| Foreword | vii |
| Introduction | ix |
| I. | You, the Entrepreneur | |
| Chapter 1 | Crossing Over to a Business Mindset: From Employee to Entrepreneur | 1 |
| Chapter 2 | Entrepreneurial Values--Why Should You Know What Yours Are?: Getting Your Priorities Straight | 7 |
| II. | Business Planning | |
| Chapter 3 | Setting Goals for Your Business: Goals--Yardstick for Productivity | 13 |
| Chapter 4 | Get the Big Picture First: Want to See Success? | 17 |
| Chapter 5 | Make Your Planning Painless--And Take Your Business to the Top: Plan to Capitalize on Your Strengths and Shore Up Your Weaknesses | 23 |
| III. | Making Your Plan Happen | |
| Chapter 6 | The Art of Implementing Your Strategic Plan: Focus on Making Your Plan Happen | 31 |
| Chapter 7 | Get an Action Plan: Turn Goals into Reality | 35 |
| Chapter 8 | Keeping Your Business on Track: Setting Goals is GREAT--Now, How Do You Attain Them? | 41 |
| Chapter 9 | Increase Your Productivity with Good Time Management: Motion Is Not Necessarily Progress | 47 |
| Chapter 10 | Achieving Good Organization: Turn Your Work Life Around | 53 |
| IV. | Business Development | |
| Chapter 11 | Edit Your Business Like a Movie: Get a Great Profit Picture | 63 |
| Chapter 12 | Recognize the Stages in Business Growth: Know Where Your Business Is Right Now | 69 |
| Chapter 13 | Six Areas Critical to Growth: Don't Leave Out Anything Important | 77 |
| Chapter 14 | Systems Thinking Gives You an Edge: In Business As in Nature--Everything Is Connected | 91 |
| V. | Finance | |
| Chapter 15 | How to Do a Financial Projection without Going Totally Bananas: Educated Guesswork Saves the Day | 99 |
| Chapter 16 | Study the Way Bankers Think--Before You Ask for a Loan: The Banker Is Not Your Enemy | 105 |
| Chapter 17 | Turn a Good Loan Proposal into a Great One: Getting the Money You Need | 111 |
| Chapter 18 | Cash Flow--The Monitor of Your Business' Health: Staying in the Black | 119 |
| VI. | Marketing | |
| Chapter 19 | Three Ways to Increase Revenues--and How to Combine All Three: Maximize Your Growth | 127 |
| Chapter 20 | There's Only One Business in the World Like Yours--Capitalize on It!: You and Your Business Are Unique | 135 |
| Chapter 21 | Defining and Selling the Sizzle (Not the Steak): Promote the Benefits and Increase Your Sales | 141 |
| Chapter 22 | Six Steps to Successful Networking: Making Face-to-Face Contacts Work for You | 147 |
| VII. | Sales | |
| Chapter 23 | Six Steps in the Sales Process and How to Improve Your Results: Optimizing the Process | 157 |
| Chapter 24 | Cultivate the Art of Asking Good Questions: Seek Out Client Needs to Build Your Business | 171 |
| Chapter 25 | Intelligent Negotiation--Your Key to Sales Success?: Enhance Your Selling Skills | 177 |
| Chapter 26 | Do You Know What Your Customers Really Want?: Better to Ask Them Than to Lose Them | 183 |
| VIII. | Management | |
| Chapter 27 | Keeping Your People Happy: Better Managers Make for Stronger Businesses | 193 |
| Chapter 28 | Resolving Conflicts at Work So Everybody Wins: A Model for Constructive Resolution | 201 |
| Chapter 29 | How to Acquire Good Business Sense: Try Out These Keys to Wisdom | 207 |
| Index | 213 |
