Startup Corner: Steve Burnich, BurnichMedia

Minimally viable product …
My company increases the value of products and services through the use of media. Primarily, we provide professional video and screencast production services for businesses – software tutorials, training videos, marketing videos.

Problem solving …
We work primarily with software companies that struggle to provide high-quality on-demand training for their customers. Either they have recorded webinars or they assign a product expert, with no experience in video production, the role of producing training videos. Both options are rarely effective.

Seed money …
Fortunately, I did not need to raise any capital. I started out with a microphone and a computer and have been able to purchase cameras and other video gear, and upgrade my technology, using my existing revenue.

Hurdles …
The greatest challenge is figuring out how to move from being a freelancer to a business – creating sustainability and self-sufficiency.

Next phase …
I’m exploring opportunities to produce and sell my own training content directly to consumers (think Lynda.com). I’m looking to partner with product/services experts who have valuable knowledge to share but need assistance with transforming that knowledge into a sellable online course.

Pivot …
I started out charging a flat rate for my services. I quickly learned that no two videos are created equal. Moving to an hourly rate allowed me to still provide accurate estimates, but also allowed for flexibility due to unforeseen changes with each project.

Biggest mistake …
It’s been difficult to delegate and outsource the various phases of production. I’m currently involved in 75 percent of production. Looking back, I would have spent more time exploring my options and creating a plan for hiring employees and/or contractors.

Best advice …
If your clients don’t push back on your rate, you should be charging more.

Greatest need …
Marketing/selling my own content. I need an expert who knows how to launch an online business and build email lists.

Food for thought …
Avoid what I call shiny-object syndrome. You can’t do everything, which means you may have to turn your clients down when they ask you to do something that’s not in your wheelhouse. Develop relationships and pass the opportunities along to someone who is an expert. Your clients will thank you and you’ll find opportunities being passed back to you as well.