutbacks

- 53% said the recent revision in federal bankruptcy laws were an improvement for businesses

- 66% said that privatizing Social Security would be a positive step for their employees

- 65% said they thought federal taxes were too high

- 62% said that the U.S. will lead the world in entrepreneurship in 15 years

Do the other 35% want higher federal taxes?


March 22, 2005

Fed Raises Rates

From the Congressional Joint Economic Committee:

"The Federal Reserve's monetary policymaking committee announced today that it is increasing its target for overnight interest rates from 2.50% to 2.75%, a move that was widely anticipated.

* The Fed views risks of substantial increases or decreases in inflation over the next few quarters as roughly balanced. Similarly, risks of substantial increases or decreases in economic growth are also seen as balanced.

* The Fed mentioned that pressures on inflation have picked up in recent months."



Venture Capitalists Question Rankings

VCs in Silicon Valley question the latest technology rankings from the World Economic Forum, according to Red Herring.

"Singapore finished first in the report, which ranked 'networked readiness.' Iceland, Finland, Denmark, and Sweden moved into the second, third, fourth, and sixth spots, respectively.

"'Those rankings don't make sense,' said Warren Weiss, general partner at Foundation Capital, a Menlo Park, California, firm that invests almost exclusively in America and whose portfolio companies sell globally. 'The United States is still the number-one place you want to sell and market your IT products.'"


Words of Wisdom to Future Business Leaders

Wilson Ng posted excepts from a speech he gave to the Junior Achievement of the Phillipines at his blog site bizdrivenlife.net. Some very motivational thoughts for tomorrow's leaders.


Displaced Workers as Entrepreneurs

National Dialogue on Entrepreneurship examines displaced workers choosing entrepreneurial strategies as a solution for their unemployment.

"North Carolina's New Opportunities for Workers (NOW) program, which provides entrepreneurship training to displaced workers, is one recent example of such an effort. These strategies make sense according to a new survey of unemployed Americans by Right Management Consultants, a Philadelphia based career transition firm. Overall, 44% of the unemployed consider self-employment. Only 10% actually take the leap, a percentage equivalent to the levels of entrepreneurial activity found in the general US population. Another interesting survey finding concerns the age of those with this interest. Older workers (aged 61 plus) have the highest levels of interest in self-employment while younger workers (aged 21-30) have the lowest interest levels. These findings run contrary to other research that shows that entrepreneurial activity is most prevalent among those between the ages of 25-44."


Small Business Excellence in Customer Experience Award

For the second year, NFIB and Dell will be honoring small businesses that represent a spirit of innovation in applying information technology in their business practices to improve the customer experience with their NFIB/Dell Small Business Excellence in Customer Experience Award.

A profile of last year's winners can be found here.

If you are an owner, president or chief executive of a small company with 100 employees or less that has driven a significant change or developed a competitive advantage in delivering superior customer value and experience, we want to hear your story. In addition, we want you to share customer testimonials to show how technology has helped you improve customer relationships.

NFIB is now accepting applications for the 2005 awards.

The winner receives:

- A day with Dell to share best practices, including time with Michael Dell

- $30,000 in technology and professional services from Dell

- Recognition at Dell-sponsored event in September 2005

- Lifetime NFIB membership

Nine finalists win:

- Dell Latitude notebook

- One-year NFIB membership


March 21, 2005

Carnival of the Capitalists

Carnival of the Capitalists is up at Beyond the Brands.


Top Ten, Again

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For the second straight year our Entrepreneurship Program here at Belmont University was ranked a Top 10 Entrepreneurship Emphasis Program by Entrepreneur magazine. Thanks to the faculty, staff, students, alumni, community partners, and our administration for helping us to continue our efforts to build our Entrepreneurship Program.

Some of the other schools in the Top Ten Entrepreneurship Emphasis category this year include Purdue University, Drexel University, and Loyola Marymount University. Some of the schools in the second tier of this category include University of Alabama at Birmingham, Arizona State University, Fordham University, George Washington University, James Madison University, Oregon State University, and Pepperdine University.


Entrepreneurial Showcase: Bergen Cathedral Interiors

Bergen Cathedral Interiors, founded by Stephen Bergen and David McCracken (both Belmont alumni), is a Nashville-based Christian company serving churches and architects with the highest quality pews and custom furniture, pew refinishing and restoration, stained glass, auditorium seating, and carpeting available.

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Like many start-up ventures, the genesis of Bergen Cathedral Interiors came from a set of unanticipated events that created an opportunity. Stephen Bergen had been working with a small, out of state business that had decided to withdraw most of their operation from Tennessee. It turned out to be a blessing in disguise. The vendors Stephen had been working with wanted him to continue representing their products and services in Tennessee. So it made perfect sense for Stephen to start a company based on the relationships and experience he had been developing over the previous eight years.

But the opportunity proved to be even larger than Stephen first thought, as his suppliers were willing to consider an expanded territory beyond Tennessee. So Stephen decided to bring on a partner, David McCraken. Because they had been friends for over fifteen years, David already knew what was going on with Stephen's work. The two discussed their situations and realized they had a great opportunity to build a Christian company together, working with top suppliers to serve architects and churches.

During their start-up, Bergen Cathedral Interiors faced the challenge that came from the transformation of Stephen's existing relationships through his old employer into the new business they were creating. His former employer left him with clients whose projects Stephen had to see through. At the same time, he and David had to develop their common vision for their new company, draft and redraft their business plan, get David up to speed on their market, products and services, learn new software tools and assure their plans would be compatible with the vendors whose products and services they would represent.

Drafting the business plan proved to be very important in determining the nature and quality of the company Stephen and David wanted to build. It has also proven to be way to get feedback from their suppliers. "After we presented it to our main supplier, they asked us to make our presentation a second time so their project managers could learn the perspective of their sales reps. They immediately told all their other sales reps that they wanted to see a business plan from them, too. That was very gratifying, because we immediately knew we were on the right track."

David said that they have found strong support, from business advice to leads for new projects, from many of the people who have learned about their new venture. "Almost anyone who is successful can look back on their own professional development and identify people who were glad to help them early on. And folks who have experienced the entrepreneurial process are normally very glad to help others when they get the opportunity."

They also turned to trusted friends and family and asked them to serve on an advisory board. "This is a great way to have the benefit of wise counsel from others who have business experience, and it builds a certain level of accountability as we know we must report the results of our progress to this group."

Stephen wanted to build Bergen Cathedral Interiors based on their shared values. "My values as a Christian have made it extremely easy to define the structure and goals of what I want this business to be. I just put myself in potential clients' shoes and ask, 'How would I expect to be treated?'"

From his previous experience in the worship market, one of Stephen's biggest surprises has been how foreign the concept of "do unto others" actually can be, even among companies serving churches.

David said that he and Stephen realized how important it is to get to know their suppliers on a level that goes beyond products and services to assure that they genuinely share their values. "If we partner with a company that relies on using the language of faith only to close a sale, the churches and committee members and other Christians with whom we are working will pick up on this as being inauthentic. It could cause not only a lost sale, but also a negative impact on our reputation."

Stephen and David have recognized the importance of working on their partnership as well as their new business. Stephen said that they did not rush into their start-up. They carefully and thoroughly discussed expectations. They then worked with their attorney (and a long-time mutual friend) to help walk them through the legal issues of their business start-up. Because all three are friends, their operating agreement will not only be strong from a legal standpoint, but also will be drafted to reflect the great value that Stephen and David place on their friendship.


March 18, 2005

Carnival of the Capitalists Postings

Please get any postings for next week's Carnival of the Capitalists submitted by no later than 3:00 p.m. Sunday!


Values in Action

Today I am guest hosting at BusinessPundit. Please visit my post on executing your values in the day-to-day activities of your business at Rob's site.


March 17, 2005

Advice from a Bootstrapper

I just finished several weeks of teaching about bootstrapping to my students. I wrapped up the unit with a visit from Charles Hagood, co-founder of The Access Group, which was the feature of a recent Entrepreneurial Showcase at this site. Charles shared his advice on being a successful bootstrapper:

1. Cash is King. Enough said!

2. Sometimes Less is More. Having fewer resources can force a business to be more flexible and more resourceful. For example, Southwest Airline's business model grew out of the limited number of planes that they had to work with during their start-up.

3. Keep Your Priorities in Order. Never compromise your ethical principles, even when money it tight.

4. Enjoy the Ride. Love what you do in your business and enjoy each day. That will make the lean times easier to take.

5. Cut Costs, Not Quality. Focus your money on customers when money is scarce.

6. Impress Your Customers, Not Yourselves. Don't waste money competing internally over who has the best stuff. Invest it in your customers and in your product.

7. If You Have $1 Left in the Bank, Spend in on Marketing. Even when the market is not buying your product stay in front of them so they will remember you when things pick up.

8. Always Look Bigger and Tougher Than You Are. See my post from earlier today for ideas on this.

9. Continuously Reassess Your Business for Wasteful Spending.


Bootstrap Your Way to Looking More Professional

Jeffrey Moses at NFIB.com offers seven tips at to entrepreneurs for looking more professional, and they are all part of a good bootstrapper's tool kit. Each recommendation is relatively inexpensive, but offers good value in terms of its impact. And each of these ideas can make your business look larger and more well established to your potential customers.

- Set up a first-class voicemail system.

- Get a toll-free number.

- Send all mail on custom-designed letterhead in a designed envelope.

- (Y)our business card should be world class.

- Write articles for trade publications.

- Send out press releases whenever warranted.

- Dress the part.


Health Care Crisis Solutions May Be Costly For Small Business

Inc.com reports that the health care crisis may soon become an even greater issue for small businesses

"As the national debate over health care continues, many state governments like those in California and Arizona have stepped in to try and force some solutions for its uninsured population. As politicians debate topics like state-run universal coverage, small-business owners everywhere have tuned in to see how they might be affected.

"That's why states like California, which has more than six million uninsured residents, are considering mandated health care programs. Members of California's state assembly are currently debating the merits of its proposed Universal Health Act that would require Californians to obtain health care coverage similar to how motorists have to obtain auto insurance."

And who would be responsible for making sure that people have this coverage? Employers of all sizes, of course, including even the smallest businesses. This approach would effectively shut down growth among small employers and force many to shed workers from their payroll.


March 16, 2005

Friends as Partners

I have written several posts about the challenges of being in business with family. Another situation with its own set of issues is going into business with a friend. I see this happen time and time again with young entrepreneurs. Three buddies sitting in their dorm, at a coffee shop, or in a bar decide it would be a cool idea to go into business together. While it is important to know and trust your partner, many friendships have other baggage that can create real problems, particularly in times of trouble in the business or as the business grows.

Startup Journal has an article on friends as partners in which the author asserts that it is the "easiest way to start a business enterprise....(and) also one of the easiest ways to end a friendship."

When I see friends in my office who want to start a business together, one of the first things I say to them is that they have to be prepared for the fact that the odds are pretty good that they will no longer be such good friends in a couple of years. There is also a chance that they can become better friends, but it is at best a coin toss as to which way it will go. Of course, that speech usually falls on deaf ears since that would never happen to them.

It even gets more complicated when three or four friends go into business. Alliances begin to form from the beginning that undermine the foundation of trust in the overall partnership.

So who do you go into business with if not friends. Well, the friendship may not be the problem in and of itself. In fact, I think it is necessary to be friends with your partners to have any chance in the long run. But there needs to be more to it than that. It is a necessary condition, but not a sufficient one. It is like a marriage; love is never enough by itself to insure long term success.

Friendship should be the foundation, but here are other issues to explore before "tying the knot":

- Do your share the same vision for the business?

- Do you share the same aspirations for the business? Does one want to build an empire while the other create a simple lifestyle kind of business?

- What are your work habits and work ethic? Are they compatible enough to keep the partnership feeling fair to all the partners?

- How much time off to you plan to take each day, each week, each year?

- How much money will you put into the business?

- How much do you expect to get out of it?

- Who will be the President of the company? What roles will the other friends play?

- How will decisions be made?

- What is everyone's credit rating? Can all help to guarantee a loan, if necessary?

- What if one of you gets married and the new spouse gets a job offer in another city? Would you move away?

- What are your core values and how do you want to see them play out day-to-day in the business?

- How will employees, customers, suppliers, etc. all be treated?

- What will you consider to be real success in this business?

There are probably countless other questions to talk about, but this is a start. Talk. Talk some more. Listen to your gut if you don't like the answers you hear from potential partners. Go in with your eyes wide open rather than with stars in your eyes.

Partners should be friends, but friends to not always make good partners.


China's Growing Power

Small Business Trends has a guest post by John Wyckoff on the growing economic power of China.

"Here's what I suggest you consider. There's no way any industrial nation can complete with a country whose workers average 61- cents per hour and whose engineers (who were educated in this country), work for the equivalent of $100 a week. With so many American manufacturers partnering with Chinese makers in order to control costs, the Chinese makers are gaining the advantage of technology given to them by their partners."

This trend may prove to be the real test of our changing economic paradigm in America as some fear. But, as long as we lead in entrepreneurship and innovation, and let our free markets work, there will be new markets for us to pioneer.


March 15, 2005

Sarbanes-Oxley Update

The SEC announced on Monday a one year grace period for small and medium public companies to comply with parts of the Sarbanes-Oxley Act. But, this only postpones the horrific problems created by this act for small businesses outlined in my post on this legislation yesterday. Compliance may run $500,000 a year form even small public businesses. This law needs a permanent fix, not just a delay.


No Experience?

When we started our health care business I had no experience in that industry. Now normally that is not advisable. However, there are ways to overcome a lack of experience.

I had two partners who were very experienced in health care, so that helped quite a bit. But, I also tried to learn as much as I could from those who worked in our business. In fact, when one of our facility managers had to be let go, I was the only person who could possibly step in and run the business until we could find a replacement. Luckily, I had spent time with the staff and had built a certain level of trust. They took me under their wings and helped me make it through a very difficult time in our business. I learned so many important lessons during those few weeks about the health care business from working side-by-side with our staff as they cared for our patients. It made me a much more effective leader as our company began to grow.

On a similar vein, Bizjournal has a story about an entrepreneur who bought a plumbing business without ever having worked in that industry.

"As the new owner of Superior Mechanical Inc., a local commercial plumbing company, Richard Drennen had ambition and energy aplenty. What he lacked at the time of the 1999 purchase was knowledge of plumbing - commercial or residential.

"In the ensuing months, he labored on the work site alongside his employees, resolving any credibility concerns they might have had."

Knowledge and experience of the type of business you are starting or buying are certainly important to have. But, a lack of either, or of both, can be overcome.


Don't be a Hermit

An article at NFIB offers some good advice for solo entrepreneurs on how to connect with other people to improve their businesses. Isolation can lead to decreased creativity, obsessing over little problems, and ignoring big issues through simple denial. One approach to overcoming isolation is to connect to others in your industry.

"(O)ne of the best ways to develop a network of colleagues who understand your business is to join a professional association. Look for organizations that hold regular meetings in locations that are easy for you to get to. You can forge deeper contacts if you go beyond attending meetings by volunteering to serve on one of the association's committees."

I found that a group of entrepreneurs from other industries proved to be a valuable source of ideas and support when I was in business. We met through the Chamber of Commerce, but set up our own monthly advisory group. We dealt with issues ranging from finding time for our families to the right way, implementing layoffs, firing a customer, and even the right time to sell a business.

"Don't forget professionals outside of your field. They can be good brainstorming partners for universal business problems, such as dealing with late-paying customers or deciding whether to switch from cable modem to DSL. People in other industries can also be good sources of new-business referrals."

The article correctly points out that the benefits of building support systems go beyond improving the performance of your business.

"Hashing out business problems with others can improve your family life, too. You will be less likely to bring your work frustrations to the dinner table."

It is not just the solo entrepreneur who should worry about the effects of isolation. We had hundreds of employees and I had two partners, yet there were times I felt completely alone. Build a network of people who provide support and advice no matter how big or small your business.


March 14, 2005

Carnival of the Capitalists

RFID Weblog is hosting COTC this week. Visit early and visit often. A great collection of posts, as always


Not This Again

When I was in Business School back in the 1970s there was still some residual discussion of what was known as the Trait Theory of Leadership. The notion was that certain traits, many of them physical, are related to effective leadership. Leaders were thought to be white, male, at least six feet tall, and had good heads of hair (I kid you not). I was feeling pretty good until the hair thing came up....Of course, the only reason that most leaders looked that way was because those were the only traits we would look at to find potential leaders. We learned that real leadership was a set of behaviors. And these behaviors could be learned by almost anyone.

Entrepreneurship went down the same for quite a bit longer than leadership studies. For years we tried to identify the traits of the most successful entrepreneurs. Although no data ever supported any specific traits, it just made sense to people, so this theory stuck around.

Finally, we learned that successful entrepreneurs followed, you guessed it, certain behavior patterns that also predicted their success. They planned, assessed opportunities before jumping into a venture, they secured the right resources at the right time, and they were effective at managing growth. And, yes, they were effective leaders. All of this can be learned.

Now I am the first to admit that certain types of people might be drawn to be leaders or entrepreneurs. However, this is true for a lot of other vocations, such as airline pilots or surgeons. But would you want someone flying you to Los Angeles or cutting open your brain just because they are drawn to these professions?? Of course not! We want them trained and educated. So, too, with leaders and entrepreneurs.

I don't care why entrepreneurs end up in my classes or in my office. I only know that once they are there it is my job to help give them the knowledge, skills and tools to be successful. What gets them to me is irrelevant. Drive alone will not create the highest potential for success.

But, my fellow academics, at least those who are career academics, seem to be drawn to entrepreneurship by some vicarious need for excitement. I see it every time I go to a national meeting of entrepreneurship educators. Those who have never made a payroll seem drawn to the most hair-raising stories of near entrepreneurial failure like rubber-neckers on the freeway. They are thrilled by entrepreneurs who pursue their vision with reckless abandon.

The latest example seems to be a book titled The Hypomanic Edge: The Link Between (A Little) Craziness and (A Lot of) Success by a Psychiatrist named John Gartner (featured this week at the National Dialogue on Entrepreneurship). He contends that it is genetics that drives people to become successful entrepreneurs.

You are wrong; dead wrong, Dr. Gartner. Personality may draw folks to become entrepreneurs to some degree, but it is hard work and education that gives them the greatest chance for success.


Reform of Sarbanes-Oxley Act Progressing at Snail's Pace

While the impact of the Sarbanes-Oxley Act on small publicly-traded companies is well documented, the SEC's work toward any reform in the application of this legislation is proceeding at a snail's pace. The Sarbanes-Oxley Act dramatically increases reporting and disclosure requirements for public companies in the wake of Enron, et al.

After months of warnings about the chill that Sarbanes-Oxley is having on small public companies, the SEC just this last week announced the members of an advisory committee to investigate the problem. There has been a wave of small public companies going private or selling to large companies due to the impact of Sarbanes-Oxley. Meeting this law's requirements add hundreds of thousands of dollars in accounting fees each year for even the smallest publicly traded company.

But according to the Washington Post, the two lawmakers whose names are forever linked to this legislation see need for any changes whatsoever.

"'We need, I think, now to continue moving forward, locking these concepts in place, getting the gatekeepers to keep doing their job,' Sarbanes said.

"Oxley quickly agreed, telling the audience there is no need for lawmakers to 'meddle' at this point."

And lined up right behind them are those who have seen a huge windfall from the requirements imposed by Sarbanes-Oxley: the accounting industry. Their lobbyists must be quite busy these days protecting their interests, what with the threat of less revenue from Sarbanes-Oxley and tax reform on the agenda in Washington. But, no worry. I am sure that "big accounting" will come out of both smelling like a rose....


March 11, 2005

Small Business Lending Increasing

Lending by the most important institutional supplier of credit to small firms-commercial banks-increased in 2002-2003, according to a report released today by the Office of Advocacy of the U.S. Small Business Administration (SBA).

The report allows small businesses to see which specific banks, by state, are most active in lending to small businesses.

"Information about which banks are making small loans is critical to the health of small businesses," said Dr. Chad Moutray, Chief Economist for the Office of Advocacy. "This kind of information helps small businesses save time and shop efficiently for credit-and it also helps the banking sector understand the competition in their markets."

Four sets of tables rank large Bank Holding Companies (BHC) and commercial banks nationally and by state. For example, the highest ranking bank based here in Tennessee is Union Planters Bank, which ranks 8th nationally among large banks. (Note: Union Planters is in the process of merging with Regions Bank, which ranks 3rd nationally).

Findings also include:

- Small business loans outstanding (loans under $1 million) totaled $495 billion as of June 2003, an increase of $11.1 billion or 2.3 percent between June 2002 and June 2003, compared with an overall increase of 5.1 percent over the previous period.

- In 2002, a total of $227.5 billion in small business loans under $1 million were extended by 905 CRA-reporting banks/BHCs, compared with $203 billion in 2001. Large multi-billion-dollar banks and BHCs made 5.3 million micro business loans valued at $73 billion in 2002, compared with $4.9 million loans valued at $62 billion in 2001.

- The CRA data confirm the findings in the Call Report data of the importance of multi-billion-dollar banks and BHCs in the market for the smallest loans.

Knowing which banks work best with small businesses can be a daunting task for entrepreneurs. This type of data can really help cut through the marketing hype and allow entrepreneurs to focus on talking with banks that have a history of working with smaller companies.


March 10, 2005

Don't Get Stuck in a Dying Market

My years in the health care industry taught me many lessons. One that I often stress to new entrepreneurs is to remember that the same changes in the market that give you an opportunity can just as quickly take it away.

Our early growth in the mental health market came from the emergence of managed care in the 1980s. We offered a much lower cost and more effective outcomes than the traditional treatment that involved long-term hospitalization. But the same HMOs that once loved us, had to keep delivering lower health care costs to employers. Eventually, they were able to find cheaper, but this time less effective, alternatives.

Fortunately, we saw this trend coming and had already begun to shift our business away from private managed care companies to working with state and county agencies eager to privatize mental health treatment. While this was a fundamental change in our business model, it was necessary for us to survive.

BizJournals.com offers another entrepreneur's story of having to make a drastic shift in target markets. Veicon, Inc. had provided Internet access to hotel guests until 9/11 all but ended that market. So they quickly shifted to public access terminals in libraries and hospitals.

Entrepreneurs, by definition, operate in what my former colleague Peter Vaill calls permanent white water. That often requires quick and decisive changes in direction to avoid complete disaster. Someone once told me these words of wisdom; "Never get 'married' to your customers."


March 09, 2005

How it Really Works in Washington

Today's Tennessean has a story on how HCA and other large corporate health care companies are able get there way to control their market space through lobbying and legislation rather than through competing in an open market. There latest efforts of their lobbying agent, the American Hospital Association, are focused on restricting the growth in specialty centers through federal legislation. An example of the type of center they wish to restrict would be free standing, independent cardiac surgery centers.

"Committee Chairman Charles Grassley, an Iowa Republican, held a hearing yesterday on the matter. Full-service hospitals such as the 190 run by HCA have lobbied Congress to restrict the growth of specialty medical centers, saying they siphon off the lucrative heart and surgical patients who are needed to subsidize unprofitable services such as emergency care."

And why is emergency care unprofitable? Why previous legislative meddling in the health care industry, of course.

So how do the Senators backing corporate health care's wishes rationalize this move?

"'As for competition, I'm all for it as long as it's on a level playing field,' said Sen. Max Baucus, the Montana Democrat who is helping Grassley draft the legislation. 'I'm not sure the field is level between community hospitals and specialty hospitals because doctors decide where patients go.'"

That's right; they are squashing competition from small businesses and free markets in order to help large corporations that are unable to compete any other way.

There is so much money going into this lobbying effort that the American Hospital Association has been able to get Democrats and Republicans behind this effort to legislate market share.


Patent Ruling Hurts Inventors

StartupJournal reports that the federal appeals court has ruled in favor of big corporations over inventors in a case that will make patent protection much more difficult for the little guy. The ruling makes 'willful' patent infringement much harder to prove.

"Before the ruling, it was easy to prove willful infringement by having defendants admit they hadn't obtained a legal opinion as soon as a patent holder asserted a violation. But the appeals court said such evidence on its own isn't sufficient anymore, forcing plaintiffs to find other evidence of willfulness.

"Big companies think the court's ruling could reduce claims by so-called patent vultures, who buy patents from defunct companies solely for the purpose of licensing and litigating. But it also limits the clout of individual inventors and makes lawyers less willing to take them on as clients on a contingency basis."

This ruling will splash a big bucket of cold water on the part of our entrepreneurial economic expansion created by inventors. This is the classic case of the court throwing out the baby with the bath water.


State Programs Recognized

Four state initiatives spurring entrepreneurship and economic growth, and demonstrating market-based results, have won national "Best Practices" awards from the Office of Advocacy of the U.S. Small Business Administration.

"Encouraging entrepreneurship is a key component of local, regional, and state economic development," said Thomas M. Sullivan, Chief Counsel for Advocacy. "The Best Practice winners show a clear dedication to innovations in public policy that encourage entrepreneurs and provide an environment where they can flourish. These programs demonstrate market-based results and ought to be replicated across the country."

The winners were:

- Idaho's "TechConnect" program for Best Practice in educational efforts to promote entrepreneurship.

- The Maryland Technology Enterprise Institute at the University of Maryland's "Maryland Industrial Partnership Program" for Best Practice in technology transfer programs.

- The Michigan Economic Development Corporation's "SmartZone" initiative for Best Practice in regional economic incentives.

- The Wisconsin Department of Commerce's efforts to reduce state small business regulatory burden for Best Practice in regulatory flexibility.


March 08, 2005

More than 30 Million Women Worldwide Are Entrepreneurs

Forty-one percent of entrepreneurs are women, according to a new Global Entrepreneurship Monitor (GEM) report on women's entrepreneurial activity. The report was released today by The Center For Women's Leadership at Babson College.

"The GEM study on women's entrepreneurship emphasizes the critical role women have in new venture creation and provides insights to inform policies focused on increasing and extending the scope and reach of their entrepreneurial activities," said Dr. Nan Langowitz, Director of the Center for Women's Leadership at Babson College. "These findings support our goal of understanding, featuring and supporting the entrepreneurial efforts of women worldwide."

Key findings:

- 73 million people are involved in starting a new business in the 34 countries that participated in the study. Of those, about 30 million are women. The average level of female total entrepreneurial activity varied from 39.1% in Peru to 1.2% in Japan.

- In every country in the study, men are more active in entrepreneurship than women. The largest gap occurs in middle income nations where men are 75% more likely than women to be active entrepreneurs, compared to 33% in high-income countries and 41% in low-income countries.

The GEM report shows that across all countries, a strong positive and significant correlation exists between opportunity recognition and a woman's likelihood of starting a new business. Women who perceived the existence of business opportunities were more likely to make the decision to start a new business.

Additionally, across all countries, a strong positive and significant correlation exists between a woman's belief of having the knowledge, skills and experience required to start a new business and her likelihood of starting one. Conversely, a strong negative and significant correlation exists between fear of failure and a woman's likelihood of starting a new business.

"In order to be effective, policies with respect to entrepreneurship need to be tailored to a country's specific context," said Prof. Minniti. "This is particularly important for women since they tend to be much more sensitive than men to conditions in their local environment. Nonetheless, across all countries, it is clear that support policies by themselves are not sufficient to increase women's involvement in entrepreneurship. Women are particularly sensitive to their social environment. Mentoring and network support, especially at the local level, are at least as crucial in boosting women's attitudes with respect to business leadership and new venture creation as financial support."

While the findings of this report are fascinating at face value, the "So what?" questions are the where it gets really interesting.

Policy Implications for High-Income Countries

From the Babson Authors: High-income countries need to sustain innovation rates and encourage the involvement of women in entrepreneurship, especially when faced with an aging labor force. Areas of importance for policy makers should include promoting entrepreneurial education at the college and post-graduate level and encouraging more women to pursue technical degrees and to commercialize their ideas. Coordinating policy to encourage equal benefits for women in the workforce, whether in traditional or entrepreneurial business roles, is vital.

While I agree on the critical role that education plays in improving the success rates of business start-ups, I am concerned where the authors are headed with their other recommendation for high-income countries. What do they have in mind in terms of "equal benefits" in "entrepreneurial business roles"? Are we talking mandates or quotas? That would be a sure fire way to stifle entrepreneurial activity overall in these countries. Such governmental social engineering related to economic activity just never has proven to work. In fact, it has the opposite impact over time.

Policy Implications for Middle-Income Countries

From the Babson Authors: More than in other groups, women in middle income countries shy away from starting their own businesses. Areas of importance for policy makers should include to instill fundamental aspects of the entrepreneurial mindset and to increase the attractiveness of entrepreneurship as an income producing activity for women even when they have access to jobs in manufacturing or in the public sector.

I recommend that we avoid the temptation to micro manage public policy based on any particular findings of this report. Why? The devil is always in the details on such research. In this case, the middle-income countries in this study tend toward more socialistic policies, which have been shown to be anti-entrepreneurial.

Policy Implications for Low-Income Countries

From the Babson Authors: Much female entrepreneurship in low-income countries is motivated by necessity, thus starting a new business represents an effective and flexible way for women to emancipate themselves and provide for their families. Areas of importance for policy makers should include literacy and financial assistance.

Amen to the role that entrepreneurship can play in pulling all citizens in these countries out of poverty. My only comment is that we let the private financial markets, both for-profit and non-profit, provide the kinds of micro-credit programs that have proven to be so successful. We don't need governmental agencies getting into the credit business. Leave it to the experts.

(Source: The Center for Women's Leadership at Babson College).


ChoicePoint Fiasco

Anita at Small Business Trends offers her take on the ChoicePoint fiasco.

"ChoicePoint could have done a better job limiting the use of sensitive personal data to legitimate 'consumer-driven' transactions in the first place. If it had done that, and vetted its business customers with the same level of detail as the individuals it reports on, there would be no need to take the action it is now announcing."


Top Givers Have Entrepreneurial Roots

Slate magazine has released its list of 60 top philanthropists. And according to National Dialogue on Entrepreneurship, once again many have entrepreneurial roots.

"The 2004 list shows that most of the big givers are active or former entrepreneurs. Overall, it was a good year for philanthropy as the combined contributions of the Slate 60 reached $10.1 billion, smashing last year's total of $5.9 billion. Bill and Melinda Gates always rank high on the list; they top this year's Slate 60 with $3.4 billion pledged to their foundation last year."


March 07, 2005

Entrepreneurial Showcase: Facility Planners, Inc.

Nancy Leach is President of Facility Planners, Inc. a Nashville, Tennessee based office furniture dealership. Facility Planners is a full service company providing furniture solutions to companies in the markets of: healthcare, finance, manufacturing and legal including city, state and federal government agencies.

facility planners.jpg


Nancy Leach graduated from O'More College of Design in 1984 and earned her MBA from Belmont's Massey Graduate School in 1992. Nancy had hoped that her MBA would help her break out of the design industry, but had little luck finding another type of position. She was unhappy with her current job, but one experience brought it all to a head.

"I was sent to Honduras to work on a hotel project there and we were met at the airport by men with machine guns who demanded to keep our passports until we returned. They could have killed me and left my body anywhere in that country so I decided that $35,000 a year and no benefits just wasn't enough to risk my life for.

"One of my clients, just one, was a corporate client who was as disenchanted with my employer as I was. They were planning an acquisition that would give me 2-3 years worth of work which was promised to me if I opened my own business. Best decision I ever made. I borrowed $10,000 from my Dad and started Facility Planners in my living room on my 31st birthday. Happy Birthday to me!"

Nancy's biggest challenge in the beginning was borrowing money. Most banks wanted everything secured by collateral. Eventually she was able to secure an SBA loan. She repaid the loan ahead of schedule.

Facility Planners is currently facing the ethical dilemmas created by the growth in imports from Asia and the decreased profit margins that have resulted in her industry. She must protect the profitability of Facility Planners, but she is concerned about the number of Americans who are losing their livelihoods when her business distributes Asian products rather than American made goods.

Nancy did not go to business school with the thought of starting her own business. But, as an entrepreneur she has found significant value in her formal education.

"Getting an MBA gave me a level of self confidence and security that I didn't even know I was missing. There isn't anyone I meet that I can't find something to talk to about with because of the well rounded education I received at Belmont's Massey School. When people think that you really listen to them and understand their needs they trust you. I am able to put my self in most any potential clients shoes and ask the right questions to get their true needs identified. My closing ratio is almost 90%. I can't directly tie that to my education but I know that's what has made me successful."

Nancy's education did not stop when she finished the MBA program. She is truly a life long learner drawing today on books such as Top Grading, Good to Great and the E-Myth to improve her skills and the success of her business.

Nancy does not see herself running Facility Planners for years to come. She has reflected on what it important to her, and has found that she has other aspirations she wants to pursue in life. Some of her plans may lead her toward the pursuit of even more education.

"I have almost finished creating a structure here that will run without me or anyone like me. I'm 40 years old and if I track against my parents and grandparents life lines I'm going to be here at least another 40. I want to go back to school and do something totally different, something that makes a difference in people's lives. My husband can run the company as long as he wants to. I'm still playing with the idea of taking the LSAT or going to nursing school. I can see applying my MBA to both fields. There are huge management issues in the healthcare industry and there are so many bad people that need to be taught lessons and held accountable for their actions. I can't decide which will be more fun."


March 04, 2005

Blogging for P.R.

StartupJournal reports that more entrepreneurs are using blogs to create their own public relations.

"When GreenCine Inc. launched an online journal two years ago, the San Francisco online DVD-rental company hoped that a steady diet of film reviews, festival dispatches and filmmaker interviews would energize its community of cinephiles, turn regulars onto new movies and attract more members.

"It worked. The company's blog, GreenCine Daily, sparked a 20-fold rise in hits on the GreenCine Web site to about one million a month. Even better, films critiqued by the blog's two writers are often snapped up by renters. Despite little marketing, membership numbers and revenue have doubled in the past year."

I made a post a couple of days ago about a couple of new entrepreneurs blogging on their experience.

Time to update my lecture on "Bootstrap Marketing"....


Toby Keith to Take the Plunge?

Toby Keith is think about taking the plunge and starting his own record label. (Keith is one of the top selling Country Music stars in recent years for those of you far from Nashville).

toby keith.jpg


He would not be the first country singer to break with the industry giants. Clint Black made a similar move that has proven to be quite successful.

Entertainment is a dynamic, healthy market dominated by large corporations that are not adapting, and probably cannot adapt, to the incredible changes being caused by technological revolutions (see this Small Business Trends post from yesterday as an example) and rapidly changing customer expectations. In five to ten years the current industry giants will likely have faded and a new generation of entrepreneurs will have transformed the business of music.


March 03, 2005

Business Plans are Due Today

Well, today is the day that my senior students turn in their business plans. Jason gives us his thoughts on the pain and pleasure of this process. He is planning on opening his coffee shop in Montana this next fall.


Imagine That....Taxes Matter

Taxes really do matter. I can tell you that from my own entrepreneurial experience and that of the army of entrepreneurs I have worked with over the years. A study just released by the SBA Office of Advocacy affirms my assertions.

Reducing marginal income tax rates on entrepreneurs increases entrepreneurial entry, decreases exit from entrepreneurship, and lengthens the duration of entrepreneurial ventures.

"This study shows how tax rates directly impact entrepreneurship," said Thomas M. Sullivan, Chief Counsel for Advocacy. "Reducing marginal tax rates on entrepreneurial income provides a clear incentive for entrepreneurial activity. Policy makers who understand the importance of increasing entrepreneurship and economic growth should use this study to guide their policy decisions."

Specific findings:

- A marginal tax rate reduction of one percent on entrepreneurial income increases the probability of entrepreneurial entry by 1.42 percent for single filers and 2.0 percent for married filers.

- A marginal tax rate reduction of one percent on entrepreneurial income decreased the probability of exiting entrepreneurial activity by 17.32 percent for single filers and by 7.81 percent for married filers.

- A marginal tax rate reduction of one percent on entrepreneurial income lengthens the duration of entrepreneurial activity by 32.5 percent for single filers and 44.8 percent for married filers.


On Entrepreneurship and Society

Anita at Small Business Trends and I have been offering our thoughts on the virtue of being an entrepreneur. Here is her latest offering.


eBay Slows Down Entrepreneurs

eBay has thrown a speed bump on the road to riches that many entrepreneurs are trying to navigate according to StartupJournal.

"Entrepreneurs on auction giant eBay are still struggling to deal with their latest loop on the business rollercoaster after the Web site increased fees Feb. 18. An estimated 430,000 Americans make a full- or part-time living from running a business on eBay.

"'I'm going to pull everything,' says TJ Wilson, of Ketchikan, Alaska, who sold Celtic and Gothic jewelry at her eBay store. She closed her store, Reef Media, Feb. 18. 'One item I listed last week at 60 cents (in fees) will now cost me a buck and a half -- and I had dropped the price of the item!'"

Over reliance on a single customer, a single supplier, or in this case a single source of distribution puts any small business at risk.


March 02, 2005

Education Supports Entrepreneurial Economic Development

Education is one of the key determinants of entrepreneurial success (along with getting government out of the way whenever possible). A new study released by the Office of Advocacy of the SBA finds that education, particularly high school education, increases the level of entrepreneurial activity. The study, Using Census BITS To Explore Entrepreneurship, Geography, and Economic Growth, used the robust Business Information Tracking Series (BITS) dataset to test economic models, including reasons for economic growth.

"We now know the significance of raising high school graduation rates to economic growth and entrepreneurship," said Dr. Chad Moutray, Chief Economist for the Office of Advocacy.

The report will be presented at a conference on March 7 "Putting It Together: The Role of Entrepreneurship in Economic Development" held in Washington, DC. The conference will explore the key role that entrepreneurship and market-based solutions play in state, regional, and local economic development.

However, there is more work to be done than just increasing the rates of high school graduation. Many public school curricula are decidedly anti-business. I hope that we can move toward educational reform to remove the anti-capitalism bias that permeates public schools. Programs like Junior Achievement and DECA are a start, but they are only one small experience offered to a select group of students. As citizens we need to take a serious look at the antagonism toward business and free enterprise that now exists throughout public school curricula in America.

With pressure from parents we can change the bias that now exists in our schools, and then we would certainly see an even greater boom in entrepreneurial economic activity over the years to come.


March 01, 2005

Simplification Will Create More Complication

The President's Advisory Panel on Tax Reform has begun meeting. Rather than any major initiatives to reform our tax system, they are beginning the usual process of offering a few crumbs to make folks feel good and think that reform is helping them, without addressing any of the structural problems.

The National Dialogue on Entrepreneurship reports that the Panel has implemented an electronic suggestion box for the public to give suggestions.

"Many suggestions are already coming in. For example, the National Association for the Self-employed has urged the panel to support several changes to current tax rules: 1) Allow the self-employed to deduct health insurance as a business expense, 2) Clarify current rules for home office deductions, and 3) Simplify rules for identifying the tax status of independent contractors."

Fundamental reform? Forget about it! By the time this panel is done, the tax code will be at least another inch or two thicker.


VC Firm Uses Blogs to Find Deals

One venture capital firm is finding blogs sites to be a good source of information on new opportunities for investment in technology and the Internet as reported in this story from Red Herring. Christian Leybold, a senior associate at BV Capital, found out about a conference called CodeCon that focused on software development.

"The conference caught our attention when we read about it in the blogosphere and we gave the organizers a call," said Leybold. We actually find blogs to be a great source for up-to-date information on trends and developments on the Internet."

I have also seen many entrepreneurs use blogs to keep track of current industry specific information and trends.