COACHING/
WHAKAAKO
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
Idea
Validation
Idea
Properties
Idea
Demand
Idea
Financials
IDEA PROPERTIES
Confident
Unsure
No
Confident
Unsure
No
Confident
Unsure
No
1. Does your idea fulfil a lack of something required,
desirable, or useful?
2. How unique is your idea, do you have a clear point
of difference?
3. Can you sustain your uniqueness, or regain it if
lost?
4. Can the customer touch, feel, taste, see, sense, or
use your idea right now?
5. Are there weak competitors that validate your
market, yet can be beaten easily?
Number of Confidents
IDEA DEMAND
1. Do you have any actual customers right now you
could sell to, even before you have a product?
2. Do you have good proof that there is a demand
for your idea?
3. Can you deliver your idea at the right time to
capture substantial market share?
4. How likely are you to be ambushed by an
unknown competitor? How defensible is your idea?
5. Is there a wild, almost irrational demand for your
idea right now?
Number of Confidents
IDEA FINANCIALS
1. Could you offer your idea at a good price?
2. Can you earn a cash flow now or very soon?
3. Will your business model allow you to earn real
profits (revenues minus expenses)?
4. Do you need to raise an unrealistically large
amount of funding? Or is it a manageable amount?
5. Is your funding proven? Is it in the bank, or at
least accessible to you with a good degree of
certainty?
Number of Confidents
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
Idea
Development
Business
Model
Measure
Success
Elevator
Pitch
BUSINESS MODEL
Confident
Unsure
No
Confident
Unsure
No
Confident
Unsure
No
1. Do you have a clear strategy for customer
acquisition?
2. Have you got a plan for managing customer
relationships?
3. Do you know how and how much you will charge
your customers?
4. Do you know the direct and indirect costs to
produce your idea?
5. Can you partner with suppliers and/or do you
have a choice of suppliers in producing and selling
your idea?
Number of Confidents
MEASURE SUCCESS
1. Do you know how many customers you need to
obtain to be successful?
2. Do you know how much revenue you need to
generate for the idea to be successful?
3. Do you have month on month growth targets?
4. Do you know your break-even point and cash burn
rate?
5. Do you have a clear budget for direct and indirect
costs?
Number of Confidents
ELEVATOR PITCH
1. Can you explain the uniqueness of your idea?
2. Can the customer touch, feel, taste, see, sense, or
use your idea right now?
3. Do you have any significant advantages in your
favour that competitors don’t have?
4. Can you clearly show returns available to
potential investors?
5. Have you developed a clear value proposition and
can you communicate this to various audiences
(customers, partners and investors)?
Number of Confidents
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
Idea
Commercialisation
Product/Market
Development
Resources/Systems
Start Up
PRODUCT/MARKET DEVELOPMENT
Confident
Unsure
No
Confident
Unsure
No
Confident
Unsure
No
1. Does the product or service have unique features
which are worth the price compared to competitive
offerings?
2. Can you develop the next improved version or
replacement?
3. Are you ready and able to go into production and
deliver?
4. Do you know who the customers will be and why
they will buy?
5. Do you know where the products or services will
be sold?
Number of Confidents
RESOURCES/SYSTEMS
1. Are you ready to be the leader of your enterprise?
2. Have you identified the team members who help
you launch your business?
3. Do you think you have identified the wise and
experienced person who can advise you?
4. Are you sure you have worked out the budget
required to fund your venture?
5. Do you think there is sufficient ROI for an investor
to invest?
Number of Confidents
START UP
1. Are you sure you have identified your place in the
value chain?
2. Have you worked out the sort of deal needed to
get started?
3. Do you know which parties you will be
contacting?
4. Have you completed all that needs to be
prepared?
5. Do you have a good understanding of the type of
documentation required?
Number of Confidents
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
VALIDATION > DEVELOPMENT > COMMERCIALISATION
HOW DO YOU COMPARE
VALIDATION DEVELOPMENT COMMERCIALISATION
IDEA PROPERTIES
BUSINESS MODEL
PRODUCT/MARKET DEVELOPMENT
IDEA DEMAND
MEASURE SUCCESS
RESOURCES/SYSTEMS
IDEA FINANCING
ELEVATOR PITCH
START UP
TOTAL CONFIDENT
TOTAL CONFIDENT
TOTAL CONFIDENT
SCORE ANALYSIS
Add up the total number of “confidents” in each of Idea validation, development and
commercialisation.



0-15 – There are critical capability gaps in your entrepreneurial knowledge. Focus on
entrepreneurial thinking, the process of innovation, business planning and financial
management.
16-30 – There are some entrepreneurial and business operational knowledge and
capability gaps impacting your commercialisation plans. Focus on understanding
business models and value chain analysis, costing and pricing, operations
management and marketing.
31-45 – You are well prepared for successful commercialisation of your idea. Review
each unsure and no score to identify the specific capability gaps you have.
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
NOTES
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6|Page
Whanganui and Partners – 101 Guyton Street - Whanganui 4500
VALIDATION
COACHING FOCUS
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
“You cannot control what happens to you, but you can control your attitude toward
what happens to you, and in that, you will be mastering change rather than allowing it
to master you.”
Brian Tracy
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
DEVELOPMENT
COACHING FOCUS
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
“If you believe you can, you probably can. If you believe you won’t, you most assuredly
won’t. Belief is the ignition switch that gets you off the launching pad.”
Denis Waitley
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500
COMMERCIALISATION
COACHING FOCUS
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
Deadline
Goal – What you want to achieve…
What you need to do to achieve it…
“Character consists of what you do on the third and fourth tries.”
John Albert Michener
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Whanganui and Partners – 101 Guyton Street - Whanganui 4500