Portable MBA in Entrepreneurship

WILLIAM D. BYGRAVE, MA, DPHIL, MBA, DBA, is Professor Emeritus at Babson College, and also is a member of the Babson College Board of Trustees. Bygrave is founder of the Global Entrepreneurship Monitor (GEM), a worldwide consortium of leading universities studying the impact of entrepreneurship on country and worldwide economies.ANDREW ZACHARAKIS, BS, MBA, PHD, is The John H. Muller, Jr. Professor of Entrepreneurship at the Arthur M. Blank Center for Entrepreneurship at Babson College. Renowned for his expertise in entrepreneurship, he has been quoted in such publications as the Wall Street Journal and the Los Angeles Times. He has also held investment banking and venture capital positions at the Cambridge Companies. THE PORTABLE MBA SERIES, with more than 750,000 copies sold, provides readers with a continuing business education, providing comprehensive coverage of the primary business functions taught in MBA programs, as well as focused coverage of today’s vital business topics.

• Complete List of Downloadable Materials for The Portable MBA in Entrepreneurship viiPreface to the Fourth Edition ixAbout the Contributors xi1 The Entrepreneurial Process 1William D. Bygrave2 Idea Generation 27Heidi M. Neck3 Opportunity Recognition, Shaping, and Reshaping 53Andrew Zacharakis4 Entrepreneurial Marketing 83Abdul Ali and Kathleen Seiders5 Business Planning 109Andrew Zacharakis6 Building Your Pro Forma Financial Statements 137Andrew Zacharakis7 Equity Financing: Informal Investment, Venture Capital, and Harvesting 161William D. Bygrave8 Debt and Other Forms of Financing 197Joel M. Shulman9 External Assistance for Start-ups and Small Businesses 225Elizabeth J. Gatewood and Carol McLaurin10 Legal and Tax Issues 263Richard Mandel11 Intellectual Property 297Kirk Teska and Joseph S. Iandiorio12 Selling in an Entrepreneurial Context 329Mark P. Rice and H. David Hennessey13 Beyond Start-up: Developing and Sustaining the Growing Organization 355Donna Kelley and Edward Marram14 Franchising 385Steve Spinelli15 Social Entrepreneurship 411Heidi M. NeckGlossary 437Index 459