Contents
PART I PERSONAL
CHAPTER 1 HOW MONEY WORKS
“GETTING A GOOD JOB IS A DUMB IDEA”
CASH AS YOUR ULTIMATE EMPLOYEE
POSSIBLE SOURCES OF INVESTMENT INCOME (I): REAL ESTATE
POSSIBLE SOURCES OF INVESTMENT INCOME (II): PUBLIC STOCKS
CHAPTER 2 YOU CAN NEGOTIATE ANYTHING
YOU ARE CONSTANTLY NEGOTIATING
UNDERSTAND THE OTHER PARTIES’ REAL INTEREST
KNOW THE BATNA
REFRAME
LISTEN
BUILD A GOLDEN BRIDGE
CHAPTER 3 SPEAK SO PEOPLE WILL LISTEN
“A” FOR ARTICULATE
A PICTURE IS WORTH A THOUSAND WORDS
WHEN YOU’RE IN A HOLE, STOP DIGGING
CHAPTER 4 IT’S WHO YOU KNOW
WHY NETWORK
WHO TO NETWORK WITH
WHERE TO NETWORK
HOW TO NETWORK
CHAPTER 5 IT IS BIGGER THAN YOU
PRIORITIZE
PLAN B
ASS-U-ME—TRITE BUT TRUE
PART II OPERATIONS
CHAPTER 6 PROCESS
THERE IS A PROCESS FOR EVERYTHING
BEST PRACTICE PRINCIPLES
PROCESS MAPPING
CHAPTER 7 HUMAN RESOURCES
AIM TO BE THE STUPIDEST BOSS
HIRE SLOWLY, FIRE DECISIVELY
DON’T PLAY THE SLOT MACHINE
HAVE A POWER TRIP
CHAPTER 8 MARKETING
THE FANTASTIC FOUR P'S
PRODUCT: BETTER FIRST BEST?
PRICE: TO FIGHT OR NOT TO FIGHT
PROMOTION: WHERE IS THE MONEY?
PLACE: WHAT IS THE MAP LIKE?
CHAPTER 9 SALES
PEOPLE: BORN OR MADE, OR BOTH?
PERSPECTIVE: DON’T LOSE IT
PROCESS: MAKE ANYONE A BETTER SALES REP
PERFORMANCE MANAGEMENT: MEASURE TOP, BOTTOM, BACKWARD, FORWARD... ALL DIRECTIONS
CHAPTER 10 FINANCE
PROFIT IS NOT CASH
LET BYGONES BE BYGONES
ASK, NICELY
IPO: THE HOLY GRAIL?
PART III STRATEGY
CHAPTER 11 THE BIG PICTURE
WHAT IS STRATEGY?
PORTER FIVE FORCES FRAMEWORK
PORTER GENERIC STRATEGIES AND PORTER VALUE CHAIN
WHAT GETS MEASURED GETS DONE: THE BALANCED SCORECARD
DIY SKELETON FRAMEWORK: THE TREE
CHAPTER 12 FILLING IN THE BLANKS
WHAT DATA?
WHERE FROM?
THE UNGETTABLES
LOGICAL DEDUCTION USING LIMITED DATA
CONSISTENCY AND TRIANGULATION
LAW OF ACCURACY
KEEP YOUR SENSE OF PERSPECTIVE
CHAPTER 13 “PLANS ARE NOTHING. PLANNING IS EVERYTHING”
BE A STORYTELLER
TIME LINE
THE BIG PICTURE
CHAPTER 14 THE CLASSICS
RAZOR AND BLADE
LOSS LEADER
SOUTHWEST AIRLINES
MERGERS AND ACQUISITIONS
ROLL-UP
READY, FIRE, AIM
EARLY MOVER
BUNDLING
CHAPTER 15 FINAL WORDS
ONLY THE PARANOID SURVIVE
HAVE THE TIME OF YOUR LIFE
STICK TO IT
APPENDIX A: “WHY” AND “SO WHAT”
APPENDIX B: KEY INTERVIEWING TECHNIQUES FOR DATA COLLECTION
SETTING UP THE INTERVIEW
PREPARING FOR THE INTERVIEW
CONDUCTING THE INTERVIEW
AFTER THE INTERVIEW
APPENDIX C: CAGR SHORTCUT
APPENDIX D: CHANGE MANAGEMENT TOOL: DICE
INDEX