Author Archives: Dave Berkus

“LALA” – A short lesson in marketing

Focus upon you as marketing genius Let’s focus not upon the process of marketing and positioning, but on you.  How should you become the best marketer you can be, even if you are a first-time entrepreneur or a seasoned CEO? … Continue reading

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Four ways to create marketing excellence

First, let’s recall the four “P’s” of marketing Marketing is a science devised to help drive customers to your door.  There are lots of ways to define how to market well, including the four P’s of marketing (1): product, price, … Continue reading

Posted in General, Positioning | 5 Comments

Could you achieve ten percent net income each month?

How planning is done today Most entrepreneurs and managers, when modeling their business operations using a spreadsheet, start with expected revenue by month.  Then they calculate cost of sales, and then project their expenses, to find the bottom-line profit or … Continue reading

Posted in Growth!, Protecting the business | 1 Comment

Can you defend your plan without being defensive?

When meeting with investors or even your board, during the period devoted to feedback after your presentation, you will hear comments and recommendations that don’t resonate with you. Some will be from a misunderstanding of your explanation. Some listeners will … Continue reading

Posted in General, Growth!, Raising money, Surrounding yourself with talent | Leave a comment

Don’t get hung up on early stage valuation.

Here’s the “what.” I can’t tell you how many times I’ve walked away from deals where the entrepreneur insists on a start-up pre-money valuation that is so high, no angel could expect to make a return upon the investment, even … Continue reading

Posted in General, Ignition! Starting up, Raising money | 1 Comment

Please don’t overestimate your audience’s knowledge

Ask the important question first When making a presentation to a new audience, the smart thing to do, if there is an opportunity, is to ask your audience by show of hands, if they have some knowledge of your industry … Continue reading

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Raising money? Find your champion.

Increasing your chances of success If you seek funds from an organized investment group such as an angel fund, venture capital entity, or even an investment club, the first thing you want to do is to find one person to … Continue reading

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Have you heard the rule of the thirds?

It starts with sharing the opportunity and upside Think of startups and early stage businesses whose entrepreneurs you know. How many of them, particularly in technology, were able to start a company, supply all the funding, and share no management … Continue reading

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Financing with grants, not equity or debt

First, an example of grant-based financing           I was chairman of a company that, for twelve years never took a dollar of outside investment.  The company was funded entirely by grants from the National Institute of Health, amounting to millions … Continue reading

Posted in General, Raising money | 1 Comment

Use creative fundraising instead of equity or debt?

Use creative fundraising instead of equity or debt? By Dave Berkus First, my story as an example Let me tell you the story of how I raised $100,000 to fill a gap needed to purchase a new home for my … Continue reading

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