The 2 most critical things to do for Entrepreneurs
What can an entrepreneur do to succeed? Success depends on a lot on factors - some under your control and some outside your control. As is the famous saying - "Success is 90% luck and 10% perspiration" - you can only control the perspiration side of it. It does not guarantee success, but it is the best you can do.
Internet is full of tips for entrepreneurs - top 10, top 20 things to do. But the following 2 things are the most important for an entrepreneur to focus on:
1. Spend at least 70% of your time selling: The core business of business is to sell. Every entrepreneur should make it a point to spend time on sales - selling to customers, investors, employees, family members and friends. 'Sales' does not only include talking about your product/services to bring in revenues, but it also includes selling your ideas, your company, and yourself to others. It also includes changing the way you think about your product - how to better understand customer requirements, how to change features to bring in new revenue streams, how to change your business model, etc.
Entrepreneurs, who come from development background (or think themselves of as 'geeks'), get lost in the development process and completely lose track of sales. Others get lost in day-to-day operational activities. If it happens, alarm bells should be ringing.
2. Evolve: Entrepreneurs should be ready to evolve with time. Evolution can happen on multiple fronts:
- Product or service model
- Business model
- Field of business itself (as dramatic as it may sound, entrepreneurs should not limit themselves to one sector. They should follow any opportunity, where they can play a role)
- Founding team
- Investors
- Employees
- Your own style of work and thinking
If you do not change with time, time will not be on your side.
Labels: Entrepreneurship, new business, sales
Thinking like an owner vs. a worker
I have been pushing myself hard to write about my entrepreneurship experience. This is the first post and I hope to post more. Hopefully my experiences and thoughts will benefit somebody out there.
This post is about thinking like an owner. Plenty has been written about the difference between a leader and a manager. Many believe that successful entrepreneurs are leaders, rather than managers. I think that this debate is abstract and does not offer practical solutions/actions to an entrepreneur. Of course, he can aspire to be a leader - but he should survive to have somebody to lead!
In a startup context (and even for bigger corporations), the more important question is - Are you able to think like an owner of a business? Owner's mindset is the foundation on which an entrepreneur can succeed. He can be either a good leader, or a good manager or both. It does not matter. Leader vs. manager is more about personal execution style, rather than mindset. It is also not related to whether you are a core geek or an MBA.
As simple as it sounds, it is not an easy mindset to have. Most of us come from middle class families with little or no business background. Our parents and relatives have been in a job for years. Right from our childhood, the concept of 'ownership' has not been very familiar to us. Let us ask ourselves - 'How many evolving things (includes things like a business or an event, a pet, etc. and excluding depreciating things like vehicle and toys) have we really owned in our life?' Many of us come after doing a 'regular job' - where we do not or are not expected to think like an owner.
I have found some of the best examples of entrepreneurship among small businesses in India. Consider a real estate broker, construction contractor, CA, doctor, or a small factory owner - listen to their conversations very carefully. They will talk about 'my business grew', 'we have grand plans', 'I just opened a new branch' - and compare these to conversations with an employee 'my manager sucks', 'my company did that', 'my bonus was great', 'I got promoted', 'Lifestyle is bad'. The tone is very different.
So what does it mean to think like an owner? What is the difference between an owner and a worker?
1. Owners think about tomorrow, workers think about yesterday and today: Owners always think about future growth, future revenues, future products, future trends, future opportunities. While workers are always stuck in today's work, today's TODO list, this quarterly results, this year's bonus.
Owners think about growth, workers think about survival.
It does not mean that an owner just day dreams about future, or just doesn't care about today. As an entrepreneur you have to be ready to sweat it out daily. But at the back of your mind, are you planning for your future always? Are you trying to be always ahead of competitors and time? Do you spend thinking and action time on future plans?
People just get stuck in day-to-day things. This happened to me, and I have always seen this happen to others. If you are spending >80% of your time on just thinking about today, you need a shake up. You are becoming a worker, not acting like an owner.
2. Owners think about company profits, workers think about their salaries: Owners are worried about company's profitability and cash flow, and not their own salaries, bonuses and increments. When owners think about finance, they start with company's balance sheet and not their own balance sheet.
3. Owners design the bigger picture, workers are too busy in details: Owners know the bigger picture / vision / path of their company and business environment. While workers just want to get the current task done, or achieve the current goal. Owners design a realistic dream of future, while workers think about going home today.
Ever wondered why small mom-and-pop shopkeepers continue to remain the same size for years and generations. I think that one of the main reason is that shop owner himself becomes a worker, and stops thinking like an owner. He doesn't delegate work, he doesn't think about growth - he gets too stuck up in his day-to-day routine.
As an entrepreneur, you need to act like an owner first (and a critical thing for an owner to succeed is to have good workers :-)).
A final point here - There might be no difference between the effort and motivation level of an owner and a worker - the subtle distinction is in the mindset - that's it!
Labels: Entrepreneurship, new business
Reading - July 13
Did an analysis of returns from NSE, BSE, gold and silver over the last 20 years. Found some interesting patterns:
- How much would Re. 1 become now? - In BSE, Re. 1 invested in 1991 would become 20.07 today, suggesting a return of 16%. In NSE, Re.1 in 1997 will become 6.55 today with return of 14%. Gold (1 in 1991 to 7.3 today, returns 11%), silver (1 in 1991 to 7.31 today, returns 10.5%)
- Average 3-year returns: NSE (15.3%), BSE (14.3%), Gold (11%), silver (11.3%)
- Average 5-year returns: NSE (15.2%), BSE (12.8%), Gold (9.9%), silver (9.9%)
- Standard deviation on 1 year returns: 0.39, 0.37, 0.13, 0.26
- Standard deviation on 3 year returns: 0.15, 0.18, 0.09, 0.14
- Standard deviation on 5 year returns: 0.12, 0.12, 0.08, 0.10
- Negative annual returns: 5/14, 7/20, 3/20, 8/20
- Bumper years where return has been >40%: 5/14, 7/20, 7/20 (> 25%), 7/20 (>25%)
- Disaster years where return has been <-10%: 5/14, 6/20, 1/20, 3/20
Gold and USD were historically negatively correlated. Now they are turning to be positively correlated. In future, negative correlation is expected.
Read through Nassim Taleb's philosophy of black swan events. He suggests to create a portfolio of extremely safe assets and extremely risky assets, as 'medium risk' is difficult to measure. Will read his books now.
Mutual Funds: Went through primer on moneycontrol.com. Important points:
- Asset allocation of a fund can be Equity (growth), debt (income), money market (gilt), balanced, sector specific, etc.
- NAV - net asset value, computing every day by a fund after deducting all expenses.
- Expense ratio: Expenses/ total assets under management (and not returns earned).
- Load: Some AMCs have sales charges, or loads, on their funds (entry load and/or exit load) to compensate for distribution costs. Funds that can be purchased without a sales charge are called no-load funds.
- Open ended funds: Enter or exit anytime
- Closed ended funds: Redemption can take place only after the period of the scheme is over. However, close-ended funds are listed on the stock exchanges and investors can buy/ sell units in the secondary market (there is no load).
- Tax benefits: This is important: a) 100% income tax exemption on all MFs dividends, b) Equity funds - short term capital gain is taxed at 15%. Long term capital gains is not applicable. Debt Funds - Short term capital gains is taxed as per the slab rates applicable to you. Long term capital gains tax to be lower of - 10% on the capital gains without factoring indexation benefit and 20% on the capital gains after factoring indexation benefit. c) Open end funds with equity exposure of more than 65% (Revised from 50% to 65% are exempt from the payment of dividend tax for a period of 3 years from 1999-2000.
- Fund selection: Evaluate past performance and look for consistency. You can diversify into 3 funds with similar asset allocation. Consider fund costs. s a general rule, 1% towards management fees and 0.6% towards annual expenses should be acceptable. Try and avoid funds that have a sales load, unless of course they have a consistent track record of being a top-performer.
- Use index funds
- Stay away from mutual funds whose fund managers change often.
Book summary - 'A Random Walk down the Wall Street' by Burton Malkiel
My first proper reading on investments (after living for 3 years without money :-)). Main points are described below, which can serve as a summary of the book too:
Why do we need to put effort and mind in investing?Beating inflation is the most common explanation given to investing. In recent past, real returns on Bank FDs have been negative. Although the theoretical difference between inflation and FD return is 3-4% (it goes up to 6-7% after taxes), I have a feeling that the actual difference is a lot higher for common household (a separate detailed analysis is required to prove it). So we are losing purchasing power if we invest in FDs. Question is: Is that a good enough reason to lose your sleep by investing? You can react to this question in two ways: 1) Yes it is, and I will go aggressively to beat inflation by investing in high risk-high return assets; 2) More risk-averse reaction could be: Not really, but can I come up with safe and intelligent (or rather unknown as of now) ways to reduce the difference.
Another less talked about reason to invest (due to our age group) is to save for old age. Other reasons could be investing for a particular purpose like kids' education, buying house, etc.
I don't think fun and adventure should be reasons to invest. We have places called Casinos for that.
Investment theory #1: The Firm foundation theoryEach stock/asset has an intrinsic value which can be computed based on present conditions and future prospects. For a stock, it can be computed based on future dividend payouts. There are four determinants of value of a stock:
- The expected growth rate of dividends: Apparently Einstein described compounding as the greatest mathematical invention of all time. A rational investor should be willing to pay a higher price for a share the larger the growth rate of dividends and earnings and the longer the growth is expected to last.
- Expected dividend payout: Other things being equal, a company paying higher proportion of its earnings in cash dividends should have a higher price. Stock dividends or splits are not beneficial for stock owners.
- Degree of risk: Lower the risk, higher the price of a share (and hence, perhaps lower the returns). Blue chip stocks sell at a premium due to this.
- Level of interest rates: Lower interest rates -> poor returns on debt/FDs -> more money for equity -> higher the price.
There are two important caveats here: 1) Expectation about future cannot be proven in the present. 2) Precise figures cannot be calculated from undetermined data (Excel tricks played by analysts in DCF computation can move intrinsic value anywhere. Just change growth rate or terminal growth rate, or number of years, or discounting factor)
It is the P/E of a stock, not the absolute price of the stock, which determines its value for comparison. PEG multiple (Growth/ P/E ) is a more accurate multiple: For a stock with high growth and high P/E, market has already accounted its growth in its price. Higher the PEG ratio, more attractive is the stock.
It has been seen that markets do follow logic, and the 4 determinants are followed most of the times (thus a stock with higher expected growth rate will have higher P/E). But what is a good enough P/E? We should take long term historical averages to understand how much premium market has given in the past for a particular growth rate/dividend payout/risk/interest rates.
Investment theory #2: The Castle-in-the-air theory
Famous economist Keynes proposed this theory in 1936 - people invest based on crowd behavior and human psychology, rather than sound fundamental intrinsic value. No one can predict future earnings or dividend payouts. So look out for latest 'hot' thing in the market!
Stock prices are in a sense anchored to certain 'fundamentals', but the anchor is easily pulled up and then dropped in another place. Both the above theories work in parallel to result in 'controlled madness' or a 'balancing act'.
How Pros play with above two theoriesTechnical (Theory #2) and fundamental (Theory #1) analysis. Chartists believe that market is 10% logical, 90% psychological; fundamentalist believe the opposite.
Technical analysisAuthor has severely criticized technical analysis. It is trading, not investing to begin with. Trends might be built up due to two reasons: crowd instinct/behavior and unequal access to information. There are logical shortcomings such as any information is already accounted for in price, by the time a trend is noticed.
Fundamental analysisFor its modeling, fundamental analysis can only provide a range or an anchor point. There are three potential flaws: 1) information and analysis may be incorrect, 2) analysts' estimate of 'value' may be faulty, 3) market may not correct its 'mistake' and stock price may not converge to its value estimate.
Using both analysis togetherRule1: Buy only companies that are expected to have above average earnings growth for five or more years. Both earnings and multiple might increase - resulting in double benefit.
Rule2: Never pay more for a stock than its firm foundation of value: Growth stocks selling at multiples in line with or not very much above the market multiple often represent good value. Keep away from growth stocks with high multiples.
Rule 3: Look for stocks whose stories of anticipated growth are of the kind on which investors can build castles in the air.
Does technical analysis work?Academicians don't like chartists because: After paying transaction costs, the method does not do better than a buy-and-hold strategy. Results reveal that past movements in stock prices cannot be used reliably to foretell future movements. The stock market has little memory. Correlation between present and past price movements is slightly positive. So there exists some momentum in prices, but too small to be economically significant. Flip of a coin can produce the same chart as a stock market. Reading charting patters produces no significantly better results than placebo strategy of buy and hold. Frequent trading in technical analysis also leads to early realization of capital gains tax.
If past prices contain little or no information for the prediction of future prices, there is no point in following any technical trading rule for timing the sale and purchases of stocks.
Does fundamental analysis work?Past earnings growth cannot predict future growth. Let us consider a naive forecasting model that every company would enjoy a growth in earnings equal to long-run rate of growth of the national income. A study showed that this model would make smaller errors than those used by professional analysts. Analysts did poorly in 5-year growth estimates, and worse in one-year estimates across industries. This difficulty in predicting future can be explained by 1) Influence of random events 2) creation of dubious reported earnings due to creative accounting, 3) incompetence of analysts, and 4) Loss of best analysts to sales desk or portfolio management
Mutual Funds also do not show any consistency in performance. Some funds might outperform the market during a certain period, but not consistently. Good past performance of a fund does not imply good performance in future (in fact, reverse may be true due to law of averages which seemingly works for funds).
Timing the market: Holding on your stocks as long term investments works better than market timing because your gains from being in stocks during bull markets far outweigh the losses in bear markets. A market timer would have to make correct decisions 70% of the time to outperform a buy-and-hold investor.
Thus, random walk theory suggests that Fundamental analysis cannot produce investment recommendations that will enable an investor consistently to outperform a buy-and-hold strategy. Both Peter Lynch and Warren Buffett admitted that most investors would be better off in an index fund rather than investing in an actively managed equity mutual fund.
Investment Theory #3: Modern portfolio theoryThe only method of beating the market is to assume more risk. However a portfolio can be created to reduce risk and still generate higher returns (upto a limit) through diversification. Two asset classes with covariance <1 can be combined to reduce risk. If covariance = 1.0, no risk reduction, +0.5 - moderate reduction, -0.5 -> most risk can be eliminated, -1.0 -> all risk is eliminated. However risk can't be reduced indefinitely with increasing returns, and after a point, risk increases with returns.
CAPMThere is no premium for bearing risks that can be diversified away. So to increase returns, you need to increase risks which cannot be diversified away. Risks can be divided into two main types: Systematic (market risk) and asystematic (diversifiable risk). Systematic risk cannot be eliminated by diversification. Unsystematic risk is the stock specific risk which can be diversified away. So market won't pay for this risk. It will only pay for systematic risk (Beta of a portfolio). Thus higher the beta of a portfolio, higher the returns. Note that portfolio might still have some non-diversified unsystematic risk, but there will be no additional premium for it.
In practice, CAPM has failed as it was shown that there is no relationship between beta and returns!
Thus it seems that both technical and fundamental analysis do not outperform markets. The only way to get higher returns is to assume higher risks. But there is no measure of higher risk, i.e. I do not know if I have taken greater risk. Predictable patterns in the behavior of Stock Prices- Stocks do follow momentum
- Eventually stock prices do change direction and hence stockholder returns tend to reverse themselves: Poorly performing stocks over the last three years may give higher returns. Reversals may be due to economic factors.
- Stocks are subject to seasonal moodiness such as diwali, end of the week, beginning of year: Buy your stocks on monday afternoon at the close, not on Friday afternoon, or monday morning, when they tend to be selling at slightly higher prices.
Patterns with Fundamental analysis- Smaller is often better: Smaller companies give higher returns, but it may be due to the fact that only those giving higher returns survive over a longer period.
- Stocks with lower P/E outperform those with higher P/E: But beware of accounting and real laggards. Results are not consistent over time.
- Stocks having low multiples of their book values tend to give higher returns: Results are not consistent over time. Survivorship bias, not easy to determine book value especially due to real estate,
- Higher initial dividends (D/P ratio) and lower P/E multiples have meant higher returns:
Investment guide- Cover yourself with protection: Invest over long term. So you should have noninvestment resources such as medical and life insurance to draw on any emergency. Go for term insurance. In addition, you should keep at least one year's expenses in safe and liquid investments.
- Know your investment objectives: Determine your risk appetite. In increasing risk profile, bank accounts, money market deposit accounts, money market funds, high quality corporate bonds, diversified portfolio of blue chips, real estate, gold, common stocks of smaller companies.
- Tax should be considered while computing returns and avoid taxes wherever possible
Guide to investingA person should look at his attitude towards risk and capacity to take risk. The most important investment decision is balancing of various asset categories at different stages of risk. More than 90% of an investor's total return is determined by asset categories that are selected and their proportional representation. Four Asset allocation principles are:
- History shows that risk and return are related.
- The risk of investing in common stocks and bonds depends on the length of time the investments are held. The longer an investor's holding period, the lower the risk: Follow buy-and-hold strategy over long periods of time.
- Dollar cost averaging can be useful: This is similar to SIP. You need to buy more stocks at lower prices to gain.
- Risks you can afford to take depend on your total financial situation
Typical portfolio for mid-twenties
5% cash with maturity 1 to 1.5 years, 20% bonds, 65% stocks, 10% real estate
Three strategies- Invest in index funds: no capital gains, low transaction costs: choose the right index to invest in - for popular indices, stock prices increase just on listing.
- Hiring a professional mutual fund: Choosing funds is tricky. Choosing 'best' funds with high performance has shown to under-perform market, even after ignoring load fees and expenses. So recent performance is not a good indicator of future performance. There are three factors in selecting mutual funds: 1) Risk level - understand beta of fund's portfolio 2) amount of fund's unrealized gains - do not buy funds with high unrealized capital gains due to capital gains tax and 3) fund's expense ratio - should be low
- Pick up stocks as per the following rules:
- Confine to companies which can sustain above-average earnings for at least five years
- Don't pay more than intrinsic value of stock (you can estimate a range of the value)
- Buy stocks with the kind of stories of anticipated growth on which investors can build castles in the air.
- Trade as little as possible to avoid brokerage and capital gains tax
Why am not I using Chrome?
I am (or was) a big fan of
Google's products. As a true follower, I dumped my Yahoo!
IM for
Gtalk, always used Google search, Google docs, Google alerts, News, and other apps. I was almost tempted to use
Google's new browser, Chrome..I downloaded and installed it. Then when I was about to type first URL into it, a strange doubt haunted me. Am I giving away too much to Google?
There have been innumerable reports on privacy concerns and how Google is trying to 'better understand' (in Eric's words) us. It knows which websites I surf, which videos I am watching, all my emails (
ok, may be Google does not know it, but there is a program sitting there which is reading my emails). And there may be other ways in which Google might be tracking me.
Now, through Chrome, am I ready to further increase my exposure to Google? I don't think so. May be there is no information or history being tracked, but what if there is one clause in one of those licensing agreements which I click without reading. Should I take that risk? People may argue that
Firefox might be doing the same thing.
Ok! but at least it is not Google, information at 2 different places is better than 1 single consolidated place.
My decision is not based on logic and facts, but on suspicion and fear. But then remember that fear is never based on facts, but on feeling and intuition, and I don't feel good about Google as of now.
Labels: Chrome, Google, Privacy
Olympic gold medal: Abhinav's medal or India's medal?
India finally got an individual Olympic gold medal after 108 years! Kudos to
Abhinav Bindra for his splendid effort in Beijing and bringing happiness to a billion Indians.
The coverage given by global media to the dismal state of Indian sports is incredible. On the day
Bindra won his gold,
WSJ had 2 half page articles on 2 topics: "India being missed at Olympic hockey" and "First individual medal for India". My friend told me that CNN had a news item on "Why a billion Indians only have 57 member squad?" on the opening day of the Olympics. I still remember 1992 when India did not win a single medal at Barcelona (now I know that it had happened in 1984, 88 also). There was some usual hue and cry (some media reports,
IOC comments, and finally, an "enquiry committee" to end all those war cries). But now, with increasing focus on India due to its economic growth has made world media more worried about Indian hockey than Indian media (I haven't read any article on hockey in Indian press for the last 10-15 days).
I am just wondering whether this medal gives us a hope for medals in future also. In management, we learn "building internal competencies which enable you to maintain a sustainable competitive advantage". In sports, India has not done so. Many of these performances are individual efforts (with personal money) and not really, an output of a well-placed system. I don't see a stream of new players coming up in these sports in future. We are struggling to find replacements for
Paes and
Bhupathi;
Bindra trained on personal money in Germany (as per media reports), shooters still complain of lack on facilities; no comments on hockey; women weightlifting seems to be dying out now after
Karnam Malleshwari won an Olympic bronze. Only in badminton,
Padukone Academy seems to be producing players at regular intervals (
Saina just reached quarters).
With this gold medal, some corporate money might pour into shooting or other Olympic sports. But the fact of the matter is, we can't say that there will be a medal for India in the next Olympics. We don't have any system or infrastructure built for it. It will depend on few individuals who can put in effort and money on their own.
Let's face the reality: India is not a sporting nation. From childhood, we have been told
"Kheloge kudoge to banoge kharaab, Padhoge likhoge to banoge nawaab". Rise of a nation in sporting arena has historically been a mix of its economic power and associated national pride. Eastern European countries always
fared better than western Europe during cold war times. China has also made special focused efforts to rise as a sporting powerhouse (I don't know how many of those efforts can be applied in a democratic India!). Will it happen for India?
May be it's time for us to not to make a huge issue out of our failures at international sports, and just enjoy individual glories as and when those come.
"Sing is Kiing"- A good skit
With all the hype created around it and the fact that it was being released in Brussels, we could not afford to miss "Sing is
Kiing". To give you a summary of the movie, it's a "
machau" movie, with college skit level
fattas, illogical script (as expected), and a large screen presence of new name of dependability,
Akki.
As we entered the cinema hall, we were awed by the number of Indians. I can bet that it was the only packed hall in the multiplex. Indians are everywhere now! Sound system was horrible and seats worse than my small multiplex in
Kota.
There is only one purpose of the movie- to make money. The fact that title of the movie came before the script itself (as told by
Akki in his interviews) speaks a lot. It has its moments of laughter, the enactment of one of the classic Hindi dialogues "
Mera khoon khaul raha hai", treatment given to the 'real' king and
Javed Jaffrey's acts. But make sure you don't miss these, otherwise rest of the movie can be quite irritating at times.
Katrina with her stupid
NRI accent is simply irritating. Remember, how British actors spoke Hindi in a historical movie of 70-80s.
Akki seems to be enjoying his new stature, he does some amazing stunts and carries the movie on his shoulders (it proved to be quite heavy for him too).
Javed Jaffrey, as a blind and deaf goon is hilarious. Watch out for his small dancing act.
Neha Dhupia shows off her talent pretty well ;-)
Did I forget the plot of the movie? Which plot, which script, which logic? I have found a new respect for our
IIT skit script writers. They should perhaps try out in
bollywood, they might earn a lot more than Engineering or management jobs.