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

    By John Warrillow
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.
    ABOUT THE AUTHOR
Warrillow is President of Warrillow & Co., a strategy and research firm that specializes in helping Fortune 500 companies get inside the head of small business owners.

    REVIEW QUOTES

"John does a masterful job of illuminating the qualities that business buyers look for in a company, and he does it in a thoroughly enjoyable and engaging manner."
--Bo Burlingham, author of "Small Giants" (from the Foreword)

"There is no tooth fairy for selling a business. It takes planning and a real understanding of what works. I bet you'll find yourself (like me) recommending this book to your friends who want to sell their businesses one day but don't understand what that's going to take."
--Seth Godin, author of "Linchpin"



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ISBN 9781591845829
Language English
Pages 151
Publish Date 12/01/2012
Published 12/2012
Publisher Portfolio

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