Patterns of Entrepreneurship Management

• Preface xiii List of Worksheets xixPart 1 Getting Started as an Entrepreneur1 Understanding the Entrepreneurial Process 22 Converting Ideas into Opportunities 213 Framing and Testing the Business Model 544 Engaging Customers, Analyzing Competitors, for Market Entry Strategy 885 Preparing the Investor Package 1286 Setting Up the Company 1457 Protecting Intellectual Property 168Part 2 Funding the Venture8 Launching and Financing Your Venture 1949 Equity Financing for High Growth 215Part 3 Managing Performance, Communication, and People10 Managing Start-up Performance—Money and People 24011 Pitching the Venture to Investors 27712 Planning Your Exit 295

"In their book Patterns of Entrepreneurship Management, Jack Kaplan and Jack McGourty provide aspiring entrepreneurs the tools and information necessary to navigate the entrepreneurship ecosystem and take successful first steps in their entrepreneurial journey. The book elegantly mixes frameworks grounded in academic research with practical and relevant examples and case studies [...] Professors Kaplan and McGourty are seasoned instructors with extensive experience teaching and practicing entrepreneurship--their dedication to students is exemplary."- Olivier Toubia, Glaubinger Professor of Business and Faculty Director of the Eugene Lang Entrepreneurship Center Columbia Business School"When I founded CBT Worldwide in 1995, I never thought of myself as an entrepreneur, just a professor with a vision of an alternative platform for disseminating my lectures to a wider audience. Creating content and technology was easy compared with the funding, pricing and sales aspects. If only I had had Patterns then – a well-organized step-by-step roadmap for avoiding pot holes and speed bumps along the way – our journey would have been much easier. The worksheets and checklists in Patterns are invaluable for any start-up. And as an instructor myself, I found the exercises to be both practical and thought-provoking."- R. Philip Giles PhD, Financial Markets Instructor; formerly Adjunct Professor, Columbia University Graduate School of Business and Johns Hopkins Carey Business School"Students get a unique glimpse of the vibrancy where theory meets the real world and come away better prepared for a future that needs thinkers with a strong bias to action."- Matt Wallaert, Serial Entrepreneur, Chief Behavioral Officer of Clover Health, Author of Start from the End: How to Build Products that Create Change