1. The 10 Most-Asked Questions from Entrepreneurs.

2. Legal Structures for Starting a Business.

Should I Worry About What Kind of Legal Structure to Choose?

Should I Form a Partnership?

How Should a Buy-Sell Agreement Be Structured?

How Does a Regular Corporation Differ from an S Corporation?

Should I Form a Limited Liability Company?

How Can I Form a Nonprofit Company?

3. Buying a Business.

Making the Purchase Decision.

Advantages of Buying an Existing Business.

What to Look For when Buying a Business.

Where to Look for a Business to Purchase.

Checklist for Buying an Existing Business.

4. Commercializing Technology and Protecting Intellectual Property.

How to Protect a Patent.

The “Poor Man’s Patent” is No Protection for Invention.

When to Consider Obtaining a Trademark.

How to Obtain a Copyright.

What Copyrighting Protects.

How to License a Product to Raise Capital.

How to Negotiate a Licensing Agreement.

How to Keep a Trade Secret.

Treat Your Customer Lists as Trade Secrets.

Carefully Check Invention-Marketing Firms before Signing On.

How to Get a Technology-Based Product to Market.

5. Marketing Analysis and Planning.

Selling Yourself Puts Teeth into Marketing Idea.

Gathering Information about Competitors.

Using Trade Associations for Customer and Competitor Information.

Expanding Your Business by Researching the Industry.

Using Focus Groups.

Using Mystery Shoppers.

How to Inform Potential Customers about a Product.

How to Prepare a Sales Forecast.

How to Market a Service Business.

Home Shopping Can Open Purses for Entrepreneur.

Continue Drive to Gain Referrals from Customers.

Want to Increase Sales? Build a Better Database.

6. Market-Penetration Strategies.

Cassettes Provide Solid Supplement to Sales Brochures.

Well-Done Flyers Are Cost-Efficient, Help Business Take Off.

Coupons Effective Low-Cost Marketing If Used Creatively.

How to Get the Most Out of Mailings to Customers.

New Business Requires Access to a Mailing List.

Using Business Cards as Marketing Brochures.

E-mail Effective Way to Reach Your Customers.

Selling Products on the Internet Has Its Benefits.

Will Advertising in Yellow Pages Pay Off for Firm?

Magazine Ads Help You Target Your Audience.

Radio Advertising Can Be Effective If Tailored to a Particular Market.

Testimonials Are Method to Boost Business.

You Need a “Hook” When Seeking Free Media Coverage.

Pitching Product to the Press Helps Get the Word Out.

Using 800 Telephone Numbers to Expand Market Share.

Using 900 Telephone Numbers to Sell Products and Services.

Accepting Consignment Goods to Expand Market Research.

Using Sales Reps to Market Products and Services.

How to Introduce a New Product at a Trade Show.

7. Financing Your Venture.

Obtaining Seed Capital for New Ventures.

Borrowing from a Bank.

How to Obtain a Line of Credit.

Examine Revolving Loan Options Carefully.

Some Loans Call for a Guaranty.

How to Secure Merchant’s Credit Card Status.

How to Calculate Goodwill on a Balance Sheet.

Finding the Right Venture-Capital Company.

Private Placement Offers Alternative Source of Funding.

Pros and Cons of Taking a Company Public.

SCOR Another Source for Financing New Products.

Financing a New Venture without Personal Assets or Collateral.

Using Fund-Raisers for Obtaining Seed Capital.

Finding Business Angels to Fund and Grow Ventures.

Establishing Corporate Strategic Alliances.

Using Credit Cards to Finance a Venture.

Obtaining a Loan from the Small Business Administration (SBA).

Financing Production through the SBA Contract Finance Program.

Commercializing New Technology through SBIR Programs.

Small Business Has Another Capital Source.

How to Use a Factoring Company to Fund Growth.

Funding for Nonprofit Organizations.

8. Selecting the Best Business Advisers.

Guidelines for Hiring a Lawyer.

Guidelines for Controlling Legal Expenses.

How to Choose an Accountant for Your Business.

Small-Business Accountant Can Help Lower Corporate Taxes.

How to Find a Reputable Insurance Agent.

How to Select and Use Management Consultants.

How to Assemble a Board of Directors.

Establishing an Advisory Board to Help Your Business Keep on Track.

Appendix: Small Business Resources.

References.

Index.