Start It, Sell It, & Make A Mint Book

	Introduction	vii
Chapter 1	My Story	1
Chapter 2	The Business Leader	21
Vital Secret #1	Run the company like a business, not a hobby
Vital Secret #2	Be what you want your company to become
Vital Secret #3	Delegate, don't abdicate
Chapter 3	The Culture	39
Vital Secret #4	Put people first, make them feel special
Vital Secret #5	Run your company as an open meritocracy
Chapter 4	The People	57
Vital Secret #6	Hire people whose skills complement yours, rather than mirror them
Vital Secret #7	Skills can be learned, attitudes cannot
Chapter 5	The Operations	73
Vital Secret #8	Develop procedures that provide consistency and predictability
Chapter 6	The Product	87
Vital Secret #9	Provide differentiated products and services; you cannot win the low cost battle
Chapter 7	Sales and Marketing	103
Vital Secret #10	Identify and market to a niche
Vital Secret #11	Referrals are the cheapest and most effective way to get clients
Vital Secret #12	Create a self-sustaining sales system
Chapter 8	The Financials	133
Vital Secret #13	Pay attention to the cash; tomorrow's profits won't pay today's bills
Vital Secret #14	Focus on generating recurring revenues
Chapter 9	Acquisitions	149
Vital Secret #15	Make acquisitions that are an extension of what you do
Chapter 10	How I Sold My Business	169
Chapter 11	Preparing Your Business for Sale	185
Vital Secret #16	Make yourself dispensable
Vital Secret #17	Sell when things are going great
Vital Secret #18	Reward the people that are important to the transaction
Chapter 12	The Negotiation	207
Vital Secret #19	Deals either ripen or rot, so ABC (Always Be Closing)
Chapter 13	Letting Go	225
Vital Secret #20	Be gracious and smile when you leave
	Index	241