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SURVIVE AND SUCCEED!
No business escapes it. At some point, every business faces a domino-like impact--whether you're caught in the onset of a cyclical economic downturn, a competitor emerges and takes your market share, or your company expands too fast without enough capital. The path to success can be overwhelming--this is your navigation plan.

Seasoned business consultant Donald Todrin reveals the rules to surviving any downturn and shows you how to recast your business to succeed under even the most challenging circumstances. Armed with solutions, proven strategies, and from-the-trenches advice, learn how to tackle common dilemmas and critical pitfalls, protect against future failure, and, even, uncover new opportunities to grow.

Learn:
* 4 Principles to successfully navigating a financial downturn
* 15 Rules of engagement to recast your business
* The secrets and myths of workouts with the IRS, SBA and other lenders
* 6 Biggest downsizing mistakes
* Top ways to lower your expenses
* Game-changing management musts
* How to market without money
* Payroll 911
* 50 Ways to succeed
* And more!

Take action against potential disaster--and start focusing on future growth!

Tabla de contenidos provista por Syndetics

• Preface(p. xiii)
• 1 Surviving the Downturn(p. 1)
• No Business Will Escape ... Prepare(p. 1)
• Learning from the Greatest Entrepreneur of All(p. 2)
• How Long Will This Recession Last?(p. 4)
• Be Positive and Defeat the Downturn(p. 6)
• The Quick-Response Strategy(p. 7)
• Change Strategies or Perish(p. 9)
• Rules to Survive the Downturn(p. 10)
• Downsize(p. 12)
• The Six Biggest Downsizing Mistakes(p. 13)
• Renegotiate Anything and Everything(p. 15)
• Beware, a Poor Economy Leads to Bad Decisions(p. 17)
• Reinvent Your Business or Perish(p. 18)
• More Powerful Downturn Reinvention Strategies(p. 19)
• Dozens of Restaurants Close; One Has Waiting Lines(p. 21)
• The Virtual Business Strategy(p. 22)
• 2 Look at Your Options(p. 25)
• Escape When You Can't Recover(p. 25)
• You're Unemployable-Make Your Business Work(p. 26)
• What You Can Do If Your Business Fails(p. 28)
• Why You Need Advisors(p. 29)
• Have Your Business Inspected(p. 30)
• Follow Your Gut(p. 32)
• 3 From Innovator to Manager(p. 35)
• Management by Doing or by Leading(p. 35)
• Do You Have a Pyramid or a Flat Organization?(p. 37)
• Why Flat Is Best(p. 39)
• Management Lessons from President Obama(p. 41)
• Inspecting Your Managers for a Flat Organization(p. 42)
• Flat Management Practices(p. 44)
• 4 Hiring Right(p. 47)
• When to Hire, When to Fire(p. 49)
• Job Descriptions(p. 49)
• The Worst-Employee Problem(p. 51)
• Work-at-Home Employees(p. 53)
• Independent Contractor versus Employee(p. 54)
• Big Mistake: Making Your Best Salesperson the Manager(p. 56)
• 5 Employee Management Musts(p. 59)
• Smile, Your Employees Are Watching!(p. 59)
• 11 Ways Your Personal Attitude Affects Performance(p. 61)
• Managers Manage Systems; Systems Manage Employees(p. 63)
• Systems for Managing Everything Imaginable(p. 64)
• Be a Good Manager ... What's Stopping You?(p. 65)
• Incentives, Training, Reviews ... a Career Path(p. 66)
• Why Managing Salespeople Is a Must(p. 67)
• Sharing Your Business Financials with Employees(p. 69)
• Scheduling Vacations(p. 71)
• 6 Training with Purpose(p. 75)
• Develop from Within(p. 75)
• Cross-Training(p. 76)
• Use Training to Eliminate Do-Overs(p. 77)
• Forging Leadership Skills in Times of Crisis(p. 79)
• 7 Meaningful Evaluations(p. 83)
• Performance Reviews(p. 83)
• Self-Assessment to Start(p. 84)
• Mastering Productivity(p. 85)
• How Firing Benefits Employer and Employee(p. 86)
• 8 Get On Board with Social Media(p. 89)
• Social Media for the Business Arena(p. 89)
• Social Networking Is the New Wave(p. 90)
• The Power of Social Networking(p. 91)
• Facebook, the Next E-Commerce Wave(p. 92)
• How Social Networking Works for Small Business(p. 93)
• 9 Marketing Without Money(p. 95)
• Effective Low-Cost Marketing for Local Markets(p. 95)
• So Many Wasted Advertising Dollars(p. 96)
• The Forgotten Benefits of Public Relations(p. 97)
• Great Logo Graphics Reasonably Priced(p. 99)
• A Dozen Fast Ways to Become a Recognized Expert(p. 100)
• Eight Rules for Using Specialty Items(p. 102)
• Attend State and Regional Trade Shows(p. 103)
• How to Successfully Work a Trade Show(p. 105)
• Business Is Out There ... Go Get It!(p. 108)
• 10 Generating and Closing Sales(p. 111)
• Relationship Building, the Heart of the Sale(p. 111)
• What Are You Selling?(p. 113)
• Sell What They Need, Not What You Think They Want(p. 113)
• The Power of Personal Presentation(p. 114)
• Increase the Perceived Value(p. 116)
• Find a Market Niche(p. 117)
• Ask for Referrals(p. 119)
• The Tipping Point Through Referrals(p. 121)
• Testimonials Sell(p. 122)
• Free Samples ... Be Innovative(p. 123)
• Sometimes the Best Choice Is One(p. 124)
• How to Beat a Competitor's Competitive Advantage(p. 125)
• No Means Yes ... Just Not Now(p. 126)
• Increasing Your Call Volume to Increase Sales(p. 129)
• Going Up Against Major Competitors(p. 130)
• Selling to the Major Chains and Distributors(p. 131)
• The Problem with Using Brokers(p. 134)
• 11 Run a More Profitable Business(p. 137)
• Consider Charging the Highest Price(p. 137)
• Service, Service, Service ... and More Service(p. 138)
• Challenging Traditional Discount Strategies(p. 140)
• You Want Net Profit, Not Gross Revenue(p. 142)
• Gross Revenue and Cash Flow versus Profitability(p. 143)
• When Increased Gross Revenue Nets Less Profit(p. 145)
• Rent to Your Business and Reap the Benefits(p. 147)
• Expand the Invoice ... Improve Your Bottom Line(p. 148)
• Are You Focused on the Wrong Part of Your Business?(p. 149)
• Horizontal or Vertical Expansion(p. 151)
• No Growth Without Capital(p. 152)
• Beware the Dangers of Merchant Cash Advances(p. 154)
• 12 Know Your Numbers(p. 157)
• Understand the Language of Business(p. 157)
• Know Your Business Key Indicators(p. 158)
• Key Indicators and Accountability(p. 160)
• Managing with Key Indicators(p. 161)
• Where Is the Cash?(p. 163)
• Budgets ... a Mystical Concept(p. 164)
• Projections ... Your Crystal Ball!(p. 166)
• Making Accurate Revenue and Expense Projections(p. 167)
• What Should Your Business Be Earning?(p. 168)
• What Is Your Business Worth to Sell?(p. 170)
• 13 Essential Financial Systems(p. 175)
• Important Invoice Terms(p. 175)
• Setting Up a System for Collecting Receivables(p. 176)
• Bill-Paying Strategy and Cash Control System(p. 179)
• Presenting Financials That Tell the Right Story(p. 181)
• Hold Your Accountant Accountable(p. 183)
• Why Are You Paying So Much in Taxes?(p. 185)
• You May Not Have to Pay Taxes on Your Paycheck(p. 187)
• 14 Payroll Essentials(p. 189)
• Designing an Effective Commission Rate(p. 189)
• No More Overtime ... There Is a Better Way(p. 191)
• How Much Revenue to Allocate for Payroll(p. 193)
• What to Do When You Can't Make Payroll(p. 194)
• Are You Taking a Paycheck? Why?(p. 196)
• 15 Partners and Franchises(p. 199)
• 50-50 Partnership Structuring Strategies(p. 199)
• The 50-50 Recipe for Disaster and What to Do About It(p. 200)
• The Danger of Co-Owners Comanaging(p. 202)
• 50-50 Partner Buyouts(p. 204)
• Joint-Venture Magic(p. 206)
• Franchise Not Workking? Get Out(p. 207)
• 16 Protection Strategies(p. 209)
• Are You Protecting Your Customers' Deposits?(p. 209)
• Put It in Writing(p. 210)
• File Your Homestead(p. 213)
• Do Not Operate as a Sole Proprietor or Partnership(p. 213)
• Custom-Designing Bylaws and Operating Agreements(p. 215)
• Litigation Bluff as a Business Tool(p. 217)
• Using the Noncompete Agreement(p. 219)
• 17 Lender and Other Workouts(p. 223)
• Consider the Workout Alternative(p. 223)
• The Pitfalls of Bankruptcy versus the Workout(p. 224)
• Debt Workouts Are Not a Get-Rich-Quick Plan(p. 226)
• 24 Workout Indicators You Can't Ignore(p. 227)
• Why Not Ask the Bank to Reduce Your Loan(p. 229)
• Speedy Decisions and Rapid Implementation to Avoid Losses(p. 229)
• Protect Your Liquid Assets(p. 231)
• The Danger of Negotiating One Issue at a Time(p. 232)
• Avoid Turning Forgiveness into IRS Debt(p. 233)
• Understanding Secured, Unsecured, and Tax Debt(p. 234)
• You Must Be in Default to Begin(p. 235)
• Preemptive Workouts, the Secret Path to Survival(p. 236)
• Business Negotiation, Not a Legal Issue(p. 238)
• 18 Workout Advice(p. 241)
• Lawyers Do Battle; Bankers Talk Business(p. 241)
• Do You Need a Lawyer?(p. 242)
• Bank Intimidation Without Representation(p. 243)
• Beware the Bank's Advice When Defaulting(p. 244)
• Avoid Your Banker's Turnaround Referral(p. 245)
• Be Truthful with the Bank(p. 247)
• 19 SBA Workouts(p. 249)
• A Few Words(p. 249)
• Beware the Dangers of SBA-Guaranteed Loans(p. 250)
• Beware of Cosigning a Note Guaranty(p. 253)
• Modifying Your SBA Loan ... Not the Way to Go(p. 255)
• What Happened to Payment Deferrals?(p. 256)
• Defaulting on Your SBA-Guaranteed Loan(p. 257)
• Shorter Default Period for SBA-Guaranteed Loans(p. 258)
• An SBA Loan Workout Can Be Done(p. 259)
• How Much to Offer in the Offer in Compromise(p. 262)
• SBA Disaster Loans ... a Disaster(p. 263)
• Workout Myths(p. 264)
• Changing Rules for Offers in Compromise ... for the Good(p. 265)
• Fast-Food Service for Loan Workouts(p. 266)
• 20 IRS Workouts(p. 267)
• Resolving Unpaid 941 Taxes(p. 267)
• 10 Realities of IRS Tax Debt Payment(p. 270)
• Determining the Responsible Party for Tax Debt(p. 272)
• Understanding the Offer in Compromise(p. 274)
• Choose Your Poison: Compromise or Payment Program(p. 276)
• Don't Wait for the IRS to Attach a Lien(p. 277)
• Why Hiding Assets Doesn't Work(p. 279)
• Beware the IRS Collection Tools(p. 280)
• Why You Need Experienced Representation(p. 282)
• Beware the IRS Agent, the Wolf in a Lamb's Suit(p. 282)
• What to Do About an Overly Aggressive Agent(p. 283)
• Who Will Tell Your Story?(p. 285)
• 21 After the Workout(p. 289)
• Let Go!(p. 289)
• Stop Doing the Same Ol' Thing(p. 290)
• Why Let It Happen Again?(p. 291)
• Resuming Business with Vendors(p. 292)
• 22 Getting Out on Top(p. 295)
• Selling Short to Turn Foreclosure into Victory(p. 295)
• Kill a Business If It's Not Making Money(p. 296)
• Closing Your Business and Allocating Cash(p. 297)
• Parts May Be Worth More Than the Whole(p. 299)
• 23 Parting Words(p. 303)
• 50 Ways to Succeed ... What Works(p. 303)
• Index(p. 307)

Notas de autor provistas por Syndetics

Donald Todrin is the president of Second Wind Consultants, Inc., a business debt solutions firm, www.secondwindconsultants.com With more than 30 years experience solving difficult business problems and building profitable business organizations, he specializes in resolving complex debt workouts, asset protection, and debt reduction. He has a bachelor's degree in economics from the University of Massachusetts, Amherst; a law degree from Northeastern University, and a master's degree in small business taxation from Boston University. Read more from Donald Todrin at www.dontodrin.com.