Enterprise Development: The Challenges of Starting, Growing and Selling Businesses

Front Cover
Aimed at students of small business management and enterprise development interested in or planning to start their own business, and at owner/managers of existing businesses, this book offers a detailed insight into key challenges to be faced, explains solutions to those challenges, and maps out a route to success. The three section framework addresses all the key issues involved in creating a professional and successful firm, looking at: the challenges of starting a business; the challenges of growing a business; and, finally, the challenges of deciding whether to sell or re-invest in the business. The book is written in an accessible style, pitched perfectly for its audience, and introduces theory for the purposes of practical implementation. An excellent range of pedagogy supports the text including many case examples to illustrate key points. Companies featured include: Cobra Beer, Moonpig, Hotel Chocolat and Fitness Express. Aimed at students of small business management and enterprise development interested in or planning to start their own business, and at owner/managers of existing businesses, this book offers a detailed insight into key challenges to be faced, explains solutions to those challenges, and maps out a route to success. The three section framework addresses all the key issues involved in creating a professional and successful firm, looking at: the challenges of starting a business; the challenges of growing a business; and, finally, the challenges of deciding whether to sell or re-invest in the business. The book is written in an accessible style, pitched perfectly for its audience, and introduces theory for the purposes of practical implementation. An excellent range of pedagogy supports the text including many case examples to illustrate key points. Companies featured include: Cobra Beer, Moonpig, Hotel Chocolat and Fitness Express.
 

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Contents

Introduction
1
The challenges of getting into business
9
List of figures
11
How do you find a good business idea?
15
List of tables
22
Do you have the right personal qualities for success?
23
Is there a market opportunity in your business sector?
35
3 1 The pyramid of goals
36
Do you know how you win business?
130
9 1 Differentiation in the fast food market
141
Price and margin optimization
144
9 2 PPH distribution model
153
Chapter summary
158
SWOT analysis
164
What is your growth strategy?
171
11 1 Optimizing productservice returns
172

2 1
41
What is your business model and market entry strategy?
51
4 1 Business model matrix
52
4 2 The corporate communications iceberg
63
7 1
68
4 3 Extract from Sound decisions sales documents to explain features
70
Can you make a profit?
79
5 1 Breakeven chart
84
What is the most appropriate legal form for your business?
102
The challenges of growing the business
109
0 1 Survival rate of new enterprises in Europe all countries follow
110
7 1 Typical growth profiles of SMEs
116
Can you develop a balanced management team?
181
How do you fund growth?
205
annual investment in the US and Europe
220
The challenges of deciding whether to reinvest or exit
225
14 1 Boston matrix
229
Can you change from owner to manager?
236
15 1 The leadershipmanagement matrix
238
15 3 Daytime log
248
What are your options for realizing value?
254
References
265
Copyright

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About the author (2005)

Robert Brown has worked as lecturer in arts education and early childhood curriculum for over 15 years. For the last 8 years he has also performed the role of project manager at The University of Melbourne's Early Learning Centre. These complementary roles have provided unique opportunities for Robert to work with diverse communities in Australia, Singapore and China. Robert's ongoing research interests are dynamically interactive and include arts based teaching and learning, teacher reflection, Australian Indigenous knowledge, environmental education and futures studies. Robert coordinates Boorai: The Children's Art Gallery a unique gallery that aims to stimulate and challenge audiences to recognize and value, the personal, social and cultural comments expressed by young children through the arts and language.

Colin Barrow lectures at the Cranfield School of Management

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