Entrepreneurs (and husband and wife team) Scott and Rachel Salkin as they take you through their journey from bootstrapped startup to multi-million dollar, nationally recognized lead generation and marketing firm, grown right here in Arizona.
Get ready for an honest look back - and forward - at how Scott and Rachel quit their jobs and launched the company during the height of the recession, hustled to acquire new clients across the country, survived a roller coaster ride of ups and downs, and continue to manage the business with even bigger plans for growth, all while maintaining a growing family and marriage.
Scott and Rachel will cover a variety of business topics relative to any entrepreneur or startup, including hiring (and firing), legal questions and HR, finances and cash flow, sales and marketing, processes, and much more.
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They Call Us Crazy - How Two Twenty-Something Entrepreneurs Beat the Recession and Built a Marriage
1. They Called Us Crazy
How Two Twenty-Something Entrepreneurs Beat
the Recession, Built a Business AND a Marriage
IDSTM.com
2. THE ONLY B2B MARKETING WE’LL
BE
TALKING ABOUT TODAY:
IDS Technology Marketing is a
business-to-business (B2B)
marketing, lead generation and sales
firm whose mission is twofold:
1. to help technology companies and
startups GROW through smart, impactful
sales, lead generation and marketing, and
2. to help our local community and
economy GROW through technology and
entrepreneurial advocacy and
mentorship.
100
%
IDSTM.com
3. QUICK TRIP DOWN MEMORY LANE
EMPLOYEE
#1
May
2005
Nov.
2007
Sept.
2007
March
2012
2009
2008
10/23/10
2014
2013
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12. BUILDING A SUPPORT SYSTEM
• Filling in Gaps
– Lawyers
– Accountants
– HR
• Mentorship
– Vistage/Executive
Groups
– Professional Groups
– People to Talk To
• Hiring vs. Hired Guns
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15. LET’S BE VERY
STRAIGHTFORWARD.
• First thing first: We’re in business to
make money. Period.
• Hockey Stick Growth
• Running Lean
• Run vs. Walk
• Revenue. Profit vs. Cash Flow
• Debt and Investors
• J-Curves
• Lots of successful, profitable
businesses go bankrupt
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16. It’s okay to take care of
yourself, too.
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20. 10 THINGS TO WALK AWAY WITH
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Do your Homework
Entrepreneurship isn’t “Cool”
Build Your Ecosystem
Prepare for the Worst…Celebrate Success
Don’t Try to Replicate Yourself
Make Time for Each Other
Have Very Defined Roles and Expectations
Plan to be a Sales Person
Have a Plan, Take Your Time, Plan Your End Game
Have a Purpose and a Vision other than $$$
IDSTM.com
22. GET IN TOUCH WITH US
Scottsdale Headquarters
Scott Salkin
14811. N. Kierland Blvd., Suite 300
Scottsdale, AZ 85254
Founder and CEO
T: 480.685.5470
Twitter: @idstm.com
M: 602.881.1718
E: ssalkin@idstm.com
@scottsalkin
Rachel Salkin
President and Co-Founder
M: 602.309.2499
E: rsalkin@idstm.com
IDSTM.com
Notas do Editor
Currently entrepreneurs?Interested in starting their own business?Husband/wife or are considering starting a business with their other half or someone in your family?Here because you know us or want a free lunch?
Scott’s JourneyParents as entrepreneursDestiny, time, valueWhat we’re not going to talk about today – sales, marketing or lead generationI’ll tell you one thing – it’s about who you know and how hard you’re willing to hustleNo matter what business you’re in, you better learn how to sell and be willing to spend money on marketing and salesRecession, house under water, single, no 401k, etc.Rachel’s JourneyPre-conceived notion of womenWomen as entrepreneursScott – Mom and Andrea
Scott’s JourneyParents as entrepreneursDestiny, time, valueWhat we’re not going to talk about today – sales, marketing or lead generationI’ll tell you one thing – it’s about who you know and how hard you’re willing to hustleNo matter what business you’re in, you better learn how to sell and be willing to spend money on marketing and salesRachel’s JourneyPre-conceived notion of womenWomen as entrepreneursScott – Mom and Andrea
FinancialTime togetherControl of destinyAmerican dreamSchedulingFamilyFlexibilityLegacy/Setting an ExampleWorking on stuff like this together
Time togetherOne incomeBenefits and 401(k)Learning curvesDifferences in visionCommunicationAccountabilityDinner table talkNights/weekendsFriendsSeparationCriticism of your spouse
First employee – HUGE DecisionHiring vs. Hired GunsFilling in Gaps (Lawyers, Accountants, HR, Etc.)Mentorship/Support (Vistage, AZTC, Etc.)
Hiring our firstFiring and Laying OffThey’re employees – don’t forget itThis is business – not easy, but you do it and you go with your gutBe smart, but be fastEveryone has lives to live – they’re always looking out what’s best for them, just like you are as a business ownerYou’ll get hurtYou’re going to get screwed by something – it’s businessYou need to recover fast, learn and move onIt’ll happen againYou need to recover fast, learn and move on
Having a purposeHaving funCan’t be all about profit
Nest EggKeeping a Roof Over Our HeadWork/Life BalanceExercise/Eating Right/Taking Care of Yourself Light Switch vs. DimmerHaving Fun
Do your homework: what is your life situation, who are you putting at risk, what is your breaking point; say goodbye to your 40-hour workweekEntrepreneurship isn’t “Cool”: It’s a lifestyle, it’s a tough job, it’s a 24/7/365 commitment; it’s passion; it’s one of the toughest things you’ll ever do; it’s easy to give upBuild Your Ecosystem: ask questions; find great people; interview them; get suggestions.Prepare for the Worst: it may never happen, but if it does you won’t be caught by surprise. And everything else will seem that much better.Don’t Try to Replicate Yourself: you never will; instead, spend your time learning how to coach and lead and communicate.Make Time for Each OtherHave Very Defined Roles and ExpectationsPlan to be a sales personHave a Plan, Take Your Time, Plan Your End GameHave a Purpose and a Vision other than $$$Enjoy being unique.