Index
Thomas G. Pittz
(University of Tampa, USA)
Eric W. Liguori
(Rowan University, USA)
The Entrepreneur's Guide to Risk and Decisions: Building Successful Early-Stage Ventures
ISBN: 978-1-83867-874-6, eISBN: 978-1-83867-871-5
Publication date: 2 January 2020
This content is currently only available as a PDF
Citation
Pittz, T.G. and Liguori, E.W. (2020), "Index", The Entrepreneur's Guide to Risk and Decisions: Building Successful Early-Stage Ventures, Emerald Publishing Limited, Leeds, pp. 111-115. https://doi.org/10.1108/978-1-83867-871-520191007
Publisher
:Emerald Publishing Limited
Copyright © 2020 Thomas G. Pittz, Eric W. Liguori
INDEX
Index
Accelerators
, 39–40
Accomplishments over qualifications
, 31
Accounts payable
, 76, 92
Accounts receivable
, 76, 92
Acquisition
, 106–107
acquisition for hiring or IP
, 108
Advertising/advertisements
marketing and
, 103–104
radio and television
, 66
Advisors
, 1–2
selection
, 33
Affiliate marketing
, 69
Alpha consumers
, 57
Amounts owed
, 76
Angels
, 87
investment
, 85
Appreciation
, 41
Attitude over experience
, 31
Bad debt
, 104
“Bait and hook” revenue model
, 7
Balance sheet
, 76
Bank fees
, 104
Bank statements
, 92
Bankruptcy
, 108
Behavioral norms
, 28
Benefit Corporation (B-Corporation)
, 94–95
Billboard campaigns
, 66
“Book of business”
, 80
Bootstrapping
, 80–82
Bottom–up approach
, 88
Brand awareness
, 36
Branding
, 70–71
Building products or services
, 3–4
Business
entity
, 94
equipment
, 102–103
license and permits
, 92
plans
, 4–8, 92
structure
, 93–95
systems
, 99–101
tax returns
, 92
Business Model Canvas
, 5, 7
Business models
, 4–8
validation
, 10–11
Buy-out parameters
, 27
Buy–sell agreements
, 96
C-Corporation
, 94
Carryovers
, 103
Cash
, 73–74
flow statement
, 76
Channels
, 6–7
Co-working spaces
, 39
Coach-ability
, 89
Cofoundr
, 39
“Collective or shared” revenue models
, 7
Competitive landscape
, 7–8
Competitive pricing
, 63
Complementary personality
, 21
Compliance
, 99–101
external
, 100
internal
, 100
Consumer Financial Protection Bureau
, 101
Content marketing
, 66, 68
Cost of goods sold (COGS)
, 63
Cost structure
, 6–7
Cost-plus strategy
, 63
Crowdfunding
, 82–84
Cultural fit
, 31
Culture
, 97
ambassadors
, 29
building
, 27–30
Customer
relationships
, 6
segmentation
, 57
segments
, 5, 7
Customer Acquisition Cost (CAC)
, 76–77
Customer relationship management (CRM)
, 59
Debt financing
, 90–92
Demographic profile
, 16
Depreciation
, 103
Design thinking process
, 10
Designers
, 9
Differentiation
, 88
Digital board campaigns
, 66
Digital commerce
, 69
Diligent preparation
, 41
“Direct sales” model
, 7
Discounting
, 79
Disintermediary model
, 7
Diversity
, 36
Do-it-all approach
, 32
Donation-based models
, 83
Dynamic equity splits
, 24–27
Early-stage ventures
, 23–24
Earned media
, 68
Email marketing
, 69
Emotional needs
, 19–20
Employees
, 28
buyout
, 106
hiring
, 30–33
Employment law
, 99–100
Engineers
, 9
Entrepreneur Connect
, 39
Entrepreneurial
ecosystem
, 39
journey
, 33
momentum
, 33
networks
, 38
Entrepreneurs
, 1, 4, 9, 12, 95
Entrepreneurship
, 37
Equity
, 22–24
financing
, 85–90
owner
, 76
split methodology
, 24
vesting
, 96
ESOP
, 106
Ethics
, 54
Ethos
, 14–15
Event themes
, 44
Execution
, 1–4
Exit strategies
, 104–108
Experience
, 21
attitude over
, 31
External competition
, 64
External compliance
, 100
Facebook
, 11, 16, 17, 46, 65, 83, 84
advertisements
, 11, 16
Failure
, 56–57, 59–62
Fairness
, 64
Federal identification number (EIN)
, 93
Federal Trade Commission
, 101
Feedback loop
, 98
FICA
, 103
Financial leverage
, 91
Financial statements with finesse
, 74–76
Financing
bootstrapping
, 80–82
crowdfunding
, 82–84
debt
, 90–92
equity
, 85–90
mezzanine
, 86
royalty
, 86
Financing literacy
, 73
CAC
, 76–77
cash
, 73–74
financial statements with finesse
, 74–76
LTV
, 77–79
valuation
, 79–80
504 Fixed Asset Program
, 91
Fluency
, 14–15
“Franchise” model
, 7
“Freemium” revenue model
, 7
Friendly sale
, 106
FUTA
, 103
Geographic location
, 16
Giving Freely Before You Get
, 49
GlenGarry Glen Ross
, 56
Google
, 16, 67
Google Ads
, 68
Growth
, 2
Guerilla marketing
, 65–70
Health insurance
, 102
Help A Reporter Out (HARO)
, 65
Helping Others to Help You
, 47–48
HIPAA guidelines
, 100
Hiring
acquisition for
, 108
family members
, 103
hiring doers
, 30–31
Home office
, 102
Honesty
, 64
Human resources (HR)
, 97–99
Ideas
, 1–4, 20
IDEO
, 10
Inauthenticity
, 3
Inbound marketing
, 66–67
Inbound marketing
, 78
Income statement
, 75
Incubators
, 40
Indiegogo
, 83
Industry classification
, 16
Initial public offering (IPO)
, 86, 90, 107–108
Integrity
, 21
Intellectual property (IP)
, 80, 95–96
acquisition for
, 108
Internal compliance
, 100
Internal costs
, 64
Intrinsic motivators
, 28–29
Investment-based model
, 83
Investors
, 83–84
IRS
, 95, 101–102, 104
Jeffrey Gitomer’s Work
, 56
“Keyword stuffing” approach
, 67–68
Kickstarter
, 83
“Lean Canvas”
, 6–7
Learning
, 59–62
sales
, 53–56
Legal contracts and agreements
, 92
Legal entity
, 93–95
Lending Club
, 91
Liability insurance
, 96–97
Lifestyle company
, 105–106
Lifetime Customer Value (LTV)
, 77–79
Limited Liability Company (LLC)
, 94
LinkedIn
, 11, 16, 36, 46, 48–50, 57, 83
Liquidation
, 106
Listening
, 29, 40
7(a) Loan Guarantee
, 91
Logos
, 14
LTV/CAC ratio
, 78
Lucidity
, 14
Management team
, 87
Market
segmentation
, 15–16
size
, 88
Marketing
and advertising
, 103–104
affiliate
, 69
content
, 66, 68
email
, 69
inbound
, 66–67
online
, 67
outbound
, 66
social media
, 68
Mentors selection
, 33–34
Mezzanine financing
, 86
Microloan Program
, 91
Mileage
, 102
Minimum viable products (MVPs)
, 8–12, 40, 62
Money
, 20–21
MySpace
, 17
Negative people, hiring
, 31
Net cash expenditures
, 74
Netflix
, 29
Networking
, 35, 37
event
, 41–42
fundamentals
, 35–38
opportunity
, 42
smart
, 49–50
Networks
, 21
building
, 41–46
characteristics
, 35–36
exploitation
, 46
Giving Freely Before You Get
, 49
Helping Others to Help You
, 47–48
maintenance
, 50–51
navigating
, 38–41
smart networking
, 49–50
Non-cash contributions
, 27
Non-compete agreements
, 96
Non-disclosure agreements (NDAs)
, 96
Non-profit Corporation
, 95
Observable customer behaviors
, 16
Oculus Rift
, 84
Online marketing
, 67
Outbound marketing
, 66
Panel speaker event
, 43
Paradox of ideas
, 2
PartnerUp.com
, 39
Passion
, 31
Patents
, 95–96
Pathos
, 14–15
Pay-per-click advertising (PPC advertising)
, 68–69
Peer-to-peer lenders
, 91
People
building culture
, 27–30
dynamic equity splits
, 24–27
equity
, 22–24
hiring employees
, 30–33
mentors selection
, 33–34
partner selection
, 19–22
vesting
, 22–24
Perfect Business
, 39
Personal connection
, 88–89
Personal finance experts
, 101
Personal returns
, 92
Persuasive presentation
, 14
Pinterest
, 60
Pitching
, 12–14
ethos
, 14–15
logos
, 14
pathos
, 15
Pivoting
, 9–10, 16–17
Plan of action
, 84
Platforms
, 16
“Pounding the pavement”
, 39
Pricing models
, 62–65
Private equity
, 86
Process
business plans vs. Business models
, 4–8
ideas vs. Execution
, 1–4
market segmentation
, 15–16
pitching
, 12–15
pivoting
, 16–17
prototyping and MVPs
, 8–12
Product/market fit
, 88
Professional fees
, 103
Professional SEO writer
, 84
Profit and loss statement (P&L statement)
, 75
Proof of collateral
, 92
Prototyping
, 8–12
Psychological needs
, 19–20
Radio advertisements
, 66
Randomness
, 45–46
Reddit
, 11
Registered agent
, 93
Rejection
, 55, 59–62
therapy
, 59–61
Relationship with money
, 20–21
Reliability, trust and
, 20
Research and development credits
, 103
Revenue
, 79
streams
, 6–7
Risk
, 53
reward, vs.
, 87
Royalty financing
, 86
Rudimentary Legal Considerations
, 93
business structure/legal entity
, 93–95
equity vesting/buy–sell agreements
, 96
general liability insurance
, 96–97
intellectual property/patents & trademarks
, 95–96
non-disclosure/non-compete agreements
, 96
S-Corporation
, 94
Sales
, 53
learning
, 53–56
pipeline and metrics
, 56–59
Sales & marketing
branding
, 70–71
failure, rejection, and learning
, 59–62
guerilla marketing
, 65–70
learning sales
, 53–56
pricing models
, 62–65
Sales4Startups
, 56
Savvy entrepreneurs
, 7–8
Search engine marketing (SEM)
, 68
Search engine optimization (SEO)
, 66–67, 78
Self-awareness
, 37
Self-promotion
, 83
Service Corps of Retired Executive (SCORE)
, 39–40, 92
Shareholders
, 76, 86, 91, 94, 100, 105, 106
Silicon Valley
, 38, 89
Small Business Administration (SBA)
, 81, 85, 93–94
SBA-backed financing
, 92
SBA-guaranteed debt financing
, 92
SBA-traditional debt financing
, 92
Small Business Development Centers (SBDC)
, 39–40, 85, 92
Smart networking
, 49–50
Social connections
, 29
Social media marketing
, 68
Socioeconomics
, 16
Software subscription fees
, 103
Standard presentation
, 14
Start-Up Nation
, 39
Startup costs
, 102
Startup networking
, 37
Startups Heart Customers
, 56
Strong ties
, 35
Tangible property
, 103
Target markets
, 57
Tax
accounting
, 75
considerations
, 101–104
Television advertisements
, 66–67
Third-party registered agents
, 93
“Top–down” approach
, 88
Trademarks
, 95–96
Traditional financing
, 92
Transparency
, 64
Treasury Bill interest rate
, 79–80
Trial period
, 21–22
Trust and reliability
, 20
Uncertainty
, 45, 53
Valuation
, 79–80
Value proposition
, 5
Value-added reseller
, 7
Value-based pricing
, 63–64
Vanity metrics
, 3
Venture capital
, 86
Venture capitalists (VCs)
, 86–87
Vesting
, 22–24
Virtual connectivity
, 36
Virtual office spaces
, 81
Weak ties
, 35–36
Wellness
, 28
Work/life balance
, 30
Workshop event
, 42–43
Young Entrepreneur
, 39
YouTube
, 16, 65