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Feat Of Clay

The business models you didn't learn about in school.

This story appears in the November 1998 issue of Entrepreneur. Subscribe »

Elizabeth Haughton had to use her hands to figure out what her brain couldn't understand. The owner of Haughton Learning Center in Napa, California, was making a clay model of her business plan at an unusual management workshop when it struck her. "I realized I didn't understand my market and how many options I had," says Haughton, whose company provides private education services to schools, parents and adult learners. More specifically, she realized she had to stop trying to sell so much to public school systems and go after parents and adult students, as well as the educational materials market.

"I had to learn to say no," she says. "I honestly didn't understand that before. But somehow, with the modeling, these things became clear to me."

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