THE E-MYTH REVISITED: A SUMMARY
This is a summary of Michael E. Gerber's book, The E-Myth Revisited. Michael feels the entrepreneurial myth is that people who start small businesses are entrepreneurs. This is why most businesses don't work. His book explains what to do about it.
Introduction
Idea 1
Entrepreneurs risk capital to make a profit.
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Idea 2
The Turn-Key revolution is changing who goes into business how they do it, and their likelihood for survival.
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Idea 3
The business development process, when it is systemized and applied purposefully by a small business owner has the power to transform.
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PART I: THE E-MYTH AND AMERICAN SMALL BUSINESS
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Chapter 1
The Entrepreneurial Myth
After meeting thousands of businesspeople, Mr. Gerber feels if the entrepreneur existed inside them, it was only for a moment.?What was left was only a myth that grew out of a misunderstanding about who goes into business and why. He believes most small businesses are not started by entrepreneurs.
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The Entrepreneurial Seizure
He describes this as someone who is working for someone else and performing technical work. Good at this work. And one day, for whatever reason was stricken with an entrepreneurial seizure and uncontrollable need to start your own business.
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The Fatal Assumption
Many fall victim to the assumption that because they understand the technical work of a business, they understand a business that does that technical work.
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These things are not the same.?The fact that they know how to perform the technical work of the business is their single greatest liability.
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The technician suffering from an entrepreneurial seizure takes the work he loves to do and turns it into a job.
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Chapter 2
The Entrepreneur, the Manager, and the Technician
Anyone who starts of business is acting as three people in one.?The Entrepreneur, the manager and the technician.
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The Entrepreneur
The visionary who craves control of the future and sees nothing but opportunity.?Lives in the future.
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The Manager
The pragmatic planner who loves order, hates chaos and invariably sees problems.?Lives in the past.
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The Technician
The doer who gets things done.?Loves to tinker.?Loves to work.?Lives in the moment.
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Chapter 3
Infancy: The Technician’s Phase
There are three phases of a business’s growth:
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Infancy
In the first phase of a business started by a technician, they work a zillion hours.?The owner of the business and the business are one and the same.
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The business itself becomes The Boss you thought you were going to get away from.?
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For the technician, the selfish desire to do the work they love is precisely what is holding the business back.
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Chapter 4
Adolescence: Getting Some Help
So you hire help. Most at this stage perform management by abdication, rather than delegation. At first it’s great, but then balls start to drop. And you realize no one cares about your business the way you do.?
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Chapter 5
Beyond the Comfort Zone
The technician’s comfort zone is defined by how much they can do themselves.?
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Getting Small Again
Rather than solve these problems and grow sometimes businesses up for the solution of going back to being small.
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Going for Broke
The other alternative is to just keep going faster and faster until it self-destructs under its own momentum.
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Adolescent Survival
He feels the most tragic possibility of all for an adolescent business is that it actually survives!?Through great determination and insane hours, you manage to persevere and continue your insane lifestyle.?Horrible.
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A mature company is started differently from the very beginning.?It’s about building a business that works without you, not building a business because of you.
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Chapter 6
Maturity and the Entrepreneurial Perspective
The Entrepreneurial Perspective
This is an outline from Tom Watson the founder of IBM.
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The entrepreneur asks “How must the business work?” while the technician asks “What work has to be done?”
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The Entrepreneurial Model
The entrepreneurial model sees the business as the product itself.?When entrepreneurs create a business model, they ask “where is the opportunity.”?They create a solution that solves the frustrations of certain group of customers.?The solution is what the customer wants, not the Entrepreneur, so it is critical to have a clear picture of exactly who that customer is.
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PART II: THE TURN-KEY REVOLUTION: A NEW VIEW OF BUSINESS
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Chapter 7
The Turn-Key Revolution
He feels the Turn-Key Revolution was the ultimate balanced model of a business that works.
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The Franchise Phenomenon
He uses McDonald’s as a case study.
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The Most Successful Small Business in the World
This is what McDonald’s calls itself to this day. Ray Kroc created a model upon which an entire generation of entrepreneurs have built their fortunes.
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Turning the Key: The Business Format Franchise
This is an entire system of doing business. It means the true product of business is the business itself.
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Selling the Business Instead of the Product
Business-as-a-product will only sell if it works without you.
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Chapter 8
The Franchise Prototype
The Business Format Franchise really is a proprietary way of doing business that successfully differentiates itself from every one of its competitors.?To an extent, every great business in the world is a franchise. How do you build yours?
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Chapter 9
Working On Your Business, Not?In?It
Your business is not your life.
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Pretend that your business will be the prototype for 5,000 more just like it.?Here are rules to follow to build a winning business:
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If your business depends upon finding people highly skilled people, it will be impossible to replicate. You want your business to be systems dependent rather than people dependent.?
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PART III: BUILDING A SMALL BUSINESS THAT WORKS!
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Chapter 10
The Business Development Process
Innovation
It is not to come out of the demands and Ovation, but the process by which it is sold. I am your innovative energy toward determining how your business does business. What is standing in the way of your customers getting what they want? Innovation is the mechanism through what your business identifies itself in the mind of your customers, and establishes its individuality. The results are a quantifiably verifiable profile of your customers perceived needs and unconscious expectations. Innovation is the signature of a bold imaginative brand.
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Quantification
Quantify everything. You’ll learn which numbers are critical and which are not. Without numbers you can’t possibly know where you are.
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Orchestration
If you haven’t orchestrated it, you don’t own it. And if you don’t want it, you can’t depend on it. And if you can’t depend on it, you don’t have a franchise. And by “franchise” in this instance, he means a proprietary way of doing business that differentiates you from everyone else.?Unless your unique way of doing business can be replicated every single time you don’t own it. You must have a system that provides the vehicle to facilitate predictability.?An orchestrated system means your people provide predictable results, giving a customer what they want every single time.
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This is a never ending process. You must continue to innovate, quantify and orchestrate. The process is dynamic because the world is dynamic so it must constantly evolve and be tested.
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Chapter 11
Your Business Development Program
In this chapter he explains the 7 steps of a Business Development Program:
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The rest of the book walks you through the steps in detail.?
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Chapter 12
Your Primary Aim
Define your Primary Aim by asking questions that clarify what you want your life to be.?Without this clarity how would you know the first steps to take? How would you measure your progress or know how far you’ve gone?
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?Before you start a business ask yourself the following:
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Chapter 13
Your Strategic Objective
The First Standard: Money
How much money do we need to live the life we want and retire like we want?
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The Second Standard: An Opportunity Worth Pursuing
Can this business fulfill the financial standards you’ve created for your primary aim and your strategic objective?
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What Kind of Business Am I In??
A commodity is the item with which your customer walks out of the store.?But the product is what your customer feels as they walk out of your business.?What feeling are you selling? Peace of mind? Power? Love?
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Who Is My Customer??
Every business has an essential demographic model or a most probable customer. What motivations propel that customer? How successfully can you satisfy the emotional or perceived needs in the customer’s mind?
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Standards Three Through….?
Are you going to be local, regional, or global? Are you going to be retail or wholesale? What other questions do you need to ask yourself?
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GRKKT: Here the author provides a great case study on putting all of the above into action.
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Chapter 14
Your Organizational Strategy
In this chapter, Michael tells a story of Jack and Murray, who went into business together. At first things were great, and everything was organized, but as they grew, they begin to have problems.?
Organizing Your Company?
You should outline all shareholder and employee positions clearly, defining who does what. From Chief Operating Officer to VP of Finance to VP of Sales to VP of Marketing to the Service Manager to Accounts Payable, write up all the titles and outline all the job descriptions. Create an org chart.?Your organizational chart comes from your strategic objective, which is driven by your primary aim.
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As Jack and Murray’s business grows, they have a clear understanding for which positions they need to hire.
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Prototyping the Position: Replacing Yourself with a System
If Jack and Murray’s business is going to survive, they must find people to do the tactical work so they can focus on the strategic work. For example, they must create a Sales Operations Manual.?In the book, Michael goes into more detail as to what this means.