{"id":11872,"date":"2018-01-08T18:08:46","date_gmt":"2018-01-08T15:08:46","guid":{"rendered":"https:\/\/www.ibtdi.com\/?p=11872"},"modified":"2018-01-08T18:08:46","modified_gmt":"2018-01-08T15:08:46","slug":"%d8%aa%d8%b3%d8%b9%d8%a9-%d8%a3%d8%ae%d8%b7%d8%a7%d8%a1-%d9%85%d9%85%d9%8a%d8%aa%d8%a9-%d9%84%d8%a3%d9%8a-%d9%85%d8%b4%d8%b1%d9%88%d8%b9-%d8%b1%d9%8a%d8%a7%d8%af%d9%8a","status":"publish","type":"post","link":"https:\/\/www.ibtdi.com\/en\/%d8%aa%d8%b3%d8%b9%d8%a9-%d8%a3%d8%ae%d8%b7%d8%a7%d8%a1-%d9%85%d9%85%d9%8a%d8%aa%d8%a9-%d9%84%d8%a3%d9%8a-%d9%85%d8%b4%d8%b1%d9%88%d8%b9-%d8%b1%d9%8a%d8%a7%d8%af%d9%8a\/","title":{"rendered":"Nine Fatal Mistakes for Any Startup"},"content":{"rendered":"

\"Related<\/a><\/p>\n

 <\/p>\n

\u0647\u0630\u0647 \u0642\u0631\u0627\u0621\u0629 \u0645\u0646 \u0635\u0641\u062d\u0627\u062a \u0643\u062a\u0627\u0628\u00a0The Startup Owner\u2019s Manual<\/a>. But before I share it, we need to answer this question: How do you distinguish between <\/span><\/p>\n

startups and established organizations? There are many differences, but the most important is that Entrepreneurial Projects\u00a0<\/a>\u062a\u0628\u062d\u062b (Search)<\/strong>\u00a0\u0648 \u0627\u0644\u0645\u0624\u0633\u0633\u0627\u062a <\/span><\/p>\n

\u0648 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0627\u0644\u0642\u0627\u0626\u0645\u0629\u00a0\u062a\u0646\u0641\u0630 (Execute)<\/strong>.<\/span><\/p>\n

.<\/p>\n

But what are you looking for, and what are you building?<\/span><\/h2>\n

Entrepreneurial Projects\u00a0\u062a\u0628\u062d\u062b<\/strong>\u00a0\u0639\u0646 \u0646\u0645\u0648\u0630\u062c \u0639\u0645\u0644 \u0642\u0627\u0628\u0644 \u0644\u0644\u0646\u0645\u0648 \u0648 \u0627\u0644\u0627\u0633\u062a\u0645\u0631\u0627\u0631. \u0644\u0623\u0646\u0647 \u0639\u0644\u0649 \u0627\u0644\u0631\u063a\u0645 \u0645\u0646 \u0627\u0639\u062a\u0642\u0627\u062f\u0643 \u0628\u0623\u0646\u0643 \u0639\u0644\u0649 \u0645\u0639\u0631\u0641\u0629 \u0645\u0646 \u0647\u0645 \u0627\u0644\u0641\u0626\u0629 \u0627\u0644\u0645\u0633\u062a\u0647\u062f\u0641\u0629 \u0648\u00a0\u0627\u0644\u0642\u064a\u0645\u0629\u00a0\u0627\u0644\u062a\u064a <\/span><\/p>\n

you\u2019ll offer them, you\u2019ll later discover that you need to change and adapt. This is perfectly normal for startups, as they\u2019re searching for that model. Meanwhile, institutions and companies <\/span><\/p>\n

\u0627\u0644\u0642\u0627\u0626\u0645\u0629 \u0644\u062f\u064a\u0647\u0627 \u062f\u0631\u0627\u064a\u0629 \u0648 \u0645\u0639\u0631\u0641\u0629 \u062c\u064a\u062f\u0629 \u0628\u0641\u0626\u062a\u0647\u0627 \u0627\u0644\u0645\u0633\u062a\u0647\u062f\u0641\u0629 \u0648\u0628\u0646\u0645\u0648\u0630\u062c \u0639\u0645\u0644\u0647\u0627. \u0644\u0630\u0644\u0643 \u062a\u062c\u062f\u0647\u0627\u00a0\u062a\u0646\u0641\u0630<\/strong>a business plan tied to its model. Established companies <\/span><\/p>\n

that stand out are always looking for new business models and testing how effective their current model is, like Amazon.<\/span><\/p>\n

.<\/p>\n

Believing that you know exactly what your target audience wants<\/strong><\/span><\/h2>\n

You encounter a problem that needs solving (not an idea!) and immediately believe you\u2019ve successfully identified the target audience, the real problem they struggle with, and the right solution for them. <\/span><\/p>\n

Then you immediately start developing and building. Unfortunately, this is a mistake most of us make\u2014and I\u2019m no exception. All you have so far are assumptions (or, more accurately, hypotheses) that you need to<\/span><\/p>\n

prove or disprove.<\/span><\/p>\n

.<\/p>\n

I know which features I\u2019m going to add to the service or product<\/strong><\/span><\/h2>\n

When you go down the wrong path with your first assumption, you can be sure you\u2019ll make the same mistake again. You don\u2019t know what features your target audience wants\u2014you only \u201cthink\u201d you do. <\/span><\/p>\n

\u0627\u0644\u0645\u0633\u062a\u0647\u062f\u0641\u0629.\u00a0\u0644\u0630\u0644\u0643\u060c\u00a0<\/strong>You need to validate the assumptions in your business model. You can do this by conducting interviews or observing how users try to solve <\/span><\/p>\n

the problem with the tools currently available to them, so you can identify a core set of features that the solution must include (the book *The Startup Owner\u2019s Manual* <\/span><\/p>\n

\u0627\u0644\u062d\u062f\u064a\u062b \u0639\u0646 \u0643\u064a\u0641 \u062a\u0641\u0639\u0644 \u0627\u0644\u0645\u0642\u0627\u0628\u0644\u0627\u062a \u0628\u0627\u0644\u062a\u0641\u0635\u064a\u0644 \u0648\u0645\u0639 \u0627\u0644\u0623\u0645\u062b\u0644\u0629). \u0648 \u0647\u0630\u0647 \u0647\u064a \u0627\u0644\u0645\u0645\u064a\u0632\u0627\u062a \u0627\u0644\u062a\u064a \u064a\u062c\u0628 \u0639\u0644\u0649 \u0627\u0644\u0623\u0642\u0644 \u0623\u0646 \u062a\u0643\u0648\u0646 \u0645\u0648\u062c\u0648\u062f\u0629 \u0641\u064a \u0645\u0646\u062a\u062c\u0643.\u00a0<\/span><\/p>\n

.<\/p>\n

Focusing on the service\/product launch date<\/strong><\/span><\/h2>\n

\u0644\u0645\u0646 \u0642\u0631\u0623\u00a0\u0643\u062a\u0627\u0628 The Lean Startup<\/a>\u00a0\u0623\u0648 \u0639\u0644\u0649 \u0645\u0639\u0631\u0641\u0629\u00a0\u0628\u0645\u0646\u0647\u062c\u064a\u0629 Lean Startup\u00a0\u064a\u062f\u0631\u0643 \u0623\u0646\u0647 \u0644\u0627 \u064a\u0648\u062c\u062f \u0645\u0648\u0639\u062f \u064a\u064f\u0635\u0627\u062d\u0628\u0647 \u0636\u062c\u0629 \u0625\u0639\u0644\u0627\u0645\u064a\u0629 \u0644\u0625\u0637\u0644\u0627\u0642 <\/span><\/p>\n

\u0627\u0644\u062e\u062f\u0645\u0629\u060c\u00a0\u0644\u0645\u0627\u0630\u0627\u061f<\/strong>\u00a0\u0644\u0623\u0646\u0643 \u0628\u0635\u0641\u0629 \u0645\u0633\u062a\u0645\u0631\u0629 \u0648 \u0639\u0644\u0649 \u062f\u0641\u0639\u0627\u062a \u062a\u0637\u0648\u064a\u0631\u064a\u0629 \u0645\u062a\u0642\u0627\u0631\u0628\u0629 \u062a\u0646\u0641\u0630 \u0647\u0630\u0647 \u0627\u0644\u062f\u0648\u0631\u0629 \u0645\u0646 \u0628\u0646\u0627\u0621 \u2013 \u0627\u062e\u062a\u0628\u0627\u0631 \u2013 \u062a\u0639\u0644\u0645. \u0641\u0643\u0631\u0629 \u0623\u0646 \u0647\u0646\u0627\u0643 \u064a\u0648\u0645 \u0648 \u0636\u062c\u0629 \u0625\u0639\u0644\u0627\u0645\u064a\u0629 \u0643\u0628\u064a\u0631\u0629 <\/span><\/p>\n

A set date is a practice inherited from large organizations and companies with established business models. Startups have adopted this mindset, which doesn\u2019t suit <\/span><\/p>\n

their nature of searching for a business model.<\/span><\/p>\n

.<\/p>\n

Focusing on execution rather than hypotheses, testing, learning, and iteration<\/strong><\/span><\/h2>\n

Some startups write down their assumptions about their business model in the Business Model Canvas and believe that this is <\/span><\/p>\n

\u0643\u0627\u0641\u064a\u00a0\u0644\u062a\u0646\u0641\u064a\u0630\u00a0\u0646\u0645\u0648\u0630\u062c\u0647\u0627\u00a0\u0628\u062f\u0644\u0627\u064b<\/strong>\u00a0\u0645\u0646 \u0627\u0644\u062a\u062d\u0642\u0642 \u0645\u0646 \u062a\u0644\u0643\u00a0\u0627\u0644\u0641\u0631\u0636\u064a\u0627\u062a\u00a0\u0627\u0644\u0645\u0643\u062a\u0648\u0628\u0629 \u0639\u0644\u0649 \u0646\u0645\u0648\u0630\u062c \u0639\u0645\u0644\u0647\u0627.\u00a0\u0627\u0644\u062a\u062d\u0642\u0642 \u064a\u062a\u0645 \u0645\u0646 \u062e\u0644\u0627\u0644\u00a0\u0627\u062e\u062a\u0628\u0627\u0631\u062a\u0644\u0643 \u0627\u0644\u062a\u0648\u0642\u0639\u0627\u062a \u0648 \u0647\u0630\u0627 \u0641\u064a \u0623\u063a\u0644\u0628 \u0627\u0644\u0623\u062d\u0648\u0627\u0644 <\/span><\/p>\n

can be done without writing a single line of code. The outcome of these tests is that you learn the truth about your business model assumptions, then try again by updating <\/span><\/p>\n

Review your business model assumptions using the Business Model Canvas, and validate them again.<\/span><\/p>\n

.<\/p>\n

Traditional business plans don\u2019t account for mistakes<\/strong><\/span><\/h2>\n

Anyone who has written a business plan or feasibility study knows there\u2019s a major flaw in it: you make forecasts and project future figures, expecting things to go as planned. <\/span><\/p>\n

\u062a\u0648\u0642\u0639\u0627\u062a\u0643\u00a0\u0639\u0644\u0649 \u062e\u0644\u0627\u0641<\/strong>\u00a0\u0645\u062e\u0637\u0637 \u0646\u0645\u0648\u0630\u062c \u0627\u0644\u0639\u0645\u0644 (Business Plan Canvas) \u0627\u0644\u062a\u064a \u062a\u0643\u062a\u0628 \u0641\u064a\u0647\u0627 \u062a\u0648\u0642\u0639\u0627\u062a \u0648 \u0623\u0646\u062a \u062a\u062f\u0631\u0643 \u0623\u0646\u0647\u0627 \u0645\u062c\u0631\u062f \u062a\u0648\u0642\u0639\u0627\u062a \u0639\u0644\u064a\u0643 \u0623\u0646 \u062a\u062a\u062d\u0642\u0642 \u0645\u0646 <\/span><\/p>\n

every element of the canvas before putting it into action. You might write that you\u2019ll earn 1,000 in profit in your first month. When you start operating and the first month is over, <\/span><\/p>\n

you review the results: did you meet your target? Why did you fall short of it or exceed it? Based on that, you revisit your model assumptions and make the necessary adjustments.<\/span><\/p>\n

.<\/p>\n

Combining traditional job titles with the roles a startup needs to get the work done<\/strong><\/span><\/h2>\n

An entrepreneurial venture needs people who are comfortable with an unstable work environment and who are committed to continuous learning and research as they work toward a scalable business model and <\/span><\/p>\n

\u0627\u0644\u0627\u0633\u062a\u0645\u0631\u0627\u0631.\u00a0\u0644\u0630\u0644\u0643\u060c<\/strong>\u00a0\u0645\u0646 \u063a\u064a\u0631 \u0627\u0644\u0645\u0646\u0637\u0642\u064a \u0623\u0646 \u062a\u0648\u0638\u0641 \u0641\u0631\u064a\u0642 \u0645\u0628\u064a\u0639\u0627\u062a<\/a> a team from the outset whose experience is selling products to established organizations with existing business models <\/span><\/p>\n

that are well understood (meaning the target audience and offering are clear), while you\u2019re still trying to figure out your own model. Early on, you\u2019re still working that out, so you may <\/span><\/p>\n

find that you don\u2019t need many of the traditional roles found in organizations with established business models.<\/span><\/p>\n

.<\/p>\n

Sales and marketing execute the plan<\/strong><\/span><\/h2>\n

Let\u2019s say you\u2019ve written a business plan that sets marketing and sales goals. Then you hire a sales and marketing team for your startup <\/span><\/p>\n

\u0645\u0646 \u0627\u0644\u0628\u062f\u0627\u064a\u0629. \u0628\u0643\u0644 \u062a\u0623\u0643\u064a\u062f \u0641\u0631\u064a\u0642 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0648 \u0627\u0644\u062a\u0633\u0648\u064a\u0642 \u0633\u0648\u0641 \u064a\u0639\u062a\u0645\u062f\u0648\u0646 \u0623\u0631\u0642\u0627\u0645 \u062e\u0637\u0629 \u0627\u0644\u0639\u0645\u0644 \u0623\u0647\u062f\u0627\u0641 \u0644\u0627\u0628\u062f \u0645\u0646 \u062a\u062d\u0642\u064a\u0642\u0647\u0627.\u00a0\u0647\u0644 \u0644\u0627\u062d\u0638\u062a \u0627\u0644\u0645\u0634\u0643\u0644\u0629\u061f\u00a0<\/strong>Business Plan Figures <\/span><\/p>\n

They are just projections that we haven\u2019t validated, yet they have been set as real targets that must be achieved. If the targets are difficult to achieve, they will create problems among team members. <\/span><\/p>\n

In a startup, this can lead people to conclude that a target wasn\u2019t met because the sales or marketing team didn\u2019t do its job successfully. You can think about growth only once you have a business model. <\/span><\/p>\n

At that point, you have a stable business model that can grow and endure.<\/span><\/p>\n

.<\/p>\n

The false assumption that you\u2019ve succeeded leads to premature scaling<\/strong><\/span><\/h2>\n

The traditional business plan and traditional project development approach (dividing a project into phases and assuming it will succeed if each phase is completed on time and with the specified features <\/span><\/p>\n

the stage, and then move on to the next stage of development or design). Once we successfully complete these stages, we assume we have succeeded, creating the impression that the project <\/span><\/p>\n

\u0627\u0644\u0631\u064a\u0627\u062f\u064a \u0628\u062d\u0627\u062c\u0629 \u0644\u0644\u0646\u0645\u0648\u00a0\u0648 \u0644\u0643\u0646\u00a0<\/strong>In most cases, this need for growth is premature. Success at these stages is measured by completing work, not by reaching a successful business model. <\/span><\/p>\n

That is why the Lean Startup methodology advocates a continuous Build\u2013Test\u2013Learn cycle. At each stage, you get feedback from your target audience <\/span><\/p>\n

and then refine your model based on their feedback. This is true success\u2014and the point at which you should grow.<\/span><\/p>\n

.<\/p>\n

Managing crises by trying to contain them<\/strong><\/span><\/h2>\n

The business plan projected first-month sales profits of 10,000, but the project achieved only 1,000. The sales manager is asked to explain this. <\/span><\/p>\n

The shortfall is clear. The sales manager is trying hard to come up with plausible excuses for it, but the results are still nowhere near the targets set in the business plan. <\/span><\/p>\n

This is after asking the marketing team and developers to work twice as hard by preparing new ad campaigns and adding more features in a <\/span><\/p>\n

\u064a\u0627\u0626\u0633\u0629 \u0644\u0627\u062d\u062a\u0648\u0627\u0621 \u0627\u0644\u0645\u0634\u0643\u0644\u0629\u060c \u0644\u0643\u0646 \u0623\u0646\u062a \u062a\u062f\u0631\u0643 \u0623\u0646 \u0647\u0630\u0627 \u0627\u0644\u0627\u062d\u062a\u0648\u0627\u0621 \u0644\u0627 \u064a\u0633\u0627\u0639\u062f \u0625\u0637\u0644\u0627\u0642\u0627\u064b \u0641\u064a \u062d\u0644 \u0627\u0644\u0645\u0634\u0643\u0644\u0629.\u00a0\u0644\u0623\u0646\u060c<\/strong>\u00a0\u0627\u0644\u0623\u0647\u062f\u0627\u0641 \u0627\u0644\u0645\u0648\u0636\u0648\u0639\u0629 \u0641\u064a \u062e\u0637\u0629 \u0627\u0644\u0639\u0645\u0644 \u0645\u062c\u0631\u062f \u062a\u062e\u0645\u064a\u0646\u0627\u062a \u0644\u0645 <\/span><\/p>\n

tested, yet they are treated as if they were real and reasonable\u2014and that assumption is wrong. A startup is also searching for a business model, so it makes sense to fail several times <\/span><\/p>\n

 <\/p>\n

before finding a successful model. This doesn\u2019t mean we should accept failure easily or quickly. Instead, we should do our best to minimize it and learn from it when it happens to improve our chances of success. <\/span><\/p>\n

The next attempt at the business model.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

  \u0647\u0630\u0647 \u0642\u0631\u0627\u0621\u0629 \u0645\u0646 \u0635\u0641\u062d\u0627\u062a \u0643\u062a\u0627\u0628\u00a0The Startup Owner\u2019s Manual. \u0644\u0643\u0646 \u0642\u0628\u0644 \u0623\u0646 \u0623\u0630\u0643\u0631\u0647\u0627 \u0644\u0627\u0628\u062f \u0623\u0646 \u0646\u062c\u0627\u0648\u0628 \u0639\u0644\u0649 \u0627\u0644\u0633\u0624\u0627\u0644 \u0627\u0644\u062a\u0627\u0644\u064a. \u0643\u064a\u0641 \u062a\u064f\u0641\u0631\u0642 \u0628\u064a\u0646 \u0627\u0644\u0645\u0634\u0627\u0631\u064a\u0639 \u0627\u0644\u0631\u064a\u0627\u062f\u064a\u0629 \u0648 \u0627\u0644\u0645\u0624\u0633\u0633\u0627\u062a [\u2026]<\/span><\/p>\n","protected":false},"author":3,"featured_media":11958,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_ibtdi_aa_focus_keyword":"","_ibtdi_aa_secondary_keywords":"","_ibtdi_aa_audience":"","_ibtdi_aa_tone":"","_ibtdi_aa_summary":"","_ibtdi_aa_reviewer_name":"","_ibtdi_aa_reviewer_bio":"","_ibtdi_aa_reviewer_url":"","_ibtdi_aa_reviewed_date":"","_ibtdi_aa_service_id":"","_ibtdi_aa_related_ids":"","_ibtdi_aa_human_reviewed":"","_ibtdi_aa_disable":"","_ibtdi_aa_disable_links":"","_ibtdi_aa_sources":"","_ibtdi_aa_update_notes":"","footnotes":""},"categories":[491],"tags":[5551,3200,781,2030,284,1676,9147,12037,2868,14976,14977],"class_list":["post-11872","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-491","tag-5551","tag-3200","tag-781","tag-2030","tag-284","tag-1676","tag-9147","tag-12037","tag-2868","tag-14976","tag-14977"],"_links":{"self":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/11872","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/comments?post=11872"}],"version-history":[{"count":0,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/11872\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media\/11958"}],"wp:attachment":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media?parent=11872"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/categories?post=11872"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/tags?post=11872"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}