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The Pragmatic Entrepreneur
Most entrepreneurs learn by doing, which usually means learning by failing. The Pragmatic Entrepreneur is different. It's a field guide written by someone who has done it: founded a tech services company, grown it, and sold it to private equity.
Across 35 chapters and three parts, this book walks you through every stage of the journey, from choosing your incorporation type and landing your first client, to navigating M&A jargon and managing the emotional reality of deal fatigue. Practical tools, real examples, and zero fluff.
35 Chapters. Three Parts. One Complete Roadmap.
From the first Post-it list to the wire transfer, this book covers the full arc of building a technology services business.
Start
Everything you need to get off the ground and build it right from the start.
The Persona of the Entrepreneur
Defining Your Company & Niche
Cap Tables & Ownership Structure
Incorporation Types & the EIN
Funding Your Business
Your First Website & Social Media
Federal Opportunity Registration
IT Systems & Org Structure
Setting Up Your Financials
Landing Your First Clients
Building & Scaling
Shift from doing everything yourself to leading a company that runs without you.
Operator vs. Entrepreneur Mindset
Building a Sales-First Operation
Runbooks & Delivery Systems
Evolving Org Structure
Systematizing Your Business
Company Culture
Funding Your Growth
Recruiting & Hiring Talent
Marketing & Outreach
Remote, Hybrid & In-Person Teams
Selling
The M&A process decoded, including what most founders don't find out until it's too late.
Why (and When) to Sell
Defining Your Ideal Buyer Profile
Private Equity Jargon Decoded
Building Your M&A Team
The Full M&A Process
Deal Fatigue & Coping Strategies
Escrow Do's and Don'ts
Employee Disputes During M&A
Post-Sale Expectations
Life Beyond Your Company
If you're building something, this is for you.
Whether you're on day one or year ten, The Pragmatic Entrepreneur meets you where you are.
Aspiring entrepreneurs thinking about starting a tech services business
Founders in the early stages who want to avoid common, costly mistakes
Business owners who are scaling and need to systemize and delegate
Entrepreneurs exploring a sale and wanting to understand the M&A process
Sales professionals and technologists considering going independent
Anyone who wants the insider knowledge that most founders keep to themselves
Building & Scaling
Title:
The Pragmatic Entrepreneur: Building, Scaling, and Selling Your Tech Services Business
Author:
Michael A. Brown
Publisher:
Pragmatic Entrepreneur LLC
Edition:
First Edition, 2026
ISBN (Paperback):
978-1-83556-645-9
ISBN (Hardback):
978-1-83556-646-6
ISBN (eBook):
978-1-83556-647-3
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