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Foreword by George Fraser 8 Introduction 11 Part I: Preparing Yourself 19 1. The Common Traits of Entrepreneurship 20 2. Getting Started-Fighting Procrastination 25 3. Preparing Your Family 29 4. Keeping Yourself Motivated 33 Part II: Minding Your Business 36 5. The Basic Business Process 37 6. What Business Is Right for You? 44 7. Does Your Business Have to Be Unique? 49 8. Pricing the Product 54 Part III: Who Will You Sell It To, and How Will You Sell It to Them? 61 9. Focusing on the Customer 62 10. Effective Marketing Methods 70 Part IV: Going For Growth-How Will You Get More Customers? 94 11. Strategies for Growth 95 12. Growth Can Kill Your Business 100 13. Building Your Growth System 103 14. Growing Your Staff 107 15. Good Customer Service Is a Gold Mine 115 Part V: Financing Your Business 126 16. Strategies for Self-financing 127 17. Bank Financing 132 18. Venture Capital Financing 139 19. Selecting the Right Financing Method 143 Part VI: Structuring Your Business 146 20. Developing Your Business Plan 147 21. Selecting Your Technical Support Team 150 22. Picking the Right Company Name 153 23. Deciding on a Business Structure 156 24. Business Certification, License, and Insurance 163 Part VII: Considering Other Factors 166 25. Do You Really Need a Partner? 167 26. Your Part-time Business and Your Full-time Job 171 27. Taking Advantage of Technology 176 28. The Minority Business Enterprise (MBE) 180 29. Survival Strategies for the MBE 186 Conclusion: The 10 Dream Killers 190 Appendix A: Business Plan Primer 194 Appendix B: Resource Guide 201 Appendix C: Glossary of Business Terms 204 Bibliography 207 Index 209 Your Response Please! 215 Profile-Melvin J. Gravely, II 216