Contents -- Acknowledgments -- Preface -- Strategy One - Figure Out What You Don't Know -- Sometimes It's Luck -- An Interesting Journey -- You're Not As Smart As You Think You Are -- Succeed Big, Fail Small -- No Fear -- How Do You Track a Moving Target? -- Do You Know if You're an Entrepreneur? -- Operating at the Speed of Business -- Key Lessons -- Strategy Two - Identify Every Player on the Field -- Know the Position and Operation of Any Entity That Can Affect You -- The Long List of Players -- When You Need a Lawyer -- Get Your Advice from Successful Entrepreneurs -- Playing the Political Game -- Key Lessons -- Strategy Three - Put the Right People in the Right Positions -- What's It Really All About -- Finding the Right Assessment Tool -- Not Good or Bad -- The Sales Team That Couldn't Sell -- Beyond Hiring -- When People Don't Fit -- Work Force Stability -- Key Lessons -- Strategy Four - Know Your Market, and Market Constantly -- Go to the Experts -- What Business Are You In? -- The Challenge of Target Marketing -- Test, Measure, Roll Out, Measure, and Keep Measuring -- The Dangers of Direct Response Advertising -- Like a Dog with a Bone -- Do You Need a Celebrity Spokesperson? -- Put Your Money Where Your Mouth Is -- Change with the Times -- Market with Great Customer Service -- Public Opinion Counts -- Key Lessons -- Strategy Five - Build a Sales Team That Can Really Sell -- The Sales and Marketing Partnership -- Can Anyone Learn to Sell? -- The Most Important Selling Skill -- I Hate Selling -- Invest in Your Top Performers -- There's Selling--Then There's Sales Management -- Sell First, Last, and Always -- Key Lessons -- Strategy Six - Respect the Competition -- Engage in Competitive Camaraderie -- Tracking the Competition -- When the Competition Plays Dirty -- When Employees Become Competitors -- Sleep with One Eye Open -- Key Lessons.

Strategy Seven - Prepare for Success -- It Takes Cash to Grow -- Never Stop Learning -- Accounting Can Fool You -- Take Care of Your People -- Get Out of the Way -- Always Room for Improvement -- Good Times vs. Bad Times -- Streamline and Centralize As Much As Possible -- Lifetime Value of a Customer -- Strive for Excellence -- Failure Is OK -- Winners, Losers, and the State of Excellence -- Key Lessons -- Bonus Strategies - Wait, There's More! Bonus Strategies -- Be in the People Business -- Give Back -- Get Your Spouse on Board -- Understand Cycles -- Know When to Break the Rules -- Look at the Dark Side -- Stay Calm and Don't Panic -- Dealing with Obstacles: Go Around, Over, or Through, but Don't Stop -- The Age-Old Pricing Dilemma -- Welcome Criticism -- Get to the Root of Any Problem -- Keep Pedaling -- Don't Be a Hamster -- Take Care of You -- Keep Going -- Why Do You Do It? -- Now What? -- Recommended Reading -- About JK Harris -- Index.