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The Knack: How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up Hardcover – October 2, 2008


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Product Details

  • Hardcover: 256 pages
  • Publisher: Portfolio Hardcover (October 2, 2008)
  • Language: English
  • ISBN-10: 1591842212
  • ISBN-13: 978-1591842217
  • Product Dimensions: 9.2 x 6.3 x 1.1 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (70 customer reviews)
  • Amazon Best Sellers Rank: #310,658 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Brodsky and Burlingham, both Inc. magazine columnists, offer a host of advice to budding businesspeople in this thoughtful guide. Having seen businesses fail and succeed, the authors have served as mentors to a wide variety of self-starters and use their experiences as object lessons. The book focuses mainly on big-picture practicalities—the protection of startup capital and the necessity of focusing on high–profit-margin sales—but also expounds on overcoming the sales mindset in favor of the entrepreneurial mentality and facing mistakes with grace and an eye to learning. With a clear, conversational style, the authors give advice on raising capital, maintaining relationships with banks and lenders, customer relations, dealing with unexpected roadblocks and hiring good management. But in the end, they contend that entrepreneurship is not only a passion but a way to achieve a happier, richer, fuller life for ourselves and for our children and grandchildren—and with the right mental habits and skills, anyone can achieve entrepreneurial success. Encouraging, succinct and informative, this is an excellent guide for anyone looking to dive into a new business or expand an existing one. (Oct.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

Brodsky and Burlingham offer an excellent handbook for entrepreneurs, stressing the thinking necessary to deal with many different situations and to identify and capture opportunities as they arise. Brodsky is an entrepreneur and mentor for numerous other entrepreneurs, and the authors use the experiences of one small business as an example of the challenges and growing pains common to all new ventures and what the owners learned along the way to their success. Excellent attention to detail is provided, including the basics of accounting, establishing a goal, determining the viability of a business, and the importance of gross profit. Each chapter, which concludes with important summary points, covers a critical step in a start-up journey including the “right stuff,“ handling inevitable mistakes; why start-ups fail; finding investors; how to lose customers; and what it takes to be the boss. This road map for success should be required reading for those planning a new venture, and will appeal to a wide range of library patrons. Excellent book. --Mary Whaley

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Customer Reviews

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See all 70 customer reviews
I bought this book a couple of years ago and decided to pick it up and read it again.
M. Bommarito
This is a great book that reads like a very practical, informative, and sometimes entertaining business reference guide.
Carlos J. Toro-Sarraga
I would highly recommend this to anyone either in business, or looking to start a business.
Amazon Customer

Most Helpful Customer Reviews

45 of 50 people found the following review helpful By Robert Morris HALL OF FAMETOP 100 REVIEWERVINE VOICE on October 9, 2008
Format: Hardcover
As I began to read this book, I was reminded of comments by then CEO Jack Welch at one of GE's annual meetings when he explained why he admired entrepreneurial companies: "For one, they communicate better. Without the din and prattle of bureaucracy, people listen as well as talk; and since there are fewer of them they generally know and understand each other. Second, small companies move faster. They know the penalties for hesitation in the marketplace. Third, in small companies, with fewer layers and less camouflage, the leaders show up very clearly on the screen. Their performance and its impact are clear to everyone. And, finally, smaller companies waste less. They spend less time in endless reviews and approvals and politics and paper drills. They have fewer people; therefore they can only do the important things. Their people are free to direct their energy and attention toward the marketplace rather than fighting bureaucracy."

Although there is a great deal of valuable material in this book for those who are planning to launch a new company or have only recently done so, what Norm Brodsky and Bo Burlingham provide can also be of substantial value to all other executives who also wish to establish and then sustain the kind of a company that Welch describes. Their choice of a first-person narrator is a wise one because it ensures an immediate and personal rapport with the reader. Presumably the voice is Brodsky's. but those who have read Burlingham's Small Giants will immediately realize that Brodsky speaks for both of them. It should also be noted that Brodsky launched seven successful start-ups and now provides a monthly column, "Street Smarts," in Inc. magazine.
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10 of 10 people found the following review helpful By Steven K. Gold on October 3, 2008
Format: Hardcover
Norm Brodsky has been a hero of mine for many years through his column in Inc. Magazine. His advice is a mixture of common sense and pragmatism -- ideas that make sense and can be used right away -- something that Brodsky and Burlingham provide in spades in their new book. The Knack isn't your typical guide to entrepreneurship. You're not going to learn about whether you should incorporate or form a LLC, or the latest marketing tactics. Rather, it's filled with stories about real entrepreneurs that illustrate several "Big Picture" concepts. In essence, this book will get (or keep) you thinking about fundamental ideas that can make your business more successful, including the value of focus, and the critical role for certain metrics. As a serial entrepreneur and teacher of entrepreneurship, I highly recommend The Knack and suggest that it's an investment that will provide a very high rate of return over the years.

Steven K. Gold
Author of Entrepreneur's Notebook: Practical Advice for Starting a New Business Venture
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11 of 12 people found the following review helpful By rry007 on July 8, 2009
Format: Hardcover
This is an excellent book for anyone thinking about starting their own business. It tells you how to think and what you need to understand in order to run a small business, from understanding cash flow to understanding and nurturing a healthy relationship with your bank to treating customers. The chapters are relatively short, and Brodsky talks alot about the companies he started, and what he learned from them. He breaks down gross margin, why the customers with the highest gross margins are the most important (and not sales), what makes a good business plan (and what makes a bad one), and what numbers are important to look at (EBITDA).

One of the best parts of the book is when he discussed whether or not to grow a company. Once people reach a certain level of success, they feel that the next natural step is to expand. Brodsky discusses what you really have to think about before you decide to expand: things such as how much money do you need to expand, why you want to grow, and how you should do it.

Another part I thought was noteworthy was the discussion on letting go of the day-to-day activities and hiring a manager. Not that I'm at that point, or will be in the future, but its an interesting take on how to view the transition.

I strongly recommend this book to anyone starting a business: it is informative and entertaining. Trust me, it doesn't drag.
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3 of 3 people found the following review helpful By P. Mitchell on October 27, 2008
Format: Hardcover
I got this book on Thursday night, started reading it on a plane ride Saturday, and stayed up until 1am Sunday to finish it! As an entrepreneur whose business involves occasionally offering advice to other would-be entrepreneurs, I've read a ton of business books. Most of them-- under the guise of providing 'essential' information-- offer common platitudes that are easily obtained elsewhere. Not so The Knack, which contains truly unique insights about how one needs to THINK in order to build a successful company.

Reading the book, I felt like I was getting unvarnished, pragmatic advice from a trusted mentor who'd been through the ups and downs, learned from his experiences, and now was taking the time to share his wisdom with me. It might be tough to face the truth of what he says (i.e. not all sales are good sales), but if I listen and learn I'll have a healthier, more profitable business.

I tell my clients who want to start their own business that they must, must read 'The E-Myth' by Michael Gerber. I will now add 'The Knack' to that list-- it is a classic of that caliber.
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