25th Feb leaning

• When you launch new product, you need to make sales promotion for distributors – give training about new product, give motivation/bonus to sell as much products as possible and as fast as possible
  
• CSF for product launch:
  
  • Planning
    
  • Confidentiality
    
  • Involvement of all the company
    
  • Time to market
    
  • Rump up – got as much new customers in the beginning as possible. Later will get them will be much harder
    
• In negotiations strategic planning you should have in mind:
  
  • Both parties interests (intangible motivation – needs, desires, …)
    
  • Both parties objectives (specific interests that negotiation must satisfy)
    
  • Plan several creative options to satisfy these interests
    
• Alternatives are other form (apart of negotiations) of achieving or attaining something in the case of negotiations they are related to satisfying your interest. BATNA – best alternative to negotiate agreement. After negotiations (before decision) compare your BATNA with best option is agreed upon

24th Feb learning

• There are such structures of organizations: simple, multifunctional, multidivisional, holdings, matrix
  
• Before creating business process you need to define customer, his needs and final product
  
• Capacity of production is defined by bottleneck. Don't waste time improving activities what are not bottleneck
  
• Price is what you pay. Value is what you get. (Warren Buffet)
  
• Good strategic vision serves as a glue for keeping together the organization, serves as challenge to business units

23rd Feb learning

• When manufacturer is giving some money to retailer for each sold product in order that retailer spends them for marketing purposes. Such technique can be dangerous, because they can just reduce price or have higher margin rather than use it for marketing purposes
  
• Customer satisfaction and company grow don't have strong correlation but amount of postal (people who recommend company) has
  
• In B2B segmentation by amount of users per account not always shows potential
  
• Work with customers contain such actions: acquire, develop, retain
  
• Farmers are people who develop market and obtain new clients; Hunters – who acquire clients from competitors
  
• Strong marketing use its own marketing mix(product, price, promotion, positioning) for each segment and for each action of work with clients (acquire, develop, retain)
  
• No developing country became developed without democracy
  
• Country can have dual exchange rate to stimulate some specific business actions (i.e. production of high tech), but this brings higher motivation for corruption
  
• China had and may be still has fixed exchange rate that is undervalued. This makes Yuan cheap and dollar expensive that makes export product cheap for other countries and imported products expensive -> countries prefer to buy from China with its cheap price rather than from other countries
  
• Securitization is isolation of assets and backed investment with this asset. In case of default, this asset goes to investor.
  
• Securitization can be not only tangible and existing assets, but also for example future profit
  
• SPV – special purpose vehicle. Sometimes the company using SPV can get investment easier. It works in such way: Bank gives you money/investment now with securitization that future revenues of some division (limited amount or limited time period) will go to the investor. So company got money and continue operation and to overpay the investment and interest, all revenues from the division are going to SPV(specially created company without physical employees) and this SPV distribute revenues within investors.

20th Feb learning

• Coaching is about questioning, not telling what to do
  
• Coach should not obligatory know the company, he can don't know but know how to ask right questions
  
• 360 feedback can great platform for coaching
  

18th Feb learning

• When two sides negotiate, getting to know reasons why each side wants the deal can make negotiation much easier
  
• Negotiations can have different ambient and tension and from it depends very much risk of failure
  

17th Feb learning

• Marketing people cares about customers and distribution; finance people look mostly on profits
  
• When you want to get VC (venture capital) take only how much you need, this will save you part of the company
  
• In the beginning of the start-up generally you can take only VC money and only later, when business will be stable you can get loan. It will be better to take loan then VC, because return for loan is lower than VC is requiring
  
• Valuation of the company is many pages report with one summary page that shows ranges with different evaluation methods. One number is bad valuation – should be range

16th Feb learning

• In marketing communication is working in such way: The first to communicate is the first to launch
  
• Customer satisfaction and company grow don't have strong correlation, but amount of apostles (customers who recommend the company) does
  
• Different values of companies:
  
  • Book value – from accounting balance sheet
    
  • Going concern value = Book value x goodwill
    
  • Market value = number of shares x price of share
    
  • Fair value – similar to market value, but for not publicly listed companies
    
  • Liquidation value – price of all company's assets
    
• Valuation methods
  
  • Discounted cash flow (DCF) – when you take future cash flow
    
  • Scenarios – DCF with different scenarios (probabilities)
    
  • Decision trees – similar to scenarios but with larger probabilities base
    
  • Monte Carlo – method is computer based program that runs many different possible scenarios
    
• If you want to get venture capital at very beginning, investors will expect ROI of 50-60 % per year
  
• Earn-out return – when investor and entrepreneur don't agree about ROI, but investor believe that company can do better than it is in business plan. So if company get additional profit than it is planned, investor will receive also part of it