The Knack How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up

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  • Format: Hardcover
  • Copyright: 10/2/2008
  • Publisher: Portfolio Hardcover

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Two of Inc. magazine’s hugely popular columnists show how small-business people can deal with all kinds of tricky situations. People starting out in business tend to seek step-by-step formulas or specific rules, but in reality there are no magic bullets. Rather, says veteran entrepreneur Norm Brodsky, there’s a mentality that helps street-smart people solve problems and pursue opportunities as they arise. He calls it the knack,” and it has made all the difference to the eight successful start-ups of his career. Brodsky explores this mind-set every month in Inc. magazine, in the hugely popular column he co-writes with journalist and author Bo Burlingham (best known for his acclaimed book Small Giants). In both their column and now their book, they tell stories about real companies facing real challenges, and show readers how to apply the knack” to their own businesses. Brodsky and Burlingham offer essential advice such as: • Follow the numbers—that’s the best way to spot problems before they become life threatening • Keep focusing on your real goal--it’s amazingly easy to get sidetracked by secondary concerns • Don’t get so close to the problem that you lose all perspective Brodsky and Burlingham prove that street smarts and business acumen can be within any entrepreneur’s reach.

Author Biography

Norm Brodsky, the founder of Citi Storage, is an entrepreneur and a three-time Inc. 500 honoree. He began writing his monthly Inc. column (with Burlingham) in December 1995.

Bo Burlingham is Inc.-'s editor at large. He is the coauthor of The Great Game of Business and A Stake in the Outcome, and the author of Small Giants.

Table of Contents

INTRODUCTION: The Knack ... and How to Get It
How to Succeed in Business
The Right Stuff
Why Start-ups Fail
Where the Money Is
Magic Numbers
The Art of the Deal
It Begins with a Sale
Good Sales, Bad Sales, and the Ones That Get Away
Customers for Keeps
How to Lose Customers
The Decision to Grow
Becoming the Boss
The One Thing You Can't Delegate
Selling Is a Team Sport
Help! I Need Somebody
When the Student Is Ready, the Teacher Appears
Keeping Up with the Stones
Table of Contents provided by Blackwell. All Rights Reserved.

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