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Product Description
Book Description
A business parable about how to create a start-up that won't trap you when you want to sell it.
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 specializing in doing one thing better than anyone else.
* Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.
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 specializing 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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Most helpful customer reviews
5.0 out of 5 stars
Built To Sell - Required reading for entrepreneurs,
This review is from: Built to Sell: Creating a Business That Can Thrive Without You (Hardcover)
Built To Sell is simply required reading for anyone that has their own business or thinking of starting one. After reading only a few pages of the book I realized I had found my new religion for my business. The author does an amazing job of presenting a clear picture of the reality for most entrepreneurs ' a slightly chaotic business that can not run without them. Being an entrepreneur since age 10 , this book gave me a clear picture of how and (more importantly) why it is necessary to structure the business to run in a systematic way that does not depend on my input and efforts. If I had read this earlier in life I am sure the outcome of several other businesses would be have much better.Running a business like "Alex " the main character in the book, is like realizing you are an alcoholic that needs help' after reading the book you know you will probably still be drunk for a while but with a lot of hard work and following the plan things will get better fast. The only mistake of this book is that it does not cost more. The lessons are so valuable that I can't believe the selling price!
5.0 out of 5 stars
Excellent Format,
By
This review is from: Built to Sell: Creating a Business That Can Thrive Without You (Hardcover)
As is very rare in my 18 hour work day, I found myself clearing my evening-schedule and completing this book in one sitting. Built To Sell is inspiring, insightful, and entertaining. Even though it was a "preaching to the choir" affair with me, I found the book a practical story to relate as indicative of all the facets of changing to, or building, the Design Thinking organization. I would recommend this book to anyone that is wishing to develop an organization that is designed to efficiently operate instead of, or in-place of, one that is centered around some key human-assets' participation; it is possibly one of five that I feel that strongly about.
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Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
4.9 out of 5 stars (50 customer reviews) 24 of 24 people found the following review helpful
5.0 out of 5 stars
It's about creating value, not selling your business,
By LKL in Santa Fe - Published on Amazon.com
This review is from: Built to Sell: Creating a Business That Can Thrive Without You (Hardcover)
The only thing wrong with this book is the title. "Built To Sell" is catchy but the book is really about how to create value in a business that's separate from you, the owner. Sure, if you want to sell your business, you need to do that, but you need to do it for the good of the business whatever your plans. "Built To Sell" is about creating business value, whether you're going to sell or not. It's also a great read. It's told as a story. That's not unusual today in a business book, but most are clunky efforts that make you wince. Not this one. I read it on a flight and kept reading at the airport when I disembarked, just to finish it. I have a little business now and during the 80s and 90s I ran a business that sold to little businesses around the country (we had a million customers). I know this market -- every small business owner should read this book.
11 of 11 people found the following review helpful
5.0 out of 5 stars
Built To Sell,
By Ted Matthews - Published on Amazon.com
This review is from: Built to Sell: Creating a Business That Can Thrive Without You (Hardcover)
This is an amazing tool. Finally someone has cracked the code on what it takes to have a saleable business. I have created and sold 2 businesses - the hard way, without maximizing my return - I am now reengineering my current business with Warrillow's guidance, so I don't make the same mistakes again. This book is a quick, (who's got time?) fun, easy read, full of simple to GET principles. You can start to effect positive change the minute you put it down. My tip: Buy a few copies, for each of your senior people - you won't want to wait for this one to be passed around!
5 of 5 people found the following review helpful
5.0 out of 5 stars
Essential reading for small business owners,
By Gsacks - Published on Amazon.com
This review is from: Built to Sell: Creating a Business That Can Thrive Without You (Hardcover)
Navigating small business growth requires a steady hand - it is ever so easy to get distracted and drift off course. John's book is a highly readable story packed with lessons and strategies that can be implemented immediately. It has provided me a lens through which I now view every decision and opportunity, and thanks to John my business is more focused than ever. I recommend it to every business owner I meet.
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