The Entrepreneur's Strategy Guide

Name: The Entrepreneur's Strategy Guide | Ten Keys for Achieving Marketplace Leadership and Operational Excellence
Brand: Praeger Publishers Inc
Price: 82.49 EUR
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Ten Keys for Achieving Marketplace Leadership and Operational Excellence

Tom Cannon(Author)

Praeger Publishers Inc

1st Edition

Published on 30. September 2006

320 pages

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978-0-313-05649-9 (ISBN)

€82.49incl. 7% vat

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Intro
Contents
Tables and Figures
Preface
Acknowledgments
Introduction
PART A: CONSUMERS AND COMPETITORS-YOUR STRATEGIC FOUNDATION
Key One: End-User Benefits for Growing Niche Markets
Key Two: Pricing That Pleases Two Masters
Key Three: Infotech-Strengthened Channels and Supply Chains
Key Four: A Targeted and Frugal Sales and Marketing Mix
Key Five: Customer Services That Generate Repeat Business
PART B: PROFIT-PRODUCING MANAGERIAL AND OPERATIONAL STRATEGIES
Key Six: Dynamic, "No-Gaps" Business Planning
Key Seven: People Power through Teaming and Empowerment
Key Eight: Leveraged Development, Production, and Outsourcing
Key Nine: Problem Solving and "Do-Your-Own" Turnarounds
Key Ten: Linking Growth Strategies with Profit Plans
Appendix A: Small Business in the United States
Appendix B: Intellectual Property Protection
Appendix C: Entrepreneur Magazine's Annual Software Guide
Appendix D: Alternatives for a Manufacturers' Agency Agreement
Appendix E: RMA Annual Statement Studies
Appendix F: The Start-Up's Initial Operating Requirements
Notes
Annotated Bibliography
Index
TABLE A-1: Kipling's Six Journeymen
TABLE A-2: Psychographics-Generational Consumer Characteristics
TABLE A-3: How Customers Rate Your Competitive Standing
TABLE A-4: Early Promises of the Internet and Information Technology, circa 2002
TABLE 1-1: Market Niche Profiling Worksheet
TABLE 1-2: Competitive Evaluation of Benefits and Strategies
TABLE 2-1: Melloy & Son Construction-Cash Flow Projections: Next Calendar Year
TABLE 3-1: Principal 21st Century Distribution Channel Strategies
TABLE 3-2: Distribution-Selectivity Characteristics and Guidelines
TABLE 3-3: Alternative Distribution Strategies for LMN Paper Company
TABLE 3-4: A Self-Test of Your Company's Infotech Readiness
TABLE 3-5: Competitive Evaluation of Distribution Channels and Supply Chains
TABLE 4-1: Elements of the Marketing and Customer Service Functions
TABLE 4-2: Prospecting Roadmap for InfoCom Associates
TABLE 4-3: Marketing Budget of Phoenix Roofing, Inc.
TABLE 4-4: Publicity and Low-Cost Promotion Options
TABLE 5-1: Weaknesses in Your Direct Customer Services Functions
TABLE B-1: Random Motivations for Pursuing a Start-Up
TABLE B-2: Fitness Checklist for Start-Up Entrepreneurs
TABLE B-3: Early Small-Business Growth Stages
TABLE B-4: A Managerial Mainline of Strategic Decision Areas and Issues
TABLE 6-1: Sales Assumptions for Vecchi Marketing Plan
TABLE 6-2: Summary Financial Preview-Modern Furniture Project
TABLE 6-3: Requirements for Success of Buckeye Furniture Venture
TABLE 7-1: Leadership Techniques of CEOs
TABLE 7-2: Critical Elements of a Sound Managerial and Control Plan
TABLE 9-1: Warnings from Your Financial Performance Numbers
TABLE 9-2: Warnings from Your Customers and Marketplace
TABLE 9-3: Warnings from Your Internal Business Operations
TABLE 9-4: "Do-Your-Own" Turnarounds
TABLE 10-1: Significant Characteristics of Small Business Strategy
TABLE 10-2: The British Clockmaker's Diversification Planning Matrix
TABLE 10-3: Profit Planning Dynamics for an Ongoing Small Business
TABLE 10-4: New Venture Screening Procedure-Control Sheet
TABLE E-1: Financial Data and Ratios for Retail Gift Stores
TABLE F-1: Five Litmus Test Questions for Start-Ups
FIGURE I-1: The Small-Business Planning Cycle
FIGURE A-1: A Simplified Model of Consumer Purchasing
FIGURE A-2: Four Unruly Competitive Characteristics
FIGURE 2-1: Outdoor Sports Breakeven Analysis-Original Strategy
FIGURE 3-1: Vecchi Distribution Channels Planning Worksheet
FIGURE 3-2: West Lebanon, New Hampshire Shopping Center, April 2005
FIGURE 5-1: Customer Generating Cycle-Anatomy of a Repeating Sale
FIGURE B-1: The CEO's Managerial Work of the 21st Century
FIGURE 6-1: Planning Profile of Nonferrous Metals Producer
FIGURE 6-2: Phases and Steps in the Small Enterprise's Planning Process
FIGURE 7-1: Diversification and Empowerment Planning Wheel
FIGURE 9-1: The Problem/Cause/Solution Track
FIGURE 10-1: Project Screening Task Force Voting Sheet

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The Entrepreneur's Strategy Guide

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