Entrepreneurship for engineers / Prof. Dr. Helmut Kohlert, Prof. Dr.-Ing. Dawud Fadai, Prof. Hans-Ulrich Sachs.

Includes bibliographical references and index.

Online resource; title from PDF title page (ebrary, viewed January 31, 2014).

1 The Spirit of Entrepreneurship; 1.1 Entrepreneurship Today; 1.1.1 Entrepreneurship -- Term out of Fashion or Imperative?; 1.1.2 The Process of Entrepreneurship; 1.2 The Entrepreneurial Ecosystem; 1.2.1 The Economic Relevance of Entrepreneurship; 1.2.2 Societal Entrepreneurial Ecosystem; 1.2.3 Personal Entrepreneurial Ecosystem; 1.3 The Entrepreneurial Mind; 1.3.1 Critical Success Factors to be an Entrepreneur; 1.3.2 Components of an Entrepreneurial Mindset; 1.3.3 Possibility of Teaching an Entrepreneurial Mind; 1.4 Entrepreneurship meets Innovation; 1.4.1 Invention, Innovation, and Imitation.

1.4.2 Entrepreneurs in the Innovation Process1.4.3 The Entrepreneur and the Commercialization of Innovations; 2 Entrepreneurship Reconsidered; 2.1 The Team as Hero; 2.1.1 Importance of Teams and the Special Role of the CEO; 2.1.2 Assembling the Management Team; 2.2 Collaboration with Others; 2.2.1 Cooperation to Achieve Common Objectives; 2.2.2 Importance of Networks; 2.3 Diagnosing the Internal Capabilities; 2.3.1 Knowing the own Strengths; 2.3.2 Knowing the Key for Market and Customer Access; 2.3.3 Appropriability and Complementary Assets; 2.4 Understanding the Industry Dynamics.

2.4.1 Indicators for Upcoming Dynamics in the Industry2.4.2 Porter's 5-Forces to Analyze the Competitive Environment; 2.4.3 Classical Competitive Analysis; 3 Building a New Business; 3.1 Walking through the Innovation Funnel; 3.1.1 Generation of a New Business Idea; 3.1.2 Pre-Field Assessment of the Business Idea; 3.2 Important Components of the Concept; 3.2.1 Turn the Innovative Idea into a Concept; 3.2.2 Innovative Market Offering meets Customer; 3.2.3 Customer Value; 3.2.4 Seizing the Entrepreneurial Opportunity; 3.3 Sales Function in the Business Building Process.

3.3.1 Development of a Sales Process3.3.2 Customer Understanding as a Critical Part of the Sales Process; 3.3.3 Addressing the Business Initiatives of the Customer; 3.3.4 Business Opportunity Analysis; 3.3.5 Sales Strategy to Win the Contract; 3.3.6 Monitoring the Execution; 3.4 The New Business Model; 3.4.1 Value Proposition as Key Concept; 3.4.2 Concept of the Business Model; 3.4.3 Outcomes of the Business Model Analysis; 3.4.4 Reflection of the Business Model with Innovations; 4 Entrepreneurial Strategies; 4.1 Strategic Thrust of the Entrepreneurial Company.

4.1.1 Entrepreneurial "Big Picture"-Perspective4.1.2 OSA-Process; 4.1.3 Leading with Key Performance Indicators; 4.2 Process of Market Segmentation; 4.2.1 Strategic Questions in the Segmentation Process; 4.2.2 Market Segmentation; 4.2.3 Targeting the Right Market Segments; 4.2.4 Differentiation and Positioning of the Market Offering; 4.3 Strategic Options for Entrepreneurs; 4.3.1 Entrepreneurial Strategies; 4.3.2 Complementary Strategies; 4.3.3 Competitive Strategies; 4.4 Back to Basics in Customer Understanding; 4.5 Developing the Entrepreneurial Strategy; 5 Formulating the Business Plan.

The objective of this book is to provide future entrepreneurs in start-up companies, medium-sized enterprises, and corporations with knowledge and a set of tools that they can immediately use to develop their entrepreneurial mindset. The book has a clear focus on the needs of engineers; it covers business cases, experiences from entrepreneurs, and examples from industry to optimize the learning benefit.

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