477
Index
A
Advertising agency, 102
“Angel” investor, 1
Assessment of entrepreneurs, 47
industrial psychological approach,
47–49
case example, 469–475
intellectual effectiveness, 49
personal relationships, 50–51
traits/limitations summary, 51,
465–468
work approach/style, 50
venture capitalists’ focus/
experience
leadership, 54–55
market knowledge, 54
reputation, 55
track record, 54
venture capitalists’ focus/individual
characteristics
detail orientation, 53
personality compatibility, 53
risk management, 52
staying power, 52
verbal ability, 53
B
“Bean counters,” 141
“Breakeven,” 3
Brokers, 314
agreement with, 315–316
qualities, 314–315
tips on interaction, 317
C
Company personnel/compensation
review, 69, 88
compensation, 73–74
bonus plan, 77–78
compensation system,
74–76
other benefits, 79–80
pension plan, 76–77
profit-sharing plan, 77
stock option plan, 78–79
employment contracts, 80
noncompete agreements, 81
nondisclosure contracts,
81–82
and special compensation
arrangements, 80–81
G
l
a
d
s
t
o
n
e
.
b
o
o
k
P
a
g
e
4
7
7
T
u
e
s
d
a
y
,
J
u
l
y
1
5
,
2
0
0
3
2
:
4
0
P
M
I n d e x
478
Company personnel/compensation
review, continued
organization, 69–70, 320
chart, 70–71
management team
characteristics, 72–73,
323–324
officers and directors, 71–72,
320–323
stockholders, 72
personnel records, 84
employee books/manuals, 85
employee litigation, 86
health insurance, 88
hiring procedures, 85–86
internal records, 84
management records, 86
motivation techniques, 86
other employee benefits, 87–88
payroll records, 84–85
personnel consultants, 87
personnel reports, 85
regulatory agencies, 86–87
ratio analysis, 89
average salary, 89
average sales per employee by
division, 89
benefits as percentage of
payroll, 90
employee turnover, 90
sales per employee, 90
total payroll as percentage of
sales, 90
required information/management
area, 327–329
key questions, 320–327
required information/personnel
area, 329, 335–337
key qu