Оглавление
Stephen J. Hunt. Find. Build. Sell.
Table of Contents
Guide
Pages
FIND BUILD SELL. HOW I TURNED A $100 BACKYARD BAR INTO A $100 MILLION PUB EMPIRE
Acknowledgements
Introduction
Hunt by name, hunt by nature
How I got started
The scent of a deal
The $100 backyard bar
What's this book about?
Find
Build
Sell
Who is this book for?
What problem does this book solve?
Part I FIND
CHAPTER 1 Find your passion
How not to buy a pub
Just $1 million to go
What happened to my investors?
Time is running out
How to raise $1 million in a day
How to find your passion
5 questions to ask yourself when choosing a business idea
BEWARE OF UNWARRANTED OPTIMISM
Summing up …
CHAPTER 2 Find your feet
Don't let them in
WHY I LOVE BOUNCERS
'Don't let them in' extends to corporate customers too
HOW TO GO BROKE BEFORE YOU'VE EVEN BEGUN
Don't just know the rules, set the rules
KNOW THE RULES BEFORE YOU PLAY THE GAME
How a faulty constitution nearly cost me my business
Not everyone has your best interests at heart
SILENT BUT DEADLY
Choose your investors carefully
Trust, but check
HOW ONE ROGUE CLAUSE COST SUSANNAH $100 000
What's your blind spot?
MY OWN LIMITING BELIEF
How to find your blind spot
FINDING YOUR BLIND SPOT
Act in haste, repent at leisure
Find the time to learn
HOW NOT 'FINDING THE TIME' COST MICK HIS BUSINESS
THE '3 LANGUAGES OF STEVE': WHY WE ALL NEED TO BE MULTILINGUAL
Play and learn
USE TIME WISELY
Keep learning
Summing up …
CHAPTER 3 Find your values
Do the right thing
Karma comes back
What goes around comes around
Want free marketing? Find your community
HOW TO GET FREE MARKETING
Match your purpose to the concept
MARKETING TO MIDDLE-AGED AND RETIRED MEN
Put yourself in the right room
THINK LOCAL
Give to get
How to network
What not to do when networking
Get on the stage
Summing up …
CHAPTER 4 Find your focus
Do the little things right
Success has its origin in decades past
THE $3 MILLION GLASS OF PEPSI
A lightbulb moment
ON THE SMELL OF AN OILY RAG
Why do I care about lightbulbs?
What we pay attention to
How we make our pubs so profitable
Everyone's welcome
Treat everyone with respect — except rock stars
Mind over matter
WHEN THE GOING GETS TOUGH
The benefits of meditation
The 20/30 rule
Mechanics of the mind
Help staff help themselves
Summing up …
Part II BUILD
CHAPTER 5 Build your confidence
If you don't ask, you don't get
When it rains, it pours (beers)
Like numbers? Here's a few
Structuring the deal and sourcing the funds
Taking time out
How we grew the pub fund from $400 000 to $100 million
When you're on a good thing, stick to it
Finding investors was no longer a problem
Our secret weapon: the multi-factor model (MFM)
Summing up …
CHAPTER 6 Build your team
How to build a loyal team
HOW MUCH ARE YOUR STAFF REALLY COSTING YOU?
Hire slow, fire fast
Watch their actions
Watch their interactions
Watch what they order
Don't hire rock stars
Check references
How to keep staff
Sharing the success
HOW OUR EMPLOYEE SHARE OPTIONS PROGRAM (ESOP) WORKS
The nuts and bolts of an ESOP
Developing an intrapreneurial culture
Unleash your team's passion for your profit
HOW TO FOSTER AN INTRAPRENEURIAL CULTURE
HOW TO BENEFIT FROM YOUR TEAM'S PERSONAL PASSIONS
When ability doesn't match ambition
Be slow to criticise and quick to praise
Reinvesting in your team
Top 6 ways to build staff morale / a top team
Training
Mentoring
Staff reward days
Team-building events
HOW TO COLLABORATE WITH SUPPLIERS TO GET THE BEST FROM YOUR TEAM
Summing up …
CHAPTER 7 Build your resilience
How to manage bad days
No mud, no lotus
Kim Kardashian and that sex tape
My mud, my lotus
THERE'S ALWAYS A POSITIVE, IF YOU LOOK FOR IT
Don't annoy the authorities
TAKING ON THE AUTHORITIES
What this experience taught me
Supporting your team in a crisis
Top 8 ways to support your staff and keep them loyal
How any small-business owner can fight for what's right
Summing up …
CHAPTER 8 Build your knowledge
You never know who you're dealing with
Top 10 ways to defuse conflict or aggression
What it says 'on the box' is not necessarily what's 'in the box'
THE COST OF NOT DOING YOUR DUE DILIGENCE
What does 'doing due diligence' actually mean?
What you need before buying any bricks and mortar business
Look ahead
HOW TO TURN NEGATIVE NEWS INTO PROFITABLE OPPORTUNITIES
Waste not, want not
Why I hate waste
Summing up …
Part III SELL
CHAPTER 9 Sell your vision
How to get a better valuation
Top 8 ways to increase value
Profit versus potential
You must reinvest in your business
WHAT ARE YOU NOT SEEING?
Pre-mortems can help prevent failure
HOW A PRE-MORTEM HELPED US DURING LOCKDOWN
The value of real-time reports and why they matter
Real reports in real time for real people
What's in a name?
Why the 'rules of thumb' don't always apply
NEVER RELY ON THE 'RULE OF THUMB'
Making cents of the profit and loss
Cash flow is king
Build a relationship with your banker
How credit departments work (and why it takes forever to get a loan approved)
Dashboards rule
Celebrate your success
Summing up …
CHAPTER 10 Sell your story
How to create an IM that impresses investors
Your history as a businessperson
HOW TO REASSURE NERVOUS INVESTORS
Be enthusiastic
Failure is your friend
A summary of your team
YOUR TEAM IS BIGGER THAN YOU THINK
Description of your asset(s)
Financials and projections
Plan for contingencies
HOW TO PROTECT YOUR BUSINESS FROM FIRES, FLOODS, ROBBERIES (AND DEATHS)
Structure
The 7 most popular business structures
Risks
Expand with caution
Application form
Go big or go home
Top 5 things you never say to investors
Additional documents your investors may want to see
Confidentiality
Constitution
Management contract
HOW TO SPEAK 'LAWYER'
Summing up …
CHAPTER 11 Sell your value
How to choose the right bank
ATTENTION BANKS: HOW TO LOSE A VALUABLE CUSTOMER
How to choose a good accountant
Top 9 questions to ask an accountant (before you engage them)
What not to do when choosing an accountant
Crowdfunding: Leveraging your community to raise money
Summing up …
CHAPTER 12 Sell your brand
What is a rebrand?
How do you do a rebrand?
The 4-step plan for rebranding your business
1. Get commitment and buy-in from the team
2. Identify the tasks to be completed
3. Choose your agency (or do it yourself)
4. Own the strategy documents, the copyright and the codes
How do you measure the success of a rebrand?
When should you do a rebrand?
Top 4 ways to know when you need a rebrand
What will a rebrand cost?
How long should a rebrand take?
Promotions that have worked for us
Rebranding involves meetings — lots of meetings
My 4-step SORT process for running successful meetings
Set up
Outline your values
Responsibilities
Time
Rules of engagement
Summing up …
Conclusion
Let's talk!
Index
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