Street Smarts An All-Purpose Tool Kit for Entrepreneurs

by Brodsky, Norm; Burlingham, Bo

• ISBN13: 9781591843207
• ISBN10: 1591843200
• Format: Paperback
• Copyright: 2010-02-23
• Publisher: Portfolio Trade

Summary

"One is tempted to say 'the only book you'll need on starting a business.' Brilliant! Genius! Choose your superlative-it'll fit."-Tom Peters People starting out in business tend to seek step-by-step formulas or rules, but in reality there are no magic bullets. Rather, says veteran company-builder Norm Brodsky, there's a mentality that helps street- smart entrepreneurs solve problems and pursue opportunities as they arise. Brodsky shares his hard-earned wisdom every month in Inc.magazine, in the hugely popular "Street Smarts" column he cowrites with Bo Burlingham. Now they've adapted their best advice into a comprehensive guide for anyone running a small business.

Author Biography

Norm Brodsky, is the founder of CitiStorage and seven previous startups, and a three-time Inc. 500 honoree. He began writing his monthly Inc. column (with Bo) in 1995.

Bo Burlingham is editor at large for Inc. His previous books include Small Giants, which was a finalist for the Financial Times/Goldman Sachs Business Book of the Year Award.

Table of Contents

Preface	p. ix
Introduction: Street Smartsà and How to Get Them	p. 1
How to Succeed in Business	p. 5
The Right Stuff	p. 22
Why Start-ups Fail	p. 42
Where the Money Is	p. 57
Magic Numbers	p. 74
The Art of the Deal	p. 91
It Begins with a Sale	p. 104
Good Sales, Bad Sales, and the Ones That Get Away	p. 119
Customers for Keeps	p. 135
How to Lose Customers	p. 145
The Decision to Grow	p. 154
Becoming the Boss	p. 166
The One Thing You Can't Delegate	p. 180
Selling Is a Team Sport	p. 195
Help! I Need Somebody	p. 211
When the Student Is Ready, the Teacher Appears	p. 229
Keeping Up with the Stones	p. 246
Acknowledgments	p. 262
Index	p. 265
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