CONTENTS
Forword = xiii
Preface = xvii
Acknowledgments = xix
1. Overview of Entrepreneurship = 1
1-1 Overview = 1
1-2 Smart Entrepreneurial Strategies = 3
1-3 Entrepreneurial Trends and Opportunities = 3
1-4 Minority and Women Entrepreneurs = 10
1-5 Physically Disabled Entrepreneurs = 15
1-6 Executive Entrepreneurs = 18
1-7 Pitfalls to Avoid = 21
1-8 Entrepreneurial Resource Checklist = 22
2. The 10 Most Asked Questions from Entrepreneurs = 25
1 I'd love to start a new business, but I don't have a great idea. ; What kind of business should I start? = 26
2 I want to open a business in my home. What do I need to do go get started? = 28
3 How do I approach a banker to get a loan to start my new venture? = 32
5 How do I go about obtaining a patent for my new software Program? = 33
6 I have already patented a new invention, but need to find a marketing company to distribute my product. Where can I find one? = 34
7 How ca I increase my sales and find new customers? = 35
8 Since I don't have much money to market by business, where should I advertise? = 37
9 How can I successfully market my product with a limited budget? = 37
10 What kind of franchise should I purchase? = 39
3. Starting a Business = 43
3-1 Overview = 43
3-2 Smart Strategies for Starting a Business = 44
3-3 Do I have the Right Stuff? = 45
3-4 How Does and Entrepreneur Decide What Kind of Business to Start Stuff? = 45
3-5 What Start-up Factors Should I Consider? = 50
3-6 Where Do I Find Help in Starting Home-Based Business? = 54
3-7 What Type of Preplanning Is Necessary? = 57
3-8 Should I Locate in Business Incubator? = 61
3-9 How Do I Select Retail Location? = 63
3-10 How What to Consider When Negotiation a Lease = 68
3-11 Pitfalls to Avoid = 72
3-12 Entrepreneurial Resource Checklist = 73
4. Legal Structures for Starting a Business = 77
4-1 Overview = 77
4-2 Smart Strategies for Legal Structures = 78
4-3 Should I Worry about What Kind of Legal Structure to Choose? = 79
4-4 Should I Form a Partnership? = 80
4-5 How to Structure Buy-Sell Agreements = 83
4-6 Incorporating a Business = 84
4-7 How Does a Regular Corporation Differ From an S Corporation? = 86
4-8 Should I Form a Limited Liability Company? = 88
4-9 Forming a Nonprofit Company = 89
4-10 Pitfalls to Avoid = 92
4-11 Entrepreneurial Resource Checklist = 93
5. Buying A Business = 95
5-1 Overview = 95
5-2 Smart Strategies for Buying a Business = 96
5-3 Making the Purchase Decision = 97
5-4 Advantages of Buying a Business = 98
5-5 Disadvantages of Buying an Existing Business = 100
5-6 Where to Look for a Business to Purchase = 101
5-7 Checklist for Buying an Existing Business = 103
5-8 Pitfalls to Avoid = 106
5-9 Entrepreneurial Resource Checklist = 106
6. Protecting Intellectual Property = 108
6-1 Overview = 108
6-2 Smart Strategies for Protecting Intellectual Property = 110
6-3 Patents and Inventions = 110
6-4 Trademark Protection = 117
6-5 Copyright Protection = 118
6-6 Licensing Inventions = 121
6-7 Trade Secrets = 124
6-8 Invention Marketing = 128
6-9 Pitfalls to Avoid = 133
6-10 Entrepreneurial Resource Checklist = 134
7. Venture Marketing Strategies = 137
7-1 Overview = 137
7-2 Smart Marketing Strategies = 138
7-3 Marketing Research = 137
7-4 Developing Your Marketing Strategy and Plan = 151
7-5 Expanding Your Customer Base = 157
7-6 Advertising and Promotion = 160
7-7 Telemarketing = 165
7-8 Expanding Your Market through Consignment = 168
7-9 Using Sales Representatives = 172
7-10 Attending Trade Shows = 175
7-11 Pitfalls to Avoid = 179
7-12 Entrepreneurial Resource Checklist = 180
8. Financing Your Venture = 183
8-1 Overview = 183
8-2 Smart Strategies for Financing New and Existing Ventures = 184
8-3 Developing a Financial Strategy = 185
8-4 Borrowing from a Bank = 190
8-5 Venture Capitalists = 198
8-6 Private Placements = 202
8-7 Taking a Company Public = 204
8-8 Tapping Alternative Money Sources = 207
8-9 The Small Business Administration = 213
8-10 Factoring = 218
8-11 Pitfalls to Avoid = 223
8-12 Entrepreneurial Resource Checklist = 223
9. Selecting the Best Business Advisers = 227
9-1 Overview = 227
9-2 Smart Strategies for Using the Infrastructure and Business Professionals = 228
9-3 How to Find a Lawyer for Your Business = 229
9-4 How to Choose an Accountant for Your Business = 235
9-5 How to Find Reputable Insurance Agent = 237
9-6 How to Select and Use Management Consultants = 238
9-7 Recruiting and Utilizing a Board of Directors = 240
9-8 Establishing an Advisory Board = 243
9-9 Pitfalls to Avoid = 244
9-10 Entrepreneurial Resource Checklist = 245
10. Franchising = 247
10-1 Overview = 247
10-2 Smart Franchising Strategies = 249
10-3 How to Research and Buy a Franchise Business = 250
10-4 How to Evaluate a Franchise Agreement = 251
10-5 Purchasing an International Food Franchise = 253
10-6 Franchising a Successful Venture = 255
10-7 Franchising a New Concept = 257
10-8 Pitfalls to Avoid = 259
10-9 Entrepreneurial Resource Checklist = 260
11. The 10 Questions Entrepreneurs Should Ask But Don't = 262
1 How do I go about writing a feasibility plan to determine if my idea for starting a new business could trun into a profitable business venture? = 263
2 What kind of legal structure should I consider for my new business? = 266
3 How do I design a plan for financing my business? = 267
4 How can I put together a budget that will as accurately as possible measure my start-up costs? = 268
5 How can I distinguish my business from others and increase my salse? = 270
6 How do I put together a winning management team when I can't pay high salaries to attract and retain a talented staff? = 272
7 How do I find a corporate strategic partner to assist me in bringing my invention to the marketplace? = 274
8 What kind of business insurance should I get to protect my business? = 275
9 How can I strengthen my sales skills as well sd those of my staff? = 276
10 What skills should I develop to keep pace with the growth of my business? = 278
Index = 279
