2020 & 2021 Events & Things 

 

 Jack and Sales Boot Camp-1.jpg

 A few Events....

- Jack received the ACG Boston Lifetime Achievement Award in April, 2019

- Our Annual 2020 CEO Dinner was a birthday celebration for Jack in March, 2020.  The last F2F non-Zoom/Teams event of the year.  We then did a virtual check-in with the CEO team in November and are holding another with 30 of our CEOs on March 25th this year

-We conducted a two day Zoom "Entrepreneur's Boot Camp" in May, 2020 with Next Corps Rochester NY entrepreneurs, plus three  other Sales Management Boot Camps in May, June & October

-We led a 2 day Sales Management Boot Camp for members of the Providence Chamber of Commerce in September!  

-In 2020, even with the pandemic, we completed 31 business and sales planning meetings.
-In 2020, we worked on 66 sales and marketing projects. 
-By December, 2020 we had participated in 28 webinars on Sales or Marketing. 

At the end of 2019, Jack stepped down as Director of the Tufts Entrepreneurship Center due to  health issues in his family which no longer allowed time for his daily three hour commute. He has continued as a Professor of the Practice at Tufts teaching Marketing and Sales, where he has taught for 16 years. Under Jack's leadership the program expanded in the number of its students and events and was officially defined as a "Center" by the University, based on research accomplished by Jack and his students.

Jack is an Instructor in business planning and marketing at MIT in the Mechanical Engineering Department where he has been teaching for 20 years.

Editing our publications:
In January and June in 2020, we heavily edited our publications on "Writing the Winning Business Plan"  Given the major changes in business creation, we just completed another edit in February, 2021.  You can download these elsewhere on this site.  For the 16th year, "Writing the Winning Business Plan" will be used at MIT in its Management in Engineering course, and for the fifth year at Singapore University of Technology & Design.  

Mass High Tech-Jack's Advice to Entrepreneurs

Mass High Tech 

A 20-something launching a new tech company may bring great ideas, energy and dedication to their startup. However, they can always benefit from the experiences of those who have gone before them. So, Mass High Tech invited a handful of experienced members of the New England innovation community to share their own bits of advice to young entrepreneurs.

To set the stage, each person was told, “Imagine that you are talking to a 22-year-old new college grad who has a social media or software startup still in the ‘Mom’s Basement mode.’” They then answered two questions.

Question No. 1: What do they need to know about building and running the company that isn’t taught in school?

Jack Derby, President of Derby Management, co-founder and General Partner of Converge Venture Partners, a Mass High Tech All-Star, and past chairman of Common Angels, the MIT Enterprise Forum and the Association of Corporate Growth.  A Professor of the Practice at Tufts of Marketing, and of "The Art & Science of Sales". Director of the Tufts Entrepreneurship Center and the Cummings Family Professor of Entrepreneurship at Tufts. MIT Lecturer in Management in Engineering in Marketing and in Business Planning

“In my years of coaching, running and venture investing in technology companies, I have never had a company fail because the technology did not work. Sure, there were twists and turns, but ultimately it got worked out. Having said that, I have seen plenty of companies fail, and they primarily failed due to weak management, and specifically CEOs who did not hire people better than themselves in their own respective specialties. 

Lesson #. 1: strong, flexible, passionate and highly skilled management counts more than anything else. Sure, people mouth these words, but they don’t often teach the tactics of what this actually means.”. 

Lesson #2:  Success in any business is about success in Sales!

Question No. 2: Why should they feel confident in today’s business environment?

“Three things: One, there’s (a lot) more equity money available and being invested than last year. Two, the market for social media and capital efficient software is excitingly buzzy, and there’s significant talent available. Three, the support mechanisms in Greater Boston for startups are at a more robust level than I’ve seen in 30 years, so there’s no excuse for not getting experienced assistance.”