Entrepreneurship / Start-ups Books

Book SynopsisTable of ContentsContents: Introduction: peace entrepreneurship, life narratives, and the Israeli-Palestinian conflict 1 Amalya Oliver-Lumerman, Yosepha Tabib-Calif, Tammar B. Zilber, Tammy Rubel-Lifschitz, and Haneen Sameer Magadlah 1 Jewish–Arabic collaboration through education 17 Amin Khalaf 2 No one can conquer you because when you are free inside, you live in peace 29 Bassam Aramin 3 Peace, a mission for generations 50 Eliaz Cohen 4 A Jewish radical 68 Gershon Baskin 5 Small initiatives with great impact 88 Ghadeer Hani 6 The freedom to choose 102 Hadassah Froman 7 No one can occupy my heart, my mind, and my identity 113 Huda Abu Arqoub 8 To solve the puzzle 126 Khaled Abu Awwad 9 To make a change, we must be willing to change 143 Shiri Levinas 10 A life of peace is not whole: peace is not whole – it is broken 163 Yakir Englander 11 I am me because Arik was Arik 181 Yitzhak Frankenthal 12 Discussion: peace entrepreneurship – insights and reflections 202 Haneen Sameer Magadlah, Tammy Rubel-Lifschitz, Yosepha Tabib-Calif, Amalya Oliver-Lumerman, and Tammar B. Zilber Glossary 223 References 243

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Book SynopsisRecognizing how the lines between digital and traditional forms of entrepreneurship are blurring, this forward-thinking book combines digital technology and entrepreneurship perspectives to advance knowledge on this paradigm-shifting typology of entrepreneurship.Trade Review‘Digital technologies have fundamentally reshaped entrepreneurship. Uniquely and deeply informed by both scholarship and business practice, this book offers an up-to-date account of entrepreneurship in the digital age while addressing sub-topics of great contemporary interest, such as disruption, external enablement, design thinking, and the process nature of venture creation.’ -- Per Davidsson, QUT Business School, Australia and Jönköping International Business School, Sweden‘Nzembayie and Buckley have provided a digital entrepreneurial process model to guide digital entrepreneurs in this volatile, uncertain, complex and ambiguous (VUCA) world of the 21st century. That their model is grounded in an action research design provides an invitation for other digital entrepreneurs to exploit their experience in like rigorous, reflective and relevant action design research processes to advance the growth of digital ventures.’ -- David Coghlan, University of Dublin Trinity College, IrelandTable of ContentsContents: Preface 1. Digital entrepreneurship: context and conceptualization 2. Theories of the entrepreneurial process 3. Conceptualizing the digital entrepreneurial process 4. External enablers and barriers to digital entrepreneurship 5. Pragmatic model of digital new venture creation 6. Synopsis: digital new venture creation and disruption Glossary of terms Bibliography Index

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Book SynopsisThis authoritative Encyclopedia, provides a comprehensive reference work on the opportunities and challenges related to digital entrepreneurship. Entries cover essential topics, including important entrepreneurial contexts and concepts, entrepreneurship theories and theoretical frameworks, and digital technologies and applications.

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Book SynopsisTrade Review‘This is an important Research Handbook for entrepreneurship because it offers depth and variety on the practice of entrepreneurship. Understanding the practice of entrepreneurship is critical because it provides insights into the nuances of entrepreneurs’ activities, relationships and communications. This book is a wonderful resource for those interested in the “nitty-gritty” of entrepreneurial phenomena.’ -- Dean A. Shepherd, Notre Dame University, US‘This Research Handbook will be an essential resource for scholars aiming to use practice theory to take a fresh look at entrepreneurship phenomena and generate novel theorizing. The Parts lay out the foundation and theoretical background to this new approach to entrepreneurship, and then provide methodological approaches for conducting research and illustrate the type of phenomena that can be illuminated by a practice approach. A really interesting and thought-provoking Handbook that will take both entrepreneurship and practice theorizing forward.’ -- Paula Jarzabkowski, University of London, UKTable of ContentsContents: Foreword ix William B. Gartner Introduction to the Research Handbook on Entrepreneurship as Practice 1 Neil Aaron Thompson, Orla Byrne, Anna Jenkins and Bruce T. Teague PART I NEW FOUNDATIONS 1 Under what conditions is a domain-specific practice theory of entrepreneurship possible? 21 Silvia Gherardi 2 The determinants of social change, including entrepreneurs 40 Theodore R. Schatzki 3 Paradigmatic foundations of the enactive approach to entrepreneuring as practice 54 Bengt Johannisson 4 Entrepreneurship as practice and problem 78 Hallur Thor Sigurdarson and Dimo Dimov PART II NEW THEORETICAL ADVANCES 5 Cautiously creating a future-oriented manifesto for thinking entrepreneurship as practice 92 Karen Verduijn and Camilla Eline Andersen 6 Strong Structuration Theory: an introduction and potentials 108 Tamim Elbasha and Lisa Thomas 7 Collective intentionality in entrepreneurship-as-practice 127 Steffen Farny and Ewald Kibler 8 Improvisation, routines and the practice of entrepreneurship-as-practice 141 Richard T. Harrison and Suwen Chen 9 The artifacts of entrepreneurial practice 168 Henrik Berglund and Vern L. Glaser PART III NEW METHODOLOGICAL ADVANCES 10 Using conversation analysis to reveal talk in practice and talk as practice 188 Betsy Campbell 11 Using digital methods for the study of entrepreneurship-as-practice 204 Thomas Cyron 12 The challenges and methods of understanding, contextualizing and uncovering silent entrepreneurship practices 222 Nicole Gross 13 Entrepreneurship, practice theory and space: methodological principles and processes for spatial inquiry 235 Thomas Davis 14 Interviewing as social practice 250 Irina Liubertė and Miriam Feuls 15 Capturing entrepreneurial practices’ socio-materiality with ethnography-based research 266 Inge Hill PART IV NEW EMPIRICAL ADVANCES 16 Unpacking collective judging practices in entrepreneurial pitching competitions: a social practice perspective 282 Lars Hamacher, Jarrod Ormiston and Deniz Iren 17 Entrepreneuring practices: interconnected bundles for digital servitization 298 Katja Maria Hydle, Magnus Hellström, Tor Helge Aas and Karl Joachim Breunig 18 ‘You are angels’: understanding the entanglement of family and enterprise in an early-stage family-run coworking space 314 Boukje Cnossen and Julian Dominik Winter 19 Sustainable entrepreneuring: alternative world making through shifting associations of practice 328 Dominik Mösching and Chris Steyaert Index

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Book SynopsisTrade Review‘The Research Handbook on Strategic Entrepreneurship by Gupta, Goktan, Shirokova and Karna is a timely and much-needed contribution to knowledge at the interface of strategy and entrepreneurship research. Gupta and his colleagues have compiled ten thought-provoking essays from some of the most knowledgeable and insightful scholars of our time. The contributors to the Research Handbook take stock of current knowledge, offer new insights, and provide paths forward on topics central to strategic entrepreneurship’s advancement as an area of scholarly inquiry. The Research Handbook is essential reading for anyone seeking to understand and contribute to the strategic entrepreneurship conversation.’ -- Jeffrey G. Covin, Indiana University, US‘Research on strategic entrepreneurship has emerged as a central, vibrant, and rich field of inquiry. This path-breaking Research Handbook will be informative and stimulating for academics and scholars interested in research on the evident intersection between entrepreneurship and strategy.’ -- Sascha Kraus, Free University of Bozen-Bolzano, Italy‘The intersection of strategy and entrepreneurship in the form of strategic entrepreneurship is one of today’s most important and interesting research areas. Gupta, Goktan, Shirokova, and Karna have assembled a far-reaching and eclectic mix of contributions to thinking about strategic entrepreneurship that is certain to offer something helpful for every reader.’ -- Dave Ketchen, Auburn University, USTable of ContentsContents: 1 Strategic entrepreneurship research: an introduction 1 Vishal K. Gupta, A. Banu Goktan, Galina V. Shirokova, and Amit Karna 2 Decomposing the knowledge structures of absorptive capacity 8 Nachiket Bhawe and Shaker Zahra 3 The economic firm as a manifestation of strategic entrepreneurship 24 Susanne C. Bylund and Per L. Bylund 4 Opportunity-seeking behaviors in strategic entrepreneurship: What do we know from the effectuation literature? 50 Florian Bayer and Christian Landau 5 Exploring new venture creation through incubators and accelerators: What value is created and who captures it? Implications for research, teaching, and practice 82 Riley Doyle, Kris Irwin, Josie A. Burks, Paul L. Drnevich, and Craig E. Armstrong 6 Holistic view of strategic entrepreneurship’s results: Estimating the implications for performance mean and variability 106 Oleksiy Osiyevskyy, Kanhaiya Kumar Sinha, Galina V. Shirokova, and Mehrsa Ehsani 7 Historical cognition and strategic entrepreneurship 125 Diego M. Coraiola, Fernanda Yumi Tsujiguchi, and Roy Suddaby 8 Making strategic entrepreneurship visible: An ethnomethodology primer 144 Betsy Campbell 9 The eye as a window to the soul: Entering the strategic entrepreneurial mind 164 Jef Naidoo, Ron Dulek, Elliott Miller Graves, and Yeong Hyun Hong 10 New frontiers? Approaches to computerized text analysis in strategic entrepreneurship research 197 Anna M. Pastwa and William J. Wales 11 Endogeneity in strategic entrepreneurship research 233 Brian S. Anderson Index

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Book SynopsisTrade Review‘Is the tide finally turning for entrepreneurship education? Toward embracing the best of what we know about human learning? If so, Kat, Col and Andy are our Archimedes lever! I, for one, am deeply grateful. Creativity and design should go hand in glove with entrepreneurship but the dots didn’t really get connected… until they showed up and showed out. I read anything they do... and can you tell just how envious I am of this volume?’ -- Norris Krueger, QREC, Kyushu University, Japan‘If you bring together some of the leading thinkers in entrepreneurship education this is the book you get. An outstanding set of chapters examining graduate entrepreneurs, underlying ideation processes, and the venturing journey. This is more than just a book; it is a statement about the future of entrepreneurship education.’ -- Luke Pittaway, Ohio University, USTable of ContentsContents: Preface ix PART I THE GRADUATES 1 Influential teaching philosophies 2 Colin Jones 2 Entrepreneurship education: the journey to a beginner’s mind 5 Rebecca White 3 Prudent “entrepreneurial” graduates that take intelligent action 15 Gustav Hägg 4 Developing slow graduates 25 Colin Jones 5 Enough is enough: put your students first 35 Doan Winkel PART II THE PRE IDEAS 6 Creativity at the heart 44 Andy Penaluna 7 Creativity on a skateboard 47 Alistair Fee 8 Creative fitness 57 Dave Jarman 9 Creativity as expansive learning 66 Daniele Morselli 10 Creating a climate for creativity in the entrepreneurial classroom 74 Stefania Romano and Charlotte Carey 11 Learning with a pencil, not a pen 83 Andy Penaluna 12 Entrepreneurial opportunities by design: unlocking creative potential 92 Margaret Tynan PART III THE VENTURES 13 Where the brave venture 102 Kath Penaluna 14 Guiding your entrepreneurial journey 107 Alex Maritz 15 Learning from learners and leading from the back 114 Kath Penaluna 16 Developing the harmonious venture 123 David Kirby 17 Defending open culture in facilitation, research and entrepreneurship 131 Fátima São Simão 18 What can we learn from the arts for creative entrepreneurship? 138 Silja Suntola References 147 Index 155

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Book SynopsisTrade Review‘This rich and inspiring book provides a collection of chapters that offer a very timely and critical reminder of the value created through women’s entrepreneurship. Under the guidance of Yousafzai, Henry, Boddington, Sheikh and Fayolle, the reader is encouraged to really reflect on what influences and constrains the growth of women’s entrepreneurship. At the same time, we are introduced to real insight into how women’s entrepreneurship plays out and is practiced in a variety of different and very interesting contexts. I am confident that this Research Handbook will be valued by many communities across the world and will provide the foundation for furthering real knowledge and understanding. I applaud the authors and editors for their exceptional and inspiring work.’ -- Sarah Jack, Stockholm School of Economics, Sweden'The holistic perspective on value creation through women’s entrepreneurship that this comprehensive book spotlights, has been long overdue. Perceptive multi-level organization of the collection brings fine-grained insights on how women’s entrepreneurial activity can create value at four different levels – the individual, business, household and societal levels. A must-read for challenging underperformance notions of women entrepreneurs and enlightened evidence-based policymaking.' -- Anne de Bruin, Massey University, New Zealand‘The Research Handbook of Women’s Entrepreneurship and Value Creation is a long overdue and much welcome addition to our growing body of work on women’s entrepreneurship. The chapters included in this book provide a global perspective on the ways in which women-owned firms contribute value above and beyond commonly cited financial measures. Together, authors representing a diverse array of geographic regions show us how women entrepreneurs create not only economic value but also social value for their countries, communities, families, and for other women through their leadership and example.’ -- Susan Coleman, University of Hartford, USTable of ContentsContents: Introduction to the Research Handbook of Women’s Entrepreneurship and Value Creation 1 Shumaila Yousafzai, Colette Henry, Monique Boddington, Shandana Sheikh and Alain Fayolle PART I VALUE CREATION AT THE INDIVIDUAL LEVEL 1 Women in Ethiopia: creating value through entrepreneurship 24 Atsede Tesfaye Hailemariam, Konjit Hailu Gudeta, Brigitte Kroon and Marloes van Engen 2 Evaluating the contribution of entrepreneurship training, perceived emancipation and value creation for rural female entrepreneurs in Uganda 37 Sylvia K. Gavigan, Thomas M. Cooney and Klavs Ciprikis 3 Creating value in the margins: rethinking value creation, empowerment and women’s entrepreneurship in South Africa’s street food sector 52 Jiska de Groot, Nthabiseng Mohlakoana, Abigail Knox, Debbie Sparks and Hans Bressers 4 Emancipation and value share: the individual-level value creation by women entrepreneurs in India 68 Renuka Vyas PART II VALUE CREATION AT THE BUSINESS LEVEL 5 Collaborative value creation in a highly adverse context: experiences of Hazara women entrepreneurs in Balochistan 83 Khizran Zehra, Leona Achtenhagen, Sadia Arshad, and Nadia Arshad 6 Cultivating business value beyond economic measures: narratives from Sweden 103 Annie Roos 7 Value creation in conflict zones: evidence from Afghan and Palestinian women entrepreneurs 118 Doaa Althalathini 8 Creating blended value: Sri Lankan women micro-entrepreneurs and their ventures 132 Nadeera Ranabahu and Mary Barrett 9 The latent entrepreneurs: inequality and enterprising women in the lucky country 147 Zara Lasater, Vinita Godinho, Robyn Eversole and Naomi Birdthistle 10 Women entrepreneurs creating value in informal public transport enterprises in Kenya 164 Anne Kamau and Winnie V. Mitullah PART III VALUE CREATION AT THE HOUSEHOLD AND FAMILY LEVEL 11 Becoming an entrepreneur? Early identity formation among migrant women nascent entrepreneurs 178 Sanaa Talha and Gry Agnete Alsos 12 Migrant women entrepreneurs and value creation: narratives of household and community contribution in the British ethnic economy 194 Milka Kwiatek and Maria Villares-Varela 13 Iranian women entrepreneurs: creating household value through entrepreneurship 211 Vahid Makizadeh, Shumaila Yousafzai, Siavash Aein Jamshid and Marzieh Nasiri PART IV VALUE CREATION AT THE SOCIETAL LEVEL 14 Saudi Arabian women entrepreneurs: agents of change and value creators 235 Hayfaa Tlaiss 15 Exploring societal value creation through women’s informal entrepreneurial activities in Nepal – a narrative approach 246 Mirela Xheneti and Shova Thapa Karki 16 Women entrepreneurs as agents of change in the Americas: redefining the bottom line 261 Ruta Aidis 17 Women entrepreneurs creating value in a democratic South Africa – emerging beyond the informal sector 278 Ethné Swartz, Caren Scheepers and Frances Amatucci 18 Indian transgender women creating social value through social entrepreneurship 296 Roshni Narendran 19 Generation Y females in Ireland: an insight into this new entrepreneurial potential for value creation 309 Angela Hamouda, Kate Johnston and Rebecca Nevins 20 Radically overperforming women entrepreneurs in Mexico City: Alimentos Para Todos as a high impact social innovation case 327 Hans Lundberg 21 Post conflict development and value creation through women’s entrepreneurship: evidence from Swat, Pakistan 345 Musarrat Jabeen and Shandana Sheikh Index

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Book SynopsisTrade Review‘This book highlights the diversity and dynamism of digital entrepreneurship. Through case studies drawn from multiple industries and different countries, including the Global South, readers are introduced to the challenges and opportunities associated with digital technologies. These are varied, as are the tools that the book provides to help readers understand how the cases developed. Through combining the cases and tools, what emerges is a rich set of insights into digital entrepreneurship, enabling readers to develop their analytical skills and further their understanding of this area.’ -- Jason Whalley, University of Northumbria, UK‘Digital entrepreneurship has such a broad scope that it is sometimes difficult to discern what is being talked about when we hear this term. The present collection brings together a series of concrete case studies that delve into the details of what digital entrepreneurship means in practice and in specific contexts. This collection provides a valuable resource to entrepreneurship educators that want to provide their students with tangible and well-researched accounts from the real-world trenches of digital entrepreneurship.’ -- Mohammad Keyhani, University of Calgary, CanadaTable of ContentsContents: Introduction to Cases on Digital Entrepreneurship: digital entrepreneurship as digital transformation xvii Luca Iandoli and Carmine Gibaldi 1 What do my customers really want? Pivoting digital technology and business models in emergency response management 1 Cesar Bandera and Katia Passerini 2 The dark side of a student online startup 11 Michael Dominik 3 E-Bro APS: opportunities and challenges for digital social entrepreneurs 24 Ada Scupola 4 The role of digital technologies in the development of the Shape Stretch body stretching bar: a case study in product innovation and management resources 35 John DiMarco 5 Agroads case: technological solutions for the agricultural sector 45 Rubén A. Ascúa, Andrea Minetti and José A. Borello 6 Leveraging collaboration between academic research and SMEs to support digital transformation in the agri-food Italian industry: the case of Santomiele 58 Roberto Parente, Rosangela Feola and Ricky Celenta 7 Bringing the traditional farm into the digital era: entrepreneurship with digitalization and diversification 75 Anna Sörensson and Maria Bogren 8 Escaping the “tortoise shell paradox”: digitalization and servitization in the green building construction industry – the case of Marlegno 90 Davide Gamba, Tommaso Minola and Matteo Kalchschmidt 9 The case of Dodo Pizza: how a Russian pizza making startup transformed itself into a thriving digital company 102 Dmitry Katalevsky 10 Digital entrepreneurship for influencer marketing: the case of Buzzoole 116 Gianluca Elia, Alessandro Margherita, Pasquale Del Vecchio, Giustina Secundo and Marco Valerio Izzo 11 Between agility and growth: (re-)designing the IT landscape of a digital gazelle in the online marketing industry 130 Nils J. Tschoppe, Jan K. Tänzler and Paul Drews 12 Lenali, the first audio social media: the Malian app empowering small-business owners 145 Katia Richomme-Huet and Odile De Saint Julien Chapter 1: teaching notes 160 Cesar Bandera and Katia Passerini Chapter 2: teaching notes 165 Michael Dominik Chapter 3: teaching notes 173 Ada Scupola Chapter 4: teaching notes 180 John DiMarco Chapter 5: teaching notes 184 Rubén A. Ascúa, Andrea Minetti and José A. Borello Chapter 6: teaching notes 190 Roberto Parente, Rosangela Feola and Ricky Celenta Chapter 7: teaching notes 201 Anna Sörensson and Maria Bogren Chapter 8: teaching notes 205 Anna Sörensson and Maria Bogren Chapter 9: teaching notes 214 Dmitry Katalevsky Chapter 10: teaching notes 225 Gianluca Elia, Alessandro Margherita, Pasquale Del Vecchio, Giustina Secundo and Marco Valerio Izzo Chapter 11: teaching notes 230 Nils J. Tschoppe, Jan K. Tänzler and Paul Drews Chapter 12: teaching notes 238 Katia Richomme-Huet and Odile De Saint Julien index

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Book SynopsisAddressing the growing need for integration between STEM and the social sciences and humanities, this book reinterprets the role of entrepreneurship education. It explores how universities can adapt to the rapid change, and challenges, of the job market brought by digital and green transitions.

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Book SynopsisTrade Review‘Cases on Arts Entrepreneurship represents a significant and successful step in this emerging field’s curricular options. In addition to representing a variety of arts disciplines, Tonelli and Heise’s editorial efforts are first rate – as are the cases themselves. This is a book all arts entrepreneurship educators should use in the classroom. I certainly will.’ -- — Gary Beckman, North Carolina State University, USTable of ContentsContents: Foreword xii Acknowledgements xv Introduction to Cases on Arts Entrepreneurship xvi Mark Tonelli and Andrew Heise 1 Belltower Coffeehouse & Studio: negotiating hybrid value creation in a dual-mission arts venture 1 Josef Hanson 2 Fayetteville Roots 15 Adrienne Callander, Kristie Moergen, Rachel Sullivant, and Stacie Burley 3 Astrid von Ussar: a profile in dance innovation and evolution 28 Stacey Tirro 4 The Metropolitan Players: the search for a unique value proposition 44 Drew X. Coles 5 Margo Jones: bridging divides to craft a hybrid logic for theater in the US 56 Diane Ragsdale 6 Joe Von Battle and Joe’s Record Shop 80 Jeremy J. Peters 7 A normal southern boy: anything but … 100 Roger Bennett Riggle Jr 8 Beau Bledsoe: shifting revenue streams in a guitarist’s portfolio career 120 Diane R. Scott 9 A student-run media firm: learning from failures 133 Jessa Wilcoxen 10 Shelter Music Boston: a sustainable business model for community engagement work 147 Jeffrey Nytch 11 Beth Morrison Projects: ambitious vision urges opera forward 157 Hannah Grannemann 12 Jason Harrod, singer-songwriter: minding the motivational mix 179 Kathryn L. Brown 13 Michael Devine: acting like the police 194 Antoinette Doherty 14 Conclusion: a bird’s eye view of arts entrepreneurship cases 206 Mark Tonelli and Andrew Heise Index

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Book SynopsisThis authoritative Handbook compiles a diverse set of contributions on digital entrepreneurship, providing an in-depth study of how digital entrepreneurship research has evolved over the years, and where it stands today.This title contains one or more Open Access chapters.

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Book SynopsisBy exploring the economic and social value of disabled people with positive entrepreneurial traits and adaptive skills, this innovative book breaks away from normative entrepreneurial studies to recognise the overlooked value in disabled entrepreneurs.

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Book SynopsisBringing together scholars from around the world, this book provides extensive coverage of the academic literature and research on womenâs entrepreneurship policy.

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Book SynopsisThis innovative book proposes a new way of analysing the market process, focusing on market-making entrepreneurs. Synthesising key insights from mainstream economics, modern entrepreneurship theory and network theory, Mark Casson examines how market segmentation driven by location and culture generates opportunities for profit for entrepreneurs.

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Book SynopsisWith this practical book, system architects, software engineers, and systems solution specialists will learn how enterprise blockchain provides permanent provenance of AI, removes the mystery, and allows you to validate AI before it's ever used.

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Book SynopsisAdvice for every pitch situation a modern day entrepreneur will encounter Whether you''re pitching for funding, the media, or to potential customers and partners, to survive and succeed as an entrepreneur, you have to know how to deliver a high-impact pitch. Here''s the Pitch reveals powerful proven techniques to get your audience to take the action you want. You''ll learn the same strategies and tactics that have been used by entrepreneurs to raise millions of dollars, secure partnerships, and win big sales contracts. Here''s the Pitch provides advice for every possible pitch situation, including virtual and Web 2.0 pitches. This book: Demonstrates proven, effective pitch techniques Offers step-by-step advice for preparing your pitch Helps you develop a confident, winning mind-set Examines a range of pitch scenarios entrepreneurs frequently encounter Don''t lose out on your next big sale, bid for expTable of ContentsAcknowledgments ix Introduction Life’s a Pitch xi Part I The Mechanics of Pitching 1 Chapter 1 The Power Dynamics of the Pitch 3 Chapter 2 Stand and Deliver 17 Chapter 3 Engage and Inspire 27 Chapter 4 The Power of Stories 37 Chapter 5 Handling Questions 47 Part II Forms of Pitch 59 Chapter 6 Attention-Grabbing Pitches 61 Chapter 7 The e-Pitch 73 Chapter 8 Pitch Materials: The Executive Summary and Pitch Deck 91 Part III Specific Audiences 105 Chapter 9 The Sales Pitch 107 Chapter 10 The Investor Pitch 119 Chapter 11 Crowdfunding: Pitching to the People 139 Chapter 12 Pitching the Media 153 Part IV Preparation 161 Chapter 13 Develop a Winning Mind-Set 163 Chapter 14 Prepare to Win 175 Bibliography 189 Index 191

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Book SynopsisAn update of one of the bestselling blogging books, written by two of the world''s most successful bloggers There''s a reason why the first two editions of this book have sold thousands of copies worldwide. Written by two of the world''s most successful bloggers, it''s one of the clearest books out there on how to earn an income from your blog. This new edition gets you up to date on the very latest changes that affect the blogging-for-business landscape. Featuring new material on Twitter, Facebook, and LinkedIn; plus new ways and tools to grow your audience and expand your business beyond your blog, this professional blogger''s bible is better than ever. Helps novices choose a blog topic, analyze the market, set up a blog, promote it, and earn revenue Gives aspiring bloggers proven techniques and the tools they need to succeed in building a business from their blogs Reveals 20 key ingredients for a successful blog post Offers solid, sTable of ContentsIntroduction xxi 1 Blogging for Money 1 What Is a Blog? 1 What Makes Blogs Different? 2 The Added Benefits of Blogging 3 Making Money with Blogs 4 An Introduction to Professional Blogging 4 How Much Could You Earn? 5 Pro Blogging Is Not a Get-Rich-Quick Tactic 5 Direct and Indirect Earning Methods 6 Passive and Active Income 9 Is Pro Blogging Right for You? 10 Which Monetization Method Is Right for You? 10 How to Make Blog Advertising Work for You 12 Blog Strategies 13 Multiple Blogs 13 Freelance Blogging 13 Building and Flipping 14 Measuring a Blog’s Success 14 Traffic 15 Subscribers 17 Comments, Feedback, and Interaction 18 Links 20 Search-Engine Results 21 Summary 22 2 Niche Blogging 23 10 Reasons Why Niche Blogs Are Successful 24 How to Choose a Profitable Niche Topic for Your Blog 26 Are You Interested in the Topic? 27 Do You Have Experience or Expertise in the Topic? 27 Is the Topic Popular? 28 Is the Niche Growing or Shrinking? 29 What’s the Competition? 30 What’s the Competition Neglecting? 31 Will You Have Enough Content? 32 Is the Niche Able to Be Monetized? 34 How Wide Should a Niche Be? 35 Should You Try Niche Demographic or Niche Topic? 36 Gala Darling 36 TCGeeks 37 Sports Networker 38 Choosing a Niche 39 Tools for Helping You to Choose a Niche for Your Blog 40 Summary 42 3 Setting Up Your Blog 43 Choosing the Right Blog for You 43 Blog Platform Choices 44 Hosted versus Self-Hosted 48 Hosted or Self-Hosted—Which to Choose? 53 Choosing a Domain Name 54 Factors to Consider When Choosing a Domain Name 54 Registering a Domain 57 Creating Your Blog 59 Four Steps to Setting Up a Hosted Blog at WordPress 59 Setting Up a Custom Standalone Blog Using One-Click-Install 61 Enhancing Your Blog 66 Adding a Contact Form to Your Custom WordPress Blog 67 Blog Design Considerations 69 A Word on Color 70 Customizing a Blog Template 71 Summary 72 4 Blog Writing 73 What Is Good Content? 73 Usefulness and Uniqueness 74 Writing Tips for Bloggers 76 Scannable Content 77 Using Titles Effectively on Blogs 79 How to Use Titles Successfully 80 Opening Lines Matter 83 Post Length—How Long Should a Blog Post Be? 83 Post Frequency—How Often Should a Blogger Post? 84 Keeping Posts Granular 86 20 Types of Blog Posts 89 10 Steps to Writing a Successful Series on Your Blog 93 Building an Interactive Blog by Encouraging Comments 96 Summary 98 5 Blog Income and Earning Strategies 99 Time to Make Money? 99 Factors to Consider 102 Monetizing Directly with Advertising 102 Ad Payment Types 105 Finding Advertisers 106 Preparing for Advertisers 106 Finding Advertisers 108 Approaching Advertisers 109 Taking Payments 110 How Much to Charge 110 Ad Formats 110 How Many Ads to Display 111 Optimizing Advertising 112 Other Direct Forms of Income 112 Affiliate Programs 113 Tips for Using Affiliate Programs on Your Blog 113 Donations 115 Classifieds 117 Merchandise 117 Subscriptions 118 Indirect Income-Earning Strategies 118 Freelance Blogging 118 Magazines and Books 121 Speaking 122 Consulting 122 Employment Opportunities 123 Selling e-Resources 124 Networking and Business Partnerships 124 Summary 124 6 Buying and Selling Blogs 125 Introduction to Buying and Selling Blogs 125 Why Sell? 126 Why Buy? 127 Deciding to Build or Buy 128 Buying to Sell (Flipping) 129 Blog Sales Basics 130 Investing in an Older Blog 130 Investing in a Newer Blog 131 Having a Game Plan 131 Valuations 131 Calculating a Blog’s Value 137 Buying a Blog 138 Selling Blogs 140 Where to Sell Your Blog 140 How to Sell Your Blog 142 Blog Sales Case Studies 144 Summary 149 7 Blog Promotion and Marketing 151 Building Readership 151 Building a Content Magnet 151 Blog Relations 152 Gaining Attention through “Link Baiting” 158 Is Link Baiting Ethical? 158 Successful Link-Bait Ideas 159 Running Competitions 160 Search Engine Optimization for Blogs 163 Off-Site SEO 163 How to Generate Quality Inbound Links 164 On-Site SEO Techniques 165 Bottom Line on SEO 166 Guest Posting for Links, Reputation, and Traffic 168 Guest Posting in Practice 168 Increasing Page Views on Your Blog 172 Building Community and Getting More Comments 174 Summary 176 8 Build a Sticky Blog Community 177 How Sticky Blogs Grow Your Audience 177 Community Helps Make Your Blog More Useful 178 Community Builds Social Proof 178 Community Members Become Advocates 178 Communities Become Content Generators 179 Why Community Is Important for Monetization 179 Community Increases Page Views 179 Social Proof Makes Promotion Easy 179 Community Delivers Value to Advertisers 180 Community Increases Blog Value 181 Key Steps to Growing a Sticky Community 181 Start with Comments 182 Creating Reader-Centered Posts 182 Using a Personal Tone and Personal Media 183 Making Interactive Tools and Projects 183 Inviting Reader-Generated Content 184 Becoming a Cheerleader 185 Giving Readers Jobs 185 Assigning Reader Homework 186 Providing Multiple Avenues to Join or Become a Member 186 Embracing Off-Site Media 188 Being the Community You Want to Form 189 Engaging Your Audience 190 Setting Up Reader Homework 190 Giving Readers a Job 192 Answering Reader Questions 193 Making Readers Famous 193 Playing Matchmaker with Your Readers 195 Establishing an Intentional Engagement Plan 196 Learning from Your Community 197 Content Ideas and Directions 197 Needs and Desires That Need Solving 198 Likes and Dislikes That You Can Leverage 199 Product Ideas and Practicalities 200 Potential Partnerships 201 The Dark Side of Community 202 What Are Trolls? 202 Setting Up Preemptive Measures 202 Dealing with Trolls 203 Summary 204 9 Social Media and Your Blog 205 Determining Which Social Media Sites to Use 205 Social Bookmarking 206 Social Networking 206 Media Sharing Services 206 Implementing Social Media Promotion 207 Writing for Social Bookmarking Success 207 Engaging Your Followers with Social Media 213 Using Twitter 213 About Twitter Messages (“Tweets”) 214 Using Facebook 216 Using LinkedIn Groups 219 Summary 222 10 Secrets of Successful Blogs 223 About Success in Blogging 223 Analyzing Top Blogs 224 What’s the Average Blog Age? 224 What’s the Posting Frequency? 224 How Does Social Media Factor In? 225 How Do Blogs Make Revenue? 226 What’s the Blog Language? 226 Learning from Niche Blogs 227 What Are Some Successful Niche Blogs? 227 Lessons from Niche Bloggers 228 Learning from Top Blogs 229 ProBlogger 229 TechCrunch 231 Scobleizer 233 The 4-Hour Workweek 235 PopCrunch 236 The Key to Blogging Success: Bloggers Tell Us Their Success Secrets 238 Summary 239 11 Creating Something Worthwhile 241 Knowing Your Audience 241 Being Remarkable 242 What Causes Ideas to Spread? 243 Making Your Blog Useful 245 Useful-Blog Properties 246 Creating Useful Content Today 247 Summary 250 12 Taking Your Blog to the Next Level: A Case Study 251 The Launch of DPS—Years 1–2 251 Building Foundations 252 Monetization 256 Consolidation and Expansion—Years 3–5 256 Staff Writers 257 Expansion of Topics 257 New Design 257 Social Media 258 Increased Focus on Affiliate Marketing 258 DPS E-books 259 DPS Today 260 Using E‐mail to Drive Traffic and Make Money 260 Concluding Thoughts on the DPS E‐mail Sequence 266 Holiday Promotion 267 Summary 267 13 Going Beyond Your Blog 269 What It Means to Go Beyond Your Blog 269 The Blogging Goal Triangle 270 Community Interaction Leads to Attention 272 Getting Known, Spreading Your Ideas, and Attracting Visibility 274 Going from Blog to Print 275 Book Writing 277 Speaking from Blogging 282 Networking, Making Contacts, and Building Partnerships 286 Networking Confidence and Self Esteem 286 Selling Coaching Programs and Consulting 289 What You Need to Get Started 290 Getting Customers 291 Five Lessons from My Journey 292 Summary 294 Index 295

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Book SynopsisSocial entrepreneurship explained Social entrepreneurship is a hot topic in public and non-profit management. Organizations everywhere are looking for innovative ways to respond to financial, social, and regulatory pressures. The next generation of transformative leaders will be risk takers who know how to face even the biggest challenges using market-driven strategies that get results. This book contains everything students and professionals need to know about the cutting-edge practice of social entrepreneurship. In Social Entrepreneurship, you''ll learn how to read markets and environments to identify opportunities for entrepreneurial activity. Then, the authors show to convert opportunities into successful ventures: one-time initiatives, ongoing programs and new, mission-driven organizations are all covered. Sector-specific strategies and recommendations guide readers directly to the techniques that will have the biggest impact. Employs an evidenTable of ContentsTables, Figures, and Exhibit xi The Authors xiii Introduction: Understanding and Using Social Entrepreneurship xv Part One: Social Entrepreneurship: Concept and Context 1 One The Many Faces of Social Entrepreneurship 3 What Is Social Entrepreneurship? 3 Who Are the Social Entrepreneurs? 8 Why Social Entrepreneurship? 11 Where Does Social Entrepreneurship Occur? 17 Concluding Thoughts 22 Two Social Entrepreneurship as Organizational Behavior 25 Entrepreneurial Orientation 27 Measures, Determinants, and Outcomes of EO 32 Entrepreneurial Intensity 34 Limitations of EO and EI 37 Social Entrepreneurial Orientation 38 Concluding Thoughts 43 Part Two: Understanding and Managing the Social Entrepreneurial Process 45 Three Discovering and Creating Social Entrepreneurial Opportunities 47 Defining Opportunity 50 How Are Social Entrepreneurial Opportunities Different? 54 How Are Social Entrepreneurial Opportunities Discovered or Created? 55 Phase One: Idea Generation 57 Phase Two: Opportunity Assessment 62 Concluding Thoughts 66 Four From Opportunity to Action 67 Elaborating the Opportunity with Social Impact Theory 69 Putting Theory into Action: Developing the Operating Model 73 Venture Feasibility and Planning 76 Supporting Analysis 80 Concluding Thoughts 88 Five From Action to Impact 89 Social Venture Effectiveness 90 Approaches to Social Venture Effectiveness 94 Outcome and Impact Evaluation 101 Monetizing Outcome and Impact 107 Increasing Social Venture Impact: Scaling 110 Concluding Thoughts 114 Six Funding Social Entrepreneurship 117 Funding Public Sector and For-Profit Social Entrepreneurship 119 Funding Nonprofit Social Entrepreneurship 122 Philanthropy and Social Entrepreneurship 128 Government Funding 132 Earned Income, Loans, and Equity 133 Concluding Thoughts 139 Part Three: Understanding and Managing the Social Intrapreneurial Process 141 Seven Social Intrapreneurship: Innovation from Within 143 Clarifying the Social Intrapreneurship Concept 145 Social Intrapreneurship Dimensions 147 Antecedents and Consequences of Social Intrapreneurship 150 Management Challenges of Social Intrapreneurship 154 Concluding Thoughts 158 Eight Managing the Social Intrapreneurial Process 161 The Nature of Innovation in Established Organizations 164 A Two-Phase Model of the Social Intrapreneurial Process 164 The Definition Process 167 The Impetus Process 170 Initiators of Innovations in Public and Nonprofit Organizations 174 The Role of Frontline Managers in the Social Intrapreneurial Process 176 The Role of Middle Managers in the Social Intrapreneurial Process 177 The Role of Top Managers in the Social Intrapreneurial Process 179 Concluding Thoughts 180 Part Four: Emerging Trends and Issues 181 Nine Social Entrepreneurship in the Public Sector 183 The Context of Public Sector Entrepreneurship 185 New Public Management and Reinventing Government 188 New Public Service 191 Current Practices and Approaches 192 Concluding Thoughts 200 Ten Boundary Spanning and Social Entrepreneurship 203 Working across Organizational Boundaries 205 Collaboration between Organizations 207 Engagement in Networks 211 Working across Sectors 219 New Legal Forms 228 Concluding Thoughts 230 Eleven New Media and Social Entrepreneurship 233 Introduction 234 New Media, New Possibilities 235 Myths and Realities about Social Media 238 New Media and Information Sharing 239 New Media and Fundraising 240 New Media and Stakeholder Engagement 241 A “Pyramid” Model of Social Media–Based Strategy 243 New Media, New Challenges 244 Concluding Thoughts 250 Conclusion: The Road Traveled and the Journey Ahead 253 Notes 261 Acknowledgments 305 Index 307

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Book SynopsisNow in its 4th Asia-Pacific edition, the internationally acclaimed author team of Entrepreneurship and Small Business have revised their market-leading text with a simple pedagogy and a clear purpose. Starting and running your own enterprise is one the most rewarding and challenging journeys towards developing a business career. This text provides students with the theoretical and practical knowledge required to successfully own and manage a new, small or growing business venture. ESB 4th Asia-Pacific edition is abundant with insightful real world case studies and opportunities for experiential learning. It provides comprehensive information about small business management and entrepreneurship in Australia, New Zealand, China, India, Singapore, Malaysia and Hong Kong; providing students with a genuinely international perspective. The text includes a bolstered section on family business start-ups and integrated coverage of th

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Book SynopsisInnovation, Entrepreneurship, Geography and Growth provides a timely, accessible review of our understanding of the complex links between innovation, entrepreneurship, geography and growth. Expert contributions provide a thorough roadmap of the developments in research at the interface of these themes.Table of ContentsNotes on Contributors vii 1. Innovation, Entrepreneurship, Geography and Growth 1 Philip McCann and Les Oxley 2. Theories of Entrepreneurship, Innovation and the Business Cycle 5 Simon C. Parker 3. The Transatlantic Productivity Gap: A Survey of the Main Causes 25 Raquel Ortega-Argilés 4. A Survey of the Innovation Surveys 53 Shangqin Hong, Les Oxley and Philip McCann 5. Knowledge Dynamics, Structural Change and the Geography of Business Services 79 Tommaso Ciarli, Valentina Meliciani and Maria Savona 6. Multilevel Approaches and the Firm-Agglomeration Ambiguity in Economic Growth Studies 105 Frank G. van Oort, Martijn J. Burger, Joris Knoben and Otto Raspe 7. A Relational Approach to the Geography of Innovation: A Typology of Regions 131 Rosina Moreno and Ernest Miguélez 8. An ‘Integrated’ Framework for the Comparative Analysis of the Territorial Innovation Dynamics of Developed and Emerging Countries 159 Riccardo Crescenzi and Andrés Rodr’yguez-Pose 9. Regional Innovation Systems within a Transitional Context: Evolutionary Comparison of the Electronics Industry in Shenzhen and Dongguan Since the Opening of China 177 Wenying Fu, Javier Revilla Diez and Daniel Schiller Index 197

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Book SynopsisA proven approach to achieving entrepreneurial success in new corporate ventures and startups Every day, business and corporate startups take action based on assumptions. Yet these assumptions are based largely on guesswork that leads to everything from costly mistakes to the failure of ventures.Trade ReviewIn short, this book along with a website that provides a digital toolkit to assist in the logistics of realising the suggested procedures - is packed with practical yet insightful guidance to inspire the budding billionaires of the future. (Elite Business, February 2014)Table of ContentsList of Trademarks xiii Acknowledgments xv Introduction: Is There a Better Way? xix PART I THE TALE OF TWO ENTREPRENEURIAL WORLDS 1 CHAPTER 1: Pedal to the Metal 3 A Little History 3 Traditional Management Tools Fail Entrepreneurs 4 Why Startups Fail 7 Origins of the Pivot Methodology 8 Notes 10 CHAPTER 2: Innovation is Bringing Discipline to Chaos 11 Plant = Discovery; Pivot = Incubation; Propel = Acceleration 11 Introduction to the D-I-A Model 13 If Only I Had Known Then What I Know Now. . . 15 Innovation Defined in the Corporate Setting 17 Beyond Invention and Creativity 18 Emerging Management Discipline 19 Innovation Definitions 21 Common Language and Mind-Set 23 Navigating the Culture Divide 24 It’s All about Uncertainty 25 Uncertainty versus Risk 25 Uncertainty Types: Technical, Market, Resource, Organization 26 Innovation Continuum and Uncertainty 27 The ABCs of Innovation Uncertainty 27 Notes 29 CHAPTER 3: The Corporate Entrepreneur 31 An Examination of the Definition 31 An In-Depth Look at Corporate Entrepreneurship Models 33 Model One: Intrapreneurship 34 Model Two: Arm’s-Length Approaches—Corporate Venture Capital and External Corporate Incubators 35 Model Three: Internal Venturing—Spin-Ins and Spin-Outs 36 Model Four: New Business Creation—Inside Corporate/R&D or Established Divisions 38 Model Five: Open Innovation Hybrid Approach 39 Model Six: An Innovation Function—Institutionalizing Corporate Entrepreneurship 40 A Brief Look at Academic Research 42 A Look at Corporate Culture 43 Personal Experiences 46 Notes 52 Additional Notes 53 CHAPTER 4: So, You Want to Be an Entrepreneur? 55 Swinging for the Fences 56 The Academic Side 59 Personal Experiences 63 Notes 67 CHAPTER 5: Entrepreneur and Corporate Entrepreneur: Framing the Perspectives 69 Comparing Entrepreneurs 71 Differences between Entrepreneurs and Corporate Entrepreneurs 71 Differences in the Operating Contexts 72 Progress in Understanding and Effectively Executing the Two Different Types of Entrepreneurship 74 Notes 76 PART II PLANT = DISCOVERY—THE BUSINESS VISION 77 CHAPTER 6:Discovery–Attractiveness of the Business Opportunity 79 Discovery Principles 81 Discovery and Open Innovation 83 Discovery Progression: Capturing Innovation Opportunities 85 Opportunity Recognition 85 Application Generation and the Business Vision 89 The Discovery Toolkit in Brief 92 Standard Tools 93 Idea Uncertainty Assessment Tool 93 Genesis Pad Opportunity Description 93 Opportunity Screening Criteria 96 Opportunity Potential Questions 97 Uncertainty Identification Checklist for Discovery 99 Opportunity Stakeholder Positioning Steps 99 Plant or Discovery Value Pitch 99 Advanced Tools 104 Words of Caution 107 Plant Your Value Pitch: Making the Transition to Incubation with Your Opportunity Concept 107 Notes 109 CHAPTER 7: Opportunity and the Entrepreneur 111 Opportunity Recognition 112 Technology to Market Opportunity 114 The Challenge for Universities to Commercialize Technologies 116 The Big XYZ 118 The Value Proposition 119 The Positioning Statement 121 Notes 122 CHAPTER 8: Entrepreneur and Corporate Entrepreneur Perspectives: Pursuit of Opportunities 123 Getting from Idea to Opportunity 123 Attracting Attention 125 Note 127 PART III PIVOT = INCUBATION—THE MISSING LINK 129 CHAPTER 9: Incubation—Discipline Together with Chaos 131 Incubation Principles 133 Incubation Objectives 136 Incubation Activities and Processes 137 Incubation and Living With Chaos: The Learning Plan 142 Short, Quick, Inexpensive Learning Loops 143 The Learning Plan Methodology 144 Dimensions of Uncertainty 148 Learning Loop Development Process 152 Initiating a Learning Loop 152 Evaluating Learning Outcomes 153 General Guidelines 153 Notes 155 CHAPTER 10: Early Market Engagement: Business Concept Options 157 Incubation Progression: Market Learning and Business Model 158 Market Learning 160 Business Model 164 Market Development Considerations 166 Learning versus Product Prototype 166 Market Entry Approach 167 Forget about Finding the Killer Application 167 Be Out There 168 Move from Office to Market 168 Market Development = Market Learning 169 Follow the Long and Winding Road 169 Innovation Roles 169 Building the Team 169 Success Depends on People 171 The Incubation Toolkit in Brief 173 Standard Tools 173 Learning Plan Design Template 173 Uncertainty Identification Checklist for Incubation 174 Technical and Market Concept Testing Approaches 174 Technical and Market Concept Testing Outcomes 176 Genesis Pad Solution Description 176 Transition Readiness Questions 177 Pivot or Incubation Value Pitch 179 Advanced Tools 180 Learning Approach Value and Coaching Requirements 182 Accelerated Learning to Achieve Faster Results 182 Consistent and Timely Coaching Required 184 Pivot to Your Evolved Value Pitch: Making the Transition to Acceleration with Your Concept Proposal 185 Notes 187 CHAPTER 11: Business Experiments 189 Knowledge Construction 190 Define Assumptions 194 Define Markets 196 Define CTA and Analytics 198 Define Product 200 Note 201 CHAPTER 12: Validated Learning = Knowledge 203 Business Model 204 Start Executing Experiment 206 Execute: Product, Market Group, and Call to Action (CTA) 207 Execute: Assumptions and Analytics 208 Execute: Confidence, Results, and Knowledge Loop 209 Business Plan 212 Notes 216 CHAPTER 13: Entrepreneur and Corporate Entrepreneur Perspectives: Incubation and Hypothesis-Driven Learning 217 Learning Is the Antidote to Uncertainties 218 Learning How to Learn 219 Pivot Startup Methodology and Learning Plan 220 Making the Case for Investment 221 PART IV PROPEL = ACCELERATION—THE BUSINESS RAMP-UP 223 CHAPTER 14: Acceleration—Courage to Invest 225 Acceleration Principles 226 Moving from Uncertainty to Risk 226 Moving from Experimentation to Development 227 Acceleration and the Phase Gate Process 228 Integrating with Product Development 229 The Acceleration Toolkit 232 Standard Tools 232 Resource and Organization Alignment Plan 233 Market and Technology Development Integration Plan 233 Propel or Acceleration Value Pitch 235 Advanced Tools 235 Propel Your Value Pitch: Making the Transition to Operations with Your Business Plan 236 Notes 237 CHAPTER 15: Preparing for Growth 239 The Startup Ecosystem 241 University Ecosystems 244 A Time to Scale 246 Notes 249 CHAPTER 16: Entrepreneur and Corporate Entrepreneur: The Challenges of Growth 251 The Ecosystem 252 The Laws of Diffusion and Resistance 253 Scaling 255 Balancing TMRO 256 About the Authors 257 About the Academic Contributing Authors 261 About the Companion Websites 265 Index 267

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Book SynopsisBecome a millionaire by learning from millionaires An Eventual Millionaire is someone who knows they will be a millionaire, eventually. But they want to do it on their own termswith an enjoyable life and an enjoyable business. Eventual Millionaires are everywhere, from the airplane pilot looking to start his own business for more freedom and money to a student looking to start her life on the right foot to a successful business owner needing inspiration and wondering how to take her business to the next level. There are many ways to become a millionaire, but research has often shown that creating your own business is one of the best ways to build wealth. The Eventual Millionaire will lay the foundation for those looking to start their own business and work their way toward financial independence and a fulfilled life. Contains the insights of more than 100 millionaires and their various experiences Written by Jaime Tardy, founder of Table of ContentsForeword by Dan Miller xi Acknowledgments xv Introduction: First Things First 1 How This Book Came to Be 1 What Is a Millionaire? 2 You Don’t Need Money to Find Meaning 2 Removing My Goal 3 Chapter 1: Are You an Eventual Millionaire? 5 Are You an Eventual Millionaire? 6 Having Happiness and Wealth Is Possible 7 The Journey Is the Fun Part 8 Love the Process from Thousandaire to Millionaire 9 It’s Okay to Love Money 9 Money Does Not Make You Rich 11 The Most Common Way People Become Millionaires 14 Now You Start 15 Let’s Get Started! 15 Chapter 2: Start Working with the Money You Have Now 17 Facing Debt Head-On 18 The Debt-Free Rules 23 Money Beliefs 36 From Now Onward 38 Debt-Free Rules Summary 38 Action Item Review 38 Chapter 3: Millionaires Have Fears, Make Excuses, and Have Confidence Issues 41 What Fear Is 42 Science of the Brain 42 Your Business May Fail If You Do Not Work on Your Fears 43 What Millionaires Think of Fear 44 Risk 46 Confidence 47 Getting Past Excuses and Moving Out of Your Comfort Zone 49 Millionaires and Their No-Excuses Approach 49 Moving Past Your Fear 54 Passive versus Active Actions 60 Tools to Get Past Your Fear 62 What If You Let It Stop You? 66 Action Item Review 67 Chapter 4: Finding and Evaluating Your Ideas for Your New Business 71 How Millionaires Found Their Ideas 72 How to Generate Business Ideas 74 The “Find Your Passion” Myth 74 Don’t Be a Donkey 78 The Time Factor 79 All of this starts with an idea 80 How Millionaires Evaluate Ideas 82 What about Networking Marketing? 94 Choosing the Right Idea 95 Action Item Review 99 Chapter 5: Mentors, Masterminds, and Networking 103 Millionaires Have Help! 104 Mentors versus Coaches versus Mastermind Groups 105 Mastermind Groups 106 Mentors 111 Networking 121 Action Item Review 124 Chapter 6: Long Business Plans Are for Banks 127 The Square Business Plan 130 A Millionaire’s First Month in Business 137 Marketing versus Sales 140 Selling That Works 140 The Sales Pitch 141 Marketing 144 Square Business Plan Done 151 Action Item Review 152 Chapter 7: Your Success Is a Series of Small Wins 155 Why Visioning Is Important to Millionaires 156 How Millionaires Set and Attain Their Goals 161 Creating Your Action Plan 172 Achieving Goals 178 Action Item Review 179 Chapter 8: Continuous Forward Motion 181 Millionaires in Forward Motion 182 Focus, Patience, and Routine 183 The Power of Patience 189 The Power of Your Millionaire Routine 193 Taking Care of Business 197 Millionaire Routines 198 Continuous Forward Motion 202 Action Item Review 202 Chapter 9: Stories of Millionaires before They Were Millionaires 205 Brad Deal 206 Briana Borten 208 Kane Minkus 212 Lewis Howes 214 Marissa Levin 216 Ryan Eldridge 218 Sue Ismiel 220 Chapter 10: What You Can Do Now to Start Your Millionaire Journey 225 Figure Out How to Save Money 225 Find a Problem to Solve 226 Differentiate Yourself from Your Competition 228 Create a Mastermind Group 228 Find a mentor 230 Keep Learning 230 Focus! 231 Create, Write, and Be Accountable to Your Goals 233 It’s All about Sales 234 Execute! Take Action! Just Do It! 236 Closing Thoughts 238 About the Author 241 About the Companion Website 243 Index 245

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Book SynopsisFeaturing key topics within finance, small business management, and entrepreneurship to develop and maintain prosperous business ventures With a comprehensive and organized approach to fundamental financial theories, tools, and management techniques, Entrepreneurial Finance: Fundamentals of Financial Planning and Management for Small Business equips readers with the necessary fundamental knowledge and advanced skills to succeed in small firm and business settings. With a unique combination of topics from finance, small business management, and entrepreneurship, the book prepares readers for the challenges of today's economy. Entrepreneurial Finance: Fundamentals of Financial Planning and Management for Small Business begins with key concepts of small business management and entrepreneurship, including management tools and techniques needed to establish, run, and lead business ventures. The book then delves into how small businessTable of ContentsPreface xvii Part I Entrepreneurial Perspective Chapter 1 Small Business and the Entrepreneur 3 1.1 What is Entrepreneurial Finance? 3 1.2 Significance of the Small Business 5 1.3 Entrepreneurship and the Entrepreneur 9 1.4 The Idea and the Opportunity 12 Sources of New Business Ideas 14 1.5 From an Idea to Reality 16 Stage I: Development, Start Up, and Early Growth 16 Stage II: Increasing Growth and Maturity 18 1.6 Summary 18 Key Concepts 18 Discussion Questions 19 Chapter 2 Small Business Options 20 2.1 Starting a New Business 20 Advantages and Disadvantages of Starting from Scratch 21 Important Steps for the Right Start 21 2.2 Buying an Existing Business 22 Advantages 22 Disadvantages 23 Due Diligence 23 2.3 Purchase Options 24 Buy-Out Option 24 Buy-In Option 25 Bulk-Asset Buying Option 25 Take-Over Option 25 The Final Steps in the Buying Process 25 2.4 Franchise 26 Types of Franchise 27 Advantages and Disadvantages of the Franchise Option 28 The Legal Aspect of Franchising 30 2.5 Home Business and Family Business 30 2.6 Summary 34 Key Concepts 34 Discussion Questions 34 Chapter 3 Small Business Purchase Price 36 3.1 Asset-Based Value 36 3.2 Cash Flow–Based Value 39 3.3 Market-Based Value 40 3.4 Capitalized Earnings–Based Value 41 3.5 Financial Ratios–Based Value 43 3.6 Summary 44 Key Concepts 45 Discussion Questions 45 Part II Entrepreneurial Organization Chapter 4 Forms of Business Ownership 49 4.1 Sole Proprietorship 49 Advantages of Sole Proprietorship 49 Disadvantages of Sole Proprietorship 50 4.2 Partnership 50 Partners’ Rights 51 Partners’ Responsibilities 51 Types of Partnership 52 Types of Partners 52 Advantages of Partnership 53 Disadvantages of Partnership 53 4.3 Corporation 54 Justifications for the Creation of Corporations 55 Organizational Structure and Management of Corporations 55 S-Corporation 56 Advantages of Corporation 57 Disadvantages of Corporation 58 4.4 Other Forms of Business Ownership 58 Limited Liability Company (LLC) 58 Professional Service Corporation (PSC) 60 Joint Venture (JV) 60 Non-Profit Corporation (NPC) 60 Cooperatives 60 4.5 Summary 62 Key Concepts 62 Discussion Questions 63 Chapter 5 The Business Plan 64 5.1 What is a Business Plan? 64 Types of Business Plan 64 Importance and Rationale 65 5.2 Contents of the Plan 66 Title Page 67 Confidentiality Statement 67 Table of Contents 67 Executive Summary 68 Vision, Mission, and Elevator Pitch 68 Business Description 69 Background 69 Product 70 Market 70 Functional Plans 70 Operational Plan 71 Management Plan 71 Marketing Plan 71 Financial Plan 73 Appendix 75 5.3 Other Elements of the Plan 76 Milestone Chart 76 SWOT Analysis 76 Critical Risks 77 Measures of Control 78 Succession Plan 78 Environmental Impact 78 5.4 Reviewing the Plan 79 5.5 Anticipating and Preparing Responses to Potential Risks 82 5.6 Financing the Plan 83 Venture Capitalists 83 Angel Investors 84 5.7 Presenting the Plan 84 5.8 Updating the Plan 86 5.9 Grooming the Plan 86 The Written Text 87 The PowerPoint Slides 87 5.10 Summary 88 Key Concepts 88 Discussion Questions 89 Part III Entrepreneurial Finance and Valuation Chapter 6 Financial Statements and Their Analysis 93 6.1 The Balance Sheet 93 Components of the Balance Sheet 94 Balances of the Balance Sheet 96 The Cash Flow Cycle 96 6.2 Income–Expenses Statement 97 6.3 Financial Statement Analysis 99 Vertical Analysis 100 Horizontal Analysis 101 6.4 Ratio Analysis 102 Profitability Ratios 102 Market-Based Ratios 105 Operational Ratios 109 Liquidity Ratios 111 Debt Ratios 113 6.5 The DuPont Model 115 A Final Word About Ratios 117 6.6 Summary 117 Key Concepts 118 Discussion Questions 118 Chapter 7 Capital Structure and Leverage 120 7.1 Debt and Equity Capital 120 Debt Capital 120 Equity Capital 121 Debt versus Equity Financing 122 7.2 The Optimal Capital Structure 125 The Traditional Approach 125 The Modigliani–Miller Approach 130 Other Approaches to Capital Structure 130 7.3 Leverage 133 Operating Leverage 133 Operating Leverage, Fixed Cost, and Business Risk 136 Financial Leverage 137 Total or Combined Leverage 144 7.4 Summary 145 Key Concepts 146 Discussion Questions 146 Chapter 8 Profit and the Cost–Volume Analysis 148 8.1 Profit Concept Between Economics and Accounting 148 8.2 Profit Margin and Markup 149 8.3 Profit and Cash Flow 152 8.4 Profitability and Earning Power 154 8.5 When Would a Firm Start Collecting Profits? 156 Cost–Volume–Profit Analysis 156 8.6 Break-Even Quantity and Break-Even Revenue 158 8.7 Break-Even Graphics 162 8.8 Desired Profit and the Break-Even Point 164 8.9 Non-Cash Charges and the Break-Even Point 166 8.10 Profit Planning 168 8.11 Summary 169 Key Concepts 170 Discussion Questions 170 Chapter 9 Pro Forma Statement and Financial Forecasting 172 9.1 Basic Pro Forma Statements 173 Pro Forma Income Statement 174 Pro Forma Balance Sheet 176 9.2 Pro Forma and the Sales Ratio 176 9.3 Change in Sales (ΔS) and the Needed Fund 178 Financial Forecasting 178 9.4 Role of Financial Forecasting 179 9.5 Basic Steps of Forecasting 180 9.6 Types of Forecasting Models 181 Qualitative Models 182 Quantitative Models 183 9.7 The Analysis of Time Series 184 Time Series and Data Variations 184 9.8 Fitting the Model 185 9.9 Adjusting for Seasonality 189 The Simple Average of Errors Method 190 The Actual to Forecast (A/F) Ratio Method 193 The Dummy Variables Method 194 9.10 The Smoothed Forecasts 197 Simple Moving Average Method 197 The Weighted Moving Average 200 Exponential Smoothing 201 9.11 Barometric Forecasting 204 9.12 Testing Forecasting Accuracy 206 The RMSE Check 207 The MAD Check 209 The MAPE Check 211 9.13 Summary 212 Key Concepts 213 Discussion Questions 213 Chapter 10 Working Capital 214 10.1 What is Working Capital? 214 10.2 Working Capital and Profit-Risk Manipulation 215 10.3 Working Capital and Financing Strategies 218 The Aggressive Approach 219 The Conservative Approach 219 The Balanced Approach 219 10.4 Summary 221 Key Concepts 221 Discussion Questions 221 Chapter 11 Financial Management of Working Capital 223 11.1 Cash Management 223 The Required Minimum Cash 224 Types of Cash and Floats 225 11.2 Marketable Securities Management 228 Common Marketable Securities 228 11.3 Account Receivable 229 Credit Control 229 Credit Evaluation 231 Cash Discount to Speed Up Collection 233 Account Receivable Aging 235 Current Liabilities Management 237 11.4 Account Payable and Trade Discounts 238 1. The Traditional Method 238 2. The NCRF Method 239 Cash Discount for Prompt Payments 240 Cumulative and Quantity Discounts 240 11.5 Summary 241 Key Concepts 241 Discussion Questions 242 Chapter 12 Inventory Management and Control 243 12.1 What is Inventory? 243 Inventory Functions 244 Inventory Cost 244 ABC Analysis 245 12.2 Economic Order Quantity (EOQ) 245 EOQ for Quantity Discount 249 EOQ for the Production-Run Model 251 12.3 The Reorder Point 255 Determining the Safety Stock Level 255 12.4 JIT-Inventory System 260 12.5 Summary 260 Key Concepts 261 Discussion Questions 261 Chapter 13 Investment Project Evaluation and Risk Management 263 13.1 Categories of Investment Purposes 264 Replacement Projects 264 Renewal Projects 264 Expansive Projects 264 Cost-Reduction Projects 264 Conforming Projects 264 Other projects 264 13.2 Steps for Project Selection 265 13.3 Types of Projects 266 Independent Projects 266 Mutually Exclusive Projects 266 13.4 Patterns of Cash Flow 267 The Conventional Pattern 267 The Non-conventional Pattern 269 13.5 Project Evaluation Techniques 269 Average Rate of Return 269 Payback Period 271 Net Present Value 272 Internal Rate of Return 276 NPV versus IRR for Mutually Exclusive Projects 279 NPV Profile, Crossover Rate, and the Ranking Reversal 282 Profitability Index and Capital Rationing 284 Investment Projects and Business Risk 286 13.6 Risk and its Sources 287 Where Would Risk Come From? 288 13.7 Methods of Risk Management 288 Risk-Adjusted Discount Rate 289 Risk-Adjusted Returns 292 The Statistical Adjustment 295 13.8 Sensitivity Analysis, Scenario Analysis, and Simulation 297 Decision Tree 300 13.9 Summary 300 Key Concepts 301 Discussion Questions 301 Chapter 14 Business Valuation and Harvesting 303 14.1 What is Business Valuation? 303 14.2 Valuation Tools 304 Book Value of Assets and Shares 304 Market Price of Shares 304 Capitalization of Major Variables 304 14.3 Valuation Techniques 305 The Multiplier Approach 305 The Capitalization Approach 308 Varieties of the Capitalization Approach 311 Harvesting 311 14.4 What is Business Harvesting? 311 14.5 Harvesting Strategies 312 Systematic Liquidation 312 Outright Sale 313 Acquisition 314 Going Public 315 14.6 Summary 317 Key Concepts 317 Discussion Questions 317 Part IV Entrepreneurial Management and Control Chapter 15 Basic Entrepreneurial Management 321 15.1 Planning 322 Concepts of Planning 322 The Planning Process 323 15.2 Organizing 324 Defining the Tasks 324 Functional Departmentalization 324 Range of Control 324 Delegation of Authority 325 Types of Organizational Structures 325 15.3 Staffing 326 15.4 Directing 326 Leadership and Leaders 327 15.5 Controlling 329 15.6 Business Strategies 330 Product Differentiation 330 Cost Minimization 330 Niche Creation 331 15.7 Summary 331 Key Concepts 332 Discussion Questions 332 Chapter 16 Location and Layout 334 16.1 Factors Affecting the Selection of Location 335 The General Factors 335 Specific Factors 336 16.2 Types of Business Outlets and Locations 337 Outlets by Types of Goods and Services 338 Retail Outlet Locations 339 Service Outlet Locations 340 Wholesale Outlet Locations 340 Production Plant Locations 340 16.3 Site Selection 341 Low Customer Contact Businesses 342 High Customer Contact Businesses 343 Good Visibility 343 Adequate and Proper Parking 343 Selected Quantitative Measures 344 Radius of the Trading Area 346 Expansion Consideration 347 16.4 Site Alternatives 347 Downtown Area 347 Shopping Plazas and Malls 347 Throughout Neighborhoods 347 At Home 348 16.5 Layout and Design 348 Retail Layout 348 Wholesale Layout 353 Manufacturing Layout 353 Service Layout 354 Exterior/Interior Considerations 356 Sight, Sound, and Smell Considerations 356 Environmental Considerations 357 16.6 Summary 357 Key Concepts 357 Discussion Questions 358 Chapter 17 Operations, Budgeting, and Taxes 359 Operations 359 17.1 Material and Supplies: Buying or Making? 360 17.2 Product Quality 361 Quality Control 362 Statistical Methods to Control Quality 362 Budgeting 363 17.3 Budgetary Variance and Flexible Budgeting 364 17.4 Types of Budgets 365 Operating Budget 365 Cash Flow Budget 366 17.5 Considerations for Budgetary Control 368 Taxes 368 17.6 Types of Taxes 369 Firm’s Own Business Taxes 369 Sales Taxes 369 Employment-Related Taxes 369 Owner’s Taxes 370 17.7 Taxes and Forms of Business Ownership 371 17.8 Considerations and Strategies 371 17.9 Summary 373 Key Concepts 374 Discussion Questions 374 Chapter 18 Marketing, Promotion, and Distribution 375 18.1 Market and Customer 375 The Changing Target Market 376 18.2 Marketing and Customer’s Decisions 378 Identifying the Needs/Wants 378 Searching and Collecting Information 379 Evaluating the Alternatives 379 Making the Final Choice 379 Post-Purchase Stage 380 18.3 Marketing Research 381 Secondary Data 381 Primary Data 382 Marketing Strategy 383 18.4 Product 383 Product Life Cycle 384 The Total Product 385 Product Commercialization 389 18.5 Price 389 Considerations for a Pricing Policy 389 Price Strategies 390 18.6 Place 393 Storage 393 Transportation 394 Distribution 394 18.7 Promotion 396 Personal Selling 396 Sales Promotion 397 Advertising 398 Publicity and Public Relations 399 18.8 Summary 400 Key Concepts 400 Discussion Questions 401 Chapter 19 Human Resource Management 402 19.1 Job Analysis 402 Job Description 403 Job Specification 403 Job Application 403 Job Satisfaction 404 19.2 Personnel Planning 404 Recruiting 405 Screening and Selecting 406 Hiring and Orienting 408 Compensation and Benefits 412 Appraisal and Evaluation 414 Terminating 416 Other Issues 416 The Discipline System 418 19.3 Summary 419 Key Concepts 420 Discussion Questions 420 Appendix 421 Glossary 427 Further Reading 439 Index 441

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Book SynopsisAnyone can start a business. But only leaders can succeed. Most entrepreneurs know the long odds: only a fraction of them will lead their enterprises through the rocky stages of growth to launch self-sustaining companies.Trade Review“Derek Lidow is right—entrepreneurs, not mere ideas, lead companies to their full potential. Lidow puts this powerful idea to work, alongside the full breadth and depth of his own experiences running growth companies, in Startup Leadership. I recommend this book for every founder—regardless of your stage—because Lidow's invaluable insights, personal leadership strategies, and framework will help you improve the trajectory of your success.” —Rich Karlgaard, publisher, Forbes magazine; board director; investor; entrepreneur; and author, The Soft Edge “Trust me because I’ve seen and done virtually everything that’s possible in business today. Whether you’re an investor, board member, CEO, accelerator, small business owner, or aspiring entrepreneur, Startup Leadership is mandatory reading. Thanks to the smart and detailed advice of serial success story Derek Lidow, the book will help de-risk virtually any enterprise. It will also expand your levels of innovation level, profits, culture and success. I recommend you get a copy—and give a copy to someone who needs it.” —Bruce Hack, advisor, angel investor, board director, and former CEO, Vivendi Games “The entrepreneur's journey is often misunderstood as an idea coming to life. In fact, it is entrepreneurs themselves who must learn to create and lead an organization. Startup Leadership provides aspiring and experienced entrepreneurs powerful tools to grow as leaders.” —Brian O’Kelley, founder and CEO, AppNexus “This is not another book on how to build a successful startup. Lidow demystifies relationship building, negotiation, and vision creation with clarity and balance. He shows what it takes to become a more confident leader who builds startups with less risk and better outcomes. Your transformation into a better-equipped entrepreneurial leader begins now.” —Natasha Gajewski, founder and CEO, Simple Health Inc. “If any book contains the secrets of entrepreneurial success, this is it! I recommend Startup leadership to both budding and proven entrepreneurs.” —Greg Olsen, founder, Epitaxx and Sensors Unlimited “Startup Leadership is the handbook for leadership all entrepreneurs should read while scaling their business.” —Chris Kuenne, founder-entrepreneur, Rosetta “A must-read for aspiring and experienced entrepreneurs!” —Jeremey Donovan, author, How to Deliver a TED Talk “This book fills an important gap among books about entrepreneurship, and Derek Lidow shows what it really takes to make a successful startup. Startup Leadership focuses on the essential, yet elusive, leadership elements required to navigate a venture from idea to self-sustainability. Future entrepreneurs will be thankful to have this companion along for the entire journey.” —John Danner, professor, Haas School of Business, UC Berkeley “Finally, an easy-to-read and digestible blueprint for entrepreneurs that will empower them to build and lead sustainable enterprises. Lidow encapsulates years of trial and error and teaches what’s required for successful entrepreneurship with a clear methodology.” —Jeanne Gray, founder and CEO, AmericanEntrepreneurship.com “Finally, from the true-life experiences of a highly-successful entrepreneur, comes a how-to book that is more than an academic compendium. Derek Lidow captures the essence of the leadership qualities needed for success, not just in the formation and early stages of a venture, but along the path to a significant stand-alone business. This hands-on book is an instant classic.“ —Ricardo B. Levy, professor, Stanford University, and author, Letters to a Young EntrepreneurTable of ContentsPreface ix 1 Success Requires More Than Entrepreneurship 1 Part One Prerequisites: Mastering The Skills of Entrepreneurial Leadership 2 Are You Selfish Enough to Be Selfless? 17 3 Enterprises Are Needy 33 4 Building Relationships 50 5 Motivating Others 83 6 Leading Change 94 7 Creating a Personal Leadership Strategy 113 Part Two Application of Entrepreneurial Leadership Skills 8 Strategizing Fragile Growth 129 9 Organizing to Succeed 146 10 Hiring and Firing 164 11 Leading Teams 176 12 Leading Through Crises 197 13 The Selfish Rewards of Selfless Entrepreneurial Acts 211 Appendix A Motivations, Traits, and Skills 223 Appendix B The Five Essential Entrepreneurial Leadership Skills 225 Appendix C Characteristics of Projects, Processes, and Culture 226 Appendix D Characteristics of Enterprises and Their Leaders in Stages One Through Four 228 Appendix E Relationship Building and the Benefits and Costs of Cooperation, Competition, and Retreat 233 Appendix F The Five Prerequisites of Change (The Five Ducks) 236 Appendix G Ten Basic Strategic Questions 237 Appendix H Five Phases of Crisis Resolution 239 Notes 240 Acknowledgments 246 About the Author 249 Index 251

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Book SynopsisEntrepreneurship, Canadian Edition combines the concepts and theories of entrepreneurship with practical instruction and a range of real-life examples and cases. The concepts cover what aspiring entrepreneurs need to know to start and grow their businesses while the examples and cases tell the stories of real entrepreneurs.Table of ContentsChapter 1 The Power of Entrepreneurship Chapter 2 The Entrepreneurial Process Chapter 3 Opportunity Recognition, Shaping, and Reshaping Chapter 4 Understanding Your Business Model and Developing Your Strategy Chapter 5 Entrepreneurial Marketing Chapter 6 Selling in an Entrepreneurial Context Chapter 7 Building the Founding Team Chapter 8 The Business Planning Process Chapter 9 Building Your Pro-Forma Financial Statements Chapter 10 Financing Entrepreneurial Ventures Worldwide Chapter 11 Raising Money for Starting and Growing Businesses Chapter 12 Debt and Other Forms of Financing Chapter 13 Legal and Tax Issues, Including Intellectual Property Chapter 14 Entrepreneurial Growth Chapter 15 Social Entrepreneurship Glossary

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Book SynopsisTable of ContentsAuthor's Note xi Phase One Start-Up 1 1. Lesson #1: To Successfully Launch a Start-Up, There Must Be a Benevolent Dictator 3 2. Lesson #2: The Best Ideas Can Come from What's Right in Front of Your Nose 11 3. Lesson #3: How to Find the Money to Make Big Money 18 4. Lesson #4: Once an Entrepreneur, Always an Entrepreneur 22 5. Lesson #5: It's Better to Be Lucky Than Just Good 25 6. Lesson #6: "GOYA"--The Only Way to Really Test an Idea 29 7. Lesson #7: Don't Underestimate the Power of Focus, Discipline, and Follow-Up 35 8. Lesson #8: Competition Stinks 39 Phase Two Build Out and Put the Idea to the Test 43 9. Lesson #9: Business Is a Series of "Go" and "No-Go" Decisions 45 10. Lesson #10: Treat an Idea Like Clay 53 11. Lesson #11: Always Be Prepared with Plan B . . . And Sometimes C and D 59 12. Lesson #12: You'll Never Reach Critical Goals without a Definitive Timetable 66 13. Lesson #13: Never Be as Weak as Your Weakest Link 70 14. Lesson #14: Raising Additional Capital Requires Creating Demand 74 15. Lesson #15: Everything You Wanted to Know about the "D" Word but Were Afraid to Ask 82 16. Lesson #16: Managing People Is about Achieving Objectives through Others 87 17. Lesson #17: Good Intentions Will Get You Only So Far 95 18. Lesson #18: Don't Open the Doors until the Start-Up Passes the Smell Test--And Don't Be Afraid to Call Time-Out Just to Be Sure 101 Phase Three Constant Reinvention 107 19. Lesson #19: Pot Stirring 101--The Key to Continuous Reinvention 109 20. Lesson #20: Is Perception Reality? How to Manage Risk, Take Chances, and Remain Standing 115 21. Lesson #21: How to Keep Lethargy at Bay . . . Or Why Time Is Your Most Precious Resource 122 22. Lesson #22: How to Avoid Analysis Paralysis by Learning When to Make "Battlefield" Decisions 128 23. Lesson #23: Don't Drink Your Own Bathwater--You Could Choke 135 24. Lesson #24: When the Wolf's at the Door, What You Do Can Make the Difference between Living to Fight Another Day and Going Down for the Count 140 25. Lesson #25: Using the "Mother Rule" Can Help You Avoid Costly Hiring Mistakes 148 26. Lesson #26: When Communicating, Cut to the Chase 153 27. Lesson #27: Survival Math--Business Is Not a Zero-Sum Game 160 28. Lesson #28: Manage by the Three Ps--Persistence, Perspiration, and Performance 165 29. Lesson #29: You Can't Live with "Em--How to Manage Prima Donnas, Employees Who Think It's Not Their Job," and the Perfectionists 170 30. Lesson #30: The Golden Rule of Trust and Respect: You've Got to Give to Get 175 31. Lesson #31: Why You Must Look at Business through the Customer's Eyes, Not Just from an Operator's Perspective 182 32. Lesson #32: When It's Time to Pull the Trigger and Fire a Customer or a Vendor 188 33. Lesson #33: Spurring Growth--How to Eat an Elephant One Bite at a Time 194 34. Lesson #34: If You Don't Like the Competition . . . Buy Them If You Can 199 35. Lesson #35: The Easiest Path to Hypergrowth Is with Other People's Money 204 36. Lesson #36: Beating the Competition Requires That You Know More about Their Vulnerabilities Than They Know about Themselves . . . And Knowing Yourself Better Than They Know You 210 37. Lesson #37: If You Negotiate with Yourself, You Have a Fool for an Opponent 217 Phase Four The Payday 223 38. Lesson #38: Payday . . . And Lessons from the IPO Road Show 225 39. Lesson #39: If the Flame Starts Flickering: How to Tell If the Fat Lady Is About to Sing 234 40. Lesson #40: How to Put Lightning Back in the Bottle Again and Again--Many Entrepreneurs Are Serial Entrepreneurs 242 Epilogue 253 Index 255

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Book SynopsisLeverage the framework of visionaries to innovate, disrupt, and ultimately succeed as an entrepreneur The Lean Entrepreneur, Second Edition banishes the Myth of the Visionary and shows you how you can implement proven, actionable techniques to create products and disrupt existing markets on your way to entrepreneurial success. The follow-up to the New York Times bestseller, this great guide combines the concepts of customer insight, rapid experimentation, and actionable data from the Lean Startup methodology to allow individuals, teams, or even entire companies to solve problems, create value, and ramp up their vision quickly and efficiently. The belief that innovative outliers like Steve Jobs and Bill Gates have some super-human ability to envision the future and build innovative products to meet needs that have yet to arise is a fallacy that too many fall prey to. This ''Myth of the Visionary'' does nothing but get in the way of talented managers, investors, iTable of ContentsSpecial Thanks ix Foreword xv Introduction xvii Chapter 1: Startup Revolution 1 Bytes Eating the World 2 Connectivity 4 The Value-Creation Economy 4 Cue the Lean Startup 8 Meet the Lean Entrepreneur 9 Lean Startup and Disruption 11 Notes 11 Chapter 2: Lean into Change 13 Vision 13 Enterprise Note 18 Values 19 Culture 20 Data 20 Experimentation 22 Customer Focus 22 Organizational Structures 24 The Team 25 Big, Old, and . . . Lean? 26 Over the Horizon: A Framework 28 Work to Do 33 Notes 33 Chapter 3: All the Fish in the Sea 35 Business Models 37 Know Your Audience: Why Segmentation Matters 39 Market Segment 40 Personas: Create a Real Customer 42 Choosing a Market Segment 44 Work to Do 51 Notes 54 Chapter 4: Wading in the Value Stream 55 Articulating the Value Stream 55 About Value Streams 57 Value Stream Discovery 60 Work to Do 79 Notes 82 Chapter 5: Core Lean Entrepreneur 83 The 3 Es: Empathy, Experiments, Evidence 83 Empathy 83 Experiments 94 Evidence 110 Work to Do 116 Notes 116 Chapter 6: The Lean Journey 117 From Here to Eternity: Growth Phases 119 Phase 1: Idea Phase: This Is Gonna Be Big! 120 Phase 2: MVP for a Few: I’ve Proven That a Few People Care! 122 Phase 3: A Funnel of Many: I’ve Proven That a Lot of Similar People Care, and Some Are Gaga! 131 Phase 4: Multiple Funnels: Holy Wow, We’re Growing Like Crazy with a Bunch of Different Groups of People! 139 Phase 5: Scaling a Profitable Business Model: Shampoo, Rinse, Repeat 145 Finally, Enterprise: Large and Successful; Slow and Bureaucratic 146 Notes 148 Chapter 7: The Final Word 149 Work to Do 152 Appendix: Case Studies 155 Acknowledgments 183 Acknowledgments (1st Edition) 185 About the Authors 188 Index 193

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Book SynopsisThe essential playbook for the future of your business What To Do When Machines Do Everything is a guidebook to succeeding in the next generation of the digital economy.Trade Review"Instead of being threatened by this new world, I found their practical and helpful advice quite optimistic." (Financial Advisor, March 2017)Table of ContentsPreface ix Chapter 1 When Machines Do Everything 1 Like It or Not, This Is Happening 3 Digital That Matters 4 Playing the New Game 6 But Will I Be Automated Away? 8 Getting AHEAD in the Age of the New Machine 9 Chapter 2 From Stall to Boom: We’ve Been Here Before 13 When Machines Do Everything, What Happens to Us? 14 But Haven’t Our Computers Made Us More Productive? 15 Carlota’s Way 16 Riding the Waves 17 Three Big Reasons Why a Boom Is About to Occur 21 From Stall to Boom, a Time of Optimism 31 Chapter 3 There Will Be Blood 33 Predictions of Massive Job Losses via AI 33 Manual vs. Knowledge Labor: As Goes the Factory, So Goes the Office? 36 Don’t Confuse Jobs with Tasks 38 Don’t Overlook the Job-Growth Story 40 The Pace of This Transition 42 Getting AHEAD in a Time of Churn 43 Chapter 4 The New Machine: Systems of Intelligence 45 Defining the New Machine 46 Meet the Machine: Anatomy of a System of Intelligence 50 Systems of Intelligence in Action 56 What Does “Good” Look Like? Attributes of a Successful System of Intelligence 59 From Vapor to Value 63 Chapter 5 Your New Raw Materials: Data Is Better than Oil 65 Turning Data from a Liability into an Asset 66 Managing the Data Supply Chain 68 Business Analytics: Turning Data into Meaning 70 If It Costs More than $5, and You Can’t Eat It, Instrument It! 71 The Home-Field Advantage of Big Companies 73 Data Is Job One 76 Chapter 6 Digital Business Models: Your Five Ways to Beat Silicon Valley 77 Hybrid Is the New Black 81 Avoiding the Four Traps 82 Five Ways to Mine Gold from the New Machines 90 The Management Opportunity of a Generation 92 Chapter 7 Automate: The Robots Aren’t Coming; They’re Here 95 Automation Is Not Optional 96 Software Should Be Eating Your Core Operations 102 What to Do on Monday? Flick Your Automation-On Switch 107 Automation Is a Means, Not an End 113 Chapter 8 Halo: Instrument Everything, Change the Game 115 Every “Thing” Is Now a Code Generator 116 Become a “Know-It-All” 120 What to Do on Monday? Capitalize on Code 124 Digits over Widgets: The Next Age of Business and Technology 132 Chapter 9 Enhance: Amplify Human Performance with the New Machine 133 Stone Age, Bronze Age, Iron Age Digital Age 135 Enhanced Jobs Will Be Protected Jobs 136 Smart Robots Make Smarter Hands 141 What to Do on Monday? Partner with Systems of Intelligence 145 You + New Tools = Enhancement 151 Chapter 10 Abundance: Finding Your 10X Opportunities with the New Machine 153 What to Do on Monday? Find Abundance in Your Organization 157 Increasing Prosperity by Lowering Prices 165 Chapter 11 Discovery: Manage Innovation for the Digital Economy 167 R&D Without AI Is No R&D at All 171 Discovery Is Hard, but Not as Hard as Being Irrelevant 176 What to Do on Monday? Don’t Short Human Imagination 176 Create Your Own Budding Effect 185 Chapter 12 Competing on Code: A Call to Action from the Future 187 AI for Pragmatists 188 The Digital Build-Out Is Here 189 Align the Three M’s 190 Move AHEAD 191 Courage and Faith in the Future 192 Acknowledgments 195 Photo Credits 197 Disclaimers 199 Notes 205 Index 223

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Book SynopsisVenture capital demystified, for both investors and entrepreneurs Building Wealth Through Venture Capital is a practical how-to guide for both sides of the tableinvestors and the entrepreneurs they fund. This expert author duo combines renowned venture capital experience along with the perspective of a traditional corporate executive and investor sold on this asset class more recently to flesh out wealth-building opportunities for both investors and entrepreneurs. Very simply, this book will guide investors in learning how to succeed at making money in venture capital investment, and it will help entrepreneurs increase their odds of success at attracting venture capital funds and then employing those funds toward a lucrative conclusion. The authors explain why venture capital will remain the asset class best-positioned to capitalize on technological innovation in the coming years. They go on to demystify the market for those seeking guidance on reaping its rich retTable of ContentsPreface vii Introduction Part I Understanding the Major Players 1 Chapter 1 The Venture Capitalist: Funder of Dreams 3 Chapter 2 The Entrepreneur: His Mind and His “Cultivation” 7 Part II For the Investor: A Guide to Realizing Big Returns 23 Chapter 3 Why Should You Invest in Venture Capital? 25 Chapter 4 How to Find the Right Venture Capital Firm 35 Chapter 5 Venture Capital Investment versus “Buffett’s Real Rules” of Investment 51 Chapter 6 Avoid the Seduction of Unicorns: Get in Early 63 Chapter 7 Finding the Highest Quality Investments at the Right Price 73 Part III for the Entrepreneur: a Guide to the Money Search and All That Follows 87 Chapter 8 The Mating Dance: Prospecting for a Venture Capital Investor 89 Chapter 9 The Final Exam: Due Diligence 101 Chapter 10 Finding Your Deal-Doing Lawyer 115 Chapter 11 Financing Has Arrived and “You’re Married” Now What? 123 Chapter 12 The Last Dance: A Successful Exit 133 Chapter 13 Interview with a Successful Entrepreneur 149 Part IV Looking Ahead: What’s to Come 169 Chapter 14 The Foreseeable Future 171 Acknowledgments 187 About the Authors 189 Index 191

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Book SynopsisPractical advice for your personal journey, from a self-made billionaire Business-Do is your personal handbook for achieving happiness by systematically turning your dreams into reality. Success looks different to everyone, but author Hiroshi Mikitani exemplifies its essential, universal qualities: as the founder and CEO of Rakuten, Mikitani is a self-made entrepreneur who became Japan''s leader in the new global economya journey that made him a billionaire. In this book, he shows you how to achieve your own version of success in work and in life. Paying homage to Japan''s ethos of quality and discipline, this book shares 89 principles Mikitani has gathered over the course of his remarkable career. These thought-provoking, action-oriented rules show you everything from how useful your dreams are, to the best way to harness the internet, to what management techniques work to the importance of self-improvement. The result: your own powerful, personal playbook straight frTable of ContentsIntroduction xiii Chapter 0 Clean Your Space 1 Chapter 1 The 10 Core Principles 5 01 All concepts are relative 6 02 Believe in the power of the moonshot 7 03 Learn the difference between a group and a team 9 04 Think about your mindset, skills, and knowledge 11 05 Question yourself 14 06 A brand is a flag 16 07 The internet transformation continues 18 08 The internet will curate the world’s knowledge and data, but the human touch will still be key 20 09 Taking action leads to deeper thinking 22 10 Continuously improve by a fraction. It’s the key to what others call “good luck” 25 Chapter 2 Personal Development 29 11 Push yourself like a professional (athlete) does 29 12 Play catch between your left and right brain 31 13 Plan forward from birth or backward from death 33 14 Create an objective personality when you’re in the hot seat 35 15 Never stop learning. Ever 37 16 Build self-confidence through small successes 39 17 Always be curious and ambitious 40 18 Find a partner to play intellectual “catch” with 42 19 Set clear goals for your actions 44 20 Remember that great information can come from surprising places 46 21 Don’t rationalize your behavior as others do 48 22 Interrogate your intuition with hard numbers 49 23 Aim to understand the framework 51 24 Create solutions that break down barriers and reveal new challenges 53 25 Identify your weaknesses. Fix them or find workarounds 55 26 Never let your mental energy levels drop 57 Chapter 3 The Value of Relationships 59 27 Offer value-added services. Anything less is meaningless 60 28 Put yourself in their shoes 61 29 See the essence of things 63 30 Size up risk by quantifying it 65 31 Seek out best practices all around you 67 32 Listen especially closely to people you disagree with 69 33 Value the balance between cooperation and competition 72 34 Teaching others will help you grow 73 35 Develop win-win relationships 75 36 Start with good footwork 77 37 Report, contact, and consult 79 38 Analyze the situation from all angles 81 39 Know who and what works, even in tight spots 83 40 Be courageous 85 Chapter 4 Get Your Organization Moving 87 41 Numbers give clarity, so set KPIs 87 42 Pay close attention to resource allocation 89 43 Lead by teaching 91 44 Leverage the organization to move faster 93 45 Harness the power of competition 95 46 Share the sense of accomplishment 97 47 Find the bottlenecks 99 48 Create your own turning point 101 49 Meet and revive in the morning 102 50 Think like a manager 103 51 Create and share a template for success 105 52 Earn trust within your company 106 53 Establish symbolic rituals 107 54 Successful organizations combine pressure and excitement 109 55 Know that there are two types of speed: velocity and agility 110 56 Divide into small groups to improve transparency 112 Chapter 5 Win Every Battle 115 57 Analyze and execute with an eye on the future 115 58 Hypothesize, then create shikumi 118 59 Get things done 119 60 Examine the facts from every angle 121 61 Keep your eyes on what’s at your feet and what lies ahead 122 62 Factorize 124 63 Lean operations generate innovation and growth 126 64 Think about both vertical and horizontal competition 128 65 The Mikitani Curve: Quality depends on a 0.5 percent difference in effort 130 66 Identify what is core and what is missioncritical 132 67 Deciding not to do something can be the most important thing to do 134 68 Companies are sumo rings. They need wrestlers 135 69 Master the timeline 136 70 The devil is in the details 138 71 Success is born of failure. Never hesitate to improve 139 72 Find trends in the numbers 140 73 Think about value chains 142 74 To win, close the gaps and add originality 144 75 No business is special 145 76 Boost profits by using assets in multiple ways 146 77 Strategy, execution, and operation 148 78 No single path leads to success 150 79 Generate the largest cost advantage to win 151 80 Create shikumi that will keep generating value 153 Chapter 6 Nurture a Global Mindset 155 81 The essence of e-commerce is communication 155 82 Seek information beyond your borders 157 83 Your network is your best news source; media come second 159 84 The internet will eliminate national borders. Think global 161 85 Learn from the world’s best practices 162 86 Thinking globally will make you stronger locally 163 87 Thoroughly and humbly analyze past successes 165 88 It’s never too late 166 Acknowledgments 169 Index 171

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Book SynopsisScaling a business is not for the faint of heart. It's a mind-bending journey that causes millions of business owners around the globe to either throw in the towelor avoid risk entirely and suffer from smallness and mediocrity. Most of these businesses fail because they are ill prepared to face the real challenges involved in scaling. Either they don't have the bandwidth to keep up with the sales demand or production, miss out on major opportunities due to fear, or keep making the same mistakes over and over because systems and processes aren't in sync with the rate of growth. To truly scale, you must upsize your strategic practices, implement new marketing strategies, find new ways to build your team, and expand your mindset to break through whatever is keeping you stuck at the same level. Then you must be willing to take the leap into the giant unknown to make your impossible possible. In Scale or Fail, author Allison Maslanwho has successfully scaled ten companies from scratch and has guided thousands of small businesses to do the sameshares her revolutionary SCALEit Method for successfully growing, replicating, and expanding your business. She also shares pivotal mindset strategies she's used to break the fear barrier as a trapeze artist so you can move past any obstacle, take strategic Big Picture risks, and fulfill your dreams of business expansion and skyrocketing profit. Featuring a wealth of real-life success stories, visual tools, and exercises that are prescriptive and inspirational,Scale or Failoffers proven scaling strategies and a proactive approach to: Create your Big Picture Vision and build a plan to achieve itProduce an ever-flowing stream of cash flow with consistent profitsEstablish a powerhouse team that functions well without youBecome a true leader and feel like you deserve your successImprove systems and processes that facilitate scalingGet past the mental and strategic pitfalls that cause revenue bottlenecks Scale or Failis adaptable to any type of businessmanufacturing, consumer goods, a brick and mortar, a digital service, a wholesaler, a consulting service, and everything in between.Whether you're six figures and scaling to seven. . . or in the seven figures and scaling to eight or even nine,Scale or Failprovides the roadmap to multiply your business growthand empower you to soar in the air with the greatest of ease.Table of ContentsHow This Book Is Different xi Foreword by Christina Rasmussen xiii Introduction 1 It All Starts with the First Leap 19 Your Strategic Vision 33 All Things Cash Flow 57 Alliance of the Team 97 Leading Your Vision 129 Executing the SCALEit Method 147 The Healthy and Wealthy CEO 175 Money and Mindset 195 Conclusion 211 Putting the SCALEit Method into Action 221 Acknowledgments 223 About the Author 227 Index 229

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Book SynopsisBuild a world class business with a clear blueprint to success Entrepreneur: Building Your Business From Start to Success is your guidebook to achieving entrepreneurial success. Whether you're an existing business owner seeking to increase your reach, or a budding entrepreneur ready to take the next step, this book provides invaluable guidance from experts who have made it happen time and time again. A simple step-by-step process will help you translate your ideas into effective business plans, raise the capital needed to start and grow your business, build a winning team and leave the competition behind. Drawing upon their experience founding more than 30 companies, the authors share their entrepreneurial wisdom and reveal the real-world techniques that lead to success. With a pragmatic and personal approach, the authors explore the personal characteristics that are vital to achievement; managing stress, withstanding heavy workloads and coping with potenTable of ContentsIntroduction by Peter Warnoe xi Part 1. About me as an entrepreneur 2 1. My entrepreneurial role 4 2. My personal effectiveness 34 3. My public impact 56 4. My face-to-face impact 86 Part 2. About my company’s ideas and funding 110 5. My company’s basic ideas 112 6. My strategies for network effects 130 7. Founding and starting my company 138 8. My sources of funding 156 9. My funding processes 194 Part 3. About my team and my corporate culture 240 10. My core team 242 11. My outsourcing and my staff 270 Part 4. About my company’s growth,strategies and challenges 302 12. My growth phases 304 13. My marketing mix 330 14. My five biggest commercial threats 348 Part 5. About my exit and what comes after 358 15. My alternative exit routes 360 16. My exit processes 370 17. My next project 382 Appendices Appendix A: 116 business strategies for entrepreneurs 390 Appendix B: 46 typical criteria for success in start-up companies 404 Appendix C: List of useful websites, apps and web-extensions for entrepreneurs 410 Glossary 426 Endnotes 438 About the authors 446 Index 447

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Book SynopsisEntrepreneurship, 5th Edition helps aspiring entrepreneurs understand the process of starting a new venture and appreciate the vital role of entrepreneurship in the economy. This accessible textbook explains the steps involved in starting a new company, and offers insights on engaging with startups as investors, bankers, accountants, lawyers, vendors, customers, and employees. Delving into the real-world trials and tribulations of entrepreneurship, the text covers every stage of the entrepreneurial process, from searching for an opportunity and molding it into an attractive product or service, to launching, growing, and eventually harvesting the new venture. The fully revised and updated fifth edition integrates core concepts of entrepreneurship and practical case studiesenabling students to develop an inclusive perspective on how businesses are born, grow, and succeed or fail. The authors explore the entrepreneurial competitiveness of nations throughout theTable of ContentsPreface vii 1 The Power of Entrepreneurship 1 Entrepreneurship and Small Business in the United States 3 Entrepreneurial Revolution 4 Web: Three Revolutions Converge 9 Entrepreneurship Revolution Strikes Gold 10 Creative Destruction 11 Causes of the Entrepreneurial Revolution 12 Changes in the Entrepreneurial Framework Conditions 14 Churning and Economic Growth 18 Global Entrepreneurship Monitor 19 Principal Findings from GEM 20 Activity 20 Necessity, Opportunity, and Gender 20 Age Distribution of Early-Stage Entrepreneurial Activity 22 Growth Expectations and Job Creation 25 Entrepreneurship Ecosystems and the Importance of Support 27 Conclusion 29 Your Opportunity Journal 29 Web Exercise 30 Notes 30 Case: MightyWell 33 2 The Entrepreneurial Process 41 Critical Factors for Starting a New Enterprise 42 Evaluating Opportunities for New Businesses 47 Determining Resource Needs and Acquiring Resources 52 Profit Potential 56 Ingredients for a Successful New Business 58 Conclusion 59 Your Opportunity Journal 59 Web Exercise 60 Notes 60 Case: Vedavoo 62 3 Opportunity Recognition, Shaping, and Reshaping 70 From Glimmer to Action: How Do I Come Up with a Good Idea? 71 Is Your Idea an Opportunity? 76 The Opportunity Checklist 91 ‘‘I Don’t Have an Opportunity’’ 91 Conclusion 93 Your Opportunity Journal 93 Web Exercise 93 Notes 93 Case: ISlide, Inc. 95 4 Prototyping Your Ideas 102 What is Prototyping? 103 Types of Prototyping 106 Conclusion 114 Your Opportunity Journal 114 Web Exercise 114 Notes 114 Case: Balanced Snacking 115 5 The Importance of Business Models 120 Introduction 120 The Core (Steps 1, 2, and 3) 122 The Market (Steps 4, 5, 6, and 7) 125 Customer Segments (Step 4) 126 Marketing Channels (Step 5) 126 Distribution Channels (Step 6) 127 Revenue Streams (Step 7) 128 Product and Operations (Steps 8, 9, 10, and 11) 129 Resources (Step 8) 129 Partners (Step 9) 129 Key Metrics (Step 10) 130 Cost Drivers (Step 11) 130 The External Enviroment and Financial Strategy (Steps 12, 13, and 14) 132 Competitive Environment (Step 12) 132 Industry Attractiveness (Step 13) 132 Financial Strategy (Step 14) 132 Conclusion 133 Your Opportunity Journal 133 Web Exercise 133 Notes 133 Case: Zumba Fitness 134 6 Entrepreneurial Marketing 141 Why Marketing is Critical for Entrepreneurs 142 Entrepreneurs Face Unique Marketing Challenges 142 Acquiring Market Information 143 Marketing Strategy for Entrepreneurs 145 Segmentation, Targeting, and Positioning 145 The Marketing Mix 146 Value Proposition: Articulating the Entrepreneurial Strategy 159 Social Media 162 Guerrilla Marketing 163 Marketing Skills for Managing Growth 165 Understanding and Listening to the Customer 165 Building the Brand 166 Conclusion 166 Your Opportunity Journal 166 Web Exercise 167 Appendix: Customer Interview 167 General Outline: It Needs to Be Tailored to Meet Your Research Needs 167 Notes 168 Case: Theo Chocolate 169 7 Building The Founding Team 184 Power of the Team 185 Where Do You Fit? 187 How to Build a Powerful Team 190 Bootstrapping: Building the Team Based on Stage-of-Venture Life 193 Compensation 194 Equity 194 Salary 198 Other Compensation Considerations 199 External Team Members 200 Outside Investors 200 Lawyers 200 Accountants 201 Board of Advisors 201 Board of Directors 202 Keeping the Team Together 203 Burnout 204 Family Pressure 205 Interpersonal Conflicts 205 Conclusion 205 Your Opportunity Journal 206 Web Exercise 206 Notes 206 Case: Box, Inc.: Preserving Startup Culture in a Rapidly Growing Company 208 8 The Business Planning Process 218 The Planning Process 220 The Story Model 221 The Business Plan 222 The Cover 222 Executive Summary 223 Table of Contents 224 Industry, Customer, and Competitor Analysis 224 Company and Product Description 228 Marketing Plan 229 Operations Plan 233 Development Plan 234 Team 235 Critical Risks 237 Offering 239 Financial Plan 239 Appendices 239 Types of Plans 239 Style Pointers for the Written Plan and Oral Presentation 240 Conclusion 241 Your Opportunity Journal 242 Web Exercise 242 Notes 242 Case: Gravyty: The Art + Science of Better Nonprofit Fundraising 243 9 Building Your Pro Forma 275 Financial Statements 276 Common Mistakes 276 Financial Statement Overview 277 Building Your Pro Forma Financial Statements 278 Build-Up Method 279 Revenue Projections 280 Cost of Goods Sold 281 Operating Expenses 282 Preliminary Income Statement 284 Comparable Method 284 Building Integrated Financial Statements 287 Income Statement 288 Balance Sheet 290 Cash-Flow Statement 291 Putting It All Together 292 Conclusion 292 Your Opportunity Journal 293 Web Exercise 293 Notes 293 Case: Gravyty: Understanding Your Market and Building Realistic Proformas 294 10 Raising Money for Starting and Growing a Business 302 Bootstrapping New Ventures 303 Informal Investors 304 Business Angels 306 Searching for Business Angels 306 Types of Business Angels 307 Putting Together a Round of Angel Investment 308 Amount of Capital Needed to Start a Business 309 Financial Returns on Informal Investment 309 Crowdfunding 310 Venture Capital 311 Classic Venture Capital 312 Mechanism of Venture Capital Investing 312 Financial Returns on Venture Capital 314 Dealing with Venture Capitalists 315 Negotiating the Deal 316 Valuation 317 Earnings Capitalization Valuation 318 Present Value of Future Cash Flows 318 Market‐Comparable Valuation (Multiple of Earnings) 318 Asset‐Based Valuation 319 Example of Market‐Comparable Valuation 319 Asset‐Based Valuation Example 321 Harvesting Investments 322 Initial Public Offering 323 Pros and Cons of an IPO 323 The Process of Going Public 324 BFWS Goes Public 326 Selling the Company 326 Why Be Acquired? 326 Conclusion 327 Your Opportunity Journal 328 Web Exercise 328 Notes 328 Case: MetaCarta: Growing a Company, Do We Take the VC Money? 331 11 Debt and Other Forms of Financing 338 Getting Access to Funds—Start with Internal Sources 339 Start with Credit Cards and Home Equity Lines 340 Cash Conversion Cycle 340 Working Capital: Getting Cash from Receivables and Inventories 342 Using Accounts Receivable as Working Capital 342 The Sales Pattern 343 Cash versus Credit Sales 343 Credit Policies 344 Setting Credit Terms 344 Collection Policies 345 Setting Credit Limits for Individual Accounts 346 Inventory 347 Sources of Short‐Term Cash: More Payables, Less Receivables 348 Cash from Short‐Term Bank Loans 349 Cash from Trade Credit 349 Cash Obtained by Negotiating with Suppliers 349 Cash Available Because of Seasonal Business Credit Terms 350 Advantages of Trade Credit 350 Cash Obtained by Tightening Up Accounts Receivable Collections 350 Obtaining Bank Loans Through Accounts Receivable Financing 351 Pledging 351 Pledging with Notification 351 Factoring 352 Recourse 352 Obtaining Loans against Inventory 352 Obtaining “Financing” from Customer Prepayments 353 Choosing the Right Mix of Short‐Term Financing 353 Traditional Bank Lending: Short‐Term Bank Loans 353 Maturity of Loans 354 Interest Rates 354 Collateral 355 Applying for a Bank Loan 356 Restrictive Covenants 356 General Provisions 357 Routine Provisions 357 Specific Provisions 358 Equipment Financing 358 Obtaining Early Financing from External Sources 359 SBA‐Guaranteed Loans 359 Applying for an SBA Loan 359 Conclusion 360 Your Opportunity Journal 361 Web Exercise 361 Notes 361 Case: FEED Resource Recovery 362 12 Legal and Tax Issues, Including Intellectual Property 373 Why, When, and How to Choose an Attorney 374 Leaving Your Present Position 374 Corporate Opportunity 374 Recruitment of Fellow Employees 375 Noncompetition 375 Intellectual Property 376 The Basics: What is Protectable and How Should It Be Protected? 377 Patents 377 Trade Secrets 383 Trademarks 385 Copyright 387 International Protection for Intellectual Property 388 Choice of Legal Form 390 Control 390 Personal Liability 391 Taxation 392 Initial Investment of the Founders 394 Administrative Obligations 394 Choosing a Name 395 Stockholders’ and Operating Agreements 395 Negotiating Employment Terms 395 Disposition of Equity Interests 396 Legal and Tax Issues in Hiring Employees 398 Employees as Agents of the Company 398 Employment Discrimination 399 Employment Agreements 400 Raising Money 400 Conclusion 401 Your Opportunity Journal 401 Web Exercise 402 Notes 402 Case: Wefunder: Leading the Growth of a New Industry 403 13 Entrepreneurial Growth 411 Making the Transition from Start‐up to Growth 412 Looking Forward: The Choice to Grow, or Not,… or Sell 412 A Model of Driving Forces of Growth 414 The Growth Process 415 Execution 416 Instituting Controls 417 Tracking Performance 418 Managing the Cash Cycle 420 Leveraging the Value Chain 422 Maintaining the Entrepreneurial Organization 423 Opportunity Domain 423 Organizational Resources and Capabilities 426 Obtaining Financial Resources for the Growing Company 427 Intangible Resources and Capabilities 428 Leadership 429 Starting the Delegation Process 430 First‐Level Management 431 From Delegation to Decentralization 431 Professional Management and Boards 432 Coordinating the Driving Forces 432 Leading People; Developing Entrepreneurs 433 Conclusion 433 Your Opportunity Journal 434 Web Exercise 434 Notes 434 Case: Esporte Interativo 436 14 Social Entrepreneurship 442 Introduction 443 The Rise in Social Entrepreneurship 443 Social Entrepreneurship Defined 445 A Social Entrepreneurship Typology 445 Hybrid Ventures 449 Choosing Your Venture Type 451 Measuring Impact 453 Conclusion 455 Your Opportunity Journal 455 Web Exercise 456 Notes 456 Case: InnerCity Weightlifting 457 Glossary G-1 Index I-1

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Book SynopsisIn Lead Upwards: How Startup Joiners Can Impact New Ventures, Build Amazing Careers, and Inspire Great Teams, startup marketing leader Sarah E. Brown delivers an illuminating and accessible guide to maximizing your impact and delivering results in a startup leadership role. The author draws on over a decade of experience scaling SaaS companies as she explains how to prepare for, earn, and succeed in an executive role at a startup company. The book describes every step on the way to realizing your goalsand the goals of your startupas you navigate the gap between a management role and the executive team. It covers what to do in your first 90 days, how to build and sustain a healthy team culture, and the art of communicating results to your leadership team and board. You'll also learn: How to manage the challenges posed by leading a remote, distributed, or hybrid team Management strategies based on inclusive and diverse teambuilding, alignment with business Table of ContentsIntroduction: Why Startup Leadership Matters At Every Level 1 Part I Becoming a Startup Executive 7 Chapter One What It’s Really Like To Be An Executive At A Startup—and How It’s Different From Being A Director Or Manager 9 Chapter Two Bridging The Transition From Manager To Executive: How Leaders Got Their First Role 27 Chapter Three Understanding and Evaluating Your Fit At Various Startups 39 Chapter Four Landing Your Next Startup Executive Role: Leveling Up Within Your Current Organization Or Seeking A Role Elsewhere 51 Chapter Five Get The Offer and Secure Your Executive Seat 67 Part II Getting Started: Nail Your First 90 Days 87 Chapter Six Define Your Goals and Align With Your Ceo and Board On Success 89 Chapter Seven Build Key Relationships: Ceo, Board, Team 103 Chapter Eight Know Thyself: Strengths, Weaknesses, and Areas To Improve 113 Chapter Nine Learn The Company Culture and Define It With Your Team 131 Part III Building and Managing Your Team and Department 141 Chapter Ten Recruit Smart and Build Belonging 143 Chapter Eleven Alignment: Set The Strategy To Get Your Team Working Toward The Same Vision and Goals 149 Chapter Twelve Attunement: Creating A Culture Where People Contribute Their Best Work 155 Chapter Thirteen Building A High-Performance Team Culture 165 Part IV Managing Yourself and Your Executive Communication 189 Chapter Fourteen Level Up To Scale With Your Startup 191 Chapter Fifteen Leading In A Post-Covid World 197 Chapter Sixteen Managing Up: How To Work With Your Ceo and Board 205 Chapter Seventeen When Things Go Pear-Shaped: Navigating Challenges, Setbacks, Failure, and Departures 213 Part V Proving, Sustaining, and Expanding Your Impact As A Leader 243 Chapter Eighteen Measuring Success: How To Know If Things Are Working 245 Chapter Nineteen Communicating Your Results To Your Cfo, Ceo, Company, and Board 253 Chapter Twenty Mentorship: How To Further Grow Your Career By Networking and Giving Back 267 Afterword 279 Notes 281 Acknowledgments 287 About The Author 289 Index 291

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Book SynopsisDiscover how a founder's personality can impact the culture of a startup In The Soul of Startups: The Untold Stories of How Founders Affect Culture, award-winning HR and diversity and inclusion professional Sophie Theen delivers an insightful and eye-opening discussion of the importance of culture in the vibrant and, sometimes, chaotic world of startup enterprise. In the book, you'll hear from a people management expert who has sat alongside those who launch exciting new ventures. The author describes company founders who lacked the emotional maturity and intelligence to start an organization on which an entire team would rely for their wellbeing, as well as those who excelled at creating environments that allowed their team members to thrive, personally and professionally. You'll also find: Unvarnished truths from people who have lived through the ups and downs of the startup experienceCelebrations of the people who have worked forand withthe celebrity CEOs to help them realize their visionIlluminating stories of the journeys of startup operators, including the good, the bad, and the uglyA can't-miss resource for company founders, entrepreneurs, managers, executives, and startup professionals, The Soul of Startups also belongs in the libraries of human resources and people management professionals seeking unique insights into how the personalities of startup founders shape the structures, processes, and realities of working in a fast-growing company.Table of ContentsForeword ix Preface xiii Introduction 1 Chapter 1 The Gen Z Leader 7 Chapter 2 The Type A 21 Chapter 3 The Talent Acquirer 43 Chapter 4 The Middle Manager 65 Chapter 5 The Unlearner 77 Chapter 6 The Trailblazer 95 Chapter 7 The Collectivist versus The Individualist 115 Chapter 8 The Community Builder 135 Chapter 9 The Keen Learner 157 Chapter 10 The Black Diamond 177 Closing Reflections 203 Acknowledgments 209 About the Author 211 Index 213

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Book SynopsisWill America''s entrepreneurial spirit continue to define its destiny? What can the rest of the world learn from America''s experience? In Launchpad Republic: America''s Entrepreneurial Edge and Why it Matters to All of Us, Howard Wolk and John Landry provide an insightful and thought-provoking history of entrepreneurship in the United States, with a focus on the political, legal, and cultural forces that have sustained creative destruction and propelled the country forward for more than 200 years. In telling this story, the book highlights the critical features that have set America apart from other countries and identifies the key attributes necessary for it to maintain leadership for years to come. Entrepreneurship is a rebellious act, and America''s democratic system is unique in enabling new companies to challenge established ones. As a result, the country enjoys not just more robust start-up activity, but also a dynamism that forces big companies to improveTable of ContentsPreface xiii Acknowledgments xxi About the Authors xxiii 1 Bigger, Better, Faster, Cheaper 1 Why Entrepreneurship Is More Vibrant and Sustained in the United States Than Elsewhere 2 Gorillas and Guerillas 23 How Start-ups and Established Companies Make Each Other Better 3 European and Colonial Foundations 43 Where America Got Its Crazy Ideas About Property Rights and the Right to Compete 4 Upstart Nation 63 How the Bickering New States Created a Constitution of Competing Interests 5 Building the Entrepreneurial Republic 81 How America Balanced the Race to Get Ahead with the Desire to Stay There 6 The Evolution from Small Business to Big 103 How Upstarts Challenged Incumbents to Create the First Unicorns 7 The Age and Aging of Incumbents 125 What Happens When Giants Fall Asleep 8 The Entrepreneurial Revolution 147 It’s Cool to Get Rich, Man 9 The Inflection Point? 169 Avoiding Pitfalls in Tackling Social Issues 10 Maintaining the Entrepreneurial Advantage 189 Pursuing Shared Prosperity Without Killing the Goose Index 207

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Book SynopsisSupercharge your business or career by staying true to your authentic self In Originate, Motivate, Innovate: 7 Steps to Building a Billion Dollar Network, accomplished entrepreneur Shelly Omilâdé Bell and author Sheena C. Howard deliver an honest and engaging discussion of how to think differently about getting your business funded as a female entrepreneur of color. In the book, you'll find the mindsets, tools, tactics, and strategies you need to succeed in a venture capital environment that is largely designed byand forwhite males. You'll learn how to apply your own unique story and background and prioritize valuable relationships to create your own pathway to a fully funded business. You'll also discover: An acknowledgment and highlighting of those obstacles that remain in place and stand in the way of women of color in businessHow to break through those obstacles while doing things your own wayStrategies for achieving your next goal, whether that's building a business, creating social impact, or looking for a raise An essential and insightful resource for entrepreneurs, founders, and other business leaders of color, Originate, Motivate, Innovate is the no-nonsense, hands-on book that professional women of color have been waiting for.Table of ContentsForeword ix Introduction 1 Part I Originate 7 Chapter 1 The Power of Asking Questions 9 Chapter 2 Create S.P.A.C.E. 31 Chapter 3 Be Authentic and Build Your Brand 53 Part II Motivate 67 Chapter 4 Your Power Is in Your Purpose 69 Chapter 5 Nothing Moves Without People 89 Chapter 6 Resist Being Average: Play Your Cards Right 105 Part III Innovate 127 Chapter 7 Intuitive Decision Making 129 Chapter 8 Living at the Intersection of Multiple Things 143 Chapter 9 Omí’s Toolkit 155 About the Authors 181 Index 183

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Book SynopsisA toolkit for entrepreneurial success In The Essential Entrepreneur, celebrated entrepreneur and business strategist Richard Turner delivers a practical, step-by-step approach to starting and growing a thriving enterprise. If you're ready to take your fledgling business to the next leveland finally follow that brilliant big ideathis guide covers everything you'll need to navigate the challenges ahead. Richard shares straightforward advice and hands-on, real-world lessons outlining the key points you need to know to start and grow your venture. And his lessons are supported by the experience and wisdom of a panel of diverse experts: Tobi Pearce (co-founder of SWEAT), Flavia Tata Nardini (of Fleet Space), Simon Haigh (of Haigh's Chocolates), and Kirsten Bernhardt (skilled investment manager). You'll discover how to: Make a splash in your industry by taking advantage of market weaknesses, disrupting the status quo and creating new openings Sort

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Book SynopsisFind deeper fulfillment and success in your life and work In She Believed She Could, expert business consultant, international speaker and podcaster Allison Walsh delivers a practical and hands-on guide to evolving into the person you want to be. Allison draws from her expertise in positive psychology, the science of happiness, wellbeing, and success, pouring her wisdom and advice into every story, strategy, and suggestion. You''ll learn actionable tools to elevate your mindset, enhance your confidence and create a clear success plan for your future. In the book, you''ll find: Strategies and frameworks that will help you show up, shine bright and create abundant success Ways to give yourself permission to thrive, flourish, and optimize your potential every single day How to tame your inner critic and overcome imposter syndrome How to leverage your personal brand and enhance your earning potential and opportunities<Table of ContentsPreface xiii Part I Show Up 1 Chapter 1 Optimize Your Potential: You’ve Already Got What It Takes 3 Chapter 2 Own It: Embrace Who You Are 15 Chapter 3 Let Go to Grow: Release What’s Holding You Back 33 Part II Shine Bright 47 Chapter 4 Master Your Mindset: Confidence Is Your Key to Success 49 Chapter 5 A Checkup from the Neck Up: Take Care of Yourself 71 Chapter 6 Relationships Matter: It Takes a Village 87 Part III Achieve Abundant Success 109 Chapter 7 Get Strategic: Set and Achieve Meaningful Goals 111 Chapter 8 Your Success Routine: Master Your Time Management Skills 135 Chapter 9 Build Your Brand: Your Story Is Your Superpower 155 Chapter 10 Embrace Your Evolution: When to Lean into New Opportunities 175 Acknowledgments 193 About the Author 197 Index 199

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