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Explore the Entrepreneurship.org Resource Center to find resources. Designed with entrepreneurs in mind, our resource center allows you to find materials to grow great ideas.
Rather than viewing compensation plans as a motivational tool, this entrepreneur believes they should be considered a means for managing risk and protecting the company's cash assets. He explains his firm's model, which is based on transferring more risk to sales associates, sharing resources across clients, and tying a portion of base salary to reaching certain revenue-related milestones.
Pharmaceutical companies are trying to adapt their marketing to an increasingly digital world. To get a handle on this environment, one company has appointed a digital advisory board of marketers from other industries.
PPD's new CEO Ray Hill brings global knowledge and experience that will help the CRO succeed in today's healthcare business landscape. Read more on CROs and global entrepreneurship.
Pharma reps at GSK are selling their products in a new way. The emphasis is more on communicating a drug's benefits and risks than trying to sell as much as possible. Read more about this change in approach to sales.
Making customers happy is the key to an entrepreneur's single most important job--identifying, finding, and keeping customers, says the founder of one of the country's premier direct-mail businesses. Company owners must devise a system for maintaining rapport with buyers even as the business grows, the author advises. Included are suggestions for doing so, such as selecting the right products for the right customers and offering money-back guarantees.
Vic Verma joined Savi Technology in 1990. He previously held the positions of vice president of engineering and chief operating officer at Savi, before becoming president and chief executive officer in 1997. As VP of
Engineering, Vic helped design and develop Savi's product offerings, and as COO, he helped negotiate the acquisition of Savi by Texas Instruments in 1995. In 1997, the unit was sold to Raytheon. Vic led the management buyout of Savi from
Raytheon in May 1999. He earned a B.S. degree from the Florida Institute of Technology, an M.S.E. degree from the University of Michigan, and an Advanced Engineers degree from Stanford University, all in electrical engineering. He also
completed all the coursework and passed the qualifying exam for his Ph.D. candidacy in electrical engineering from Stanford University before leaving to join Savi. In addition, he attended the executive management program for CEOs at
Harvard Business School, the AEA Executive Institute at Stanford University, and the Financial Management Program at the University of California-Berkeley. Vic has been granted eight patents and has several other patents pending. In 1994,
his DF/Tag product was recognized as the "Most Innovative Technology Developed by a Small Business" by the White House Office of Science and Technology. In 1999, he was the recipient of Florida Institute of Technology's Distinguished
Market research results can help an entrepreneur change company behavior. To that end, this author recommends a ten-step plan for tapping the power of focus groups to conduct research that is immediately actionable.
Turner is a producer at Electronic Arts specializing in action-hero titles. She is working on her second James Bond game and recently completed production on the Gameboy Advance version for release this November. Turner
joined EA from another area of entertainment and technology: digital music. In 1999 she co-founded and led Gigabeat, a Kleiner Perkins company. Gigabeat provided music personalization and delivery technology and was acquired by Napster in
2001. Prior to Gigabeat, she worked on a series of projects in film and online music in Los Angeles. Turner holds a M.S. and B.A. from Stanford University.
During my years at the Kauffman Foundation I have seen firsthand the effect that education can have on the development of entrepreneurs and their companies. The entrepreneurs with whom I have worked have taken the lessons they have learned and applied them to great effect in their endeavors as founders. These entrepreneurs benefited from opportunities to learn critical skills, and from gaining an understanding of crucial decisions or junctures that often can derail entrepreneurial businesses.
Leaving presentations to chance is like embarking on a trip without a map (hat tip to Amanda Schnieders for the metaphor). If you don't know where you're headed and how you'll get there, you may not reach your destination.
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