KNOWLEDGE CENTER OUTLINE    back to KNOWLEDGE CENTER home

| Who We Are | What We Do | Customers | Entrepreneurship |
| Venture Capital | Business Planning Tools | Marketing Planning Tools |
| Sales Planning Tools | The Competitive Edge |
| Partners| Recruiting & Team Building |

Who We Are

   FAQs
   Our Mission
   Our Team
      Jack Derby
      Tim Huber
      Dennis Maguire
      Jan Olmstead
      George Pilla
      Frank Porter
      George Simmons

What We Do

   What We Do
      Business Plans
      Company Analysis
      Recruiting
      Restarting Companies
      Sales Management
      Senior Management Coaching
      Senior Management Coaching (powerpoint pres.)
      Strategic Planning
      Strategic Planning Facilitation
      Venture Capital Financing

Customers

   Testimonials
      Customer Testimonials
      Our Team Building Customers (powerpoint pres.)
   Who They Are
      Customer Detail
      Customer Detail (2)
      Recruiting Assignments (powerpoint pres.)

Entrepreneurship

   Board Meetings
      Being A Board Member in 2002
      Directors & Board Structure (powerpoint pres.)
      Getting the Fear Out of Public Speaking
      Independent Board Members
      Listening To Your Board
      Managing Your Board-Succession
      Outside Directors (1)
      Outside Directors (2)
      Reengineering The Board 2003
      Running Board Meeting & The Conference Phone
   Building The Team
      10 Tips to Keep Motivated Employees
      Advisory Team 2003
      Are You Hiring A Level Players
      Are You Marked For Greatness
      Considerations On Hiring Senior Management
      Crash Course in Management Communication
      Fighting The War For Top Talent
      Finding & Hiring Great Employees
      Finding Real Talent
      Hiring Awesome Employees
      Hiring Consultants
      Hiring Tools (powerpoint pres.)
      Hiring Top Talent
      Hiring Your First Employees
      Hiring Your Law Firm
      Independent Board Members
      Interview Practices & Questions
      Key Employees
      Operating With a Troublesome Entrepreneur
      Outside Directors - 1
      Outside Directors - 2
      Private Companies Directors July 2003
      Sam Walton's 10 Rules of Success
      Screening Candidates Successfully
      Setting Core Values
      Staying in Fighting Condition
      Successful Entrepreneurial Characteristics - 1
      Successful Entrepreneurial Characteristics - 2
      Successful Entrepreneurial Characteristics - 3
      Successful Screening Practices From Inc's 500 Leaders
      The Right People
      There's No Shortage Of Top Talent
      Using Employees Stock
      What's So Hard About Building A Strong Management Team
      Who's The Boss
   Creating Business Plans
      Business Plans 2001 (powerpoint pres.)
      Cool Business Plan Tools
      Creating The Winning Business Plan
      Customer Voice Process (powerpoint pres.)
      Family Owned Businesses
      How Do You Handle Extraordinary Growth
      More Business Planning Basics
      The 5 Myths of Entrepreneurship
      The Difficult Business of Selling Your Business
   Leadership
      Authentic Leadership
      Balancing Life... Entrepreneurship & Home
      Boundless Energy
      Building Teamwork & Loyalty
      CEO Health
      Controlling Interest
      Creating Core Values
      Get a Personal Edge When Pitching Investors
      Getting the Fear Out of Public Speaking
      Handling Telephone Conferences
      Improve Your Communication Skills
      Jack's Thoughts on Leadership - Magazine Interview
      John Kotter's Interview on Leadership
      Key Employees
      Leadership 2002 (powerpoint pres.)
      Leadership - October 2002
      Leadership From The Movies
      Leadership is Balance
      Leadership Qualities
      Leadership Traits 2002
      May Be The Best Time For A Startup
      Motivating Your Employees
      Pain is the Greatest Teacher
      Private Companies Directors
      Quick Steps to Powerful Management Communication
      Rules of Good Management Are Same In Good
      Running Effective Meetings
      Secrets of Growth
      Successful Entrepreneurial Characteristics - 1
      Successful Entrepreneurial Characteristics - 2
      Successful Entrepreneurial Characteristics - 3
      Ten Tips For Communicating Change
      The Origin of the Entrepreneurial Species
      Weathering the Storm
   Lessons Learned
      Alex Laats Lessons Learned 10-250 (6-2002) (powerpoint pres.)
      CEO's Notebook-Tom Stemberg
      Chromatics Case Presentation (powerpoint pres.)
      Chuck Digate - MIT Enterprise Forum (powerpoint pres.)
      Creating Value -The Neiman Marcus Story (powerpoint pres.)
      Entrepreneurs Biggest Problems 2003
      Family Owned Businesses
      Fortune's Top Picks
      Frank Manning CEO, Zoom MIT 2001 (powerpoint pres.)
      How Do You Handle Extraordinary Growth
      Jon Carson - Lessons Learned 2003 (powerpoint pres.)
      Lessons from the Field
      Lessons Learned on Management Terry Maguire Polaris Ventures (powerpoint pres.)
      Maximizing What You Get From the Sale Of Your Company
      Mike Fitzgearald - MIT (June 2002) (powerpoint pres.)
      Mike Shanahan, Founding Partner, Egan Managed Capital at MIT 2001 (powerpoint pres.)
      MIT Lessons Learned Enterprise Forum (powerpoint pres.)
      Net Gains-Lessons Learned
      One Entrepreneur's Perspective Greg Erman, CEO, Marketsoft (powerpoint pres.)
      Pain is the Greatest Teacher
      Paul Gasparro MIT Venture Forum 2001 (powerpoint pres.)
      Restarting Your Business (powerpoint pres.)
      Selectech Case Presentation (powerpoint pres.)
      Serac Case Presentation (powerpoint pres.)
      Successful CEO Lessons Learned
      The Difficult Business of Selling Your Business
   Need More Advice
      Entrepreneurial Organizations
      Entrepreneur's Industry Sites
      Entrepreneur's Reading List
      Great Bootstrapping Secrets 45 Ideas that Can Save Your Business Money
      Online Resources-Business Information
      Online Resources-Business Products Information
      Online Resources-Personal Financial Information
      Selecting Small Business Service Portals
      Senior Management Coaching (powerpoint pres.)
   Success Characteristics
      Advisory Team 2003
      Balancing Life & Family
      Balancing Life... Entrepreneurship & Home
      Burned Out
      Choosing Your Board
      Delivering Bad News
      Entrepreneur At Work
      Get a Personal Edge When Pitching Investors
      Getting the Fear Out of Public Speaking
      Giving Praise
      Managing Innovation In Your Company
      Networking Skills for the Entrepreneur
      Operating With a Troublesome Entrepreneur
      Quick Steps for Powerful Management Communication
      Rules of Good Management Are Same in Good
      Running Effective Meetings
      Secrets of Growth
      Self Assessment in Key To Attracting Investment
      Serial Entrepreneurs Who Succeeds
      Setting Core Values
      Should You Buy A Business In These Times
      Starting The Start Up
      Staying in Fighting Condition
      Succesful Entrepreneurial Characteristics-1
      Succesful Entrepreneurial Characteristics-2
      Succesful Entrepreneurial Characteristics-3
      The 5 Myths of Entrepreneurship
      The Origin of the Entrepreneurial Species
      Who's The Boss

Venture Capital

   Knowing the Rules
      Alternative Financing Sources
      Angels & Early Stage VC's
      Avoid Being Stuck By Stock Grants
      Buyouts in 2001
      Capital Markets Update Fall 2002 (powerpoint pres.)
      Choosing Your Board
      Company Structures & Contracts
      Corporate Venture Capital
      Delivering Bad News
      Different Financing Sources
      Dilution
      Do you stand a chance of getting venture capital
      Dos & Don'ts of Business Plans
      Dot Com Dominoes
      Employees Stock Thoughts
      Entrepreneur Perspective on VC's Greg Erman, CEO MarketSoft (powerpoint pres.)
      Equity As Compensation
      Evaluating a Venture Firm
      Finance 101 & More
      Finding Venture Money PriceWaterhouseCoopers
      First Ten Rules of Raising Money
      Funding Early Rounds
      Funding Options
      Fundraising Basics (powerpoint pres.)
      Garage.com Raising Money 0501 (powerpoint pres.)
      Get a Personal Edge When Pitching Investors
      Going for the IPO (powerpoint pres.)
      Incubator Smackdown
      Incubators and dotcoms (PDF file)
      Innovation in the Current Venture Economy
      IT's About Who You Know
      John Hession Testa Hurwitz Structuring The Deal 0501 (powerpoint pres.)
      M&A Alternatives
      Networking & Perfecting Your Venture Pitch (powerpoint pres.)
      Not All Successes Need Venture Capital
      Raising Cash In Crunch Times
      Raising The Second Round
      Reverse Merger (PDF file)
      Rules of Due Diligence
      Sales & Marketing Rules for High Tech Startups
      SBA Overview
      Seed Capital 2003
      Self Assessment is Key To Attracting Investment
      Stock Option Buybacks
      Strings Attached
      Taking Stock As A Service Provider
      Ten Hazards to Securing Venture Capital 2003
      The 5 Myths of Entrepreneurship
      The First Meeting
      The Fundraising Process
      the Importance of an IP Strategy
      The New Face of Venture Capital
      The Realist - The Death of Gut Instinct in Venturing
      Thinking About Valuation - 1
      Thinking About Valuation - 2
      Thinking About Valuation - 3
      Understanding How Venture Capitalists Think
      Understanding The Venture Capital Process
      Valuation Pre & Post Money
      Valuations 2002 (PDF file)
      VC Pitch Slide Template (powerpoint pres.)
      Venture Capital 101
      Venture Capital, September 2001
      Venture Capital Basics - 1
      Venture Capital Basics - 2
      Venture Capital Basics - 3
      Venture Capitalists Still Love
      Venture Firms & Valuation Issues
      Venture Firms Return to the Basics
      Venture Perspective from Ann Winblad
      Venture Terms
      Venture Terms #2
      Want Money? Revenue and Patience are Fundamental
      What Are Your Options
      Writing a Winning Executive Summary
      You Don't Always Need Venture Capital!
   Where To Go
      Angel Investor Sources
      Boston Venture Spreadsheet 2002 (excel spreadsheet)
      Mezzanine Debt People
      Potential Healthcare Investors (excel spreadsheet)
      Primary Investment Banks in Boston
      Venture Capital Firms in the Boston Area
      Venture Spreadsheet 2002 (excel spreadsheet)

Business Planning Tools

   Creating Business Plans
      Business Planning Basics
      Business Plans 2001 (powerpoint presentation)
      Cool Business Plan Tools
      Creating The Winning Business Plan
      Customer Voice in Your Business Plan (powerpoint presentation)
      Do's & Don'ts of Business Plans
      MIT Fall Workshop Presentation on Managing Burn Rate (powerpoint presentation)
      Seven Steps to Successful Turnarounds
      Short History of the Tech Market
      The Difficult Business of Selling Your Business
   Creating Strategic Plans
      Creating The Winning Business Plan
      Customer Satisfaction Strategy (powerpoint presentation)
      Strategy Setting Five Steps (powerpoint presentation)
      Strategy 2001 (powerpoint presentation)
      Stratregy Focused Companies... A case study
      The Strategic Audit

Marketing Planning Tools

   Creating A Winning Marketing Plan
      A PR Primer for Software CEO's
      Derby Marketing Plan Manual
      Derby Marketing Planning Tool
      Marketing in 2003
      Marketing Plan Sample (PDF file)
      Marketing Planning 2000 (powerpoint presentation)
      Marketing Tools Branding Segmentation (powerpoint presentation)
      Writing the Marketing Plan - The Basics
   Market Research Tools
      Basic Market Research Tools
      Customer Voice Process (powerpoint presentation)
      Do You Need Market Research
      Market Research Process (powerpoint presentation)
      Market Research 2001
      Market Research Process Flow
      Marketing Tools Branding Segmentation (powerpoint presentation)
   Marketing Basics
      5 Ways to Avoid Mistakes in Direct Mail
      Brainstorming For Results
      Branding
      Creating Buzz
      Creating Effective Search Engine Placement
      Direct Response Marketing Plan Basics
      E Marketing Tips
      Email Newsletters
      Gathering Customer Data...The New Market Research
      Gathering Customer Data
      Great Web Marketing Tactics
      Hits, Clickthroughs or Unique Web Visitors
      How Do You Change Customer Behavior
      How Do You Get Your Product on Home Shopping Network
      How to Acquire New Customers on the Web
      How to Get Cheap PR
      Make It Easy For People To Find You on the Web
      Marketing Basics
      Marketing in 2001-Get on Board Now!
      Marketing Tools Branding Segmentation (powerpoint presentation)
      Naming Your Company
      Pricing Strategies on The Net
      Successful Brainstorming (powerpoint presentation)
      Successful Search Engines
      Using Email Effectively
      Word Of Mouth Marketing

Sales Planning Tools

   Creating The Key Account Plan
   Creating The Winning Sales Plan
      Customer Voice Process (powerpoint presentation)
      Figuring Out Channels
      Key Account Management Process Example (powerpoint presentation)
      Key Account Management Profile Example
      Maximizing the ROI of Your SalesPeople
      Principles of Sales Compensation (powerpoint presentation)
      Sales Planning Templates
      Strategic Sales Plans 2000 (powerpoint presentation)
      The Sales Plan Detailed
      World Class Sales Planning (powerpoint presentation)
   Sales Tactics & Hints
      10 Rules For The New Sales Manager
      7 Easy Ways To Increase Sales
      7 Hints To Successful Negotiations
      An Amazing Salesperson!
      Asking About Competitors
      Channel Management - More Advanced
      Channel Management - The Basics
      Closing The Sale To A Committee
      Coaching the Sales Plan
      Complex World of Sales Management
      Creating a Simple Sales Plan
      Creating An Effective Case Study Presentation
      Creating an Effective Customer Service Plan
      Creating Customer Care
      Creating Customer Testimonials (powerpoint presentation)
      Creating Effective Sales Training
      Effective Sales Mentoring
      Following Up With Customers
      Fundamentals of Sales Management
      Generating Sales Referrals
      Get More Sales - Ask Better Questions
      Giving Pricing
      Going Global
      How Do You Change Customer Behavior
      How Do You Get Your Product on Home Shopping Network
      How to Acquire New Customers on the Web
      Improving Sales Performance #1
      Improving Sales Performance #3
      Interviewing Skills
      Listening Skills
      Managing Sales in the Internet Economy
      Maximizing the ROI of Your SalesPeople
      Middle of the Road Sales Performers
      Negotiating Tactics (powerpoint presentation)
      Running Effective Weekly Sales Meetings
      Sales & Marketing Rules for High Tech Startups
      Sales Forecasting #1
      Sales Hints - October 2002 (powerpoint presentation)
      Sales Hiring Hints
      Sales Process (powerpoint presentation)
      Sales Process Hints (powerpoint presentation)
      Sales Research Shows - 1
      Sales Research Shows - 2
      Salesforce Hiring Mistakes
      SalesTraining Skills Plan (powerpoint presentation)
      Selling in An Internet Economy (powerpoint presentation)
      Selling in An Internet Economy 2 (powerpoint presentation)
      Selling Means Learning to say Sorry
      Selling to CFO's (PDF file)
      Strategic Sales Plans 2000 (powerpoint presentation)
      Successful Search Engines
      Surviving a Recession
      Territory Management
      The 4 Reasons People Don't Buy
      The Myths of Selling
      The Unprofitable Customer
      Tips to Improve Teleselling!
      Using Questions to Close
      Weathering the Storm
      What Salespeople are Looking For
      What the Art of Selling is Not
   Sales Tools
      BusDev Plan Example
      Competitors Assessment Worksheet Example
      Creating An Effective Case Study Presentation
      Creating an Effective Customer Service Plan
      Creating Customer Testimonials (powerpoint presentation)
      Customer Tier Segmentation Example
      Customer Voice Process (powerpoint presentation)
      Developing A Sales Partnering Strategy 2003
      Director or Vice President of Sales Job Description
      Evaluating CRM Systems
      Forecasting Model Examples (Excel document)
      How Do You Change Customer Behavior
      How to Acquire New Customers on the Web
      How to Create CRM Success
      Implementing CRM
      Implementing Successful CRM Solutions
      Key Account Plan Template Examples
      Lead Tracking Model (powerpoint presentation)
      Negotiating Tactics (powerpoint presentation)
      PAYBACK Calculator Supplier-Profile Systems (Excel spreadsheet)
      Pitfalls in Implementing CRM
      Proposal Template (Word document)
      Regional Manager Agreement
      Rep Assessment Guidelines
      Sales Action Plan Guidelines
      Sales and Marketing Effectiveness 2003
      Sales Candidate Screening Questions
      Sales Channels & The Entrepreneur (powerpoint presentation)
      Sales Force Sizing Process Example (powerpoint presentation)
      Sales Manager Model (powerpoint presentation)
      Sales Reference Resources
      Sales Rep Survey
      Sales Training Basics (powerpoint presentation)
      Sales Training Skills Plan (powerpoint presentation)
      Selling to CFO's (PDF file)
      Types of IT ROI's
      VP Sales Profile (powerpoint presentation)
      What Is Sales Leadership (powerpoint presentation)
   Sales Effectiveness (PDF file)

The Competitive Edge

   The Competitive Edge
      November 2004 Newsletter
      October 2004 Newsletter
      September 2004 Newsletter
      July 2004 Newsletter
      June 2004 Newsletter
      May 2004 Newsletter
      April 2004 Newsletter
      March 2004 Newsletter
      February 2004 Newsletter
      January 2004 Newsletter
      November 2003 Newsletter
      October 2003 Newsletter
      September 2003 Newsletter
      August 2003 Newsletter
      July 2003 Newsletter
      June 2003 Newsletter
      May 2003 Newsletter
      April 2003 Newsletter
      March 2003 Newsletter
      February 2003 Newsletter
      January 2003 Newsletter
      December 2002 Newsletter
      November 2002 Newsletter
      October 2002 Newsletter
      September 2002 Newsletter
      August 2002 Newsletter
      July 2002 Newsletter
      June 2002 Newsletter
      April 2002 Newsletter
      March 2002 Newsletter
      February 2002 Newsletter
      January 2002 Newsletter
      July 2001 Newsletter (PDF file)

Partners

   Business Associations
   Financial Services
      About George Pilla
      Financial Services Firms We Recommend
   Insurance
   Law Firms
   M&A Services
   Marketing Firms
   Other Consulting Firms

Recruiting & Team Building

   Recruiting & Team Building
      10 Tips to Keep Motivated Employees
      Advisory Team 2003
      Are You Hiring A Level Players
      Are You Marked For Greatness
      Background Checking On The Web
      Balancing Life & Family
      Burned Out
      CEO Profile Example
      Compensating Your Sales People Effectively
      Considerations On Hiring Senior Management
      Crash Course in Management Communication
      Creating Effective Sales Training
      Delivering Bad News
      Director or Vice President of Sales Job Description
      Equity - Preserve or Share
      Fighting The War For Top Talent
      Finding & Hiring Great Employees
      Finding Real Talent
      Giving Praise
      Hiring & The Law
      Hiring Awesome Employees
      Hiring Tools (powerpoint pres.)
      Hiring Top Talent
      Hiring Your First Employees
      How To Avoid Hiring A Bad Employee
      How to Find Management Talent
      Improve Your Communication Skills
      Internet Recruiting
      Interview Practices & Questions
      Management Appraisals
      Managing With The Right People
      Motivating Your Salespeople
      Negotiating Severance with the Job Offer
      Our Team Building Customers (powerpoint pres.)
      Quick Steps for Powerful Management Communication
      Resisting the Counter Offer
      Running Effective Meetings
      Sales Hiring Hints
      Sales Manager Model (powerpoint pres.)
      Salesforce Hiring Mistakes
      Sales Training Skills Plan (powerpoint pres.)
      Sam Walton's 10 Rules of Success
      Screening Candidates Successfully
      Selecting The Perfect VP of Product Development
      Setting Core Values
      Successful Screening Practices From Inc's 500 Leaders
      Supporting Cast Makes The Difference
      The Truth About Internet Recruiting
      There's No Shortage Of Top Talent
      VP Eng Job Description
      VP Eng Job Profile
      VP of Marketing Profile
      VP Sales Profile (powerpoint pres.)
      What Salespeople are Looking For
      What's So Hard About Building A Strong Management Team

Derby Management
399 Boylston Street, Boston, MA 02116
Tel: 617-292-7101
Bondville, VT 05340
Tel: 802-297-2766