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Built to Sell: Creating a Business That Can Thrive Without You, by John Warrillow
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According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable: * Teachable: focus on products and services that you can teach employees to deliver. * Valuable: avoid price wars by specialising in doing one thing better than anyone else. * Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.
- Sales Rank: #465167 in Books
- Brand: Portfolio Hardcover
- Published on: 2011-04-28
- Released on: 2011-04-28
- Original language: English
- Number of items: 1
- Dimensions: 8.60" h x .62" w x 5.50" l, .62 pounds
- Binding: Hardcover
- 176 pages
- Portfolio Hardcover
Review
“John does a masterful job of illuminating the qualities that business buyers look for in a company, and he does it in a thoroughly enjoyable and engaging manner.”
—Bo Burlingham, author of Small Giants (from the Foreword)
“There is no tooth fairy for selling a business. It takes planning and a real understanding of what works. I bet you’ll find yourself (like me) recommending this book to your friends who want to sell their businesses one day but don’t understand what that’s going to take.”
—Seth Godin, author of Linchpin
About the Author
John Warrillow is the author of Built To Sell: Turn Your Business Into One You Can Sell. Throughout his career as an entrepreneur, John has started and exited four companies. Most recently he transformed Warrillow & Co. from a boutique consultancy into a recurring revenue model subscription business, which he sold to The Corporate Executive Board (NASDAQ: EXBD) in 2008. He is the author of Drilling for Gold and in 2008 was recognized by BtoB Magazine's "Who's Who" list as one of America's most influential business-to-business marketers.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Wonderful advice, easy format
By Scott Entwistle
This book is a great teaching book that is an eye opener for someone building or thinking about building a business with the intent to sell it. Actually, my favorite part is that the fictional business in the book was run as a service company that was NOT ready to be sold, and they did the work to transform it into a product company that would fetch the most money.
Not only does it very effectively demonstrate what to do VS what you shouldn't do, it shows that you can always implement these types of changes to make sure you're more prepared to sell and at the same time make your company more successful.
I also really enjoyed the way it was written, it was WAY more engaging and relatable than one of those books that just goes on and on about A-Z steps to take for your business. This actually sunk in, and showed real life application and advice all while in a fictional story! A must read for anyone looking to build a company and sell it.
4 of 4 people found the following review helpful.
A worthwhile business fable
By Jim Tenuto
I have a strong bias against business fables. I generally don't read them and don't put much stock into what I term "business fiction."
In BUILT TO SELL, however, John Warrilow draws on his personal experience in starting and selling four companies to craft an entertaining primer. The "story" of Alex Stapleton and his marketing company compose most of the book. Frustrated, Alex decides to sell the company, and while discussing his lot with mentor Ted, he discovers (as many entrepreneurs do) that he has nothing to sell. To paraphrase Michael Gerber, THE E-MYTH REVISITED, Alex really has a job with a lunatic for a boss.
Through Ted's tips and coaching Alex eventually builds a business he can sell. The lessons Alex learns apply to anyone who owns a business.
Specialize, don't generalize
Create a scalable product or service that is teachable, valuable and repeatable
Don't concentrate more than 15% with one customer
The business can't rely on you, the owner
There are 35 wonderful pages that follow the fable, the Implementation Guide and Ted's Tips, highlighted and standing alone.
Since reading Warrilow's book...in one day...I have recommended or purchased it for a number of my customers and business colleagues.
4 of 4 people found the following review helpful.
Written for a simple audience.
By John
Written for a simple audience.
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