Built to Sell: Creating a Business That Can Thrive Without You

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Penguin, Apr 28, 2011 - Business & Economics - 176 pages
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According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable: * Teachable: focus on products and services that you can teach employees to deliver. * Valuable: avoid price wars by specialising in doing one thing better than anyone else. * Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.
 

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User Review  - wlmckee - LibraryThing

Like many modern business books, the business lessons that John Warrillow teaches are embedded into a parable which makes for quick reading. The story is about a harried entrepreneur, Alex Stapleton ... Read full review

Contents

ISOLATEA PRODUCT OR SERVICEWITHTHE POTENTIAL TO SCALE
CREATE A POSITIVECASH FLOW CYCLE
HIREA SALESTEAM
STOP SELLING EVERYTHING ELSE
LAUNCH A LONGTERM INCENTIVE PLAN FOR MANAGERS
FIND A BROKER
TELL YOUR MANAGEMENT TEAM
CONVERT OFFERS TO A BINDING DEAL
TEDS TIP 1
TEDS TIP 7
TEDS TIP 13
SIGN UP AT BUILTTOSELLCOM
ATTEND ANY EVENT PRODUCED BY VERNE HARNISH
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About the author (2011)

John Warrillow is the author of Built To Sell: Turn Your Business Into One You Can Sell. Throughout his career as an entrepreneur, John has started and exited four companies. Most recently he transformed Warrillow & Co. from a boutique consultancy into a recurring revenue model subscription business, which he sold to The Corporate Executive Board (NASDAQ: EXBD) in 2008. He is the author of Drilling for Gold and in 2008 was recognized by BtoB Magazine's "Who's Who" list as one of America's most influential business-to-business marketers.

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