The Essence of A Business Model

Robert H. Lane
A simple way to focus on what matters in your business model is look at these two questions:

Can you find a scalable way to acquire customers
Can you then monetize those customers at a significantly higher level than your cost of acquisition

Thinking about things in such simple terms can be very helpful. I have also developed two “rules” around the business model, which are less hard and fast “rules, but more guidelines. These are outlined below:

The CAC / LTV... read more

Being a Valuable Asset to a Board

Robert H. Lane
Let me give you a very brief bit of history of boards!

Boards have existed since the 17th or 18th century in different forms and with evolving functions. They have evolved very slowly and been often very reactive to change, relative to other corporate functions.

Through an ongoing cycle of corporate scandal -> new rules -> corporate scandal-and now cyber-attacks, Boards of Directors have been saddled with new and ever more complex requirements. This has been to the detriment of other... read more

Risks for the Entrepreneur

Robert H. Lane
To consider taking the entrepreneurial leap already sets a person apart from the vast majority of men and women who will never come close to actually leaving the world of regular wages or salaries. However, the cold and often harsh reality of the risks taken typically come with that leap – when the last paycheck is left behind and life is reduced to a single objective – make the business work. It is perhaps the most “arresting” moment in anyone’s working life and... read more

Start-ups and Hired Professionals

Derek A. Lackey
Most start-ups think professionals like lawyers, accountants, business counsel and communications professionals are a "nice-to-have" but often feel they don’t have the budget to engage them.  Alyssa Richard, CEO and Founder of put it this way: " If you think professionals are too expensive to hire, just wait until you find out how expensive it was not to hire them".

In the early days Alyssa thought they were a "nice to have" and saved the money. She used boilerplate... read more

Start-Ups: What It Takes To Win

Derek A. Lackey
Most successful start-ups have a few key elements in common.  Without them a start up will not likely be anything more than a lifestyle business - one that provides the owner a decent lifestyle. By definition a lifestyle business is not a start-up.

What do we mean by ‘start-up’? It is a business built to grow exponentially. Many business ideas require capital to grow, but some will scale, growing quickly with small changes to the process, via the internet. For our purposes... read more

We'd Be Screwed If...

Derek A. Lackey
One of the difficult parts of being the fearless leader about to lead his/her troops through the complex world of a start up, is maintaining your unwavering commitment to the core concept while remaining truly objective about it.

We often lose perspective, actually "drinking our own Kool-aid".  In other words we come to believe the pitch and all of the CRITICAL ASSUMPTIONS without questioning them as people with a fresh perspective might. Do you simply blow them off with thoughts like... read more

CEO Success | The Key Factors

Robert H. Lane
In the past 20 years, much has been learned about successful entrepreneurial ventures and the skills required that seem to have the most positive impact of this success. Although many leadership skills are highly valued only five translate into successful corporate performance.

• Financial Management
• Effective Communication Skills • Motivational Skills
• Vision
• Commitment

Another important finding relates to the people structure and chain of command. As a... read more

Educated Persistence vs Delusional Persistence

Derek A. Lackey
One of the downsides of the World Wide Web has been free access to a great deal of information about a great deal of topics. We all know enough to be dangerous about a lot of subjects. Maybe true depth of understanding an industry or a sector can only be gained by working in that industry for a reasonable period of time.

Entrepreneurs often require unusually high levels of persistence - often perceived as "entrepreneurial stubbornness" - in order to bring their vision to the world. Steve... read more


Derek A. Lackey

Blogs | Bio

Robert H. Lane

Blogs | Bio
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Effective Go to Market Strategies For Start Ups

9 out 10 start ups do not survive. One of the primary reasons is: their target audience does not know what the offer is and why they need it in their lives.

All too often a start up has a great idea, well executed. Then the challenge of clearly describing the offering in a way that connects and moves your audience to action. In this book Derek A. Lackey and Robert H.Lane address the key issues and help you think your way through this challenging stage. Many start ups find themselves having to do this several times due to pivots driven by the market feedback. This is a muscle every start up needs to build in order to be successful in this busy marketplace.