The Agile Startup: Quick and Dirty Lessons Every Entrepreneur Should Know -- Copyright -- Contents -- Why You Should Read This Book -- The Entrepreneur's Life Cycle -- Chapter 1: Agile Philosophy -- Rule #1 -- What's Your Why? -- You Are Wrong -- Heaven . . . and Hell -- You Get Only 15,000 Days -- The Entrepreneurial Method -- Focus on Problems, Not Solutions -- Three Requirements for Success -- Dreamers versus Doers -- Get Out of the Building -- Business Plans Are Worthless -- Let Them Steal It -- Embarrass Yourself -- Fail Fast-and Often -- Contain Risk as Early as Possible -- First, Decide What Not To Do -- Rules? What Rules? -- FOCUS-Follow One Course Until Successful -- Don't Drink the Kool-Aid -- Get in over Your Head -- There Is No Silver Bullet -- It Ain't a Problem 'Til It's a Problem -- Launch to Learn -- Resourcefulness, Not Resources -- Chapter 2: Make It Feasible -- Is it Feasible? -- ASS Out of U and ME -- Three Questions You Must Answer -- Double Your Worst Case -- Five Risk Factors -- Product 1.0-A Brochure -- Good Ideas, Bad Businesses -- Wrong Questions-Wrong Answers -- Vitamin, Painkiller, or Cure? -- Create Massive Value -- Why Won't It Work? -- Show Me the Money -- Does It Pencil? -- Play Dumb -- Take a Haircut -- If You Build It, Will They Come? -- Buying Customers -- CLV >= 2 × CAC -- Cash Is More Important than Your Mother -- Think Like a VC -- Chapter 3: Customers and Competition -- Break It Down -- Ride the Wave -- Know Thy Market -- WII.FM-Your Favorite Radio Station -- Tell Me What Sucks -- You Can't Boil the Ocean -- Reframe the Competition -- Make a Competitive Matrix -- Differentiate or Die -- Competition Is a Good Thing -- Follow the Leader -- Fast Followers Finish First -- 10x Better -- You Need a Moat -- Zero Degrees of Separation -- Chapter 4: Making Money -- What's Your Business Model?.

The Best Source of Capital -- How Do You Make Money? -- Gross Profit Margins -- Prefer Variable to Fixed -- Go Bootstrap Yourself -- The First Rule to Making Money -- The First Dollar Is the Hardest -- Bottoms Up! -- Build a (Bad) Financial Model -- How Much Runway? -- Know Your Do-or-Die Numbers -- Chapter 5: Marketing -- Luck Is Not a Plan -- What's Your Positioning? -- Hold the Presses -- Old Meets New -- Sell Wants, but Deliver Needs -- How Can I Help You? -- Turn 1 into 2+ -- Do It Twice -- Perception Is Reality -- Be a Guerrilla Marketer -- The Secret to Writing Copy That Sells -- Promise . . . Then Overdeliver -- Your Brand Talks -- Chapter 6: Team -- Not So Fast, Partner -- Get a Pre-Nup -- ABCs of Hiring -- Your Startup Is a Boat -- The Build/Sell Team -- Make Sure You're Aligned -- How to Get the Best People -- Fire Yourself -- You Are Not Scalable -- Mess with the Vest, Die Like the Rest -- Delegate, Don't Abdicate -- Form an Advisory Board -- Who's the Boss? -- The Right Partner Formula -- Hire Slow, Fire Fast -- Sharing a Submarine -- Chapter 7: Pitching Your Startup -- Get Your Story Straight -- Get to the Next Step -- Half as Long Is Twice as Good -- First Rule of Elevator Pitches -- Get Used to Rejection -- Use the Use Case -- Make It Stick -- Name It and Frame It -- Find the Hot Buttons -- Fake It 'Til You Make It -- Be Simple, Not Simplistic -- Don't Bury the Lead -- Back of a Business Card -- Chapter 8: Investors -- You Are the First Investor -- Got Traction? -- Passionate Obsessed -- Pigs Get Slaughtered -- Investors Are Not Created Equal -- Do You Want to Be Rich or Be King? -- When No Leads to Yes -- The Train Is Leaving the Station -- Calling All Angels -- The Lemmings Need a Leader -- Don't Expect to Hear "No" -- Save the Best for Last -- Get to Your Next Milestone -- Fuel to the Fire -- A Demo Is Worth 1,000 Words.

Money Only Buys Time -- If You Want Money, Ask for Advice -- The Investor Triad -- The Day You Take an Investor's Money -- What's the Business Worth? -- Valuation Isn't Everything -- Friends, Family, and Fools -- Chapter 9: Building the Business -- Nail It before You Scale It -- Tipping Point -- Think on Paper -- The First Question to Ask -- Make Meetings Matter -- Hope for the Best, Plan for the Worst -- Expect the Unexpected -- Be Your Own Customer -- Think Big, Execute Small -- Forget the Mission Statement -- Metrics Matter -- Your Network Is Your Net Worth -- Who's the Bad Guy? -- Your Reputation Precedes You -- Build It Like You're Going to Sell It -- Be Frugal, Not Cheap -- When the S#!t Hits the Fan (and It Will) -- Know When to Fold 'Em -- Chapter 10: What to Know Before You Go -- Startups Are Boring -- Young at Heart -- Your Three Hats -- You Are on Your Own -- Dangers in the Moonlight -- The Part-Time Entrepreneur -- A Family Affair -- Congratulations, It's a Boy! -- Ten Things You Should Never Do Before Starting -- The Five-Year Overnight Success -- Conclusion -- Acknowledgments -- Recommended Reading -- About the Authors -- Online Course Offer -- Bonus Material for eBook Readers -- Talk to People -- Forget About Google -- How's Your Project Going? -- Stop Experimenting, Start Building -- Growing Pains -- The Price Is Wrong -- To B(2B) or Not to B(2B) -- Get Them Early -- Nice Guys Finish Last -- #1 Startup Killer -- Lady Luck -- Get a Job -- Fire Your Customers -- You Are Running Out of Oxygen -- Get Loaded -- Gut Check -- Fall in Line -- Who the Hell Are You? -- Needle in a Haystack -- Take a Timeout -- Pass the One-Thirty Test -- What Did I Just Say? -- Tease, Don't Teach -- Simple and Standalone -- Post-Courtship -- Level the Playing Field -- Counting Chickens -- Get a Meeting -- Part of the Family -- Credibility Is Key.

Wheelin' and Dealin' -- Adding or Subtracting Value? -- What Business Are You In? -- In or Out? -- Core Values -- Lifestyle or Scale? -- How to Know When "It's Time" -- Plan B: Get Franchised -- Unadulterated BS -- Welcome to the NFL -- Index.