Page 169 - 25148.pdf

Index 157

see also planning goodwill 115-16
customers
holidays 34-5
acceptability of staff 54 home-working 37-40
and consultants 32-4
count 116-17 key people, times for agreed decision date 87
helping buying decision 62-7 KISS (keep it simple, stupid) 96-7
looking 'big' 58-9
needs 81-3 leverage, operating/financial 47-50
prospect continuously 57-8 location 24-5
selling to existing 124
talk regularly to 59 McKinsey 32
training 70-71 management buyout (MBO) 10-13
treatment of 114-16 market, keeping in touch with 57-60
understanding 19-20 Marks and Spencer 128
mobile phones 124-5
dreams, pursuing
get someone else to do the work 151-2 office space 37
read a book about it 152 acquiring 40
take on extraneous tasks 152 allocation in home 37-8
don't stint on telephone lines 38-9
finance 41 find out what is tax-deductible 38
borrowing money 46
fraud 45-6 planning
investment decision 63 add up equipment/start-up costs 25-6
leverage 47-50 choose markets wisely 18-19
mantras describe/compare key people 22
costs are real/benefits are sort of dream know thine enemy 20-21
42-3 for a lucky break 27-8
profit is an opinion/cash is reality 41-2 make sure price is right 23-4
project decision making 83-5 picking your spot 24-5
trade status 43 research market realistically 22-3
limited company 45 take bank forms seriously 26-7
partnership 44 use ideal technique to understand customers
sole trade 44 19-20

franchise 14-15