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How to Use Others’ Assets to Attract Buyers

Posted on | August 10, 2009 | No Comments

Bundle Up. Use others’ assets to start your own company.

“I lost my job, so I’m looking for something entrepreneuerial that I can do. But I don’t have many resources. Any suggestions?” As the host of  NxBizSuccess, I hear this question a lot.One idea is to become a packager of specialty products or component  services that a buyer would prefer in a single, convenient  solution….to become a ‘gateway’ or “switchboard.’  No equipment or capital is required, really. All it takes is the ability to make  enough industry connections to achieve leverage with both seller and  buyer. To begin, you must have a sales personality and use it to aggregate other small companies that are willing to work together (under your supervision) in order to generate sales they couldn’t have gotten without you.

Again, the key: Have enough subcontractors and customer prospects to create a concentration of power. It probably requires that you, the entrepreneur, have 15% or 20% of the subcontractors or vendors in a marketspace working with you in order to have leverage with the buyer.  Relationship-building, trust (especially on pricing) and momentum are  
the key.

This business model is used in the building trades, in Hollywood and in many creative or consulting businesses. But it’s becoming more popular in almost any industry where there are lots of parts and pieces and buyers value an integrated solution. Consider becoming a middle-man and a talent integrator if you lack the resources to build your own brick and mortar company from scratch.

Lynn Hinderaker, Host, NxBizSuccess

President, OmegaPointMarketing

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