Business and Management Books

Book SynopsisFrom the post room to the board room, everyone thinks they can be the manager. But how do you manage outrageous talent? What do you do to inspire loyalty from your players? How do you turn around a team in crisis? What's the best way to build long-term success? How can you lead calmly under pressure? The issues are the same whether you're managing a Premier League football team or a FTSE 100 company. Here, for the first time, some 30 of the biggest names in football management reveal just what it takes. With their every act, remark, and success or failure under constant scrutiny from the media and the fans, these managers need to be the most adroit of leaders. In The Manager they explain their methods, offer lessons they've learned along the way, and describe the decisions they make and the leadership they provide. Each chapter tackles a key leadership issue for managers in any walk of life and, in their own words, shows how the experts deal with the challenges they face in anTrade ReviewMore than a “how-to guide”, its depth of shared knowledge is huge. **** * Four Four Two *Talking to 30 top football managers about their careers was always going to unearth a trove of interesting material, and in that respect this book does not disappoint. By far its strongest point is those managers’ first-person recollections and observations * Independent *A book that aims to dig deeper, including “behind-the-scenes” interviews with more than 30 managers, must be welcomed ... Carson does well to avoid the kinds of clichés that blight so many other books on football * Financial Times *Mike Carson takes a different approach in his compelling examination of 30 managers, treating his subjects as savvy businessmen as much as sports gurus ... It’s impossible to interview such people and not come away with some peerless insights * Observer *Table of ContentsChapter 1: A Piece of the Action (Roy Hodgson) Chapter 2: The Art of One-on-One (Carlo Ancelotti) Chapter 3: Behind the Scenes (Arsène Wenger) Chapter 4: Building High-performing Teams (Sam Allardyce) Chapter 5: The Field of Play (Roberto Mancini) Chapter 6: Handling Outrageous Talent (José Mourinho) Chapter 7: Pursuing a Career Under Pressure (Brendan Rodgers) Chapter 8: Seeing the Bigger Picture (Harry Redknapp) Chapter 9: Creating Sustained Success (Sir Alex Ferguson) Chapter 10: Crisis Response and Turnaround (Walter Smith) Chapter 11: Triumph and Despair (Mick McCarthy) Also featuring: Gerard Houllier, Tony Pulis, Martin O’Neill, Neil Warnock, Howard Wilkinson, Kevin Keegan, Dario Gradi, Andre Villas-Boas, David Moyes, Alex McLeish, Hope Powell, Martin Jol, Glenn Hoddle, Chris Hughton, David Platt, Paul Ince, and George Graham.

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Book SynopsisShows how to use comfort/discomfort model to decode nonverbal behaviour and gain crucial insights about what's really being said at meetings, interviews, negotiations, presentations, business meals, and more, including the casual yet critical water cooler exchanges that are the driving force of an organization.Trade Review"Louder Than Words takes us from an understanding of nonverbal behavior to an understanding of something far more valuable for success-nonverbal intelligence." -- Robert B. Cialdini, author of Influence: Science and Practice, www.influenceatwork.com "Joe Navarro brings together the art and science of nonverbal communications for the business sector with the edge of a former FBI agent and the insight of a world-class observer." -- Jack Canfield, co-author of The Success Principles "Joe Navarro has spent his professional life studying nonverbal language, and testing those insights in high-stakes environments. We are fortunate that he is willing to share those insights in this marvelous book. It is a must read for anyone in business (and anyone not in business)." -- Brian J. Hall, Albert H. Gordon Professor of Business Administration, Harvard Business School "Louder Than Words is proof once again that in reading nonverbals, Joe Navarro is a master." -- David Givens, Ph.D., author of Crime Signals and Love Signals

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Book SynopsisThe Senior Vice President of Christie’s and seasoned auctioneer Lydia Fenet, with her “razor-sharp humor and her don’t-mess-with-me gavel strike” (Mariska Hargitay, star of Law & Order: Special Victims Unit), shares the secrets of success and the strategies behind her revolutionary sales approach to show you how to embrace and channel your own power in any room. Who is the most powerful woman in the room? She’s the one who can raise a million dollars in a minute. She’s the one who can command the attention of a group of any size from one person to five thousand. She’s the one who can sell anything to anyone. And she can be you. As a senior executive at Christie’s, leader in her field, and one of Gotham magazine’s Most Influential Women in New York, Lydia Fenet knows firsthand that the one skill that can set women apart in both their personal life and career is the ability to sell. The Most Powerful Woman in the Room Is You equips you with everything you need to know—from how to sell authentically and how to network (or die), to the importance of never apologizing (start negotiating instead), how to perfect your poker face, and always, always, tell the truth. Most of all, she offers plenty of encouragement to take ownership in your position and look for opportunities to innovate. Filled with additional case studies, thoughtful insights, and meaningful advice from some of the most powerful and successful women in business, fashion, journalism, sports, and the arts, The Most Powerful Woman in the Room Is You “is an insightful, inspiring guide for women who are trying to claim their own seat at the table” (New York Journal of Books).Trade Review“We all agree that we need more women leaders—the question is how to get there. One of the answers is Lydia Fenet." -- Arianna Huffington, Founder & CEO, Thrive Global“Lydia knows how to get the attention of a room immediately, gavel or not, so who better to write the book on how to be the most powerful, the most dynamic and captivating woman in the room than she." -- Martha Stewart“Lydia Fenet shares the secret sauce all women need to feel empowered… the most powerful woman in the room really is you!” -- Barbara Corcoran“With the help of her razor-sharp humor and her don’t-mess-with-me gavel strike, she can run a room like no one I’ve ever seen.” -- Mariska Hargitay"The Most Powerful Woman in the Room Is You is an insightful, inspiring guide for women who are trying to claim their own seat at the table. Fenet’s frank, no-nonsense writing style and approachable tactics can’t help but inspire readers to reach for their own goals in new, bigger ways. ” * New York Journal of Books *

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Book SynopsisRobin Sharma believes there are certain skills and attitudes that allow you to rise to extraordinary success. In his powerful new parable, he offers a story designed to help people from all walks of life to achieve great things. Blake DiFranco is down on his luck, trying to make ends meet. His job is unsatisfying, and he is disenchanted with the world around him. One day, an enigmatic family friend offers him a life-altering opportunity: spend a day studying with a mysterious group of teachers and learn the secrets of limitless success. Blake is sceptical, but something compels him to take the opportunity seriously. The next morning, he embarks on a journey to discover the true meaning of the LWT philosophy - Lead Without a Title. He is ushered through the lessons of the four teachers: Anna, a maid who shows him that every job can be done with passion; Ty, a surfer who reminds him how important it is to rise to the riskiest challenges; Jackson, a former CEO who shows him the value of relationships; and Jet, a masseur who proves that greatness begins within. Blake's world changes as the teachers make him realize his own potential to achieve greater things than he'd ever imagined. The book is packed with real-world lessons, catchy aphorisms and inspiring exercises that will help any business person realize extraordinary results. Sharma distils over fifteen years of working with high-performers to deliver real-world strategies and foster a winning mindset. Here are formulas that will build success amidst times of deep change and will help readers to make positive changes both at work and at home.

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Book SynopsisThe new way to transform a sales culture with clarity, authenticity and emotional intelligence.

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Book Synopsis"Minervini has run circles around most PhDs tryingto design systems to beat the market." -- JACK SCHWAGER, bestselling author of Stock Market Wizards"Mark's book has to be on every investor's bookshelf. It is about the most comprehensive work I have ever read on investing in growth stocks." -- DAVID RYAN, three-time U.S. Investing Champion"[Minervini is] one of the most highly respected independent traders of our generation. His experience and past history of savvy market calls is legendary." -- CHARLES KIRK, The Kirk Report"One of Wall Street's most remarkable success stories." -- BEN POWER, Your Trading EdgeTHE INVESTOR'S GUIDE TO SUPERPERFORMANCE!Dramatically increase your stock market returns with the legendary SEPA system!For the first time ever, U.S. Investing Champion MarkMinervini reveals the proven, time-tested trading system he used to achieve triple-digit returns for five consecutive years, Table of ContentsTrade Like A Stock Market WizardHow to Achieve Superperformance in Stocks in Any MarketTABLE OF CONTENTS1.Introduction 2.What you need to know first 3.The SEPA strategy 4.Value comes at a price 5.Trading with the trend 6.Categories, industry groups and catalysts 7.Fundamentals to focus on 8.Assessing earnings quality 9.Follow the leaders 10.A picture is worth a million dollars 11.Don’t just buy what you know 12.Risk Management part 1 13.Risk management part 2

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Book Synopsis"READ THIS BOOK AND USE IT." TIM FERRISSMillions of highly effective people have become more successful by understanding the simple fact that 80% of your results come from 20% of your efforts. All you have to do is identify the 20 percent that leads to 80 percent. The 80/20 Principle shows you how.Richard Koch's million-copy-selling global bestseller is now completely revised and updated, and more powerful and essential than ever. He reveals how the principle works and shows how to use it in a systematic and practical way to vastly increase your effectiveness, and improve your career.The unspoken corollary to the 80/20 principle is that little of what you spend your time on actually counts. But by concentrating on those things that do, you can unlock the enormous potential of the magic 20 percent. Discover how to identify the few methods that will lead to great results, and use them alone. Avoid hard work. Don't push water uphill. Be very selective in what you do. Have a great life. 80/20 is the essential tool for anyone who wants to succeed. Be more effective with less effort by learning how to leverage the 80/20 principle.Trade Review'The 80/20 principle is the cornerstone of results-based living. Read this book and use it.' -- Tim Ferriss, author of The 4-Hour Workweek'Time management is not about organising your daily tasks, it is about organising your essential daily tasks, and dumping the rest. Koch has made millions from this - a bestseller based on just one idea - proving that it works.' -- GQ's 25 Best Business Books'Congratulations! The 80/20 Principle is terrific.' -- Al Ries, bestselling author of Focus and Positioning

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Book SynopsisNow a Wall Street Journal bestseller.Learn a new talent, stay relevant, reinvent yourself, and adapt to whatever the workplace throws your way. Ultralearning offers nine principles to master hard skills quickly. This is the essential guide to future-proof your career and maximize your competitive advantage through self-education.In these tumultuous times of economic and technological change, staying ahead depends on continual self-education—a lifelong mastery of fresh ideas, subjects, and skills. If you want to accomplish more and stand apart from everyone else, you need to become an ultralearner. The challenge of learning new skills is that you think you already know how best to learn, as you did as a student, so you rerun old routines and old ways of solving problems. To counter that, Ultralearning offers powerful strategies to break you out of those mental ruts and introduces new training methods to he

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Book SynopsisThe Motivation Manifesto is a poetic and powerful call to reclaim your life and find your own personal freedom from Brendon Burchard the world's #1 high performance coach and #1 New York Times bestselling author of High Performance Habits. It's a triumphant work that transcends the title, lifting the reader from mere motivation into a soaringly purposeful and meaningful life. I love this book. Paulo CoelhoThe Motivation Manifesto is a call to claim our personal power. World-renowned high performance trainer Brendon Burchard reveals that the main motive of humankind is the pursuit of greater Personal Freedom. We desire the grand liberties of choice time freedom, emotional freedom, social freedom, financial freedom, spiritual freedom. Only two enemies stand in our way: an external enemy, defined as the social oppression of who we are by the mediocre masses, and an internal enemy, a sort of seTrade ReviewThe Motivation Manifesto is a poetic and powerful call to reclaim our lives and find our own personal freedom. It's a triumphant work that transcends the title, lifting the reader from mere motivation into a soaringly purposeful and meaningful life. I love this book. -- Paulo Coelho

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Book SynopsisAl Ries and Jack Trout, two of the world's most successful marketing strategists, call upon over 40 years of marketing experise to identify the definitive rules that govern the world of marketing. Combining a wide-ranging historical overview with a keen eye for the future, the authors bring to light 22 superlative tools and innovative techniques for the international marketplace. The authors examine marketing campaigns that have succeeded and others that have failed, why good ideas didn't live up to expectations, and offer their own ideas on what would have worked better. The real-life examples, commonsense suggestions and killer instincts contained are nothing less than rules by which companies will flourish or fail.

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Book SynopsisRead the Preface, Introduction, and Chapter 1 at thewellnessrevolution. paulzanepilzer. com. Five years ago, Paul Zane Pilzer outlined the future of an industry he called "wellness" and showed readers how they could get in on the profitable bottom floor.Table of ContentsPreface: The Revolution Continues. Introduction: Why Wellness is the Next Big Thing. Chapter One. Why We Need a Revolution. Chapter Two. The Baby Boom Generation: Understanding and Controlling the Demand for Wellness. Chapter Three. What You Need to Know About Food and Diet. Chapter Four. Making Your Fortune in Food. Chapter Five. Making Your Fortune in Medicine. Chapter Six. What You Must Know about Health Insurance. Chapter Seven. The New Health Insurance Solution: Helping Your Customers Finance Their Wellness. Chapter Eight. Making Your Fortune Distributing Wellness. Chapter Nine. Direct Selling – How to Get Started. Chapter Ten. Staking Your Claim: The Next Millionaires. Epilogue: Unlimited Wellness. Appendix A. Fat: What Is It, How Do We Get It, and How Do We Define It? Appendix B. Shifting from Sickness to Wellness Medical Care. Notes. Selected Bibliography. Acknowledgments. About the Author. Index.

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Book SynopsisThree top Wall Street analysts reveal enduring lessons in sustainable success from the great industrial titansâthe high-tech companies of their dayâto the disruptors that now dominate the economy.Before Silicon Valley disrupted the world with new technologies and business models, Americaâs industrial giants paved the way. Companies like General Electric, United Technologies, and Caterpillar were the Google and Amazon of their day, setting gold standards in innovation, growth, and profitability. Todayâs leaders can learn a great deal from their successes, as well as their missteps. In this essential guide, three veteran Wall Street analysts reveal timeless lessons from the titans of industryâand offer battle-tested survival tactics for an ever-changing world. Youâll learn: how GE became the largest company on earthâonly for a culture of arrogance to set in motion the largest collapse in history how Boeing reassessed risks, raised profitsâand Table of ContentsACKNOWLEDGMENTS INTRODUCTION C H A P T E R1 GENERAL ELECTRIC PART I The Jack Welch Years and the Cash Flow MachineThat Created the Largest Company on EarthC H A P T E R2 GENERAL ELECTRIC PART II How a Culture of Arrogance Led to theLargest Collapse in American HistoryC H A P T E R3 BOEING A Struggle to Find Balance in Risk ManagementC H A P T E R4 DANAHER Process-Driven ReinventionC H A P T E R5 HONEYWELL How Cultural Transformation Led One ofthe Greatest Turnarounds in HistoryC H A P T E R6 UNITED TECHNOLOGIES The Dangers of Fixed IncentivesC H A P T E R7 CATERPILLAR Avoiding the Forecasting TrapC H A P T E R8 ROPER The Amazing Untold Story of Brian Jellison andHis Timeless Lessons on CompoundingC H A P T E R9 TRANSDIGM How to Turn a Million into a BillionC H A P T E R10 STANLEY BLACK & DECKER Adding a Digital LayerC H A P T E R11 UNITED RENTALS Asset Sharing Done RightC H A P T E R12 THE IMPORTANCE OF BUSINESS SYSTEMSAND OTHER KEY LESSONS FROM INDUSTRIALS INDEX

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Book SynopsisRichard Templar is the author of the international bestselling Rules books. Over 2 million people around the world have enjoyed and now play by Richard Templar's Rules. The complete list of titles is as follows: The Rules of Life, The Rules of Work, The Rules of Management, The Rules of Wealth, The Rules of Parenting, The Rules of Love, The Rules to Break, The Rules of People, The Rules of Thinking, and The Rules of Living Well. Table of ContentsManaging your team 1. Get them emotionally involved 2. Know what a team is and how it works 3. Set realistic targets – no, really realistic 4. Hold effective meetings . . . 5. No, really effective 6. Make meetings fun 7. Make your team better than you 8. Know your own importance 9. Set your boundaries 10. Be ready to prune 11. Offload as much as you can – or dare 12. Let them make mistakes 13. Accept their limitations 14. Encourage people 15. Be very, very good at finding the right people 16. Hire raw talent 17. Take the rap 18. Give credit to the team when it deserves it 19. Get the best resources for your team 20. Celebrate 21. Keep track of everything you do and say 22. Be sensitive to friction 23. Create a good atmosphere 24. Inspire loyalty and team spirit 25. Have and show trust in your staff 26. Respect individual differences 27. Listen to ideas from others 28. Adapt your style to each team member 29. Let them think they know more than you (even if they don’t) 30. Don’t always have to have the last word 31. Understand the roles of others 32. Ensure people know exactly what is expected of them 33. Have clear expectations 34. Use positive reinforcement motivation 35. Don’t try justifying stupid systems 36. Be ready to say yes 37. Train them to bring you solutions, not problems Managing yourself 38. Work hard 39. Set the standard 40. Enjoy yourself 41. Don’t let it get to you 42. Know what you are supposed to be doing 43. Know what you are actually doing 44. Value your time 45. Be proactive, not reactive 46. Be consistent 47. Set realistic targets for yourself – no, really realistic 48. Have a game plan, but keep it secret 49. Get rid of superfluous rules 50. Learn from your mistakes 51. Be ready to unlearn – what works, changes 52. Cut the crap – prioritize 53. Cultivate those in the know 54. Know when to kick the door shut 55. Fill your time productively and profitably 56. Have a Plan B and a Plan C 57. Capitalize on chance – be lucky, but never admit it 58. Recognize when you’re stressed 59. Manage your health 60. Be prepared for the pain and pleasure 61. Face the future 62. Head up, not head down 63. See the wood and the trees 64. Know when to let go 65. Be decisive, even if it means being wrong sometimes 66. Adopt minimalism as a management style 67. Visualize your blue plaque 68. Have principles and stick to them 69. Follow your intuition 70. Be creative 71. Don’t stagnate 72. Be flexible and ready to move on 73. Remember the object of the exercise 74. Remember that none of us has to be here 75. Go home 76. Keep learning – especially from the opposition 77. Be passionate and bold 78. Plan for the worst, but hope for the best 79. Let the company see you are on its side 80. Don’t bad-mouth your boss 81. Don’t bad-mouth your team 82.Accept that some things bosses tell you to do will be wrong 83 Accept that bosses are as scared as you are at times 84. Avoid straitjacket thinking 85. Act and talk as if one of them 86. If in doubt, ask questions 87. Show you understand the viewpoint of underlings and overlings 88. Add value 89. Don’t back down – be prepared to stand your ground 90. Don’t play politics 91. Don’t slag off other managers 92. Share what you know 93. Don’t intimidate 94. Be above interdepartmental warfare 95. Show that you’ll fight to the death for your team 96. Aim for respect rather than being liked 97. Do one or two things well and avoid the rest 98. Seek feedback on your performance 99. Maintain good relationships and friendships 100. Build respect – both ways – between you and your customers 101. Go the extra mile for your customers 102. Be aware of your responsibilities 103. Be straight at all times and speak the truth 104. Don’t cut corners – you’ll get found out 105. Find the right sounding board 106 Be in command and take charge 107 Be a diplomat for the company The Rules for entrepreneurs 1 Don’t borrow money 2 Find a balance 3 Plan for the worst 4 Have a mission 5 Be brutally honest 6 Get all the help you can 7 Set up a strong culture 8 Don’t say yes to everything 9 Stick by your decisions 10 Your time is everyone’s time End game Had enough yet . . .?

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Book SynopsisTimothy Judge and John Kammeyer-Mueller maintain Herb Heneman's vision to present a broad view of the entire staffing process that has made Staffing Organizations the #1 selling Staffing text on the market.  The authors' approach continues to reflect all the latest research while focusing on capturing the staffing process as it should and does exist in organizations today.  The 10th edition is an exciting revision and includes many changes that reflect ongoing developments in the field.Table of ContentsPART ONEThe Nature of Staffing Chapter 1: Staffing Models and Strategy PART TWO Chapter 2: Social and Legal Environment Chapter 3: Planning Chapter 4: Job Analysis: Requirements, Competencies, and Rewards PART THREEChapter 5: External Recruitment Chapter 6: Internal Recruitment PART FOURChapter 7: Measurement Chapter 8: External Selection I Chapter 9: External Selection II Chapter 10: Internal Selection PART FIVEChapter 11: Decision Making Chapter 12: Final Match PART SIXChapter 13:bStaffing System ManagementChapter 14: Retention Management

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Book Synopsis*THE OUTRAGEOUS INTERNATIONAL BESTSELLER*The classic Michael Lewis book that defined an era of greed, gluttony, and outrageous fortune in London and New York, by the author of The Big Short and Going Infinite. What readers are saying about Liar''s Poker:''Still has relevance today'' ⭐⭐⭐⭐⭐''Probably Michael Lewis''s best work''⭐⭐⭐⭐⭐''A great insider''s look at the most important firm on Wall Street during the 1980''s'' ⭐⭐⭐⭐⭐''An absolute classic'' ⭐⭐⭐⭐⭐__________The time was the 1980s. The place was Wall Street. The game was called Liar''s Poker.Michael Lewis was fresh out of Princeton and the London School of Economics when he landed a job at Salomon Brothers, one of Wall Street''s premier investment firms. During the next three years, Lewis rose from callow trainee to bond salesman, raking in millions for the firm and cashing in on a modern-day gold rush.From mere trainee to lowly geek, to triumphal Big Swinging Dick: that was Michael Lewis''s pell-mell progress through the dealing rooms of Salomon Brothers in New York and London during the heady mid-80s when they were probably the world''s most powerful and profitable merchant bank.Funny, frightening, breathless and heartless, Liar''s Poker is the original story of hysterical greed and excessive ambition, one that is now more potent and enthralling than ever.__________''If you thought Gordon Gekko of the Wall Street movie was an implausibly corrupt piece of fiction, see how you like the real thing. This rip-the-lid-off account of the bond-dealing brouhaha is the work of a real-life bond salesman.'' The Sunday Times''So memorable and alive . . . one of those rare works that encapsulate and define an era.'' Fortune''The funniest book on Wall Street I''ve ever read.'' Tom Wolfe''Wickedly funny'' Daily Express''Hilarious'' New York TimesTrade ReviewAn amazing book, readable, funny and mind-boggling ... one of the great business books of all time * Punch *Read all about it: headlong greed, inarticulate obscenity, Animal House horseplay . . . * The Sunday Times *Immense verve and wit * 20/20 Magazine *A highly immoral book * Daily Mail *Wickedly funny * Daily Express *As traders would say, this book is a buy * Financial Times *

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Book SynopsisWhat’s the scarcest resource in schools? Almost any educator will answer, “Time.” The lack of time for colleagues to work together is one of the biggest barriers to improving teaching and learning. All too often, educators also say that the biggest waste of time ismeetings. People in schools attend dozens, if not hundreds, of meetings a year. How can that time be used wisely?This book, by two editors of Data Wise: A Step-by-Step Guide to Using Assessment Results to Improve Teaching and Learning,attempts to bring about a fundamental shift in how educators think about the meetings they attend. The authors make the case that these gatherings are potentially the most important venue where adult and organizational learning can take place in schools, and that making more effective use of this time is an important key to increasing student achievement.In Meeting Wise, the authors show why planning meetings is a high-leverage strategy for changing how people work together in the service of school improvement. To this end, they have created a meeting-planning “checklist” to develop a common language for discussing and improving the quality of meetings. In addition, they provide guidelines for readers on “wise facilitating” and “wise participating,” and also include “top tips” and “common dilemmas.”Simple, succinct, and practical, Meeting Wise is designed to be read and applied at every level of the educational enterprise, from district leadership meetings and professional developmentsessions to teacher-team meetings and even teachers’ meetings with parents and students.Table of ContentsCONTENTS Acknowledgments ix Introduction 1 Overview of the Book 3 How to Use This Book 5SECTION I: THINKING DIFFERENTLY1 Why Focus on Meetings? 9 Time as a Resource 9 Meetings as Powerful Learning Spaces 122 The Meeting Wise Checklist 19 Purpose 21 Process 24 Preparation 32 Pacing 343 Using the Checklist 39 Complete Agenda OverhaulGreenville Fifth-Grade Team Meeting 40 Targeting Intentional CollaborationJackson County Central Office Leadership Team 48 Targeting Adult LearningSheldon Academy Faculty Retreat 54 Targeting OutcomesHigh School Parent/Teacher Conference 58 Targeting Problem Solving Over ComplianceStatewide Quarterly Superintendents’ Meeting 61 Targeting ConnectionsNational Anti-Bullying Network Virtual Meeting 64 The Meeting Wise Agenda Template 68SECTION II: WORKING DIFFERENTLY4 Setting Up for Success 73 Foudnational Setup Tasks 73 Recurring Setup Tasks 785 Wise Facilitation 85 Keeping to (and Deviating from) the Agenda 88 Supporting Full Engagement 99 Managing Conflict 108 Maintaining Awareness of the Role You Play 1166 Wise Participation 119 Keeping to (and Deviating from) the Agenda 121 Supporting Full Engagement 124 Managing Conflict 129 Maintaining Awareness of the Role You Play 1337 Becoming Meeting Wise 141 Finding an Entry Point 142 Words to the Wise 148SECTION III: RESOURCES Selected Readings 153 Selected Protocols 155 Protocols in Brief 161 Quick Reference Guide 165 Notes 173 About the Authors 175 Index 177

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Book SynopsisWhy are some products and ideas talked about more than others? Why do some articles make the most emailed list? Why do some YouTube videos go viral? Word-of-mouth. Whether through face-to-face conversations, emails from friends, or online product reviews, the information and opinions we get from others have a strong impact on our own behaviour. Indeed, word-of-mouth generates more than two times the sales of paid advertising and is the primary factor behind 20-50% of all purchasing decisions.It is between 8.5 and 30 times more effective than traditional media.But want to know the best thing about word-of-mouth? It''s available to everyone.Whether you''re a Fortune 500 company trying to increase sales, a corner restaurant trying to raise awareness, a non-profit trying to fight obesity, or a newbie politician running for city council, word-of-mouth can help you succeed. And you don''t have to have millions of dollars to spend on an advertising budget. You just have to get people to talk.

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Book SynopsisThe third edition of Exploring Innovation offers an engaging new perspective on innovation. The book provides business students with a clear understanding of the nature of innovation and how it can be managed and fostered. Written in an accessible style, Exploring Innovation encourages students to challenge their pre-conceived ideas about innovation and to see it as a continuous, on-going process, by exploring some of the biggest developments in innovation. Lively discussions of key concepts are provide through numerous case studies, on a range of original products and services, bringing business theories to life. The new edition has been fully revised and updated with a more intuitive structure to now feature: A greater emphasis on what innovation involves. A new chapter on Value Capture. Expanded coverage on Services and Process Innovations. Two new chapters covering Global and Green trends in innovation. 8 new major case studies and more than 40 new mini-caTable of ContentsPART 1: What Is Innovation? 1Introduction 2Types of innovation  3Theories of innovation PART 2: What Does Innovation Involve?  4Sources of innovation  5The process of innovation  6Value capture  7Intellectual property rights PART 3: How Do You Manage Innovation?  8Innovation strategy  9Technological entrepreneurs 10Funding innovation 11Managing innovation PART 4: Developments in Innovation 12Innovation offshoring 13Green innovation 14National innovation systems References Resources Index

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Book SynopsisBest selling title. Takes a three-pronged approach to compensation by focusing on theory, research, and practice. The 14th edition continues to emphasize the importance of total compensation and its relevance for achieving sustainable competitive advantage. Updates reflect new compensation research that has been published since the 13th edition.Table of ContentsPART I: Introducing the Pay Model and Pay StrategyChapter 1: The Pay Model Chapter 2: Strategy: The Totality of Decisions PART II: Internal Alignment: Determining the StructureChapter 3: Defining Internal Alignment Chapter 4: Job Analysis Chapter 5: Job-Based Structures and Job Evaluation Chapter 6: Person-Based StructuresPART III: External Competitiveness: Determining the Pay LevelChapter 7: Defining Competitiveness Chapter 8: Designing Pay Levels, Mix, and PayPART IV: Employee Contributions: Determining Individual PayChapter 9: Pay-for-Performance: Theory and Evidence Chapter 10: Pay-for-Performance: Types of Plans Chapter 11: Performance Appraisals PART V: Employee BenefitsChapter 12: The Benefit Determination Process Chapter 13: Benefit Options PART VI: Extending the SystemChapter 14: Compensation of Special Groups: Executives and Others Chapter 15: Union Role in Wage and Salary Administration Chapter 16: International Pay Systems PART VII: Managing the SystemChapter 17: Government and Legal Issues in Compensation Chapter 18: Management: Making It Work

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Book SynopsisWhat are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger''s keen insights on: * The power of enthusiasm * How to conquer fear * The key word for turning a sceptical client into an enthusiastic buyer * The quickest way to win confidence * How to deliver a winning sales talk * Seven golden rules for closing a saleTrade ReviewDr. Norman Vincent Peale This book has helped me immeasurably, and anyone who wants to be a successful person should read it.Dale Carnegie How I Raised Myself from Failure to Success in Selling will be helping salesmen, regardless of whether they are selling insurance, or shoes, or ships, or sealing wax, long after Frank Bettger has passed away.Table of ContentsCONTENTSIntroduction by Dale Carnegie -- What I Think of This BookAuthor's Preface -- How I Happened to Write This BookPART ONETHESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURECHAPTER1. How One Idea Multiplied My Income and Happiness2. This Idea Put Me Back Into Selling After I Had Quit3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face4. The Only Way I Could Get Myself OrganizedSummary -- Part OnePART TWOFORMULA FOR SUCCESS IN SELLING5. How I Learned the Most Important Secret of Salesmanship6. Hitting the Bull's Eye7. A $250,000 Sale in 15 Minutes8. Analysis of the Basic Principles Used in Making That Sale9. How Asking Questions Increased the Effectiveness of My Sales Interviews10. How I Learned to Find the Most Important Reason Why a Man Should Buy11. The Most Important Word I Have Found in Selling Has Only Three Letters12. How I Find the Hidden Objection13. The Forgotten Art That Is Magic in SellingSummary -- Part TwoPART THREESIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS14. The Biggest Lesson I Ever Learned About Creating Confidence15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician16. The Quickest Way I Ever Discovered to Win Confidence17. How to Get Kicked Out18. I Found This an Infallible Way to Gain a Man's Confidence19. How to Look Your BestSummary -- Part ThreePART FOURHOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU20. An Idea I Learned From Lincoln Helped Me Make Friends21. I Became More Welcome Everywhere When I Did This22. How I Learned to Remember Names and Faces23. The Biggest Reason Why Salesmen Lose Business24. This Interview Taught Me How to Overcome My Fear of Approaching Big MenSummary -- Part FourPART FIVESTEPS IN SALE25. The Sale Before the Sale26. The Secret of Making Appointments27. How I Learned to Outsmart Secretaries and Switchboard Operators28. An Idea That Helped Me Get Into the "Major Leagues"29. How to Let the Customer Help You Make the Sale30. How I Find New Customers and Make Old Ones Enthusiastic Boosters31. Seven Rules I Use in Closing the Sale32. An Amazing Closing Technique I Learned from a Master SalesmanSummary -- Part FivePART SIXDON'T BE AFRAID TO FAIL33. Don't Be Afraid to Fail!34. Benjamin Franklin's Secret of Success and What It Did for Me35. Let's You and I Have a Heart to Heart Talk

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Book SynopsisHistorically tested long-term strategies that always outperform the marketâœOâShaughnessyâs conclusion that some strategies do produce consistently strong results while others underperform could shake up the investment business.ââBarronâsâœWhat Works on Wall Street is indisputably a major contribution to empirical research on the behavior of common stocks in the United States. . . . Conceivably, the influence of What Works on Wall Street will prove immense.ââThe Financial Analystsâ JournalâœOâShaughnessyâs latest, What Works on Wall Street, is a serious inquiry into the investment strategies that stand up under long-term scrutiny and is refreshing research for every investor.ââStocks and CommoditiesâœA bible for investment strategies. . .ââSeeking AlphaAbout the Book:Recent history has witnessed one of the worst stock market beatings ev

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Book Synopsis''The Bible of business and personal productivity'' Lifehack''A completely revised and updated edition of the blockbuster bestseller from ''the personal productivity guru'' Fast CompanySince it was first published almost fifteen years ago, David Allen''s Getting Things Done has become one of the most influential business books of its era, and the ultimate book on personal organization. ''GTD'' is now shorthand for an entire way of approaching professional and personal tasks, and has spawned an entire culture of websites, organizational tools, seminars, and offshoots.Allen has rewritten the book from start to finish, tweaking his classic text with important perspectives on the new workplace, and adding material that will make the book fresh and relevant for years to come. This new edition of Getting Things Done will be welcomed not only by its hundreds of thousands of existing fans but also by a whole new generation eager to Trade ReviewI am a devout, card-carrying GTD true believer . . . The entire approach has boosted not only my productivity but also my wider well-being. But what amazes me just as much is how deeply GTD has taken hold around the world . . . This is a genuine movement -- Daniel H. Pink, bestselling author of DriveGetting Things Done describes an incredibly practical process that can help busy people regain control of their lives. It can help you be more successful. Even more important, it can help you have a happier life! -- Marshall Goldsmith, coeditor, The Leader of the Future and Coaching for LeadershipGetting Things Done offers help building the new mental skills needed in an age of multitasking and overload -- Sue Shellenbarger * The Wall Street Journal *David Allen's productivity principles are rooted in big ideas . . . but they're also eminently practical -- Keith H. Hammonds, Fast CompanyThe bible of business and personal productivity * Lifehack *I recently attended David's seminar on getting organised, and after seeing him in action I have hope . . . David Allen's seminar was an eye-opener -- Stewart Alsop * Fortune *Allen drops down from high-level philosophising to the fine details of time management. Take a minute to check this one out -- Mark Henricks * Entrepreneur *David Allen brings new clarity to the power of purpose, the essential nature of relaxation, and deceptively simple guidelines for getting things done. He employs extensive experience, personal stories, and his own recipe for simplicity, speed and fun -- Frances Hesselbein, Chairman, Board of Governors, Leader to Leader InstituteAnyone who reads this book can apply this knowledge and these skills in their lives for immediate results -- Stephen P. Magee, Chaired Professor of Business and Economics, University of Texas at AustinA true skeptic of most management fixes, I have to say David's program is a winner! -- Joline Godfrey, CEO, Independent Means, Inc., and author of Our Wildest DreamsWARNING: Reading Getting Things Done can be hazardous to your old habits of procrastination. David Allen's approach is refreshingly simple and intuitive. He provides the systems, tools and tips to achieve profound results -- Carola Endicott, Director, Quality Resources, New England Medical CenterI am a devout, card-carrying GTD true believer . . . The entire approach has boosted not only my productivity but also my wider well-being. But what amazes me just as much is how deeply GTD has taken hold around the world . . . This is a genuine movement * Daniel H. Pink, author of Drive *Getting Things Done describes an incredibly practical process that can help busy people regain control of their lives. It can help you be more successful. Even more important, it can help you have a happier life! * Marshall Goldsmith, coeditor, The Leader of the Future and Coaching for Leadership *Getting Things Done offers help building the new mental skills needed in an age of multitasking and overload * Sue Shellenbarger, The Wall Street Journal *David Allen's productivity principles are rooted in big ideas . . . but they're also eminently practical * Keith H. Hammonds, Fast Company *

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Book SynopsisThe Business School by Robert T. Kiyosaki explores Multi-level marketing, offering insights on running a successful network marketing chain. Kiyosaki, a renowned American businessman, shares innovative viewpoints on the subject through his Rich Dad Company.

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Book SynopsisOriginally published in 1947, the fourth edition of this title investigates the impact of changing social values and modern technology on the operation of organisations. Written for managers and other professionals, as well as students in related areas who wish to understand the decision-making processes at the heart of organisation and management.Table of ContentsIntroduction to the Fourth EditionPreface to the First EditionAcknowledgmentsI. Decision-Making and Administrative OrganizationCommentary on Chapter III. Some Problems of Administrative TheoryCommentary on Chapter IIIII. Fact and Value in Decision-MakingCommentary on Chapter IIIIV. Rationality in Administrative BehaviorCommentary on Chapter IVV. The Psychology of Administrative DecisionsCommentary on Chapter VVI. The Equilibrium of the OrganizationCommentary on Chapter VIVII. The Role of AuthorityCommentary on Chapter VIIVIII. CommunicationCommentary on Chapter VIIIIX. The Criterion of EfficiencyCommentary on Chapter IXX. Loyalties and Organizational IdentificationCommentary on Chapter XXI. The Anatomy of OrganizationCommentary on Chapter XIAppendix: What Is an Administrative Science?Index

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Book Synopsis From the nationâs leading experts in healthcare safetyâthe first comprehensive guide to delivering care that ensures the safety of patients and staff alike.   One of the primary tenets among healthcare professionals is, âœFirst, do no harm.â Achieving this goal means ensuring the safety of both patient and caregiver. Every year in the United States alone, an estimated 4.8 million hospital patients suffer serious harm that is preventable. To address this industry-wide problemâand provide evidence-based solutionsâa team of award-winning safety specialists from Press Ganey/Healthcare Performance Improvement have applied their decades of experience and research to the subject of patient and workforce safety. Their mission is to achieve zero harm in the healthcare industry, a lofty goal that some hospitals have already accomplishedâwhich you can, too. Combining the latest advances in safety science, data technology, aTable of ContentsForeword: Thomas H. Lee, MD, MScAcknowledgmentsIntroduction: Craig Clapper, PE, CMQ/OEChapter 1: The History of the Modern Safety MovementGary Yates, MDChapter 2: Introduction to Safety Management SystemsCarole Stockmeier, MHAChapter 3: Safety Science and High Reliability Organizing (HRO)Craig Clapper, PE, CMQ/OEChapter 4: An Introduction to HRO Leadership SkillsSteve Kreiser, CDR (USN Ret.), MBAChapter 5: Universal Skills for Preventing HarmShannon M. Sayles, MS, MAChapter 6: Communication, Collegiality, and TeamingDavid Varnes, CDR (USN Ret.), MSAEChapter 7: Just CultureJudy EwaldChapter 8: Measurement and Control LoopsCheri Throop, RN, and Martin WrightChapter 9: Learning SystemsTami Strong, RN, MSN-HCQChapter 10: Workforce SafetyEmily Halu, RN, MSN, and Joseph CabralChapter 11: High Reliability Organizing and the Patient ExperienceDeidre Mylod, PhD, Stacie Pallotta, MPH, and Thomas H. Lee, MD, MScEpilogue: High Reliability Organizing's Full PromiseJames Merlino, MDNotesIndex

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Book SynopsisJohn Maxwell shows you how to overcome the five biggest attitude obstacles, he teaches the skills you need to make attitude your biggest asset. You''ll learn not only how to develop an attitude that will have a tremendous impact on career, family, and daily living, but also how to maintain that attitude for the rest of your life.

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Book SynopsisCrafting & Executing Strategy: The Quest for Competitive Advantage: Concepts & Cases has a long-standing reputation of being the most teachable text. It is regarded as the benchmark by which all others are measured. It is engaging, clearly articulated and conceptually balanced mainstream treatment of the latest developments in theory and practice include the clearest presentation of the value-price-cost framework. Our co-author, Margaret Peteraf, a highly regarded researcher, helped integrate both the resource-based view of the firm from the perspective of both single-business and multi-business strategies. Chapter content is tightly linked to high-interest cases, most of which are written by the text authors, and receive high acclaim for student appeal, teachability and suitability. 

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Book SynopsisSeize the advantage in every risk decision with the most misunderstood asset you haveâhuman emotionWhat if the mystery of market crashes stems from a simple but total misunderstanding of our own minds? Could everything we think we know about ourselvesâintelligence and rationality versus emotion and irrationalityâbe wildly off the mark? Simply put: yes.With these words, Denise Shull introduces her radicalâand supremely rationalâ approach to risk. Her vision stems from the indisputable fact that human beings canât make any decision at all without emotion and that emotion gets the firstâand lastâword when it comes to our perceptions and judgments.Shull should know. She started out managing major accounts for IBM and then chose to research unconscious emotional patterns instead of getting her MBA. Next she became a trader and trading desk manager while continuing to study biopsychology.We are all taught that sidelining our emotions is the best way to mTable of ContentsChapter 1: Perception IS Reality, What Really Makes the Markets Tick; Chapter 2: Billion Dollar Bonfires: The Ash-Cloud Ending to the Sad Show "Miss-Perceive"; Chapter 3: Better Eyeglasses: The Revolutionary Prescription for Corrected Market Vision; Chapter 4: The Markets' Symbolic Power: Get What You Want, Not What You Need; Chapter 5: Psychological Capital: The Asset which Breeds Cash; Chapter 6: If It is Only Probability, Then why do Poker Players Wear Sunglasses?

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Book SynopsisA Wall Street Journal BestsellerA compelling look inside the mind and powerful leadership methods of Americaâs coaching legend, John Wooden "Team spirit, loyalty, enthusiasm, determination. . . . Acquire and keep these traits and success should follow."--Coach John Wooden John Woodenâs goal in 41 years of coaching never changed; namely, to get maximum effort and peak performance from each of his players in the manner that best served the team. Wooden on Leadership explains step-by-step how he pursued and accomplished this goal. Focusing on Woodenâs 12 Lessons in Leadership and his acclaimed Pyramid of Success, it outlines the mental, emotional, and physical qualities essential to building a winning organization, and shows you how to develop the skill, confidence, and competitive fire to âœbe at your best when your best is neededâ--and teach your organization to do the same.Praise for Wooden on Leadership:<

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Book SynopsisA massive disconnect exists today between consumers and providers. As consumers, we have a greater selection of higher quality goods and services to choose from, yet our experience of obtaining and using these items is more frustrating than ever. At the same time, companies find themselves with declining customer loyalty, greater challenges in fulfilling orders, and a general sense of dissatisfaction in connecting with their customers. In LEAN SOLUTIONS, lean production experts Womack and Jones show consumers and companies alike how they can align their goals to achieve greater value with less waste.

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Book SynopsisContemporary Management?2024 Release?mirrors the most up-to-date account of changes taking place in today''s management practices by incorporating recent developments in management theory and research. It provides timely examples of how managers of companies, large and small, address the challenges and opportunities they face and how they can effectively meet them. A hallmark strength of the product is how it infuses real managers who seize opportunities, overcome challenges, and effectively manage and lead their organizations in the?Manager as a Person?feature seamlessly integrated into the narrative in the boxed material. 

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Book SynopsisManaging Organizational Change: A Multiple Perspectives Approach, 4e, by Palmer, Dunford, and Buchanan, offers managers a multiple perspectives approach to managing change, which recognizes the variety of ways to facilitate change and reinforces the need for a tailored and creative approach to fit different contexts.The fourth edition offers timely updates to previous content, while introducing new and emerging trends, developments, themes, debates, and practices.Table of ContentsPART 1 Groundwork: Understanding and Diagnosing Change Chapter 1: Managing Change Stories and Paradoxes Chapter 2: Images of Change Management Chapter 3: Why Change? Contemporary Pressures and DriversChapter 4: What to Change? A Diagnostic Approach PART 2 Implementation: The Substance and Process of Change Chapter 5: What Changes? Chapter 6: Purpose and Vision Chapter 7: Change Communication Strategies Chapter 8: Resistance to Change Chapter 9: Organization Development and Sense-Making Approaches Chapter 10; Change Management Perspectives PART 3 Running Threads: Sustainability and the Effective Change Manager Chapter 11: Sustaining Change versus Initiative Decay Chapter 12: The Effective Change Manager: What Does It Take?

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Book SynopsisFrom the âœgodfather of content marketingââthis completely revised and expanded edition brings marketers fully up to date on the newest content marketing methods and tools, including Web3When Epic Content Marketing was first published eight years ago, content marketing was just starting to pick up speed in the marketing world. Now, this approachâwhich includes everything from blogging to YouTube videos to social mediaâis the core of most organizationsâ marketing plans.Fully revised and updated, this new edition walks you through the process of developing stories that inform and entertain and compel customers to act, without actually telling them to. In addition to covering all the important social media platforms that have arisen over the past eight years and introducing the âœcreator economy,â it shows how to update existing content and make new content that performs in strategic ways. Updates include:New content models, structures, and oppor

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Book Synopsis"If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place." --Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT. "Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming." --Paul H. Zipkin, Vice-Dean, The Fuqua School of Business It's been called "a breeding ground for gurus." McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as "In Search of Excellence" author Tom Peters, Harvey Golub of American Express, and Japan's Kenichi Ohmae. When Fortune 100 corporations are stymied, it's the "McKinsey-ites" whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practicesTable of ContentsPart I: The McKinsey Way of Thinking About Business Problems. Building the Solution. Developing an Approach. 80/20 and Other Rules to Live By. Part II: The McKinsey Way of Working to Solve Business Problems. Selling a Study. Assembling a Team. Managing Hierarchy. Doing Research. Conducting Interviews. Brainstorming. Part III: The McKinsey Way of Selling Solutions. Making Presentations. Displaying Data with Charts. Managing Internal Communications. Working with Clients. Part IV: Surving at McKinsey. Find Your Own Mentor. Surviving on the Road. Take These Things with You Wherever You Go. A Good Assistant Is a Lifeline. Recruiting McKinsey Style. If You Want a Life, Lay Down Some Rules. The Most Valuable Lesson. Memories of McKinsey.

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Book SynopsisNot solely covering new products, Innovation Management focuses on new services and new business models; in doing so, it provides an introduction to new business development. The book follows the logic of the innovation process, from idea development via selection to implementation, and discusses these topics both on the level of the company and individual projects. Its content is evidence-based, but with many practical examples. This textbook ensures up-to-date subject knowledge by providing a contemporary approach: novel methodologies such as design thinking, lean innovation and open innovation are included. Exercises and discussion questions at the end of each chapter enable self-testing and reflection. Comprehension of new topics is aided by an in-margin glossary and further multimedia links on the companion website - bloomsburyonlineresources.com/innovation-management. It is an essential resource for undergraduate students seeking a rigorous and science-based, yet accessible andTrade ReviewThis comprehensive textbook incorporates the latest thinking and academic research in innovation management. It offers a wealth of relevant examples from a variety of industries and practical exercises which will enable students to apply what they have learnt in the classroom and experience first-hand what it means to be an innovation manager. * Paola Criscuolo, Professor of Innovation Management, Imperial College London, UK *A comprehensive, insightful yet elegant book that takes a novice to this topic by hand and then eruditely walks them through the various facets of innovation management. Both students and instructors will benefit from the author’s skilful treatment of the various complex multi-disciplinary threads, including strategic, operational, technological, human resource, legal and financial, that constitute innovation management in practice. When compared to other heavy-breathing introductory tomes, this book is a refreshing and delightful introduction to innovation management. * Anup Nair, Teaching Fellow, University of Strathclyde, UK *Uniquely comprehensive and accessible, Jan van den Ende’s book covers both the “classics” and more contemporary topics in innovation management. By linking concepts and frameworks from theory with examples and cases from practice, this book will enable both the understanding and the application of innovation management principles in different contexts. * Marcel Bogers, Professor of Open and Collaborative Innovation, Eindhoven Institute of Technology, Netherlands *This book provides clear insights on how to manage innovation using traditional and contemporary approaches. It demonstrates practical and effective methodologies for bringing innovation to the core of businesses and organisations, which are contextualised through a wide array of case studies and with visualisations to explain concepts, thus making the book an excellent foundation resource for university students and practitioners. * Osikhuemhe Okwilagwe, Senior Lecturer in Strategy, Bournemouth University, UK *Contemporary, timely and accessible: this book will benefit students and practitioners in their understanding of the importance of innovation management in strategies for companies and other organizations. A pleasure to read! * Cees van Beers, Professor of Innovation Management, TU Delft, Netherlands *Innovation has become a key capability for all organizations in the 21st century. Successful innovation management must get many decisions right on both the project level and the firm level. Jan van den Ende’s very readable introductory text brings together these knowledge areas, fusing masterfully academic research and practical advice. * Sebastian Fixson, Professor of Innovation and Design, Babson College, USA *This book provides a novel and very interesting approach to innovation management. It offers readers a perspective which is both multi-layered (in the sense that it offers footholds for innovation managers as well as innovation actors) and integrated (in the sense that the book addresses most of the core elements not in isolation, but connected to the processual dimension of innovation). All of this is not in abstracto, but enriched and illustrated by lots of short cases and examples and stretches from the very early strategic and search phases to the conclusion of the innovation activities. * Frido Smulders, Professor of Entrepreneurial Engineering by Design, TU Delft, Netherlands *This timely book journeys the readers through the logic of innovation activities from idea development, to selection to implementation by applying contemporary cases to critical concepts. A must-read for students of the discipline, entrepreneurs looking to start-up and corporate innovators including executives and project managers who are vested with key innovation management responsibilities. * Subra Ananthram, Associate Professor of Business and Innovation, Curtin University, Australia *Innovation Management should be widely read by students as well as practitioners and scholars. It provides clear understanding of the organizational context – projects and project-based firms – within which innovation in products, services and business models takes place and must be carefully managed. It is an important, opportune and accessible book. * Andrew Davies, Professor of Innovation Management, University of Sussex, UK *This textbook is a student-friendly starting point for the study of innovation management. It covers the key areas across the innovation process, from idea generation to successful implementation. Students will find the link of academic theories with real-life cases and hands-on exercises a refreshing approach to deepening their knowledge. * Philip Steinberg, Assistant Professor, University of Groningen, Netherlands *Table of ContentsPART ONE: INTRODUCTION 1: Innovation management and new business development PART TWO: IDEA GENERATION 2. The front end of innovation 3. Design thinking PART THREE: INNOVATION STRATEGY 4. Innovation Strategy 5. Portfolio Management PART FOUR: ORGANIZING INNOVATION 6. Managing Projects 7. Organizing for Innovation 8. Open Innovation PART FIVE: INNOVATION IN SPECIFIC TYPES OF FIRMS 9. Entrepreneurship 10. Innovation in project-based and multinational firms PART SIX: CONCLUSION 11. The future of innovation management and new business development References Index.

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Book SynopsisBoost sales results by zeroing in on the metrics that matter mostâœSales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.ââArthur Dorfman, National Vice President, SAPâœCracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.ââMike Nathe, Senior Vice President, Essilor Laboratories of AmericaâœThe authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the fieldâand this book tells how do to that in an easy-to-understand, actionable manner.ââMichael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions âœThere are things that can be managedTable of ContentsPART 1 Metrics, Metrics EverywhereCHAPTER 1 CRM, Reporting, and a False Sense of ControlThe War RoomGot Control?The Source of the ProblemHow Sales Has Trailed Its PeersPART 2 The Sales Management Code . . . Cracked!CHAPTER 2 What Can We Really Manage?Great Sellers Evolve into Great Managers . . . Maybe?It’s the Sales Manager, StupidCan You Manage a Number?Our Journey BeginsThe QuestionActivities, Results, and the Stuff In-BetweenThe Code Begins to CrackCHAPTER 3 Business Results—the Company’s HealthBack to the War RoomDoing WellThe Problem with “Managing by Results”CHAPTER 4 Sales Objectives—the Sales Force’s MandatesSmile . . . For a WhileBehold, the Sales ObjectiveStuff for Sales Management to Worry AboutThe Sales Force as Ground CoverThe “Capable” Sales ForceAcquire, Retain, Grow, RepeatSell Something . . . but Not Just AnythingThe Sales Force: Revenue Machine or Strategic Weapon?CHAPTER 5 Sales Activities—the Drivers of Sales PerformanceThe Missing Metrics on the WallSales Processes, You Say?The Building Blocks of ControlFact: Better Processes = Better Sales PerformancePART 3 Using the Code to Manage Your Sales ForceCHAPTER 6 Building the Foundation for ControlThe Building BlocksWhich Sales Process Is Best for Our Company?Rightsizing Your Sales ProcessOff the Shelf or Off the Mark?Does That Also Come in Gray?CHAPTER 7 Selecting and Collecting Your MetricsIf Sales Management Were a SnapChoosing Activity, Objective, and Result MetricsBringing Back the SmilesThe Shape of Things to ComeLearning to Let GoSpeaking of Reports . . .CHAPTER 8 Managing with Processes and NumbersNow It’s Time to ManageManaging Call ManagersManaging Opportunity ManagersManaging Account ManagersManaging Territory ManagersAnd Sales Force EnablementWhich Process for Which Objective?The Treasure MapAn Advanced Degree: Selecting A-O-Rs for the Individual SellerCHAPTER 9 Mission AccomplishedIn ReflectionThe Ultimate Status CheckAnd Finally . . .Appendix: Troubleshooting GuideIndex

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Book SynopsisGives you winning B2B sales strategies and techniques. Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a six-step process for winning sales opportunities and shows you how to: qualify the prospect for forecasting accuracy, and communicate your strategy to your team.

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Book Synopsis SHORTLISTED FOR THE CMI MANAGEMENT BOOK OF THE YEAR AWARD 2013 It's a tough job being a manager.How do you manage performance? If you come across as too directive you may get a reputation for harshness. If you are too nice you risk being known as a gullible and easily outmanoeuvred. Neither approach works.'Employee engagement' is the magical ingredient: it makes staff genuinely committed, creating excellent work. Few organizations actually achieve it, though all say they want it. Coaching is the most reliable a way of producing it. In Manager as Coach, Jenny Rogers challenges many of the traditional assumptions about what works in management and shows you, step by step, how to be a brilliant manager and get fantastic results: Reduce your stress Develop employees' key skills Create a culture of engagement Improve bottom line results "Jenny Rogers' advice is simple, memorable, deeply pragmatic, and always focused on results. If Table of ContentsIntroduction: It's tough being a bossChapter 1: What gets in the way: half truths and mythsChapter 2: How coaching solves so many management problemsChapter 3: The coaching mindsetChapter 4: Being a brilliant listenerChapter 5: Creating fresh thinking: questioning and feedbackChapter 6: Managing the coaching conversation: OSCAR (Outcome, Situation, Choices and Consequences, Action, Review)Chapter 7: OSCAR in ActionChapter 8: OSCAR in the OrganizationChapter 9: Creating a coaching cultureChapter 10: What's stopping you?BibliographyIndex

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