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

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Cengage Learning EMEA, 2005 - Business & Economics - 275 pages
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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

lntroduction
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
2 1 Criteria and weighting factors Jane Clark
33
ls there a market opportunity in your business sector?
35
8 2 Customer life cycle
136
How can you further develop your distinctiveness?
139
9 1 Differentiation in the fast food market
141
9 1 Jan Carlsons moments of truth
143
a comparison
151
9 2 PPH distribution model
153
9 3 Example of the Cobalt cash flow estimator spreadsheet
157
What is changing in your business environment?
160

3 1 The pyramid of goals
36
3 1 Naz Choudhurys drivers and expectations
40
What is your business model and market entry strategy?
51
4 1 Business model matrix
52
4 1 ChocExpress Hotel Chocolat company culture table
58
4 2 The corporate communications iceberg
63
4 3 Product comparison with competitors
68
4 3 Extract from Sound decisions sales documents to explain features
70
Can you make a profit?
79
5 1 Breakeven chart
84
5 1 Matching finance to business needs
92
5 3 Moonpigs raising of capital and capital structure
98
What is the most appropriate legal form for your business?
102
advantages and disadvantages
107
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
profitability at a glance
121
accounts for two years
128
Do you know how you win business?
130
SWOT analysis
164
managerial planning exercise
165
What is your growth strategy?
171
11 1 Optimizing productservice returns
172
Can you develop a balanced management team?
181
12 1 Example of a training menu
195
How do you fund growth?
205
13 1 Effects of cost savings on profits
208
13 3 Effect of gearing on ROSC
214
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
16 1 Where to float and why it matters
259
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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