You have been a sales representative for a large computer business in Australia for seven years. You took the job following your graduation from a large university where you majored in computer science. Recently, you have been thinking about leaving the company and starting your own business. Your knowledge of the computer field would put you in an ideal position to be a computer consultant.

You understand computer hardware and software, are knowledgeable about the strong and weak points of all the latest market offerings, and have a solid understanding of how to implement a computer system throughout a range of organisations. You believe that many medium-sized businesses around the country would like to introduce computer technology but do not know how to do so. The large manufacturers, such as the one for which you work, are more interested in selling hardware than in helping their clients develop a fully integrated, company-wide computer system. This is another reason you are having less job satisfaction in your current company. You feel that as a consultant, you not only would be able to evaluate a computer effectiveness, but you also would know how to set up the machines to provide maximum benefits to the business.

If you were to leave your employer tomorrow, you estimate that you could line up 20 clients immediately. This would provide you with sufficient income for one year. During this period, you are sure that you would have little difficulties getting more clients.

Question 1

Prior to launching the business mentioned in the case study identify the skills that you need to increase your chances of success. Explain your rationale by giving a short reason for each skill you have chosen

(List 5 skills. 10 marks available, 2 marks per skill identified)

Question 2

Thinking about this Case Study, what might be the key resources that you will need to think about when developing your business model canvas?

List at least one item per key resource area, and a short reason why this will be an important resource:

• Physical and/or digital resources
• Financial resources
• Human resources
• Intellectual resources

(8 marks available, 2 marks per key resource)

Question 3

Launching a new business without understanding the needs of your potential customers is very risky. Prior to launching, what could you do to better understand what your customers need? (2 marks)

Question 4

What might be some of the tools you have learnt about in this subject that could help you to better understand your customer's perspective?

(4 marks, list 2 tools and give a short reason why each tool could help)