Index

Altra Couplings, 25

Bookkeeper, 15

Brand your business, 57

Branding/customer perception, 17–18

Buffett, Warren, 1

Burger King, 41

Certified public accountant (CPA), 1, 15, 39

Checkers vs. Choice in Career Strategy, 47

Collative capability, 47

Communication

management skill in, 46–49

sales, 37–38

Consistency of value approach, 17–18

Corley, Tom, 61

CPA. See Certified public accountant (CPA)

Delayed gratification, 62

E-mail, 39

Entrepreneurs, 61

Ethics, in business, 63

FAB, 35, 40

for industrial sector, 36

Facebook, 39

First iteration, 46

Five times rule, marketing, 41

Fixed versus variable costs, 3–9

Formula

advantage of having condensed weekly P&L, 13–14

to calculate breakeven and net profit, 11–13

Haden, Jeff, 62

IBM, 57

Industrial specialized periodicals, 39

Internal Revenue Service (IRS) taxes, 16

Jaclyn Smith clothing line, 18

Kennedy, John F., 61

Key Performance Indicators (KPIs), 45

Kickoff meeting, 56–57

Kmart, 18

KPIs. See Key Performance Indicators (KPIs)

Leadership, 51–54

characteristics, 53

Low-cost provider, 18

Management

knowledge of work, 44–45

overview, 43–44

skill in

communicating, 46–49

improving methods, 45–46

instructing, 45

Marketing

brand your business, 57–58

five times rule, 41

multitude of channels, 39–40

as mystique, 17

strategy, 40–41

Mather, Mara, 34

McDonalds, 41

NEM. See No excuses management (NEM)

No excuses management (NEM), 48–49

OEMs. See Original equipment manufacturers (OEMs)

Original equipment manufacturers (OEMs), 58

Paluh, Jim, 25

Planning

essential and critical factors, 59

resources and stakeholders, 56

types of, 55

Polaroid, 57

Professional associates, 15–16

Reagan, Ronald, 61

Robbins, Anthony, 46

Sales, 21

communications, 37–38

customer first (serve), 23–25

fear of failure, 22–23

product or what customer wants, 25–33

product would benefit customer, 26–31

real key about, 23

relationship with customers, 24–25

stress, 33–38

Salesmen

fear of failure, 22–23

major traits for, 21

SMART, 52–53

Social networks, 39

Stevens, Mark, 41

Stress, 33–38

decision-making capability, 33–34

fear of failure, 34

Trip Advisor, 24, 39

Value added approach, 17

Variable versus fixed costs, 3–9

Walmart, 17, 18

Wealth versus income, 61–63

truth pays, 63

Your Marketing Sucks, 41