The Professional Entrepreneur

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The Entrepreneurs Book of Actions: Essential Daily Exercises and Habits for Becoming Wealthier, Smarter, and More Successful

Author : Rhett Power
Publisher : McGraw Hill Professional
ISBN 13 : 1259859185
Total Pages : 305 pages
Book Rating : 4.2/5 (598 download)

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Book Synopsis The Entrepreneurs Book of Actions: Essential Daily Exercises and Habits for Becoming Wealthier, Smarter, and More Successful by : Rhett Power

Download or read book The Entrepreneurs Book of Actions: Essential Daily Exercises and Habits for Becoming Wealthier, Smarter, and More Successful written by Rhett Power and published by McGraw Hill Professional. This book was released on 2017-01-06 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: The action plan for building your entrepreneurial empire—one day at a time While every entrepreneur knows that the key to success is business growth, few ever see it happen. Why? Because they know how to plant seeds, but they don’t understand that the real work lies in helping that seed grow—which takes knowledge, persistence, and patience. The Entrepreneurs Book of Actions helps you develop the mindset of a true entrepreneur and provides manageable steps for making your business vision a reality. Informative, inspiring, and based on real-life, hard-earned lessons, it provides common-sense, daily exercises you can jump into on day one. Learn how to drive sustainable business growth by: * Breaking bad habits—and developing good ones * Managing your time and money more effectively * Hiring the right people for the right job * Minimizing the effort required to perform basic tasks * Motivating your staff to be mission-focused * Creating “free” time to feed your innovative side You’ll begin to see your business in a completely new way—with a sense of clarity and purpose. You’ll begin identifying the issues that really affect your business—not the ones that feed your anxiety. You’ll become the kind of leader other entrepreneurs look up to—calm, optimistic, driven. The Entrepreneurs Book of Actions will provide the direction you need to make the best use of your time, your energy, and your creativity. It’s not isn’t a quick-fix. It’s work. But it’s manageable, it’s proven effective—and it will pay off big.

The Professional Entrepreneur

Author : William Hildebolt
Publisher : William M. Hildebolt
ISBN 13 : 0615409334
Total Pages : 246 pages
Book Rating : 4.6/5 (154 download)

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Book Synopsis The Professional Entrepreneur by : William Hildebolt

Download or read book The Professional Entrepreneur written by William Hildebolt and published by William M. Hildebolt. This book was released on 2010-10-11 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are over 21 million businesses in the United States, meaning 1 out of every 10 adults is the head of an entrepreneurial enterprise. Every year another 500,000 businesses start. The main driver for starting a business? Leaving the corporate world. Unfortunately, as many businesses fail each year as get started.In The Professional Entrepreneur, successful businessman Bill Hildebolt brings not only his personal exoerience from years spent in the corporate world as well as running his own company, but brings the stories of the top entrepreneurs from accross the multibillion dollar landcare industry. Their guidance and experience will be a roadmap to your own entrepreneurial success.

The Smart Entrepreneur

Author : Bart Clarysse
Publisher :
ISBN 13 : 9781904027881
Total Pages : 0 pages
Book Rating : 4.0/5 (278 download)

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Book Synopsis The Smart Entrepreneur by : Bart Clarysse

Download or read book The Smart Entrepreneur written by Bart Clarysse and published by . This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: More people than ever are becoming entrepreneurs, but the perils of starting your own business are well-documented. Two lecturers on the subject from Imperial College, London, have written 'The Smart Entrepreneur' to show how to avoid these pitfalls and make your business a success.

Disciplined Entrepreneurship

Author : Bill Aulet
Publisher : John Wiley & Sons
ISBN 13 : 1118692284
Total Pages : 288 pages
Book Rating : 4.1/5 (186 download)

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Book Synopsis Disciplined Entrepreneurship by : Bill Aulet

Download or read book Disciplined Entrepreneurship written by Bill Aulet and published by John Wiley & Sons. This book was released on 2013-08-12 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: 24 Steps to Success! Disciplined Entrepreneurship will change the way you think about starting a company. Many believe that entrepreneurship cannot be taught, but great entrepreneurs aren’t born with something special – they simply make great products. This book will show you how to create a successful startup through developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply. You will learn: Why the “F” word – focus – is crucial to a startup’s success Common obstacles that entrepreneurs face – and how to overcome them How to use innovation to stand out in the crowd – it’s not just about technology Whether you’re a first-time or repeat entrepreneur, Disciplined Entrepreneurship gives you the tools you need to improve your odds of making a product people want. Author Bill Aulet is the managing director of the Martin Trust Center for MIT Entrepreneurship as well as a senior lecturer at the MIT Sloan School of Management. For more please visit http://disciplinedentrepreneurship.com/

Managing The Professional Service Firm

Author : David H. Maister
Publisher : Simon and Schuster
ISBN 13 : 1471109658
Total Pages : 479 pages
Book Rating : 4.4/5 (711 download)

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Book Synopsis Managing The Professional Service Firm by : David H. Maister

Download or read book Managing The Professional Service Firm written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 479 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'

The 10% Entrepreneur

Author : Patrick J. McGinnis
Publisher : Penguin
ISBN 13 : 0698402774
Total Pages : 242 pages
Book Rating : 4.6/5 (984 download)

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Book Synopsis The 10% Entrepreneur by : Patrick J. McGinnis

Download or read book The 10% Entrepreneur written by Patrick J. McGinnis and published by Penguin. This book was released on 2016-04-12 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Choosing between the stability of a traditional career and the upside of entrepreneurship? Why not have both? Becoming a full-time entrepreneur can look glamorous from the outside. Who doesn’t want to chase their dreams, be their own boss, and do what they love? But the truth is that entrepreneurship is often a slog, with no regular hours, no job security, and very little pay. What if there was a way to have the stability of a day job with the excitement of a startup? All of the benefits of entrepreneurship with none of the pitfalls? In The 10% Entrepreneur, Patrick McGinnis shows you how, by investing just 10% of your time and resources, you can become an entrepreneur without losing a steady paycheck. McGinnis details a step-by-step plan that takes you from identifying your first entrepreneurial project to figuring out the smartest way to commit resources to it. He shows you how to select and engage in projects that will provide you with upside outside the office while making your better at your day job. He also profiles real-world 10% Entrepreneurs such as... •Luke Holden, a cash-strapped recent college graduate, who started his own lobster-roll empire and oversaw much of its first year of operations, all while working full time in corporate America •Dipali Patwa, a designer and mom whose side project designing and selling infant clothing is now a sensation. •A group of friends who met at a 6am Bible study class and went on to start a brewery that now generates millions in sales . A successful 10% Entrepreneur himself, McGinnis explains the multiple paths you can follow to invest your cash, time, and expertise in a start-up—including as a founder, angel, adviser, or aficionado. Most importantly, you don’t have to have millions in disposable income to become a 10% Entrepreneur. When you put McGinnis’s 10% principles into action, you’ll quickly start racking up small wins, then watch as they snowball into your new (and far more entrepreneurial) life.

The Startup of You (Revised and Updated)

Author : Reid Hoffman
Publisher : Crown Currency
ISBN 13 : 0307888924
Total Pages : 274 pages
Book Rating : 4.3/5 (78 download)

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Book Synopsis The Startup of You (Revised and Updated) by : Reid Hoffman

Download or read book The Startup of You (Revised and Updated) written by Reid Hoffman and published by Crown Currency. This book was released on 2012-02-14 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The groundbreaking #1 New York Times bestseller that taught a generation how to transform their careers—now in a revised and updated edition “A profound book about self-determination and self-realization.”—Senator Cory Booker “The Startup of You is crammed with insights and strategies to help each of us create the work life we want.”—Gretchen Rubin, author of The Happiness Project In this invaluable book, LinkedIn co-founder Reid Hoffman and venture capitalist Ben Casnocha show how to accelerate your career in today’s competitive world. The key is to manage your career as if it were a startup business: a living, breathing, growing startup of you. Why? Startups—and the entrepreneurs who run them—are nimble. They invest in themselves. They build their professional networks. They take intelligent risks. They make uncertainty and volatility work to their advantage. These are the very same skills professionals need to get ahead today. This book isn’t about cover letters or résumés. Instead, you will learn the best practices of the most successful startups and how to apply these entrepreneurial strategies to your career. Whether you work for a giant multinational corporation, stitch together multiple gigs in a portfolio career, or are launching your own venture, you need to know how to • adapt your career plans as pandemics rage and technologies upend industries • develop a competitive advantage so that you stand out from others at work • strengthen your professional network by building powerful alliances and maintaining a diverse mix of relationships • engineer serendipity that produces life-changing career opportunities • take proactive risks to become more resilient to industry tsunamis • tap your network for information and intelligence that help you make smarter decisions The career landscape has changed dramatically in the decade since Hoffman and Casnocha first published this guide. In an urgent update to the frameworks that have helped hundreds of thousands of people transform their careers, this new edition of The Startup of You will teach you how to achieve your boldest professional ambitions.

Masters of Scale

Author : Reid Hoffman
Publisher : Crown Currency
ISBN 13 : 0593239083
Total Pages : 305 pages
Book Rating : 4.5/5 (932 download)

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Book Synopsis Masters of Scale by : Reid Hoffman

Download or read book Masters of Scale written by Reid Hoffman and published by Crown Currency. This book was released on 2021-09-07 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: What can you learn from a Silicon Valley legend and a pantheon of iconic leaders? The key to scaling a successful business isn’t talent, network, or strategy. It’s an entrepreneurial mindset—and that mindset can be cultivated. “If you’re scaling a company—or if you just love a well-told story—this is a book to savor.”—Robert Iger, #1 New York Times bestselling author of The Ride of a Lifetime Behind the scenes in Silicon Valley, Reid Hoffman (founder of LinkedIn, investor at Greylock) is a sought-after adviser to heads of companies and heads of state. On each episode of his podcast, Masters of Scale, he sits down with a guest from an all-star list of visionary founders and leaders, digging into the surprising strategies that power their company’s growth. In this book, he draws on their most riveting, revealing stories—as well as his own experience as a founder and investor—to distill the secrets behind the most extraordinary success stories of our times. Here, Hoffman teams up with Masters of Scale’s executive producers to offer a rare window into the entrepreneurial mind, sharing hard-won wisdom from leaders of iconic companies (including Apple, Nike, Netflix, Spotify, Starbucks, Google, Instagram, and Microsoft) as well as the bold, disruptive startups (such as 23andMe, TaskRabbit, Black List, and Walker & Co.) that are solving the problems of the twenty-first century. Through vivid storytelling and incisive analysis, Masters of Scale distills their collective insights into a set of counterintuitive principles that anyone can use. How do you find a winning idea and turn it into a scalable venture? What can you learn from a “squirmy no”? When should you stop listening to your customers? Which fires should you put out right away, and which should you let burn? And can you really make money while making the world a better place? (Answer: Yes. But you have to keep your profits and values aligned.) Based on more than a hundred interviews and including a wealth of new material never aired on the podcast, this unique insider’s guide will inspire you to reimagine how you do business today.

The Professional's Guide to Sexuality Consultation

Author : James Wadley
Publisher : Taylor & Francis
ISBN 13 : 1000997081
Total Pages : 176 pages
Book Rating : 4.0/5 (9 download)

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Book Synopsis The Professional's Guide to Sexuality Consultation by : James Wadley

Download or read book The Professional's Guide to Sexuality Consultation written by James Wadley and published by Taylor & Francis. This book was released on 2024-01-15 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers support and guidance to sexuality professionals who are looking at different strategies to progress their careers, accounting for all the diverse jobs they can take on or create. Bringing together contributions from the field of sexology, business, and marriage and family therapy, James C. Wadley combines elements of sexuality, business development, and entrepreneurship to help therapists consider their professional options. Chapters address topics such how to navigate consultative opportunities in sex education, clinical work, counseling, coaching, supervision, research, non-profit and for-profit entities, volunteer experiences, and in academic settings. Professional contributions offer practical advice as well as personal reflections, with insights ranging from obtaining consultative positions, to starting one’s own business, and using social media effectively. Sexuality educators, counselors, therapists, healers, advocates, activists, researchers, policy makers, workers, and other consultants will find this book invaluable when navigating new ideas and professional paths they can take within the field.

The Entrepreneur Ethos

Author : Jarie Bolander
Publisher : Booklocker.com
ISBN 13 : 9781634925501
Total Pages : 428 pages
Book Rating : 4.9/5 (255 download)

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Book Synopsis The Entrepreneur Ethos by : Jarie Bolander

Download or read book The Entrepreneur Ethos written by Jarie Bolander and published by Booklocker.com. This book was released on 2017-09 with total page 428 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Entrepreneur Ethos is a book which combines the essential mindset required for success, along with the practical steps required to get there. It draws on the experiences of entrepreneurs from around the world to give a rare insight into how ethical, resilient, and inclusive entrepreneurs survive and thrive.

The Entrepreneur's Playbook

Author : Leonard Green
Publisher : AMACOM
ISBN 13 : 0814438180
Total Pages : 219 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis The Entrepreneur's Playbook by : Leonard Green

Download or read book The Entrepreneur's Playbook written by Leonard Green and published by AMACOM. This book was released on 2017-03-09 with total page 219 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why stumble alone on a risky venture on your way to failure when you can tap into the best ideas and minds for increasing your chances for success? Most entrepreneurs have had to learn things the hard way--concepts such as: big ideas rarely make great businesses; laboring on a business plan can be a waste of time; and you will need dramatically more start-up money than you originally thought you did. Lenoard Green, an experienced investor, entrepreneur, and business professor, has encapsulated together all the inside secrets, proven strategies, and mistakes experienced so that you can learn it all beforehand, rather than when all your capital is on the line. Based on his popular Ultimate Entrepreneurship course, The Entrepreneur’s Playbook explains how to: Locate sure-bet opportunities for improving products Find funding Take calculated risks and minimize failure Get serious about positioning, distributing, and licensing Stripping away the complexity favored by business schools and the hype of the technology sector, the book reveals eighteen down-to-earth principles and dozens of tactics for every kind of business. Plus, the invaluable instruction available for you is now interactive. Dozens of exercises are given throughout the book that can be submitted online for feedback.

The New Entrepreneur's Guide to Setting Up and Running a Successful Business

Author : Paul Kendall
Publisher : CRC Press
ISBN 13 : 1351015869
Total Pages : 284 pages
Book Rating : 4.3/5 (51 download)

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Book Synopsis The New Entrepreneur's Guide to Setting Up and Running a Successful Business by : Paul Kendall

Download or read book The New Entrepreneur's Guide to Setting Up and Running a Successful Business written by Paul Kendall and published by CRC Press. This book was released on 2018-06-12 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the book you will need if you are considering setting up your own business. It is aimed at the new business owner who has a lot of questions to ask. It has been written by a successful business owner and provides advice on what, and what not, to do. While it is not intended to be a global reference book it does provide the reader with practical answers to the issues they will come across everyday, and includes examples of successes and failures from both the US and U.K. perspectives.

The Wealthy Entrepreneur

Author : Robert Gauvreau
Publisher :
ISBN 13 : 9781950367658
Total Pages : pages
Book Rating : 4.3/5 (676 download)

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Book Synopsis The Wealthy Entrepreneur by : Robert Gauvreau

Download or read book The Wealthy Entrepreneur written by Robert Gauvreau and published by . This book was released on 2021-04-06 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Trying to manage your business' finances so you can track performance? Do ou struggle to realize the full financial potential of your business? Do you always seem to be short on money in the bank? Do you feel like you always pay too much tax? Are you discouraged because you haven't put any savings away for retirement? Are you unsure of what you need to do to change the future results of your business? Like so many entrepreneurs, you are looking to understand how your business is performing and what you need to do to make more money and keep it. As an entrepreneur, business strategist, and financial expert, author Robert Gauvreau works with over 500 entrepreneurs across North America, helping them to create their vision, execute their goals, and create extraordinary financial results in their businesses. In The Wealthy Entrepreneur, the Vision to Results framework will show you how to: Turn your business vision into a road map for realizing financial results Clarify and organize your finances Maximize wealth accumulation Effectively grow your business Improve your cash flow Structure your business to save on taxes Maximize the financial performance of your business If you are looking to implement a simple framework that will provide you with financial clarity and extraordinary results in your business, The Wealthy Entrepreneur will get you started on your journey toward realizing financial freedom!

The Professional Personal Chef

Author : Candy Wallace
Publisher : John Wiley & Sons
ISBN 13 : 0471752193
Total Pages : 224 pages
Book Rating : 4.4/5 (717 download)

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Book Synopsis The Professional Personal Chef by : Candy Wallace

Download or read book The Professional Personal Chef written by Candy Wallace and published by John Wiley & Sons. This book was released on 2007-02-26 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: The definitive guide to a successful career as a professional personal chef The job of professional personal chef is one of the fastest growing careers in foodservice. People are choosing to become personal chefs in order to have a culinary career on their own terms, with a self-determined schedule and freedom from restaurant strictures. Not only do personal chefs have the chance to work with food in a more creative, personalized way, they are also able to approach their careers with a more entrepreneurial business sense. Written by Candy Wallace, the founder and Executive Director of the American Personal and Private Chef Association (APPCA) and Greg Forte, CEC, CCE, AAC, The Professional Personal Chef offers the definitive guide for starting and growing a successful professional personal chef business. It covers the skills and competencies required for the American Culinary Federation's Personal Certified Chef certification, and lays out a practical road map for this challenging but rewarding career. Filled with resources rich in detail, this useful and engaging text covers: The evolution of the professional personal chef career path The benefits and disadvantages of various forms of business ownership Operating legally Writing an effective business plan Creating a vision statement, mission statement, and elevator speech for your personal chef business Managing and securing finances Identifying target markets and revenue streams Developing marketing and sales plans and quality customer service A day in the life of a personal chef In each chapter, learning outcomes, key terms, and review questions reinforce the key concepts. From the Field features present interviews and real world experiences from working personal chefs. A complete instructor support package providing business resources, syllabi, and project suggestions is posted on a companion Web site at www.wiley.com, and also offers sample business plans, recipes for menus, forms, and other useful documents. Culinary arts instructors seeking a classroom text, as well as individual culinary professionals and amateurs interested in starting or growing a personal chef business, will find The Professional Personal Chef the essential A-to-Z guide to this exciting career.

Engineer to Entrepreneur

Author : Rick De la Guardia
Publisher : ASCE Press
ISBN 13 : 9780784414415
Total Pages : 182 pages
Book Rating : 4.4/5 (144 download)

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Book Synopsis Engineer to Entrepreneur by : Rick De la Guardia

Download or read book Engineer to Entrepreneur written by Rick De la Guardia and published by ASCE Press. This book was released on 2016 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: De La Guardia provides aspiring entrepreneurs with practical steps and guidance at key career points to advance their careers and reach their professional goals in any engineering discipline.

Business For Authors

Author : Joanna Penn
Publisher : Curl Up Press via PublishDrive
ISBN 13 :
Total Pages : 310 pages
Book Rating : 4.:/5 (661 download)

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Book Synopsis Business For Authors by : Joanna Penn

Download or read book Business For Authors written by Joanna Penn and published by Curl Up Press via PublishDrive. This book was released on 2018-08-12 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you ready to take the next step in your author journey? Art for the sake of art is important. Writing for the love of it, or to create something beautiful on the page, is absolutely worthwhile and critical to expand the sum of human expression. But I’m not here to talk about creativity or the craft of writing in this book. My aim is to take the result of your creativity into the realm of actually paying the bills. To take you from being an author to running a business as an author. I was a business consultant for 13 years before I gave up my job in September 2011 to become a full-time author-entrepreneur. I worked for large corporates and small businesses, implementing financial systems across Europe and Asia Pacific. I’ve also started a number of my own businesses ”" a scuba dive charter boat in New Zealand, a customized travel website, a property investment portfolio in Australia as well as my freelance consultancy. I’ve failed a lot and learned many lessons in my entrepreneurial life and I share them all in this book. In the last six years of being an author, through tempestuous changes in the publishing world, I've learned the business side of being a writer and I now earn a good living as an author-entrepreneur. I’m an author because it's my passion and my joy but also because it's a viable business in this age of global and digital opportunity. In the book, you will learn: Part 1: From Author To Entrepreneur The arc of the author’s journey, definition of an author-entrepreneur, deciding on your definition of success. Plus/ should you start a company? Part 2: Products and Services How you can turn one manuscript into multiple streams of income by exploiting all the different rights, various business models for authors and how to evaluate them, information on contracts, copyright and piracy. Plus/ putting together a production plan. Part 3: Employees, Suppliers and Contractors The team you need to run your business. Your role as author and what you’re committing to, as well as co-writing. Editors, agents and publishers, translators, book designers and formatters, audiobook narrators, book-keeping and accounting, virtual assistants. Plus/ how to manage your team. Part 4: Customers In-depth questions to help you understand who your customers are and what they want, as well as customer service options for authors. Part 5: Sales and Distribution How to sell through distributors and your options, plus all the information you need to sell direct. ISBNs and publishing imprints ”" do you need them? Plus/ your options for pricing. Part 6: Marketing Key overarching marketing concepts. Book-based marketing including cover, back copy and sales pages on the distributors. Author-based marketing around building your platform, and customer-based marketing around your niche audience and targeted media. Part 7: Financials Revenues of the author business and how to increase that revenue. Costs of the author business and funding your startup. Banking, PayPal, accounting, reporting, tax and estate planning. Part 8: Strategy and Planning Developing your strategy and business plan. Managing your time and developing professional habits. The long-term view and the process for becoming a full-time author. Plus/ looking after yourself. Part 9: Next Steps Questions from the book to help you work out everything to do with your business, plus encouragement for your next steps. Appendices, Workbook and Bonus Downloads including a workbook and business plan template. If you want to go from being an author to running a business as an author, download a sample or buy now.

Fundamentals for Becoming a Successful Entrepreneur

Author : Malin Brannback
Publisher : FT Press
ISBN 13 : 0133966941
Total Pages : 411 pages
Book Rating : 4.1/5 (339 download)

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Book Synopsis Fundamentals for Becoming a Successful Entrepreneur by : Malin Brannback

Download or read book Fundamentals for Becoming a Successful Entrepreneur written by Malin Brannback and published by FT Press. This book was released on 2015-11-13 with total page 411 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the complete, up-to-date guide to creating a successful new venture. Using real-life examples, it helps you assemble every piece of the puzzle: you, your team, your opportunity, your business concept and revenue model, your resources, and your successful launch, execution, and growth. The authors illuminate entrepreneurial mindsets, motivation, attitudes, and leadership, and cover the entire process of starting a company, from idea through your first four years of operations. You’ll learn how to recognize, define, test, and exploit opportunities; transform ideas into revenue models that earn sustainable value; demonstrate viability to funders; establish a strong ethical and legal foundation for your concept; and build a thriving team to execute on it.