Today's touch economic times require that entrepreneurs develop an even sharper set of skills. A new book by Norm Brodsky and Bo Burlingham, aptly titled The Knack, will quickly become an indispensible tool for any entrepreneur facing the tough times ahead.
The Knack is full of practical wisdom. It uses rich examples and storytelling to illustrate a treasure chest full of tips and good advice.
The authors give a lot of attention to making those early sales -- a critical skill set for entering any market. But, they also warn against developing a myopic sales mentality. You attract customers with good sales strategies, but you take care of them and keep them through sound business practices.
One of my mantras with our students is to "know the numbers." The Knack offers pearls of wisdom on cash flow and understanding your financials. For example, the authors state this about accounts receivable:
Receivables are loans to your customers. Make sure your portfolio is in good shape.
Many business owners are much too casual in extending credit. They take an "anything for a sale" approach. But cash flow is was matters -- not just revenues. Don't make loans like the mortgage bankers did over the past several years. Instead, only extend credit to those who you know can and will repay you.
Every chapter ends with four tips called "The Bottom Line." It offers a clear and sharp summary for the rich stories and examples in each chapter.
Just as the E-Myth quickly became a classic, I predict that The Knack will become a favorite for most entrepreneurs, Every copy will soon be full of underlined passages and dog-eared pages.
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