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9781587981401

Entrepreneurship : Back to Basics

by ;
  • ISBN13:

    9781587981401

  • ISBN10:

    1587981408

  • Format: Paperback
  • Copyright: 2002-11-01
  • Publisher: Lightning Source Inc

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

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Supplemental Materials

What is included with this book?

Author Biography

Gordon B. Baty is a partner and founder of Zero Stage Capital Michael S. Blake is presently a Senior consultant for Jaako Poyry Management Consulting

Table of Contents

Preface xi
Acknowledgments xv
Note to the Educator xvi
PART I FORMATION
Why Start a Company?
1(8)
Risks and Rewards
9(8)
Apparent versus Real Risks
9(1)
Financial Risks
10(1)
Career Risks
11(1)
Personal Risks
11(2)
Rewards
13(1)
Balancing Risks and Rewards
14(1)
How to Tell if You're an Entrepreneur
15(1)
What Kind of an Entrepreneur to Be?
15(2)
What Kind of Company?
17(13)
Service versus Manufacturing
19(1)
Fashions in Technologies and Markets
19(1)
Where to Look for Ideas
20(2)
Criteria for First Products
22(2)
Venture Architecture
24(2)
What Characterizes Good Architecture?
26(4)
Measuring the Need
30(8)
Where Do You Look for Information?
33(5)
Selection of Cohorts
38(8)
Is a Team Really Necessary?
39(1)
Common Team Problems
39(1)
The Question of Stock
40(2)
Equity Distribution: One Approach
42(2)
Housecleaning
44(2)
The Zero Stage: Form versus Substance
46(10)
What Form Should the Company Take?
47(1)
What Kind of Facilities?
48(1)
Directors, Pro and Con
49(1)
Prototypes and Plausibility
50(1)
Where Does Seed Money Come From?
51(2)
What to Do until the Money Arrives
53(3)
Leaving the Womb
56(5)
Noncompetition Agreements
57(1)
When to Split
58(1)
What to Take with You
59(1)
Raiding
59(2)
PART II FINANCING AND FINANCES
Initial Financing
61(9)
What is the Worth of Valueless Stock?
63(1)
Venture Capital: What It Is and Isn't
64(1)
Why Not Get a Loan?
64(1)
Operating without Capital
65(4)
The Magic of Initial Sales
69(1)
Equity Sources: A Range of Motivations
70(16)
Private Individuals or Groups of Individuals
71(3)
Venture Capital Firms
74(2)
Adler's Laws
76(1)
Small Business Investment Companies (SBICs)
77(1)
Fiduciary Funds Managers
78(1)
Industrial Corporations
79(3)
The Only Game in Town?
82(4)
Public or Private: What's the Difference
86(6)
Sizing Up the Market
89(1)
The Public Route: Some Additional Considerations
90(2)
The Business Plan
92(8)
A Variety of Purposes
92(3)
The Fund-Raising Plan
95(1)
How Much Money?
96(2)
The Operating Business Plan
98(2)
Shopping and Negotiating
100(11)
Sizing Up Investors
100(1)
A Note on Finders
101(1)
Folklore: Don't Shop the Deal
102(1)
Your Initial Approach
102(1)
The Pitch
103(1)
Rank Your Targets
103(1)
A Note on References
104(1)
What Is in a Letter of Intent?
105(2)
The Document
107(1)
The Problem with Bridge Capital
107(1)
The Negotiation Process
108(3)
Accounting---Inside and Out
111(9)
Accounting as a Language
112(1)
Accounting Help: How Much and What Kind?
112(2)
Auditors
114(1)
Significance of Certified Statements
114(1)
Selection of an Auditing Firm
115(1)
The Audit
116(1)
Other Big Six Functions
116(1)
Budgets and Control
117(3)
Care and Feeding of Bankers
120(6)
Differences among Banks
120(1)
Selecting a Bank
121(1)
Grooming the Relationship
122(1)
Miscellaneous Services of Banks
123(1)
Day-to-Day Banking
124(2)
The Next Round of Financing
126(9)
Financing Future Growth
126(2)
Who Needs those Guys?
128(1)
Financing Past Losses
129(2)
Acquiring an Acquirer
131(4)
PART III PEOPLE
People in Small Firms---General Considerations
135(8)
The Fallacy of Hiring for Future Needs
135(1)
The Outgrown Employee
136(2)
Talent versus Experience
138(1)
Creating Creative Environments
138(2)
Small Business Types We Can Do Without
140(3)
Acquiring and Divesting People
143(12)
Compensation Packages
143(4)
Recruiting
147(2)
Interviewing
149(1)
The New Employee
149(1)
Divesting People
150(2)
A Note on the Personnel Function
152(3)
PART IV MARKETING
Selling
155(15)
Marketing versus Selling
155(1)
Image versus Reality
156(2)
Advertising Agencies
158(1)
Public Relations Agencies
158(1)
Pricing
159(1)
Continuous Market Research
160(1)
Building a Rep Organization
160(1)
Identifying and Recruiting Reps
161(1)
Succeeding with Reps
162(2)
Beyond Reps
164(1)
International Marketing
165(2)
Your Job as Cheerleader
167(1)
Selling Can Be Learned
168(2)
The Customer
170(9)
Identifying Customers
170(2)
Analyzing Customer Needs
172(1)
Servicing the Relationship
173(1)
Handling Problems
174(1)
The Problem Customer
175(2)
Enforcing Contracts
177(2)
Competitors and What to Do about Them
179(8)
Who is a Competitor?
179(1)
Competitors as an Idea Source
180(1)
Competitors as a Basis for Comparison
180(1)
Finding Out about Competitors
181(3)
Competitive Structure
184(1)
Hiring Competitors' Personnel
185(2)
Going International
187(8)
Why Go Offshore?
187(1)
Benefits Flow Both Ways
188(1)
How to Proceed
189(4)
Foreign Marketing in Context
193(2)
Strategic Partnering
195(15)
What is a Strategic Partnership?
195(1)
What's in it for the New Venture?
196(1)
What's in it for the Big Partner?
197(1)
What are the Forms of Strategic Partnerships?
198(1)
How Do You Make it Work?
199(2)
PART V RUNNING THE SHOW
A Race with the Clock
201(1)
The Importance of Meeting Targets
202(1)
Entrepreneurs versus Custodians
202(1)
The Principle of Enlightened Mediocrity
203(1)
Cash Balance
203(1)
Maintaining Investor Rapport
204(1)
The Entrepreneur's Credibility
205(1)
Planning Your Time
206(2)
Helping Others Plan Their Time
208(2)
More on Negotiation
210(8)
Your Opposer is Usually at a Gross Advantage
211(1)
The Negotiating Process
211(1)
Why Technologists are Often Poor Negotiators
212(1)
Knowing Your Opposer
213(1)
Strategies and Tactics
214(2)
Some Additional Considerations on Negotiating
216(2)
Lawyers and Their Uses
218(7)
Lawyers as Legal Advisors
219(1)
Lawyers as Business Advisors
219(1)
Lawyers as Negotiators
220(1)
Lawyers as Investors Interface
220(1)
Lawyers as Defenders
220(1)
Picking a Lawyer
221(1)
Patent Lawyers
222(1)
Special Counsel
223(2)
Custodial Operations and How to Avoid Them
225(7)
Too Much Information
230(2)
Millstones and Other Fixed Assets
232(6)
Make-or-Buy Analysis
235(1)
The Plant-Building Instinct
235(3)
Managing the R&D Function
238(9)
Engineers as a Species
238(1)
What Engineers Do in Startups
239(1)
Product Engineering: Some Trends
240(2)
Patents
242(1)
Industrial Design
242(1)
Care and Feeding of Engineers
243(3)
In Conclusion
246(1)
Life after Death: Our Beneficent Bankruptcy Laws
247(8)
What is Bankruptcy?
247(1)
What the Law Says
248(2)
What's in a Plan of Reorganization?
250(1)
Diving In and Digging Out
250(2)
Alternatives to Formal Bankruptcy
252(3)
PART VI OVER AND OUT
Exit This Way
255(9)
Why Get Out?
255(1)
Life Strategy
256(1)
Exit Modes
257(5)
A Final Note on Getting Out
262(2)
Index 264(7)
Epilogue 271

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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