►
Description
4th Annual Small Business Symposium sponsored by the City of Cupertino, Cupertino Chamber of Commerce, Cupertino Library and the Small Business Development Center.
"Growing Your Business & Being Successful" by Kevin McClelland, Financial Advisor & Business Consultant.
Recorded on 9/16/2016
A
We're
gonna
go
ahead,
get
started,
we're
gonna
switch
gears
a
little
bit.
This
is
going
to
be
I,
hope
really,
the
topic
that
definitely
applies
to
each
and
every
one
of
you.
You
know
when
it
comes
to
business
structures
that
has
an
impact
when
it
comes
to
marketing
and
social
media
that
resonates
with
some
people
more
than
others,
but
when
it
comes
to
growing
your
business,
whether
you
are
starting
a
business
or
you've
had
a
business
for
20
years.
Each
of
us
needs
to
grow
it.
A
You
know,
if
you
guys,
remember
the
shawshank
redemption
and
then
we're
being
recorded
so
I'm
probably
going
to
get
copyright
lawsuits
on
this
once
I
quote:
a
lot
of
movies
and
other
individuals,
here's
where
Shawshank
Redemption,
where
they
said,
get
busy
living
or
get
busy
dying.
Well,
the
business
corollary
to
that
is,
get
busy
growing
or
get
busy
dying.
You
know
we
talk
about
innovation,.
A
You
know
we
we're
here
in
Silicon
Valley,
and
we
hear
that
term.
All
the
time
I
mean
it's
almost
like
a
worn-out
shoe.
How
much
we
hear
about
innovation.
That's
almost
like
when
you
see
the
word
startup.
If
you
had
a
nickel
for
every
time
you
saw
the
word
startup
in
Silicon,
Valley
you'd
be
able
to
retire
right
now,
but
when
it
comes
to
innovation
and
business,
it's
a
very
important
thing:
cuz
everybody
that
goes
into
business.
Does
it
because
you've
got
an
idea?
A
A
As
you
see
here
by
the
time
we're
done
here,
46
businesses
will
have
ceased,
operating
3
will
have
filed
for
bankruptcy
and
by
the
end
of
the
day,
most
of
those
new
businesses
are
not
most
of
those
new
businesses,
but
other
businesses
had
started
almost
as
many
that
started
today
are
going
to
go
out
of
business,
so
so
what's
happening
here.
You
know
today,
we've
got
the
the
new
iphone
coming
out.
You
guys
hear
about
all
of
these
great
things
that
are
happening
in
and
around
our
planet.
A
Has
anybody
ever
heard?
You
guys
are
all
remember
that
the
new
coke,
when
coke
rebranded
they've
got
the
new
coke?
How
did
that
go?
Does
anybody
remember?
It
was
very
short-lived.
They
launched
new
coke
and
then
they
went
back
to
classic
coke
because
the
new
nobody
wanted
the
new
coke
any
of
you
guys
ever
heard
of
cracker
jacks
cereal.
A
A
A
That's
a
little
bit
different,
it's
about
what
you
do
to
ensure
that
you're
one
of
the
ones
in
the
in
the
prior
slide,
and
that
you
stay
off
of
this
one,
and
that's
really
my
goal
today,
because
there's
a
whole
process
that
has
to
happen
before
you
ever
get
to
a
facebook
or
twitter
and
that's
going
to
determine
more
about
the
growth
and
the
success
of
your
business.
Then
any
marketing
ever
will
I
cannot
tell
you
how
many
times
that
I
will
talk
to
entrepreneurs
or
business
owners
and
they're
stuck
on
marketing.
A
If
I
just
have
some
more
marketing,
I'll
be
okay,
it's
like
so
how
many
more
of
this
product
are
you
going
to
need?
If
you
got
ten
percent
more
clients,
I
don't
know,
but
if
I
just
get
some
more
marketing,
my
business
is
going
to
be
fine.
Now
one
of
the
things
that
happened
there
was
this
guy
named.
His
name
was
Paul
nut
and
you
TT,
which
is
kind
of
an
interesting
name.
He
was
a
doctor
who
was
a
professor
for
University
in
Ohio
and
he
actually
tracked
top
executives
over
almost
20
years,
their
decision-making.
A
You
know
whenever
they
said
we're
going
to
be
launching
new
coat.
You
know
they're,
so
these
big
companies,
these
big
executives
their
decisions
and
whenever
he
went
through
and
spoke
with
these
executives.
How
confident
are
you
in
your
decisions?
You
know:
do
you
think
your
decisions
are
good?
Do
you
think
your
decisions
are
bad?
You
think
your
decisions
are
okay.
A
A
A
So
whenever
we
talk
about
why
decisions
fail
and
by
the
way
that
he
does
have
this,
but
he
wrote
a
book
in
2002-
that's
called
why
decisions
fail.
So
I
didn't
want
to
actually
revealed
the
title,
because
you
would
have
realized
where
I
was
going
with
it
right
away,
but
that
book
is
a
very
good
book
and
even
though
it
was
written
14
years
ago,
it's
one
of
those
books
that
is
a
little
bit
of
timeless
in
the
sense
that
I
think
that
it
can
resonate
with
all
of
you
guys.
A
All
of
you
have
seen
people,
or
even
yourselves,
that
had
a
great
idea
that
you
knew
required
a
little
more
thought
than
just
your
you're
thinking.
It
was
a
great
idea
and
a
big
idea,
so
we
talked
about
getting
busy
growing
one
of
the
first
and
most
fundamental
things
that
you
need
to
do
in
order
to
be
able
to
grow
a
business,
whether
you're,
starting
or
you're
in
business.
Is
you
have
to
know
your
numbers
right?
You
have
to
know
your
margins.
How
much
money
are
you
going
to
make
at
the
end
of
the
day?
A
A
But
the
problem
is:
is
that
they
have
no
inventory
and
ordering
systems.
They
don't
know
their
food
costs.
I
had
one
client
that
I
was
working
with
down
in
morgan
hill
and
we
were
doing
a
relaunch
because
they
had
been
relocated
because
they're
building
a
gun,
eminent
domained,
you
know
that's.
Whenever
the
city
comes
in
and
says
we're
going
to
put
something
nicer
here.
A
You
need
to
get
out,
so
we
were
able
to
relocate
them
and
I
helped
them
through
that
process
and
got
them
in
their
new
location
and
last
februari
before
they
were
going
to
launch.
He
handed
me
their
menu.
This
is
a
business
that
had
been
in
business
is
from
second
generation.
Business
had
been
in
business
over
30
years.
Hands
me
the
menu.
This
is,
do
you
think
these
prices
are
too
expensive
for
what
we're
trying
to
do
here
and
I
looked
at
him.
A
I
said:
well,
whenever
you
costed
the
menu
out,
what
is
your
food
cost
on
this
menu
and
he
looked
at
me
like
I
said
you
know,
how
did
you
feel
about
me
killing
your
cat?
Last
week,
I
was
like
whoa
what
I
said.
You
know
whenever
you
took
the
ingredients
of
your
food,
that's
on
the
plate
and
you
extrapolated
the
cost
of
that
food,
because
if
your
food
cost
is
too
high,
your
food
cost
and
I'm
gonna
use
a
lot
of
restaurant
examples.
A
If
you
didn't
hear
from
rich,
you
know
I've
got
now
about
27
years.
Experience
in
the
restaurant
industry
I've
helped
lots
of
restaurants.
Open
I've,
helped
more
restaurants
stay
open,
but
the
point
is,
is:
if
your
food
cost
is.
Your
typically
is
going
to
be
about.
Twenty
five
percent
is
what
you're
looking
for
now.
There
are
some.
There
are
some
exceptions
if
you're
serving
a
lot
of
meat
it's
to
be
higher
than
that,
but
your
cells
are
going
to
be
higher
because
you're
charging
more
for
the
for
the
protein,
but
that's
a
whole
nother
story.
A
If
we
just
take
a
regular
example,
your
food
cost
should
be
about
twenty
five
percent.
So
if
you
cost
your
menu
and
it
comes
out
to
fifteen
percent-
guess
what
your
prices
are
too
high
you're
making
a
lot
more
money
on
that,
then
you
should-
and
it's
probably
not
going
to
go
over
real
well
at
some
level,
your
customers
are
going
to
figure
that
out.
A
On
the
same
token,
if
your
food
cost
is
seventy-five
percent,
then
you're
not
charging
enough,
and
so,
whenever
you're
designing
a
menu,
you
need
to
have
a
blend
of
things
on
your
menu,
some
of
them
more
expensive
and
a
higher
food
costs
than
others.
Because
you
don't
want
you
know
your
chips
and
salsa
aren't
going
to
run
you
nearly
as
much
as
that.
New
York
steak
as
far
as
the
cost
of
the
plate,
but
there
are
people
that
are
going
to
want
to
enjoy
that
that's
salsa
and
it's
a
good
addition.
A
If
somebody
wants
something
to
snack
on
while
they're
waiting
for
their
food,
so
you
know
not
all
of
your
menu
needs
to
come
in
at
25
who's
going
to
be
above
and
below,
but
your
average
needs
to
come
in
at
about
25.
So
when
I'm,
having
a
conversation
with
this
guy
he's
looking
at
me,
like
he's,
never
heard
about
this
before
when
we
were
talking
about
growing
his
business
and
expanding
his
sales,
I
did
the
next
logical
question.
I
said:
okay,
so
let's
not
talk
about
food
costs.
A
A
They
didn't
use
a
form,
so
they
just
walk
around
and
say
you
know
what
I
think
we
need
some
of
this
and
we
need
some
of
that
I
didn't
want
to
walk
into
his
route
joaquin
refrigerator.
I
said
I
don't
want
to
go
in
there.
He
said
why
I
said
because
you're
gonna
have
a
lot
of
stuff
in
there.
It's
like
how'd.
You
know
the
reason
I
knew
because
it's
human
nature,
when
you're
in
a
restaurant,
that
what's
the
one
thing
you
don't
want
to
do
in
a
restaurant,
run
out
of
food.
A
It's
gonna
go
on
special
at
some
point
in
time,
hopefully
not
special
in
that
way.
But
the
point
is:
is
that
if
you
are
going
to
go
into
business-
and
you
have
any
hope
of
growing
your
business
shouldn't
the
first
step,
you
really
being
that
you
really
understand
your
margins?
How
much
are
you
going
to
make?
What's
it
going
to
cost
you?
What
are
the
systems
that
need
to
be
in
place?
Everybody's,
a
basketball
fan
now
the
Golden
State
Warriors
have
done
better
right,
so
I
can
actually
use
this
one.
A
You
know
if
you
guys
haven't
figure
out
I'm
a
little
bit
taller
than
the
average
bear
and
I
had
a
very
short-lived
basketball
career
in
high
school
and
I.
Remember
that
whenever
I
played
basketball,
I
always
wanted
to
do
the
three-point
shots.
I
wanted
to
do
the
fancy
shots.
I
want
to
do
hook,
shots
I
want
to
do
fancy
dribbles.
You
know
the
Harlem
Globetrotters
trotters
were
just
an
amazing
group
and
they
had
all
these
fancy
shots
that
they
were
doing.
A
I
always
wanted
to
do
those
fancy
shots,
and
my
coach
would
sit
me
on
the
free-throw
line
and
say:
go:
do
free
throws
and
I
take
a
coach
if
I
can
just
get
this
lay
up
in
these
fancy
shots
I'm
just
going
to
look
so
good
when
I'm
out
there
and
he'd
say
shut
up
into
your
free-throws
I
said
well.
Why,
and
he
said
well,
you
know
what
we
are
trying
to
do
all
those
fancy
shots
with
a
with
a
bleachers
full
of
crowd.
A
There's
a
lot
of
pressure
on
you
and
you
may
or
may
not
make
it.
It's
really
well
actually,
probably
less
than
fifty-fifty
chance
you're
going
to
make
these
fancy
shots,
but
when
you're
doing
a
free
throw
there's
nobody
running
at
you,
it's
just
you
in
the
basket
and
if
you
can't
make
a
hundred
percent
of
those
shots,
if
you
can't
do
that
every
single
time,
don't
you
think
you
should
practice
that
one?
A
So
the
first
part
of
it
is
that
you
know
your
numbers,
you
know
what
you're
looking
to
do,
what
your
salary
is
going
to
be,
what
you're
going
to
make,
how
this
is
going
to
go
and
you
set
up
all
of
your
business
so
that
it
can
achieve
that
and
you're
very
comfortable
with
that
thought
process.
Then
the
next
part
of
it
is
that
you
have
systems
that
you've
got
all
the
systems
in
place
so
that
you
can
repeat
this
as
often
as
you
need
to
in
a
restaurant,
it's
every
15
minutes.
A
You
know
a
lot
of
people
think
that
in
a
restaurant
you're
talking
about
every
day-
and
you
need
to
come
back
and
do
this
every
day
and
I'd
look
at
my
employees
and
saying
no!
No,
we
need
to
do
this
every
15
minutes,
because,
if
somebody's
waited
longer
than
that
for
their
food
they're
not
going
to
be
happy
with
you.
So,
however,
often
you
need
to
repeat
that
process.
You
need
to
be
able
to
do
that
successfully
because
right,
you
want
to
do
it
successfully.
A
You
really
don't
want
to
say
what
we're
going
to
be
successful
for
three
blocks
of
those
15
minutes
out
of
every
hour.
Is
that
success?
Probably
not
so
you
need
to
be
able
to
repeat
it,
but
then
there's
another
step
here.
So
now
you've
actually
got
it.
You
know
got
your
business
where
you
can
fundamentally
operate.
Do
you
guys
begin
to
see
now
why
this
is
important?
I
mean?
Why
would
you
ever
worry
about
tweeting
five
days,
you
know
5
tweets
a
day,
get
your
Facebook
and
worry
about
Yelp.
A
Why
would
you
even
begin
to
worry
about
that
and
when
I
talk
to
business
owners
they
get
that
because
they
all
think
that
marketing
will
solve
it,
but
at
some
level
you
know
that
there's
something
that's
probably
more
important
than
marketing
I'm
missing
something
here.
What
should
I
do
before
I
work
on
marketing
and
that's
really
making
sure
your
business
is
ready
for
the
business
and
that's
what
this
is
all
about.
A
One
of
the
things
we're
going
to
talk
about
is:
how
do
we
have
these
conversations?
You
know
if
we're
going
to
talk
about
your
business.
You've
got
to
be
able
to
look
at
the
whole
picture.
There's
a
few
ways
to
do
this.
You
know
most
of
the
time
people
hear
about
business
plans,
how
many
of
you
heard
of
business
plans
I
mean
you
guys.
We've
done
a
business
plan,
oh
my
god.
I
feel
sorry
for
you.
A
This
is
called
a
business
model
and
this
one
is
actually
called
the
lean
canvas
or
the
business
model.
Canvas
this
tool
is
good
if
you've
been
in
business
for
a
while
and
you've
got
a
real,
specific
problem
that
you're
trying
to
achieve.
So
if
your
Apple
and
you
need
to
come
up
with,
say,
an
iphone
7
and
you've
had
an
iphone
6
for
a
while
and
you're
trying
to
figure
out
how
to
innovate.
You
get
a
team
to
pull
this
out
and
they
start
talking
about
because
then
you
begin
to
have
conversations
whoo-hoo,
our
customers.
A
A
But
if
you
aren't
already
in
business,
if
you
either
are
new
to
business,
have
a
new
business
or
if
you
just
really
when
you
went
into
business,
didn't
feel
that
you
put
all
the
pieces
together
together.
There's
a
better
model
and
I
like
this.
One
and
I've
actually
worked
with
this
one
very
successfully,
and
what
I
like
about
this
one
is
that
you
walk
away
with
actions.
You
walk
away
with
the
things
that
you
need
to
do,
there's
three
different
levels
to
this
one.
You
can
see
that
there's
the
main
row
in
the
center.
A
That's
talking
about
your
big
idea
and
next
to
the
big
idea.
You've
got
all
the
different
things.
You
need
to
worry
about.
Take
a
look
at
this
I'm
gonna
step
away
here,
a
little
bit.
You
can
see
that
you've
got
your
product
and
your
market,
your
customer,
your
vehicle,
so
pretty
standard.
You
know
what
do
we?
What
are
we
making?
How
are
we
making
it?
How
we
marketing
and
how
we
getting
it
out
there
then
you've
got
the
middle
area
which
talks
about
the
money
which
you
need
to
have
you
know
what?
A
Where
are
you
getting
your
revenue?
And
this
is
the
point
to
show
where
I
stop
and
say
that
every
business
needs
to
spend
the
majority
of
their
time
here
anytime.
You
want
to
talk
about
business,
we
need
to
talk
about
revenue
and,
if
you
have
ever
worked
with
anybody
who's
worth
their
salt
they'll
start
here,
because
what
are
you
in
business
for
to
generate
revenue
and
maybe
some
income?
And
so
this
is
where
you
need
to
start,
and
this
is
where
we
always
have
a
lot
of
conversations,
because
there's
lots
of
ways
of
generating
revenue.
A
Let's
say
that
you
are
a
restaurant
and
you've
got
a
concept.
Are
you
going
to
go
into?
Are
you
going
to
spend
250
thousand
renovating
a
space
here
in
cupertino
you're,
going
to
pay
ten
thousand
dollars
a
month
to
try
your
idea
see
if
it
works
who's
in
what
if
there
was
a
festival,
and
then
we
have
them
from
Palo
Alto
down
to
gilroy
just
about
every
weekend
that
you
could
get
a
booth
and
start
putting
some
of
your
products
out
there?
Organizing
your
inventory,
organizing
your
menu
and
testing
your
assumptions?
A
Do
people
really
want
this?
You
can
do
a
festival
for
a
couple
thousand
dollars
in
food
costs.
You
can
make
four
to
five
to
ten
to
fifteen
thousand
one
day
in
revenue
and
guess
what
you
didn't
have
to
pay
hundreds
of
thousands
of
dollars
for
a
remodel
in
tens
of
thousands
of
dollars
a
month
for
rent
to
get
started.
A
You
can
already
start
making
money
and
then,
after
you
start
making
money,
it's
a
lot
easier
to
get
loans
and
other
people's
money,
and
you
also
have
an
idea
that
whenever
you
get
into
that
brick
and
mortar
and
you
spend
all
that
money
to
get
in
there,
you
pay
all
that
money
in
red.
Guess
what
you're
a
lot
more
confident,
you're
gonna
be
successful
right
because
you've
thought
about
it.
A
You
guys
get
where
I'm
going
with
all
this
and
I
think
you
guys
are
with
me,
but
there's
more
to
do
here,
the
final
one,
which
is
the
most
important
one,
and
it's
probably
the
one
that
is
most
abused,
that
people
feel
that
they
have
the
best
handle
on
that
they
typically
have
the
worst
hand
alone
and
the
number
one
out
of
those
four
when
it
comes
to
sales,
funding,
promotion
and
team
is
what
does
reason.
He
knows
that
team
people
ignore
their
team.
How
many
things
if
you're
an
entrepreneur,
do
you
do?
A
Well,
you
do
accounting.
Do
you
do
employment
law?
Do
you
do
Twitter?
What
do
you
do?
Well,
if
you're
an
entrepreneur,
whatever
your
big
idea
is
right.
Whatever
that
product,
whatever
that
service,
whatever
it
is,
you
came
up
with
that
you're
saying
I
can
make
a
lot
of
money
doing
this,
but
chances
are
good.
You
don't
do
a
whole
lot
of
other
things
very
well,
but
guess
what
you
feel
like
you
have
to
well.
A
I,
don't
have
any
money
to
pay
anybody
so
I'm
going
to
have
to
build
the
website,
so
I'm
gonna
go
on
to
one
of
these
website
places
and
I'm
gonna
be
able
to
I'm
going
to
come
up
with
a
logo.
I'm
going
to
come
up
and
you
know
what
it
all
doesn't
look
very
good,
and
so
the
things
you
need
to
remember
is
that
your
big
idea
is
important.
A
The
thing
that's
going
to
make
you
all
the
money,
but
if
you
don't
have
a
team
to
do
it
with
you've
already
lost
you
can't
do
it
all.
You
can't
do
it
all.
You
guys
have
all
heard
the
terms
about
many
hands.
Make
light
work.
You
know
you
need
a
team
effort
to
do
it
now,
that's
not
to
say
that
you
need
to
pay
everybody
or
even
give
equity.
A
If
your
kid
can
do
the
website
see
in
the
middle
resources,
because
the
whole
thing,
if
it
is,
when
we
talk
about
revenue
and
expenses,
it's
not
just
revenue
expenses,
its
resources.
What
if
you
have
a
buddy
I've
got
a
buddy
named
rich
and
I'm
thinking
about
hiring
a
ploy.
I
said:
dude
I,
don't
have
any
money
right
now,
but
I'm
going
to
make
it
big
and
whenever
I
expand
you're
my
go-to
guy,
but
right
now,
I
need
a
team.
I
need
one
person.
A
How
can
I
do
this
without
screwing
up
so
that
I
don't
see
a
lawsuit
within
my
first
60
days
of
trying
to
make
revenue
at
these
festivals?
With
my
new
restaurant
concept,
you
need
to
build
your
relationships
and
access
the
other
resources
that
are
in
your
life.
If
your
husband
is,
if
I
is
the
financial
guy
in
the
family
or
your
wife
is
the
financial
guy
in
the
financial
person
in
the
family.
Let
them
do
the
books,
let
them
organized
the
money.
A
Let
them
help
you
with
the
inventory
and
ordering
and
all
of
the
math
that
you
don't
want
to
do
while
you're
in
the
kitchen
figuring
out
what
great
food
you're
going
to
make.
But
a
team
is
critical
and
a
team
is
important.
I
think
you
guys
get
that
part
and
once
again
this
is
one
of
the
ones
that
is
most
underutilized.
A
If
you
don't
have
a
team,
but
you've
got
a
big
idea
and
you
think
you're
going
to
make
it
you've
already
been
become
one
of
those
executives
that
think
that
your
decision
making
is
great
but
you've
already
lost
at
least
halfway.
So
that's
why
it's
really
important
for
you
guys
to
kind
of
change
the
way
that
you're
thinking
the
other
two
parts
about
this
that
are
important
are
the
exterior.
So
we
talked
about
testing
the
latest
assumptions
and
then
start
doing
so:
you're
testing
your
menu
and
you're
starting
to
do
it
so
you're
making
money.
A
And
then
you
see
what
I
really
love
about
this
tool.
I,
don't
know!
If
you
can
see
it
here,
it
says
advance
and
rethink
every
time
you
add
a
team
member
guess
what
happens
you
guys
all
know.
The
ripple
effect
right
changes
everything
once
you
bring
somebody
in
because
what
if
they
can
do
two
or
three
things?
Well,
then
it
changes,
maybe
who's,
doing
your
marketing,
maybe
they're
an
amazing
chef
better
than
you
and
they
help
you
develop
the
product
anytime.
You
change
anything.
A
That's
what
kind
of
happened
to
them!
They
kept
thinking
that
a
hot
dog
on
a
stick
would
be
a
business
that
would
survive
forever
because
who
doesn't
want
a
hot
dog
on
a
stick?
Well,
obviously,
none
of
you
guys
did
and
they're
now
gone,
but
then
the
final
piece
that
I
want
you
to
see
on
the
far
right
top
and
bottom
and
then
in
the
middle
is
evolve
and
that's
the
most
important
piece
here.
A
Whenever
you
guys
move
along
your
business,
it's
going
to
change
it's
going
to
change
and
you
being
able
to
make
great
decisions
and
not
be
stuck
in
your
thinking
is
really
going
to
be
the
biggest
key.
So
now
you
guys,
you
know
it's
kind
of
weird.
Whenever
I
said
that
you
want
to
talk
about
growing
your
business,
did
you
think
this
is
what
we're
going
to
talk
about,
how
you
make
decisions,
how
you
leverage
resources
and
how
you
understand
that
as
your
business
changes,
you're
thinking
needs
to
change
along
with
it.
A
This
is
why,
in
my
my
second
slide,
that's
why
all
these
businesses
go
out
of
business
because
they
can't
change.
Now
you
get
you
have
you
guys
heard
the
term
lean,
agile,
all
those
terms.
What
that
means
is
that
you
don't
have
any
money,
you
don't
have
any
resources.
So
that's
most
of
us
and
really
the
beauty
of
that
is
just
this.
Is
that
there's
nothing
stopping
you
from
making
these
decisions,
improving
the
resources
that
you
utilize
and
rethinking
advancing
forward
evolving
and
then
continuing
to
action
plan?
A
You
and
I've
got
to
tell
you
I
would
say
at
least
75
plus
times
when
I'm
talking
with
a
business
owner
and
just
a
disclosure
here
I
am
actually
you
know.
Dennis
was
talking
with
the
Small
Business
Development
Center
I'm,
an
advisor
with
him
and
for
him
so
I
work
with
a
lot
of
the
small
businesses
in
the
area
and
one
of
the
specialties
that
I
work
with
the
Small
Business
Development
Center,
because
of
my
restaurant
background
is
about
7,200
restaurants
from
Palo
Alto
to
gilroy.
A
I,
don't
work
with
all
of
them,
but
anybody
that's
willing
to
raise
their
hand
I'm
there
for
them,
and
I've
got
to
tell
you
that
in
the
majority
of
the
time
I
just
told
you
about
the
business
owner
that
have
been
in
business
for
30
years
had
never
done.
Food
costs,
I
worked
with
another
business
and
I
said.
So.
A
A
A
However
many
hours
it
takes
to
do
whatever
you
need
to
do
you
do
all
the
ordering
you
do
all
the
inventory.
You
do
all
the
scheduling
and
you
do
all
the
work
and
you're
tired,
you're
working
hard
and
I'm
an
entrepreneur
and
I'm
a
business
owner
you're.
Not
you
bought
a
job,
you
didn't
buy
a
business.
If
you
can
go
away
from
that
job,
you
can
go
to
with
chill
em
on
a
cruise
to
Italy
for
a
month.
You've
got
a
business
and
it's
the
thing
that
people
need
to
see.
But
it's
difficult.
A
It
really
is,
you
know,
I,
don't
know.
If
any
of
you
remember,
Stephen
Covey,
he
was
very
popular
I
think
he
still
is
at
some
level,
but
there
was
a
big
surge
in
Stephen
Covey.
He
came
up
with
a
book
called
The,
seven
Habits
of
Highly
Effective
People
and
one
of
the
ones
that
always
resonated
with
me
when
it
came
to
time
management
was
sharpen
the
saw-
and
he
did
this
visual
one
of
there's
this
guy,
that's
sawing
down
a
tree
and
he's
sawing
a
guy
walks
up
and
says
you
know
your
songs,
dull.
A
You
know,
if
you
just
sharpen
the
saw,
you
could
cut
that
thing
down.
I
don't
have
time.
I've
got
to
keep
sawing
and
when
that,
whenever
I
read
that
that's
how
I
felt
when
I
was
operating,
the
restaurants,
I
didn't
have
time
to
think
about.
I
had
to
get
orders
in
I
had
to
get
employees
scheduled.
I
had
to
cover
shifts.
A
A
Your
assumptions
more
important
start
doing
start
figuring
out
what
you
can
do
right
now
to
make
some
money
and
to
test
your
idea
to
validate
that
somebody
really
wants.
This
I've
got
a
guy
that
I
was
working
with
and
I
stopped
working
with
him.
So
I
can't
help
you
you're,
not
you're,
not
listening,
so
he
started
camping
out
at
my
office.
He
had
this
amazing
idea.
A
A
Wow
know
how
many
companies
are
already
doing
this
more
successful
than
he
is
and
guess
what,
when
we
tried
his
food,
it
was
crappy,
so
he's
got
crappy
food
he's
going
to
make
that
he
wants
to
ship
to
a
lot
of
people,
and
he
did
the
one
big
mistake
that
you
never
want
to
do.
You
guys
know
how
many
people
live
in
the
south
bay
here?
A
How
many
people
live
in
just
San
Jose
alone,
you
guys
know,
there's
over
a
million
people
right
and
over
a
million
people
need
to
eat
every
day
or
mostly
every
day.
There
are
some
days
that
people
fast
for
religious
holidays
and
other
reasons,
but
for
the
most
part
most
of
those
1
million
people
are
going
to
eat
something.
A
Every
day
he
was
trying
to
ship
to
Miami
I'm,
going
to
get
dry
ice
and
I'm
going
to
ship
this
horrible
food
all
over
the
United
States,
and
if
I
just
improve
my
marketing
I'll
be
able
to
take
this
over.
You
can
see
why
stop
working
with
him
after
showing
him
blue
apron
home
chef,
all
I
mean
you
guys
have
heard
of
you
guys
heard
of
Lee's,
sir
there's
there's
millions
of
that.
A
Do
an
amazing
job
that
have
market
share
that
really
know
how
to
do
this
and
that
have
already
solved
the
problem
of
doing
it
nationwide
and
he
thinks
he's
just
going
to
take
over
the
planet
that
nobody's
ever
thought
about.
This
I
would
show
him
website
every
time
you
come
to
my
show
him
website
after
website.
He
just
wouldn't
listen.
No,
you
understand.
If
I
just
get
some
marketing
I
can
knock
those
guys
off
the
planet.
A
Well,
you
can
but
you're
going
to
probably
need
to
do
it
without
my
help,
and
so
the
challenge
is,
is
what
can
you
do
and
that's
the
other
thing
that
I
see
is
that
people
think
that
they
need
to
wait
till
all
the
Ducks
are
in
a
row
right.
Everything
needs
to
be
just
right.
Every
hair
needs
to
be
in
place.
Everything
needs
to
be
perfect
before
I
can
get
started,
not
true.
A
You
need
to
figure
out
a
way
to
start
making
money.
There's
got
to
be,
even
if
you
just
start
talking
to
your
relatives
and
have
them
try
whatever
the
product
or
try
whatever
the
services,
get
their
feedback
and
then
get
them
to
tell
somebody
about
it.
I
mean
the
thing
of
it
is,
if
you
think
about
it.
From
the
revenue
perspective,
the
whole
conversation
becomes
a
little
bit
easier
and
that's
why
I
like
starting
mirror
honestly,
because,
especially
even
with
the
gentleman
I
mentioned
about
well,
how
much
money
are
you
make
in
doing
this?
A
Who
are
you
selling
this
to
who's,
giving
you
feedback
on
this?
Well,
nobody
because
I've
got
to
get
my
international
distribution.
You
know
I'm
gonna
get
the
United
States
distribution
done.
Let
me
get
my
international
man.
I'm
gonna
get
started,
okay,
you
need
to
get
started
and
you
need
to
figure
it
out.
Now
rich
brought
up
a
lot
of
really
important
things
that
you
need
to
realize.
You
know
you
are
going
to
need
some
help
to
get
some
kind
of
a
business
structure
going.
A
There
is
a
thing
called
a
cottage
industry
permit
that
allows
you
to
cook
out
of
your
house.
The
Health
Department
will
permit
you.
You
are
then
allowed
to
sell
stuff
because
they
come
and
made
sure
that
it's
safe
for
your
to
do
that,
there's
also
some
other
licenses
and
things
that
you
need
to
have
from
a
business
license.
A
Rich
mentioned
the
fictitious
business
name
and
your
corporate
structure
and
all
of
those
things
you
need
to
do
additionally,
so
you,
while
I,
am
encouraging
you
to
get
started
and
get
out
there
to
do
Revit
to
start
making
revenue.
What
I'm
not
telling
you
to
do
is
do
it
illegally,
and
so
that's
the
one
disclosure
in
caveat.
But
what
that
we
did
too
is
what
I
really
want
to
share
with
you
in
regards
to
that.
One
of
the
things-
and
it
was
funny
cuz-
I
was
talking
with
dennis
a
little
bit
earlier.
A
The
one
thing
that
I
see
from
people
that
are
currently
in
business
and
people
that
are
wanting
to
get
into
business
is
the
one
thing
they
don't
realize
is
that
there
are
so
many
of
the
resources
there's
so
many
resources
that
are
free
to
you.
There's
this
here
today,
I
mean
you
guys
are
here
at
a
free
resource
with
groups
and
individuals
that
have
a
ton
of
expertise
in
doing
this
stuff.
You
guys
are
not
alone.
You've
got
Angela
here
from
the
city.
A
If
you
wanted
to
open
up
a
business
here
in
the
city
or
if
you
just
wanted
to
get
started,
you've
got
resources
in
the
city
with
the
city
to
do
that.
Chamber
of
commerce
is
here.
If
you
wanted
to
figure
out
how
to
plug
into
networks
or
where
you
might
find
some
customers
to
begin
that
testing
process,
or
if
you
needed
a
team
I'm,
you
guys
met
chu
LMK.
If
you
said
you
know,
I
I
know
I
need
some
marketing
stuff
I
need
somebody
on
my
team
to
do
it.
I
won't
pay
some
Mike.
A
You
know
people
can
find
your
resources,
so
the
chambers
of
commerce
can
do
it
spdc,
which
I
am
like
I,
said
an
advisor
for
I
I.
Do
it
because
I
do
I
think
it's
one
of
the
best
and
most
underutilized
resources.
You
guys
pay
for
it
through
your
taxes,
it's
through
the
Small
Business
Administration
were
you
know,
were
you
know
we'll
get
into
all
the
mechanics
of
that?
But
the
main
main
important
thing
is
that
this
group's
got
marketing.
This
group
has
got
business
advisors.
A
This
has
got
people
that
specialize
in
and
getting
businesses
started,
starting
to
generate
revenue.
Having
these
conversations
helping,
you
find
your
team
and
putting
this
all
together
and
even
if
you
need
access
to
capital
I'm
going
to
need
some
money
to
do
this,
how
do
I
do
this?
But
just
imagine
in
the
in
the
scenario
we're
talking
about
you
start
going
to
these
festivals.
We
start
testing
your
menu
items
for
your
food
because
you
want
to
get
that
restaurant,
your
dream
of
having
a
restaurant.
So
you
go
to
these
festivals.
A
You
make
in
five
six
ten
thousand
dollars
each
one
of
these
festivals.
This
is
safe,
it's
5,000
who
wouldn't
take
5,000
for
one
day's
work
and
you
start
hiring
employees
because
you're
doing
all
this
right,
you've
got
proper
places
of
cooking
and
storing
all
this
things,
you're
gaining
all
of
this
knowledge
now
you're
ready
to
go
to
a
brick-and-mortar
guess
what
you've
got
revenue
to
tell
a
bank
I've
been
in
business
for
eight
months
now,
I've
done
every
festival
from
Palo
Alto
down
to
gilroy
and
I've
tested
the
market.
For
my
food,
everybody
loves
it.
A
I
could
keep
doing
this
all
day
long,
but
I'd
like
to
find
a
home
I'm,
getting
tired
of
traveling
all
over
the
county
to
make
money.
There's
a
cute
spot.
That's
about
five
blocks
from
my
house
that
I
could
walk
to
I'd
like
to
renovate
that
space
and
open
up,
but
I'm
going
to
need
some
money
to
do
it
at
that
point
in
time
it
becomes
a
much
easier
story
to
tell
you're
able
to
go
into
a
bank
you're
going
to
need
to
do
the
business
plan
at
that
point.
I'm.
A
Sorry
to
tell
you
that
you
guys
need
to
do
a
business
plan,
you're
going
to
need
to
go
through
all
this
painful
stuff,
but
guess
what
a
small
business
development
center
has
got.
Advisors
that
can
help
you
walk
through
this
process
as
well.
Now
they're
not
going
to
do
all
the
work
for
you,
but
they
can
help
you
down
the
road
and
they
can
help
definitely
to
be
a
coach
to
get
this
thing
done
and
over
the
top,
and
they
also
can
tell
you
who's
best
to
work
with.
A
Are
you
good
for
an
SBA
loan
or
would
be
more
appropriate
for
you
to
get
with
a
small
community
bank
or
is
maybe
one
of
the
big
players
like
Wells
Fargo,
the
best
fit
for
you?
There
are
people
in
the
SBDC
that
can
help
you
with
those
decisions.
So
you
don't
have
to
even
think
that
one
through
but
you're,
going
to
need
to
do
some
additional
work
and
get
this
going.
But
if
you've
already
got
a
business,
you've
already
worked
out.
A
A
We
help
young
entrepreneurs
with
a
great
idea
to
take
it
from
a
great
idea
into
an
actual
functioning
revenue
generating
business,
and
that's
actually
worth
well
not
wear
that
models
from
that's
where
this
one's
from
this
is
from
the
startup
cup.
If
you
can
see
the
little
logo
here
in
the
corner,
this
is
a
business
model
that
we
use
to
help
a
lot
of
entrepreneurs
to
be
successful,
to
take
their
idea
from
the
big
idea
to
making
money
and
becoming
a
real
business.
So
you
guys
have
a
lot
of
options
out
there.
A
A
Utilize
tools,
help
visualize
and
think
your
idea
through
know
your
numbers
know
what
you
need
to
do
to
be
able
to
start
and
grow.
This
business
get
helping
partnerships
to
do
it
and
I
get
out
there
and
make
some
money
and
have
some
fun
and
do
what
you
guys
have
a
passion
and
a
goal
to
do.
It's
all
open
up
for
questions.
Thank
you.
A
Anybody
have
any
questions
on
this
and
crazy
thoughts
need
anything
UNH
go
ahead.
I
am
NOT
the
Chamber
of
Commerce,
so
I
can
be
gotten
to
hold
up
from
anybody
here.
So
if
you
were
go
to
the
city,
they
know
how
to
get
ahold
of
me.
You
were
to
go
to
the
Chamber
of
Commerce
I'm,
either
going
to
be
in
that
building
or
they're
pretty
soon
for
a
meeting.
If
you
go
to
rotary,
they
all
know
me.
A
If
you
go
to
the
Small
Business
Development
Center,
they
probably
have
an
idea
of
how
to
get
ahold
of
me
as
well.
You
know
I,
if
you
can't
tell
have
a
passion
around
this
I,
just
think
that
I
love
it
when
people
have
ideas,
I've
got
a
lot
of
experience
and
a
lot
of
knowledge.
But
what
really
really
sparks
me
at
the
end
of
the
day
is
seeing
your
ideas,
your
energy
and
seeing
you
guys
make
great
decisions
start
to
grow
revenue,
because
you
guys
do
this
because
you
have
a
passion
for
it.
A
That's
usually
what
we
start.
It
isn't
all
about
money,
I'm
going
to
be
a
millionaire
is
and
what
I
usually
here,
whenever
people
walk
through
the
door,
I'm
here
to
tell
you
I'm
going
to
be
a
millionaire,
it's
I've
got
a
great
idea
and
I'd
like
everybody
to
be
a
part
of
it,
and
it's
that
passion
that
really
drives
it
all
and
that's
what
I
look
forward
to
you
could
also
grab
my
business
card.
If
you
don't
have
it
I'm
going
to
be
here
for
a
little
while
as
well.
So
thank
you
guys.