Index from the Book, and Keywords Contained in the Topics
-- A --
angel investors, 100, 132
accounting controls, 53, 154
acquisitions, 9, 12, 40, 42, 65, 76, 82-84, 99, 102, 103, 115, 126, 129, 143, 153
advertising, 32, 44, 72, 85
advisors, business, 123, 129, 131, 153-155
Articles of Incorporation, 65
attorneys, 44, 153
audits, 41, 42, 100, 123, 154
asset based lending, 99
assets, most valuable, 91, 126-128, 155
-- B --
background check, 74
bad debts, 44
balance sheets, 17, 55, 56, 58, 67, 101, 107, 108, 120, 122, 127, 133
banking, 162
banking relationships, 9, 115-116
bankruptcy, 7, 9, 18, 30, 48, 51, 68, 77, 113, 116
Board of Directors, 46-47, 124
bonus compensation, 18, 25-27, 60-62, 76, 136, 149
broadcast media, 32
budget review meetings, 52-53
budgets, 52-53, 54, 68, 162
business of the company, 28, 35, 103
business plans, 33
By-Laws, 64, 65-67, 153
-- C --
“C” Corporations, 66
call reports, 86, 146
capital formation, 40, 67
cell phones, 32, 44, 90
Chambers of Commerce, 44
code of accounts, 120-122
common stock, 37-39, 40, 42, 62, 63, 100, 123, 132-134
communications, 13, 15, 23, 30, 85-87, 92, 93, 110-111, 141, 162
character, corporate, 135-137
competition, 30, 35, 57, 103, 113,142, 148, 149, 160
competitive environment, 115, 139
confidentiality agreements, 148
corporate structure, 35, 66
cost of goods sold, 17, 121
customer retention, generation, and awareness, 85
customer satisfaction, 45, 48
customer service representatives, 85
customers, 7-8, 13-14, 19-21, 26, 32-33, 35, 41, 42, 48, 49, 50, 71, 85-87, 91, 92, 107, 110, 111, 123, 127, 136, 137, 142, 146, 149, 160
-- D --
debt financing, 99-101, 132
delegating, 73, 80, 117-118, 124
delivery costs, 8, 29
demotion, personnel, 93
direct costs, 17, 25, 55, 105, 121
Directors, 25, 46-47, 64, 65, 66, 96, 123-124, 142, 153
Directors’ meetings, 66, 153
-- E --
early payment discounts, 45
EBITDA, 57, 58, 63, 133
employee performance, 93-95
employment agreements, 148-150
enterprise value, 25, 38, 57-59, 62, 67, 101, 126, 141
entrepreneurs, 16, 19, 89, 102, 103, 123
EPS (Earnings Per Share), 40
equity financing, 100, 132-134
equity investments, 132
equity value, 61, 133
ESOP (Employee Stock Ownership Plans), 39
executive recruiters, 73, 74
exit interview, 94-95
external growth, 82-84
-- F --
factoring, 100
family companies, 77
financial forecasts, 36, 55-56, 69
financial health, 107, 113
financial performance, 26-27, 53, 60
financial projections, 30, 54-56, 68, 89
financial statements, 7-10, 16-18, 25-27, 36, 41, 44, 46, 47, 60, 70, 74, 107, 108, 111, 115, 120, 122, 133, 153, 154, 162
fixed assets, 36, 40, 55
fixed costs, 69
-- G --
G&A expenses, 17, 25, 45, 104-105
generational transfers, 37-39, 42, 76, 165
growth, corporate, 68, 116, 153
growth strategy, 82
-- H --
hiring employees, 9, 23, 28, 32, 64, 72-75, 76-79, 93, 104, 124, 130, 135, 142, 145, 149, 152, 154, 162
hiring family and friends, 76-78
hiring priorities, 23, 79
historical financials, 36, 83
historical perspective, 25
history of the company, 35
-- I --
incentive compensation, 60-62, 126
incentive stock options, 40-42, 47, 65
income projections, 55
income statements, 17-18, 44, 55, 57, 102, 105, 108, 120-122, 127, 133
incompetence, 22, 144
insurance, 16, 17, 28, 55, 94, 129-131, 153-154, 159, 161, 162, 164
intellectual property (IP), 58, 88, 95, 141-142, 162
internal controls, 36, 123, 124
internal transfer pricing, 18
Internet, 13-15, 32, 33, 72, 73, 86, 88, 90, 94, 110-112, 145, 146, 152
investors, 40, 41, 43, 100, 132-134
investors, angle, 100, 132
investors, corporate, 100, 133-134
investors, equity, 132-133
investors, individual, 133
investors, institutional, 41, 43
investors, public, 40, 43
IPO (Initial Public Offering), 40, 42, 43, 125, 132, 134
IRS (Internal Revenue Service), 96-98, 124
-- J --
job descriptions, 23, 151-152, 162
job interview questions, 73-74
job interviews, 72-75
job performance, 24, 93-94, 152
joint ventures, 82
-- K --
key man insurance, 154
-- L --
LLC (Limited Liability Companies), 58, 66
litigation, 74, 94, 124, 130-131, 141, 161
litigation risks, 130-131
-- M --
market analysis, 70
market forces, 113-114
market intelligence, 113
market prices, 70, 114
market share, 29, 50, 57, 70, 82, 84, 103, 104, 113
market studies, 70
marketing, 13, 19, 28, 32-34, 35, 44, 51, 52, 80, 85, 86, 88, 91, 102, 110, 135, 142
marketing budget, 34
MBO (Management Leveraged Buyout), 66
mergers, 42, 65, 82, 83, 153
mission statements, 48-49
Monster.com, 72
-- N --
nepotism, 76-78
nominal cash flow, 57
non-competition agreements, 74, 95, 142, 148-150, 162
non-solicitation agreements, 142, 148-150
-- O --
occupancy costs, 16, 55, 121
operations audits, 36
organization charts, 4, 23, 36, 37, 79-81, 117, 118, 152, 162
outsourcing, 158-160, 162
ownership transfers, 37-38
-- P --
partnerships, 107
penalties, 44, 97
PEO (Professional Employer Organizations), 130
performance reviews, 93-95, 130, 152
Peter Principal, 22-24, 144
phantom stock, 62
policy handbook, 161-163
preferred stock, 37-38
pricing, 8, 18, 52, 70-71, 133, 144, 158, 162, 165
print media, 32, 34
procedure manuals, 15, 130, 161-163
product placement marketing, 32
profit centers, 9-10, 17-18, 52, 70, 130
profitability, 8, 17-18, 48, 82, 105
project cost accounting, 14, 18
projections, financial, 30, 54-56, 68, 89
public offerings, 40, 42, 43, 124, 125, 132, 134
-- Q --
quality control, 45, 162
quarterly budgets, 52-53
-- R --
receptionists, 11-12, 39
recruiters, 73, 74
reputation, corporate, 19, 91-92, 136, 158-159
risk management, 129-131, 132, 162
-- S --
sales and marketing, 19, 28, 32, 51-52
sales calls, 20, 86, 146-147
sales cycle, 20
sales manager, 7-9, 20, 23, 71, 80, 145-147
sales methods, 20
sales representatives, 4, 20, 145-147
salespeople, 9, 19, 21, 23, 28, 33, 71, 86, 91, 104, 142, 145
Sarbanes-Oxley, 41, 42, 124
SEC (Securities and Exchange Commission), 112, 133-134
semi-variable costs, 55, 69
setting prices, 8, 18, 52, 70-71, 133, 144, 158, 162, 165
stealing from yourself, 96-98, 124
step function growth, 68-69
stock options, 39, 41, 42, 46, 47, 61-62, 64, 65, 149
stockholders’ agreements, 38, 62, 63-64, 65
strategic plans, 23, 28, 35-36, 97
Sub-Chapter S Corporations, 58, 66
succession plans, 37-39, 117, 164, 165
super majority votes, 34
-- T --
tax loss, 104
technology upgrades, 138-140
trade shows, 32, 33, 103
transfer pricing, 17-18
-- V --
variable costs, 69
venture capital, 88-89, 100, 132
-- W --
warranty expense, 45, 92, 139, 162
waste, corporate, 33, 44-45, 46, 47, 49, 73, 87, 118, 129
web sites, 13-15, 20, 32, 33, 35, 53, 85, 110-112, 136, 145
words to avoid, 30-31
working capital, 40, 68, 83, 97, 99, 102, 103, 107, 113, 115, 127
working for yourself, 102-103
-- Y --
you won’t live forever, 164-165
