Start-Up Services

A start-up is a new business that tests an idea and aims to grow. Learn the words you will hear.

• Terms: customer, problem, solution, prototype, pilot, revenue, cost, runway, founder.
• Runway is how many months you can run before money ends.
• Start-up services help new firms with setup, product tests, bookkeeping, planning and finding customers.
• Talk to one founder about the first six months and write what surprised them.
• Learn what a founder does in a normal week: sell, build, count money, fix problems.
• Write the problem you want to solve in one sentence and name who has it.
• List what you can do yourself and what you need a partner or adviser for.

Activity. Interview one founder and write the problem they solve, who pays and what they would do differently.

Standard to meet. Task: write a founder interview note. Condition: one 20-minute talk. Standard: problem, customer, money source and one lesson, in plain words.

Test the idea with real people before you spend much.

• Steps: find the problem, talk to ten people, sketch the offer, build the smallest test, measure, decide.
• Ask what they do now, what it costs them and what they have tried.
• A prototype is a rough version used to learn, not to impress.
• Write down what would prove you wrong.
• Ask open questions and write the answers word for word.
• Count how many of the ten people say the problem is serious enough to pay for.
• Change the offer after each round of talks and note what you changed.

Activity. Interview ten possible customers and write the one-line value statement.

Standard to meet. Task: run ten customer interviews. Condition: two weeks. Standard: notes dated; the value statement names who, need, result and how it differs from what they do now.

Apply what you learned by making a simple test and measuring it.

• Choose one feature or service that solves the main problem.
• Set one measure of success before you start.
• Run the test for a fixed time with real users.
• Write down what you learned and what you will change.
• Make the test by hand before you build any software or buy equipment.
• Write the cost of the test, in money and in hours.
• Ask each user why they did or did not pay, and record the answer.

Activity. Build and run a small test for two weeks and record the measure.

Standard to meet. Task: run a small test. Condition: real users, fixed time. Standard: measure set in advance, results recorded and one decision made.

How you set up affects tax, risk and paperwork. Check the options.

• Common forms: sole proprietor, partnership, corporation. They differ in liability, tax and cost to set up. Ask an accountant or lawyer for your case.
• Register your business name and get any needed local licences. Check with the provincial and city offices.
• Register for a business number and sales tax once required. If you hire, payroll deductions must be remitted. Check the current rules with the tax agency.
• If there are several founders, put in writing who owns what and what happens if someone leaves.
• Ask an accountant about the tax effects of each business form before you choose.
• Check whether your name, domain and logo are free to use.
• Write the date each registration or filing is due, and set a reminder.

Activity. Build a rules table and a one-page founder agreement outline.

Standard to meet. Task: build a rules table and outline. Condition: official pages and one adviser conversation. Standard: each row has a dated source; the outline covers roles, ownership and exit.

Count costs and cash. Many start-ups fail from running out of cash, not from a bad idea.

• List start-up costs and monthly costs. Separate fixed and variable.
• Margin per unit = price minus variable cost. Break-even = fixed cost divided by margin.
• Plan three cases: low, expected and high sales.
• Learn about public grants, loans and programs for new business, and read the terms. Check current programs with business support offices.
• Add a cash buffer for the first three months of costs.
• Compare your monthly cash in and cash out, and note the lowest balance.
• Check what is due and when, such as tax, rent and supplier payments.

Activity. Build a 12-month cash plan with three cases and a runway number.

Standard to meet. Task: build a cash plan. Condition: spreadsheet with visible formulas. Standard: units shown, three cases, runway computed, mentor checks arithmetic.

A start-up runs on a few clear numbers and weekly habits.

• Pick three weekly measures, such as new leads, paying customers and cash.
• Hold a short weekly review and choose one action.
• Keep invoices, receipts and bank records in order from day one.
• Review with an adviser each quarter.
• Write the one action you will take for each of the three measures.
• Pay yourself on a schedule and record it as a cost.
• Spend 30 minutes each week entering receipts and bank lines so the books never fall behind.

Activity. Run a four-week log with the weekly one-page check.

Standard to meet. Task: run and log four weeks. Condition: real or practice venture. Standard: four weekly pages complete and each action is dated with a result.

Early customers teach you the most.

• Start with direct contact and personal introductions.
• Write a one-page offer: who, what, result, proof, price, how to start.
• Use consent for emails and texts; follow the current anti-spam rules.
• Track a funnel and fix the weakest step first.
• Ask each early customer for a short written comment, with permission to share it.
• Offer a small discount for the first few customers in return for feedback.
• Keep a list of every person you contact, the date and the reply.

Activity. Send twenty consent-based messages and book five conversations.

Standard to meet. Task: run an outreach test. Condition: two weeks. Standard: messages logged, replies recorded, one test and its result written.

A pilot tells you whether to stop, change or grow.

• Risk register: cash, key person, copy, data breach, supplier, rule changes.
• Ask an adviser about intellectual property, such as trademarks, copyright and patents, before you share your idea widely.
• Run a 60 to 90 day pilot with a stop rule.
• Write the review and a 12-month plan with three milestones.
• Decide which parts of your idea to keep secret, such as a recipe or a client list, and which to protect formally.
• Choose the numbers that will show if the pilot works: customers, cash and repeat buyers.
• List three people to ask for advice, and the question to ask each.

Activity. Run the pilot and present the review and plan to a panel of three.

Standard to meet. Task: run a start-up pilot. Condition: legal and ethical practice. Standard: measures tracked, decision supported by numbers, plan clear.

L1: Digital aware learner. You can define: name the main terms, people and rules of start-Up Services. Focus module: Know what a start-up is and the words used (Understand, 6 h). A start-up is a new business that tests an idea and aims to grow. Learn the words you will hear. Key points: Terms: customer, problem, solution, prototype, pilot, revenue, cost, runway, founder. Runway is how many months you can run before money ends. Start-up services help new firms with setup, product tests, bookkeeping, planning and finding customers. Talk to one founder about the first six months and write what surprised them. Learn what a founder does in a normal week: sell, build, count money, fix problems. Write the problem you want to solve in one sentence and name who has it. List what you can do yourself and what you need a partner or adviser for.

Speaker notes. Teach: open with the worked example. Cash 12,000 and monthly spending 3,000 gives runway of 12,000 / 3,000 = 4 months. If you cut spending to 2,000 a month, runway grows to 6 months. The same cash lasts longer with lower costs. Then set the activity: Interview one founder and write the problem they solve, who pays and what they would do differently. Mark against the standard: Task: write a founder interview note. Condition: one 20-minute talk. Standard: problem, customer, money source and one lesson, in plain words. Check at this level: What is runway? Model answer: Months you can run before cash ends. Level note: Start here if new. Evidence: a one-page glossary and a visit or interview note.

L2: Support assistant. You can describe: explain how start-Up Services works from first contact to result. Focus module: Explain how an idea becomes a tested offer (Apply, 6 h). Test the idea with real people before you spend much. Key points: Steps: find the problem, talk to ten people, sketch the offer, build the smallest test, measure, decide. Ask what they do now, what it costs them and what they have tried. A prototype is a rough version used to learn, not to impress. Write down what would prove you wrong. Ask open questions and write the answers word for word. Count how many of the ten people say the problem is serious enough to pay for. Change the offer after each round of talks and note what you changed.

Speaker notes. Teach: open with the worked example. Test: a one-page sign-up for a tutoring service. Goal: five paid sign-ups from fifty visitors, which is 5 / 50 = 10 percent. If fewer than two sign up (under 4 percent), change the offer. Then set the activity: Interview ten possible customers and write the one-line value statement. Mark against the standard: Task: run ten customer interviews. Condition: two weeks. Standard: notes dated; the value statement names who, need, result and how it differs from what they do now. Check at this level: Why talk to ten people first? Model answer: To learn the real problem before building. Level note: Evidence: a flow chart and a two-minute spoken explanation.

L3: Junior developer or analyst. You can apply: carry out a routine task in start-Up Services to a written standard. Focus module: Build the smallest version and test it (Apply, 10 h). Apply what you learned by making a simple test and measuring it. Key points: Choose one feature or service that solves the main problem. Set one measure of success before you start. Run the test for a fixed time with real users. Write down what you learned and what you will change. Make the test by hand before you build any software or buy equipment. Write the cost of the test, in money and in hours. Ask each user why they did or did not pay, and record the answer.

Speaker notes. Teach: open with the worked example. Smallest test: a hand-made weekly meal list sent to ten homes. Measure: how many pay for week two. If 4 of 10 pay, the rate is 40 percent. At 12 CAD per list, 4 payers bring in 48 CAD for the week. Then set the activity: Build and run a small test for two weeks and record the measure. Mark against the standard: Task: run a small test. Condition: real users, fixed time. Standard: measure set in advance, results recorded and one decision made. Check at this level: What does a test need before it starts? Model answer: One measure of success and a fixed time. Level note: Evidence: a supervised task record that meets the standard once.

L4: Developer, consultant or builder. You can analyse: diagnose why a start-Up Services result missed its target and fix it. Focus module: Choose a business form and meet Canadian rules (Evaluate, 8 h). How you set up affects tax, risk and paperwork. Check the options. Key points: Common forms: sole proprietor, partnership, corporation. They differ in liability, tax and cost to set up. Ask an accountant or lawyer for your case. Register your business name and get any needed local licences. Check with the provincial and city offices. Register for a business number and sales tax once required. If you hire, payroll deductions must be remitted. Check the current rules with the tax agency. If there are several founders, put in writing who owns what and what happens if someone leaves. Ask an accountant about the tax effects of each business form before you choose. Check whether your name, domain and logo are free to use. Write the date each registration or filing is due, and set a reminder.

Speaker notes. Teach: open with the worked example. Rules table row: 'Business name | provincial registry | register before using the name | before launch | registration kept on file'. If registration takes 2 weeks and launch is in week 6, apply by week 4 at the latest, and sooner for a safety margin. Then set the activity: Build a rules table and a one-page founder agreement outline. Mark against the standard: Task: build a rules table and outline. Condition: official pages and one adviser conversation. Standard: each row has a dated source; the outline covers roles, ownership and exit. Check at this level: Name two common business forms. Model answer: Sole proprietor and corporation (or partnership). Level note: Evidence: a fault or gap analysis with a fix and a repeat test. This course targets this level.

L5: Senior specialist or team lead. You can evaluate: judge options for start-Up Services against cost, risk and quality. Focus module: Run a lean week and keep records (Create, 6 h). A start-up runs on a few clear numbers and weekly habits. Key points: Pick three weekly measures, such as new leads, paying customers and cash. Hold a short weekly review and choose one action. Keep invoices, receipts and bank records in order from day one. Review with an adviser each quarter. Write the one action you will take for each of the three measures. Pay yourself on a schedule and record it as a cost. Spend 30 minutes each week entering receipts and bank lines so the books never fall behind.

Speaker notes. Teach: open with the worked example. Week 5: 12 leads, 3 paying customers, cash 4,100. Conversion is 3 / 12 = 25 percent. Action: call back the leads that did not reply. If two of the nine become customers, next week's total is 5. Then set the activity: Run a four-week log with the weekly one-page check. Mark against the standard: Task: run and log four weeks. Condition: real or practice venture. Standard: four weekly pages complete and each action is dated with a result. Check at this level: What three things might a weekly check track? Model answer: Leads, paying customers and cash. Level note: Evidence: an options paper with numbers and a recommendation defended to a panel.

L6: Delivery or product manager. You can create: design and pilot a new offer or process in start-Up Services. Focus module: Sell and win early customers (Evaluate, 6 h). Early customers teach you the most. Key points: Start with direct contact and personal introductions. Write a one-page offer: who, what, result, proof, price, how to start. Use consent for emails and texts; follow the current anti-spam rules. Track a funnel and fix the weakest step first. Ask each early customer for a short written comment, with permission to share it. Offer a small discount for the first few customers in return for feedback. Keep a list of every person you contact, the date and the reply.

Speaker notes. Teach: open with the worked example. Funnel: 40 contacts, 12 conversations, 5 offers, 2 customers. Contact to conversation is 12 / 40 = 30 percent, conversation to offer is 5 / 12, about 42 percent, and offer to customer is 2 / 5 = 40 percent. Weakest step: contact to conversation. Then set the activity: Send twenty consent-based messages and book five conversations. Mark against the standard: Task: run an outreach test. Condition: two weeks. Standard: messages logged, replies recorded, one test and its result written. Check at this level (this question is covered in module 4: Choose a business form and meet Canadian rules): Why write a founder agreement? Model answer: To fix ownership, roles and what happens if someone leaves. Level note: Evidence: a pilot with measured results over at least 30 days.

L7: Digital director or founder. You can lead: run a team or business in start-Up Services and develop others. Focus module: Manage risk, pilot and decide (Create, 8 h). A pilot tells you whether to stop, change or grow. Key points: Risk register: cash, key person, copy, data breach, supplier, rule changes. Ask an adviser about intellectual property, such as trademarks, copyright and patents, before you share your idea widely. Run a 60 to 90 day pilot with a stop rule. Write the review and a 12-month plan with three milestones. Decide which parts of your idea to keep secret, such as a recipe or a client list, and which to protect formally. Choose the numbers that will show if the pilot works: customers, cash and repeat buyers. List three people to ask for advice, and the question to ask each.

Speaker notes. Teach: open with the worked example. Stop rule: 'If we have fewer than five paying customers by day 60, we stop or change the offer.' With 12 jobs at 150 CAD, income would be 1,800 CAD. If only 4 customers have paid by day 60, the rule is triggered. Then set the activity: Run the pilot and present the review and plan to a panel of three. Mark against the standard: Task: run a start-up pilot. Condition: legal and ethical practice. Standard: measures tracked, decision supported by numbers, plan clear. Check at this level: What if you cannot find a rule? Model answer: Ask the official office or an adviser and keep the answer in writing. Level note: Evidence: a record of results over a year and of people you have coached to a higher level.