Interview with Business Advisor Margareta Wallentén

You employ the business development model in your every day work. Why is that?
- Every time I meet entrepreneurs and innovators, people with ideas, I see that this model works. It makes it easier to explain what it is all about, to make long term action plans, analyze, spell out the objectives. Ideas are refined and the companies are built on a more stable ground. At Teknopol, the entrepreneur meets with me on a regular basis. Not just a pile of self-study material.

-It provides me with a method to approach the difficult discussions, such as setting the value of the company and make the entrepreneur really think: What is the idea worth.

- With the model the evaluation becomes objective, without bias, because it pinpoints what they need to do. Also other issues, such as "what should the team look like, in what role will you make the most of your skills, interests and qualities, what other qualities and skills are required in the team to move the business forward.” It's there in black and white, it's unevitable questions.

Do we pamper Swedish entrepreneurs?
–Yes. Well, you might say we do a bit. But in effect that means that I can get the entrepreneur to understand and realize that he/she may not be the right person for the job, and reach this understanding quicker. Here we don´t use advisory boards, i.e. expert committees that give their opinions, and that can work as sparring partners. In Sweden the Business Advisor plays that role, because in general people are afraid to share their ideas with several people.

-It's important to stress that Teknopol never takes an operative role in a company. Nor are we purely a coach. A coach only reflects facts while Teknopol actively provides advice.

What's most difficult with your job?
- Entrepreneurs don’t always do what we advise them to, and don´t always want to accept the facts. Which is a good thing in an entrepreneur! However, my opinion and the entrepreneur’s opinion are less important than the customer’s response. If there is no customer interest, then the quality of the business plan is irrelevant.

-It is the market that ultimately decides whether the idea will be successful. If you research customer needs at an early stage, then you have a better chance to offer the customers what they want - so that they wont choose an other supplier.

Are there more or less start-ups in the future?

-In the ongoing recession we see an increasing number of people continuing academic studies towards a doctorate. Many look for alternatives to employment.

-We don’t know what it will lead to. It is bubbling. Also among us, in the supportive groups, which the interest in learning Focus Business Development shows. We are happy to cooperate instead of going alone. If all of us who work with growth can reach out with the same mission together, to support those same ideas that many of us encounter, and not stress our own importance too much. An idea must be cultivated where it has the best conditions, and not be forced into the wrong garden.

So how long does it take in general to reach success on the market?
-The length of the process depends on the idea. Service ideas, involving individuals, must be launched quickly – within six months. Obvious success factors are: find customers at an early stage; look at customer financing. And do not think you can do everything on your own. Supplement with other resources and competencies!