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Finding Money: The Small Business Guide to Financing (An Insiders Look in Where to Find the Cash and How To Ask for it)

By Kate Lister and Tom Harnish
Published by Wiley Small Business Editions


Lister and Harnish’s book, “Finding Money: The Small Business Guide to Financing” is a handy book of business strategies for young entrepreneurs seeking cash for their business. Finding a good investor interested in the relevant market, and approaching him/her in the right way, is critical to starting a new business.  However, since most business owners are typically unsure of how to approach investors, Lister and Harnish believes this is the main cause leading to rejection of so many small business investment applications.


‘Finding Money’, like any other good business guide, contains interesting stories about people achieving entrepreneurial success. It also goes beyond these anecdotes, explaining how similar growth can be achieved by new business owners.

Lister and Harnish’s book can be divided into 4 insightful sections:


Section One – This section answers a vital question - Who Has Money? According to Lister and Harnish, entrepreneurs need definitive information on where to find finance. ‘Finding Money’ provides practical information on investors, their operational techniques, methods by which business owners can convince them to invest capital, etc.


Section Two – ‘Finding Money’ is a treasure house of advice on where and how to find and approach private and venture capital investors, financial institutions like banks and firms, leasing bodies, Government grants and loans like SBA, etc. The book answers the following questions:


  • What points to include in a loan proposal?
  • What criteria must a loan proposal conform to?
  • How loans are structured?
  • What to do in case a loan proposal is rejected?
  • Secrets to smart negotiations with investors, etc

Section Three – This section focuses on the investor; how an investor evaluates a start-up business strategy to decide investment possibilities. An entrepreneur can approach an investor in many different ways. ‘Finding Money’ helps understand the legalities of acquiring equity money and choosing a good investor for the relevant business.


Section Four – Knowing the exact amount of money required for business is crucial. It helps decide the quantity of finance required to buy resources for the company, production costs and employee wages involved, etc. Lister and Harnish opine that entrepreneurs should avoid cash drains or cash leaks in their companies to sustain growth through a steady cash flow. 

The money market is crammed with investors with large quantities of finance at their disposal. “Finding Money: The Small Business Guide to Financing” is a pointer towards this bounty, a step-by-step guide to attracting investors for new and expanding business ventures.

Lister and Harnish have years of banking, entrepreneurial and investing experience. Lister has been practicing independent financial consultancy since 1986. She has helped several business owners tap huge finances for their companies. She has also lectured on financial acquisition for small businesses finance in more than 120 seminars. Harnish is a veteran entrepreneur with 20 years experience in acquiring investments for young ventures in a wide range of industries.