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How to manage a start-up business in Central Coast, NSW Flipbook PDF
How to manage a start-up business in Central Coast, NSW
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How to manage a start-up business in Central Coast, NSW? Josh Martin University of Newcastle
Abstract The difference between a start-up and a hugely successful business is often a few years (or more!), tons of hard work, a pinch of luck, vision, and timing. The vast majority of successful businesses, corporations and entities were at one time a start-up in Central Coast. If you're an entrepreneur or start-up yourself, you probably already know that over 90 percent of all new businesses fail. The odds are stacked against you and its one tough lesson after another to be learned.
I. Introduction What do you need to do to start a business in Central Coast? There are dozens of websites including ours that have checklists that remind you of the many tasks you should perform when starting a business in Central Coast. Although such checklists are very useful because they help you remember important start-up steps in Central Coast, they are just To Do lists. They tell you what to do, but don't provide any tips about what makes a business successful. Here in this guide you will find some tips related to business management and business growth.
II. About Central Coast of NSW The beautiful Central Coast of NSW is charming, with gorgeous beaches, magnificent national parks and pretty waterways. You’ll be amazed by all the fun adventures and wonderful attractions, from water sports to bushwalking, mountain biking, whale watching and marvellous wildlife sanctuaries. Just north of Sydney, enjoy an alluring mix of bays, inlets and lakes, and golden and white sandy beaches, as well as picturesque waterfront esplanades. Places to stay in the southern Gosford area and the northern Wyong area include campgrounds, holiday parks, seaside hotels and luxury resorts. In the national parks and nature reserves are exhilarating experiences. Two of the prettiest walks are the Bouddi coastal walk and The Coast walking track. There are mountain biking and horseriding trails too, as well as 4WD touring in stately forests. The national parks on the Central Coast are:
Brisbane Water National Park Popran National Park Bouddi National Park Wyrrabalong National Park
You’ll find shared cycle ways around Ettalong Beach, Avoca Beach, Terrigal and The Entrance, home of the daily Pelican Feed. The Tuggerah Lakes Cycleway winds 12km, with picnic and barbecue areas along the path. The sparkling waterways are popular for fishing, kayaking, waterskiing and sailing.
For a scenic ferry ride on Brisbane Water, Central Coast Ferries offers an hour-long round trip. It departs Woy Woy, a popular day trip from Sydney for tasty fish and chips at Fishermen’s Wharf. There are many more delicious places to eat, including seaside cafes, restaurants and markets. For adventure, the young and young at heart will love soaring on the TreeTop Adventure Park’s zip-lines, or flying foxes. In Glenworth Valley, enjoy horseriding in sylvan charm and enchanting forest. Other adventure tours include big game fishing, skydiving, scuba diving, kayaking and surf schools. Among the other extraordinary things to do is a visit to The Australian Reptile Park, home to the saltwater crocodile Elvis. You can also stroll with Hugo, a Galapagos tortoise. At the Australia Walkabout Wildlife Park, meet native animals including Kambala the koala and Hippo the wombat. Another delightful experience is the Gosford Classic Car Museum, one of the best car museums in the world. The heritage is astonishing, with more than 420 vehicles. For touring art exhibitions, visit the Gosford Regional Gallery, and check out the events calendar for shows at the vibrant Art House.
III. How To Manage your start-up’s rapid growth There’s a common saying that the bigger a company gets, the slower it tends to operate. Founders taking their company to similar trajectories often ask me how to best manage such rapid growth, while increasing efficiency.
With more and more people added to the team, how do you measure operational efficiency across the board? What’s the right organizational structure? The right team size? And how do you manage social, product or engineering culture while you keep scaling? This post is an attempt to answer these questions, sharing best practices that I could observe or help put in place in such companies. What are your company core values? I recently wrote about what being “mission-driven” means, and why it increases so much your odds to be successful, giving you execution focus. Building coherence between vision and execution not only helps you describe the purpose of your organisation, but also answers to what it does, who it does it for, and how it does it. A big piece of the “how” resides in building shared values within your company. That means developing and maintaining a concrete set of core values. Values that are shared and put in action in your company. Remember how in the movie “office space”, employees feel the company is the enemy? A big reason for that is in the company’s core values. Involve your people as you go through this process. Get key people’s values, combine them, send them to the entire company and ask for feedback.
Then test your commitment to them. Rinse and repeat if needed. It might be long, but believe me, it worth it. These values will complement your mission. They will unite your company’s way of thinking about problems. They will give you a strong base that will guide your actions and decisions as you grow. This is an effort dick costolo led incredibly well during his time as the CEO of Twitter. We invested significantly in developing core values, using them in our interview process, our performance reviews, at all-hands meetings and everywhere else we could. We developed a shared and common understanding of how we wanted to work and build the company. Take a company like Facebook, whose famous mantra has long been “Move fast and Break Things”. The leadership team did a great job at scaling the belief that everyone should be working fast and making an impact. Creating speed was key, and it was encouraged from the moment you’d start as a new engineer. Something that directly translated to the consumer experience, with a product line that evolved incredibly quickly during that timeframe. Common mindset, core values… It should be one of your top priorities to develop and put them in action in your company. Make them meaningful, make them count. A long list of banalities or baseline standards won’t get you anywhere. How do you measure operational efficiency? Building a strong company culture will be of great help as you scale your company. But as your headcount increases exponentially, you also need to pay close attention to operational efficiency. Interestingly enough, cash tends to burn pretty well. The very first thing you want to know is at which rate you can keep hire, in order to keep your burn rate under control. That means modeling your growth against your revenue plan, by building financial and operational forecasts. This will help you understand how you’re going to burn money. SaaS businesses in Central Coast should watch their CAC and their CAC Payback Period (CPP), making sure to factor in churn. Consumer businesses should develop Dollar to Usage/Engagement metrics, to better understand what kind of revenue they need to make in order to be profitable as volume scales. Does it make sense to scale your sales team with tools and software, or should you keep adding more agents? What about other functions in the company? What exactly drives revenue, customer acquisition, user growth? And where do you have the best leverage?
Think about metrics that will inform you on how well you leverage your people across the company. You want to be in a position where you have a detailed understanding of how efficiently you are running the business in Central Coast. From there, it will be much easier to adapt the organizational structure, and it will help you do it with clarity, sharing with your people what you optimize for. How does your organizational structure evolve? As your startup grows and evolves, it tends to become increasingly difficult to keep clarity in its structure. Teams can easily start growing in a chaotic way, especially with a weak recruitment process. Starting with clear job descriptions that have well-defined meaning and responsibilities will help tremendously. As groups start to grow, strive to keep crystal clear who is responsible for what, and look for redundancies. Are people working on too many teams at once, getting stretched too thin? Or on the opposite, are redundancies created between teams, leading to blurry roles and miserable employees bouncing between functions? Work closely with your exec team on how to continuously adapt your organizational structure, optimizing for clarity and operational efficiency. Once teams are tasked with precise objectives and responsibilities, the next step is to empower your managers on making them highperforming. In engineering, it is a good practice to keep teams small and stable over time. The best performing engineering teams I managed were about 5 people, that worked together for a long period of time. With a small and stable group, communication gets easier, agile methodologies like Scrum reveal their full potential, and people just know each other’s strengths and capabilities much better. Chris Fry wrote quite a bit about the subject on First Round blog. I encourage you to read Unlocking the Power of Stable Teams if you want to dig more on the subject. Definitely worth a look. Applying such a team to problems, with clear objectives and responsibilities, is incredibly powerful. Especially when the rest of the organization knows what these objectives and responsibilities are! The best you can do then is to… Step out of the way, and give your managers what they need to clear roadblocks and simplify processes within their teams.
IV. Management tips to run a business effectively in Central Coast “If you can run one business well, you can run any business well.” None of us are born with business smarts or an entrepreneurial playbook pre-printed into our brains. Its stuff that we’ve all got to figure out along the way, and that most of us make some sort of horrible mistake over.
So today we’re going to focus on management tips—people management, time management, money management—you name it. 1. Set Up an LLC (or Some Form of Official Business Entity in Central Coast) Even if you’re totally self employed, don’t have anyone else working for you, and are 100% selffunded from your own pocket, you need to set up your business in Central Coast as a separate taxable entity from day one in Central Coast. Some service professionals like writers, designers, and coaches feel safer skipping this step while they’re still ramping up their client base, but it usually costs $1,000 or less and almost instantly protects your personal assets from any legal trouble your business in Central Coast might get into. I’m not saying your business in Central Coast will get into legal trouble—most small businesses for sale never do. Headaches saved: – Business financial troubles seeping over into your personal finances – The IRS breathing down your neck – Getting sued for everything you own
2. Separate Your Personal & Business Finances Let’s say for some reason setting up a legal entity isn’t an option. Or for some reason your paperwork is being held up, but you just can’t wait to get cracking on your business in Central Coast. Headaches saved: – More trouble with the IRS 3. Pay for Accounting Software A lot of brand-new business owners in Central Coast —especially those who are bootstrapping—are constantly looking for ways to save money. So much so that tasks like accounting and bookkeeping—or keeping track of money in/money out—is something they assume they can do on their own. Headaches saved: – Losing receipts – Forgetting about your major expenses – Not looking like a 7-year-old “playing business in Central Coast” while sending an invoice 4. Invest in Your Education Heart-to-heart right now: the best money I’ve spent on my business in Central Coast has been on my own education to further it. If I don’t know how to do something, I know it’s silly for me to keep trying to Google solutions, go through months and months of trial and error, and maybe get it right after that. Instead, it makes a lot more sense to pay a few hundred dollars (sometimes even a few thousand, depending on the skill) to have someone who’s been there, done it, and been successful at it teach me how to do it right the first time. Headaches saved: – Wasted time – Wasted money – Failed experiments
– Leaving sales on the table – Googling for 13 hours straight while your eyeballs bulge out of your head 5. Train New Employees Well You should actually expect a temporary increase in work instead of immediately being able to offload responsibilities and have the free time you dream of. That’s because, even if you make the smartest hires in the world, they’re not going to understand and acclimate to your business right away. Headaches saved: – Harsh firing – High turnover – No wasted time going back to un-do employee mistakes 6. Ignore Your Inbox the First 4 Hours of Every Day No doubt you’ve read productivity articles that have advised you not to check your emails first thing in the morning. Because it’s a piece of advice repeated so often by people doing nothing but parroting one another, it can be easy to ignore. Headaches saved: – Not getting behind on your to-do list – Not making decisions you regret 7. Invest in Marketing An “Open for Business in Central Coast” sign on your front door and/or a website that’s finally gone live isn’t enough to get you customers in Central Coast. It’d be nice, but that’s just not the world we live in. The world we live in requires small business owners in Central Coast like us to force our way in front of people, show them something valuable, and somehow have them listen to our pitch.
Renting a booth at a festival? Online content marketing? Ads in the newspaper?
PPC ads in Google? Facebook ads? Network marketing and referrals?
Whatever it is, you’ll want to start doing it from day one. Or if you’re really smart, you’ll use it to start building hype, loyalty and anticipation before day one. But whatever you do, don’t sit around and twiddle your thumbs and then decide that maybe you should look into marketing when you realize your business in Central Coast isn’t as profitable as you initially planned. Do it right away and you’ll thank yourself? Headaches saved: – Sore thumbs from too much twiddling – Zero cash flow – Going in debt because of no income – No funds to pay yourself or your employees 8. Schedule Meetings With Yourself As the business owner in Central Coast, you’ve got a ton of decisions to make. You’re the one responsible for your company’s ultimate success or failure, you’re the one all your employees look to for direction, and you’re the one that’s got to see the big branding picture to know what moves to make next. But because running a business in Central Coast —even a “small” business—requires so much work and such a long freaking to-do list, we often get so caught up in feeling accomplished by getting that work done and those to-do items checked off that we forget to check in with ourselves as business owners in Central Coast. Headaches saved: – Getting behind on your goals – Not keeping up with the market or your competition – Watching part of your business crumble 9. Pay Your Taxes Every Quarter
I’ll admit, this is something I didn’t always keep up with until this year. And the reason I’m keeping up with it now was because when I filed my taxes last April, I had to pay a fine for not paying my minimum amounts on time. I had every intention of paying my taxes, I just assumed it wouldn’t matter if I paid them ahead of time or if I paid them at the time of filing. But I was wrong. The IRS wanted your money within 3 months after I made it. Headaches saved: – Hard-earned money spent on unnecessary fees – No IRS employees breathing down your neck 10. Ban Multi-Tasking Because really, who are we kidding here? It astonishes me that I still see job descriptions seeking “competent multi-taskers” when it’s been proven in one study after another that multitasking is both impossible and that attempting to do it make you about 3,000 times less productive. Headaches saved: – Embarrassing typos in emails sent to important customers – Having to go back and listen to the same podcast episode for the 3rd time – That frazzled feeling in your brain when you have to constantly switch back and forth between tasks – People not taking you seriously because they think you’re a space case 11. Have a Go-To Accountant In addition to the advice to have accounting software that I talked about above, it’s also smart to have an accountant you can go to as-needed. Again, I’m not talking about hiring one to keep on staff with you. Headaches saved: – You don’t suddenly find yourself in the hole 12. Leave 20% of Your Day Open
If you’ll be “at the office” for five hours, only schedule four hours of work. If it’s 10 hours behind your desk, only eight hours of work. Because the thing is, there’s always something that comes up last minute that you have to deal with. There’s always a phone call with a needy client that goes 60 minutes over its allowed 30 minutes. And there’s always something you thought would take an hour to finish, but it takes two. I still have packed and busy days, but I can usually get through the week without procrastinating something or having it suck up my precious weekends. Headaches saved: – Necessary weekend office hours – Involuntary late nights – Cancelled plans – Your friends and family hating your workaholism 13. Use the Pomodoro (Or Similar) Technique Productivity articles and advice are a dime a dozen, I get it. But making sure you squeeze the most—and the most productive—work out of the time you’ve got is essential to meeting your goals. The way I do this is by using the Pomodoro Technique. Basically, it’s this: work for 25 minutes, break for five minutes, and repeat until you work four 25-minute segments. Headaches saved: – Procrastination 14. Be Relentless About the 80/20 Rule While this rule makes 100% sense in theory, it’s one of the hardest things for us to implement as small business owners in Central Coast. For one thing, analytics are never fun to set up or look at (for most people)—so that in itself is a huge barrier.
But also, we take a lot of pride in our work and don’t want to realize the things we’re passionate about and have been working on don’t pay off for us. Headaches saved: – Wasted time – Missing out on potential profits 15. Once You Train Your Employees, Avoid Them Okay, I’m not talking about not helping your employees out once in a while. But like we discussed above, if you’ve got a good training program in place, once that training is finished, they should be empowered and competent enough to make most of the decisions that fall within their job role on their own. Headaches saved: – Annoying, repeat questions – People constantly knocking on your office door
V. Tips for Making Your Startup A Success The entrepreneur community has been buzzing with the story of Yahoo acquiring Tumblr. The Internet giant purchased the site founder David Karp launched from his mother’s Manhattan apartment for $1.1 billion. At only 26-years-old, Karp is expected to receive up to $220 million from the deal. Though he eventually took venture funding, Karp launched his hugely successful social blogging platform from a simple idea.
His story is an inspiration to others seeking to start the next big thing. Here are 10 tips from the business blogging community in Central Coast for creating the next big startup success story, from a simple idea: Start with a great product. Twitter and similar Silicon Valley startups gained momentum with support from the so-called “digerati.” However, you don’t need the support of top tech bloggers or trend setters to launch a great startup. All you need is a really great product or service and a customer base that loves it. Blogger Erica Douglass gives us a look at the “Macklemore Effect” and how it can rocket your startup to success. Pick the right startup name Picking the right name for your startup is also important. Gary Backaus and Justin Dobbs of Memphis-based ad agency Archer>Malmo gave a presentation earlier this year at the South By Southwest Interactive Conference. The presentation looked at how to pick the best name for your startup. Here are their five best suggestions for picking a business name that will take you from startup to success in Central Coast. Pay attention to your business plan Entrepreneurs may differ on the importance of a business plan or on what form it should take. But a good business plan is key to startup success in Central Coast. Here are five fundamental principals of good business planning from business planning expert in Central Coast and startup founder Tim Berry. Look at Berry’s suggestions as a best practices list to aspire to when creating the business plan for your startup in Central Coast. Make sure the price is right Investor and blogger Martin Zwilling gives us an overview of the kinds of pricing decisions startups must make. These are not simply decisions about how to price a product or service competitively. They are also decisions about the kind of pricing model, for example, free product or service monetized by ads, freemium service et cetera. Change your approach to recruiting Startups have been evolving their approach to recruiting for quite some time. Plain old wantads were replaced by online job boards and replaced by recruitment via LinkedIn. Now there’s yet another way to hire workers. TaskRabbit, a site dedicated to contractors, is moving toward offering more long-term work. Make your startup an attractive acquisition target Tumblr wasn’t the only Yahoo acquisition last week. The company also bought online gaming company PlayerScale for a price not yet disclosed. Sometimes the key to success is to build a company, product or service other businesses in Central Coast can use. Create something other companies could build into their model then sell it to the highest bidder.
Generate some buzz This is basically the art of getting people talking about your brand, and it’s not confined to the Internet. Consultant Harry Vaishnav offers 15 creative suggestions including everything from placing ads on billboards to giving away some of your products. Don’t stop with these suggestions. Come up with some creative ideas yourself. Learn two simple tips for viral marketing Viral marketing has become the holy grail for those seeking to get their message out and have it spread. But once you create an infographic or other piece of content that goes viral, what’s your next step? Tech and social media blogger Drew Hendricks teaches us how to capitalize on that initial success. Create infographics and videos that pick up where your initial viral marketing message left off. Understand social media marketing — for real Social media and social media marketing are not the same things, says social marketing director Steve Goldner. Just because you have a Facebook or Twitter account you update regularly, does not make you a social media marketer. Goldner outlines a list of considerations that go into real social media marketing. Have you developed a serious social media marketing campaign for your startup? Think about your mobile customers No matter what kind of startup you are launching, getting your message to mobile customers is more important than ever. In this post, Simon Phillips discusses some of the questions you should ask when thinking about your mobile presence. A website is no longer enough unless it can be viewed easily on mobile devices, for example. How might the mobile revolution affect your startup?
VI. Top Entrepreneurs Share Best Business Advice and Tips for Success As an entrepreneur, I’ve painstakingly learned the importance of heeding the best business advice in Central Coast I’ve received from many of the world’s top entrepreneurs. The bottom line: It takes a lot to start a business in Central Coast and grow it to profitability. Funny enough, the most impactful lessons have come from my biggest failures though. From Richard Branson to Arianna Huffington, Tim Ferriss, Mark Cuban, Sophia Amoruso and many more, the business advice from this group of entrepreneurs is collectively worth billions. They’ve created products & services we’ve all heard of, turned entire industries upside down, redefined what it means to be successful when you start a business in Central Coast and many
have also written business books or taught online business courses about it. Suffice it to say, their business advice is worth it’s weight in gold. Not surprisingly, many of these entrepreneurs had very similar pieces of business advice to share, based on what’s worked for them when it comes to learning how to start a business in Central Coast.
Here were some of the biggest trends in their business advice in Central Coast:
Business ideas alone are worth very little. If you want to start a business in Central Coast and become successful with it, you need to solve meaningful problems. Execution is everything in business. Don’t just start a blog (or any type of business in Central Coast) unless you’ll be doing something you truly love and are good at, or unless you can dedicate yourself to becoming that expert over the coming years. Becoming successful in business is more about your mentality, psychology and determination than it is about finding little tips, tricks, hacks and exploitations in the marketplace. Start today. The only true way to learn is by doing and you can’t afford to sit around waiting for funding, hoping someone else will come along to help you execute on your idea or complain that you don’t have the time. Making excuses won’t help you start a business and it sure as hell won’t help you create the lifestyle you want for yourself. Launch before you feel ready. If you wait until your product or service feels perfect, someone else will already be doing a better job of helping your customers solve their problems. Validate your business idea by launching fast, bringing on a small group of paying customers and adapting to make your solution great for them over time. You’ll learn how to validate ideas quickly & cheaply in my course, 30 Days to Validate. How you choose to manage your time and decide which opportunities to pursue will greatly impact your success when starting a business in Central Coast. Outsource
everything you can, so that you can focus on doing what only you can do in your business in Central Coast. Do everything in your power to avoid spending money when you start a business in Central Coast. Build a lean solution that provides value to your customers and only spend money on the absolute essentials at the moment you need them. Never stop building meaningful relationships with customers and other people in your industry. Choosing to instead view competitors as potential partners and collaborators can positively impact your business in a big way. Focus on setting & achieving small incremental goals rather than trying to start a business in Central Coast and instantly build your vision of what the company should be in the years to come. Setting realistic goals and milestones is a major component of my course, The Launch Formula. And much, much more…
Whether you want to start a business in Central Coast for the first time or you’re an experienced entrepreneur, you’ll find incredible value in the best business advice and success tips these entrepreneurs have to share today—some of them even made their way over to my list of the best motivational quotes I’ve heard. 1. Richard Branson. Sir Richard Branson, one of the world’s most recognizable billionaires, and the founder of Virgin Group, has built an empire comprised of more than 400 companies including airlines, record stores, publishing organizations and he's even tackling commercial space travel. During his interview on 30 Days of Genius with CreativeLive, I got to hear his best business advice for aspiring entrepreneurs who want to start a business of their own, first-hand: “The best businesses come from people’s bad personal experiences. If you just keep your eyes open, you’re going to find something that frustrates you, and then you think, ‘well I could maybe do it better than it’s being done,’ and there you have a business.” 2. Arianna Huffington. Arianna is a co-founder of The Huffington Post, author of the recent New York Times best-seller The Sleep Revolution and recently stepped down as Editor-in-Chief of The Huffington Post to pursue her new wellness startup, Thrive Global, which will offer wellness trainings and workshops on stress reduction. Here's her business advice for entrepreneurs who want to start a business for the first time: "If you're going to start a business, you need to really love it,
because not everybody is going to love it. When The Huffington Post was first launched in 2005, there were so many detractors. I remember a critic who wrote that The Huffington Post was an unsurvivable failure." 3. Mark Cuban. Mark is an entrepreneur and investor on ABC's Shark Tank. He's the owner of the NBA's Dallas Mavericks, Landmark Theatres, Magnolia Pictures, and is the chairman of the HDTV cable network AXS TV. In his recent interview on 30 Days of Genius with CreativeLive, Mark talked a lot about the mistakes many new entrepreneurs make when they think they've found a profitable business idea. Here's his business advice to those who want to start a business: "What I always ask people is, (1) is it something you love to do and (2) is this something you're good at?" 4. Robert Herjavec. Robert is a seasoned entrepreneur and investor who's built & sold several companies to major brands like AT&T. Now a leading authority on information security technology, he's also one of the most recognizable faces from ABC's award-winning show, Shark Tank where he's earned a reputation for sharing down-toearth business advice to young entrepreneurs. Here's Robert's best business advice for aspiring entrepreneurs when it comes to pitching your idea: "You have 90 seconds, if you’re lucky. If you can’t make your point persuasively in that time, you’ve lost the chance for impact. Facts and figures are important, but it’s not the only criteria, you must present in a manner that generates expertise and confidence." 5. Sophia Amoruso. Sophia transformed Nasty Gal from an eBay store into a multimillion dollar empire with her own clothing line that was named the fastest growing retailer in 2012. She's also the author of the New York Times best-seller #GIRLBOSS. Here's her best piece of business advice to aspiring entrepreneurs who want to start a business: "Don't give up, don't take anything personally, and don't take no for an answer; you never know what you're going to learn along the way."
VII. Conclusion Starting a business for the first time and worried about failure? Give your new enterprise the best chance of success with these top business tips, the best advice I've collated from other entrepreneurs.
VIII. References Destination NSW. (2017) Central Coast| Visit NSW. Retrieved 12 July, 2018, from https://www.visitnsw.com/destinations/central-coast Arnaud Meunier. (2017) How to manage your startup’s rapid growth| Medium. Retrieved 12 July, 2018, from https://medium.com/swlh/manage-startup-hyper-growth-ceo-96bb7d3f94f2
Ian Blair. (2016) 15 Small Business Management Tips That’ll Save You 40 Headaches Everyday | Buildfire. Retrieved 12 July, 2018, from https://buildfire.com/small-business-management-tips/ Businesses2sell. (2018) Central Coast Region | Business for Sale Central Coast | Businesses2sell. Retrieved 12 July, 2018, from https://www.businesses2sell.com.au/australia/nsw/central-coast
Shawn Hessinger. (2016) 10 Tips for Making Your Startup A Success| Small Business Trends. Retrieved 12 July, 2018, from https://smallbiztrends.com/2013/05/10-tips-for-startup-success.html Ryan Robinson. (2018) Ryan RobinsonTop Entrepreneurs Share Best Business Advice and Tips for Success | Ryrob. Retrieved 12 July, 2018, from https://www.ryrob.com/start-business-advice/