http://vincentguyaux.com Wed, 08 Sep 2010 14:00:00 +0000 http://snappages.com en http://vincentguyaux.com/blog/2010/09/08/keynote-the-upside-down-business-plan-10 http://vincentguyaux.com/blog/2010/09/08/keynote-the-upside-down-business-plan-10 Wed, 08 Sep 2010 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2010/09/08/keynote-the-upside-down-business-plan-10
]]> http://vincentguyaux.com/blog/2010/05/10/live-from-everest-base-camp-trek http://vincentguyaux.com/blog/2010/05/10/live-from-everest-base-camp-trek Mon, 10 May 2010 08:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2010/05/10/live-from-everest-base-camp-trek news and pictures with a satellite Wifi that our guide François took with him. [...]]]> news and pictures with a satellite Wifi that our guide François took with him.

]]> http://vincentguyaux.com/blog/2010/04/21/fund-raising-climb-for-wishes-to-everest-base-camp http://vincentguyaux.com/blog/2010/04/21/fund-raising-climb-for-wishes-to-everest-base-camp Wed, 21 Apr 2010 06:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2010/04/21/fund-raising-climb-for-wishes-to-everest-base-camp Pamela and did hike to Everest Base Camp with Make a Wish Foundation. The expedition, which was held from April 21 to May 10, 2010, aimed [...]]]> Pamela and did hike to Everest Base Camp with Make a Wish Foundation. The expedition, which was held from April 21 to May 10, 2010, aimed to collect an amount of $200,000.

]]> http://vincentguyaux.com/blog/2010/03/11/keynote-selling-to-smurfs-at-the-ma-forum http://vincentguyaux.com/blog/2010/03/11/keynote-selling-to-smurfs-at-the-ma-forum Thu, 11 Mar 2010 07:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2010/03/11/keynote-selling-to-smurfs-at-the-ma-forum M&A Forum in Montreal on March 11, 2010 where I talked about how to sell to smurfs.

Metafoam has also been selected with 12 other companies to give a 10-minute presentation to raise money. I gave the same presentation that I gave at the [...]]]> M&A Forum in Montreal on March 11, 2010 where I talked about how to sell to smurfs.

Metafoam has also been selected with 12 other companies to give a 10-minute presentation to raise money. I gave the same presentation that I gave at the Venture Capital Forum on February 2, 2010.

]]> http://vincentguyaux.com/blog/2010/02/03/metafoam-selected-as-best-company-at-the-2010-venture-capital-forum http://vincentguyaux.com/blog/2010/02/03/metafoam-selected-as-best-company-at-the-2010-venture-capital-forum Wed, 03 Feb 2010 10:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2010/02/03/metafoam-selected-as-best-company-at-the-2010-venture-capital-forum Venture Capital Forum held in Montreal on February 1,2 and 3 and Metafoam was selected as Best Company. The Venture Capital Forum is a yearly event that gathered this year 17 [...]]]>
As President &CEO of Metafoam, I gave a 10-minute presentation at the 6th Venture Capital Forum held in Montreal on February 1,2 and 3 and Metafoam was selected as Best Company. The Venture Capital Forum is a yearly event that gathered this year 17 innovative companies looking for financing. Participating companies who presenter their business and met with venture capital firms’ representatives while competing with each other in a formal contest that crowns the best and most promising ventures.

]]> http://vincentguyaux.com/blog/2009/11/12/member-of-the-jury-at-devtech50 http://vincentguyaux.com/blog/2009/11/12/member-of-the-jury-at-devtech50 Thu, 12 Nov 2009 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/11/12/member-of-the-jury-at-devtech50 Devtech50 contest was November 12, 2009 in Quebec City. I was a member of the jury at this event where 10 companies presented their elevator pitch and executive summary. I gave my Elevator Pitch Anatomy keynote presentation to Devtech50 participants on [...]]]> Devtech50 contest was November 12, 2009 in Quebec City. I was a member of the jury at this event where 10 companies presented their elevator pitch and executive summary. I gave my Elevator Pitch Anatomy keynote presentation to Devtech50 participants on September 17. Devtech50 is a contest organized by POLE Quebec Chaudiere-Appalaches.

]]> http://vincentguyaux.com/blog/2009/10/15/startupcamp-montreal-5-time-for-a-change http://vincentguyaux.com/blog/2009/10/15/startupcamp-montreal-5-time-for-a-change Thu, 15 Oct 2009 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/10/15/startupcamp-montreal-5-time-for-a-change
]]> http://vincentguyaux.com/blog/2009/09/19/keynote-elevator-pitch-anatomy-at-mcgill-entrepreneurs%e2%80%99-society-the-challenge-competition http://vincentguyaux.com/blog/2009/09/19/keynote-elevator-pitch-anatomy-at-mcgill-entrepreneurs%e2%80%99-society-the-challenge-competition Sat, 19 Sep 2009 17:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/09/19/keynote-elevator-pitch-anatomy-at-mcgill-entrepreneurs%e2%80%99-society-the-challenge-competition McGill Entrepreneurs’ Society, the local university chapter of both ACE (Advancing Canadian Entrepreneurship) and SIFE (Students In [...]]]> McGill Entrepreneurs’ Society, the local university chapter of both ACE (Advancing Canadian Entrepreneurship) and SIFE (Students In Free Entreprise).

]]> http://vincentguyaux.com/blog/2009/09/17/keynote-elevator-pitch-anatomy-for-devtech50-participants http://vincentguyaux.com/blog/2009/09/17/keynote-elevator-pitch-anatomy-for-devtech50-participants Thu, 17 Sep 2009 08:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/09/17/keynote-elevator-pitch-anatomy-for-devtech50-participants Devtech50 participants. Devtech50 is a contest organized by POLE Quebec Chaudiere-Appalaches for startup companies. The finale will [...]]]> Devtech50 participants. Devtech50 is a contest organized by POLE Quebec Chaudiere-Appalaches for startup companies. The finale will be in November 2009.

]]> http://vincentguyaux.com/blog/2009/09/14/keynote-the-upside-down-business-plan-09 http://vincentguyaux.com/blog/2009/09/14/keynote-the-upside-down-business-plan-09 Mon, 14 Sep 2009 14:30:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/09/14/keynote-the-upside-down-business-plan-09 McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies. [...]]]> McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies.

]]> http://vincentguyaux.com/blog/2009/09/13/3rd-half-marathon-in-201-hrs-montreal http://vincentguyaux.com/blog/2009/09/13/3rd-half-marathon-in-201-hrs-montreal Sun, 13 Sep 2009 21:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/09/13/3rd-half-marathon-in-201-hrs-montreal 2:01 hrs. [...]]]> 2:01 hrs.

]]> http://vincentguyaux.com/blog/2009/05/28/south-africakenya-trip-with-enablisorg http://vincentguyaux.com/blog/2009/05/28/south-africakenya-trip-with-enablisorg Thu, 28 May 2009 11:40:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/05/28/south-africakenya-trip-with-enablisorg Enablis and Charles Sirois. The goal was to visit entrepreneurs and the Enablis local groups. I participated in multiple events like an Entrepreneuship Panel (I am not part of YPO). [...]]]> Enablis and Charles Sirois. The goal was to visit entrepreneurs and the Enablis local groups. I participated in multiple events like an Entrepreneuship Panel (I am not part of YPO). We did an amazing 2-day Safari in Kruger Park and visited a 700 K slum area in Nairobi where 50 K people have tubercolosis. I am supporting a few entrepreuneurs with advice and introductions to my network of contacts. From this experience, I also joined the Board of Directors of Gachui Media, a new media training and production company in Nairobi.

]]> http://vincentguyaux.com/blog/2009/05/07/mc-at-startupcamp-montreal-4 http://vincentguyaux.com/blog/2009/05/07/mc-at-startupcamp-montreal-4 Thu, 07 May 2009 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/05/07/mc-at-startupcamp-montreal-4 StartupCamp Montreal 4 at la SAT, an event organized by StartupCamp Montreal 4 at la SAT, an event organized by Philippe Telio, President of Embrase Business Consulting.

]]> http://vincentguyaux.com/blog/2009/05/05/keynote-the-art-of-finding-your-own-niche-market-big-bang-2009 http://vincentguyaux.com/blog/2009/05/05/keynote-the-art-of-finding-your-own-niche-market-big-bang-2009 Tue, 05 May 2009 08:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/05/05/keynote-the-art-of-finding-your-own-niche-market-big-bang-2009 Big Bang 2009, organized by AQT, the Quebec Technology Association. Mario Bouchard, President & CEO at iBwave, will be there with me to explain how we did [...]]]> Big Bang 2009, organized by AQT, the Quebec Technology Association. Mario Bouchard, President & CEO at iBwave, will be there with me to explain how we did positioning at iBwave a few years ago when they started the company (I was consulting with them at that time). In the afternoon, Paul Lepage additionally contributed a keynote on Sales Distribution also using iBwave as a case study. More than 100 CEOs and managers were there, a record for Big Bang.

]]> http://vincentguyaux.com/blog/2009/04/16/ceo-training-at-inovia-with-austin-hill http://vincentguyaux.com/blog/2009/04/16/ceo-training-at-inovia-with-austin-hill Thu, 16 Apr 2009 09:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/04/16/ceo-training-at-inovia-with-austin-hill iNovia, one of the investors at Metafoam. Austin Hill provided the group with valuable hints and coaching that we were able to [...]]]> iNovia, one of the investors at Metafoam. Austin Hill provided the group with valuable hints and coaching that we were able to apply live on the spot. Let's see now how much it helps me for my next round that I am pitching.

]]> http://vincentguyaux.com/blog/2009/04/03/keynote-entrepreneurial-experience-in-china http://vincentguyaux.com/blog/2009/04/03/keynote-entrepreneurial-experience-in-china Fri, 03 Apr 2009 14:30:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/04/03/keynote-entrepreneurial-experience-in-china Junior Hong Kong Canada Business Association (Montreal) speaker conference titled Entrepreneurship and Recession: How to Win Amidst Hard Times. Aimed at promoting entrepreneurship in China and sharing advice on risks and opportunities in the current recession, the [...]]]> Junior Hong Kong Canada Business Association (Montreal) speaker conference titled Entrepreneurship and Recession: How to Win Amidst Hard Times. Aimed at promoting entrepreneurship in China and sharing advice on risks and opportunities in the current recession, the conference projects a comprehensive view on effective changes in business strategies to overcome economic hardships. I discussed my 10 years of experience in Asia, and more specifically, the last 8 months I spent in China for the validation of our product and the possible outsourcing of production.

]]> http://vincentguyaux.com/blog/2009/03/29/serial-ceo-blog-born-lucky-closing-in-rough-times http://vincentguyaux.com/blog/2009/03/29/serial-ceo-blog-born-lucky-closing-in-rough-times Sun, 29 Mar 2009 22:51:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/03/29/serial-ceo-blog-born-lucky-closing-in-rough-times
Business is slower everywhere, especially in consumer electronics. Most manufacturers with whom we talk in China tell us they are anywhere between 10 and 30% of their capacity and they are sadly closing factories and letting people go. But some of their customers, the PC manufacturer brands, are looking for new solutions to differentiate and trigger new sales. This is an opportunity for Metafoam.

Since we proposed new cooling components that increase, by more than 200%, the heat that can be dissipated in a computer, it is essential to accelerate our product and business development efforts to make sure we will not miss that window of opportunity. Also, the financial situation of our potential production partners in China facilitates the negotiations for outsourced production. As a small company, not yet with large volume, we were able to negotiate a pilot production agreement with some advantages for us that would not have been possible in an upturn market.

We are validating (pull) our value proposition with the computer manufacturers and we are in test phases (push) with the biggest cooling manufacturers. The interest we have received and test results are both surpassing the hopes I had. Now, we have few months to finalize the roadmap and crack the code on the devil’s triangle: cost, margin and selling price. Only then we will know if we really have a business and if I can frame my t-shirt!

]]> http://vincentguyaux.com/blog/2009/02/20/ceo-vision-live-from-guangzhou-china http://vincentguyaux.com/blog/2009/02/20/ceo-vision-live-from-guangzhou-china Fri, 20 Feb 2009 19:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/02/20/ceo-vision-live-from-guangzhou-china CEO Vision in February at Mont Tremblant. I had to cancel to be in China and negotiate a 6-month pilot production agreement with Metafoam's partner there. So I did the announcement of BigBang [...]]]> CEO Vision in February at Mont Tremblant. I had to cancel to be in China and negotiate a 6-month pilot production agreement with Metafoam's partner there. So I did the announcement of BigBang 2009 at CEO Vision during one of the evenings live from China... on the telephone. We had planed to do it with video Skype but the internet connection did not work in Tremblant.

]]> http://vincentguyaux.com/blog/2009/01/06/serial-ceo-blog-elevator-pitch-anatomy http://vincentguyaux.com/blog/2009/01/06/serial-ceo-blog-elevator-pitch-anatomy Tue, 06 Jan 2009 07:30:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2009/01/06/serial-ceo-blog-elevator-pitch-anatomy In the train between Dresden and Prague…

I had the opportunity, in the past few weeks, to get involved in events related to pitching a story. The first one was StartupCamp Montreal. This was my 3rd time as MC at this ever-growing event. The second event was the Etincelle contest in Quebec City. Between the two events, about [...]]]> In the train between Dresden and Prague…

I had the opportunity, in the past few weeks, to get involved in events related to pitching a story. The first one was StartupCamp Montreal. This was my 3rd time as MC at this ever-growing event. The second event was the Etincelle contest in Quebec City. Between the two events, about 15 entrepreneurs pitched their companies in total. At StartupCamp Montreal, they had about 5 minutes and in Quebec City roughly 2 minutes to capture and share the essence of their business.

Amazingly with everything you can find on the internet, read in books or hear at events, entrepreneurs still often have a hard time defining their target market’s pain and how they address it. In a pitch, there’s an important opening called the “grab” which is the part that makes people relate your offering to something they know, touch them emotionally or makes the light bulb go off in their head when they hear it simply because it makes sense - it grabs them. However, many entrepreneurs have a really hard time to get to their grab. And because they are not used to developing it, they revert back to defining their offering by focusing on their own company history and long technical explanations of their products. It’s easy to understand why they lose their audience after the first few sentences.

After doing these types of events for many years, I’ve come to realize that you don’t just put an entrepreneur onstage and hope for the best. In some cases, when they are seasoned executives, they may hit the pitch perfectly. That percentage is small. One recommendation is to offer pitch training in advance to better prepare the speakers. For the Quebec City Etincelle event, I gave a full elevator pitch training course called “The Anatomy of the Pitch” to 10 entrepreneurs to get them focused on creating the best 2 minute pitch possible.

Key points from the Elevator Pitch Anatomy presentation:

• Grab
• Problem
• Company category, stage and the solution
• Benefits for the customers
• Business model
• Credibility

In Montreal, we coordinated a group of experts including John Stokes from Montreal Startup, Austin Hill from Akoha, Philippe Telio from Embrase and myself to coach and make recommendations to the four StartupCamp Montreal finalists to develop their pitch before going on stage.

I was pleasantly surprised at both events to see improvements in all the pitches I heard. It demonstrates that, given the right tools, training and coaching, the true essence of a company’s offering can surface whereby the audience, the investors and even your grandma will get it!

]]> http://vincentguyaux.com/blog/2008/12/15/etincelle-contests-jury http://vincentguyaux.com/blog/2008/12/15/etincelle-contests-jury Mon, 15 Dec 2008 11:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/12/15/etincelle-contests-jury
]]> http://vincentguyaux.com/blog/2008/11/27/mc-at-startupcamp-montreal-3 http://vincentguyaux.com/blog/2008/11/27/mc-at-startupcamp-montreal-3 Thu, 27 Nov 2008 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/11/27/mc-at-startupcamp-montreal-3 Embrase Business Consulting. [...]]]> Embrase Business Consulting.

]]> http://vincentguyaux.com/blog/2008/11/25/keynote-elevator-pitch-anatomy-etincelle-contest http://vincentguyaux.com/blog/2008/11/25/keynote-elevator-pitch-anatomy-etincelle-contest Tue, 25 Nov 2008 09:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/11/25/keynote-elevator-pitch-anatomy-etincelle-contest
]]> http://vincentguyaux.com/blog/2008/11/12/serial-ceo-blog-the-upside-down-business-plan http://vincentguyaux.com/blog/2008/11/12/serial-ceo-blog-the-upside-down-business-plan Wed, 12 Nov 2008 20:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/11/12/serial-ceo-blog-the-upside-down-business-plan In the air between Taipei and Vancouver…

So, you are ready to write your business plan. You make yourself a pot of coffee or tea, you open your favorite word processor, and you look at a blank page. You feel like a writer and you start typing:

“2008. A man, in his own thoughts, is looking through the glass [...]]]> In the air between Taipei and Vancouver…

So, you are ready to write your business plan. You make yourself a pot of coffee or tea, you open your favorite word processor, and you look at a blank page. You feel like a writer and you start typing:

“2008. A man, in his own thoughts, is looking through the glass wall of his office. He sees the waves of a turquoise sea, softly dying on a white sand beach. The palm tree leaves are gently moving with the rhythm of the soft wind and the sunset is so magnificent. The man decides to go take a walk on the beach, then he smiles, realizing that he is looking at a video clip in his office, on the 18th floor of a downtown building.”

This is actually a true opening paragraph of an Executive Summary of a business plan I read few years ago (exactly as it was written!). I am sure you get the point… I am demonstrating what “not” to do. I don’t believe that word processors are the tool to write a business plan. Writing paragraphs forces you to choose a style and to “color” your story right from the start. A paragraph contains, on average, 50% more words than bulleted concise text that are not related to what you are trying to say but are required to make complete sentences and links between those sentences. Writing paragraphs forces you to concentrate on the art of writing instead on your business.

Here’s a my process for writing a business plan:

It’s a Slide World!
First and foremost, I start with a deck of slides that will grow as I move forward. PowerPoint slides are the ultimate summary tool. The format forces me to get to the essence of what I have to say (limited real estate on a slide) and it forces me to be more visual with charts, graphs and lists. I strongly suggest not to use adjectives to fill in the blanks (state-of-the-art, huge, amazing, best, world-class, cutting-edge, etc.). I also try not to write what I think or worse, what I am convinced of. Investors want facts, references and a business case.

Executive Summary
I begin with the Executive Summary. I create 10 to 15 slides that get to the heart of what I am trying to achieve. When I think I have something, the earlier the better, I go and pitch it. I even tell the audience I am presenting to that I am in a validation phase and I am looking for feedback to improve my plan. I have never met anyone that would not accept to help me, when asked. I narrow the presentation down to make sure it doesn’t last more than 15 to 20 minutes. Why? This is typically the amount of time you get when you pitch for the first time to a VC. If they like it, you can talk for an hour, if not, you are done.

Business Plan
As I work on the Executive Summary, it triggers ideas of how to more deeply explain things and I slowly add slides to my Business Plan presentation on the side. At the end of the exercise, it gives me about 50 to 60 slides with all the typical sections of a business plan. I then use this presentation when I get to second or third meetings, when I have 90 minutes to present. The same initial investors that helped me with my draft Executive Summary have also provided support to validate my plan.

A 25-page Word Document?
I have to admit that, at times, I have ended up needing a 25-page formal business plan, depending on the investor. If so, I have mastered my pitch and given it at least 20 times so writing the plan is much easier than starting from scratch. So I make myself an espresso or a green tea, open my favorite word processor, and look at a blank page. I feel like a writer and I start typing. But sitting next to me, I have all my Business Plan slides. What’s left? I simply type the language around the slide content that I would say in a meeting.

]]> http://vincentguyaux.com/blog/2008/10/05/serial-ceo-blog-body-language-and-eye-contact-in-asia http://vincentguyaux.com/blog/2008/10/05/serial-ceo-blog-body-language-and-eye-contact-in-asia Sun, 05 Oct 2008 23:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/10/05/serial-ceo-blog-body-language-and-eye-contact-in-asia I am in China and Japan for two weeks on business. In the last 10 years, I have been going to Asia regularly to do things like signing partners or customers, looking for joint venture projects or exploring manufacturing options as a representative for the companies I have worked for, and now either as a consultant or a serial [...]]]> I am in China and Japan for two weeks on business. In the last 10 years, I have been going to Asia regularly to do things like signing partners or customers, looking for joint venture projects or exploring manufacturing options as a representative for the companies I have worked for, and now either as a consultant or a serial CEO.

Unfortunately, I cannot say that I know the languages of all the countries I visit. Perhaps, had I been in one location regularly, I could have picked it up, but my travels take me across borders and languages constantly. Out of respect for the cultures, I would like to become fluent… one day.

That being said, I can find my way easily no matter which Asian country I am visiting by finding someone around that speaks English and can translate. Obviously, this translation aspect is critical and I have learned that business in Asia works better when I have a local contact with me acting as my guide and translator (compared to relying only on my contact inside the company I am visiting). Having this translator is important but so is the body language and the way that I listen, even when I don’t understand every word that is being said.

I practice active listening, which according to Wikipedia is “a structured way of listening and responding to others. It focuses attention on the speaker. Suspending one’s own frame of reference and suspending judgment are important in order to fully attend to the speaker”. So how can I do this if I cannot understand the language? I focus on the people, their body, their hands and their eyes. By concentrating on specific things like the tone, the pauses in their speech, their body language and facial expressions, more can be picked up than you might expect.

Also, when I speak in English to make my point at a meeting, I do not talk to the person that understands English (the translator); I look straight into the eyes of the people I am trying to do business with so they really feel I am participating and interacting with them. And, when they talk amongst themselves, I continue to follow the discussion, showing my interest in what they say and following the eyes of the individual talking. By doing this, I find that they answer back, talking to me in their language, which makes it easy for me to stop and look at the translator who will jump and translate the discussion. By doing this, I show that I am really interested in what they say and I am avoiding the mistake of waiting too long to have the translator give me a 2-phrase summary of a 10-minute discussion they had in their language.

At some point, I am even surprised to find myself laughing with them about something they said that I did not fully understand. Laughing is contagious and I find the relationship gets stronger. There’s nothing insincere about it, there’s actually something I “get” from seeing them laugh - of course, I hope the joke is not about me!

]]> http://vincentguyaux.com/blog/2008/09/27/serial-ceo-blog-the-last-minute-presentation-deck http://vincentguyaux.com/blog/2008/09/27/serial-ceo-blog-the-last-minute-presentation-deck Sat, 27 Sep 2008 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/09/27/serial-ceo-blog-the-last-minute-presentation-deck
As a professional, I argued in the past that waiting until the last minute to deliver something was a way of procrastinating and putting off what you know you ultimately have to do. But like most of you, I realized that too often I found myself the night before a presentation working on it for the first time. I used to get angry at myself, justifying the situation by saying it was the workload that caused me to delay.

When I refer to “waiting until the last minute,” I am not talking about a public presentation like a seminar or a keynote, which requires additional homework due to the nature of the presentation and the “show” aspect of it. I am referring to the many updates, summaries, reports and planning that you have to do internally for your team, employees or the board. These presentations are important as they provide stakeholders motivation and a feeling of constant involvement in decisions and company direction. However, they have to be delivered consistently (monthly, quarterly) or momentum can be lost.

I have come to realize that not only was I getting used to delaying but also that my presentation “felt” better when I did it a few days or the night before the meeting. I took the time to understand how I was doing it and found out that even when I had time to work on it in advance, I was still waiting for that “night before.” So, why has this become a standard way of operating for me? Simple - clarity.

Things become instantly clear when I am forced to create something - I get to the essence of the subject because I have to. Here’s how it works for me…

• A few days before I know I have to put together a presentation, I begin to imagine the moment of my presentation and come up with the 3 or 4 most important things that people I am presenting to need to know.
• I try to envision the participants’ reactions to all the statements that I want to make.
• I make a mental list of what I want them to leave with after the presentation. Or what I want them to do with the information.
• Most of all, I call, meet or email some of the participants with specific points that I want to validate or that I know they may not agree with. I try to summarize, verbally in my mind, the presentation itself.

And then at that magic moment, usually the evening before the day of the presentation, I sit down and write the deck. It flows, it covers all the key points because I ran through it in my head many times before I sat down to write.

I always allow myself to sleep on it, get up early the next morning and review it to make a few minor adjustments and at the moment I get up to present the deck, I know it’s exactly the message I wanted to get across.

I think the right phrase to explain this phenomenon would be “planned procrastination.”

]]> http://vincentguyaux.com/blog/2008/09/10/keynote-the-upside-down-business-plan-08 http://vincentguyaux.com/blog/2008/09/10/keynote-the-upside-down-business-plan-08 Wed, 10 Sep 2008 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/09/10/keynote-the-upside-down-business-plan-08 McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies. [...]]]> McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies.

]]> http://vincentguyaux.com/blog/2008/09/02/serial-ceo-blog-never-ending-startups http://vincentguyaux.com/blog/2008/09/02/serial-ceo-blog-never-ending-startups Tue, 02 Sep 2008 22:15:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/09/02/serial-ceo-blog-never-ending-startups
To divest or not to divest
If there is no money left and no sign that some will come soon, it may be time to stop operations and try to divest the assets, which I will not cover here. If there is money left and a desire amongst shareholders to change the situation, here are some suggestions:

Let it all out!
Please stop repeating the same old stories that got you the seed money. All the shareholders (and usually all the employees) know by now that it did not work and all the excuses in the world will not fix the situation. Just accept what has happened and do not blame anyone. Now, document what did work, what did not work, and what the main issues and challenges are today. Talk with employees to get their take on it: you will not get anywhere without them.

Build and share a new plan
At a senior level, define 3 or 4 simple milestones that can be reached between 30 to 60 days and that are critical to demonstrate you have a real business opportunity. Develop a plan to achieve them and define the metrics you will use to measure results. Share the plan and get buy-in from the boardroom to the trenches. Make sure everybody is strictly working on this plan by implementing a company-wide project management system. Finally, as you implement it, share this plan with new potential investors, especially the ones that refused to invest.

Spend money… wisely
Please stop saving money. This your last chance. Increase spending on the right things to make sure you can succeed. Get assistance in areas where you have weaknesses or know you failed. At the same time, make sure you cut all expenses (and unfortunately employees) that are not required to achieve your plan.

Learn to say no and react quickly
You cannot continue to look at all the opportunities that come your way. Say no to anything not related to the new plan. And, tell all employees to say no to anything not related to the new plan. Don’t think too much and for too long. In the short period of time you have, take decisions and execute. If you are wrong, react quickly, readjust and execute again. Let everybody feel a sense of urgency.

Share the news
If you succeed, you now have a great story to tell to current and new investors. The past few months of focus and results should have changed their perception of the situation and hopefully, they will support you with a new injection of cash. If you failed (and I hope not), you are back to the divesting decision.

It’s not uncommon for small companies, or even large ones, to stagnate and lose focus. Sometimes all it takes is looking at the business honestly, understanding the market requirements for a product and then creating a plan that goes after the opportunity. Don’t underestimate the power of getting all stakeholders and employees behind it as it is the key to making it work. Without their support, nothing happens. Even startups have to grow up one day too… and create their own miracles.

]]> http://vincentguyaux.com/blog/2008/08/19/serial-ceo-blog-dont-be-the-polyester-of-your-industry http://vincentguyaux.com/blog/2008/08/19/serial-ceo-blog-dont-be-the-polyester-of-your-industry Tue, 19 Aug 2008 20:30:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/08/19/serial-ceo-blog-dont-be-the-polyester-of-your-industry
Too often, we still see many companies writing they are the “leader” of this or the “best” at that. These types of comments show little or no innovation. Unless you really are the leader, deja vu marketing words can make you look small. I will put this in the same category as blue logos with a circle or a sphere that signifies being a global company or Website home pages and partner sections that have a picture of the proverbial hand shake on them.

When I evaluate or work on a company pitch, here’s what I do: I take out all the adjectives (world-class, leader, tremendous, huge, powerful, state-of-the-art, etc.) and see what I have left in the end. Also, anything starting with “I believe…”, “I think…” or “We are convinced…” has absolutely no value and should be removed as well. If I can’t explain the product and cannot show value without these words, I am in trouble.

To get the bare facts on paper, I constantly go back to the Elevator Pitch template, called the CPT or Company Positioning Statement, created at www.embrase.com (I co-founded and am now Chairman at Embrase Business Consulting). I always ask management teams to fill out this form. Once I see the results, I quickly get a glimpse of the minds behind a company and how they are aligned. This template simplifies the process to get to the essence of a message… so you will never get compared to iceberg lettuce.

]]> http://vincentguyaux.com/blog/2008/08/03/serial-ceo-blog-relearning-the-alphabet-with-my-ipod http://vincentguyaux.com/blog/2008/08/03/serial-ceo-blog-relearning-the-alphabet-with-my-ipod Sun, 03 Aug 2008 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/08/03/serial-ceo-blog-relearning-the-alphabet-with-my-ipod
The alphabet of business should [...]]]>
The alphabet of business should start with company-wide project management, at all levels. I have heard many executives complain about the board micro-managing them. I usually find that when I show board members that I am micro-managing for them, they tend to step back, let me do my job, and concentrate on the big picture.

So every single project or assignment inside a company gets tracked in one list to be reviewed every other week at a management committee meeting. This is much more effective than meeting minutes and it is all about responsibility and accountability. I have found this list is the best way for me, in a short period of time, to know exactly what is being done at a company… and not done!

I let everybody know if they are doing something not related to one of the items on this list, we should talk about it. At the same time, I openly invite anyone to come and justify adding something to the list. When people are proactively engaged and know that their opinions matter, productivity gets a boost.

Just as the alphabet provides the structure for words (and iPod navigation!), company-wide project management provides me the backbone for getting resources and priorities aligned to grow a business.

]]> http://vincentguyaux.com/blog/2008/07/15/president-ceo-at-metafoam http://vincentguyaux.com/blog/2008/07/15/president-ceo-at-metafoam Tue, 15 Jul 2008 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/07/15/president-ceo-at-metafoam Metafoam, a metal foam manufacturer. [...]]]> Metafoam, a metal foam manufacturer.

]]> http://vincentguyaux.com/blog/2008/05/05/mc-at-startupcamp-montreal-2 http://vincentguyaux.com/blog/2008/05/05/mc-at-startupcamp-montreal-2 Mon, 05 May 2008 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/05/05/mc-at-startupcamp-montreal-2 Philippe Telio, President of Philippe Telio, President of Embrase Business Consulting..

]]> http://vincentguyaux.com/blog/2008/01/23/mc-at-startupcamp-montreal-1 http://vincentguyaux.com/blog/2008/01/23/mc-at-startupcamp-montreal-1 Wed, 23 Jan 2008 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2008/01/23/mc-at-startupcamp-montreal-1 Philippe Telio, President of Embrase Business [...]]]> Philippe Telio, President of Embrase Business Consulting.

]]> http://vincentguyaux.com/blog/2007/12/13/keynote-positionning-and-go-to-market http://vincentguyaux.com/blog/2007/12/13/keynote-positionning-and-go-to-market Thu, 13 Dec 2007 08:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2007/12/13/keynote-positionning-and-go-to-market
]]> http://vincentguyaux.com/blog/2007/12/06/guru-at-startupcamp-toronto http://vincentguyaux.com/blog/2007/12/06/guru-at-startupcamp-toronto Thu, 06 Dec 2007 18:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2007/12/06/guru-at-startupcamp-toronto Jevon McDonald and Jonas Brandon from StartupNorth. They suggested at the [...]]]> Jevon McDonald and Jonas Brandon from StartupNorth. They suggested at the event that I organized StartupCamp Montreal. And I did with Philippe Telio.

]]> http://vincentguyaux.com/blog/2007/09/19/keynote-the-upside-down-business-plan-07 http://vincentguyaux.com/blog/2007/09/19/keynote-the-upside-down-business-plan-07 Wed, 19 Sep 2007 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2007/09/19/keynote-the-upside-down-business-plan-07 McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies. [...]]]> McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies.

]]> http://vincentguyaux.com/blog/2006/09/25/keynote-the-upside-down-business-plan-06 http://vincentguyaux.com/blog/2006/09/25/keynote-the-upside-down-business-plan-06 Mon, 25 Sep 2006 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2006/09/25/keynote-the-upside-down-business-plan-06 McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies. [...]]]> McGill Faculty of Management under the umbrella of the Dobson Centre for Entrepreneurial Studies.

]]> http://vincentguyaux.com/blog/2006/09/16/chairman-of-the-board-at-embrase http://vincentguyaux.com/blog/2006/09/16/chairman-of-the-board-at-embrase Sat, 16 Sep 2006 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2006/09/16/chairman-of-the-board-at-embrase
]]> http://vincentguyaux.com/blog/2006/09/15/president-ceo-at-imaginum http://vincentguyaux.com/blog/2006/09/15/president-ceo-at-imaginum Fri, 15 Sep 2006 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2006/09/15/president-ceo-at-imaginum
]]> http://vincentguyaux.com/blog/2006/02/23/chasm-institute-training http://vincentguyaux.com/blog/2006/02/23/chasm-institute-training Thu, 23 Feb 2006 08:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2006/02/23/chasm-institute-training Chasm Institute's "Fundamentals of High-Tech Marketing" training in Boston. The range of Geoffrey Moore books like "Crossing the Chasm," "Inside the Tornado," and "Living on the Fault Line," are especially well known in the high technology [...]]]> Chasm Institute's "Fundamentals of High-Tech Marketing" training in Boston. The range of Geoffrey Moore books like "Crossing the Chasm," "Inside the Tornado," and "Living on the Fault Line," are especially well known in the high technology industry. The books outline Moore's visionary way of seeing how industries and products evolve over time. The Chasm Institute, led by Founder and Managing Director Mark Cavender and Senior Chasm Instructor Michael Eckhardt, was created to extend the principles of the books into ready-to-use tools and best practices that can be easily applied.

]]> http://vincentguyaux.com/blog/2005/05/04/member-of-the-jury-evaluation-board-at-ti-contact-2005 http://vincentguyaux.com/blog/2005/05/04/member-of-the-jury-evaluation-board-at-ti-contact-2005 Wed, 04 May 2005 16:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2005/05/04/member-of-the-jury-evaluation-board-at-ti-contact-2005
]]> http://vincentguyaux.com/blog/2005/02/15/keynote-turning-product-ideas-into-commercial-successes http://vincentguyaux.com/blog/2005/02/15/keynote-turning-product-ideas-into-commercial-successes Tue, 15 Feb 2005 17:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2005/02/15/keynote-turning-product-ideas-into-commercial-successes AMEQ (Association Des Manufacturers En Electronique De Quebec) conference on the subject of how to take a technology-based product idea and turn it into a commercial success. My presentation focused on describing how product marketing is at the heart of an enterprise plan and that proper implementation of a good product marketing plan can lead to success. With effective and proven methods, as well as practical tools, attendees did learn how to apply these concepts to their own products and profit from the results.

]]> http://vincentguyaux.com/blog/2004/09/08/keynote-expanding-sales-into-the-us http://vincentguyaux.com/blog/2004/09/08/keynote-expanding-sales-into-the-us Wed, 08 Sep 2004 16:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2004/09/08/keynote-expanding-sales-into-the-us
]]> http://vincentguyaux.com/blog/2004/06/16/panel-member-at-quorum-rct http://vincentguyaux.com/blog/2004/06/16/panel-member-at-quorum-rct Wed, 16 Jun 2004 09:20:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2004/06/16/panel-member-at-quorum-rct
]]> http://vincentguyaux.com/blog/2003/08/24/2nd-half-marathon-in-14620-hrs-quebec-city http://vincentguyaux.com/blog/2003/08/24/2nd-half-marathon-in-14620-hrs-quebec-city Sun, 24 Aug 2003 21:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2003/08/24/2nd-half-marathon-in-14620-hrs-quebec-city 1:46:20 hrs. [...]]]> 1:46:20 hrs.

]]> http://vincentguyaux.com/blog/2003/07/08/president-managing-partner-at-embrase http://vincentguyaux.com/blog/2003/07/08/president-managing-partner-at-embrase Tue, 08 Jul 2003 14:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2003/07/08/president-managing-partner-at-embrase Embrase in 2003 with Pamela Rasey. It started as a product marketing agency, turned into a go-to-market agency, and finally a business consulting firm. I was President and Managing Partner from July 2003 to September 2006. [...]]]> Embrase in 2003 with Pamela Rasey. It started as a product marketing agency, turned into a go-to-market agency, and finally a business consulting firm. I was President and Managing Partner from July 2003 to September 2006.

]]> http://vincentguyaux.com/blog/2002/08/25/1st-half-marathon-in-14548-hrs-quebec-city http://vincentguyaux.com/blog/2002/08/25/1st-half-marathon-in-14548-hrs-quebec-city Sun, 25 Aug 2002 21:00:00 +0000 Vincent Guyaux http://vincentguyaux.com/blog/2002/08/25/1st-half-marathon-in-14548-hrs-quebec-city 1:45:48 hrs. [...]]]> 1:45:48 hrs.

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