This article was written by Sheik Akij, MBA student and graduate assistant for Center for Entrepreneurship and Innovation at University of Baltimore.
Entrepreneurial success is often associated with launching a product, generating sales or attracting customers. Yet for many founders, another milestone can be just as important: developing the confidence, knowledge and perspective needed to grow a business beyond its initial success.
At the University of Baltimore’s Center for Entrepreneurship and Innovation (CEI), that transformation happens as students refine their ideas, strengthen their business strategies and learn how to navigate the challenges of entrepreneurship. For Hope Jones, co-founder of Keeping Up with the Jones’ Hair Care, that transformation came through mentorship, preparation and participation in CEI’s annual “Rise to the Challenge” business pitch competition.
Jones’ Hair Care was born from a shared observation. As a public health consultant,
Jones had seen family members, friends and community members struggle with dry scalp
and related concerns. Her business partner, a master barber with more than 30 years
of experience, noticed the same issue among many of his clients. Although the problem
seemed personal, they recognized it could also have broader implications for health
and well-being.
Together, they began researching, testing and developing an all-natural hair-care product designed to address those concerns while avoiding many of the harsh chemicals commonly found in commercial products.
"We realized that if people looked better and felt better, they could be better," she explained. "That could have a public health impact that we weren't seeing from other hair-care companies."
Their efforts quickly gained traction. By the time Jones applied to and was accepted as a finalist in “Rise to the Challenge,” Jones’ Hair Care had already sold more than 10,000 units and established a growing customer base. While those early sales validated the product, they also revealed new challenges.
One of the biggest obstacles facing the business was growth. Because the company uses
natural ingredients and avoids harmful additives, production costs were significantly
higher than for many conventional products. The company often produced small batches,
sold out and then had to wait before manufacturing more inventory.
Funding became a critical issue. "We needed to scale production," Jones said. "We knew we had demand, but we weren't sure how we were going to get the funding we needed to grow."
Although she understood her customers and products well, she realized there was another audience she needed to learn how to reach: investors.
Before Rise to the Challenge, I was speaking the language of customers and retailers, I had to learn how to speak the language of investors.
Through CEI’s network of offerings, Jones gained access to resources designed to help
founders think beyond product development and sales. One of the most valuable tools
was PitchCreator, an online platform that guides participants through the process of developing an
effective investment summary and preparing for investor conversations.
For the first time, she began looking at her business through an investor’s lens. She was challenged to think about scalability, distribution channels, financial projections, market opportunities and funding strategies.
"I had to learn a new language," said the master's candidate in UBalt's counseling psychology program. "The language of investment."
As she revised and refined her investment summary, she began to see her business differently. The process helped her understand not only where Jones’ Hair Care stood today, but also how it could grow in the future. "It helped me see how far I could scale the business," she explained.
A major part of that growth came from CEI’s mentor network. Jones worked closely with
Ron Stubblefield, who is a startup funding and economic development expert and director of housing
and place-based initatives at the Greater Cincinnati Foundation, helped her strengthen
her presentation skills and communicate the passion behind her business. She also
worked with serial entrepreneur Phil Masielo, founder and CEO, CrunchGrowth who challenged her to focus on the financial realities
of entrepreneurship.
"[Phil] kept asking me, 'How are you going to make the money? What are your sales goals? What are your distribution channels?'" Jones recalled.
One question stood out above the rest: "Are you going to stand over the lab and make products, or are you going to go get sales?"
The question forced her to think differently about leadership and growth. Instead of focusing solely on creating products, she began considering how to build a business that could scale. "It was a real moment of clarity," she said.
For Jones, one of the most valuable aspects of participating in “Rise to the Challenge”
was the preparation that happened before stepping onto the stage. Pitch coaching sessions,
practice presentations, mentor meetings and continuous feedback helped her strengthen
both her presentation skills and her understanding of the business.
She particularly appreciated the coaching she received from Lynda Katz-Wilner, an expert in public speaking whose guidance helps participants prepare for the pressure of presenting in front of judges and an audience.
"There is nothing like being in an environment where experts are helping you understand that your business is viable and has room to grow," Jones said.
Jones was also impressed by the professionalism of the program and the support provided by CEI throughout the process. "The program was pulled off with such excellence," she said. "Everything felt professional, and it raised the bar for how we presented ourselves."
She credits CEI Director Henry Mortimer with encouraging her to take the opportunity seriously. Before applying to “Rise to the Challenge,” Hope scheduled a meeting with Mortimer to discuss her business and whether she should pursue the competition.
"I reached out to Henry before I even applied," she said. "He gave me about 30 minutes, listened to my business idea, and was excited about it from the beginning."
That conversation left a lasting impression. "Before anything else, you need confidence to apply. There was never a time when Henry made me feel like I wasn't good enough or that I couldn't make it."
When Jones ultimately captured first place in the Existing Business Venture category and received a $5,000 prize in “Rise to the Challenge,” the experience represented more than a competition victory. It validated years of effort, preparation and persistence.
"I know I'm a winner. I know I can win. I know I have a viable product," she said.
The recognition changed how she viewed herself and how others viewed her business. "I felt like I had been validated as an entrepreneur. It wasn't just me calling myself an entrepreneur anymore."
Winning the award reinforced her belief that Jones’ Hair Care had real potential and gave her greater confidence in pursuing future opportunities. Today, she feels more prepared to engage with investors, discuss financial strategies and continue growing the business. She has developed stronger planning skills, a deeper understanding of her customer base and a clearer vision for the future.
For Hope Jones, the greatest impact of CEI was not simply winning a top prize in a
competition. It was learning to think differently about her business and about herself
as an entrepreneur.
Through mentorship, preparation and hands-on entrepreneurial experiences, she gained the confidence to communicate her vision, pursue funding opportunities and make strategic decisions about growth. More importantly, she learned how to see her business through the eyes of investors, mentors and industry professionals.
At the Center for Entrepreneurship and Innovation, success is not defined solely by what happens on competition day. It is reflected in what students carry forward afterward—the skills, confidence and readiness to continue building.
For this UBalt graduate student, that journey is only beginning. But the lessons she gained through CEI have already helped her build more than a product—they have helped her build a stronger foundation for the future of her business.
Find Keeping up with the Jones' Hair Care on Instagram.
