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Doug Curling

Doug Curling. Managing Director New Kent Capital/New Kent Consulting doug@newkentcap.com. 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

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  1. Doug Curling Managing Director New Kent Capital/New Kent Consulting doug@newkentcap.com

  2. 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

  3. Business Plans • Covering the basics…..in 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

  4. 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

  5. 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

  6. 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 !

  7. 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

  8. 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

  9. 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

  10. 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’

  11. 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

  12. 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

  13. 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

  14. Questions ? Doug Curling New Kent Capital doug@newkentcap.com 678-672-4010 (office) 678-672-4016 (fax)

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