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120 • The 100 Greatest Ideas for Building the Business of Your Dreams

though it is on stock or other necessary investment, see what it will do for your
cashflow. Don't miss anything out. A mistake in predicting your profitability may
give you a problem in the medium term; but you can deal with that because you
have time to correct it. A problem with your cash is instant and lethal. Banks hate
surprises. Your relationship with them will be healthy if they are confident that you
have your finger on the pulse of your business - particularly the pulse that counts
the cash. So TICK - think in cash, knucklehead.

Idea 73- First run a pilot

In managing any project that involves change, most project managers find it advis-
able to run a pilot. This is good advice for the small businessperson as well. If you
are going to sell a new line or go nationwide with an idea, think of some way that you
can test the water with a pilot before rolling it out to a full implementation.

As an entrepreneur you can do this with entire businesses. A good example of
this is in a high-tech one where a successful person created a new business with the
minimum resources possible, a manager and a tightly knit team. In the team were,
say, a couple of sales people, a technical guru and someone for customer adminis-
tration and support. This team then runs the micro business pretty much as though
it were their own. They identify and sort out the problems, make it a success and
teach you how the model works. You can then roll it out knowing the viability of the
model and the financials. The technique is also brilliant for giving confidence to
investors if you need them for the roll out.