Strategic thinking, planning and communication
Sahlman, WA (1997) How to write a Great Business Plan. Harvard Business Review July-
August: 98 -108
Spors, K. (2007) Do Start-ups really need Formal Business Plans? Wall Street Journal Jan
10; available at http://startup.wsj.com/columnists/enterprise/20070110-spors.html
“Perfecting the pitch: venture capitalists offer advice on what they look for – and what turns
them off,” by Ty McMahan, WSJ.com, July 13, 2009.
“Compelling stories,” Ray Smilor, Beyster Institute Executive Director, 2004.
“Mastering the 30-second pitch, Carmine Gallo, Business Week, May 4, 2005.
“The keys to the gold mine,” Click on Menu Item Information on Entrepreneurship then
Click on Tutorials, http://www.entrepreneur-america.com, October, 2002.
“How to survive while searching for cash,” Information on Entrepreneurship Tutorials,
http://www.entrepreneur-america.com, August, 2002.
“The problem with business-plan contests,” David E. Gumpert, Business Week, April, 2003.
“Telling tales,” Stephen Denning, Harvard Business Review, May, 2004. Can be purchased
for about $6.00.
“The top ten lies of entrepreneurs,” Guy Kawasaki, January, 2001. Can be purchased for
“Can you say what your strategy is? It‟s a dirty little secret: Most executives cannot
articulate the objective, scope, and advantage of their business in a simple statement. If they
can‟t, neither can anyone else.” David J. Collis and Michael G. Rukstad, Harvard Business
Overcoming Fear of Failure
“Fear factor: what‟s really holding you back from starting your own business? These 31
tips will help you face your fears and finally get the guts to become your own boss, “Suzanne
Mulvehill, April, 2005
Headd, B. (2001). Redefining Business Success: Distinguishing between Closure and
Failure. Small Business Economics, 21, 51-61.
Preparation for Session 2
“Disruptive Technologies: catching the wave, Joseph L. Bower and Clayton M.
Christensen, Harvard Business Review OnPoint, Product No. 3510, 2000. Can be purchased
for about $6.00.
Google search into technology forecasts, disruptive technologies, top scientific discoveries
ala Popular Science, etc.
“Constructively confrontational . . . a business coach can be invaluable to entrepreneurs –
if they‟re open to examining their practices.” Karen E. Klein, Business Week, June 30, 2005.
“Coaching Entrepreneurs the Supercoach® Way,” Sharon Ballard and Jonathan Levie,
Ph.D, May 1, 2006. (available at
“„Feeling the love‟ (or anger): how emotions can distort the way we respond to advice,”
Knowledge @ Wharton, October 1, 2008.
Intellectual Property, Technologies and Products
“Is your software safe? Data-escrow firms keep your company‟s code under lock and key –
and give you access when you need to make fixes,” Betsy Cummings, Fortune Small
business, May, 2006.
“Building a product roadmap,” Tom Shields, Woodside Fund, 2004.
“The ABCs of Tech Success. How can your business win in the world‟s fastest-changing
industry? A surprisingly simple time-test exercise can help you figure it out,” Brad
Silverberg, Business Week Online, March 3, 2005.
Reading list in “Patent Value: be skeptical”, by Mark Catan, NCET2, June 25, 2009.
“Discovering new value in intellectual property, Kevin Rivette and David Kline, Harvard
Business Review, January-February, 2000. Can be purchased for about $6.00.
“Intellectual Property and Strategy,” David B. Yoffie and Debbie Freier, April 7, 2005. Can
be purchased for about $6.00.
“How one cleaner got the lead out,” Olga Kharif, November 20, 2004,
“Little is the new big: Top trends of small business,” Steve Strauss, USA Today, January 1,
“Countdown of the biggest trends in small business,” Steve Strauss, USA Today, January 19,
“The future of small business technology,” Ramon Ray, Tech Basics, Entrepreneur.com, July
Intuit Future of Small Business Report, JUNE 2007, SR-1037Bwww.iftf.org, Institute for the
Future for Intuit.
Perform research on what Technology Readiness Levels (TRLs) are and how you might you
“Technology Roadmapping: linking technology resources to business objectives,” Robert
Phaal, Clare Farrukh, and David Probert, Centre for Technology Management, University of
Cambridge, Institute for Manufacturing, 2001.
“Riding the long wave. Looking at broad trends in technology and society can help medtech
companies (all ventures!) in their long-term technology forecasting,” by Bill Evans, Medical
Devicelink, May/June, 2006.
“Frontier experiences from industry-academia consortia,” a collection of papers, David
Probert, Michael Radnor, Industrial Research Institute, Inc. March-April, 2003. (about
Check out Dr. Jay Paap and his courses at CalTech
Check out Robert Phaal‟s publications and resources at University of Cambridge, Institute for
Google “technology roadmaps”
Thinking about your products
“Whole in one,” Rajiv Mehta, Harvard Business Review, 2003. Can be purchased for about
“Lost in translation: unless you know exactly what questions to ask – and how to interpret
the answers – customer-driven innovation may kill your development efforts,” Anthony W.
Ulwick, Harvard Business School Publishing Corporation, 2004. Can be purchased for about
“Turn customer input into innovation,” Anthony W. Ulwick, Harvard Business School
Publishing Corporation, 2002. Can be purchased for about $6.00.
Thinking about the markets
"Taking the Trouble to Research Your Market“, Rob Adams, Business Week, October 20,
“What is the value chain concept?”, November 5, 2007, Global Entrepreneurship Institute,
November 2007. http://blog.gcase.org/archives/75
“Are you the weakest link? How well do you understand your place in the value chain can
mean dominance or decimation,” Michael E. Raynor and Dwight L. Allen, Harvard Business
Review, 2004. Can be purchased for about $6.95.
“Innovating for cash,” James P. Andrew and Harold L. Sirkin, Harvard Business Review,
September, 2003. Can be purchased for about $6.00.
“How failure breeds success: everyone fears failure. But breakthroughs depend on it. The
best companies embrace their mistakes and learn from them,” Business Week, July 10, 2006.
Thinking about making sales
“Best way to the top: start at the bottom. How to develop a bottom-up sales plan,” Click on
Menu item Information on Entrepreneurship, then Click on Tutorials,
“How to lift the salesperson‟s curse,” Michelle Nichols, Business Week, September 27, 2004
“You can‟t replace face time. Some entrepreneurs live out their business lives via phone and
computer, but effective networking requires personal interaction,” Karen E. Klein, Business
Week, March 3, 2005.
“Vetting your idea,” Seth Godin, Business Week, April 18, 2006.
Getting ready for Session Four
“Why CEOs should care about alliances and partnerships,” Jeffrey Shuman, Janice Twombly,
Alliances vs. Competitors
“A growing reliance on alliance,” Loren Gary, Harvard Management Update, April, 2004.
Can be purchased from Harvard Business Press for about $6.00.
“A note on the use of alliances,” Robert B. Stobaugh, Harvard Business Press, 1992. Can be
purchased from Harvard Business Publishing Corporation for about $6.00.
“Small businesses and the power of strategic alliances,” Isabel M. isidro, AddMe Newsletter,
Issue 208, June 12, 2001.
“Negotiating strategic alliances,” Michael Watkins, Harvard Business School, June, 2002.
Can be purchased from Harvard Business Publishing Corporation for about $6.00.
“Start with no … and other negotiating tools. Why „win/win‟ is an ineffective and often
disastrous strategy, and how you can beat it,” book excerpt, Jim Camp, Business Week, May
“A note on strategic alliances,” Gompers and Tsai, Harvard Business School Publishing
Corporation, Note 9-298-047, 11/12/97; revised 2003. Can be purchased from Harvard
Business Press for about $6.00.
“After the deal is done: four keys to managing an alliance,” Stephen Bernhut, Harvard
Management Update, December, 2002. Can be purchased from Harvard Business Publishing
Corporation for about $6.00.
“Note on international licensing,” Paul Beamish, Richard Ivey School of Business, University
of Western Ontario, 1996. Contains a great checklist for alliances. Can be purchased from
Harvard Business Publishing Corporation for about $6.00.
“Secrets of no yawn speeches, “ Carmine Gallo, Business Week, October 5, 2005
Go to http://www.presentation-pointers.com to download excellent presentation tutorials.
“Controlling nerves,” Dr. Ken Snyder, Tip of the Month, July, 1999
“How to deal with a hostile audience,” Lenny Laskowski, LJL Seminars, 1996
“How to handle difficult audiences,” Diane Diresta, 2thePoint Newsletter, 2001-2002
Go to http://www.presentationzen.com for blogs, books, articles, photo sources, etc.
Check out NIST Manufacturing Extension Partnerships (MEP)
Department of Defense Mantech Program
Research “manufacturing readiness for entrepreneurs” via Google.
“An employer‟s guide to overtime rules,” Peter L. Ebb, Business Week, September 29, 2004.
“How to beat the deadbeats. Author Carol Frischer has lots of tips on making sure you
collect what you‟re owned: „you do get tough, but you don‟t have to get nasty,‟” Karen E.
Klein, Business Week, February 24, 2005.
“How would you spend $1 million?,” Ray Smilor, Byester Institute, Rady School of
Management, UC San Diego, Leading Companies Online Magazine, July, 2007.
“Zappos.com: developing a supply chain to deliver WOW!” by David Hoyt, Stanford
Graduate School of Business, Case GS-65, February 13, 2009. Can be purchased for about
Management and Staffing
“Four steps to finding the right people,” Ian Brown, Nature Bipotechnology, Vol. 27, No. 1,
“Moving on,” by Jennie Mather, Nature Biotechnology, Vol. 26, No.12, December, 2009.
“Getting out of your own way,” by Scott Kucirek, Business Week, May, 2001.
“Your first investment: the executive team,” Vail Horton, Business Week, April 16, 2003.
Management and Staffing – continued
“The art and science of startup politics. When VCs demand board seats, entrepreneurs start
to fret about losing control. They shouldn‟t. Selected with care, outsiders can be a boon,”
Gabor Garai, Business Week, July 27, 2004.
“Mastering „takeaway leadership‟,” Liz Ryan, Business Week, May 10, 2005.
“Founders, family, friends and fools. While venture capitalists retreated to lick their wounds
after the Tech Wreck, informal investors filled the void. The result: a boom in startups,
according to a new survey,” William D. Bygrave, Business Week, September 3, 2004.
“VCs: more than you bargained for,” Business Week, January 6, 2004.
“Top 7 capital-raising mistakes,” December 20, 2004, Growthink, “Where do start-ups get
their money?”, Jim Hopkins, USA Today, October 18, 2006
“Bootstrap finance: the art of start-ups,” Amar Bhide, Harvard Business Review, November-
December, 1992. Can be purchased for about $6.00 from Harvard Business Press.
“How venture capital works,” Bob Zider, Harvard Business Review, November-December,
1998. Can be purchased for about $6.00 from Harvard Business Press.
“Note on the financial perspective: what should entrepreneurs know?” William A. Sahlman,
1992. Can be purchased for about $6.00 from Harvard Business Press.
“Successful? Don‟t dare to relax. Fast-growth outfits need to face facts: you won‟t have that
niche to yourself for long, so start planning to differentiate your product,” Steve McKee,
Business Week, April 15, 2005.
“Why societies – and startups – collapse. The fundamental reasons for failure in both are
similar. And these mistakes tend to be common among entrepreneurs,” Keith McFarland,
Business Week, April 20, 2005.
“The top mistakes of entrepreneurs,” Ray Smilor, Beyster Institute,
“Top 9 business plan mistakes,” reprinted from the Growthink newsletter,
“Disciplined Entrepreneurship,” Donald N. Sull, MIT Sloan Management Review, Fall, 2004.
Can be purchased for about $6.00 from Harvard Business Press.
“Ten commandments from entrepreneurial „evangelist‟ Guy Kawasaki,”
knowledge.wharton.upenn, June 10, 2009.
Casparie, J. “Splitting up the Investment Pie” Entrepreneur.com 15 Nov 2006
Levie, J. (1996) Convincing the cash-conscious banker. Financial Times, Dec 2
Mason, C. and Stark, M. (2004) What do investors look for in a business plan? A comparison
of the Investment Criteria of bankers, venture capitalists and business angels. International
Small Business Journal 22(3): 227-248.