Phone +234.811-111-1296 or visit www.charlesandgoldconsulting.com

GRADUATE BUSINESS SCHOOL

Duration: 5 Days

Lagos Venue

106 Apapa Road beside
Zenith Bank Lagos.

Fee: N75, 000. VAT Incl.

4 - 5 participants: 5% discount
More than 6 ppl: 10% discount

Class Session

9:00am – 4:00pm daily.
(In plant training available upon request)
WEEKDAY CLASSES May Mon 23 – Fri 27 Sept. Sat 10,17 & Sun 11, 18


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Programme Title:

Entrepreneurship – How to start, scale and grow a business.

Programme Description:

Becoming an entrepreneur is a journey and understanding how to get to the final destination is key. This course is designed to meet the needs of budding entrepreneurs or employees that desire to start their own business without prior experience. This is a 3 instructor led practical session where participants will be guided on how to start, scale and build a business that last with relevant case studies.

Programme Duration:

5 days.

Programme Content:

Day 1: Understanding Value Proposition:

This course is the first milestone of the journey to entrepreneurship land!!! It addresses how an entrepreneur can design and create a complete, concise, compelling and consistent message to a pre-targeted audience (early adopters) through an offering. The value proposition signals the reason(s) why customers should buy from you and not existing competition. This Unique Compelling Advantage (UCA) is essential for every startup.

Course outline:

  • Ideation and conceptualization – where do great ideas come from?
  • Thinking process:
  •       - Convergence thinking. - Divergent thinking.
  • Understandings need theory:
  •        - Abraham Maslow theory of need. - Mc Clelland's theory of the need.
  •        - Neuro-Marketing perspective.
  • Why people buy:
  •       - Pain points. - Gain points. - Emotional offering.
  • Evaluating your business idea:
  •       - Viable. - Marketable. - Scalable.
  •       - Feasibility. - Sustainability.
  • Forms of innovation and application:
  •       - Evolutionary. - Revolutionary.
  •       -Sustaining. - Disruptive. - Efficient.
  • Designing a Minimum Viable Product (MVP)
  • Designing your Minimum Viable Pitch (MVP)
  • Achieve Product/Solution fit.
  • Alpha testing:
  •       - White box testing. - Black box testing.
  • Case study.
  • Questions and answers.

Day 2: Customer and Market Development:

This course is the most significant aspect of this programme. This is the aspect that drives the revenue line of any business. If you desire to survive you must develop this aspect on paper and on the stress before the final launch. Here, we will examine the various market segmentation strategies and further scale down to a particular market with the view of attaining a Product / Market fit. One of the objectives is to reduce the risk of failure and loss of capital by generating ''effective demand'' that will sustain the business in the short run before crossing the chasm.

Course outline:

  • Market / Customer segmentation strategies:
  •       - General MS strategies. - Structural. - Need based.
  •       - Sales effectiveness. - Blue ocean strategy.
  • Identify and differentiate between the players in the buying process – Sales Stakeholder Management Strategy.
  •       - The Users. - The Consumer. - The consultants.
  •       - The purchaser. - The competition.
  • Understanding cash sources and flow.
  •       - Understanding basic economic model - How money is created.
  •       - Understanding how money circulates.
  • Early Adopter Theory (EAT) - Focus on a village before a city.
  •       - The diffusion theory. - The trickle-down effect.
  •       - The Everett Roger Diffusion of innovation.
  •       - Mass market effect.
  • Designing a Minimum Viable Market (MVM)
  •       - The Total addressable Market. - The Segmented Addressable Market.
  •       - The Segmented Obtainable Market.
  • Creating the selling culture and system
  •       - Designing the el - Executing sales plan.
  •       - Controlling and monitoring that sales system.
  • Get out of the building - Beta testing.
  • Scaling to Mass market.
  •       - Pre Chasm. - Crossing the chasm.
  • Case study.
  • Questions and Answers.

Day 3: Pricing, costing and revenue Modeling:

This aspect of the programme looks at how to derive price for your product or services. Price formulation is a subset of the revenue generation objective of an organization. How much quantity of goods must your team sell in a day or week to meet a specific bottom line, How many downloads will most likely give us a particular profit margin, How much resources do you need to meet the set revenue objectives? These are questions this session of the programme addresses.

Course outline:

  • Understanding pricing strategies – the composition of price.
  • Designing your Unique Pricing Strategy (UPS).
  • Understanding your cost function.
  • Creating intelligent revenue model/Streams.
  • Formulating revenue targets and objectives.
  • Commercialization and monetisation of your idea.
  • Case study.
  • Questions and Answers.

Day 4: Channels of Communication and Distribution:

This course explains how value will be delivered to the client, specifies the medium through which goods and services will be exchanged and the most efficient/effective way of doing it. We will equally discuss guerrilla-marketing strategies and how delivery (innovation) can change the way solutions can be transferred to clients among others.

Course outline:

  • Understanding communication channels.
  • Understanding distribution channels.
  • The exchange Process.
  • Social media – the sure tool for startups.
  • Leveraging on existing channels – Partnership & Collaboration.
  • Key Partner/Activity strategy.
  • Case study.
  • Questions and Answers.

Day 5: Sharpening the Saw - Putting all together:

Sharpening the Saw (STS) looks at other parts of our enterprise that represent 20%/80% ratio of the business key success factors. As a company grows, there will be a need to identify the various systems within the business, team composition and customer relationship management. Starting a business is a project while running the established company is an operation.

Course outline:

  • Systems in a business.
  • Pivoting – Progressive elaboration.
  • Team formation and management.
  • Key partners, activities and processes.
  • Customer relationship management.
  • Questions and Answers.
  • Class work - Building your unique business model canvas.
  • Questions and Answers.

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