2. Innovation in Business Centre - Galway
CREATING KNOWLEDGE ENTREPRENEURS
www.gmit.ie/iibc Facebook:InnovationinBusinessCentre 2

3. Innovation in Business Centre - Castlebar
CREATING KNOWLEDGE ENTREPRENEURS
www.gmit.ie/iibc Facebook:InnovationinBusinessCentre 3

4. Lean Startup @ GMIT
Eight module (set day per week) programme
• 3 hour workshop
– Start 9AM (15 minutes Tea/Coffee break at 10.30)
• 1 hour Facilitated Peer Network at 12 Noon
• One to one sessions between 2 – 5PM (45 minutes each so cover
group over 2 weeks)
• 2 Major Deliverables (templates to be provided)
– Market Validation
– Business or Sales & Marketing Plan

5. Eight Training Modules
1. Business Model Canvas 6. The Business Plan
2. What’s my idea? 7. Financial Projections
3. Market Validation for your Business Plan +
4. Lean Startup Marketing Presenting Skills
5. Making the Sale 8. Making the Pitch
Practical exercises in every session 5

6. Module 1 – Business Model Canvas
• 9 Building Blocks to
examine and define
your Business Model
(how does your
business make money?)
• Clarify how your
business creates value
Draft your Business Model Canvas 6

7. Module 2 – What’s my idea
• The burning problem
faced by your Customer
• How to communicate
your solution
Define your solution and ideal customer 7

8. Module 3 – Market Validation
• Ready, Aim, Fire approach to
Market Validation ~
…. Understand how to use
Secondary and Primary
Research to test your market
opportunity before you invest
significant money in product
development.
Know your market & talk to customers 8

9. Module 4 - Lean Startup Marketing
• The Lean Startup ideas
– Build Measure Learn
Feedback loop and the LEARN BUILD
Minimum Viable Product
(MVP)
• Invest in Marketing after
data Product
reach Product Market Fit
MEASURE
Identify your Engine of Growth

10. Module 5 – Making the Sale
• Appreciate your
Customer’s Buying Cycle
• Sales Process
• Routes to Market
• Skills of Selling
Your Sales Pipeline 10

11. Module 6 – The business plan
• Use a template
– Structure & Layout
– Appendices
• Review Sample Plans
• Make the Plan Real
Plus
• One Hour on Legal Issues for
Business (IP, HR etc)
• Product /Service
Know why you are preparing this plan 11

12. Module 7 – Financial Projections
• A practical session using a
template for Financial
Projections Cashflow Profit & Balance
• Quick view of Enterprise Loss Sheets
Ireland Financial Data Sheets • Incoming
• Outgoings • Sales • Assets
• Overview of Supports for
• Costs • Liabilities
Business
• Profits • Capital
Plus
• One hour session on
Presentation skills
• Product /Service
Know your planning assumptions 12

13. Module 8 – Making the Pitch
• All participants to
make a ten minute
presentation to the
Peer Group
• Followed by Q&A
Present the business case 13

14. Peer Network
• One hour facilitated group
session where participants
discuss issues relevant to
their business
– Set Goals
– Commitment to taking
action
– Brainstorming and sharing
contacts
Focus on milestones & targets 14

15. One to One Sessions
• Will focus on 1. KEY SUCCESS
Business Planning FACTORS
and the Business
Plan Value
4. EXECUTION 2. STRATEGY
Proposition
• 45 minutes sessions
tailored to status of
each promoter/ 3. TEAM
team and business.
Support tailored to you 15

16. Google Site
Will get instructions and an invite to this site
16

17. Deliverables
• Participants will be assisted to develop two documents
(templates provided):
– Market Validation summary
– Business Plan
That demonstrates that they have:
– The Team (domain knowledge) &
– A product solution
– That meets a specific identified problem of a cohort of
customers
• such that a sustainable business can be established with
ongoing support provided by the Innovation in Business
Centres in Galway and Castlebar.
Focus on tangible outputs for all parties 17

18. Profile of Participants
• The programme is tailored for male and female
promoters with an ambition to establish a business
which has international market appeal.
• The Lean Startup @ GMIT programme will give
participants the opportunity to explore what is
involved in starting and running a knowledge based
business.
• Enable participants to network with other like-minded
individuals.
Entrepreneurs with Passion & Commitment

19. Donncha Hughes
Marketing Mentor to Technology Startups and Professional Service SMEs.
• Trainer – e.g. New Frontiers Phase 1 in GMIT & Phase 1 & II
in DKIT
• Areas of Expertise – Marketing, Sales, Business Plans, R&D
Applications, Growing your business
• Mentor – Enterprise Boards, Enterprise Ireland, LEADER
• Former Manager of LIT’s Enterprise Acceleration Centre
• 3 HPSUs created in my 4 years who created a total of 30
jobs.
• Designed and launched the LEAP Programme.
• Prior to joining LIT I worked for 7.5 years with IBEC.
www.startuphughes.com
www.startuphughes.com/blog

20. Any questions
donncha@startuphughes.com
googlesite.startuphughes.com