Bart Clarysse is a Professor of Entrepreneurship at Imperial College Business School in London and Universiteit Gent. He has over 15 years' experience in coaching entrepreneurs and has been a co-founder of several start-ups himself. He is the Director of the Innovation, Entrepreneurship and Design Programme at Imperial College Business School. Sabrina Kiefer is a venture coach on the Innovation, Entrepreneurship and Design programme at Imperial College Business School, which adopts the approach set out in this book. Previously she has worked for the Associated Press, Business Week and the Financial Times.

'The Smart Entrepreneur is a welcome addition to the genre of business books. Full of detailed, practical guidance and real-life examples, it will be of benefit to anyone setting out into the world of entrepreneurial "venturing"' - Anthony Clarke, CEO, Angel Capital Group 'A smart investment for smart entrepreneurs' - Patrick Dunne, Group Communications Director, 3i 'A must read for any entrepreneur with an aspiration for great success. This book offers practical guidance that allows ideas and innovation to flourish while applying the discipline required to develop your business.' - Nigel Grierson, Managing Director, Doughty Hanson & Co. Technology Ventures

• Contents Introduction 1 I Idea creation and evaluation 1. Understanding the fit between opportunities and ideas 9 2. Fine-tuning demand-driven ideas and solutions 20 3. Shaping applications from knowledge-driven ideas 33 II From idea to business proposition 4. Segmenting your market and using preferred witnesses 44 5. Carving out a place in your business environment 72 6. Protecting your business ideas from imitation 87 7.Choosing entrepreneurial strategies for entering new markets 119 III Proof of concept 8. Using prototyping 141 9. Testing the market 153 IV Marshalling resources 10. Setting up venture teams 171 11. Seeking sources of capital 186 12. Introducing the venture roadmap and basic financials 216 Epilogue: the entrepreneurial business case 237 Notes 240 Index 245

Bart Clarysse is a Professor of Entrepreneurship at Imperial College Business School in London and Universiteit Gent. He has over 15 years' experience in coaching entrepreneurs and has been a co-founder of several start-ups himself. He is the Director of the Innovation, Entrepreneurship and Design Programme at Imperial College Business School. Sabrina Kiefer is a venture coach on the Innovation, Entrepreneurship and Design programme at Imperial College Business School, which adopts the approach set out in this book. Previously she has worked for the Associated Press, Business Week and the Financial Times.

'The Smart Entrepreneur is a welcome addition to the genre of business books. Full of detailed, practical guidance and real-life examples, it will be of benefit to anyone setting out into the world of entrepreneurial "venturing"' - Anthony Clarke, CEO, Angel Capital Group 'A smart investment for smart entrepreneurs' - Patrick Dunne, Group Communications Director, 3i 'A must read for any entrepreneur with an aspiration for great success. This book offers practical guidance that allows ideas and innovation to flourish while applying the discipline required to develop your business.' - Nigel Grierson, Managing Director, Doughty Hanson & Co. Technology Ventures

• Contents Introduction 1 I Idea creation and evaluation 1. Understanding the fit between opportunities and ideas 9 2. Fine-tuning demand-driven ideas and solutions 20 3. Shaping applications from knowledge-driven ideas 33 II From idea to business proposition 4. Segmenting your market and using preferred witnesses 44 5. Carving out a place in your business environment 72 6. Protecting your business ideas from imitation 87 7.Choosing entrepreneurial strategies for entering new markets 119 III Proof of concept 8. Using prototyping 141 9. Testing the market 153 IV Marshalling resources 10. Setting up venture teams 171 11. Seeking sources of capital 186 12. Introducing the venture roadmap and basic financials 216 Epilogue: the entrepreneurial business case 237 Notes 240 Index 245

Bart Clarysse is a Professor of Entrepreneurship at Imperial College Business School in London and Universiteit Gent. He has over 15 years' experience in coaching entrepreneurs and has been a co-founder of several start-ups himself. He is the Director of the Innovation, Entrepreneurship and Design Programme at Imperial College Business School. Sabrina Kiefer is a venture coach on the Innovation, Entrepreneurship and Design programme at Imperial College Business School, which adopts the approach set out in this book. Previously she has worked for the Associated Press, Business Week and the Financial Times.

'The Smart Entrepreneur is a welcome addition to the genre of business books. Full of detailed, practical guidance and real-life examples, it will be of benefit to anyone setting out into the world of entrepreneurial "venturing"' - Anthony Clarke, CEO, Angel Capital Group 'A smart investment for smart entrepreneurs' - Patrick Dunne, Group Communications Director, 3i 'A must read for any entrepreneur with an aspiration for great success. This book offers practical guidance that allows ideas and innovation to flourish while applying the discipline required to develop your business.' - Nigel Grierson, Managing Director, Doughty Hanson & Co. Technology Ventures

• Contents Introduction 1 I Idea creation and evaluation 1. Understanding the fit between opportunities and ideas 9 2. Fine-tuning demand-driven ideas and solutions 20 3. Shaping applications from knowledge-driven ideas 33 II From idea to business proposition 4. Segmenting your market and using preferred witnesses 44 5. Carving out a place in your business environment 72 6. Protecting your business ideas from imitation 87 7.Choosing entrepreneurial strategies for entering new markets 119 III Proof of concept 8. Using prototyping 141 9. Testing the market 153 IV Marshalling resources 10. Setting up venture teams 171 11. Seeking sources of capital 186 12. Introducing the venture roadmap and basic financials 216 Epilogue: the entrepreneurial business case 237 Notes 240 Index 245