Jack's 3 Rules to his students...

With our final marketing and sales plans now being presented to our six host companies last week and this, the semester is rapidly coming to a close with all that is left to be done is this weekend's final grading. 

As in my sales, marketing and business planning consulting work at the firm, grading also comes down to a very formulaic process: 

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Tags: Tufts marketing projects, Tufts internships, free marketing projects from universities, student intern marketing projects, how to write a sales plan, social entrepreneurship, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

Entrepreneurship for the rest of us...

So, just what is entrepreneurship?

A very appropriate question this morning as we kick off at 10:00 the finals of the annual "Tufts $100K Competition".   As the largest non-athletic event at Tufts, the $100K finals today will feature 15 entrepreneur teams divided among three tracks of "General Technology", "Social Impact" and "Healthcare and Life Sciences" reflecting the diversity of research and innovation across all our 11 schools. 

Tufts is among the most highly ranked research universities in the U.S. covering every discipline of engineering, nutrition, social impact, medicine, dentistry, and veterinary science.  For me, this process beginning earlier this year with hundreds of submissions from students and professors, followed by mentoring sessions leading to quarter and semi competitions and now today's finals provides a perfect example of   entrepreneurship at its best!

In my years of having the privilege of teaching at Tufts, "The $100K" has always been a "must-attend" event often including my own students.  This year made even more so with the official dedication next week of the Derby Entrepreneurship Center at Tufts.  

Obviously, you have a fully booked day packed with zooms, sales discovery meetings and hopefully a deal closing or two, but if you have 30 minutes here and there, or just maybe a couple of hours, click on here and get a free registration for a virtual view.  

 

Entrepreneurship for the rest of us

If you've been reading this blog for a while, you may remember that my family history for generations has been filled with entrepreneurs. My GGF left rural Vermont in 1860 at the age of 17 to "Go West". My grandfather left that same VT village at 22 to open his first retail stores in Harvard and Davis Squares. My father rebelled from the family business by beginning a jazz band on the vaudeville circuit until his father put his foot down saying "enough, you're working in the stores!", which our entire family did for decades. 

Interestingly for me personally, the first time that I ever heard the word "entrepreneur" was not at BC, not in the Peace Corps and certainly never in my career at Becton Dickinson.  It was not until I attended a lecture at the then tiny volunteer-led startup of the MIT Enterprise Forum that I first understood what the word meant.  Becoming active myself as a volunteer and later as Chair of MITEF, I then began my love affair not just with the experiments of starting companies, but with understanding the science and the analytics of what it takes to succeed as an entrepreneur.  Years and years later, I think that I finally understand what it takes...I think!

  • In excess of 90% of non-restaurant startups are not tech-based as a product or service
  • Between 90% and 95% of startups fail
  • Most failures occur within 4 years 
  • Only 0.05% of non-restaurant startups seek organized angel or venture capital 
  • 75% of those companies that received formal angel or venture funding fail

The bottom line is that succeeding in any startup is wicked difficult, but having said that, today there are extraordinary support mechanisms in every community and especially in major cities which house universities, medical centers and have a rich history of entrepreneurship.  For any guidance, you can just connect with me...and countless others in Boston.

With that as background, I'm very excited about speaking on this theme I am developing on "Entrepreneurship for the rest of us" at next week's event being held by The Financial Executives International of Boston at their annual academic awards granting 10 scholarships to Juniors from area colleges and universities and recognizing an Outstanding Senior from each of the schools.  

With that, I'm off to today's $100K", but one more Tufts-related request!   

With this semester too-quickly winding down, I am already signing up companies for marketing projects for the fall.  If you are interested in knowing more about this unique process which provides teams of six juniors and seniors to create detailed marketing plans over the period of the 13-week semester, just let me know, and I will send you an outline and the instructions.   

IT'S TIME TO RE-FORECAST YOUR '22 SALES PLAN

Your well-planned 2022 Sales Plan that you architected in November, revised and got approved in December and rolled out perfectly at your January sales kickoff now needs a tune-up. 

As that infamous philosopher, Mike Tyson, once noted "no plan survives the first punch!".  It's time this coming week to spend a day with the team and walk through the details of your entire tactical plan for Q2 and Q3.     

Here's our 2022 guide to help or why not just connect with me anytime!  There's no cost to a call or two, plus I love listening and talking about sales. 

www.derbymanagement.com  
Derby Entrepreneurship Center@Tufts. 

 

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Tags: Tufts marketing projects, Tufts university, Tufts internships, entrepreneurship, jack derby professor at Tufts, social entrepreneurship, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

If it's April 16th, must be snowin' in VT

To a boring fault, I am all about planning...

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Tags: sales plans, business coaching, strategic planning, Tufts marketing projects, Tufts internships, student intern marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, marketing planning

"Jack's 3 Rules" to his students as the semester ends

a bASIC law of physics -Time is finite!

  • It can't be lengthened, shortened, bent, borrowed or stored!
  • Nowhere is that more definitive as in Sales. The quarter ends, quota points on the board. Done!
  • College the same way.  The semester ends, grades are given, GPAs are calculated.  Done!

At any university, a semester is about 13 weeks long with most classes meeting once a week, taking a total of 3 hours and bringing x number of credits depending on the university and the undergrad/grad level.  Sounds like a long time, but then we need to mix in normal holidays, 3-day weekends, extended holidays, spring breaks, on-campus recruiting weeks and sometimes very short "winterships"...just to add to the confusion and the crush on time.

This Wednesday !

And so it was on Wednesday, that we held the last of our three hour "content classes" with guest speakers, Ashley McManus, a rock star alum from our course and now Marketing Director at Affectiva, and also our very close friend, Jamie Turner, author, professor, international speaker and blogger and star of the 60 Second Marketer, talking about the rapidly changing-by-the-minute-world of social.  A great way to bring this semester to a close.  

Also, on the last day of actual classes, I always provide my outgoing 30ish students with my thoughts on what comes next in the way of jobs, careers  and business in general.  These comments additionally sum up much of what we have been doing over the prior 13 weeks in what I call "the marketing of me" as we move back and forth between the world of applying sophisticated marketing expertise and tactics for their companies to doing the same for their first jobs next May or internships next summer.  It all works!

Now, to finish the semester, the team has to complete their final presentations during the next two weeks and hand over their full marketing plans to the management at their companies.  Six companies, five or six juniors and seniors on a marketing project team.  The companies range in size from funded startups looking for full marketing plans to large corporations wanting to launch a new product or service into a new sector.  Industries are very diverse ranging this semester from toys to cars parking to hospice to software in a variety of markets. 

To make it all very real, management provides 40% of the course grades while I am my expert team of four TAs grade 60%.  It all works!

If you are interested in applying for one of these semester-long marketing projects, just connect with me right away by text at 617-504-4222, email at jack@derbymanagement, or through LI, and I will send you the instructions and talk through any questions you might have.  The syllabus and the projects go out to the new, already over-sold, class on December 26th.  It is a very rewarding process on both sides of the zoom screen.

AS LONG AS WE'RE DISCUSSING TUFTS... 

I have some gifted 2020 alums and many 2021 Seniors who are highly capable and are looking for entry level sales and marketing positions.  My computer science majors are not having any difficulty in finding jobs, nor are my finance-oriented students who have been interning for the last two summers in Wall Street firms.  Given the state of the current economic questioning, the same cannot be said for many of my other students and recent alums. 

If you are considering hiring an entry-level person as...

  • a marketing or sales intern part time for the spring semester and/or full time for the summer 
  • a full time marketing or sales person who graduated in May ( I have 2)
  • a full time marketing person graduating with an MBA from BU in May.
  • a full time marketing or sales senior graduating in December  (I have 1) 
  • a full time marketing or sales senior graduating in May  ( I have many)

Just connect with me since I have numbers of bright, hard-working, and driven individuals that I would highly recommend...all of whom, of course come with "The Jack Derby Seal of Approval" .

Have a great day selling today! 
Please celebrate a very safe Thanksgiving !

CONFIDENTIAL SOUNDING BOARD

If at any time, you have a need for a confidential sounding board in business planning or for Sales or Marketing, just connect with me at any time.  Text or email me, and I will quickly set up a call. 

I'm a pretty good listener. 

Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.

 

  

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Tags: sales management boot camp, Tufts marketing projects, Tufts internships, free marketing projects from universities, entrepreneurship, sales success, thanksgiving

My 3 Rules to my Graduating Seniors

May is always a bittersweet time !

It's the end of the academic year and the realization that hundreds of our students at the Tufts Entrepreneurship Center will graduate opening the next chapter in their books of life and in their careers.  We know from our data that the majority will join larger companies where they will bring their entrepreneurial spirit of curiosity and innovation.  Right alongside our congratulating the seniors going to work at Google, Hubspot, Linked and other companies where we can open doors, we are also closely watching and coaching a handful of companies being birthed right now as a result of this spring's very successful Tufts $100K New Ventures Competition Tufts TEC Graduates 2019-2

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Tags: angel investing, Tufts university, Tufts ELS program, Tufts internships, entrepreneurship, jack derby professor at Tufts, Tufts Entrepreneurship, Tufts Entrepreneurship Center

Spark-Incubate-Accelerate: Learn the Science of Entrepreneurship!

Back-in-the-day, working in corporate healthcare at Becton Dickinson, I didn’t know how to spell the word, “entrepreneurship”.  Even though three prior generations of my family had built businesses, that word would have been confusing at best since all that was talked about around the kitchen table was “the stores”.  It was the stores, open six days a week and Friday nights where my grandfather, father, mother, and me and my brothers worked.  It was never thought to be anything special. 


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Tags: entreprenurial, sales and marketing best practices, The Competitive Edge, Tufts Gordon Institute, Tufts internships, Tufts ELS, entrepreneurship, jack derby professor at Tufts, Tufts Entrepreneurship

Old School, New School? Any School Right Now!

Posted by Jack Derby, Head Coach on Tue, Dec 11, 2018

Being a disciple of the high priests of David Meerman Scott, the guys at Hubspot and the gurus of Jamie Turner, Mike Troiano, Dan Tyre and Mike Volpe over the past decade, I'm an Inbound Marketing kind of guy!.  

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Tags: testimonial, Tufts internships, interns for marketing projects, inbound, sales management productivity, creating trust in sales, Tufts Entrepreneurship, sales motivation, Tufts Entrepreneurship Center

Acceleration-3 Steps to Improve

Two thirds of the way through this superb summer and plenty of time left to take a bit of vaca, squish the sand between the toes, pack those gotta-read-this-summer books into the beach bag, and in general just prepare yourself physically and mentally for the wicked fast acceleration into the first week of September. 

The Dog Days of August occur  when everyone realizes that the beginning of the summa' has passed them by, and now there's just five weeks left to take some time off and do that forced relaxation thing.  Forget trying to find anyone in France or Italy, and the same applies to any venture or PE person in the U.S, who all seem to be hiding out on Nantucket. It is what it is, and September will be here soon enough.  To a degree, who cares, since this is all about you, so right now, this morning, click open your calendar and just mark off all the days you can with the words "beach", "golf", "kids" or "nothing".  You won't get another chance since when it's over, it's over 

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Tags: HubSpot Tips, Tufts ELS program, Tufts internships, entrepreneurship, jack derby professor at Tufts, sales plans for 2018, Tufts Entrepreneurship

Free (!) Marketing & Sales Plan Consulting

Posted by Jack Derby, Head Coach on Thu, Apr 06, 2017

As a marketing & sales guy, I really dislike the word "FREE". 

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Tags: Tufts marketing projects, Tufts Gordon Institute, Tufts Marketing, Tufts internships

I'm looking for a few good Tufts Sales-Marketing Projects-fall, 2014

Posted by Jack Derby, Head Coach on Wed, Apr 23, 2014
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Tags: Tufts university, Tufts ELS program, Tufts Gordon Institute, Tufts Marketing, Tufts internships