Cambridge IGCSE® Enterprise Coursebook

Medi Houghton, Matthew Bryant

and Veenu Jain

Cambridge IGCSE®

Enterprise
Coursebook
Contents
Introduction to enterprise

How to use this book iv

Foreword vii
Section 1: Identifying your enterprise project 1
Introduction to enterprise 2
Chapter 1: Setting up a new enterprise 11
Chapter 2: Skills and behaviours of enterprising people 25
Chapter 3: Opportunities, risk, legal and ethical considerations 33
Template 1: How to conduct a PEST analysis47
Template 2: How to conduct a SWOT analysis48
Chapter 4: Market research 49

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Template 3: Conducting market research 60
Section 2: Planning your enterprise project
pl 62
Chapter 5: Business planning 63
Template 4: Action planning checklist 76
Chapter 6: Sources of finance 78
Template 5: Choosing sources of finance 87
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Chapter 7: The concept of trade credit 88
Chapter 8: Cash flow, break-even and income statement 92
Template 6: Projected income and expenditure 102
Chapter 9: Marketing 103
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Section 3: Implementing your enterprise project 116

Chapter 10: Negotiation 117
Chapter 11: Communication 130
Template 7: Planning and holding effective meetings 146
Chapter 12: Help and support for enterprise 148
Section 4: Evaluating your enterprise project 158
Chapter 13: Evaluation 159
Glossary182
Index187
Acknowledgements 191
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Introduction to enterprise
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Learning summary:
In this chapter you will learn about:
■ the meaning of enterprise
■ stakeholders
■ enterprise capability
■ different ways of being enterprising at home and at school.
 Introduction to enterprise

What is enterprise?
Enterprise is another word for an organisation or business managed by one or
more individuals who are able to take the initiative to make decisions and take
calculated risks. All business activities use resources like land, labour, capital and
enterprise to produce goods and services that people want to buy.
Enterprise also refers to the characteristics/qualities that make people want to
set up and run a business. It is the ability to be innovative, take initiative, make
decisions and bear the risk of setting up and running a business.

Purpose and characteristics of enterprise

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There are mainly two types of enterprise: business and social.
A business enterprise’s main aim is to make a profit. Any profits that are
generated are reinvested into the business to grow it further or distributed to its
owners/shareholders.
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While the purpose of most enterprises is to make profits, there are some
organisations that are started up for social causes, for the improvement of 3
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society and are not-for-profit. These are known as social enterprises. A social
enterprise may generate profits, but that is not its main aim and profits are
just seen as a way to sustain itself. Any profits made by a social enterprise are
reinvested into things that benefit the community (see Chapter 1).
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KEY TERMS

Enterprise: An organisation or business managed by one or more individuals who are

able to take the initiative to make decisions and take calculated risks.
Business Enterprise: An organisation that has profit as its main aim.
Social Enterprise: An organisation that is started up for social cause for the
betterment of society.
 Cambridge IGCSE Enterprise

Enterprise capability KEY TERMS

An entrepreneur is a person who Entrepreneur: A person who starts

starts up a new business or enterprise. up a new business or enterprise.
Entrepreneurs are self-driven and Stakeholder: An individual, group
or organisation with an interest in
innovative individuals who have a new
the activities of a business.
idea for a good or service.
Entrepreneurs need to be multiskilled,
self-confident, initiators, leaders and results-driven.
The key attributes that comprise enterprise capability are:
• Risk-taking: Though entrepreneurs recognise the risk of failure, it is the
possibility of high returns and belief in themselves and their new idea

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that enable them to take a calculated risk. A calculated risk is a risk that is
taken with an expectation that potential returns will be a lot more than the
possible losses.
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• Decision-making: Entrepreneurs should make sure they use the available
resources in the best possible way and thus have to make decisions wisely.
4 Decision-making and risk-taking are related as making a decision can involve
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many risks. Every time a decision is made there is a risk of losing the factors of
production as well as the possible cost of not having used these resources in a
more successful way.
• Innovation: While entrepreneurs can introduce a totally new product or
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service when setting up a new business, innovative entrepreneurs can spot

opportunities for enterprise in existing products or services. They can do this
by rebranding an existing product or a service and presenting it in a different
way or in a different location or market.
• Positive attitude: A positive attitude is what drives entrepreneurs towards
taking risks and facing and overcoming challenges.

Stakeholders
An entrepreneur who starts up a business may be the main owner, but
there are many other stakeholders. A stakeholder is an individual, group or
organisation with an interest in the activities of a business. An entrepreneur
should make decisions with the interest of all stakeholders in mind.
Stakeholders can be internal (directly involved with the running of the company)
or external (outside parties that can affect and be affected by the business).
Figure 0.1 shows the main stakeholders in an enterprise.
 Introduction to enterprise

TIP

Never dismiss an idea as being too simple or not good enough. Always give it a go
and find out how you can develop it further.

The main stakeholders in an enterprise

Employees
Internal
Owners/
shareholders
Stakeholders

Customers/

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consumers

Government
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External
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Suppliers

Lenders
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Competition

Figure 0.1: The main stakeholders in an enterprise

Employees: Employees are the people who do the work in an enterprise and
earn a living from the operations of a business. To keep employees happy and
productive an enterprise must provide them with fair wages, job security and
good working conditions.
Owners/shareholders: Having invested in the enterprise, owners and
shareholders want the business to grow and make profits. Healthy profits and
the growth of an enterprise are important to attract further investment.
 Cambridge IGCSE Enterprise

Customers/consumers: It is very important for an enterprise to satisfy its

customers as they generate revenue for them by buying their products or
services. To have a stable and loyal customer base an enterprise should provide
a good quality product/service at a fair price.
Government: All businesses and individuals have to pay taxes to the
government. In order to be law abiding and benefit from possible government
grants and subsidies, an enterprise should follow all tax, labour and
environmental laws. The government of a country is also interested in the
employment generated by the operations of a business.
Local community: These are the people who live in the area near the business.
They are affected by the impact that the business activity has on traffic, pollution
and infrastructure in the area. In order to avoid complaints and opposition,

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an enterprise should aim to keep its negative impact to a minimum. The
local community, on the other hand, can also gain from the infrastructural
developments and jobs created by businesses in their area.
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Suppliers: These are the businesses that supply the raw materials/products
needed by an enterprise. They should be paid on time in order to ensure a timely
6 and continuous supply of the needed supplies.
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Lenders: These are the people or organisations that lend money to an
enterprise, such as banks, other financial institutions and investors. It is
important for an enterprise to repay the lenders on time so that they can borrow
from them in the future.
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Competition: These are businesses that operate in the same industry providing
a similar product or service, targeting the same market. A business can both
affect and be affected by the actions of its competition. To gain market share, an
enterprise can set marketing and pricing strategies in line with (or even better
than) that of the competition.
 Introduction to enterprise

Ways of being enterprising at home and at school

Being enterprising Being enterprising Developing wider

at home at school enterprising skills

Organising a task: Taking responsibility: Applying technology:

being in charge of a meal, class monitoring revision websites and apps
from buying food to web storage mechanisms
school prefect
cleaning up to share information
class representative
laundry
team member or captain
shopping
buddying Building communication
and numeracy skills:

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analysing data
applying logic and
Taking responsibility:
Organising yourself: reasoning
babysitting younger
verbal/non-verbal skills to
children
helping siblings with
homework
feeding pets on time
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getting to school on time
correct books
using a diary/school
planner
get your point across

Thinking creatively and

exercising and grooming handing in assignments independently: 7
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pets on time
new solutions to problems
creative solutions as a team
out-of-the-box approach

Earning money: Leadership:

leading school clubs Learning independently/
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babysitting as a group:
delivering newspapers running school sports
events identify your strengths/
selling paintings/ art work
setting up projects and weaknesses
campaigns good speaker
good listener
learn from others mistakes
and experience
Organising yourself:
for a school trip Reasoned evaluations:
for a family picnic Earning money:
compare
finishing assignments on organising and running
analyse
time chairty evaluate
fundraising events
choose the best option

Figure 0.2: Ways of being enterprising

 Cambridge IGCSE Enterprise

KEY TERMS

Analyse: Examine in detail to show meaning, identify elements and the relationship
between them.
Evaluate: Judge or calculate the quality, importance, amount, or value of something.
Identify: Name/select/recognise.
Explain: Set out purposes or reasons/make the relationships between things
evident/provide why and/or how and support with relevant evidence.

ACTIVITY 0.1

Think of yourself as a social entrepreneur and identify a need or challenge faced

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by your school or community, and develop ideas to solve it.
An example of a challenge faced by a school might be the shortage of funds to
buy enough computers and sports equipment. You could run an event to raise

enterprising discussed earlier.

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awareness of or raise funds for your cause. Remember the different ways of being

1 What initiatives/different fundraising events could the different stakeholders

(such as the school, students and parents) take part in to solve this challenge?
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2 What do you think the different stakeholders have to gain from helping your
school raise funds?
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TIP

Make sure your spoken and written communication is simple and clear.

PROJECT PROMPT

• What is the aim of your enterprise?

• Will your enterprise be a social or profit-making enterprise?
• Identify and explain the role of the external stakeholders in your enterprise.
• Identify some ways in which you can be enterprising to make your enterprise
project a success.
 Introduction to enterprise
MINI CASE STUDY

Nirali Someshwar, India

An architect by qualification
but with a passion for dance,
today Ms Nirali Someshwar
is an entrepreneur. She has
successfully run her dance
academy Happy Feet in Pune
and Mumbai, India for the
last 10 years. The setup of
this creative enterprise was
completely unplanned: she

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performed at a few festivals
and events but her great performances immediately attracted a group of
parents who wanted her to train their children. She decided to pursue her
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passion and took the initiative to set up her academy. With effort, dedication
and planning she began classes at five different locations in Pune, India.
Happy Feet teaches various forms of Indian and Western dance and does
choreography for various school and corporate events and weddings. With
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art and dance gaining popularity and becoming a mainstream profession,
there is a lot of competition in this industry. However, Nirali feels her love
for what she does, her determination and hard work will help her expand
further.
Questions:
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1 Identify the different ways in which Nirali Someshwar has been

enterprising.
2 How can she continue to be enterprising in order to face the challenges
of a competitive industry?
3 What risk factors do you think she may have considered before taking
the decision to set up her dance academy?
4 Identify the different stakeholders of the enterprise.
5 With reference to this case study, explain whether this is a business
or a social enterprise. Outline the difference between a social and a
business enterprise.
 Cambridge IGCSE Enterprise

Summary
You should know:
■ the two main types of enterprise: a social enterprise (not-for-profit) and a
business enterprise (where the aim is to make a profit)
■ making well-thought-out decisions, being innovative and taking risks are
the three main characteristics of an enterprise
■ entrepreneurs who start up an enterprise have to be mindful of the
interests of all stakeholders
■ stakeholders are people and organisations that have an interest in the
activity of a business. They can be internal (within the organisation) or

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external (outside of the organisation). Employees and shareholders are
internal stakeholders, whereas lenders and suppliers are some examples of
external stakeholders.
■
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you can be enterprising in everything you do at home and at school by
taking more initiative and responsibility and being organised and creative.

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Chapter 1
Setting up a new enterprise
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Learning summary
In this chapter you will learn about:
■ the different stages of the enterprise process
■ the key points to consider at each stage
■ the characteristics of different types of business organisations.
 Cambridge IGCSE Enterprise

The enterprise process KEY TERM

To be successful in an enterprise activity,
Enterprise process: The various
an enterprising person needs to follow
stages involved in starting and
various steps in order. This is called the running an enterprise.
enterprise process. Make sure you
consider each of these steps as you plan
and implement your own enterprise project.

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Identifying
the problem,
need or want
Exploring
creative
solutions
plAction
planning
Implementing
the plan
Monitoring
progress
Evaluation of
successes and
failures

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Figure 1.1: The enterprise process

Identifying the problem, need or want:

• A combination of group discussion, brain storming and individual reflection
should be used to identify and understand the problem, need or want. Collecting
ideas and thoughts from different people involved/stakeholders will ensure many
different aspects of the business opportunity have been considered.
• A suitable risk assessment needs to be carried out before starting an
enterprise activity.
• The identification of the enterprise opportunity/idea should be backed up
with thorough research about the market need. This helps the enterprise have
a clear aim and vision that it can work towards. The expected rate of return if
it is to be a business enterprise, should also be considered.
 Chapter 1: Setting up a new enterprise

• Recognition of the skills required and reflection on whether an entrepreneur

and his associates have them is important for the success of the enterprise. If
there are any skills gaps then there should be a plan in place to fill them.

Exploring creative solutions

• When aiming to solve a problem or meet a need, creative and innovative ways
need to be looked at and evaluated. Creativity and innovation are key traits
of a successful enterprise. They help entrepreneurs find new ways of solving
existing problems and meeting needs.
• These creative ideas then need to be analysed and evaluated to help choose
the most effective solution. Mind maps can be used to explore the links
between ideas which can then be very helpful in developing an effective

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enterprise plan.

Action planning:
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• This involves, making plans for the enterprise activity keeping the costs,
budget and financial capability in mind.
• Breaking down goals into achievable tasks.
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• Using resources and team members most efficiently. Allocating roles
according to people’s strengths, skills and attributes to increase the chances
of success.
• Setting appropriate timescales and milestones, working towards the goals set
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out earlier.

Implementing the plan

• To be successful, enterprise activities must be carried out efficiently,
effectively, lawfully and with due regard to health and safety.
• All milestones, timescales and health and safety issues identified in the plan
should be frequently referred to. This ensures that the activities and tasks are
focused and directed towards meeting objectives.
• Things don’t always work out as planned and unexpected events do happen.
In such a case, decision-making needs to be quick, flexible and responsive.

Monitoring Progress
• Constantly monitoring and evaluating progress against the objectives set out
is a way to make sure that projects are tracked and any deviations identified.
 Cambridge IGCSE Enterprise

• If tasks are not done and objectives not met on time, corrective action/
adjustments need to be done in response to any deviations from the plan.
This is essential to ensure that objectives are met and goals achieved within
the allocated budget and time.

Evaluation of successes and failures

• This involves reviewing the final outcomes against achievement criteria.
This is done in order to draw lessons from the activity and come up with
suggestions for improvement in the future.
• Skills, attitudes, qualities, understanding acquired and lessons learned should
also be assessed and reflected on to enhance the success of future enterprise
projects or activities.

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TIP pl
Word processing and spreadsheet software tools can be very useful for recording
ideas and plans, and for creating timelines for target setting and monitoring.
Putting data and figures into tables makes it easier to understand the
information. Use a spreadsheet to store information and perform calculations.
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ACTIVITY 1.1

Your group has been given the task of starting a new club in school. Brainstorm
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for ideas with your team. Some examples of new clubs that could be offered are:
• helping children in the lower classes with maths/science/English
• sports club offering a popular or sport of your choice
• debating club.
Once you have decided on which club your group will be starting, discuss all the
things you need to consider to get it running. Consider the various stages of the
enterprise process and what you need to do. You can make an enterprise process
mind map or make a list of the points.
1 Which club has your group decided to start? How did you identify this club as
the best one to start?
2 What planning do you need to do in order to start the club? One of the things
to think about is the venue where the club will meet. What other things should
be considered?
3 How will you implement the plans that you have made?
4 How will you ensure that your club is running successfully?
 Chapter 1: Setting up a new enterprise

PROJECT PROMPT

As you start your enterprise project, have an overview about how your project
will develop through various stages of the enterprise process
1 When identifying the problem/need of your project, identify the various
factors that you will have to consider. Think about the research you will
have to do to make informed decisions. What will be the aim/vision of
your enterprise? Consider the risks involved in starting and running your
enterprise.
2 Analyse how the solution that you have found to the need/problem identified
in your project is the most creative and effective.
3 When making your action plan, think of all the financial and marketing
aspects of your enterprise.

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4 Find out about all sources of help and support from the government and
other organisations that you could use.
5 Think about what milestones you might set to be able to monitor the progress
of your project.
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6 At each stage, remember to reflect on what worked well and what could have
been improved.
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Types of business organisations
Businesses may be organised in many different ways, each with its own legal
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status, advantages and disadvantages.

Sole trader
Private limited
Limited company
Public limited
Types of business
organisations

Partnership

Co-operative
Charities
Social enterprise
Not-for-profit
Franchise

Figure 1.2: Types of business organisations

 Cambridge IGCSE Enterprise

Sole trader
This is a business that is owned and run by just one person though it may employ
staff. A sole trader is an unincorporated business. This means it is not a separate
entity from the owner. The owner has unlimited liability and is liable for all the
debts of the business and stands to lose his/her investment as well as personal
assets if the business
goes into debt. KEY TERMS
However, this is one Sole trader: A business that is owned and run by
of the most common just one person though it may employ staff. It is an
types of business unincorporated business in which the owner has
organisations, unlimited liability for all the debts of the business.
mainly because it is Unincorporated business: A business that does not

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cheaper and simpler possess a separate legal identity from its owner. The
to start. Examples owner(s) have full liability for the business.
include hairdressers, Unlimited liability: Shareholders/owners are liable for
photographers,
freelance writers and
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all the debts of their organisation and stand to lose their
investment as well as personal assets if the business goes
into debt.
artists.
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Advantages of being a sole trader:
• Cheap, quick and simple (less documentation and legal formalities) to start.
• The owner can keep all the profits.
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• The owner can make his/her own decisions and has full control of their business.
Disadvantages of being a sole trader:
• The owner is fully responsible for all debt, also known as unlimited liability
• It is difficult to raise finance, so often the owner has to rely on personal savings.

Partnerships
This is a business that is owned by two or more people, who are known as the
partners. Partnerships cannot normally KEY TERM
have more than 20 partners though this
can vary from country to country. This Partnership: A business that is
owned by two or more people,
sort of a business organisation is also
known as the partners. This
unincorporated and so the partners have sort of a business organisation
unlimited liability. Lawyers, accountants is unincorporated and so the
and small businesses owned by two or more partners have unlimited liability.
people are usually set up as partnerships.
 Chapter 1: Setting up a new enterprise

Advantages of partnerships:
• Cheap, quick and simple (less documentation and legal formalities) to start.
• The partners can keep all the profits.
• The partners have full control of their business.
• The decision-making and workload is shared.

Disadvantages of partnerships:
• The partners are fully responsible for all debt (also known as unlimited
liability).
• It is difficult to raise finance, so often entrepreneurs have to rely on personal
savings.

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• Disagreements and conflicts between partners can slow down the business.
• The decision made by one partner is legally binding on all the others.

Limited companies
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Limited companies are incorporated businesses that are a separate legal entity
from their owners. A limited company is owned by its shareholders who own a 17
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share of the company. There are two types of limited companies.

Private limited company

The shares of a private limited company are usually held by friends and family so
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there are a small number of shareholders.

Public limited company

Shares are offered to and often owned by the public and other organisations.

Advantages of a limited company:

• The shareholders have a limited KEY TERMS
liability, which means they are Limited company: An
not fully liable for the debts of the incorporated business that
business. Shareholders/owners are is a separate legal entity from its
only liable to pay/lose the amount owners.
they have invested. Limited liability: Shareholders/
owners are only liable to pay
• It is easier to raise finance than it is for or lose the amount they have
sole traders and partnerships as they invested.
can sell their company’s shares.
 Cambridge IGCSE Enterprise

• Since the company is a separate unit from the owners, it will continue to exist
even if one of the owners leaves or dies.

Disadvantages of a limited company:

• Limited companies are not so easy to set up as there are a lot of legal
formalities, rules and regulations to be followed.
• The original owners may lose control of the business as shares are sold to
the public.
• The accounts of the company have to be published for the public to see.

Co-operatives

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This type of business organisation is KEY TERM
owned and managed by people who use
its services and who work there. There Co-operative: A type of business
organisation that is owned and
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are different types of co-operative.
• A consumer co-operative is owned
managed by people who use its
services or who work there.
by consumers who buy its goods or
18 services.
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• A producer co-operative is owned by producers of goods who have come
together to sell their goods.
• A worker co-operative is one which is run by its employees.
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Advantages of co-operatives:
• Co-operatives are democratic.
• The members (whether consumers or employees) work together. There are
fewer chances of conflict as members share a common interest.
• The owners/shareholders in a co-operative usually have limited liability.
• Co-operatives usually get some sort of tax relief from the government.
• Most co-operatives are treated as separate legal units and so the death of a
member does not affect its continuity.

Disadvantages of co-operatives:
• It is difficult to raise finance as co-operatives cannot issue shares.
• Accounts have to be made accessible to the public.
• Members may not necessarily have the required skills to run the business and
so have to hire professionals who may be expensive.
 Chapter 1: Setting up a new enterprise

Franchises KEY TERM

A franchise is a form of business Franchise: A form of business
organisation that allows a company organisation that allows a
(franchisee) to buy the right to use company (franchisee) to buy the
an existing company’s (franchisor) right to use an existing company’s
brand name and products/service. For (franchisor) brand name and
products/service.
example, Subway, the sandwich shop
opened its first franchise in Connecticut,
USA in 1965. Other Subway franchises soon followed and now there are more
Subway restaurants in the world than any other restaurant chain.

Advantages of franchises:

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• The franchisee has a greater chance of success as they are selling a
well-known product/service.
• The franchisor may provide some support to the franchisee by providing
advice and training.
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• The franchisor may contribute funds or do some advertising at national level,
reducing the franchisee’s costs. 19
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• Easier to gain loans from bank, as the business is seen to be low-risk.

Disadvantages of franchises:
• The franchisee will have to pay a license fee and possibly a percentage of the
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revenue to the franchisor.

• The initial costs of setting up a franchise business may be high.
• The franchisee will not have full control over how he can run his business as he
will have to follow the controls set by the franchisor.

Social enterprises
A social enterprise is a business with social objectives and ethical values aimed
at benefitting the community. The money earned is reinvested in the business or
used for a social cause. There are different types of social enterprise.

Not-for-profit enterprises
• Not-for-profit enterprises are directly involved in producing goods or providing
services, but in a socially responsible way.
• They often sell products or services in order to reinvest their profits into the
business for the benefit of the community and not-for-profit maximisation of
its owners/shareholders.
 Cambridge IGCSE Enterprise

• They generate their own income and do KEY TERM

not rely on donations to survive.
Income: All the money that
• A not-for-profit organisation’s aim is to comes in to an enterprise.
improve social conditions. The aims may be
short-term or may last for decades.

Charities
• Charities raise money by doing fundraising activities and collecting donations.
• Charities work to provide quick solutions to immediate disasters/adversity
and their impact is often short lived.

Advantages of social enterprises:

• Committed employees: employees who work for a social enterprise often

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feel for the cause and have a personal interest in its social aims and objectives.
• Job satisfaction for employees is high as they know they have made a
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difference to people in need.
• They bring about a positive change to people and communities.

Disadvantages of social enterprises:

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• Social enterprises may be less competitive in the market due to limited capital.
TIP

Consider your skills and personality when deciding what type of organisation
your enterprise will be.
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ACTIVITY 1.2

In a group, research and discuss an enterprise that has come up internationally or

in your own country recently. You may use the internet or a business magazine/
journal for your research. What type of an organisation is it? What is the main
product/service offered by the enterprise? What are the risk factors/challenges
faced by the enterprise? Is it successful so far?

PROJECT PROMPT

What type of a business organisation will best suit your enterprise? Explain why
you think this sort of organisation will be best suited to you.
It isn’t a requirement for the coursework, but it would still be useful to think about
which type of organisation will best suit your enterprise.
What are the disadvantages of this sort of organisation and how could you
minimise them?
 Chapter 1: Setting up a new enterprise
MINI CASE STUDY

Betty Makoni, Zimbabwe

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Having suffered abuse as a child, Betty Makoni founded the Girl Child
Network Zimbabwe in 1998. It started as an informal discussion group/
club in a classroom. Its main aim was to allow girls a safe space to meet
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and talk freely about their problems and fi nd possible solutions. In
collaboration with the social services department and other government
regulatory bodies, it is now at the forefront of identifying and tackling
abuse and has mentored thousands of girls around Zimbabwe. Its
model is being used in other parts of Africa and it has grown into an
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international charity, Girl Child Network Worldwide. It is a not-for-profit

organisation with the social aim to protect and promote the rights of girls
all over the world.
Questions:
1 What characteristics of the Girl Child Network make it a social
enterprise?
2 Using the case study, explain the main differences between a sole trader
and a social enterprise.
3 What do you think are the main challenges faced by a social enterprise
like the Girl Child Network?
4 What do you think are the driving factors behind people working for
such an enterprise?
 Cambridge IGCSE Enterprise
MINI CASE STUDY

Richard and Maurice McDonald, USA

The McDonald
brothers, Richard
and Maurice,
opened their first
restaurant in 1940
in San Bernardino,
California as a
barbecue restaurant
focused on quality
and quick service.

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Having spotted its
potential to expand
throughout the
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United States and beyond, Ray Kroc joined the company in 1954. He grew
the business by offering franchises. There are now more than 29 000
McDonald’s restaurants in over 120 countries and it is one of the largest
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food service companies in the world.
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McDonald’s, the franchisor, grants the right to sell McDonald’s branded
goods to someone wishing to set up their own business: the franchisee.
To ensure consistent quality standards across all McDonald’s restaurants
all franchisees have to use standardised McDonald’s branding, menus,
design layouts and administrative systems. McDonald’s also provides the
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franchisees with initial training, continuous support and coordinated

marketing. For the franchising to be a success there is a special three-way
relationship that exists between McDonalds, the franchisee and the suppliers.
Using franchising as a means to expand has proven to be very beneficial for
McDonald’s as franchises bring entrepreneurs, full of determination and ideas,
into the organisation along with a monthly rent. Responding to local consumer
tastes, many new items on McDonald’s menus have come from franchisees.
The role of the supplier is critical to the success of the franchise operation. As
McDonald’s considers the quality of its products to be of absolute importance,
it sets very high standards for its suppliers and believes in developing close
relationships with them. Suppliers who have been able to meet McDonald’s
standards have been able to share in the growth and success of McDonald’s.
 Chapter 1: Setting up a new enterprise

Questions:
1 Discuss the main advantages to a business entering the restaurant
industry either by buying a franchise or opening a restaurant as a
limited company.
2 Discuss the challenges that may be faced by a McDonald’s franchisee.
3 What are some of the advantages to McDonald’s when expanding by
offering its franchises?
4 Explain the role and importance of suppliers as stakeholders in McDonald’s.

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Exam-style questions pl
1 State one advantage and one disadvantage of a partnership. [2]
2 What type of a business organisation is your enterprise?
Explain two of its main features. [4]
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3 In the McDonald’s case study above, identify two stakeholders
and explain their involvement in the enterprise. [4]
4 Describe the different stages of the enterprise process. [6]
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5 With reference to your own enterprise, explain the importance

of planning in the enterprise process. [6]
6 Compare and contrast the characteristics of a sole trader and
a limited company. [10]

KEY TERMS

Describe: State the points of a topic/give characteristics and main features.

Discuss: Write about issue(s) or topic(s) in depth in a structured way.
State: Express in clear terms.
 Cambridge IGCSE Enterprise

Summary
You should know:
■ the six stages in the enterprise process: identification of problem/need,
exploring different solutions, action planning, implementing the plan,
monitoring and evaluating success and failures
■ sole traders, partnerships, limited companies, franchises and co-operatives
are different types of business organisation that exist to maximise profit for
the owners. Each has their own legal status, advantages and disadvantages.
■ social enterprises work for the benefit of the community and not for the
maximisation of the owners’ profit

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■ charities and not-for-profit organisations are examples of social enterprises.

pl
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