Built to Sell: Creating a Business That Can Thrive Without You

( 6 )

Overview

A business parable about how to create a start-up that won't trap you when you want to sell it.

According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own.

To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is ...

See more details below
Hardcover
$19.89
BN.com price
(Save 20%)$24.95 List Price
Other sellers (Hardcover)
  • All (21) from $10.12   
  • New (11) from $14.59   
  • Used (10) from $9.89   
Built to Sell: Creating a Business That Can Thrive Without You

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$12.99
BN.com price

Overview

A business parable about how to create a start-up that won't trap you when you want to sell it.

According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own.

To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable:

• Teachable: focus on products and services that you can teach employees to deliver.

• Valuable: avoid price wars by specializing in doing one thing better than anyone else.

• Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.

Read More Show Less

What People Are Saying

From the Publisher
“John does a masterful job of illuminating the qualities that business buyers look for in a company, and he does it in a thoroughly enjoyable and engaging manner.”
Bo Burlingham, author of Small Giants (from the Foreword)

“There is no tooth fairy for selling a business. It takes planning and a real understanding of what works. I bet you’ll find yourself (like me) recommending this book to your friends who want to sell their businesses one day but don’t understand what that’s going to take.”
Seth Godin, author of Linchpin

Read More Show Less

Product Details

  • ISBN-13: 9781591843979
  • Publisher: Penguin Publishing Group
  • Publication date: 4/28/2011
  • Pages: 176
  • Sales rank: 258,959
  • Product dimensions: 8.32 (w) x 5.58 (h) x 0.74 (d)

Meet the Author

John Warrillow has started and exited four companies and is a sought-after speaker and angel investor. He is a regular contributor, writing about small business, for Inc.com and WSJ.com. Visit builttosell.com

Read More Show Less

Table of Contents

Foreword vii

Preface xi

Acknowledgements xv

1 A Company in Chaos 1

2 A Worthless Business? 9

3 Putting the Process into Practice 19

4 Pressure from Within 27

5 The Test 36

6 The Candidates 44

7 Growing Pains 52

8 The Number 64

9 Gaining Momentum 70

10 A Blank Check for Growth 82

11 Telling Management 90

12 The Question 97

13 A Sellable Company 104

14 The Finish Line 110

Implementation Guide: How to Create a Business That Can Thrive Without You 115

Summary of Ted's Tips 147

Recommended Reading and Resources 151

Read More Show Less

Customer Reviews

Average Rating 4
( 6 )
Rating Distribution

5 Star

(3)

4 Star

(1)

3 Star

(2)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 6 Customer Reviews
  • Posted April 9, 2013

    Built to Sell by John Warrillow highlights the many factors prev

    Built to Sell by John Warrillow highlights the many factors preventing business owners from successfully transitioning away from their companies and how to resolve this situation. All too often, business founders embed themselves within the operational fabric of the company they create; setting it up for failure upon they departure. In his business novel, John defines the business characteristics and operating environment owners must establish in order to later remove themselves from the organization without its subsequent collapse. These include:

    - offering products and services employees or technologies can deliver in the owner's absence
    - specializing in doing one thing better than anyone else
    - creating a stream of recurring revenue because customers need to repurchase often

    I like Built to Sell because of its actionable insights presented in a easy-to-consume business novel format. Furthermore, I believe John's principles of creating a successful business apply to enterprises of all sizes, whether public or private.

    I have long warned against the practice of employing `working managers.' (See StrategyDriven Warning Flag - Working Managers.) I feel management is the work of managers and that to focus on other tasks, particularly those that should be performed by subordinates, dilutes the manager's ability to effectively manage; diminishing overall organizational performance and doing a disservice to both the manager and his/her staff. John's book, Built to Sell, presents in principle the actions necessary for every manager to remove him/herself from the day-to-day work of the business so to allow him/her to manage. Subsequently, the manager can be replaced. In John's book, the owner-manager can sell and transition away from the company without its failing. In a corporate setting, the manager can transition via promotion/transfer and the remaining organization continue to operate successfully.

    I believe the principles presented in Built to Sell are broadly applicable and the book to be an invaluable read for managers at every organizational level. For its quality and actionable insights, Built to Sell is a StrategyDriven recommended read.

    All the Best,
    Nathan Ives
    StrategyDriven Principal

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted May 14, 2011

    Great read!

    This book is a good quick read. I'm using it to learn how to better train others and not perform every job in the company.

    Was this review helpful? Yes  No   Report this review
  • Posted April 5, 2011

    more from this reviewer

    Great for business owners and starters

    This is a great book for the business owners or the person wanting to start a business. The principles are told in the form of a story and it is fast to read yet interesting. Having a business is one thing, but building a business that can work without you is the hard part. How can you run a successful business that will run well without your constant supervision, or run without you completely when you decide to sell? Read this book and find out how. The story reads well, followed by an implementation guide to help you follow the steps. The end is a summary of tips from the story.

    The story follows a small business owner through his decision to sell. It is interesting and fast to read, now if every business was a success like this one. Many hard decisions were made, but they lead to the outcome the owner desired. Now if I could come up with a business plan.

    Many businesses are worthless if sold, they are built with the owner as the one that runs everything. Plumbers, electricians, service professionals, it's tough to sell a business that is focused on the owner and worthless without them. How can you change your business to grow and run without you? Read this book and start your business on a whole new path, one that you can take a break from and enjoy the bounty of all your hard work.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted January 4, 2012

    No text was provided for this review.

  • Anonymous

    Posted August 29, 2011

    No text was provided for this review.

  • Anonymous

    Posted May 14, 2011

    No text was provided for this review.

Sort by: Showing all of 6 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)