Entrepreneurship for the nineties:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Englewood Cliffs, NJ u. a.
Prentice Hall
1990
|
| Ausgabe: | 3. print. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVIII, 270 S. |
| ISBN: | 0132822946 |
Internformat
MARC
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| 300 | |a XVIII, 270 S. | ||
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
Preface xi
Acknowledgments xv
Note to the Educator xvi
About the Author xviii
PARTI FORMATION
Chapter 1 Why Start a Company? 1
Chapter 2 Risks and Rewards 9
Apparent versus Real Risks 9
Financial Risks 10
Career Risks 11
Personal Risks 11
Rewards 13
Balancing Risks and Rewards 14
How to Tell if You re an Entrepreneur 15
What Kind of an Entrepreneur to Be? 15
Chapter 3 What Kind of Company? 17
Service versus Manufacturing 19
Fashions in Technologies and Markets 19
Where to Look for Ideas 20
Criteria for First Products 22
Venture Architecture 24
What Characterizes Good Architecture? 26
vi Contents
Chapter 4 Measuring the Need 30
Where Do You Look for Information? 33
Chapter 5 Selection of Cohorts 38
Is a Team Really Necessary? 39
Common Team Problems 39
The Question of Stock 40
Equity Distribution: One Approach 42
Housecleaning 44
Chapter 6 The Zero Stage: Form versus Substance 46
What Form Should the Company Take? 47
What Kind of Facilities? 48
Directors, Pro and Con 49
Prototypes and Plausibility 50
Where Does Seed Money Come From? 51
What to Do until the Money Arrives 53
Chapter 7 Leaving the Womb 56
Noncompetition Agreements 57
When to Split 58
What to Take with You 59
Raiding 59
PART II FINANCING AND FINANCES
Chapter 8 Initial Financing 61
What is the Worth of Valueless Stock? 63
Venture Capital: What It Is and Isn t 64
Why Not Get a Loan? 64
Operating without Capital 65
The Magic of Initial Sales 69
Chapter 9 Equity Sources: A Range of Motivations 70
Private Individuals or Groups of Individuals 71
Venture Capital Firms 74
Adler s Laws 76
Small Business Investment Companies (SBICs) 77
Fiduciary Funds Managers 78
Industrial Corporations 79
The Only Game in Town? 82
Contents vii
Chapter 10 Public or Private: What s the Difference 86
Sizing Up the Market 89
The Public Route: Some Additional Considerations 90
Chapter 11 The Business Plan 92
A Variety of Purposes 92
The Fund Raising Plan 95
How Much Money? 96
The Operating Business Plan 98
Chapter 12 Shopping and Negotiating 100
Sizing Up Investors 100
A Note on Finders 101
Folklore: Don t Shop the Deal 102
Your Initial Approach 102
The Pitch 103
Rank Your Targets 103
A Note on References 104
What Is in a Letter of Intent? 105
The Document 107
The Problem with Bridge Capital 107
The Negotiation Process 108
Chapter 13 Accounting—Inside and Out 111
Accounting as a Language 112
Accounting Help: How Much and What Kind? 112
Auditors 114
Significance of Certified Statements 114
Selection of an Auditing Firm 115
The Audit 116
Other Big Six Functions 116
Budgets and Control 117
Chapter 14 Care and Feeding of Bankers 120
Differences among Banks 120
Selecting a Bank 121
Grooming the Relationship 122
Miscellaneous Services of Banks 123
Day to Day Banking 124
Chapter 15 The Next Round of Financing 126
Financing Future Growth 126
Who Needs those Guys? 128
Financing Past Losses 129
Acquiring an Acquirer 131
viii Contents
PART III PEOPLE
Chapter 16 People in Small Firms—General
Considerations 135
The Fallacy of Hiring for Future Needs 135
The Outgrown Employee 136
Talent versus Experience 138
Creating Creative Environments 138
Small Business Types We Can Do Without 140
Chapter 17 Acquiring and Divesting People 143
Compensation Packages 143
Recruiting 147
Interviewing 149
The New Employee 149
Divesting People 150
A Note on the Personnel Function 152
PART IV MARKETING
Chapter 18 Selling 155
Marketing versus Selling 155
Image versus Reality 156
Advertising Agencies 158
Public Relations Agencies 158
Pricing 159
Continuous Market Research 160
Building a Rep Organization 160
Identifying and Recruiting Reps 161
Succeeding with Reps 162
Beyond Reps 164
International Marketing 165
Your Job as Cheerleader 167
Selling Can Be Learned 168
Chapter 19 The Customer 170
Identifying Customers 170
Analyzing Customer Needs 172
Servicing the Relationship 173
Handling Problems 174
The Problem Customer 175
Enforcing Contracts 177
Contents ix
Chapter 20 Competitors and What to Do about
Them 179
Who is a Competitor? 179
Competitors as an Idea Source 180
Competitors as a Basis for Comparison 180
Finding Out about Competitors 181
Competitive Structure 184
Hiring Competitors Personnel 185
Chapter 21 Going International 187
Why Go Offshore? 187
Benefits Flow Both Ways 188
How to Proceed 189
Foreign Marketing in Context 193
Chapter 22 Strategic Partnering 195
What is a Strategic Partnership? 195
What s in it for the New Venture? 196
What s in it for the Big Partner? 197
What are the Forms of Strategic Partnerships? 198
How Do You Make it Work? 199
PARTV RUNNING THE SHOW
Chapter 23 A Race with the Clock 201
The Importance of Meeting Targets 202
Entrepreneurs versus Custodians 202
The Principle of Enlightened Mediocrity 203
Cash Balance 203
Maintaining Investor Rapport 204
The Entrepreneur s Credibility 205
Planning Your Time 206
Helping Others Plan Their Time 208
Chapter 24 More on Negotiation 210
Your Opposer is Usually at a Gross Advantage 211
The Negotiating Process 211
Why Technologists are Often Poor Negotiators 212
Knowing Your Opposer 213
Strategies and Tactics 214
Some Additional Considerations on Negotiating 216
x Contents
Chapter 25 Lawyers and Their Uses 218
Lawyers as Legal Advisors 219
Lawyers as Business Advisors 219
Lawyers as Negotiators 220
Lawyers as Investors Interface 220
Lawyers as Defenders 220
Picking a Lawyer 221
Patent Lawyers 222
Special Counsel 223
Chapter 26 Custodial Operations and How to Avoid
Them 225
Too Much Information 230
Chapter 27 Millstones and Other Fixed Assets 232
Make or Buy Analysis 235
The Plant Building Instinct 235
Chapter 28 Managing the R D Function 238
Engineers as a Species 238
What Engineers Do in Startups 239
Product Engineering: Some Trends 240
Patents 242
Industrial Design 242
Care and Feeding of Engineers 243
In Conclusion 246
Chapter 29 Life after Death: Our Beneficent
Bankruptcy Laws 247
What is Bankruptcy? 247
What the Law Says 248
What s in a Plan of Reorganization? 250
Diving In and Digging Out 250
Alternatives to Formal Bankruptcy 252
PART VI OVER AND OUT
Chapter 30 Exit This Way 255
Why Get Out? 255
Life Strategy 256
Exit Modes 257
A Final Note on Getting Out 262
Index 264
|
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| discipline | Wirtschaftswissenschaften |
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| isbn | 0132822946 |
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| spelling | Baty, Gordon B. Verfasser aut Entrepreneurship for the nineties Gordon B. Baty 3. print. Englewood Cliffs, NJ u. a. Prentice Hall 1990 XVIII, 270 S. txt rdacontent n rdamedia nc rdacarrier Entrepreneurship New business enterprises Management (DE-588)4037278-9 gnd rswk-swf Unternehmensgründung (DE-588)4078599-3 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content Management (DE-588)4037278-9 s DE-604 Unternehmensgründung (DE-588)4078599-3 s HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003842355&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
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| subject_GND | (DE-588)4037278-9 (DE-588)4078599-3 (DE-588)4143413-4 |
| title | Entrepreneurship for the nineties |
| title_auth | Entrepreneurship for the nineties |
| title_exact_search | Entrepreneurship for the nineties |
| title_full | Entrepreneurship for the nineties Gordon B. Baty |
| title_fullStr | Entrepreneurship for the nineties Gordon B. Baty |
| title_full_unstemmed | Entrepreneurship for the nineties Gordon B. Baty |
| title_short | Entrepreneurship for the nineties |
| title_sort | entrepreneurship for the nineties |
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| topic_facet | Entrepreneurship New business enterprises Management Unternehmensgründung Aufsatzsammlung |
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