Start at the End: How Companies Can Grow Bigger and Faster by Reversing Their Business Plan

Praise for Start at the End

"Start at the End shows business owners how to dream big . . . and then achieve those dreams."
MARSHALL GOLDSMITH, Author of New York Times bestsellers, MOJO and What Got You Here Won′t Get You There

"A company without a vision can′t succeed. And a vision without a plan is the recipe for failure. Start at the End shows you how to get both the right vision and the right plan to achieve it. Proceeding in business without this is foolish."
KEVIN HARRINGTON, ABC Shark Tank Judge and Author, Act Now!: How I Turn Ideas into Million–Dollar Products

"If you want to do more faster and excel as an entrepreneur, you better have the right vision and plan. Start at the End helps you to get it right."
BRAD FELD, Managing Director of Foundry Group and Coauthor, Venture Deals and Do More Faster

"Can′t understand why your business isn′t growing the way you want it to? Read Start at the End. This straightforward book will put you on the path to success, show you the steps to take, and provide the tools you need to stay on track until you reach your goal."
RIEVA LESONSKY, CEO, GrowBiz Media

Whether your goal is selling millions of your product or service, expanding operations to a new location, or generating more profits, Start at the End provides a unique approach and action steps for business owners and entrepreneurs to redevelop your business plan and achieve ultimate success. You′ll learn how to re–create your long–term vision and then make continuous progress in achieving that vision while continuing to hit your short–term goals. Start at the End offers inspiring stories of other entrepreneurs who have achieved success and shows you exactly how to achieve your ultimate goals.

Introduction ix

Chapter 1 The End of Your Business 1

Chapter 2 Confirming the Opportunity 15

Chapter 3 Goals and Milestones 27

Chapter 4 Achieving Your Financial Metric Goals 37

Chapter 5 Achieving Your Business Asset Goals 47

Chapter 6 Systematizing Your Business 57

Chapter 7 How to Out–Market Your Market 73

Chapter 8 Securing and Locking Up Your Customers 89

Chapter 9 Developing Your HR Plan 117

Chapter 10 Documenting Your Strategic Plan 133

Chapter 11 How to Progress Even Faster 145

Chapter 12 Becoming a Better Leader 167

Chapter 13 Multiplier Tactics 187

Conclusion 205

Acknowledgments 209

About the Author 213

Index 215

DAVE LAVINSKY is the cofounder of Growthink, a consultancy that helps entrepreneurs and business owners identify and pursue new opportunities, develop new business plans, raise capital, and build growth strategies. Over the past decade, Growthink has helped thousands of companies develop business plans and achieve massive growth. Personally, Dave has guest lectured at top universities, developed more than 100 business plans, and has written hundreds of articles on entrepreneurship, business planning, and raising capital. He is also a successful serial entrepreneur, having started and exited multiple Internet and product–focused ventures.