Professional Review of Bootstrapping 101

 OnlineBookClub.org review of  4 out of 4 stars Pursuing dreams of becoming an entrepreneur is something that most people are shifting towards doing nowadays. Who can blame them? The benefits of starting up your own business are countless and make entrepreneurship mouth-watering. Financial gain, flexible working hours, autonomy, job satisfaction, creating a career that aligns with […] Read more »

Outsource Your Selling

I’m writing to offer you a no charge e-book on the subject of Sale Reps. (I’m not selling anything.) In my talks over the last 30 years to Entrepreneurship MBA classes, my mentoring and my 16 start-ups, I’ve been struck by the almost total lack of Selling teaching. Also, the lack of emphasis in existing businesses on […] Read more »

Relationships and Trust

  You often hear that “It’s not what you know but who you know.” There is some truth to this. It is human nature to favor people who are friends, who have helped you in the past, who are recommended by friends or by people you respect, etc. That is not to say that they […] Read more »

Good Attitude Costs nothing yet…it can lead to Entrepreneurial Success

ATTITUDE The difference between success and failure in most human endeavors can be mental, the attitude of the individual. Of course, knowledge, skill, and talent (and to some extent) resources are important success components.A shortfall or lack of some of these components can be overcome by one’s attitude or mental makeup, which is totally controlled […] Read more »

What’s to Lose ….. JUST ASK

I truly believe that people must periodically step outside of their comfort zone to grow as a company and a person. In fact, once you start to do it, you will discover that your comfort zone expands. Doing this will empower you to request bold things that may elicit comments from your peers and associates like “outrageous, overreach, impossible.” You can overcome these naysayers and your own inclination of fearing failure by your preparation for this bold request, which I like to call Just Ask. Read more »

Relevance of R&R Case Today

The below article was published by MANA, the largest Sales Rep association in the country. It shares Professor Gary Naumann’s excellent treatise on the Relevance of the R&R, HBS case on its 30th anniversary. Regular readers of Agency Sales magazine know Harvard MBA Bob Reiss as a “super-rep” whose business successes were so innovative that […] Read more »

Dealing with International Suppliers

 Over the years I’ve outsourced many products to International Suppliers, mainly in Taiwan, Hong Kong, Jamaica, and China. I’ve met with many myths in dealing with them, such as they aren’t trustworthy, reliable, outsourcing is unpatriotic, etc. These attitudes discouraged many American Entrepreneurs from even trying to outsource in foreign countries despite the major benefits […] Read more »

The Value of Reading Bootstrapping 101

        Right up front….I’m Selling. From all my visits to University Entrepreneurship classes, mentoring,readings and 16 start-ups, I’m aware of the knowledge gaps of many people going into their own business or trying to grow or sustain one. They are generally good at creating Business Plans, Power point presentations and theoretical’s, all of which […] Read more »

Risk – Smart Entrepreneurs Avoid and Manage Them

A Google alert steered me to an article called “Beating the Odds When You Launch a New Venture” that had just come out in the May issue of Harvard Business Review, authored by Clark G. Gilbert and Matthew J. Eyring. It was one of the best pieces Iʼve ever read about entrepreneurs, their attitudes, and management of risk. They said that entrepreneurs arenʼt cowboys—theyʼre methodical managers of risk. I thought their concepts applied equally to small and big business. I contacted one of the authors, Clark Gilbert, to discuss his ideas and decided I wanted to share his thoughts with my small business friends. The result is my interview. Read more »

SHARK TANK-Helpful or Harmful?

The hit TV show "Shark Tank" helps start-ups get started. Would-be business owners come on the series to solicit money and help from a panel of five heavy-hitting entrepreneurs. After giving a pitch and going through a grilling, the contestants find out if they'll get funded or not and how much equity they will have to give up. On the air for five years and counting, "Shark Tank" is an entertaining and successful show. However, as a founder of 16 start-ups, my criteria for evaluating potential businesses differs from most of the panelists—I often find myself arguing with the screen. Read more »

Finding Ideas to Start a Business

One of the most asked and difficult to answer questions I get when I speak to MBA students is “How do I get the right idea to start a business?” In approaching a reply, I would say at the outset, that there are no simple magical answers or formulas. I would add that most successful […] Read more »

Licensing Can Work for Small Businesses Too

Normally the subject of licensing would not appear in a Bootstrapping context because there usually is an up-front cash payment and a guarantee associated with securing a license. These two factors can be substantial with a high visibility license, such as Mickey Mouse, NFL football, Nike, Armani, etc. However, I bring it up here for […] Read more »

Building Trust

The single most important thing you can do in starting and building a business is to get people to trust you. Trust needs to be earned and takes time, although you can lose it in a second. Telling people to trust you doesn’t cut it. In fact, when people I just meet tell me to trust them, my antennae is up to watch my back. The benefits of being trusted are enormous. People have confidence in those they trust. Read more »

Numeracy – Thinking in Numbers

Managing Your Numbers is Essential for Growth Do you want to do everything you possibly can to ensure the survival and growth of your company? Of course you do. Well, one of the most essential skills that you can bring to your company is understanding, tracking, and using certain numbers. This numeracy–thinking in numbers–is a […] Read more »