Index

Thomas G. Pittz (University of Tampa, USA)
Eric W. Liguori (Rowan University, USA)

The Entrepreneur's Guide to Risk and Decisions: Building Successful Early-Stage Ventures

ISBN: 978-1-83867-874-6, eISBN: 978-1-83867-871-5

Publication date: 2 January 2020

This content is currently only available as a PDF

Citation

Pittz, T.G. and Liguori, E.W. (2020), "Index", The Entrepreneur's Guide to Risk and Decisions: Building Successful Early-Stage Ventures, Emerald Publishing Limited, Leeds, pp. 111-115. https://doi.org/10.1108/978-1-83867-871-520191007

Publisher

:

Emerald Publishing Limited

Copyright © 2020 Thomas G. Pittz, Eric W. Liguori


INDEX

Index

Accelerators
, 39–40

Accomplishments over qualifications
, 31

Accounts payable
, 76, 92

Accounts receivable
, 76, 92

Acquisition
, 106–107

acquisition for hiring or IP
, 108

Advertising/advertisements

marketing and
, 103–104

radio and television
, 66

Advisors
, 1–2

selection
, 33

Affiliate marketing
, 69

Alpha consumers
, 57

Amounts owed
, 76

Angels
, 87

investment
, 85

Appreciation
, 41

Attitude over experience
, 31

Bad debt
, 104

“Bait and hook” revenue model
, 7

Balance sheet
, 76

Bank fees
, 104

Bank statements
, 92

Bankruptcy
, 108

Behavioral norms
, 28

Benefit Corporation (B-Corporation)
, 94–95

Billboard campaigns
, 66

“Book of business”
, 80

Bootstrapping
, 80–82

Bottom–up approach
, 88

Brand awareness
, 36

Branding
, 70–71

Building products or services
, 3–4

Business

entity
, 94

equipment
, 102–103

license and permits
, 92

plans
, 4–8, 92

structure
, 93–95

systems
, 99–101

tax returns
, 92

Business Model Canvas
, 5, 7

Business models
, 4–8

validation
, 10–11

Buy-out parameters
, 27

Buy–sell agreements
, 96

C-Corporation
, 94

Carryovers
, 103

Cash
, 73–74

flow statement
, 76

Channels
, 6–7

Co-working spaces
, 39

Coach-ability
, 89

Cofoundr
, 39

“Collective or shared” revenue models
, 7

Competitive landscape
, 7–8

Competitive pricing
, 63

Complementary personality
, 21

Compliance
, 99–101

external
, 100

internal
, 100

Consumer Financial Protection Bureau
, 101

Content marketing
, 66, 68

Cost of goods sold (COGS)
, 63

Cost structure
, 6–7

Cost-plus strategy
, 63

Crowdfunding
, 82–84

Cultural fit
, 31

Culture
, 97

ambassadors
, 29

building
, 27–30

Customer

relationships
, 6

segmentation
, 57

segments
, 5, 7

Customer Acquisition Cost (CAC)
, 76–77

Customer relationship management (CRM)
, 59

Debt financing
, 90–92

Demographic profile
, 16

Depreciation
, 103

Design thinking process
, 10

Designers
, 9

Differentiation
, 88

Digital board campaigns
, 66

Digital commerce
, 69

Diligent preparation
, 41

“Direct sales” model
, 7

Discounting
, 79

Disintermediary model
, 7

Diversity
, 36

Do-it-all approach
, 32

Donation-based models
, 83

Dynamic equity splits
, 24–27

Early-stage ventures
, 23–24

Earned media
, 68

Email marketing
, 69

Emotional needs
, 19–20

Employees
, 28

buyout
, 106

hiring
, 30–33

Employment law
, 99–100

Engineers
, 9

Entrepreneur Connect
, 39

Entrepreneurial

ecosystem
, 39

journey
, 33

momentum
, 33

networks
, 38

Entrepreneurs
, 1, 4, 9, 12, 95

Entrepreneurship
, 37

Equity
, 22–24

financing
, 85–90

owner
, 76

split methodology
, 24

vesting
, 96

ESOP
, 106

Ethics
, 54

Ethos
, 14–15

Event themes
, 44

Execution
, 1–4

Exit strategies
, 104–108

Experience
, 21

attitude over
, 31

External competition
, 64

External compliance
, 100

Facebook
, 11, 16, 17, 46, 65, 83, 84

advertisements
, 11, 16

Failure
, 56–57, 59–62

Fairness
, 64

Federal identification number (EIN)
, 93

Federal Trade Commission
, 101

Feedback loop
, 98

FICA
, 103

Financial leverage
, 91

Financial statements with finesse
, 74–76

Financing

bootstrapping
, 80–82

crowdfunding
, 82–84

debt
, 90–92

equity
, 85–90

mezzanine
, 86

royalty
, 86

Financing literacy
, 73

CAC
, 76–77

cash
, 73–74

financial statements with finesse
, 74–76

LTV
, 77–79

valuation
, 79–80

504 Fixed Asset Program
, 91

Fluency
, 14–15

“Franchise” model
, 7

“Freemium” revenue model
, 7

Friendly sale
, 106

FUTA
, 103

Geographic location
, 16

Giving Freely Before You Get
, 49

GlenGarry Glen Ross
, 56

Google
, 16, 67

Google Ads
, 68

Growth
, 2

Guerilla marketing
, 65–70

Health insurance
, 102

Help A Reporter Out (HARO)
, 65

Helping Others to Help You
, 47–48

HIPAA guidelines
, 100

Hiring

acquisition for
, 108

family members
, 103

hiring doers
, 30–31

Home office
, 102

Honesty
, 64

Human resources (HR)
, 97–99

Ideas
, 1–4, 20

IDEO
, 10

Inauthenticity
, 3

Inbound marketing
, 66–67

Inbound marketing
, 78

Income statement
, 75

Incubators
, 40

Indiegogo
, 83

Industry classification
, 16

Initial public offering (IPO)
, 86, 90, 107–108

Integrity
, 21

Intellectual property (IP)
, 80, 95–96

acquisition for
, 108

Internal compliance
, 100

Internal costs
, 64

Intrinsic motivators
, 28–29

Investment-based model
, 83

Investors
, 83–84

IRS
, 95, 101–102, 104

Jeffrey Gitomer’s Work
, 56

“Keyword stuffing” approach
, 67–68

Kickstarter
, 83

“Lean Canvas”
, 6–7

Learning
, 59–62

sales
, 53–56

Legal contracts and agreements
, 92

Legal entity
, 93–95

Lending Club
, 91

Liability insurance
, 96–97

Lifestyle company
, 105–106

Lifetime Customer Value (LTV)
, 77–79

Limited Liability Company (LLC)
, 94

LinkedIn
, 11, 16, 36, 46, 48–50, 57, 83

Liquidation
, 106

Listening
, 29, 40

7(a) Loan Guarantee
, 91

Logos
, 14

LTV/CAC ratio
, 78

Lucidity
, 14

Management team
, 87

Market

segmentation
, 15–16

size
, 88

Marketing

and advertising
, 103–104

affiliate
, 69

content
, 66, 68

email
, 69

inbound
, 66–67

online
, 67

outbound
, 66

social media
, 68

Mentors selection
, 33–34

Mezzanine financing
, 86

Microloan Program
, 91

Mileage
, 102

Minimum viable products (MVPs)
, 8–12, 40, 62

Money
, 20–21

MySpace
, 17

Negative people, hiring
, 31

Net cash expenditures
, 74

Netflix
, 29

Networking
, 35, 37

event
, 41–42

fundamentals
, 35–38

opportunity
, 42

smart
, 49–50

Networks
, 21

building
, 41–46

characteristics
, 35–36

exploitation
, 46

Giving Freely Before You Get
, 49

Helping Others to Help You
, 47–48

maintenance
, 50–51

navigating
, 38–41

smart networking
, 49–50

Non-cash contributions
, 27

Non-compete agreements
, 96

Non-disclosure agreements (NDAs)
, 96

Non-profit Corporation
, 95

Observable customer behaviors
, 16

Oculus Rift
, 84

Online marketing
, 67

Outbound marketing
, 66

Panel speaker event
, 43

Paradox of ideas
, 2

PartnerUp.com
, 39

Passion
, 31

Patents
, 95–96

Pathos
, 14–15

Pay-per-click advertising (PPC advertising)
, 68–69

Peer-to-peer lenders
, 91

People

building culture
, 27–30

dynamic equity splits
, 24–27

equity
, 22–24

hiring employees
, 30–33

mentors selection
, 33–34

partner selection
, 19–22

vesting
, 22–24

Perfect Business
, 39

Personal connection
, 88–89

Personal finance experts
, 101

Personal returns
, 92

Persuasive presentation
, 14

Pinterest
, 60

Pitching
, 12–14

ethos
, 14–15

logos
, 14

pathos
, 15

Pivoting
, 9–10, 16–17

Plan of action
, 84

Platforms
, 16

“Pounding the pavement”
, 39

Pricing models
, 62–65

Private equity
, 86

Process

business plans vs. Business models
, 4–8

ideas vs. Execution
, 1–4

market segmentation
, 15–16

pitching
, 12–15

pivoting
, 16–17

prototyping and MVPs
, 8–12

Product/market fit
, 88

Professional fees
, 103

Professional SEO writer
, 84

Profit and loss statement (P&L statement)
, 75

Proof of collateral
, 92

Prototyping
, 8–12

Psychological needs
, 19–20

Radio advertisements
, 66

Randomness
, 45–46

Reddit
, 11

Registered agent
, 93

Rejection
, 55, 59–62

therapy
, 59–61

Relationship with money
, 20–21

Reliability, trust and
, 20

Research and development credits
, 103

Revenue
, 79

streams
, 6–7

Risk
, 53

reward, vs.
, 87

Royalty financing
, 86

Rudimentary Legal Considerations
, 93

business structure/legal entity
, 93–95

equity vesting/buy–sell agreements
, 96

general liability insurance
, 96–97

intellectual property/patents & trademarks
, 95–96

non-disclosure/non-compete agreements
, 96

S-Corporation
, 94

Sales
, 53

learning
, 53–56

pipeline and metrics
, 56–59

Sales & marketing

branding
, 70–71

failure, rejection, and learning
, 59–62

guerilla marketing
, 65–70

learning sales
, 53–56

pricing models
, 62–65

Sales4Startups
, 56

Savvy entrepreneurs
, 7–8

Search engine marketing (SEM)
, 68

Search engine optimization (SEO)
, 66–67, 78

Self-awareness
, 37

Self-promotion
, 83

Service Corps of Retired Executive (SCORE)
, 39–40, 92

Shareholders
, 76, 86, 91, 94, 100, 105, 106

Silicon Valley
, 38, 89

Small Business Administration (SBA)
, 81, 85, 93–94

SBA-backed financing
, 92

SBA-guaranteed debt financing
, 92

SBA-traditional debt financing
, 92

Small Business Development Centers (SBDC)
, 39–40, 85, 92

Smart networking
, 49–50

Social connections
, 29

Social media marketing
, 68

Socioeconomics
, 16

Software subscription fees
, 103

Standard presentation
, 14

Start-Up Nation
, 39

Startup costs
, 102

Startup networking
, 37

Startups Heart Customers
, 56

Strong ties
, 35

Tangible property
, 103

Target markets
, 57

Tax

accounting
, 75

considerations
, 101–104

Television advertisements
, 66–67

Third-party registered agents
, 93

“Top–down” approach
, 88

Trademarks
, 95–96

Traditional financing
, 92

Transparency
, 64

Treasury Bill interest rate
, 79–80

Trial period
, 21–22

Trust and reliability
, 20

Uncertainty
, 45, 53

Valuation
, 79–80

Value proposition
, 5

Value-added reseller
, 7

Value-based pricing
, 63–64

Vanity metrics
, 3

Venture capital
, 86

Venture capitalists (VCs)
, 86–87

Vesting
, 22–24

Virtual connectivity
, 36

Virtual office spaces
, 81

Weak ties
, 35–36

Wellness
, 28

Work/life balance
, 30

Workshop event
, 42–43

Young Entrepreneur
, 39

YouTube
, 16, 65