entrepreneurship | The Barefoot Spirit

Russian Students Visit the Russian River!

Michael Houlihan & Bonnie Harvey — Thu, 25 Apr 2019 17:00:58 +0000

We recently had the honor of hosting 40 graduate entrepreneurship students from Skolkovo Moscow School of Management. They were here to tour Silicon Valley and gain knowledge from the shrines of American Entrepreneurship. At the end of their tech tour, we invited them up to the Russian River wine country. Here they enjoyed some time in nature, a few talks on entrepreneurship, an outdoor luncheon, a history lesson about grapes and wine in Sonoma County, and yes, a wine tasting.

Skolkovo is one of the top universities in the world and is associated with MIT. The students were in their 30s and many already had their own businesses. Others were either considering the prospects or just wanted a better understanding.

Introducing the Russian Students to Soft Skills

We knew they had seen a lot and heard a lot about hard tech in the Valley. Between the VCs and the auspicious examples of technical success, we figured they might appreciate a more natural environment and a talk on something entirely different, so we presented them with our course on “How Soft Skills Earn Hard Cash.”

We decided to take them through the three basic soft skills (Appreciation, Acknowledgement, and Communication), and how they apply to the three basic business relationships (Employees, Vendors, and Buyers).

Although soft skills are not the only thing you need to be a success, their absence can result in expensive and crippling turnover, higher costs, loss of credit, and loss of customers. In other words, there has to be a balance between tech skills and soft skills.

We were impressed with the students and their sincere interest in achieving business success. We started with what we had in common: a desire to have loyal and engaged employees, a need for extended credit and terms, and a need for ongoing and increasing business.

Even with the obvious cultural differences between our societies, business is business and people are people. How folks are treated makes a big difference in their discretionary decisions regarding your company’s products and services. And probably the most important consideration you can give others as a business person is respect for their concerns.

If they are employed by you, do you have their interests at heart?

Do you demonstrate it? For instance, can employees enhance their careers with your company? Do they get the compensation, recognition, education, security, and the time with their family they need to remain loyal?

If they are your vendor, do you treat their salespeople with respect?

Do you call in advance of a late payment with a plan to bring your account current? Do you consider a long-term contract so they can feel confident extending the terms and credit you need to grow your business?

If they are your buyer, do you service what you sell?

Do you honor your warranties? Do you provide the kind of support they need to stay with you, increase their purchases, and promote your products? Do you understand and address every level of buyer from your warehouse to your ultimate consumer so your products will move freely through the channels?

All of this really comes down to putting yourself in the other guy’s shoes. Know what they want, and get what you want by giving them what they want first. In other words, as our friend Ivan Misner likes to say, “Take off the bib and put on the apron!” Or, as we like to say, “If you are going to be a jerk, get out your wallet! It’s going to cost you more.”

These lessons are international and timeless. Anyone with a great idea that can change the world will have a much easier time doing so by practicing these soft skills. They can make the critical difference between success and failure.

When we first got into business, we thought that our product was so good, that it would sell itself (Gold Medal winners under $6). We couldn’t understand why the world wasn’t knocking out windows and kicking down doors to get to us. It cost us plenty of time, money, and anguish to finally learn and master these essential skills, which, ultimately, resulted in our major success.

We were thrilled to be able to share the practical benefits of soft skills in business with the impressive students of Skolkovo. We wish them the best in their own businesses and hope they will return for another visit to their “Outdoor Classroom in the Wine Country!” Надеюсь увидеть тебя снова в ближайшее время!

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Entrepreneur – ReGrained Markets Food Made From Upcycled Brewery ‘Spent’ Grain

Michael Houlihan & Bonnie Harvey — Sun, 07 Apr 2019 21:32:33 +0000

Last month at O’Hare International in Chicago, we were waiting at the gate for our flight back to San Francisco. We thought we’d use the time to discuss our upcoming article on entrepreneurship. We were looking for another example of an entrepreneur who is demonstrating a new way to make a deposit by making a difference.

We must have been getting a little excited about our favorite subject because suddenly, a young man who was working feverishly on his computer overheard us, stopped, looked up and said, “I’m an entrepreneur!”

When we asked him about his business, we were immediately drawn into an exciting conversation. This young entrepreneur had figured out a practical way to take the spent grains used in beer brewing and market them as healthy and delicious foods! Wow! Like, “Eat your beer!”

To read the complete article, please visit Entrepreneur

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Can a 15-Year-Old School Girl Change the World?

Michael Houlihan & Bonnie Harvey — Thu, 28 Feb 2019 17:40:02 +0000

If you’re over 21, you are considered an adult. If you’re 18 or older you can vote. But if you’re 14 or 15, how do you make yourself heard?

Right now, all over the world, young teenagers are making their voices heard. It’s hard to ignore. It’s in the news every week and you can expect to read more about them as time goes on. It’s a global youth movement that is not going away. It’s a worldwide climate strike!

Students in more than 450 countries are choosing a Friday to play hooky for a good cause – their own survival! It’s hard to believe that we as adults have kicked the can down the road so far that we now have a generation that is facing irreversible climate disaster in their own lifetime. As Howard Beale says, in the 1976 movie, Network, “I’m mad as hell and I’m not going to take it anymore!”

And why should they? They will be on the planet a lot longer than today’s adults. 15-year-old Greta Thunberg has become the figurehead for the school climate strikes that will soon be in your neighborhood. Greta sums it all up in her address to the UN Climate Conference in Poland and subsequent interview.

Climate Change and Entrepreneurship

Because we are big supporters of entrepreneurship, we’d like to examine the school climate strike movement from the standpoint of its implications to the business market. We believe real change, even mitigation of climate change, comes from the way we, as consumers, spend our money. Real change comes from the products and services we choose to buy.

Survivalist Buying Trends

It’s simple! The vendors who get our money use it to lobby to protect their investment in market share. If we don’t give them our money, and better yet, if we give our money to healthy alternatives, then those vendors will have the influence. It all starts with how you choose to spend your money.

These kids know that. They’re not just striking out of class. They’re communicating with each other on a level never seen before in the history of the world! They’re discussing this very premise and what it means regarding their own current and future purchases. According to Nielsen, these new “survivalist” buying trends are already beginning to dominate the market.

Given the fact that in about three years, these teenagers will be voting, and in just about six years, they will be considered adults, shouldn’t today’s savvy entrepreneurs be paying attention to what kind of products and services these kids are going to buy now and in the not-too-distant future?

Green Opportunity

For our own part, we have been looking for, researching, and helping just those kinds of “green” businesses. We know they will be in demand and more importantly, on the right side of history. Why not sell products and services to the student climate strikers? They are a growing market that is quickly becoming educated about the implications of their purchases. This is an opportunity for all entrepreneurs to get ahead of the curve and benefit from the new megatrend. And isn’t this what good business is all about anyway?

When Greta says she’s giving up on our generation to make the change in time, when Greta says that her generation is taking action, she’s not just talking about striking. She’s talking about a whole new generation changing their buying habits. Let’s give these kids what they want and what they need! It may help us, in some small way, to redeem our own generation for being asleep at the switch. It’s happening and it’s happening now!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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The 5-Slide Deck and the 50 Word Blurb

Michael Houlihan & Bonnie Harvey — Thu, 10 Jan 2019 18:00:16 +0000

Drawing Investors’ Attention

Possibly the biggest challenge that entrepreneurs face is not raising capital. It’s getting the people with the capital to sit still for a presentation! Most of them see hundreds of presentations, have very short attention spans, and may turn down a perfectly good business proposition simply because they can’t stay interested long enough to get through the deck.

We have been working diligently with start-up, build-up, and build-out level businesses to help them better present themselves in a way that gets the attention of potential investors. They typically come to us with multipage descriptions, tons of charts, and a 30+ slide deck.

This approach to “overkill” and “heading objections off in the pass” may work later, once you get their attention and they have asked for more. But initially, it’s a turn off. The key is to give them just enough to pique their interest and compel them to do just that, ask for more!

Keep Your Initial Presentation Short

From our experience, we don’t believe the initial deck should be more than five slides. And we advise our clients to keep the initial blurb at 50 words. Why? Because the reader is more likely to give your initial proposal more time and attention when the end is in sight. This is why the latest trend in audio and video is to state the duration in direct association with the title as if to say, “Don’t worry, this won’t go on forever – you can see the end – it’s doable!”

When someone is reviewing hundreds of applications, a message like this is like a breath of fresh air. The reader is naturally drawn to brevity. The reader thinks, “Now here’s a proposal I can focus on without getting sucked into a lot of details (when I may not even be interested in this type of investment anyway!). Unlike the others, this one doesn’t ask a lot from me up front.”

So, here then is our format for what we think is an effective initial presentation. Remember, the whole purpose of the deck is to hold their attention through the end of the presentation, qualify them as an interested party, and get them to ask for more.

We advise our clients to keep it general. Identify the industry and the point of attack, but leave the specifics that may require an onerous and interest-killing NDA until they’ve committed to wanting to know more (i.e., shown a real interest).

The 50 Word Blurb: 3-4 sentences

In very few sentences, identify the market potential, the unique problem and pain that your product or service will alleviate, how you solve it in general terms, and the benefits your solution provides.

The Deck: 5-Slides

Keep your text uniform. Use 18 font size minimum. Use not more than 3 or 4 bullets per slide. Keep your graphics simple and easy to read with lots of white space. Your ideal slide has a title with 3 points to the left of a graphic. We like white font on a “Twitter” blue background. It’s calming, non-threatening, professional, and easy to read.

Slide One: Identify the problem (and/or the pain caused by no solution)

Slide Two: Identify the industry and its size (Show the potential opportunity for a solution)

Slide Three: Identify what the solution does more than how it works (don’t disclose any IP)

Slide Four: Identify the alternatives and the current competitive options to solve the problem

Slide Five: Call to action (what you ask and what you offer – they can get more info with an NDA)

This approach will quickly identify the few, truly interested parties, compel them to know more about the details of your solution, marketing plans, and business model. The simplicity and generalization of this approach will make it easier for your network to distribute to their contacts. Thus, your initial proposal can reach a wider audience that may be more likely to contain that interested investor you’re looking for!

You’re still far from a home run, but if you use these techniques, you’re more likely to get to first base!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Entrepreneur – Outsource Everything but Accounting, Quality Control and Sales

Michael Houlihan & Bonnie Harvey — Mon, 08 Oct 2018 17:06:53 +0000

It’s no secret that most startups are undercapitalized. They need every penny just to stay in business long enough to produce a positive cash flow. Even those that have achieved seed financing usually find out in short order that they need a much longer runway to give sales a chance to take off.

Most investors want to see some revenue before they will take a risk on you. So it’s critical, especially in the pre-rev startup phase, to strip your company down to its bare essentials, be resourceful, and discover and use your hidden assets. If you can’t lengthen the runway, you can at least lighten the plane!

As professional speakers in the world of entrepreneurship, we hear hundreds of business ideas every year. The proponents are passionate and convinced that they have a marketable solution. This may be true, but the market usually requires more time than they have planned to accept their solution.

To read the complete article, please visit Entrepreneur

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Entrepreneur – Startups That Overlook the Cost of Sales … Fail!

Michael Houlihan & Bonnie Harvey — Wed, 12 Sep 2018 15:52:19 +0000

You often see line items on business plans for the cost of goods sold, also known as COGS. Most startups are painfully aware of the cost of goods. But there is another cost that is even more painful if it’s overlooked. That is the cost of sales.

In today’s “scale fast and fail fast” world of entrepreneurship, it’s easy to scale fast and fail permanently when you don’t appreciate the true cost of sales. Part of the problem of scaling fast is that you can scale so fast that you actually make sales you can’t sustain.

Why? Because you inadvertently chose to make sales to a customer or in a territory with costs you can’t afford. But you didn’t know those costs when you made those sales. In fact, you were probably thrilled to make any sales and couldn’t wait to get back to your investors with the news!

To read the complete article, please visit Entrepreneur

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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3 Lessons to Vitalize Your Business!

Michael Houlihan & Bonnie Harvey — Thu, 05 Jul 2018 17:08:38 +0000

We recently had the honor of the opening keynote for the Alaska Small Business Development Center’s first annual Vitalize Alaska Conference. The conference was the brainchild of Jon Bittner their new Executive Director. He wanted to encourage and inspire innovation and business development in the new frontier. Over 300 small and medium-sized business owners attended.

The conference was held in Anchorage, Alaska’s largest city, but still under 300,000. The state is much bigger in area than Texas but lacks the infrastructure we take for granted in the lower 48. As you can imagine, the winters are harsh, and the people are stalwart.

While most of the rest of the country enjoys a booming economy, Alaska suffers from a recession, brought on by the collapse of oil prices in an oil-producing state. Needless to say, they have to find a new path economically and so they are turning to entrepreneurship.

What could we possibly bring to the table that would help them in their challenge? What could we bring that would have a universal and positive impact on those folks who now face raising themselves up by their own bootstraps? We looked at our own bootstrap experience and discovered three practical lessons we could share:

1. Follow Your Opportunity …Passionately!

You often hear, “Follow your passion!” It seems to make sense on its face, since we all need that drive and tenacity that comes naturally when we follow our passion. But you can follow your passion right into the poor house if you are not fortunate enough to have a passion that is in great economic demand.

We followed our opportunity, passionately. The chances are greater that opportunities, not necessarily in your passion, will present themselves more often. We found we didn’t have to give up on our passions to seize the opportunity we were presented with. As a matter of fact, we found many creative ways to use and incorporate our passions into our mercantile business, not the least of which was Worthy Cause Marketing.

We saved a bundle on commercial advertising by supporting worthy causes we were passionate about. We wanted to give the members of those causes a social reason to discover, buy, and advocate our products. This can work in Alaska!

2. Use your Hidden Assets and Resources.

The VC’s have brainwashed most startups and small businesses into believing that the only way to success is to secure a big investment, go through a burn rate, scale fast, and fail fast. If you are playing a numbers game, then you only need one unicorn in 10 if you expect a 10X return. Forbes, the SBA, and others all agree that still, today, 9 out of 10 new businesses fail. ‘Sounds like they are indeed failing fast.

But what if you don’t get a big investor and don’t have the luxury of a big burn rate? If you are like most of us, you don’t! So now we are talking cash flow management. And the secret to cash flow management is reducing your need for cash and growing slowly, but surely!

One hidden asset we had was our top supplier. Outside of product (wine), our biggest need was packaging materials (glass, corks, closures, labels and cartons). Because we were a low priced product with high volume, we would use more of these materials than any of our supply company’s other customers. We certainly let them know this, but we didn’t stop there.

We met with them quarterly to share our growth plans and negotiated a long-term contract. We let them know ahead of time when we couldn’t make our payments. And we gave them a catch-up plan that would bring out account current. Over time, we were able to gain extended credit and terms that saved us from borrowing the money or worse, trading equity for it.

Treating your suppliers as partners to save money can work in Alaska!

3. Put Your Self in the Other Guy’s Shoes.

You hear this all the time. It basically the golden rule. But just how does that translate into practice in the business world? And why does it remove obstacles and speed the processes you rely upon?

We found 7 distinct people we had to sell in order to get our product to market. They each wanted something different. Surprisingly, most of them were interested in something else entirely beside “The best wine and the best price” (our slogan).

For instance, our own people wanted income, acknowledgment, time off, and a company that stood for more that its product. The ownership of our distributors wanted a strategic advantage with a powerful retailer who wanted our product. The distributer’s sales managers wanted to make their numbers. The salespeople wanted to make their commissions. The retailers wanted a proven product with excellent customer service. The store clerks wanted to feel important, so they would recommend and reorder our products. Only the consumer really cared about the wine or the price!

But discovering and delivering what each person in the chain wanted (and not what we thought they wanted) was the key to our success. This can work in Alaska, or, for that matter, anywhere.

We admire the spirit of Alaska, and hope these lessons help vitalize their recovery!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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5 Ways to Deal with Frustration When Your Work is Stopped by Another Team

Michael Houlihan & Bonnie Harvey — Mon, 23 Apr 2018 18:30:26 +0000

We have all been there, the place where we feel stuck, the place where our work seems to be stopped, the place where we just want to scream, “Dang it!” and tear our hair out.

Entrepreneurs spend a lot of time in that place. It’s called frustration.

One thing we learned about frustration is that it can be blinding. It can blind you to alternatives and solutions that you can’t see when all you’re seeing is red.

So much of entrepreneurship is just a grind. You have to get through a period where you seem to be putting out a lot of energy and money for very little return. It’s like trying to move the Queen Mary with one hand. You could push for years before you finally overcome the inertia and it begins to move.

This type of frustration is ongoing for most startups. It goes with the territory and is to be expected.

To read the complete article, please visit The Business Journals

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Soft Skills Can Result in Hard Cash!

Michael Houlihan & Bonnie Harvey — Thu, 02 Nov 2017 17:00:23 +0000

A big part of our “Barefoot Startup” movement is being, well, friendly! You may have the world’s greatest app, most awesome hardware, or must-have consumer product, but the colder your attitude, the higher your price of doing business! Instead of crying about how much money you need to get started, the Barefoot Startup asks, “How can you reduce your need for capital?” The Barefoot Startup knows how!

For us, it’s hard to watch so many startups fail because they say they “couldn’t raise enough cash,” when, realistically, they have not yet addressed the core issue. We ask, “Did you really need all that money to start with?” At the Barefoot Startup, we believe that there are many ways to get your idea off the ground and grow your business effectively that do not require cash. One way is by being more resourceful, and yes, friendly. But you need to be genuinely sincere about your friendliness; Just acting friendly can be seen through and easily backfire!

So, what is “friendly” and how does it translate into profitable business relationships?

Here’s a clue – think about how you treat your friends. You have their best interests at heart. You demonstrate this with your actions. You would never mislead or manipulate a true friend. Think of your family members. You take a sincere interest in their lives. You know their aspirations and their challenges, and you are there to help and encourage them.

Now think about how you felt when they showed up on moving day to help you pack up your stuff, when they introduced you to that key person who helped you with your problem, or when they just listened to you when you needed a sounding board. Their interest in you and your needs made you want to treat them special, give them the benefit of the doubt, and make allowances for them.

Isn’t this what you want from your business associates? Special treatment, the benefit of the doubt, and allowances made for you are all valuable. In business, this can translate into cash. Let’s look at the 4 groups of folks most businesses have relationships with and how you can be friendly with them:

Employees are often seen as an expense, and therefore are an untapped resource. And yet, turn-over is the #1 hidden cost of any business. Employees are more likely to stay with you if they believe you have their best interests at heart. Demonstrate this with fair pay, time off, and an interest in them as individuals. They will be more engaged if you show them appreciation for the good work they do. They will go the extra mile if you compensate them, at least partially, on performance.
Vendors have the ability to extend your terms and increase your credit, but will only do so if they trust you. You will build trust by keeping them up to date on your payment status, sharing your plans for growth, and making good on your promises. When you show them your loyalty by purchasing certain items exclusively from them, they may show their appreciation by giving you breaks on warehousing, shipping, and quantity purchases. Vendors are also a wealth of information. So, treat their sales people like gold …it pays!
Investors are more willing to extend financing if you have demonstrated even a small positive cash flow. They want to see that you appreciate their predicament and are willing to take steps to mitigate their risk. When you demonstrate that you are being frugal and resourceful with their money, investors will be more receptive to the idea of investing more and offering you better terms.
Buyers require reassurance before they will carry your products and participate in your promotions. You can gain their confidence by being dependable, providing industry information, and helping them achieve their goals whether strategic, metric, or mercantile. They appreciate your kindness when you give them personalized attention and provide the help they need without being asked. They will often return your favors by opening doors previously closed to you.

When we speak at universities and technical schools, students of entrepreneurship often ask us, “What else should I be taking beside business to help my startup be a success?” We always answer, “The Liberal Arts, also known as the Humanities.” History, sociology, psychology, philosophy, literature, communications and critical thinking are great “soft skills” tools that enable you to better appreciate and communicate with the people who can make allowances for their “friend,” YOU!

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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Prepare for the Unexpected!

Michael Houlihan & Bonnie Harvey — Thu, 03 Aug 2017 17:00:29 +0000

“How do you handle the unknown?” This is the #1 question we hear from students. They come from over 50 schools of entrepreneurship in the US and elsewhere who have heard us speak about what it is like to start a business and become a successful entrepreneur. Many of these students are considering taking the big leap into entrepreneurship. They are naturally anxious about the uncertainties, risks, and challenges of life without a paycheck. They want to know how we overcame the fear of the unknown.

Is there some formula, procedure, or process you can just cut and paste that will protect you? Is there a failsafe way to survive the dangers of entrepreneurship? Is there just “the one thing” you need to know? In spite of the daily hype, pandering, and outrageous claims to the contrary, the answer is a flat “No!”

After we monetized our equity in the Barefoot Wine brand, we were encouraged by colleagues to write about how we did it; specifically, how we handled the unknown. The answer, in retrospect, was a set of guiding principles; some we had previously learned and applied from day one; some we learned by asking questions of others; and some we learned the hard way. There is no “just one thing!” It is a multifaceted approach to doing business we call “the Barefoot Spirit.”

A big part of the Barefoot Spirit is the Guiding Principles for Success, GPS for short. These are critical and learnable standards, attitudes and soft skills that we used to minimize risk, prepare for the unknown, improve the quality of our decisions, and reduce our need for capital.

With the information revolution and the advance of technology, we saw a whole new generation with a whole new approach to business. We saw new platforms, and new products and services. We saw the disruption of so many old ways of doing things that in the process, we may have inadvertently thrown out some classic business principles. A big mistake!

With an accelerating failure rate, loss of investor capital, and increasing inability for startups to achieve positive cashflow, it’s finally time to bring back those classic principles. When it comes to the past, take the best and leave the rest. The best of the past is a big part of the Barefoot Spirit.

When you start a business, prepare yourself for the adventure! Just like a seasoned sea captain, you wouldn’t dare go out to sea without being prepared for the unknown. You need radar, sonar, weather satellites, charts, a GPS and a sextant to back it up.

Being the captain of your “entrepreneur-ship” is no different. It doesn’t really matter how good your idea is if you run out of capital, lose your people, or lose your buyers. Just like the sea captain, you need a set of guiding principles and standards to hold your decisions up against to make better ones. You need to know how to gain the confidence of your investors, employees, vendors, and buyers.

We have identified 20 Guiding Principles for Success that, if applied, will mitigate your risks, and better prepare you for the unknown. They worked for us and they can work for you. Interested? Stay tuned as we explore them in the coming months. Like our audiences, you too may be saying, “I can’t wait to get back to my business and try the GPS out!”

Who We Are

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

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