Jeff Scheinrock, Matt Richter-Sand
The Agile Start-Up (eBook, ePUB)
Quick and Dirty Lessons Every Entrepreneur Should Know
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Jeff Scheinrock, Matt Richter-Sand
The Agile Start-Up (eBook, ePUB)
Quick and Dirty Lessons Every Entrepreneur Should Know
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An inspiring and impactful compilation of the most important lessons of entrepreneurship
The tools of a digital age make it easier than ever to start a new business. And with billion-dollar IPOs and acquisitions making weekly headlines, the potential rewards are enormous. But even with all of the advantages and resources that today's entrepreneurs have access to, the likelihood of any one business succeeding is slim. That's why you need the simple, clear lessons found in The Agile Startup .
Engaging and informative, The Agile Startup doesn't offer step-by-step instructions on how to…mehr
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An inspiring and impactful compilation of the most important lessons of entrepreneurship
The tools of a digital age make it easier than ever to start a new business. And with billion-dollar IPOs and acquisitions making weekly headlines, the potential rewards are enormous. But even with all of the advantages and resources that today's entrepreneurs have access to, the likelihood of any one business succeeding is slim. That's why you need the simple, clear lessons found in The Agile Startup.
Engaging and informative, The Agile Startup doesn't offer step-by-step instructions on how to build a better mousetrap. Instead, it shows you how to build companies that continually adapt to the "real" world. Along the way, you'll discover you're not alone in your entrepreneurial endeavors, and that almost every challenge a startup can face has already been faced, and overcome, by someone in the past.
The journey of a startup is daunting. Think about everything that has to be overcome and you'll quickly see that the odds are stacked heavily against you. But with The Agile Startup as your guide, you'll learn exactly what it takes to succeed in your entrepreneurial endeavors.
The tools of a digital age make it easier than ever to start a new business. And with billion-dollar IPOs and acquisitions making weekly headlines, the potential rewards are enormous. But even with all of the advantages and resources that today's entrepreneurs have access to, the likelihood of any one business succeeding is slim. That's why you need the simple, clear lessons found in The Agile Startup.
Engaging and informative, The Agile Startup doesn't offer step-by-step instructions on how to build a better mousetrap. Instead, it shows you how to build companies that continually adapt to the "real" world. Along the way, you'll discover you're not alone in your entrepreneurial endeavors, and that almost every challenge a startup can face has already been faced, and overcome, by someone in the past.
- Contains lessons culled from decades of creating successful companies, which includes possessing a flexible mindset
- Provides valuable insights, based on a market-driven philosophy, regarding launching and managing products, businesses, and brands
- Written by two authors who have a combined sixty-plus years of startup experience and understand the reasons behind their successes and failures
- A companion Website contains supplementary material that allows you to learn in a hands-on fashion long after closing the book
The journey of a startup is daunting. Think about everything that has to be overcome and you'll quickly see that the odds are stacked heavily against you. But with The Agile Startup as your guide, you'll learn exactly what it takes to succeed in your entrepreneurial endeavors.
Produktdetails
- Produktdetails
- Verlag: John Wiley & Sons
- Erscheinungstermin: 19. August 2013
- Englisch
- ISBN-13: 9781118744482
- Artikelnr.: 39420463
- Verlag: John Wiley & Sons
- Erscheinungstermin: 19. August 2013
- Englisch
- ISBN-13: 9781118744482
- Artikelnr.: 39420463
JEFF SCHEINROCK is currently a Continuing Lecturer at UCLA Anderson School of Management. He is also President and CFO of the venture investment firm Originate. Scheinrock has personally raised over $1 billion in venture capital, served as the chief investment officer of a fund-of-funds, and helped take Packard Bell from inception to over $7 billion in annual revenue. He has negotiated in excess of $1 billion in bank debt and $3 billion in trade credit from companies such as Intel, Microsoft, Panasonic, Tatung, Lite-On, and Seagate. Scheinrock also handled the negotiation and structuring of many acquisitions, including Zenith Data Systems and Ark Interface Software, among others.
MATT RICHTER-SAND is a serial entrepreneur, having launched three businesses. An Air Force veteran, he earned an MBA from UCLA before spending two years as a venture capitalist. Currently, he mentors entrepreneurs and is actively building his third startup.
MATT RICHTER-SAND is a serial entrepreneur, having launched three businesses. An Air Force veteran, he earned an MBA from UCLA before spending two years as a venture capitalist. Currently, he mentors entrepreneurs and is actively building his third startup.
Why You Should Read This Book xiii
The Entrepreneur’s Life Cycle xv
Chapter 1 Agile Philosophy
Rule #1 3
What’s Your Why? 4
You are Wrong 7
Heaven . . . and Hell 8
You Get Only 15,000 Days 11
The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15
Three Requirements for Success 16
Dreamers versus Doers 19
Get Out of the Building 20
Business Plans are Worthless 23
Let Them Steal it 24
Embarrass Yourself 27
Fail Fast—and Often 28
Contain Risk as Early as Possible 31
First, Decide What Not to Do 32
Rules? What Rules? 35
FOCUS—Follow One Course Until Successful 36
Don’t Drink the Kool-Aid 39
Get in over Your Head 40
There is No Silver Bullet 43
It Ain’t a Problem ’Til it’s a Problem 44
Launch to Learn 47
Resourcefulness, Not Resources 48
Chapter 2 Make it Feasible
Is it Feasible? 53
ASS Out of U and ME 54
Three Questions You Must Answer 57
Double Your Worst Case 58
Five Risk Factors 61
Product 1.0—A Brochure 62
Good Ideas, Bad Businesses 65
Wrong Questions → Wrong Answers 66
Vitamin, Painkiller, or Cure? 69
Create Massive Value 70
Why Won’t it Work? 73
Show Me the Money 74
Does it Pencil? 77
Play Dumb 78
Take a Haircut 81
If You Build it, Will They Come? 82
Buying Customers 85
CLV >= 2 × CAC 86
Cash is More Important than Your Mother 89
Think Like a VC 90
Chapter 3 Customers and Competition
Break it Down 95
Ride the Wave 96
Know Thy Market 99
WII.FM—Your Favorite Radio Station 100
Tell Me What Sucks 103
You Can’t Boil the Ocean 104
Reframe the Competition 107
Make a Competitive Matrix 108
Differentiate or Die 111
Competition is a Good Thing 112
Follow the Leader 115
Fast Followers Finish First 116
10× Better 119
You Need a Moat 120
Zero Degrees of Separation 123
Chapter 4 Making Money
What’s Your Business Model? 127
The Best Source of Capital 128
How Do You Make Money? 131
Gross Profit Margins 132
Prefer Variable to Fixed 135
Go Bootstrap Yourself 136
The First Rule to Making Money 139
The First Dollar is the Hardest 140
Bottoms Up 143
Build a (Bad) Financial Model 144
How Much Runway? 147
Know Your Do-or-Die Numbers 148
Chapter 5 Marketing
Luck is Not a Plan 153
What’s Your Positioning? 154
Hold the Presses 157
Old Meets New 158
Sell Wants, but Deliver Needs 161
How Can I Help You? 162
Turn $1 into $2+ 165
Do it Twice 166
Perception is Reality 169
Be a Guerrilla Marketer 170
The Secret to Writing Copy That Sells 173
Promise . . . Then Overdeliver 174
Your Brand Talks 176
Chapter 6 Team
Not So Fast, Partner 179
Get a Pre-Nup 180
ABCs of Hiring 183
Your Startup is a Boat 184
The Build/Sell Team 187
Make Sure You’re Aligned 188
How to Get the Best People 191
Fire Yourself 192
You are Not Scalable 195
Mess with the Vest, Die Like the Rest 196
Delegate, Don’t Abdicate 199
Form an Advisory Board 200
Who’s the Boss? 203
The Right Partner Formula 204
Hire Slow, Fire Fast 205
Sharing a Submarine 206
Chapter 7 Pitching Your Startup
Get Your Story Straight 209
Get to the Next Step 210
Half as Long is Twice as Good 213
First Rule of Elevator Pitches 214
Get Used to Rejection 217
Use the Use Case 218
Make it Stick 221
Name it and Frame it 222
Find the Hot Buttons 225
Fake it ’Til You Make it 226
Be Simple, Not Simplistic 229
Don’t Bury the Lead 230
Back of a Business Card 232
Chapter 8 Investors
You are the First Investor 235
Got Traction? 236
Obsessed 239
Pigs Get Slaughtered 240
Investors are Not Created Equal 243
Do You Want to Be Rich or Be King? 244
When No Leads to Yes 247
The Train is Leaving the Station 248
Calling All Angels 251
The Lemmings Need a Leader 252
Don’t Expect to Hear “No” 255
Save the Best for Last 256
Get to Your Next Milestone 259
Fuel to the Fire 260
A Demo is Worth 1,000 Words 263
Money Only Buys Time 264
If You Want Money, Ask for Advice 267
The Investor Triad 268
The Day You Take an Investor’s Money 271
What’s the Business Worth? 272
Valuation isn’t Everything 275
Friends, Family, and Fools 276
Chapter 9 Building the Business
Nail it before You Scale it 279
Tipping Point 280
Think on Paper 283
The First Question to Ask 284
Make Meetings Matter 287
Hope for the Best, Plan for the Worst 288
Expect the Unexpected 291
Be Your Own Customer 292
Think Big, Execute Small 295
Forget the Mission Statement 296
Metrics Matter 299
Your Network is Your Net Worth 300
Who’s the Bad Guy? 303
Your Reputation Precedes You 304
Build it Like You’re Going to Sell it 307
Be Frugal, Not Cheap 308
When the S#!t Hits the Fan (and it Will) 311
Know When to Fold ’Em 312
Chapter 10 What to Know Before You Go
Startups are Boring 317
Young at Heart 318
Your Three Hats 321
You are on Your Own 322
Dangers in the Moonlight 325
The Part-Time Entrepreneur 326
A Family Affair 329
Congratulations, It’s a Boy! 330
Ten Things You Should Never Do Before Starting 333
The Five-Year Overnight Success 334
Conclusion 335
Acknowledgments 337
Recommended Reading 339
About the Authors 341
Online Course Offer 343
Index 345
The Entrepreneur’s Life Cycle xv
Chapter 1 Agile Philosophy
Rule #1 3
What’s Your Why? 4
You are Wrong 7
Heaven . . . and Hell 8
You Get Only 15,000 Days 11
The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15
Three Requirements for Success 16
Dreamers versus Doers 19
Get Out of the Building 20
Business Plans are Worthless 23
Let Them Steal it 24
Embarrass Yourself 27
Fail Fast—and Often 28
Contain Risk as Early as Possible 31
First, Decide What Not to Do 32
Rules? What Rules? 35
FOCUS—Follow One Course Until Successful 36
Don’t Drink the Kool-Aid 39
Get in over Your Head 40
There is No Silver Bullet 43
It Ain’t a Problem ’Til it’s a Problem 44
Launch to Learn 47
Resourcefulness, Not Resources 48
Chapter 2 Make it Feasible
Is it Feasible? 53
ASS Out of U and ME 54
Three Questions You Must Answer 57
Double Your Worst Case 58
Five Risk Factors 61
Product 1.0—A Brochure 62
Good Ideas, Bad Businesses 65
Wrong Questions → Wrong Answers 66
Vitamin, Painkiller, or Cure? 69
Create Massive Value 70
Why Won’t it Work? 73
Show Me the Money 74
Does it Pencil? 77
Play Dumb 78
Take a Haircut 81
If You Build it, Will They Come? 82
Buying Customers 85
CLV >= 2 × CAC 86
Cash is More Important than Your Mother 89
Think Like a VC 90
Chapter 3 Customers and Competition
Break it Down 95
Ride the Wave 96
Know Thy Market 99
WII.FM—Your Favorite Radio Station 100
Tell Me What Sucks 103
You Can’t Boil the Ocean 104
Reframe the Competition 107
Make a Competitive Matrix 108
Differentiate or Die 111
Competition is a Good Thing 112
Follow the Leader 115
Fast Followers Finish First 116
10× Better 119
You Need a Moat 120
Zero Degrees of Separation 123
Chapter 4 Making Money
What’s Your Business Model? 127
The Best Source of Capital 128
How Do You Make Money? 131
Gross Profit Margins 132
Prefer Variable to Fixed 135
Go Bootstrap Yourself 136
The First Rule to Making Money 139
The First Dollar is the Hardest 140
Bottoms Up 143
Build a (Bad) Financial Model 144
How Much Runway? 147
Know Your Do-or-Die Numbers 148
Chapter 5 Marketing
Luck is Not a Plan 153
What’s Your Positioning? 154
Hold the Presses 157
Old Meets New 158
Sell Wants, but Deliver Needs 161
How Can I Help You? 162
Turn $1 into $2+ 165
Do it Twice 166
Perception is Reality 169
Be a Guerrilla Marketer 170
The Secret to Writing Copy That Sells 173
Promise . . . Then Overdeliver 174
Your Brand Talks 176
Chapter 6 Team
Not So Fast, Partner 179
Get a Pre-Nup 180
ABCs of Hiring 183
Your Startup is a Boat 184
The Build/Sell Team 187
Make Sure You’re Aligned 188
How to Get the Best People 191
Fire Yourself 192
You are Not Scalable 195
Mess with the Vest, Die Like the Rest 196
Delegate, Don’t Abdicate 199
Form an Advisory Board 200
Who’s the Boss? 203
The Right Partner Formula 204
Hire Slow, Fire Fast 205
Sharing a Submarine 206
Chapter 7 Pitching Your Startup
Get Your Story Straight 209
Get to the Next Step 210
Half as Long is Twice as Good 213
First Rule of Elevator Pitches 214
Get Used to Rejection 217
Use the Use Case 218
Make it Stick 221
Name it and Frame it 222
Find the Hot Buttons 225
Fake it ’Til You Make it 226
Be Simple, Not Simplistic 229
Don’t Bury the Lead 230
Back of a Business Card 232
Chapter 8 Investors
You are the First Investor 235
Got Traction? 236
Obsessed 239
Pigs Get Slaughtered 240
Investors are Not Created Equal 243
Do You Want to Be Rich or Be King? 244
When No Leads to Yes 247
The Train is Leaving the Station 248
Calling All Angels 251
The Lemmings Need a Leader 252
Don’t Expect to Hear “No” 255
Save the Best for Last 256
Get to Your Next Milestone 259
Fuel to the Fire 260
A Demo is Worth 1,000 Words 263
Money Only Buys Time 264
If You Want Money, Ask for Advice 267
The Investor Triad 268
The Day You Take an Investor’s Money 271
What’s the Business Worth? 272
Valuation isn’t Everything 275
Friends, Family, and Fools 276
Chapter 9 Building the Business
Nail it before You Scale it 279
Tipping Point 280
Think on Paper 283
The First Question to Ask 284
Make Meetings Matter 287
Hope for the Best, Plan for the Worst 288
Expect the Unexpected 291
Be Your Own Customer 292
Think Big, Execute Small 295
Forget the Mission Statement 296
Metrics Matter 299
Your Network is Your Net Worth 300
Who’s the Bad Guy? 303
Your Reputation Precedes You 304
Build it Like You’re Going to Sell it 307
Be Frugal, Not Cheap 308
When the S#!t Hits the Fan (and it Will) 311
Know When to Fold ’Em 312
Chapter 10 What to Know Before You Go
Startups are Boring 317
Young at Heart 318
Your Three Hats 321
You are on Your Own 322
Dangers in the Moonlight 325
The Part-Time Entrepreneur 326
A Family Affair 329
Congratulations, It’s a Boy! 330
Ten Things You Should Never Do Before Starting 333
The Five-Year Overnight Success 334
Conclusion 335
Acknowledgments 337
Recommended Reading 339
About the Authors 341
Online Course Offer 343
Index 345
Why You Should Read This Book xiii The Entrepreneur's Life Cycle xv CHAPTER
1 AGILE PHILOSOPHY Rule #1 3 What's Your Why? 4 You Are Wrong 7 Heaven . .
. and Hell 8 You Get Only 15,000 Days 11 The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15 Three Requirements for Success 16
Dreamers versus Doers 19 Get Out of the Building 20 Business Plans Are
Worthless 23 Let Them Steal It 24 Embarrass Yourself 27 Fail Fast--and
Often 28 Contain Risk as Early as Possible 31 First, Decide What Not To Do
32 Rules? What Rules? 35 FOCUS--Follow One Course Until Successful 36 Don't
Drink the Kool-Aid 39 Get in over Your Head 40 There Is No Silver Bullet 43
It Ain't a Problem 'Til It's a Problem 44 Launch to Learn 47
Resourcefulness, Not Resources 48 CHAPTER 2 MAKE IT FEASIBLE Is it
Feasible? 53 ASS Out of U and ME 54 Three Questions You Must Answer 57
Double Your Worst Case 58 Five Risk Factors 61 Product 1.0--A Brochure 62
Good Ideas, Bad Businesses 65 Wrong Questions --> Wrong Answers 66 Vitamin,
Painkiller, or Cure? 69 Create Massive Value 70 Why Won't It Work? 73 Show
Me the Money 74 Does It Pencil? 77 Play Dumb 78 Take a Haircut 81 If You
Build It, Will They Come? 82 Buying Customers 85 CLV >= 2 × CAC 86 Cash Is
More Important than Your Mother 89 Think Like a VC 90 CHAPTER 3 CUSTOMERS
AND COMPETITION Break It Down 95 Ride the Wave 96 Know Thy Market 99
WII.FM--Your Favorite Radio Station 100 Tell Me What Sucks 103 You Can't
Boil the Ocean 104 Reframe the Competition 107 Make a Competitive Matrix
108 Differentiate or Die 111 Competition Is a Good Thing 112 Follow the
Leader 115 Fast Followers Finish First 116 10× Better 119 You Need a Moat
120 Zero Degrees of Separation 123 CHAPTER 4 MAKING MONEY What's Your
Business Model? 127 The Best Source of Capital 128 How Do You Make Money?
131 Gross Profit Margins 132 Prefer Variable to Fixed 135 Go Bootstrap
Yourself 136 The First Rule to Making Money 139 The First Dollar Is the
Hardest 140 Bottoms Up 143 Build a (Bad) Financial Model 144 How Much
Runway? 147 Know Your Do-or-Die Numbers 148 CHAPTER 5 MARKETING Luck Is Not
a Plan 153 What's Your Positioning? 154 Hold the Presses 157 Old Meets New
158 Sell Wants, but Deliver Needs 161 How Can I Help You? 162 Turn $1 into
$2+ 165 Do It Twice 166 Perception Is Reality 169 Be a Guerrilla Marketer
170 The Secret to Writing Copy That Sells 173 Promise . . . Then
Overdeliver 174 Your Brand Talks 176 CHAPTER 6 TEAM Not So Fast, Partner
179 Get a Pre-Nup 180 ABCs of Hiring 183 Your Startup Is a Boat 184 The
Build/Sell Team 187 Make Sure You're Aligned 188 How to Get the Best People
191 Fire Yourself 192 You Are Not Scalable 195 Mess with the Vest, Die Like
the Rest 196 Delegate, Don't Abdicate 199 Form an Advisory Board 200 Who's
the Boss? 203 The Right Partner Formula 204 Hire Slow, Fire Fast 205
Sharing a Submarine 206 CHAPTER 7 PITCHING YOUR STARTUP Get Your Story
Straight 209 Get to the Next Step 210 Half as Long Is Twice as Good 213
First Rule of Elevator Pitches 214 Get Used to Rejection 217 Use the Use
Case 218 Make It Stick 221 Name It and Frame It 222 Find the Hot Buttons
225 Fake It 'Til You Make It 226 Be Simple, Not Simplistic 229 Don't Bury
the Lead 230 Back of a Business Card 232 CHAPTER 8 INVESTORS You Are the
First Investor 235 Got Traction? 236 Passionate Obsessed 239 Pigs Get
Slaughtered 240 Investors Are Not Created Equal 243 Do You Want to Be Rich
or Be King? 244 When No Leads to Yes 247 The Train Is Leaving the Station
248 Calling All Angels 251 The Lemmings Need a Leader 252 Don't Expect to
Hear "No" 255 Save the Best for Last 256 Get to Your Next Milestone 259
Fuel to the Fire 260 A Demo Is Worth 1,000 Words 263 Money Only Buys Time
264 If You Want Money, Ask for Advice 267 The Investor Triad 268 The Day
You Take an Investor's Money 271 What's the Business Worth? 272 Valuation
Isn't Everything 275 Friends, Family, and Fools 276 CHAPTER 9 BUILDING THE
BUSINESS Nail It before You Scale It 279 Tipping Point 280 Think on Paper
283 The First Question to Ask 284 Make Meetings Matter 287 Hope for the
Best, Plan for the Worst 288 Expect the Unexpected 291 Be Your Own Customer
292 Think Big, Execute Small 295 Forget the Mission Statement 296 Metrics
Matter 299 Your Network Is Your Net Worth 300 Who's the Bad Guy? 303 Your
Reputation Precedes You 304 Build It Like You're Going to Sell It 307 Be
Frugal, Not Cheap 308 When the S#!t Hits the Fan (and It Will) 311 Know
When to Fold 'Em 312 CHAPTER 10 WHAT TO KNOW BEFORE YOU GO Startups Are
Boring 317 Young at Heart 318 Your Three Hats 321 You Are on Your Own 322
Dangers in the Moonlight 325 The Part-Time Entrepreneur 326 A Family Affair
329 Congratulations, It's a Boy! 330 Ten Things You Should Never Do Before
Starting 333 The Five-Year Overnight Success 334 Conclusion 335
Acknowledgments 337 Recommended Reading 339 About the Authors 341 Online
Course Off er 343 Index 345
1 AGILE PHILOSOPHY Rule #1 3 What's Your Why? 4 You Are Wrong 7 Heaven . .
. and Hell 8 You Get Only 15,000 Days 11 The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15 Three Requirements for Success 16
Dreamers versus Doers 19 Get Out of the Building 20 Business Plans Are
Worthless 23 Let Them Steal It 24 Embarrass Yourself 27 Fail Fast--and
Often 28 Contain Risk as Early as Possible 31 First, Decide What Not To Do
32 Rules? What Rules? 35 FOCUS--Follow One Course Until Successful 36 Don't
Drink the Kool-Aid 39 Get in over Your Head 40 There Is No Silver Bullet 43
It Ain't a Problem 'Til It's a Problem 44 Launch to Learn 47
Resourcefulness, Not Resources 48 CHAPTER 2 MAKE IT FEASIBLE Is it
Feasible? 53 ASS Out of U and ME 54 Three Questions You Must Answer 57
Double Your Worst Case 58 Five Risk Factors 61 Product 1.0--A Brochure 62
Good Ideas, Bad Businesses 65 Wrong Questions --> Wrong Answers 66 Vitamin,
Painkiller, or Cure? 69 Create Massive Value 70 Why Won't It Work? 73 Show
Me the Money 74 Does It Pencil? 77 Play Dumb 78 Take a Haircut 81 If You
Build It, Will They Come? 82 Buying Customers 85 CLV >= 2 × CAC 86 Cash Is
More Important than Your Mother 89 Think Like a VC 90 CHAPTER 3 CUSTOMERS
AND COMPETITION Break It Down 95 Ride the Wave 96 Know Thy Market 99
WII.FM--Your Favorite Radio Station 100 Tell Me What Sucks 103 You Can't
Boil the Ocean 104 Reframe the Competition 107 Make a Competitive Matrix
108 Differentiate or Die 111 Competition Is a Good Thing 112 Follow the
Leader 115 Fast Followers Finish First 116 10× Better 119 You Need a Moat
120 Zero Degrees of Separation 123 CHAPTER 4 MAKING MONEY What's Your
Business Model? 127 The Best Source of Capital 128 How Do You Make Money?
131 Gross Profit Margins 132 Prefer Variable to Fixed 135 Go Bootstrap
Yourself 136 The First Rule to Making Money 139 The First Dollar Is the
Hardest 140 Bottoms Up 143 Build a (Bad) Financial Model 144 How Much
Runway? 147 Know Your Do-or-Die Numbers 148 CHAPTER 5 MARKETING Luck Is Not
a Plan 153 What's Your Positioning? 154 Hold the Presses 157 Old Meets New
158 Sell Wants, but Deliver Needs 161 How Can I Help You? 162 Turn $1 into
$2+ 165 Do It Twice 166 Perception Is Reality 169 Be a Guerrilla Marketer
170 The Secret to Writing Copy That Sells 173 Promise . . . Then
Overdeliver 174 Your Brand Talks 176 CHAPTER 6 TEAM Not So Fast, Partner
179 Get a Pre-Nup 180 ABCs of Hiring 183 Your Startup Is a Boat 184 The
Build/Sell Team 187 Make Sure You're Aligned 188 How to Get the Best People
191 Fire Yourself 192 You Are Not Scalable 195 Mess with the Vest, Die Like
the Rest 196 Delegate, Don't Abdicate 199 Form an Advisory Board 200 Who's
the Boss? 203 The Right Partner Formula 204 Hire Slow, Fire Fast 205
Sharing a Submarine 206 CHAPTER 7 PITCHING YOUR STARTUP Get Your Story
Straight 209 Get to the Next Step 210 Half as Long Is Twice as Good 213
First Rule of Elevator Pitches 214 Get Used to Rejection 217 Use the Use
Case 218 Make It Stick 221 Name It and Frame It 222 Find the Hot Buttons
225 Fake It 'Til You Make It 226 Be Simple, Not Simplistic 229 Don't Bury
the Lead 230 Back of a Business Card 232 CHAPTER 8 INVESTORS You Are the
First Investor 235 Got Traction? 236 Passionate Obsessed 239 Pigs Get
Slaughtered 240 Investors Are Not Created Equal 243 Do You Want to Be Rich
or Be King? 244 When No Leads to Yes 247 The Train Is Leaving the Station
248 Calling All Angels 251 The Lemmings Need a Leader 252 Don't Expect to
Hear "No" 255 Save the Best for Last 256 Get to Your Next Milestone 259
Fuel to the Fire 260 A Demo Is Worth 1,000 Words 263 Money Only Buys Time
264 If You Want Money, Ask for Advice 267 The Investor Triad 268 The Day
You Take an Investor's Money 271 What's the Business Worth? 272 Valuation
Isn't Everything 275 Friends, Family, and Fools 276 CHAPTER 9 BUILDING THE
BUSINESS Nail It before You Scale It 279 Tipping Point 280 Think on Paper
283 The First Question to Ask 284 Make Meetings Matter 287 Hope for the
Best, Plan for the Worst 288 Expect the Unexpected 291 Be Your Own Customer
292 Think Big, Execute Small 295 Forget the Mission Statement 296 Metrics
Matter 299 Your Network Is Your Net Worth 300 Who's the Bad Guy? 303 Your
Reputation Precedes You 304 Build It Like You're Going to Sell It 307 Be
Frugal, Not Cheap 308 When the S#!t Hits the Fan (and It Will) 311 Know
When to Fold 'Em 312 CHAPTER 10 WHAT TO KNOW BEFORE YOU GO Startups Are
Boring 317 Young at Heart 318 Your Three Hats 321 You Are on Your Own 322
Dangers in the Moonlight 325 The Part-Time Entrepreneur 326 A Family Affair
329 Congratulations, It's a Boy! 330 Ten Things You Should Never Do Before
Starting 333 The Five-Year Overnight Success 334 Conclusion 335
Acknowledgments 337 Recommended Reading 339 About the Authors 341 Online
Course Off er 343 Index 345
Why You Should Read This Book xiii
The Entrepreneur’s Life Cycle xv
Chapter 1 Agile Philosophy
Rule #1 3
What’s Your Why? 4
You are Wrong 7
Heaven . . . and Hell 8
You Get Only 15,000 Days 11
The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15
Three Requirements for Success 16
Dreamers versus Doers 19
Get Out of the Building 20
Business Plans are Worthless 23
Let Them Steal it 24
Embarrass Yourself 27
Fail Fast—and Often 28
Contain Risk as Early as Possible 31
First, Decide What Not to Do 32
Rules? What Rules? 35
FOCUS—Follow One Course Until Successful 36
Don’t Drink the Kool-Aid 39
Get in over Your Head 40
There is No Silver Bullet 43
It Ain’t a Problem ’Til it’s a Problem 44
Launch to Learn 47
Resourcefulness, Not Resources 48
Chapter 2 Make it Feasible
Is it Feasible? 53
ASS Out of U and ME 54
Three Questions You Must Answer 57
Double Your Worst Case 58
Five Risk Factors 61
Product 1.0—A Brochure 62
Good Ideas, Bad Businesses 65
Wrong Questions → Wrong Answers 66
Vitamin, Painkiller, or Cure? 69
Create Massive Value 70
Why Won’t it Work? 73
Show Me the Money 74
Does it Pencil? 77
Play Dumb 78
Take a Haircut 81
If You Build it, Will They Come? 82
Buying Customers 85
CLV >= 2 × CAC 86
Cash is More Important than Your Mother 89
Think Like a VC 90
Chapter 3 Customers and Competition
Break it Down 95
Ride the Wave 96
Know Thy Market 99
WII.FM—Your Favorite Radio Station 100
Tell Me What Sucks 103
You Can’t Boil the Ocean 104
Reframe the Competition 107
Make a Competitive Matrix 108
Differentiate or Die 111
Competition is a Good Thing 112
Follow the Leader 115
Fast Followers Finish First 116
10× Better 119
You Need a Moat 120
Zero Degrees of Separation 123
Chapter 4 Making Money
What’s Your Business Model? 127
The Best Source of Capital 128
How Do You Make Money? 131
Gross Profit Margins 132
Prefer Variable to Fixed 135
Go Bootstrap Yourself 136
The First Rule to Making Money 139
The First Dollar is the Hardest 140
Bottoms Up 143
Build a (Bad) Financial Model 144
How Much Runway? 147
Know Your Do-or-Die Numbers 148
Chapter 5 Marketing
Luck is Not a Plan 153
What’s Your Positioning? 154
Hold the Presses 157
Old Meets New 158
Sell Wants, but Deliver Needs 161
How Can I Help You? 162
Turn $1 into $2+ 165
Do it Twice 166
Perception is Reality 169
Be a Guerrilla Marketer 170
The Secret to Writing Copy That Sells 173
Promise . . . Then Overdeliver 174
Your Brand Talks 176
Chapter 6 Team
Not So Fast, Partner 179
Get a Pre-Nup 180
ABCs of Hiring 183
Your Startup is a Boat 184
The Build/Sell Team 187
Make Sure You’re Aligned 188
How to Get the Best People 191
Fire Yourself 192
You are Not Scalable 195
Mess with the Vest, Die Like the Rest 196
Delegate, Don’t Abdicate 199
Form an Advisory Board 200
Who’s the Boss? 203
The Right Partner Formula 204
Hire Slow, Fire Fast 205
Sharing a Submarine 206
Chapter 7 Pitching Your Startup
Get Your Story Straight 209
Get to the Next Step 210
Half as Long is Twice as Good 213
First Rule of Elevator Pitches 214
Get Used to Rejection 217
Use the Use Case 218
Make it Stick 221
Name it and Frame it 222
Find the Hot Buttons 225
Fake it ’Til You Make it 226
Be Simple, Not Simplistic 229
Don’t Bury the Lead 230
Back of a Business Card 232
Chapter 8 Investors
You are the First Investor 235
Got Traction? 236
Obsessed 239
Pigs Get Slaughtered 240
Investors are Not Created Equal 243
Do You Want to Be Rich or Be King? 244
When No Leads to Yes 247
The Train is Leaving the Station 248
Calling All Angels 251
The Lemmings Need a Leader 252
Don’t Expect to Hear “No” 255
Save the Best for Last 256
Get to Your Next Milestone 259
Fuel to the Fire 260
A Demo is Worth 1,000 Words 263
Money Only Buys Time 264
If You Want Money, Ask for Advice 267
The Investor Triad 268
The Day You Take an Investor’s Money 271
What’s the Business Worth? 272
Valuation isn’t Everything 275
Friends, Family, and Fools 276
Chapter 9 Building the Business
Nail it before You Scale it 279
Tipping Point 280
Think on Paper 283
The First Question to Ask 284
Make Meetings Matter 287
Hope for the Best, Plan for the Worst 288
Expect the Unexpected 291
Be Your Own Customer 292
Think Big, Execute Small 295
Forget the Mission Statement 296
Metrics Matter 299
Your Network is Your Net Worth 300
Who’s the Bad Guy? 303
Your Reputation Precedes You 304
Build it Like You’re Going to Sell it 307
Be Frugal, Not Cheap 308
When the S#!t Hits the Fan (and it Will) 311
Know When to Fold ’Em 312
Chapter 10 What to Know Before You Go
Startups are Boring 317
Young at Heart 318
Your Three Hats 321
You are on Your Own 322
Dangers in the Moonlight 325
The Part-Time Entrepreneur 326
A Family Affair 329
Congratulations, It’s a Boy! 330
Ten Things You Should Never Do Before Starting 333
The Five-Year Overnight Success 334
Conclusion 335
Acknowledgments 337
Recommended Reading 339
About the Authors 341
Online Course Offer 343
Index 345
The Entrepreneur’s Life Cycle xv
Chapter 1 Agile Philosophy
Rule #1 3
What’s Your Why? 4
You are Wrong 7
Heaven . . . and Hell 8
You Get Only 15,000 Days 11
The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15
Three Requirements for Success 16
Dreamers versus Doers 19
Get Out of the Building 20
Business Plans are Worthless 23
Let Them Steal it 24
Embarrass Yourself 27
Fail Fast—and Often 28
Contain Risk as Early as Possible 31
First, Decide What Not to Do 32
Rules? What Rules? 35
FOCUS—Follow One Course Until Successful 36
Don’t Drink the Kool-Aid 39
Get in over Your Head 40
There is No Silver Bullet 43
It Ain’t a Problem ’Til it’s a Problem 44
Launch to Learn 47
Resourcefulness, Not Resources 48
Chapter 2 Make it Feasible
Is it Feasible? 53
ASS Out of U and ME 54
Three Questions You Must Answer 57
Double Your Worst Case 58
Five Risk Factors 61
Product 1.0—A Brochure 62
Good Ideas, Bad Businesses 65
Wrong Questions → Wrong Answers 66
Vitamin, Painkiller, or Cure? 69
Create Massive Value 70
Why Won’t it Work? 73
Show Me the Money 74
Does it Pencil? 77
Play Dumb 78
Take a Haircut 81
If You Build it, Will They Come? 82
Buying Customers 85
CLV >= 2 × CAC 86
Cash is More Important than Your Mother 89
Think Like a VC 90
Chapter 3 Customers and Competition
Break it Down 95
Ride the Wave 96
Know Thy Market 99
WII.FM—Your Favorite Radio Station 100
Tell Me What Sucks 103
You Can’t Boil the Ocean 104
Reframe the Competition 107
Make a Competitive Matrix 108
Differentiate or Die 111
Competition is a Good Thing 112
Follow the Leader 115
Fast Followers Finish First 116
10× Better 119
You Need a Moat 120
Zero Degrees of Separation 123
Chapter 4 Making Money
What’s Your Business Model? 127
The Best Source of Capital 128
How Do You Make Money? 131
Gross Profit Margins 132
Prefer Variable to Fixed 135
Go Bootstrap Yourself 136
The First Rule to Making Money 139
The First Dollar is the Hardest 140
Bottoms Up 143
Build a (Bad) Financial Model 144
How Much Runway? 147
Know Your Do-or-Die Numbers 148
Chapter 5 Marketing
Luck is Not a Plan 153
What’s Your Positioning? 154
Hold the Presses 157
Old Meets New 158
Sell Wants, but Deliver Needs 161
How Can I Help You? 162
Turn $1 into $2+ 165
Do it Twice 166
Perception is Reality 169
Be a Guerrilla Marketer 170
The Secret to Writing Copy That Sells 173
Promise . . . Then Overdeliver 174
Your Brand Talks 176
Chapter 6 Team
Not So Fast, Partner 179
Get a Pre-Nup 180
ABCs of Hiring 183
Your Startup is a Boat 184
The Build/Sell Team 187
Make Sure You’re Aligned 188
How to Get the Best People 191
Fire Yourself 192
You are Not Scalable 195
Mess with the Vest, Die Like the Rest 196
Delegate, Don’t Abdicate 199
Form an Advisory Board 200
Who’s the Boss? 203
The Right Partner Formula 204
Hire Slow, Fire Fast 205
Sharing a Submarine 206
Chapter 7 Pitching Your Startup
Get Your Story Straight 209
Get to the Next Step 210
Half as Long is Twice as Good 213
First Rule of Elevator Pitches 214
Get Used to Rejection 217
Use the Use Case 218
Make it Stick 221
Name it and Frame it 222
Find the Hot Buttons 225
Fake it ’Til You Make it 226
Be Simple, Not Simplistic 229
Don’t Bury the Lead 230
Back of a Business Card 232
Chapter 8 Investors
You are the First Investor 235
Got Traction? 236
Obsessed 239
Pigs Get Slaughtered 240
Investors are Not Created Equal 243
Do You Want to Be Rich or Be King? 244
When No Leads to Yes 247
The Train is Leaving the Station 248
Calling All Angels 251
The Lemmings Need a Leader 252
Don’t Expect to Hear “No” 255
Save the Best for Last 256
Get to Your Next Milestone 259
Fuel to the Fire 260
A Demo is Worth 1,000 Words 263
Money Only Buys Time 264
If You Want Money, Ask for Advice 267
The Investor Triad 268
The Day You Take an Investor’s Money 271
What’s the Business Worth? 272
Valuation isn’t Everything 275
Friends, Family, and Fools 276
Chapter 9 Building the Business
Nail it before You Scale it 279
Tipping Point 280
Think on Paper 283
The First Question to Ask 284
Make Meetings Matter 287
Hope for the Best, Plan for the Worst 288
Expect the Unexpected 291
Be Your Own Customer 292
Think Big, Execute Small 295
Forget the Mission Statement 296
Metrics Matter 299
Your Network is Your Net Worth 300
Who’s the Bad Guy? 303
Your Reputation Precedes You 304
Build it Like You’re Going to Sell it 307
Be Frugal, Not Cheap 308
When the S#!t Hits the Fan (and it Will) 311
Know When to Fold ’Em 312
Chapter 10 What to Know Before You Go
Startups are Boring 317
Young at Heart 318
Your Three Hats 321
You are on Your Own 322
Dangers in the Moonlight 325
The Part-Time Entrepreneur 326
A Family Affair 329
Congratulations, It’s a Boy! 330
Ten Things You Should Never Do Before Starting 333
The Five-Year Overnight Success 334
Conclusion 335
Acknowledgments 337
Recommended Reading 339
About the Authors 341
Online Course Offer 343
Index 345
Why You Should Read This Book xiii The Entrepreneur's Life Cycle xv CHAPTER
1 AGILE PHILOSOPHY Rule #1 3 What's Your Why? 4 You Are Wrong 7 Heaven . .
. and Hell 8 You Get Only 15,000 Days 11 The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15 Three Requirements for Success 16
Dreamers versus Doers 19 Get Out of the Building 20 Business Plans Are
Worthless 23 Let Them Steal It 24 Embarrass Yourself 27 Fail Fast--and
Often 28 Contain Risk as Early as Possible 31 First, Decide What Not To Do
32 Rules? What Rules? 35 FOCUS--Follow One Course Until Successful 36 Don't
Drink the Kool-Aid 39 Get in over Your Head 40 There Is No Silver Bullet 43
It Ain't a Problem 'Til It's a Problem 44 Launch to Learn 47
Resourcefulness, Not Resources 48 CHAPTER 2 MAKE IT FEASIBLE Is it
Feasible? 53 ASS Out of U and ME 54 Three Questions You Must Answer 57
Double Your Worst Case 58 Five Risk Factors 61 Product 1.0--A Brochure 62
Good Ideas, Bad Businesses 65 Wrong Questions --> Wrong Answers 66 Vitamin,
Painkiller, or Cure? 69 Create Massive Value 70 Why Won't It Work? 73 Show
Me the Money 74 Does It Pencil? 77 Play Dumb 78 Take a Haircut 81 If You
Build It, Will They Come? 82 Buying Customers 85 CLV >= 2 × CAC 86 Cash Is
More Important than Your Mother 89 Think Like a VC 90 CHAPTER 3 CUSTOMERS
AND COMPETITION Break It Down 95 Ride the Wave 96 Know Thy Market 99
WII.FM--Your Favorite Radio Station 100 Tell Me What Sucks 103 You Can't
Boil the Ocean 104 Reframe the Competition 107 Make a Competitive Matrix
108 Differentiate or Die 111 Competition Is a Good Thing 112 Follow the
Leader 115 Fast Followers Finish First 116 10× Better 119 You Need a Moat
120 Zero Degrees of Separation 123 CHAPTER 4 MAKING MONEY What's Your
Business Model? 127 The Best Source of Capital 128 How Do You Make Money?
131 Gross Profit Margins 132 Prefer Variable to Fixed 135 Go Bootstrap
Yourself 136 The First Rule to Making Money 139 The First Dollar Is the
Hardest 140 Bottoms Up 143 Build a (Bad) Financial Model 144 How Much
Runway? 147 Know Your Do-or-Die Numbers 148 CHAPTER 5 MARKETING Luck Is Not
a Plan 153 What's Your Positioning? 154 Hold the Presses 157 Old Meets New
158 Sell Wants, but Deliver Needs 161 How Can I Help You? 162 Turn $1 into
$2+ 165 Do It Twice 166 Perception Is Reality 169 Be a Guerrilla Marketer
170 The Secret to Writing Copy That Sells 173 Promise . . . Then
Overdeliver 174 Your Brand Talks 176 CHAPTER 6 TEAM Not So Fast, Partner
179 Get a Pre-Nup 180 ABCs of Hiring 183 Your Startup Is a Boat 184 The
Build/Sell Team 187 Make Sure You're Aligned 188 How to Get the Best People
191 Fire Yourself 192 You Are Not Scalable 195 Mess with the Vest, Die Like
the Rest 196 Delegate, Don't Abdicate 199 Form an Advisory Board 200 Who's
the Boss? 203 The Right Partner Formula 204 Hire Slow, Fire Fast 205
Sharing a Submarine 206 CHAPTER 7 PITCHING YOUR STARTUP Get Your Story
Straight 209 Get to the Next Step 210 Half as Long Is Twice as Good 213
First Rule of Elevator Pitches 214 Get Used to Rejection 217 Use the Use
Case 218 Make It Stick 221 Name It and Frame It 222 Find the Hot Buttons
225 Fake It 'Til You Make It 226 Be Simple, Not Simplistic 229 Don't Bury
the Lead 230 Back of a Business Card 232 CHAPTER 8 INVESTORS You Are the
First Investor 235 Got Traction? 236 Passionate Obsessed 239 Pigs Get
Slaughtered 240 Investors Are Not Created Equal 243 Do You Want to Be Rich
or Be King? 244 When No Leads to Yes 247 The Train Is Leaving the Station
248 Calling All Angels 251 The Lemmings Need a Leader 252 Don't Expect to
Hear "No" 255 Save the Best for Last 256 Get to Your Next Milestone 259
Fuel to the Fire 260 A Demo Is Worth 1,000 Words 263 Money Only Buys Time
264 If You Want Money, Ask for Advice 267 The Investor Triad 268 The Day
You Take an Investor's Money 271 What's the Business Worth? 272 Valuation
Isn't Everything 275 Friends, Family, and Fools 276 CHAPTER 9 BUILDING THE
BUSINESS Nail It before You Scale It 279 Tipping Point 280 Think on Paper
283 The First Question to Ask 284 Make Meetings Matter 287 Hope for the
Best, Plan for the Worst 288 Expect the Unexpected 291 Be Your Own Customer
292 Think Big, Execute Small 295 Forget the Mission Statement 296 Metrics
Matter 299 Your Network Is Your Net Worth 300 Who's the Bad Guy? 303 Your
Reputation Precedes You 304 Build It Like You're Going to Sell It 307 Be
Frugal, Not Cheap 308 When the S#!t Hits the Fan (and It Will) 311 Know
When to Fold 'Em 312 CHAPTER 10 WHAT TO KNOW BEFORE YOU GO Startups Are
Boring 317 Young at Heart 318 Your Three Hats 321 You Are on Your Own 322
Dangers in the Moonlight 325 The Part-Time Entrepreneur 326 A Family Affair
329 Congratulations, It's a Boy! 330 Ten Things You Should Never Do Before
Starting 333 The Five-Year Overnight Success 334 Conclusion 335
Acknowledgments 337 Recommended Reading 339 About the Authors 341 Online
Course Off er 343 Index 345
1 AGILE PHILOSOPHY Rule #1 3 What's Your Why? 4 You Are Wrong 7 Heaven . .
. and Hell 8 You Get Only 15,000 Days 11 The Entrepreneurial Method 12
Focus on Problems, Not Solutions 15 Three Requirements for Success 16
Dreamers versus Doers 19 Get Out of the Building 20 Business Plans Are
Worthless 23 Let Them Steal It 24 Embarrass Yourself 27 Fail Fast--and
Often 28 Contain Risk as Early as Possible 31 First, Decide What Not To Do
32 Rules? What Rules? 35 FOCUS--Follow One Course Until Successful 36 Don't
Drink the Kool-Aid 39 Get in over Your Head 40 There Is No Silver Bullet 43
It Ain't a Problem 'Til It's a Problem 44 Launch to Learn 47
Resourcefulness, Not Resources 48 CHAPTER 2 MAKE IT FEASIBLE Is it
Feasible? 53 ASS Out of U and ME 54 Three Questions You Must Answer 57
Double Your Worst Case 58 Five Risk Factors 61 Product 1.0--A Brochure 62
Good Ideas, Bad Businesses 65 Wrong Questions --> Wrong Answers 66 Vitamin,
Painkiller, or Cure? 69 Create Massive Value 70 Why Won't It Work? 73 Show
Me the Money 74 Does It Pencil? 77 Play Dumb 78 Take a Haircut 81 If You
Build It, Will They Come? 82 Buying Customers 85 CLV >= 2 × CAC 86 Cash Is
More Important than Your Mother 89 Think Like a VC 90 CHAPTER 3 CUSTOMERS
AND COMPETITION Break It Down 95 Ride the Wave 96 Know Thy Market 99
WII.FM--Your Favorite Radio Station 100 Tell Me What Sucks 103 You Can't
Boil the Ocean 104 Reframe the Competition 107 Make a Competitive Matrix
108 Differentiate or Die 111 Competition Is a Good Thing 112 Follow the
Leader 115 Fast Followers Finish First 116 10× Better 119 You Need a Moat
120 Zero Degrees of Separation 123 CHAPTER 4 MAKING MONEY What's Your
Business Model? 127 The Best Source of Capital 128 How Do You Make Money?
131 Gross Profit Margins 132 Prefer Variable to Fixed 135 Go Bootstrap
Yourself 136 The First Rule to Making Money 139 The First Dollar Is the
Hardest 140 Bottoms Up 143 Build a (Bad) Financial Model 144 How Much
Runway? 147 Know Your Do-or-Die Numbers 148 CHAPTER 5 MARKETING Luck Is Not
a Plan 153 What's Your Positioning? 154 Hold the Presses 157 Old Meets New
158 Sell Wants, but Deliver Needs 161 How Can I Help You? 162 Turn $1 into
$2+ 165 Do It Twice 166 Perception Is Reality 169 Be a Guerrilla Marketer
170 The Secret to Writing Copy That Sells 173 Promise . . . Then
Overdeliver 174 Your Brand Talks 176 CHAPTER 6 TEAM Not So Fast, Partner
179 Get a Pre-Nup 180 ABCs of Hiring 183 Your Startup Is a Boat 184 The
Build/Sell Team 187 Make Sure You're Aligned 188 How to Get the Best People
191 Fire Yourself 192 You Are Not Scalable 195 Mess with the Vest, Die Like
the Rest 196 Delegate, Don't Abdicate 199 Form an Advisory Board 200 Who's
the Boss? 203 The Right Partner Formula 204 Hire Slow, Fire Fast 205
Sharing a Submarine 206 CHAPTER 7 PITCHING YOUR STARTUP Get Your Story
Straight 209 Get to the Next Step 210 Half as Long Is Twice as Good 213
First Rule of Elevator Pitches 214 Get Used to Rejection 217 Use the Use
Case 218 Make It Stick 221 Name It and Frame It 222 Find the Hot Buttons
225 Fake It 'Til You Make It 226 Be Simple, Not Simplistic 229 Don't Bury
the Lead 230 Back of a Business Card 232 CHAPTER 8 INVESTORS You Are the
First Investor 235 Got Traction? 236 Passionate Obsessed 239 Pigs Get
Slaughtered 240 Investors Are Not Created Equal 243 Do You Want to Be Rich
or Be King? 244 When No Leads to Yes 247 The Train Is Leaving the Station
248 Calling All Angels 251 The Lemmings Need a Leader 252 Don't Expect to
Hear "No" 255 Save the Best for Last 256 Get to Your Next Milestone 259
Fuel to the Fire 260 A Demo Is Worth 1,000 Words 263 Money Only Buys Time
264 If You Want Money, Ask for Advice 267 The Investor Triad 268 The Day
You Take an Investor's Money 271 What's the Business Worth? 272 Valuation
Isn't Everything 275 Friends, Family, and Fools 276 CHAPTER 9 BUILDING THE
BUSINESS Nail It before You Scale It 279 Tipping Point 280 Think on Paper
283 The First Question to Ask 284 Make Meetings Matter 287 Hope for the
Best, Plan for the Worst 288 Expect the Unexpected 291 Be Your Own Customer
292 Think Big, Execute Small 295 Forget the Mission Statement 296 Metrics
Matter 299 Your Network Is Your Net Worth 300 Who's the Bad Guy? 303 Your
Reputation Precedes You 304 Build It Like You're Going to Sell It 307 Be
Frugal, Not Cheap 308 When the S#!t Hits the Fan (and It Will) 311 Know
When to Fold 'Em 312 CHAPTER 10 WHAT TO KNOW BEFORE YOU GO Startups Are
Boring 317 Young at Heart 318 Your Three Hats 321 You Are on Your Own 322
Dangers in the Moonlight 325 The Part-Time Entrepreneur 326 A Family Affair
329 Congratulations, It's a Boy! 330 Ten Things You Should Never Do Before
Starting 333 The Five-Year Overnight Success 334 Conclusion 335
Acknowledgments 337 Recommended Reading 339 About the Authors 341 Online
Course Off er 343 Index 345