INDEX

A

Absey, Anita, 63, 93, 193194, 276277

The Advantage: Why Organizational Health Trumps Everything Else in Business (Lencioni), 31, 34, 149, 201203

Alignment, driving, 211216

aligning individual incentives with global goals, 213214

five keys to, 211212

“Analog analogue,” 78

B

Baer, Josh, 3

Baldonero, Angela, 7880

Benchmarking, value and limitations of, 217219

Bilbrey, George, 3, 5455, 63

Blank, Steven Gary, 12, 13, 37, 43, 243

Blumberg, Bob, 353

Blumberg, Mariquita, 339340

Board of directors

building, 257265

advisory board, 264265

compensating, 259260

feedback process, 263264

members, 257258

recruiting, 258259

structuring, 261263

as teams, 260261

compensation and review, working with board on, 287291

CEO's compensation, 288290

CEO's performance review, 287288

expenses, 290291

decision making and, 281285

firing a CEO, 284285

making difficult decisions in concert, 282283

managing conflict, 283284

meeting materials, 267270

Board Book, 267269

value of preparing for, 269270

meetings, effective, 271277

executive and closed sessions, 275276

forward-looking agenda, building, 272273

in-meeting materials, 273274

protocol, 274275

scheduling, 271272

staff/board interactions, 276277

non–board meeting time, 279280

ad hoc meetings, 279

premeetings, 280

social outings, 280

serving on other boards, 293299

basics of, 293294

substance vs. style, 296

value of, 253256

reasons for having, 253255

Bootstrapping, 172173

company's cash flow, 173

customer financing, 172173

Bottom-up approach, 3031

“Broken Windows” theory, 328

Business pivots (changes in substance), 4445

C

“Can You Say What Your Strategy Is?” (Collis & Rukstad), 27, 30

Catcher Hypothesis, 109110

CEO

communication, cheat sheet for, 205206

firing, 284285

as functional supervisor, 7175

rules for general managers, 7173

performance review, 287288

role in execution, 248249

Cleveland Airport test, 93

Climbing Mount Improbable (Dawkins), 77

Coach, working with, 317321

purpose of, 318321

value of, 317318

Colonna, Jerry, 7

Company building, critical elements of, 4850

communication patterns, 50

driving force, 49

expenses, policies about, 50

geography, 4849

office, type of, 49

personal acknowledgment, 50

staffing and compensation, 49

systems, 49

time off, policies about, 49

Company culture, crafting, 7785

company values, 80

environment of trust, building, 82

fig wasp 879, 7778

work-life balance, 8081

Company operating system, creating, 145148

modes of operating, 147148

rhythms, 145146

Compensation, 111118

determining, general guidelines for, 111112

three elements of, 112116

base pay, 112113

equity, 114116

incentive pay, 113114

pay reductions, 116117

Competition, 239242

good and bad, 241242

playing hardball, 239240

playing offense vs. playing defense, 240241

Consolidating, 4041

Covey, Stephen, 327

Coy, Jen 128

D

Data, collecting, 189194

external, 189192

learning from customers, 190191

learning from (un)employees, 191

internal, 192194

productive eavesdropping, 193194

skip-level meetings, 192193

subbing, 193

Debt, 170172

bank loans, 171172

convertible debt, 170

personal debt, 172

venture debt, 170171

Defining and testing the story, 1118

admitting you're wrong, 1113

lean business plan template, 1317

channels, 16

cost structure and revenue streams, 17

customer segments, 1617

key metrics, 15

problem, 1314

solution, 1415

unique value proposition and unfair advantage, 1516

Development plans, sample, 108109

Dickerson, Chad, 140141

Difficult business situation, managing in, 198199

Diversifying, 4142

Divestiture, 232233

Drucker, Peter, 154

E

Economic downturn, managing in 195198

Employees. See Firing employees; Hiring employes

Entrepreneurship and creativity, 34

Epstein, Jeff, 154155

Equity, 114116, 290

Equity investors, 166169

angel investors, 167168

dumb money, 168169

smart money, 169

strategic investors, 168

venture capitalists, 166167

Executive assistant, working with, 311315

finding, 311312

job description, 312314

Exits, 355358

and liquidity, 355357

rules of thumb for, 357358

Extremes, learning from, 219

F

Failure, 243249

acknowledging, 244245

learning from, 245246

and the startup model, 243244

Family, 337343

bringing work principles home, 340342

home life, 337338

involving in work, 338339

Feedback, 99110

crafting and meeting development plans, 107110

Matrix, 99105

1:1 check-ins, 100101

“hallway” feedback, 101

live 360 review, 102104

performance reviews, 102

soliciting, 105107

Feld, Brad, 6162, 255256, 284285, 336

Fig wasp 879, 7778, 212

Financial planning, 151

Financing, 165173

bootstrapping, 172173

company's cash flow, 173

customer financing, 172173

debt, 170172

bank loans, 171172

convertible debt, 170

personal debt, 172

venture debt, 170171

equity investors, 166169

angel investors, 167168

dumb money, 168169

smart money, 169

strategic investors, 168

venture capitalists, 166167

Firing employees, 135141

layoffs, 138

severance pay, 137

stages that should precede, 135136

transparency, limits of, 136137

Fishkin, Rand, 3536

Forecasting and budgeting, 181188

aligning resources with strategy, 183

checking predictions against reality, 182183

in context of uncertainty, 185

in a downturn, 182

early and often, 185187

financial modeling, rigorous, 181182

Forman, Tami, 205206

French Fry Theory, 335

Funds, company, 159164

boiling the frog, 160161

financial instincts, scaling, 159160

growth vs. profitability, 161164

choosing growth, 162163

choosing profits, 163164

perfecting the model, 162

the third way, 164

G

General managers, rules for, 7173

Gladwell, Malcolm, 34

Goldman, Jen, 90

H

Hardball (Stalk & Lachenauer), 239

Healy, Stephanie, 337

Hindi, Hanny, 5

Hiring employees, 5969, 8798

building the best team, 6062

hiring friends and family, 8889

human resources, 6263

interviewing, 9295

key questions, 95

onboarding, 9697

recruiting outstanding talent, 8992

CEO's role in, 90

staying “in-market,” 91

tools, 9192

sales and marketing, 6365

scaling the team, 6667

startup stage, growing out of, 5960

startups, unique challenges for, 8788

Hybrid approach, 3133

I

Ideas, vetting, 68

Incentive pay, 113114, 289

International presence, developing, 223228

best practices for managing offices and employees, 225227

challenges, overcoming, 224225

global presence, establishing, 224

Interviewing potential candidates, 9295

key questions, 94

Investors, telling the story to, 1925

business plan, 19

presentation, 2024

competitive advantage, 21

current status and road map from today, 2122

elevator pitch, 20

for larger startups, 25

opportunity, size of, 21

summary financials, 2223

team, strength of, 22

Irvine, Cella, 6768

J

Jobs, Steve, 56, 162

K

Kidder, David, 4344

L

Layoffs, 138

Lean Canvas business plan, 1317

channels, 16

cost structure and revenue streams, 17

customer segments, 1617

key metrics, 15

problem, 1314

solution, 1415

unique value proposition and unfair advantage, 1516

“Lean” classics, 1213

Lencioni, Patrick, 31, 34, 149

meeting framework, 201203

Live 360 review, 102104

M

“Making Mobility Matter” (Guzzo & Nalbantian), 109

Maltz, Marc, 317321

Marciano, James, 3

Masarek, Alan, 183184

Mather, Laura, 245246

Maurya, Ash, 1317

Meeting routines, 201209

Lencioni's meeting framework, 201203

offsite, productive, 206208

skip-level meetings, 203204

Mergers and acquisitions (M&A), 229237

divestiture, 232233

due diligence, 233

financing and closing acquisitions, mechanics of, 230232

cash, 231

earn-out, 231232

stock, 230231

integration and separation, 234236

strategic tool, using acquisitions as, 229230

Meyer, Danny, 333334

Miller, Tim, 355357

Mills, Mike, 189

Mission statement, designing, 3436

Mission, vision, and values, defining, 2729

Mistakes, admitting, 85

Morgan, Dave, 2829

N

NIHITO Principle, 189

Nontechnical CEOs, 7374

O

Onboarding, 9697

The One Minute Manager (Blanchard), 101

Operating plan, creating, 149157

bringing your team into alignment with, 151153

financial planning, 151

metrics-driven approach, 154155

setting goals, guidelines for, 155156

successful outcome, planning for, 153

turning strategic plans into, 149150

Opportunities, exploiting, 18

P

Pay reductions, 116117

Peer groups, importance of, 323325

CEOs, 324325

problem solving in tandem, 325

Performance reviews, 102

Personal operating system, creating, 303309

agenda, managing, 304305

calendar, managing, 305306

feedback loops, 307308

time, managing, 306307

Petry, Scott, 294295

Pointcast, 15

Ponchione, Andrea, 314315

Postmortems, 219221

Presentation, investor, 2024

competitive advantage, 21

current status and road map from today, 2122

elevator pitch, 20

for larger startups, 25

opportunity, size of, 21

summary financials, 2223

team, strength of, 22

Product eavesdropping, 193194

Promoting, 119124

applying the “Peter Principle” to management, 121122

criteria, 120

recruiting from within, 119121

responsibilities, 123124

reversing a promotion, 124

scaling horizontally, 122123

R

Raising money, when and how to, 175179

financing negotiations, 176177

Plan B (BATNA), 178179

venture capital, when to start looking for, 175176

Recruiting, 8992

CEO's role in, 90

staying “in-market,” 91

tools, 9192

Remote offices and employees, managing, 131134

best practices for, 133134

discrete teams in separate locations, 134

values, 131132

Return Path, 3233, 4043, 45, 48, 5152, 66, 7273, 81, 90, 92, 102, 104, 120121, 131, 146, 159161, 190191, 221, 225226, 232, 243244, 317318

acquisition of NetCreations, 243244

consolidating, 4041

diversifying, 4142

focusing, 4243

mission, vision, and values, 3233

promotion criteria, 120

service events, 5152

Revising the story, 3745

business pivots (changes in substance), 4445

change, knowing when to make, 38

corporate pivots (changes in style), 3944

consolidating, 4041

diversifying, 4142

focusing, 4243

workshopping, 3738

Rewarding, 125129

culture of appreciation, building, 126128

“the spiff,” 126

Ryan, Kevin, 335

S

“Salary bridge,” 137

Sands, Greg, 59, 248249, 281

Sautins, Andy, 7374

Semel, Terry, 9

Severance pay, 137

Shapiro, Jonathan, 34, 330332

Skip-level meetings, 192193, 203204

Startup boards, 255256

Staying fresh, 327336

highs and lows, managing, 327328

mentally, 328330

nonwork, 329330

work, 328329

personal time, 334336

staying healthy, 332333

vulnerability, 336

“Stop doing” lists, 216

Story

bringing to life, 4755

articulating purpose, 5051

company building, 4750

mission of service, 5152

defining and testing, 1118

admitting you're wrong, 1113

lean business plan template, 1317

revising, 3745

business pivots (changes in substance), 4445

change, knowing when to make, 38

corporate pivots (changes in style), 3944

workshopping, 3738

telling to investors, 1925

business plan, 19

presentation, 2024

telling to team, 2736

bottom-up approach, 3031

defining mission, vision, and values, 2729

hybrid approach, 3133

mission statement, designing, 3436

top-down approach, 2930

Strategic planning, 46

Subbing, 193

Successful companies, defining, 2829

Symbolism, understanding importance of, 53

T

Taking stock of the year, 349353

celebrating “yes”; addressing “no,” 349

financial reward, 350351

having fun, 350

learning and growing as a professional, 350

living an integrated entrepreneurial life, 353

making an impact, 351352

Team of Rivals concept, 6465

Team, telling the story to, 2736

bottom-up approach, 3031

defining mission, vision, and values, 2729

Return Path's, 3233

hybrid approach, 3133

mission statement, designing, 3436

top-down approach, 2930

Top-down approach, 2930

Topgrading (Smart), 95

Traveling, 345348

handshake, sealing the deal with, 345346

staying disciplined, 347348

travel time, making the most of, 346347

Trust, building an environment of, 82

V

Vetting ideas, 68

W

Weiss, Scott, 8284

Wilson, Fred, xxixxii, 1, 186, 187, 244, 261, 297299, 317, 323, 357

Work-life balance, 8081

Workshopping, 3738

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