Category Archives: General

A tale of two CEO’s and the management of pain.

Posted on September 23, 2021 by Dave Berkus

This is the tale of two CEOs, one of them unfortunately….me.   It’s a story of how people handle unusual situations when selling to the top – an executive of a prospective customer.  And the stories couldn’t be more different. … Continue reading →

Posted in Depending upon others, General, Protecting the business | 1 Comment

Why would you ever “fire yourself?”

Posted on September 9, 2021 by Dave Berkus

To start: “new source of energy” and “new ideas.” When a new CEO or manager is hired into a company, for a while lots of energy flows from the top and new ideas seem to be generated daily.  It is … Continue reading →

Posted in General | 2 Comments

Can you negotiate without emotion?

Posted on September 2, 2021 by Dave Berkus

Here’s the problem. Negotiating an agreement, especially one that involves personal gain, is tough for the person personally involved.  There is too much to lose to be objective, to be willing to walk when terms go upside down. What if … Continue reading →

Posted in General, Protecting the business, Surrounding yourself with talent | Leave a comment

Are you willing to hire slowly but fire fast?

Posted on July 22, 2021 by Dave Berkus

Here’s a test of your patience and your willingness to suppress your tendency to avoid conflict or confrontation – all in the same insight. First a reminder about why we hire: New hires can shore up the weak areas of … Continue reading →

Posted in General | 1 Comment

Entrepreneurism is all about personal risk.

Posted on March 18, 2021 by Dave Berkus

Well, of course it is.  So, let’s dig a bit deeper. Sometimes, you can reduce your personal risk by taking in other people’s money in various ways, perhaps starting with a consulting contract with a customer, purchasing a going business … Continue reading →

Posted in General | 3 Comments

Four ways to create marketing excellence

Posted on February 18, 2021 by Dave Berkus

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 | 6 Comments

Can you defend your plan without being defensive?

Posted on February 4, 2021 by Dave Berkus

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.

Posted on January 28, 2021 by Dave Berkus

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

Posted on January 21, 2021 by Dave Berkus

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 →

Posted in General | 1 Comment

Raising money? Find your champion.

Posted on January 14, 2021 by Dave Berkus

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 →

Posted in General, Raising money | Leave a comment