ACKNOWLEDGMENTS
INTRODUCTION—The Power of Peer Groups
- Where did all these concepts come from?
- What a peer group can offer you
- Other Types of Business Groups and Boards
- What’s Different About Paid Peer Groups
- How to Use This Book
CHAPTER 1—The Business Owner’s Role/Management Strategies
- Responsibilities
- Management Styles
- Riding the Horse vs. Driving the Team
- Leadership
- Improving Internal Communications
- Delegation
- Goal Setting and Performance Evaluation
- Miscellaneous Management Strategies and Ideas
CHAPTER 2—Sales
- Your Unique Selling Proposition
- The Sales Funnel
- Expanding the Sales Force
- Referrals
CHAPTER 3—Sales Management
- Sales Management Responsibilities
- Recruitment
- Sales Priorities
- Miscellaneous Ideas
CHAPTER 4—Marketing
- Branding, Positioning, and Differentiation
- The Marketing Plan
- Tactics
CHAPTER 5—Performance and Organization
- Organization Concepts and Structure
- Employee Evaluation
- Terminations
- Incentives/Compensation
CHAPTER 6—Human Assets
- Recruiting
- Interviewing
- Staying Out of Trouble
- Cutbacks, Layoffs, and Outplacement
- Ideas for Your Benefit Program
- Enhancing Employee Attitude
CHAPTER 7—Innovation and Implementation
- The Necessity of Change
- Implementation
CHAPTER 8—Finance: Money—Find It, Get It, Keep It
- Cash flow
- Banking Relationships
- Miscellaneous Issues
CHAPTER 9—Succession and Transition
- Having a Life Plan
- Exit Strategies
CHAPTER 10—Diagnostic Tests
EPILOGUE
Chapter 1
The business Owner’s role/management strategies
It’s one thing to start a business; it’s quite another to keep it growing. At some point, it’s no longer enough to be your company’s number one employee. You need to be the boss.
One of the great ironies of entrepreneurship is that it’s not enough to be good at what you do. To grow your company, you must also be a good leader, goal setter, delegator, motivator, and visionary. Somewhere along the way, you must move your thinking from “me” to “us.”
Like caterpillars transforming into butterflies, entrepreneurs must evolve into leaders if their companies are to grow. Let the metamorphosis begin!
Ray Silverstein (Author)
Ray Silverstein is a small business expert with more than 40 years of experience. He is the founder of the President’s Resource Organization, a firm that provides peer advisory boards for entrepreneurs and small business owners. He lives in Chicago, Illinois.