The Knack: How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up

by Norm Brodsky and Bo Burlingham

Book Overview

Two of Inc, magazineas hugely popular columnists show how small-business people can deal with all kinds of tricky situations. People starting out in business tend to seek step-by-step formulas or specific rules, but in reality there are no magic bullets. Rather, says veteran entrepreneur Norm Brodsky, thereas a mentality that helps street-smart people solve problems and pursue opportunities as they arise. He calls it athe knack, a and it has made all the difference to the eight successful start-ups of his career. Brodsky explores this mind-set every month in Inc, magazine, in the hugely popular column he co-writes with journalist and author Bo Burlingham (best known for his acclaimed book Small Giants). In both their column and now their book, they tell stories about real companies facing real challenges, and show readers how to apply athe knacka to their own businesses. Brodsky and Burlingham offer essential advice such as: a Follow the numbersathatas the best way to spot problems before they become life threatening a Keep focusing on your real goal--itas amazingly easy to get sidetracked by secondary concerns a Donat get so close to the problem that you lose all perspective Brodsky and Burlingham prove that street smarts and business acumen can be within any entrepreneuras reach.

• Format: Hardcover
• Language: English
• ISBN: 1591842212
• ISBN13: 9781591842217
• Release Date: October 2008
• Publisher: Portfolio
• Length: 274 Pages
• Weight: 1.09 lbs.
• Dimensions: 1.1" x 6.3" x 9.2"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

Like having a mentor in your hand...

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.

The Knack is a Real business book!

I have a file folder full of Inc magazine's Street Smarts columns by-Norm Brodsky & Bo Burlingham that I have torn out over the years. Thank goodness they wrote the Knack...now I can throw them away. Norm's no nonsense ability to say it like it is has challenged and changed the way I think about business. The Knack is a collection of ideas, advice and practical stories about the world of an entrepreneur. It's a delightful read and a great change of pace from so many of the business books out today. I liked it so much; I've been buying copies for my entrepreneur friends!

A toolbox that every executive must have

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. They are impiricists whose insights are based a wealth of real-world experience; they are also pragmatists who understand what works...and what doesn't...in the contemporary business world. The "toolbox" metaphor is especially appropriate because the reader will find in this single source just about all they need to achieve and then sustain success. For example, in the first two chapters, Brodsky and Burlingham explain how to Make the right decisions Manage cash flow properly Balance the sales mentality with the business mentality Anticipate and then prepare for changes with analytics Be resilient when countering failure and learn from it Identify root cause rather than respond only to symptoms Balance focus and discipline with resiliency Recognize answers and solutions with peripheral vision Then in Chapters Nine and Fourteen, Brodsky and Burlingham explain how to Build relationships that retain your most profitable customers Help those customers to become "smarter buyers" by understanding your business Treat long-time customers like new prospects so they won't feel taken for granted Allocate sufficient time for face-time with customers Select salespeople who will be appropriate representatives of the company Determine criteria for determining who should not be hired to

Exceptional Resource for Entrepreneurs at Every Stage

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