now! (Individual sections available electronically.)
What Makes a Great Leader? There are several characteristics that set you apart as the Chief Executive
Officer that allow you to lead people to great accomplishments. An assessment of your
style relative to these traits should reveal something about yourself: Your personal
assessment might surprise you!
Are You Ready for Your Next Level? Whether you are a first time entrepreneur or seasoned CEO, taking
your company to its next level can be a daunting experience. Serious self-assessment is
needed before embarking on the journey. By asking yourself difficult questions, you will
be better prepared to make the tough decisions required to propel yourself and your
What are the Core Values of Leading CEOs? What do company leaders rank as their highest priorities in leading
their company? What are Chief Executive Officers core values? This chapter reveals
what CEOs desire from their companies and provides insights into their thinking. Compare
and contrast your own values against leaders in high-technology companies to gain a
better understanding of how to significantly improve your companys performance.
Simple Secret to Success As the company's leader / entrepreneur, you know there are ways to both run and
ruin your company. Sometimes, the line between these two outcomes is very thin indeed.
However, through the use of one simple equation, you can dramatically increase your
company's odds of succeeding.
Leadership: Taking Your Company to New Heights Many
change programs end in failure not due to the improvements being brought in, but
because of how changes are implemented within organizations. This chapter addresses
the human side of change management to bring lasting performance improvements to
companies looking to accomplish aggressive goals.
Your Leadership Style: Inspiring Followership At the end of the day, the
entrepreneur has either led a team to accomplish very difficult objectives or not.
Everyone knows when the company has exceeded everyones expectations. And they know
when this has not happened. The major questions are: How do you inspire people to follow
you? How can they be so compelled to focus most of their personal and all of their
professional efforts towards achieving a companys never-changing desire for growth
and improvement, in an ever-changing world?
How to Bankrupt Your Company, Without Really Trying: Over and over again, companies make the same mistakes. Wouldnt
be nice to have a list of those mistakes, which are the most costly to companies? This
section summaries the errors and omissions leaders make. Fix them, and you stand to
dramatically improve your companys performance!
Money in a Tight Market / (The importance of bootstrapping!): Finding capital is even tougher now that the NASDAQ and DOW have
seriously eaten into angel investors' funds. What can entrepreneurs do to find capital in
a tight market? This chapter addresses key points to act on to improve your chances of
How to Build Your Plan So you think
youve got a great new idea that will sell bazillions of new widgets, have 95% gross
margin and blow away the competition! All youll need is a couple hundred thousand
only a few percent of plans actually get funded. Why
dont the rest? Several business aspects considered in this chapter must be
considered when starting or building your company.
How to Build Your Team Would you like to double revenue? Triple profits? Increase cash ten
times? Your company can easily break through current performance and achieve the
Building Your Story Are you a start-up entrepreneur who needs money? Are you asking "Do you know
where I can get to investors who will fund this idea?". There are several things you
- as the leader - must do in order to convince investors to part with their money. Find
out how to dramatically increase your chances of getting funded.
Creating Your Stock Structure When looking for equity financing, CEOs often ask me: "How
much of the company should I give up, and when?", "What happens when I lose
control?", "How much will our stock be worth... and when?" A
well-thought out business plan, with accompanying financials will answer most of these
questions. However, an often-overlooked piece of the puzzle is corporate stock structure,
to create a clear road-map for stockholders and to help guide your funding decisions.
Improving Credibility Youve got a great idea, but not one customer. As the CEO for a
start-up company, youve got plenty to worry about: Building your team, creating your
business plan, and raising financing are the first hurdles to overcome. If you arent
Jim Clark, Steve Jobs or Bill Gates and have an unproven concept, how do you get anyone to
quickly buy in? How do you increase your chances of funding? How do you minimize the
amount of company you need to sell? If you are interested in learning how to dramatically
increase the probability of getting funded, this chapter is a must read.
The Realities of Raising Money You have a great product idea, you've done market research - there's
a huge demand for what you've developed, your business plan is done and you're ready to
raise that $1.5 million so you can implement your plan. All you need now is to convince
people how great your plan is! Here are the 'usual suspects' to consider when trying to
How to Maximize Revenue
Would you like to determine how much your customers
will pay for your new products before drafting your first design or spending your
first development dollar? This chapter explains how you can understand your
customers specific needs and get the most money for your products and services.
The Real Value of Market Research "We don't have time for market research! It costs too
much, takes too long, and just confirms what we already know." Sound familiar?
A fundamental understanding of your customers' needs is critical to what you offer, your
corporate positioning and your marketing strategy. If fear of extinction doesn't motivate
you to listen to your existing and potential customers, please don't read this chapter.
How to Maximize Marketing ROI How would like to have a direct marketing response rate of 25%. A
return on investment of 20 to one, or more? With the tips and tricks in this chapter, you
can work your way through a process to tie marketing with sales and can dramatically
increase your revenue!
Strategic Selling Skills for Technology
Entrepreneurs In today's high-speed,
high-technology business environment, great new companies are built on ideas from
technical people. However, many outstanding ideas never get to market, nor receive
funding. Why? No real understanding or appreciation of the selling process. There are some
fundamental things technically minded entrepreneurs can do to propel their company to its
Organizing for the Customer Ever wonder how you can get your products and services to market faster than your
competition - with features and performance so advanced your customers dont mind
paying more for your solution? So do a lot of entrepreneurs.
Achieving Peak Company Performance Have you ever asked yourself "How can I turbo-charge my
organization?" Or "How can I increase revenue without spending more money?"
There are several ways for your organization to achieve superior performance, which are
discussed in this chapter.
Strategic Planning in Two Days How can you spend time on strategic planning when you have to
respond to every customers wishes, your bankers request for last
quarters financials, and just making payroll? Now, in just two short days, you can
develop sufficient planning to plot the future of your company in ways you never thought
possible. Find out how!
How to Hire the Best Have
you ever had to let someone go because they didn't live up to your expectations? Or they
turned out completely different from what their resume indicated? Or you got exactly what
you wanted but not what you needed? If this sounds familiar, then you're not alone! There
are several things you can do to improve your hiring results. Learn how in this chapter!
How to Predict the Future With
customers, markets, and competition changing all the time, it seems nearly impossible to
stay ahead of the competition. If youd like to make the best decisions and know the
resulting outcome ahead of time, then read this chapter.
How to Manage Projects Better Many clients have hired me to help them increase profits by improving their
product development. Here are my secrets on how not to manage projects. By ignoring
these seven critical product development areas, your company will better respond to the
market and beat your competitors on price and schedule.
Product Development Solutions for the Next Millenium If you are interested in learning fundamental shifts in the
"new-new" economy, and how to position your company's product development for
the next millennium, then this chapter is a must-read!
Why Some Organizations Perform Poorly How well is your company running? Do you have concerns your company
is not performing to its fullest potential? Not quite sure what to do about it, or what
the root causes are? Check to see if any of these 19 points fits your company!
Five addenda! Affinity
Diagramming defined, Venture Teams described, Program Management Glossary, The
"Physics" of Marketing, and Must-ask questions, before you start!
(Individual sections available electronically.)
The Entrepreneur's Survival Guide is (c)
2001, 2003 & 2007 Mark Paul