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

by Brodsky, Norm; Burlingham, Bo

• ISBN13: 9781591842217
• ISBN10: 1591842212
• Format: Hardcover
• Copyright: 2008-10-02
• Publisher: Portfolio Hardcover

Summary

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

Acknowledgments

Index

Table of Contents provided by Blackwell. All Rights Reserved.