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EULA
by Carlye Adler, Seth Merrin
The Power of Positive Destruction
Acknowledgments
About the Authors
Introduction: Problems and Opportunities Are Two Sides of a Coin
PART 1: THE IDEA
Chapter 1: Any Industry Can Be Disrupted—Positively
The Next Great Idea Comes from Anywhere
Where Can You Find the Edge?
What’s Israel and Irrigation Got to Do with It?
Notes
Chapter 2: Ask WTF
When Opportunity Knocks, Take It
If You Find the Problem, Find the Solution
Business Is Just a Set of Problems to Solve
Notes
PART 2: LEADING THE INNOVATION
Chapter 3: Create an Unfair Competitive Advantage
Stacking the Deck
Getting Started on My Own
Learning on the Job Is One Way to Do It . . .
Price Right
Out of Control
Beyond Your Control
If You Fail to Plan, You Plan to Fail
Sell, Sell, Sell
What I did wrong and what I learned for next time
Notes
Chapter 4: What Do I Do Now?
It’s So Easy to Get Disrupted
The Curse of the S Curve
The Best Way to Predict the Future Is to Invent It
Our S Curve
Just Say No
Notes
Chapter 5: Business Is a Series of Problems to Solve
Don’t Invest In Something You Know Nothing About
Show Me the Money
Know When to Pack It In
You Can Learn a Lot from Failing
Notes
Chapter 6: Develop Your Unique Selling Proposition
Learn from Others’ Failures
Validate Your Idea with “Smart Money”
Building Credibility Circles
Overcoming the No-Go Issues
The $100 Million Question
Make It Super Simple
Note
PART 3: SHAKING UP THE MARKET
Chapter 7: Launching a Company Is Both Art and Science
Old Habits Are Hard to Break
How to Get the First Customers to Sign: Sell in Groups
Technology—It Gets Better with Age
Expect the Unexpected
Things You Don’t Learn in Business School
Membership Has Its Privileges
Grow Quickly or Die
Note
Chapter 8: Negotiation Skills: Can’t Be in Business without Them
Choose Your Board Members Wisely
Becoming Relevant
Welcome New Members
When Everyone Hates You
Cultivating Friends
Don’t Just Catch Up—Leapfrog
Walk Away
It Was the Best of Times
PART 4: DRIVING THE REVOLUTION
Chapter 9: No Tree Grows to the Sky
Call in Connections
The Thing About Market Forces
Remember the Ripple Effect
What to Do When Things Go South
Don’t Mortgage the Future for the Present
The Times They Are A-Changin’
Notes
Chapter 10: If You Don’t Make Mistakes, You’re Not Trying Hard Enough
It’s All About the People
You Can’t Have It All
When Even the Silver Lining Is Lead
Tell the Truth
When Nothing Will Ever Be the Same
The Worst of Crises Can Fuel the Fight
Notes
Chapter 11: Culture by Design or Culture by Default
If You Don’t Fully Trust Employees, Let Them Go
Admit the Brutal Facts
Hire Partners, Not Employees
No Titles . . .
No Ties . . .
. . . and No Assholes
Invest in People
Constant Improvement Must Be Part of the Culture
Repair the World
It’s Not a Zero-Sum Game
Appendix The Liquidnet Interview: Cultural Fit Questions
The Liquidnet Experience
Other
Afterword: You Can Invent the Future
Index
EULA
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WILEY END USER LICENSE AGREEMENT
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www.wiley.com/go/eula
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