Entrepreneurial Skills Training Workshop Menu

Transcription

1 Entrepreneurial Skills Training Workshop Menu To be delivered by the Enterprise Europe Network, using curricula as taught by School for Startups on behalf of Innovate UK. 1

2 Workshop 1: Defining Your Value Proposition It is highly recommended that all SMEs attend Workshop 1, 2 & 3 How to apply business model generation principles to their own project and business with a focus on the value proposition. Articulate, test and evaluate their value proposition and wider business model using the business model canvas and related tools. Overview Increasingly, companies are aiming to pragmatically develop new growth engines and new business models, rather than writing business plans that rarely materialize. The best of them are putting in place the structures required to develop new business models proactively, while executing and improving existing ones. This workshop introduces business model generation theory with a focus on defining a winning value proposition. Participants will learn how to use the Business Model Canvas and associated Value Proposition Canvas, supported by the School for Startups 10 Questions Methodology to define a value proposition. The Content will cover: Ø Introductions and Welcome; Business Model Mechanics and Thinking Ø Creating a Value Proposition Around a Specific Technology, Asset or Innovation Ø Identifying a Specific Customer Segment with Defined Need and Wants: Ø Designing a Winning Value Proposition New business owners who need the skills required to see all their options when building their first business model. Existing business owners who need to be able to pivot their existing business from a failing market to one that is growing. 2

3 Workshop 2: Developing Your Business Model It is highly recommended that all SMEs attend Workshop 1, 2 & 3 How to develop their business model to include operational, sales and marketing functions. Develop and refine their business model to include competition, customer segments and relationships, routes to market and sales channels, operational resources and partnerships. In this workshop, participants will use the business model canvas to map out the customer facing elements of their model (channels, customer relationships, revenue models, pricing mechanism) and backstage operations (resources, partners and activities) for delivering and capturing value. It covers the process by which a meaningful innovation is packaged, and how an minimum viable product (MVP) is deployed in order to build a business around a value proposition. The content will cover: Ø Channels and customer relationships Ø Revenue models and pricing mechanisms Ø Developing a Business Model New business owners who need the skills required to see all their options when building their first business model. Existing business owners who need to be able to pivot their existing business from a failing market to one that is growing. Existing business owners who are in a position to start a second or third business or who are launching a new innovation within an existing business. 3

4 Workshop 3: Testing and Refining your Business Model It is highly recommended that all SMEs attend Workshop 1, 2 & 3 How to test their business model through financial modelling. Test, evaluate and further refine their business model through financial modelling (pricing, costing and revenue streams) This workshop will focus on testing the financial viability, scalability and sustainability of a given business model by interrogating the cost structure and revenue model in more detail. Participants will examine the business model environment as a means of evaluating growth potential and learn how to pivot and generate alternative models when necessary. The content will cover: Ø Business model environment: Ø Testing business models in the real world: Ø Testing and Refining a Business Model New business owners who need the skills required to see all their options when building their first business model. Existing business owners who need to be able to pivot their existing business from a failing market to one that is growing. Existing business owners who are in a position to start a second or third business or who are launching a new innovation within an existing business. 4

5 Workshop 4: Pricing Strategy and Tactics How to apply relevant approaches to pricing and revenue theory to their project and business. Identify the most appropriate pricing and revenue model for their project and business; devise and implement an effective pricing strategy. This workshop will explore a range of pricing strategies and tactics designed to maximize revenue potential for given business models. Participants will explore pricing strategy basics as well as how pricing mechanisms can be used to create innovative business models. Finally, the session will examine pricing psychology and role pricing plays in sales and marketing strategies. The content will cover: Ø Pricing strategy basics Ø Static and dynamic pricing mechanisms Ø Pricing psychology and tactics Ø Pricing, sales and marketing Ø Developing a Pricing Model and Strategy New business owners launching their first startup. Marketing staff within existing businesses that are launching a new innovation within an existing business. 5

6 Workshop 5: Strategic Marketing The different elements of a strategic marketing plan and how this links to both overall business objectives and those of the innovation project. Devise an implement a strategic marketing plan that includes brand development and communication, routes to market, PR (traditional and digital) In this workshop participants will explore how to convert business models into top line marketing objectives and a tangible, actionable strategy for growth. Channels and customer relationships will be broken down into granular detail from both a B2B and B2C perspective. Content will cover: Ø The Strategic Marketing Process: Ø Understanding your market positioning Ø Communicating your value proposition and positioning Ø Marketing communication channels: Ø Executing Marketing Strategies New business owners launching their first startup Marketing staff within existing businesses who are launching a new innovation within an existing business. 6

7 Workshop 6: Web Fuelled Business How to leverage the web to maximise business growth. Evaluate the most appropriate online tools for their business and implement a web focused operational, sales and marketing plan. Overview Every business in the 21st Century is a web business. The web is a core component of every enterprise because it dramatically reduces the costs of marketing, sales, production, and distribution. In this workshop participants learn how to weave the web into every aspect of their enterprise from inception forward, and how to ensure it serves as their most productive tool rather than an active distraction to the work they have to do. Ø Introduction to Search Engine Marketing Ø Digital and Social Media Marketing Ø E, M and F-Commerce Ø Monitoring and evaluation New business owners launching their first startup requiring skills in marketing planning and execution. Marketing and digital technology staff within existing businesses who are launching a new innovation within an existing business. 7

8 Workshop 7: Sales and Negotiation for Growth How selling and negotiation techniques can be applied in order to maximise business potential Acquire selling and negotiating skills and experience applicable to commercial buying, investment and partnership development. This workshop equips entrepreneurs with the skills they need to effectively close sales for their products and services with a focus on face-to-face interaction. Participations will understand the interaction between marketing, sales and negotiation, why studying competitors is so important, and how to diagnose inadequacies in sales or marketing that lead to an inability to generate adequate revenue. Ø The sales cycle Generating and qualifying leads Creating a compelling sales message Overcoming objections Closing the sale Ø Negotiation tactics The five stages of negotiation: Preparation, Opening, Exploring, Problem Solving, Closing Ø Selling and Negotiation in practice New business owners launching their first startup Sales staff within existing businesses who are launching a new innovation within an existing business. 8

9 Workshop 8: Building, managing and leading winning teams The human resource needs of the business in order to effective execute the businesses objectives. Develop and implement a people management plan and acquire relevant skills to maximise productivity. Building a team that can reliably execute all the critical activities in a startup or growing business requires insight, care, forethought, and exceptional leadership and management. This workshop current best practice in creating people centred models and creative leadership. Ø Building and growing a wining team Ø Creative Leadership and Management Ø Using business model canvas for team development Ø Variety of exercises depending on need of group New business owners launching their first startup Established business owners, leaders and senior managers within existing businesses who are launching a new innovation within an existing business. 9

10 Workshop 9: Organisational Strategy for Transition SMEs must have attended Workshops 1, 2 & 3 to attend Relevant organisational theory to aid business re-engineering and pivoting. Evaluate the re-engineering needs of the business; devise and implement an effective organisational development plan In this workshop participants will explore other management and organizational theories that compliment business model generation. Participants will explore tools and approaches to improve existing models, aid transition and pivoting. Ø Introduction and Business Modelling Ø Strategy development for transition Ø Bringing other strategy tools into the process: Ø Exercise: Using BMC for Strategy New business owners launching their first startup. Established business owners, leaders and senior managers within existing businesses who are launching a new innovation within an existing business. 10

11 Workshop 10: Financial Management for Growth How to use financial data to assess risks and opportunities. Interpret and understand financial and economic data to support the key management tasks of planning, decision-making and creating value within the business. Strong financial literacy and management is a key skill for any successful entrepreneur to ensure the sustainable development of scalability of a business. This workshop covers the basics of financial management and moves on to financial strategies for growth. Ø Financial planning Ø Financial management Cashflow management Financial policy Risk assessment Valuation and investment New business owners launching their first startup Established business owners and financial controllers within existing businesses who are launching a new innovation within an existing business. 11

12 Workshop 11: Access to Finance for Growth The funding needs of the business now and in the future and the investment readiness process. Identify funding needs, relevant sources of funding and achieve investment readiness. Business owners need a practical, tactical, understanding of finance and investment in order to grow a business from the ground up. Various kinds of funding are necessary at different stages of the startup and growth process and the requirements for getting funding change as a business matures. This workshops gives business owners the skills and information they need to acquire funding and finance throughout their growth journey. Ø Finance and Funding Fundamentals Ø Debt finance and loans Ø Crowdfunding Ø Getting investment ready New business owners launching their first startup Established business owners and financial controllers within existing businesses who are launching a new innovation within an existing business. 12

13 Workshop 12: Managing and Mitigating Risk The key risks facing the business and how best to manage these. Identify and mitigate against the key risks facing the business. This workshop walk participants through every aspect of their business in detail to identify the potential risks and pitfalls that need protecting against. Participants will identify the legal requirements of every aspect of their business and to work with legal professionals with confidence. Ø Business basics Ø Mitigating risk in business relationships Ø Mitigating risk in product and service deployment Ø Intellectual Property. New business owners launching their first startup. Established business owners within existing businesses who are launching a new innovation within an existing business. 13