What is *Built, Not Born* by Tom Golisano about?

*Built, Not Born* is a practical guide for entrepreneurs, offering actionable strategies for launching, scaling, and exiting businesses. Drawing from his experience building Paychex into a billion-dollar company, Tom Golisano emphasizes entrepreneurial mindset, cash flow management, negotiation tactics, and reputation-building. The book dismantles myths about innate talent, arguing success stems from perseverance, calculated risks, and customer-centric values.

Who should read *Built, Not Born*?

Aspiring entrepreneurs, small business owners, and corporate innovators seeking no-nonsense advice will benefit most. Golisano’s insights are particularly valuable for those navigating startup challenges, leadership transitions, or exit strategies. The book’s focus on actionable frameworks over theory makes it ideal for hands-on learners.

Is *Built, Not Born* worth reading?

Yes, reviewers praise its concise, real-world advice and avoid fluff. Readers highlight its emphasis on attitude over skills, win-win negotiation models, and practical exit planning. While light on academic theory, it’s lauded for actionable takeaways like maintaining cash reserves and fostering brand integrity.

What are the key takeaways from *Built, Not Born*?

- **Entrepreneurial mindset**: Spot unmet needs and embrace calculated risks. - **Business fundamentals**: Prioritize cash flow and operational efficiency. - **Negotiations**: Aim for mutually beneficial outcomes using transparency. - **Reputation**: Consistency in service builds long-term trust. - **Exit strategy**: Sell during business peaks for optimal returns.

What are the main ideas in *Built, Not Born*?

Golisano argues success is “built” through persistence, not innate talent. Key ideas include: - **Attitude over skills**: Grit and adaptability outweigh formal training. - **Cash is king**: Sustain operations by minimizing debt and monitoring liquidity. - **Strategic growth**: Scale only after mastering unit economics. - **Exit readiness**: Prepare succession plans years in advance.

How does *Built, Not Born* approach leadership?

The book stresses leading by example, fostering transparency, and empowering frontline employees to uphold brand values. Golisano advises against micromanaging, advocating instead for hiring self-motivated teams aligned with company culture.

What are Tom Golisano’s core business principles in the book?

- **Integrity**: Never compromise ethical standards for short-term gains. - **Perseverance**: View failures as learning opportunities. - **Customer focus**: Solve tangible problems to drive loyalty. - **Risk management**: Test ideas cheaply before full commitment.

How does *Built, Not Born* recommend handling negotiations?

Golisano advocates “win-win” deals where both parties benefit. Tactics include openly discussing priorities, avoiding zero-sum thinking, and walking away from misaligned offers. He emphasizes relationship-building over transactional exchanges.

Leader si nasce o si diventa?

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Tom Golisano

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Da zero a 28 miliardi di dollari: "Built, Not Born" di Tom Golisano rivela come la vera imprenditorialità richieda meno rischi rispetto alle carriere tradizionali. Nominato da Forbes come uno dei 10 migliori capi d'America, Golisano condivide le strategie controintuitive che hanno trasformato un investimento di 3.000 dollari in un impero.

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Capitolo 1

From Payroll to Billions: The Entrepreneurial Wisdom That Built an Empire

Tom Golisano isn't your typical billionaire. While many assume that reaching his level of success requires ruthlessness or extraordinary luck, his path to building Paychex-now a $28 billion company processing paychecks for one in twelve private-sector American workers-followed a different philosophy. Starting with just $3,000 and a credit card in 1971, Golisano built his empire by questioning industry norms and targeting the "little guys" everyone else ignored. His story has inspired business leaders worldwide, including Warren Buffett who called Paychex "the best business I've ever seen." Beyond business, Golisano has challenged the status quo in politics (running for New York governor three times), sports (revitalizing the Buffalo Sabres), and philanthropy (donating over $250 million to causes including three children's hospitals bearing his name). His contrarian approach to business-focusing on fairness, integrity, and bringing others along-offers a refreshing alternative to the cutthroat stereotypes of entrepreneurship.

Capitolo 2

Entrepreneurship: A Calculated Risk Worth Taking

Most people assume having a job is safer than starting a business. But is that really true? In today's economy, the notion of cradle-to-grave employment has vanished. Companies that once employed tens of thousands-like Eastman Kodak in Rochester, which went from 60,000 employees to fewer than 10,000-demonstrate that traditional employment carries significant risks too. Unlike a business, you can't sell a job or pass it to your heirs. Natural entrepreneurs see the world differently. They constantly analyze businesses, calculating customer volume and profit margins in their heads. While waiting in line at a Cuban cigar factory, my first instinct wasn't to admire the craftsmanship but to ask about sourcing, output, and labor costs. This analytical mindset emerged early in my life-collecting newspapers with a red wagon at age ten, creating a scheme to sell bowling lane tickets to impatient customers at fifteen, and quickly realizing that government work (where I finished an eight-hour postal route by noon but was expected to stretch it) wasn't for me. People come to entrepreneurship through different paths. Some naturally analyze businesses, others want to bring a specific product to market, and some turn to it out of necessity after job loss. My best friend Gene Polisseni initially turned down becoming my Paychex partner, unable to see the potential in payroll processing while running his tire store. After a final pitch in 1977, he agreed to take the Cincinnati territory. Though he did well financially, had he been less risk-averse and joined me in 1971, he would have become far wealthier. The lesson? You don't have to love the product or service; you just have to recognize the potential. Entrepreneurship demands resilience when facing inevitable crises. Early in Paychex's history, our new software failed during a Fourth of July weekend, threatening our ability to deliver payrolls. We worked seven straight days to save our reputation, with friends delivering payrolls by car and motorcycle. I was exhausted, sleeping on my office floor, but my wife Gloria encouraged me: "You can't quit. Just keep putting one foot after another." The rewards of entrepreneurship far outweigh the drawbacks: being your own boss, setting your course, creating something lasting, contributing to the economy, providing employment, and meeting customer needs. You can choose your industry and what you sell-provided you know it thoroughly. Ultimately, entrepreneurship offers control over your life and the ability to create your desired lifestyle. When considering a business's potential success, I look for two crucial factors: the owner's industry experience and their sense of reality. Too often, passion overwhelms common sense, leading to unrealistic market expectations. I also assess attitude-seeking passion and commitment balanced with the humility to learn. Not all entrepreneurs run businesses; some are entrepreneurial employees who take ownership of their role, going beyond satisfying bosses to make the company as successful as possible. These individuals consistently provide good returns on both financial investment and mentoring time.

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Capitolo 3

The One-Page Business Plan: Simplicity in Action

The fundamentals of business success remain unchanged despite technological advances. The most critical aspect of any business can be distilled to simple calculations on a single page. My initial Paychex business plan was exactly that-one page showing operating costs and how many clients I needed to break even. For any business, the math is straightforward: calculate overhead costs (rent, utilities, inventory, salary) and determine how many sales you need to cover expenses and generate profit. I'm skeptical of lengthy business plans that function as doorstops. Who reads a thirty-thousand-word plan? Focus instead on key points and financials that demonstrate viability. Nothing turns off lenders or investors more than exaggerated statements and projections. People often let passion cloud judgment rather than doing simple math to determine profitability. The most important element is accuracy of facts and statistics-wildly inflated projections raise immediate red flags. A good business plan should actually tell you whether to proceed or run away fast. Paychex's first mission statement was simply "Sell clients, service clients, and make money." Sometimes it's as simple as that. While forming a company has become easier with online services and standardized documents, choosing the right legal structure remains complex, especially with annual tax regulation changes. Consider both liability and taxation, but also build in flexibility from the outset. When I started Paychex, I focused only on Rochester with no plans for national expansion, but we eventually brought on partners, sold franchises, consolidated into one corporation, and went public. Had I anticipated potential growth, I would have incorporated from the beginning rather than starting as a sole proprietorship, saving significant legal and accounting fees during later transitions. Different structures have significantly different tax implications. Sole proprietorships provide the least expensive way to form a business but come with significant liability. LLCs require less legal paperwork than corporations and provide personal legal protection from business lawsuits. S corporations have restrictions on shareholders but offer tax advantages, while C corporations have no restrictions on shareholder numbers or types but face different tax considerations. When buying an existing business, always question why someone is selling-there's always a reason. Examine financial statements thoroughly: declining sales or profits are red flags. Be wary of sellers inflating cash revenue that may not be reported or may be exaggerated. Watch for deceptive practices like counting consignment inventory as accounts receivable, which inflates projected income. I evaluate business deals based on return on equity investment. For a business with $100,000 annual profit (after owner's compensation), a $1 million purchase price yields 10% return, while $500,000 yields 20%. I look for 15-20% minimum return-anything less may not cover loan payments. Consider how long it takes to recoup your investment: at $100,000 annual profit on a $1 million purchase, that's ten years.

Capitolo 4

Money Matters: Funding Your Dream

Starting a business without sufficient capital is a recipe for failure, yet banks are often reluctant to lend to small businesses. When seeking funding, you need a quality presentation, solid plan, and smart strategy for using the money. I went four years without taking a paycheck from Paychex-that's the reality of entrepreneurship. Self-financing is ideal if possible. If you're asking others to risk their money, you should be willing to risk your own. Examine your assets-real estate, investments, even collectibles-for potential liquidation. My early Paychex partners funded their businesses by selling their homes or borrowing from family and friends. If you're unwilling to invest in your own business, reconsider your options. It's unrealistic to expect investors or banks to take financial risks while you protect your assets. Without demonstrating personal financial commitment-like getting a second mortgage or selling valuable possessions-convincing others to fund your venture becomes extremely difficult. Banks typically hesitate to lend to small businesses, especially startups, unless you offer liquid collateral or property mortgages. Building strong relationships with bank managers is crucial-my first bank officer eventually became Paychex's CFO. When starting Paychex, I took a second mortgage on my home and obtained consumer loans that were ostensibly for consolidating personal debt but actually funded my company. As an entrepreneur, you sometimes need creative financing solutions. Family funding is valid but comes with complications-relatives know you well, may question your business decisions, and might request repayment unexpectedly. In Paychex's early days, my sister Marie lent me $30,000 from her husband's insurance benefit when we couldn't pay software developers. Without this family support, Paychex might not exist today. Marie and her children became significant shareholders as a result. I took Paychex public at $11 per share after discussions with investment bankers. The IPO raised $7.7 million, which we mainly invested in new computer hardware. I enjoyed running a public company because of the discipline and structure it required. Institutional investors value predictable growth, which Paychex demonstrated consistently. As CEO, I cultivated relationships with investment analysts, finding that the more consistent and predictable your company's profits, the easier it is to work with them. I'm meticulous about financial statements, using a ruler with a built-in magnifying glass to examine every line in detail-a practice that amazed both the Buffalo Sabres' CEO and President Bill Clinton when reviewing budgets. Entrepreneurs who don't understand financial statements are essentially running their businesses blindfolded. Many get into trouble because they operate solely on a cash basis, focusing only on bank balances rather than comprehensive financial health. At Paychex, I discovered a counterintuitive approach to profitability: servicing ten 10-person company payrolls generates 2.5 times more revenue than one 100-person payroll. Larger clients typically receive volume discounts, while the overhead costs of managing multiple smaller clients isn't proportionally higher. Additionally, smaller clients proved easier to sell to because larger companies often had in-house payroll staff and were more price-conscious. This approach helped Paychex achieve a pretax profit of around 38% compared to ADP's 19%. The lesson: question common business assumptions and look for hidden opportunities in your market. My first advice to new entrepreneurs is always "Get a prenup!" Without a prenuptial agreement, business owners in community property states may be forced to sell their company during a divorce settlement. This creates two major problems: being pressured to sell quickly at a suboptimal price, and losing your primary income source. Already married entrepreneurs should consider postnuptial agreements to protect their business.

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Capitolo 5

The Power of Recurring Revenue: Would You Buy What You Sell?

Every company sells something, whether product or service, but the nature of what you sell significantly impacts long-term success. Beyond the actual offering, business formats fall into two categories: recurring and nonrecurring revenue models. I strongly prefer recurring revenue businesses, which I discovered while working as a payroll processing company salesman in the late 1960s. The beauty of this model is selling a service once and delivering it repeatedly to the same customer over years. Unlike selling furniture where customers might not return for decades, payroll processing creates predictable, stable revenue streams that banks, investors and Wall Street appreciate. This predictability extends to growth forecasting-adding 100 new clients allows easy revenue calculation. When choosing what to sell, you must consider six critical questions: Is there a large enough market? Can you make a decent profit margin? Can your company deliver? Does it have longevity? Do you have enough capital? Can you keep up with technological change? Entrepreneurs often dangerously overestimate their market size. I've heard claims like "They'll be lining up to buy this," but in all my years in business, I've never seen that happen for a new venture. When I launched Paychex, my goal was signing 300 clients, which I thought would come quickly. It took four years. My first direct mail campaign to Rochester prospects yielded just six clients from 3,000 mailers-a measly 0.2% return-burning through my entire investment within six weeks. You must ensure you can profit on every unit sold, yet I've met businesspeople who can't immediately tell me their gross profit margin. This margin-selling price minus production cost-must be sufficient to cover corporate overhead when multiplied across all units sold. If competitive pressure prevents price increases and you can't reduce variable costs, your product may not be viable. Before committing to a product or service, examine every step of the production process. Ensure you have vendors and key employees lined up, plus backup strategies if suppliers fail you. Conduct a risk analysis considering everything that could go wrong-material shortages, price increases that affect margins, or production issues. Over three-quarters of products from just five years ago no longer exist. Technology makes many products obsolete, while changing consumer expectations and trends like environmental awareness reshape buying habits. When introducing something new, think ten years ahead to assess extinction risk. A pivotal moment in Paychex's history came when my HR director suggested selling 401(k) administration. This led us into workers' compensation insurance, employee handbooks, and other HR services. Today, Paychex generates over $1.8 billion in payroll services and $1.5 billion in HR services annually. These offerings were profitable because we linked products together-processing payroll for 150,000 clients on Monday meant we could handle 50,000 401(k) plans by Tuesday morning with perfect accuracy. Always look for ways to diversify by using existing capabilities differently or piggybacking products.

Capitolo 6

It's Not a Cash Flow Problem-It's a Sales Problem

When entrepreneurs struggle financially, they often blame cash flow, but the real issue is typically insufficient sales. Most entrepreneurs overestimate their ability to sell their product or service, believing customers will immediately flock to them. Even Paychex, which now gains over a thousand new clients weekly, took four years to reach just three hundred clients. If your business lacks cash, examine your sales productivity first. Nothing happens in a company until someone sells something. Sales and marketing are different disciplines, with business schools often neglecting the critical act of selling-the personal interaction between salesperson and prospect. As an entrepreneur, you should initially sell your product yourself to experience firsthand the objections prospects raise and what motivates buyers. This knowledge becomes invaluable when training your sales team later. Developing an effective sales strategy to identify key prospects is vital. Be creative in reaching your target market and solve the prospecting challenge early. For Paychex, a breakthrough came when I realized CPAs didn't want to process payrolls for their clients-too much work for little reward-which allowed me to reach clients through accountants. This strategy remains successful forty years later. Large clients ("elephants") that account for a significant percentage of your revenue require caution. They take longer to close, demand heavy discounts, and often yield lower profits despite high revenues. Building capacity to service them increases your overhead, leaving you vulnerable if they switch suppliers. Paychex strategically ensures no single customer accounts for more than 1/1000th of total revenue, creating stability and predictability. The only thing stopping a sale is an objection you haven't overcome. Rather than being discouraged by objections, see them as opportunities to return to your sales presentation. Prepare for all possible objections in advance by writing them down and developing clear, logical responses to each concern a potential buyer might raise. Unlike entrepreneurs who disparage competitors, I made it Paychex policy never to criticize competition. Competition keeps a company alert and provides opportunities. My strategy was to compliment competitors, which surprises people and differentiates our approach. Knowing your competition allows you to position your product more favorably-when launching Paychex, I noticed ADP's high minimum charges and set our prices lower, hurting them until they could match our pricing. Finding good salespeople is challenging. When hiring, look for prior sales experience and verify their success through references and performance records. The best salespeople often have competitive sports backgrounds, showing they work hard and are competitive. I once recruited a tire store employee who impressed me with his service attitude, and within years he became a top Paychex salesperson. Effective sales management requires balanced compensation plans-typically a 50/50 split between base salary and commission works best. For expense management, I implemented a simple flat-dollar reimbursement system at Paychex, eliminating the need for receipts and expense reports while reducing administrative burden. We established fair sales quotas based on historical data, breaking them down to weekly targets: forty cold calls, eight presentations, and two new clients per rep weekly. Activity reports allowed comparison between reps and zones, creating accountability.

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Capitolo 7

People Power: The Heart of Your Business

Success doesn't come on a silver platter. Everything I've built was through hard work, enterprise, and necessity-but not alone. I learned early the importance of treating people with respect and encouraging cooperation. My HR philosophy was shaped by witnessing my father's humiliation at work. When I was seventeen, I watched his boss scream at him, calling him "incompetent" and "inefficient." My father, needing the job, took the abuse silently. That day, I made two decisions: never work for someone else, and never treat employees disrespectfully. With corporate culture, you either have one by default or create one aligned with your values. Early Paychex operated like a fraternity, with partners and franchisees largely inexperienced in business. Changing this culture had challenges, like conflicts over annual sales conferences. I refused to allow spouses to attend these work events, despite pushback, because it would reduce the number of salespeople who could participate, create cliques, and increase potential disruptions. Hiring effectively is central to good HR policy-my second hire at Paychex is still there forty-five years later. I believe in hiring for attitude and training for skill. Being selective is crucial given the costs of training and transition time. I'm drawn to candidates who played competitive team sports, showing they like winning in team environments. Persistence pays off too, as with Jack Hartland, who was so determined to join Paychex that he quit his GM job and sold his house before I agreed to hire him. My interviewing approach is deliberately simple and effective. I look for ambitious, energetic people who want to win for themselves and the company. I expect candidates to have thoroughly researched my company before the interview. Understanding why they left previous positions often reveals red flags-like complaining about former employers or giving long-winded explanations. My most powerful technique is silence; how candidates handle pauses tells me volumes about them. Hiring family members creates significant risks because they're difficult to fire. I've seen businesses destroyed when family relationships soured. At Paychex, I implemented an unpopular but necessary no-nepotism policy. When supervisors hire relatives, they face impossible situations if performance issues arise-either productivity suffers from keeping underperforming relatives, or family relationships become strained through termination. My commitment to quality training stems from my negative experience as a young Burroughs Corporation sales rep. We were housed in a converted YMCA in a dangerous Detroit neighborhood, transported by school bus to a factory building for five weeks of training. This disrespectful treatment shaped my philosophy when building Paychex. When expanding our headquarters, we deliberately placed training rooms prominently in the main lobby-revolutionary at the time when training departments were typically hidden in basements. This showcased the value we placed on training and our people. Today, Paychex delivers over a million hours of training annually to its 15,500+ employees, with training remaining visibly at the company's core. While never enjoyable, firing is sometimes essential. I believe in second chances but advise addressing personnel issues immediately rather than procrastinating. Call the person in, hear their side, offer help if appropriate, and make consequences clear. I once had to fire an early partner who repeatedly harassed female employees despite multiple warnings. Another dismissal reason is negative energy-like the top-scoring hockey player I traded from the Buffalo Sabres whose selfish play hurt team morale.

Capitolo 8

Leadership That Inspires: More Than Just Being the Boss

I kept a double-sided sign on my desk at Paychex that read "Lead, Follow, or Get Out of the Way" on one side and "It's All in the Presentation" on the other. Like a racehorse needs a good jockey, even the best business concept needs strong leadership to succeed. When investing in businesses, I look beyond just making money-I seek entrepreneurs and management teams committed to continuous improvement, common sense, and sound decision-making. The best business leaders demonstrate deep-seated integrity and respect for everyone-employees, customers, suppliers, and themselves. I evaluate people by watching small behaviors that reveal character: Do they thank assistants who bring coffee? Do they clean up after themselves? At Paychex, I demanded professionalism in appearance and behavior, often observing employees in the cafeteria and calling out those who weren't clean-shaven or properly dressed. This wasn't mere perfectionism-our clients entrust us with sensitive payroll information, requiring the highest levels of security and professionalism. Good business leaders need more than industry knowledge-they must understand their company's cultural dynamics and inspire people at every level. Most critically, they must recognize what they don't know. Many entrepreneurs are blind to their own deficiencies. When I invested in Zoom Tan, I backed owner Tony Toepfer, who had twenty-five years of industry experience and innovative approaches like smaller locations, subscription plans, and aggressive advertising. While Tony brought industry expertise, my contribution was helping him better understand financial statements-a critical skill for any business leader. Conviction in your capabilities is essential, but arrogance can destroy potential partnerships. When entrepreneurs insist on retaining 51% ownership while seeking investment, they signal they want others to finance their risk without sharing control. At Paychex, I never owned more than 50% of the company, eventually holding just 30% after consolidation. This wasn't risky because stockholders would only vote me out if I truly damaged the company. A CEO should work ON the business, not IN it-they should be the least busy of all managers. Good management means seeing both the big picture and the small details others miss. At Paychex, I would personally review branch invoices, once discovering triple-billing for cleaning rugs that had gone unnoticed by branch managers. Even small companies can assemble advisory boards at minimal cost. Look among your business contacts for specialists-lawyers, accountants, tax experts, industry specialists, HR consultants-whose expertise could improve your business. Treat them like a formal board by preparing agendas and financial statements in advance, meeting quarterly, and perhaps providing a simple meal. Effective leadership follows four essential steps: create the vision, sell the vision, execute the vision, and monitor the results. Good leaders maintain an open-door policy and stay close to frontline operations. At Paychex, I regularly visited training rooms and ate in the company cafeteria. Leaders must communicate effectively and demonstrate empathy, decisiveness, and collaborative skills. They must hire and trust the right people, develop talent, delegate effectively, and never fear asking for help.

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Capitolo 9

Creating Win-Win Deals: The Foundation of Lasting Success

My philosophy of creating mutually beneficial deals began shortly after launching Paychex (originally Paymaster). Though I initially had no intention of expanding beyond Rochester, I formed a fifty-fifty partnership with Phil Wehrheim, an ex-colleague from EAS, allowing him to open offices in Buffalo, Syracuse, and Albany. This partnership, struck without lawyers, marked the beginning of my approach to business relationships. Later, Chuck Wollmer wanted a franchise, and others like Bob Sebo followed. Making deals good for everyone became our corporate philosophy-by the time we consolidated, we had seventeen partners and franchisees who felt like a fraternity. Despite being divorced three times, I've paid less than $6,000 total in legal fees across all divorces by working out reasonable settlements directly with my ex-wives before lawyers became involved. With my first wife Gloria, I faced a liquidity issue when she requested the New York City Paychex franchise. After considering her social skills and our ability to support her with technical aspects, I agreed. She became an excellent franchisee, eventually owning 5% of Paychex after consolidation-shares that would be worth over $1 billion today. When consolidating Paychex from individual partnerships and franchises into a corporation, I faced the challenge of satisfying sixteen partners with inflated views of their worth. Knowing individual negotiations would create a chaotic "moving target," I worked with Bob Beegen and Philip Wehrheim to develop a non-negotiable formula considering territory size, management quality, and profitability. At our Nassau meeting, I announced: "This is it, this is the deal-we're not changing it." Despite breaking the "never negotiate from an ultimatum" rule, every single person accepted. The smallest shareholder's portion would now be worth $250 million. In 2002, I acquired Advantage Payroll Services for $240 million in just 45 minutes of negotiation. While attending an investment conference in Chicago, I called the venture capital firm that owned the company and quickly realized they wanted to avoid the hassle of taking it public. I calculated what they'd need based on the company's current value, IPO costs, and post-IPO potential, then made an offer they immediately accepted. Effective negotiation requires thorough homework to understand both what represents value to the other party and what constitutes a good deal for yourself. Professional service providers who charge by the hour can drain your operating budget if not carefully managed. I particularly distrust law firms that delay billing or charge $200-250 hourly for junior associates earning $30/hour, not to mention templated documents billed as custom work. During my first franchise negotiation, I realized the lawyers were the only ones arguing, so I asked them to leave. The franchisee and I struck a deal in ten minutes, then told the lawyers to handle just the paperwork. One of my favorite negotiation tools is the "pregnant pause"-a well-placed silence that encourages agreement or reveals additional information. When our negotiating team failed to thoroughly read a player contract with the Buffalo Sabres, we discovered we owed a traded player $250,000 due to a games-played bonus rider. During our review meeting in Florida, I confronted my management team about this oversight. After confirming the situation, I employed a forty-five-minute silence while everyone squirmed uncomfortably. Eventually, Larry Quinn tried to leave, crashed into glass doors, and Darcy finally offered to reimburse the loss. I frequently use direct questions as a negotiation technique-not to make people uncomfortable, but to get straightforward information. When interviewing candidates, I ask about current salary and whether spouses support relocation. For business acquisitions, I probe about concerns, personal investment, and commitment to staying with the company post-acquisition. These direct questions force people to make decisions or disclose information they might prefer to withhold.

Capitolo 10

Planning Your Exit: Nothing Lasts Forever

Eventually, your role in your business will end, whether through retirement, illness, or pursuing new ventures. Being "company rich and cash poor" means having all the responsibility without the benefits, so planning your exit strategy early is crucial. When Paychex was just seven years old, I realized our fragmented structure of seventeen separate companies with different partners created a liquidity problem. My solution was consolidating into one company we could take public, though this five-year process presented some of my toughest business challenges. One key to managing success is having a realistic understanding of how successful you are. Too many entrepreneurs enjoy immediate success and start spending lavishly on cars, houses, and other luxuries. Remember, especially early on, there are no guarantees your current success will last. Ask yourself if your revenues are sustainable. Some businesses like Paychex, with recurring revenue, are more predictable than those with wild fluctuations. Don't get a big head when successful, as businesses can turn quickly. Deciding when to step down is entirely your choice, with numerous factors to consider-from how you feel about walking away to your company's value and sustainability. Ask yourself: "Is my long-term goal selling the business, or will I stay until they wheel me out in a box?" and "Do I want someone in my family to take over?" It's never too early to start thinking about your exit strategy, even if I didn't have one from day one at Paychex. When seriously considering selling, be careful about making long-term commitments like real estate leases or equipment purchases that might obstruct a new owner's plans. Regarding employees, it's best they remain unaware of your intention to sell until later in the process. People naturally worry about job security, though these fears are often unfounded-most acquirers want key employees and management to remain, sometimes offering incentive contracts to those integral to the company. You might sell because you've achieved your goals, you're bored, you have another business concept to explore, or you're ready to retire. There's no bad reason to sell unless you're trying to unload a failing business. Consider what you'll do afterward-many owners in their late forties and fifties sell only to find themselves bored. Timing is crucial but not always in your control. With Safe Site, when our controller was caught kiting electronic transactions, Iron Mountain tried exploiting our situation with a $14 million lowball offer. Rather than accept, I increased my equity position. A few years later, Pierce Leahy offered $40 million, which prompted Iron Mountain to counter with $63 million. This demonstrates how perseverance and selling at the right time can dramatically increase your returns-we went from near bankruptcy to financial success by waiting for the right moment. If selling doesn't appeal to you, consider stepping back while putting someone else in charge of daily operations. When I stepped down as Paychex CEO fourteen years ago, I still maintained ownership and became chairman of the board. I made a point of not interfering with the new leadership-I didn't return to the office for three months except for a legal matter. When our initial CEO choice didn't work out, we hired Marty Mucci, who remains CEO today. My retirement package reflected my contrary philosophy about executive compensation. I've always believed CEOs are paid too highly, especially when not tied to company performance. When I stepped down, I took no golden parachute or stock options-just my desk and credenza, items I treasured. The relationships I built over 33 years as CEO created a unique bond with the company. At a 2016 Employee Meeting, I received an overwhelming standing ovation and spent hours taking selfies with employees. Running Paychex was a privilege, and I achieved my aim of eventual liquidity and a sound exit strategy.

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Capitolo 11

Learning from Mistakes: The Path to Wisdom

During my entrepreneurial career, I've learned more from failures than successes. Understanding what went wrong in businesses helped me avoid similar pitfalls in my own ventures. In Paychex's early days, my lack of a growth strategy led to haphazard partnerships and franchises, resulting in seventeen direct reports-an inefficient structure that slowed our growth. I also missed an opportunity when Electronic Accounting Systems rejected my merger proposals, both before launching Paymaster and when Paychex was preparing to go public. They later sold for far less than their potential value as part of Paychex. Post-IPO, I made a costly mistake launching a pre-internet job-matching service. The timing was wrong, the technology inadequate, and it strayed too far from our core business. We shut it down after ten months, damaging our credibility with investors. Other unsuccessful ventures included Pay to Play (children's party facilities) and Equipoise (alternative health center)-both failing due to insufficient market research and weak business plans. Networks, providing music programming to senior residences, was a sentimental investment I maintained too long. Despite reaching 300 facilities, high costs and long sales cycles led to its closure in 2017 after $12 million invested, as smartphones and tablets made the service obsolete. When selecting my successor as Paychex CEO, I regret not trusting my instincts. The initial replacement left after five years, though his successor, Marty Mucci, has proven excellent over eight years. Like many entrepreneurs, I regret not balancing work and family better. While striving to provide for my family, I should have dedicated more time to them. Throughout this book, I've shared practical business advice, but it's worth noting that entrepreneurs-who employ 58.9 million people across 30.2 million small businesses-often lack adequate support from educational institutions, government, and business associations. Writing this book has been deeply satisfying. Watching Paychex grow from a two-person operation with $3,000 to 15,500 employees serving 670,000 clients has been remarkable. My final advice to entrepreneurs: "Don't forget to have fun!"

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“Sono passati 23 giorni e l'ho usata ogni giorno. Ora fa parte della mia routine quotidiana.”

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Temi chiave in Leader si nasce o si diventa?

calculated risk assessment
business plan simplification
market gap identification
operational resilience
entrepreneurial mindset

Citazioni da Leader si nasce o si diventa?

I'm skeptical of lengthy business plans that function as doorstops.
Starting a business without sufficient capital is a recipe for failure.
People often let passion cloud judgment rather than doing simple math to determine profitability.
The rewards of entrepreneurship far outweigh the drawbacks: being your own boss, setting your course, creating something lasting.

Personaggi di Leader si nasce o si diventa?

Tom GolisanoAuthor and founder of Paychex
Gene PolisseniAuthor's best friend and Paychex partner
Gloria GolisanoAuthor's wife who encouraged him during crises

Sull'autore

Tom Golisano, autore di bestseller di Built, Not Born: A Self-Made Billionaire’s Guide to Entrepreneurial Success, è un imprenditore visionario e filantropo rinomato per aver fondato Paychex, l'azienda multimiliardaria di servizi per pagamenti e risorse umane. Laureatosi nel 1962 all'Alfred State College in gestione aziendale, le memorie di Golisano fondono strategie pratiche con aneddoti personali, attingendo dal suo percorso di trasformazione di un investimento di 3.000 dollari in un leader del settore.

I temi del libro relativi a resilienza, innovazione e leadership etica riflettono i suoi decenni di esperienza nel mondo degli affari, della politica (come tre volte candidato governatore di New York) e della filantropia attraverso la Golisano Foundation.

Le intuizioni di Golisano sono state presentate nel programma Norm & Company della PBS, dove ha discusso il suo libro di memorie successivo The Italian Kid Did It, esplorando la sua educazione e i principi che guidano il suo impatto civico. Con un patrimonio netto superiore a 5,2 miliardi di dollari, ha donato oltre 360 milioni di dollari a organizzazioni non profit dell'Upstate New York, incluse iniziative sanitarie e educative.

Built, Not Born è diventato un punto di riferimento negli ambienti economici, lodato per i suoi consigli pratici e sostenuto dai leader dell'imprenditoria. Il suo lavoro continua a ispirare sia le startup che i dirigenti di Fortune 500, consolidando la sua eredità come modello per il successo self-made.

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@Erin, Investment Banking Associate , NYC

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@djmikemoore

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"Makes me feel smarter every time before going to work"

@Cashflowbubu

Scopri di piu su come si parla di BeFreed nel web

Creato da alumni della Columbia University a San Francisco

LOVED BY

1,000,000+ curious minds.

4.7

avg rating

1M+ learners

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

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201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

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483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

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Inizia il tuo percorso di apprendimento, ora

Capitolo 9

Leader si nasce o si diventa?

PanoramicaPanoramica di Leader si nasce o si diventa?

Un libro. Tanti modi per ascoltarlo.

From Payroll to Billions: The Entrepreneurial Wisdom That Built an Empire

Entrepreneurship: A Calculated Risk Worth Taking

Vedi ogni parola mentre la ascolti

The One-Page Business Plan: Simplicity in Action

Money Matters: Funding Your Dream

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The Power of Recurring Revenue: Would You Buy What You Sell?

It's Not a Cash Flow Problem-It's a Sales Problem

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People Power: The Heart of Your Business

Leadership That Inspires: More Than Just Being the Boss

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Creating Win-Win Deals: The Foundation of Lasting Success

Planning Your Exit: Nothing Lasts Forever

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Learning from Mistakes: The Path to Wisdom

Hai raggiunto la fine di Leader si nasce o si diventa?

Temi chiave in Leader si nasce o si diventa?

Citazioni da Leader si nasce o si diventa?

Personaggi di Leader si nasce o si diventa?

Sull'autore

Scarica il riassunto di Leader si nasce o si diventa?

Agli utenti è piaciuto anche

FAQ su questo libro

What is Built, Not Born by Tom Golisano about?

Who should read Built, Not Born?

Is Built, Not Born worth reading?

What are the key takeaways from Built, Not Born?

Scopri di più

1,000,000+ curious minds.

1,000,000+ curious minds.

Un libro. Tanti modi per ascoltarlo.

From Payroll to Billions: The Entrepreneurial Wisdom That Built an Empire

Entrepreneurship: A Calculated Risk Worth Taking

Vedi ogni parola mentre la ascolti

The One-Page Business Plan: Simplicity in Action

Money Matters: Funding Your Dream

Ottieni di più da Leader si nasce o si diventa?

The Power of Recurring Revenue: Would You Buy What You Sell?

It's Not a Cash Flow Problem-It's a Sales Problem

Vedi ogni parola mentre la ascolti

People Power: The Heart of Your Business

Leadership That Inspires: More Than Just Being the Boss

Ottieni di più da Leader si nasce o si diventa?

Creating Win-Win Deals: The Foundation of Lasting Success

Planning Your Exit: Nothing Lasts Forever

Vedi ogni parola mentre la ascolti

Learning from Mistakes: The Path to Wisdom

Hai raggiunto la fine di Leader si nasce o si diventa?

Agli utenti è piaciuto anche

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Panoramica di Leader si nasce o si diventa?