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Doug Curling. Managing Director New Kent Capital/New Kent Consulting So let’s talk about…….. Business Plans Presenting & Selling Ideas How Do I Get Started ? Knowing What To Do…& When Choosing Partners Managing Frustrations The Music Business Today & Tomorrow.

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doug curling

Doug Curling

Managing Director

New Kent Capital/New Kent Consulting


So let’s talk about……..

  • Business Plans
  • Presenting & Selling Ideas
  • How Do I Get Started ?
  • Knowing What To Do…& When
  • Choosing Partners
  • Managing Frustrations
  • The Music Business Today & Tomorrow
business plans
Business Plans
  • Covering the basics… the right order
  • Having the “Pitch” down cold
  • Be Excited !!!!
  • Be Organized – You MIGHT have 20 - 30 good minutes before total ADD kicks in
  • No more than 10 – 15 pages
  • Loose/Tight meeting pace
  • Communicating with the right people
business plan do s
Business Plan – Do’s
  • The Big Idea or the Big Outcome (‘Make Meaning’)
  • The ‘Problem’ and why it matters
  • The current solutions and why they fall short
  • What you’re building and how/when
  • Why you’re different (and better!)
  • Your spend plan and expected results
  • The (obvious) questions & answers
business plan don ts
Business Plan – Don’ts
  • Produce an Org Chart showing you as CEO If you haven’t done anything yet !
  • Attempt to build asolution for aproblem you don’t understand
  • Disgorge spreadsheets of meaningless financials
  • Expect the ‘Bankers’ to start by paying you abig salary
  • Talk to anyone in-depth without knowing who they are, what they know & what they’ve done
presenting selling ideas
Presenting & Selling Ideas
  • Start with the right introduction from the right person
  • Get your $%^& together before the meeting
  • Know the best time & medium
  • I don’t need you to read me powerpoints
  • Answer ‘Why should this matter to me?’ early
  • Know what others have done before you
  • Have a definitive plan & timeline
  • Always have aspecific ‘Ask’
  • You don’t know who really matters --- there are no little people !
how do i get started
How Do I Get Started ?
  • ‘You can’t change what you don’t understand’
  • Deal with the toughest issue first
  • Identify and accomplish your #1 objective each day
  • Know whether value is being created ‘in the essence or the edges’
  • Everybody needs a big fan club – recruit advocates, supporters and friends
choosing partners
Choosing Partners
  • Don’t confuse people that are good with people that are talented
  • Don’t surround yourself with people that need your money
  • Know what you suck at and fill the voids
  • Keep away from people that belittle your ambitions
  • Identify the problems and ‘staple’ the right people to each of them
managing frustrations
Managing Frustrations
  • Learn to cooperate with the inevitable
  • ‘Do or Do Not – There Is No Try’
  • If you set out to take Rome – take Rome
  • Do you want to feel better or do you want to get what you want ?
  • ‘Not everything worth doing is worth doing well’
  • No battle plan survives contact with the enemy
the music business
The Music Business……
  • You have to have GREAT songs
  • You have to have a GREAT live show
  • You have to have a GREAT fan base
  • You have to be willing to GRIND it out

‘They put us in a van and sent us on a summer tour to see if we could survive on the road for 3 months and come back alive’

the music business1
The Music Business…..
  • Recording/Production can be do it yourself
  • Distribution is everywhere
  • Promotion can be self-managed
  • Merch is cheap and important
  • Live/Acoustic/Demo is rare and desirable
  • Fans want to be part of something
  • Fans will pay for closeness and special
  • Protect & build the brand
the music business2
The Music Business……
  • The old guard still owns ‘the matrix’
  • Cutting through the clutter requires work
  • Buy-on’s are a rip-off
  • Gear/Wheels are important and valuable
  • Stale happens very fast
  • $10 minus $1 minus ??????
  • Retail is a meaningless number
  • Everybody is in the data business
final thoughts
Final Thoughts
  • Hard work does not guarantee success --- but less than your best does guarantee less success
  • Luck matters --- and luck favors the prepared
  • Timing matters --- ‘to be right too soon is to be wrong’
  • Someone else wants what you want
  • The network effect is real --- and effective
Questions ?

Doug Curling

New Kent Capital

678-672-4010 (office)

678-672-4016 (fax)