Business and Management Books

Book SynopsisUse Lean Six Sigma to transform your business. Lean Six Sigma is a powerful method for improving both the efficiency and quality of projects and operations.Table of ContentsIntroduction 1 Part I: Getting Started with Lean Six Sigma 5 Chapter 1: Introducing Lean Six Sigma 7 Chapter 2: Introducing Business Transformation 23 Chapter 3: Learning to DRIVE 43 Part II: Scoping the LSS Transformation Journey 67 Chapter 4: Defining Your Transformation Objectives 69 Chapter 5: Assessing Readiness for Transformation 89 Chapter 6: Establishing the Transformation Governance System 107 Part III: Planning the Transformation Journey 123 Chapter 7: Understanding Business Breakthroughs and Fundamentals 125 Chapter 8: Planning for Strategy Deployment 139 Chapter 9: Implementing Strategy Deployment 157 Chapter 10: Establishing a Continuous Improvement Organisational Structure 181 Part IV: Starting out on the Transformation Journey 193 Chapter 11: Creating the Right Culture 195 Chapter 12: Achieving Everyday Operational Excellence 217 Part V: Sustaining the Transformation 239 Chapter 13: Widening the Scope of the Transformation 241 Chapter 14: Managing the Capabilit y Maturit y Journey 259 Part VI: The Part of Tens 269 Chapter 15: Ten T ips for Smoothing the Transformation Process 271 Chapter 16: Ten Pitfalls to Avoid 277 Chapter 17: Ten Places to Go for Help 285 Index 293

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Book SynopsisWritten by a leading pioneer in the field,the revised and updated fourth edition of this successful text examines service management and management in service competition from the point of view of the service profit logic. It focuses on adopting service logic in the management of service firms as well as of product manufacturers which want to become service providers. With a wide base of examples, Christian Grönroos draws on decades of experience to explain how to manage any organization as a service business and move closer to current and future customers. Service logic and service management are all about customer-focused outside-in management, using current academic research and business practice to make organizations more successful in the service-based economy. The author has created a unique set of YouTube video lectures, one per chapter, to enhance the chapter topics and further bring the concepts to life: Table of Contents1 The Service and Relationship Imperative: Managing in Service Competition 2 The Nature of Services and Service Consumption, and its Customer Management Implications 3 The Service Profit Logic and Service Management Principles 4 Service and Relationship Quality 5 Quality Management in Services 6 Return on Service and Relationships 7 Managing the Augmented Service Offering 8 Managing Productivity in Service Organizations 9 Managing Marketing or Customer-Focused Management 10 Managing Integrated Marketing Communication and Relationship Communication 11 Managing Brand Relationships and Image 12 The Role of Social Media in Services Management 13 Customer-focused Organization: Structure, Resources and Service Processes 14 Managing Internal Marketing: A Prerequisite for Successful Customer Management 15 Managing Service Culture: The Internal Service Imperative 16 Transforming a Manufacturing Firm into a Service Business 17 Conclusions: Managing Sevice and Relationships

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Book SynopsisBecome the applicant Google can''t turn down Cracking the Tech Career is the job seeker''s guide to landing a coveted position at one of the top tech firms. A follow-up to The Google Resume, this book provides new information on what these companies want, and how to show them you have what it takes to succeed in the role. Early planners will learn what to study, and established professionals will discover how to make their skillset and experience set them apart from the crowd. Author Gayle Laakmann McDowell worked in engineering at Google, and interviewed over 120 candidates as a member of the hiring committee in this book, she shares her perspectives on what works and what doesn''t, what makes you desirable, and what gets your resume saved or deleted. Apple, Microsoft, and Google are the coveted companies in the current job market. They field hundreds of resumes every day, and have their pick of the cream of the crop when it comes to selecting new hireTable of ContentsChapter 1 Life at the World’s Greatest Tech Companies 1 Life at Infinite Loop and Microsoft Way 2 The Differences 4 Big versus Little: Is a Start-Up Right for You? 5 The Job Title: What Do You Want to Be When You Grow Up? 8 It’s Not for Everyone 11 Chapter 2 Advanced Positioning and Preparation 12 A Positioning Framework 12 University 16 Graduate School 21 Career Graduate Degrees 22 The MBA 23 Part-Time Graduate Programs 27 Work Experience 28 Extracurriculars 30 Questions and Answers 33 Chapter 3 Getting in the Door 37 The Black Hole: Online Job Submission 37 Getting a Personal Referral 39 Career Fairs 41 Professional Recruiters 42 Additional Avenues 44 Networking 46 Social Networking 49 Questions and Answers 51 Chapter 4 Resumes 55 How Resumes Are Read 55 Nine Hallmarks of a Powerful Resume 55 The Structure 63 How Do I Shorten My Resume? 69 Resume Action Words 70 Questions and Answers 73 Chapter 5 Deconstructing the Resume 77 Resume # 1 77 Resume # 2 78 Resume # 3 79 Resume # 4 81 Chapter 6 Cover Letters 83 Why a Cover Letter? 83 The Three Types of Cover Letter 84 The Structure 85 Five Traits of a Strong Cover Letter 87 The Daring A+ Cover Letter 89 The Traditional A+ Cover Letter 90 The So-So Cover Letter 91 Questions and Answers 92 Additional Resources 93 Chapter 7 References 94 How References Are Used 94 Whom You Should Select as a Reference 95 Make a Good Reference Great 96 When Things Go Wrong 97 What If Your Bad Reference Is Your Former Boss? 98 Questions and Answers 99 Chapter 8 Interview Prep and Overview 102 Interview Questions 102 The Tech Interview Culture 103 Do Your Homework 104 Working with Your Recruiter 107 Communication and Behavior 109 Special Interview Types 113 After the Interview 116 Following Up with Your Recruiter 118 Dealing with Rejection 119 Questions and Answers 119 Additional Resources 122 Chapter 9 Define Yourself 123 The Pitch 123 Why Should We Hire You? 126 Why Shouldn’t We Hire You? 126 Why Do You Want to Work Here? 128 Why Are You Leaving Your Job? 128 Where Do You See Yourself in Five Years? 129 What Are Your Strengths? 130 What Are Your Weaknesses? 131 Layoffs, Firing, and Unemployment 131 Questions and Answers 134 Chapter 10 Behavioral Questions 136 Evaluation 136 Mastering the Content 137 Mastering the Communication 140 Common Mistakes 143 Five Example Questions 144 Questions and Answers 150 Chapter 11 Problem Solving 153 Types of Problem-Solving Questions 153 Estimation Questions 154 Design Questions 160 Brainteasers 162 Questions and Answers 170 Additional Resources 172 Chapter 12 The Programming Interview 173 What’s the Point? 173 What’s Expected—And What’s Not 174 How They Differ: Microsoft, Facebook, Google, Amazon, Yahoo, and Apple 175 How to Prepare 176 Must-Know Data Structures, Algorithms, and Topics 177 Coding Questions 178 Algorithm Questions: Four Ways to Create an Algorithm 184 Object-Oriented Design 188 Scalability Questions 188 Testing Interviews 190 Questions and Answers 193 Additional Resources 196 Chapter 13 Getting into Gaming 197 The Culture: Is It All Fun and Games? 197 Job Positions: What Can You Do? 198 College Candidates 201 Reaching Out and Getting In 202 Personality Fit 204 The Gaming Interview—Three Tips to Doing Well 206 Questions and Answers 207 Chapter 14 Women in Tech 211 On Men and Allies 211 The Harsh(ish) Reality of Being a Woman in Tech 212 Advice for Women from Women (and Allies) 214 It’s Friction, Not Obstacles 218 Questions and Answers 219 Chapter 15 The Offer 221 How to Evaluate an Offer 221 How Can You Negotiate an Offer? 228 Tricky Issues: Deadlines, Extensions, and Declining Offers 233 Questions and Answers 237 Chapter 16 Crafting Your Career 242 Define Your Career Path 242 Being Great 243 Manage the Review Process 244 Play a Bit of Politics: Build Strong Relationships 247 Identify a Mentor 248 Promotions and Raises 249 How and When to Quit 252 Questions and Answers 255 Chapter 17 On Luck, Leverage, and You 259 Index 261

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Book SynopsisYour own in-house legal advisorat a fraction of the cost Written in plain-English for business people without any legal training, Law For Small Business For Dummies covers everything you need to be aware of regarding the law when you''re starting and running your own business. Cutting through the jargon that can make even the pros scratch their heads, this book quickly gets you up-to-speed on the key areas of business law, including contracts, websites, intellectual property, data protection and partnership agreements. Plus, you''ll find out how small business law applies to advertising and marketing, confidentiality agreements, the sale and supply of goods (including e-commerce), negligence and product liability. There were 526,000 new businesses registered in the UK in 2013and, at some point, all of them will be faced with legal risks that could make the difference between success and failure. One claim could wipe out a fledgling business'' profits, and hit eTable of ContentsIntroduction 1 Part I: Getting Started with Legal Requirements 5 Chapter 1: Starting Your Legal Journey: Business Structures and Initial Research 7 Chapter 2: Setting up and Running Your Business Structure: Legal Formalities 23 Chapter 3: Choosing Your Funding Partner 43 Chapter 4: Closing the Funding Agreement 59 Part II: Launching Your Business – Legal Essentials 81 Chapter 5: Contracting Consultants and Employees 83 Chapter 6: Dealing with Your Online Responsibilities 107 Chapter 7: Staying Onside in the Workplace 123 Chapter 8: Protecting What You Own: Intellectual Property 147 Chapter 9: Acquiring and Using Your Own Software 173 Part III: Growing the Business – The Legal Blueprint 191 Chapter 10: Cooking Up a Tasty Contract with Your Suppliers 193 Chapter 11: Contracting with Suppliers for Services 213 Chapter 12: Creating Legal Contracts with Consumers 227 Chapter 13: Saying Bonjour, Ciao, Hola, Ni Hao to Trading Abroad 245 Part IV: Staying in Business – Legal Pitfalls 263 Chapter 14: Managing Your Legal Risks 265 Chapter 15: Winning Disputes (When You Can’t Avoid Them) 279 Chapter 16: Coping with Liquidation and Insolvency 299 Part V: Exiting Successfully – Legal Secrets 323 Chapter 17: Lifting‐Off to Further Business Goals 325 Chapter 18: Cashing In: Selling Your Business 341 Part VI: The Part of Tens 359 Chapter 19: Top Ten Legal Bear Pits to Avoid 361 Chapter 20: Ten Documents You Need to Get Signed 367 Chapter 21: Shush! Ten Secrets of Negotiation 375 Chapter 22: Ten Ways You Can Expect Your Lawyer to Behave 385 Index 395

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Book SynopsisFresh, creative strategies guaranteed to enliven online training 101 Ways to Make Learning Active Beyond the Classroom provides proven, practical strategies, activities, and tips for those tasked with facilitating training in any subject area among alternative settings.Table of ContentsAcknowledgments ix Introduction: Getting the Most from This Resource xi 200 Tips to Make Training Active and Learning Successful 1 Top 10 Lists 2 1. 10 Tips for Successfully Implementing a Virtual Learning Platform 3 2. 10 Ideas to Create a Prewebinar Checklist 5 3. 10 Slides to Organize Your Virtual Learning 7 4. 10 Tips for Opening an Interactive Online Training Session 8 5. 10 Webinar Warm-Ups 9 6. 10 Ways to Engage Virtual Learners 10 7. 10 Tips for Using Annotation Tools 14 8. 10 Tips for Using Breakout Rooms in a Virtual Classroom 17 9. 10 Tips for Using QR Codes in Learning 18 10. 10 Polling Tips for Virtual Classrooms 20 11. 10 Phrases to Regain Virtual Participants’ Attention 22 12. 10 Tips for Using Twitter for Ongoing Learning 23 13. 10 Tips to Get Started with Games and Gamification 25 14. 10 Ways to Use Social Media Tools to Support Learning 27 15. 10 Tips to Be Successful with m-Learning 29 16. 10 Tips for Shooting a Video 31 17. 10 Tips for Virtual Coaching 35 18. 10 Tips for Virtual Teamwork 37 19. 10 Tips for Leaders as Teachers 39 20. 10 Tips and Options for Training in Virtual Reality Environments 40 ONLINE LEARNING 43 Online Openings 45 1. Picture Me 46 2. You Intro Me; I Intro You 48 3. Quote Me 50 4. Using Prezi to Build Community in the Virtual Classroom 53 5. Instagram Intros 55 Online Closings 57 6. Review, Remember, Relate, Recall 58 7. Make Them Stick 60 8. Choose and Choose Again 62 9. Concept Challenge 65 Online Learning Activities 66 10. Using Analogies 67 11. Virtual Learning by Quadrants 69 12. Incorporate MOOC (massive open online course) Design Concepts into Your Online Design 71 13. Small-Group Data Analysis 73 14. Social Media Sharing about Implicit Bias 75 15. Think-Pair-Share for Webinars 77 Online Asynchronous Learning 79 16. Creating a Culture Dream Team 80 17. Point-Counterpoint 83 18. Onboarding New Employees 86 Unique Online Situations 88 19. Corporate Global Survey 89 20. Find It 91 21. Facilitating from Afar 93 TECHNOLOGY TACTICS 97 Blended Solutions 99 22. Move to the Goal 100 23. Do-It-Yourself (DIY) Job Aid 103 24. The 411 104 25. Gear Up Your Brain 106 e-Learning Tools 108 26. Increase Interaction Using a Whiteboard 109 27. Meter Poll 113 28. Engaging Course Map for an e-Learning Course 118 29. Google Hangout Collaborations 120 30. Pinboard Key Learning 122 31. Poll for Impact! 125 32. Show Me 126 m-Learning 128 33. Mobile Debates 129 34. Survey in Hand 131 35. Picture This 133 36. Take My Speech Home 135 37. Tweet a Learning Needs Assessment 137 38. Just-in-Time Reminder 139 Social Learning 141 39. Social Learning Gone Wild Participating in a LinkedIn Group 142 40. Digital Round Robin 144 41. Blog-Based Skills Inventory 146 42. Social Media Opinion Polling 148 43. The #1 Thing 150 44. Office Hours 152 45. Quiz Challenge 154 Technology in the Classroom 156 46. Twitter Engagement 157 47. QR Code Search 159 48. Pause and Discover 161 LEARNING FROM MANY 165 Learning on a Team 167 49. I Felt Valued 168 50. Teamwork in History 170 51. Build a Trusting Team 172 52. Feedback for the Team 174 53. MVP Award 176 My Mentor and Me 178 54. Discussion Starters 179 55. Take Me with You 181 56. Mentor Meet and Greet 182 57. The Magic of Mentoring 185 58. Find the Perfect Mentor 188 59. First-Time Mentor 191 Put Me in Coach 194 60. Ask Powerful Questions 195 61. Feedback Formula 197 62. Showing Appreciation 199 63. Coaching Meeting Template 202 Peer-to-Peer Learning 204 64. Peer Coaching Circle 205 65. I’ll Coach You; You Coach Me 208 66. Peer Advisory Group 210 LEARNING ON THE JOB 213 Help Yourself 215 67. Every Day Counts 216 68. Your Leadership Brand 218 69. Set Goals for Success 220 70. A Wiser Me 223 71. Volunteer for a Special Assignment 225 72. Notable Quotables 227 73. Goals for Life 229 74. Test Yourself 231 Informal Learning 232 75. First Things First 233 76. A Virtual Book Club 235 77. Brown Bags and Books 236 78. “Bugs Me” List 238 79. Give ’em a “10” 240 80. What Got You Here 242 81. Plan for Informal Learning 244 Learn from Experience 246 82. Experiential Learning in the Classroom 247 83. Experiential Learning on the Job 251 84. Experiential Blended Learning for High Potentials 253 On-the-Job Assignments 255 85. Assessing Learners for a Rotational Assignment 256 86. Department Rotation Agreements 259 87. Evaluating Rotational Assignments 261 88. Stretch Assignment: Yes or No? 264 LEARNING BEYOND THE WORKPLACE 269 Learning Outside the Organization 271 89. Teach a Class 272 90. Do You Belong? 274 91. The Envelope, Please 275 92. Google Your Company 277 93. Visit the City Council 279 94. Read a Biography 281 95. Visit Your Supplier 283 96. Office Hours II 285 Do Well by Doing Good 286 97. Volunteer Team Needs a Leader 287 98. Professional Association Involvement 289 99. Find a Match 291 100. Adopt a Group 293 101. Internal Fund-Raising 295 A Bonus “10 Tips” List 297 10 Ways to Think about Learning in the Future 297 Additional Reading 299 About the Author 301

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Book SynopsisTrade Review"The Discussion Book" offers new ways to engage people and energize groups; will get employees, students, colleagues, constituents, and community members to participate more fully in deliberative decision-making; encourage creativity and openness to new perspectives; increase collaboration and build cohesive teams; and keep groups focused on important topics and hard-to-address issues." (Reviewer's Bookwatch, May 2016)Table of ContentsPreface ix User Guide xiii Acknowledgments xix The Authors xxi Introduction 1 1 Circle of Voices 9 2 Chalk Talk 13 3 Circular Response 19 4 Newsprint Dialogue 25 5 Today’s Meet 31 6 Giving Appreciation: The Appreciative Pause–Sticky Note Plaudit 37 7 Rotating Stations 43 8 Snowballing 49 9 Conversational Moves 53 10 Critical Incident Questionnaire (CIQ) 59 11 Strategic Questioning 65 12 Open-ended Questions 71 13 Nominating Questions 77 14 If You Could Only Ask One Question 81 15 On-the-Spot Questions and Topics 87 16 What Do You Think? 93 17 Clearness Committee 97 18 Team Modeling 103 19 Question Brainstorm 107 20 Narrative Listening and Questioning 111 21 Participation Rubric 115 22 Critical Conversation Protocol 121 23 What Are You Hearing? 127 24 Understanding Check 131 25 Stand Where You Stand 135 26 Think-Pair-Share 139 27 Drawing Discussion 143 28 Musicalizing Discussion 149 29 Structured Silence 153 30 Writing Discussion 157 31 Quick Writes 161 32 Cocktail Party 165 33 Bohmian Dialogue 169 34 Methodological Belief 173 35 Justifiable Pressure 177 36 Hatful of Quotes 181 37 Quotes to Affirm and Challenge 185 38 Jigsaw 189 39 Titling the Text 193 40 Critical Debate 197 41 Single Word Sum-Ups 201 42 Setting Ground Rules 205 43 Canvassing for Common Ground 209 44 Dramatizing Discussion 215 45 Deliberative Polling 219 46 Participatory Decision Making 223 47 Mutual Invitation 229 48 The Three-Person Rule 233 49 Conversational Roles 237 50 Facilitator Summary 243 Bibliography 247 Index 249

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Book SynopsisDevelop the Scaramucci mindset that drives entrepreneurial success Hopping over the Rabbit Hole chronicles the rise, fall, and resurgence of SkyBridge Capital founder Anthony Scaramucci, giving you a primer on how to thrive in an unpredictable business environment. The sheer number of American success stories has created a false impression that becoming an entrepreneur is a can''t-miss endeavorbutnothing could be further from the truth. In the real world, an entrepreneur batting .150 goes directly to the Hall of Fame. Things happen. You make a bad hire, a bad strategic decision, or suffer the consequences of an unforeseen market crash. You can''t control what happens to your business, but you can absolutely control how you react, and how you turn bumps in the road into ramps to the sky. Anthony Scaramucci has been there and done that, again and again, and has ultimately come out on top; in this book, he shares what he wishes he knew then. Your chances of becominTable of ContentsForeword ix Introduction 1 Chapter 1 The Shape of Things to Come 3Seeing Around Corners Chapter 2 From Peril to Pivot 25Acknowledging Mistakes & Transitioning Ahead Chapter 3 Fear. Failure. Focus. 33Early Lessons in Entrepreneurship Chapter 4 Snap Out of It! 41Looking Back to Move Forward Chapter 5 An Entrepreneurial Blueprint The Don’ts of Building a Business 49 Chapter 6 Holding Grudges Brush that Chip off your Shoulder 63 Chapter 7 An Introduction to the Important Things in Life 75The Key to Living a “Rich” Life Chapter 8 Partnering Up 87The J-Curve They Don’t Teach You About in Business School Chapter 9 Negotiating Need Not Be War 101Leaving Money at the Table Chapter 10 Don’t Hire Quarterbacks, Hire Linemen 111The Simple Formula for Building a Successful Team Chapter 11 Person to Person 121From Management to Corporate Citizenship Chapter 12 Image Is Everything 133Owning Your Message Chapter 13 Networking, Sprezzatura, & Being Your Authentic Self 141The Keys to Building Relationships Chapter 14 Sell without Selling Your Soul 155 Chapter 15 Be Bold—Marketing Takes Courage 167Standing Out by Sticking Your Neck Out Conclusion I Am Enough 177 Acknowledgments 183 About the Author 187 Index 189

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Book SynopsisThe Unprecedented Tell-All Guide Through the Intricacies of Executive Recruitment The single greatest opportunity that an organization has to improve both performance and culture in one stroke lies in the hiring of a new executivethe right executive. The fresh thinking of a skilled leader has the potential to unleash innovation, empower employees, and generate wealth for the company. Similarly, a bad hire may mortally wound the organization and cause ripple effects throughout the entire economy. Hiring Greatnesscontains valuable insider strategies and tacticspreviously only known to a handful of America''s wealthiest, elite head-huntersto attract, recruit, and retain star executives. Authors David E. Perry and Mark J. Haluska have completed more than 1800 search projects across five continents, maintaining a 99.97% success rate, and negotiating more than $380 millionin salaries. Like magicians unveiling the hidden tricks of the trade,'' Perry and Haluska Table of ContentsHow to Maximize Your Use of this Book xvii Foreword xix Preface xxiii Chapter 1 Great Expectations: Defining Value 1 Why Hiring Greatness Matters 7 Height of Value: KnowingWhat’s Important 10 Sight of Value: Finding What’s Important 12 Flight of Value: Get What’s Important 14 The “Perfect Storm” 19 Chapter 2 Architects of Success: Setting Up the Search Committee 29 How to Form a Functional Search Committee 31 How to Select a Search Committee Chairperson 32 Duties of the Search Committee Chairperson 34 Chapter 3 Preparation: RecruiterNomics 39 The Importance of Due Diligence 40 The Job Description—Your Foundational Document 43 Creating the Position Profile 51 The Confidential Candidate Brief 57 Your Interview Guide 62 Chapter 4 Positioning the Opportunity: The Quick and the Dead 65 It’s Go Time! 69 Search Research: The Black Box 70 Benchmarking 83 Attracting the A-Players 90CONTENTS Recruiting and Screening 91 Closing on the First Face-to-Face Interview 99 Tradecraft 99 Chapter 5 Finding the Right Fit: Lions Don’t Need to Roar 101 The Importance of Planning 104 Interview Etiquette—Putting Your Best Foot Forward 106 How to Shape a Robust Interview Process 108 The Quick and the Dead 112 The Five Pillars of Success 115 Four Common Failures to Avoid 121 A Progressive Two-Stage Interview Process 123 Face-to-Face Interview with Two Recruiters 129 The Search Chair Interview 134 The Ultimate Hiring Authority’s Interview 139 The Search Committee Interview 143 The Candidate’s Business Presentation 145 Chapter 6 Due Diligence: Don’t Hire a Liar 149 Catch Me If You Can 154 Negligent Hiring 159 Profile of a Good Reference 161 The Main Event 168 Setting the Stage 168 Tactics to Enhance Your Reference Checking 172 How to Evaluate References Effectively 176 Chapter 7 Sealing the Deal: The Future Is in Your Hands 181 Five Rules to Developing aWinning Offer 183 Presenting the Offer 186 The Best Candidates Have the Shortest Shelf Lives 187 How to Extend the Honeymoon Period Indefinitely 189 Counteroffers 193 Conclusion 194 Epilogue: All In 197 Acknowledgments 201 About the Authors 203 Appendix A Position Profile 205 Executive Search Mandate 205 Appendix B Confidential Candidate Brief 211 Working with Perry-Martel International Inc. 211 Index 217

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Book SynopsisLeverage your authentic self into a valuable leadership strategy The Art of Authenticity is a guide to becoming a better leader by achieving your best self. All people bring different sides of themselves to various situations. This book will show you how to broaden and deepen your effectiveness by presenting the most appropriate side of yourself. Dr. Karissa Thacker is the management psychologist called on by over two hundred Fortune 500 companies to work with high potential leaders. This book provides you with her expert guidance, based on validated psychological research and artful application of psychological principles to actual business situations, to help you become an authentic leader. You''ll learn how to lead through reflection, action, and conscious choice, and how to maintain your guiding principles while effectively leading your team. By replacing habitual reactions with authentic ones, you''ll find that you''re modeling good behavior and effective decisionTable of ContentsPreface xi Part I A New Vision of Authenticity 1 Chapter 1 The Digital Era of Freedom and Fear 3 The Call to Authenticity 4 On Becoming More Authentic 5 The Particular Challenges of Now and How Did We Get Here? 8 The Dawn of the Digital Age 11 Digital Era = Fear + Freedom 14 Responding to the Challenges of Freedom and Fear 15 The Workouts 16 Chapter 2 Signature Contributions vs. Conformity 18 Celebrate Your Quirks 20 The More Experiments the Better 22 The Upside of Your Weaknesses 25 Meaning Matters 28 The Workouts 32 Chapter 3 Truth, Lies, and Authenticity 33 Seeing the Multiple Choice Questions 34 Killing the Dead Bug View of Truth 35 Big Fat Whoppers and Sweet Little Lies 40 The Truth About Authenticity 44 The Workouts 46 Part II The Science of Authenticity 49 Chapter 4 Followers Beware of Charisma 51 The Perceived Power of Charisma 52 Two Flavors of Charisma 55 Conversations That Matter 58 The Authenticity Continuum 67 The Workouts 68 Chapter 5 Self-Awareness or Is It Selves Awareness? 70 Selves Awareness and the Case of the Bossy CFO 71 Are You a Chameleon? 74 Fixed Traits, Free Traits, and Real People 78 The Ideal Self, the Current Self, and Lots in Between 81 The Workouts 83 Chapter 6 Balanced Processing and Collaborative Decision Making 85 What Is Balanced Processing? 86 Get in Balanced Processing Gear or Not 89 Three Tricky Words for Leaders 91 Hire a Brilliant Antagonist or Three 93 Know and Own All Your Biases 95 Have a Big Ego and Put It on the Shelf 99 The Workouts 101 Chapter 7 Relational Transparency and Honest Conversations 102 The Value of Honest Conversation 104 Transparency That Creates Business Results 105 Emotional Transparency Matters, Too 107 The Myth of Total Transparency 109 The Age of Transparency 111 General Practical Rules of the Transparency Road 113 The Challenge of Transparency 116 The Workouts 117 Chapter 8 Internalized Moral Perspective/An Active, Unique GPS System 118 Prisons, Orderly Stages, and Elephants 122 Putting Up Psychological Guardrails 129 The One Thing 131 The Workouts 132 Part III The Master Class 133 Chapter 9 The Centrality of Conscious Choice 135 Debunking Popeye’s Version of Authenticity 137 The Reality of Authenticity 139 Choosing Authentic Action 140 Choose to Experiment 142 Choose to Notice the Novel 144 In Closing 146 The Workouts 147 Chapter 10 How to Read Culture Like an Anthropologist 149 Practical Anthropology Via iPhone 150 Is the Organization Working to Be More Authentic? 154 Figuring Out Fit 155 The Mind-Set of a Corporate Anthropologist 157 The Workouts 164 Chapter 11 How to Make Peace with Paradox 166 Who Are You (Really)? 171 Three Selves That Won’t Magically Align 173 Authentic Leadership Is a State of Mind 175 The Workouts 180 Chapter 12 How to Ferociously Seek the Truth (When Everyone Is Framing and Spinning) 182 The Truth Serum Question 184 The Trust Meter Is Always Running 188 In Search of a Virtue Buzz 192 Self-Defining Moments 197 The Workouts 198 Conclusion 199 Notes 201 Acknowledgments 209 About the Author 211 Index 213

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Book SynopsisGrow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game. Account-Based Marketing For Dummies is here to give you the tools to transform your current approach to find, reach, and engage with your potential customers on their terms to meet their ever-changing demands. Packed with expert tips and step-by-step instructions, this book shows you how to analyze current data to identify the accounts with the biggest ROI opportunities and execute effective, account-specific techniques that get results. This practical guide takes the intimidation out of account-based marketing in today''s highly digitized world. You''ll be armed with the knowledge you need to increase your reach in real time, giving you greater exposure to other decision-makers and influencers within an account. You''ll discover how, through a combination of marketing technology and online advertising, your messages can be displayeTable of ContentsIntroduction 1 About This Book 2 Foolish Assumptions 2 Icons Used in This Book 4 Beyond the Book 4 Where to Go from Here 5 Part 1: Getting Started with Account-based Marketing 7 Chapter 1: Introducing the Basics of Account-Based Marketing 9 Defining Account-Based Marketing 10 Pouring leads into the funnel 10 Moving away from lead-based marketing 12 Flipping the Funnel 14 Identifying your best-fit contacts 15 Expanding contacts into accounts 16 Engaging accounts on their terms 16 Creating customer advocates 17 Chapter 2: Making the Case for Account-Based Marketing 19 Understanding Why B2B Companies Need Account-Based Marketing 20 Measuring leads is no longer enough 22 Maximizing your marketing efforts 22 Starting the Conversation about ABM 23 Investing your resources the right way 23 Supporting sales productivity 23 Influencing customer sentiment 26 Driving More Revenue from Account-Based Marketing 28 Generating qualified opportunities 29 Closing more new business 29 Preventing customer churn 30 Chapter 3: Aligning Sales and Marketing 31 Setting the Right Marketing Goals 32 Changing the B2B game 33 Creating a message that works for sales 35 Driving Revenue through Teamwork 36 Selling the dream 37 Building your “A” team 38 Renewing the Vows between Marketing and Sales 40 Connecting to marketing 41 Talking to your sales team 41 Setting realistic expectations 42 Playing to your strengths 44 Chapter 4: Selecting Tools 45 Understanding Marketing Technology 46 Determining your MarTech needs 46 Assessing your resources 48 Building a MarTech Stack 48 Defining your digital presence 54 Setting Up Your Platforms 54 Integrating your software 54 Managing ABM tools 56 Tying everything back to an account 57 Types of Marketing Activities 58 Advertising 58 Social 59 Events 59 Direct mail 60 Content 61 Webinars 63 Email 64 Calls 66 Part 2: Identifying Accounts for Marketing 67 Chapter 5: Targeting Your Best-Fit Accounts 69 Focusing on the Right Market 70 Specifying the industry 70 Sizing the company 71 Segmenting by industry and company size 71 Creating an Ideal Customer Profile 72 Determining your ICP 73 Crafting personas 74 Understanding personas’ motivations 75 Making a Value Proposition 76 Differentiating value based on roles 76 Tailoring your message 76 Remembering everyone is different 76 Building Your List of Target Accounts 77 Starting with a tiered list of companies 77 Applying your ICP to the company list 78 Laser-focusing on best-fit 80 Prospecting within accounts 80 Chapter 6: Fueling the Account-Based Marketing Engine 81 Managing Your Existing CRM Data 82 Leveraging your customer data 82 Comparing customers with your ICP 84 Figuring out what you can use 84 Obtaining New Data on Target Accounts 84 Gathering the right data 85 Acquiring correct company information 85 Finding the right people in those companies 87 Utilizing predictive analytics 89 Creating New Accounts 91 Completing a full profile 92 Avoiding duplicate accounts 92 Assigning new accounts to owners 94 Protecting Data Quality 95 Profiling your data records 96 Determining whether your data is bad 97 Updating account information 98 Chapter 7: Qualifying Your Target Accounts 99 Gauging Interest 100 Comparing inbound and outbound activities 100 Discovering BANT 100 Asking the right qualification questions 101 Intending to buy 103 Converting Accounts to Opportunities 104 Nurturing or converting 104 Monitoring activities for buying signals 104 Triggering at the right time 105 Communicating with your accounts 106 Qualifying a Revenue Opportunity 106 Examining the account’s journey 107 Agreeing on sales-ready opportunities 108 Building a full view of an account 109 Finding multiple opportunities within one account 109 Part 3: Expanding Contacts Into Accounts 111 Chapter 8: Reaching the Right People in Target Accounts 113 Preparing Your Account-Specific Plan 114 Finding the right stakeholders 114 Enabling your champion 117 Pointing out potential detractors 118 Discovering your power sponsor 118 Using Tools for Expansion 119 Selecting the right software 119 Avoiding manual data entry 121 Continuing to expand accounts 121 Adding Contacts to an Account 121 Appending more contact data to accounts 122 Writing out your organizational chart 122 Working with new contacts during the sales process 123 Identifying buying centers 123 Chapter 9: Using Marketing Automation for Your Account Strategy 125 Strategizing Your Expansion Tactics 126 Nurturing for inbound vs outbound 126 Monitoring marketing activities 130 Filtering for the right contacts 131 Advancing from initial touch to account nurture 134 Learning the Fundamentals of Scoring and Grading 135 Scoring based on activities 135 Combining scores for a single account 137 Grading based on best fit 137 Flowing Data Back into Your CRM 138 Integrating your platforms 139 Assigning tasks and follow-up 139 Determining the next steps 140 Chapter 10: Distilling the Key Roles of “Smarketing ” 141 Making Sales Your Marketing Team’s Number 1 Customer 142 Reestablishing marketing’s mission 142 Finding urgency among your accounts 143 Providing air cover throughout the sales process 144 Benefitting from “Smarketing” Alignment 146 Going for your goals together 146 Targeting accounts across all stages 148 Lining up your pipeline 150 Banking on Your Strengths 150 Creating a sustainable process 151 Serving and selling 153 Greasing the wheel to revenue 153 Part 4: Engaging Accounts on Their Terms 155 Chapter 11: Generating Velocity for Sales 157 Accelerating Your Pipeline from Click to Close 158 Launching a pipeline acceleration campaign 158 Executing with your sales team 160 Focusing on the right deals 161 Advancing Opportunities to Closed-Won Deals 163 Nurturing throughout the buying process 164 Selling value, not product features 164 Converting opportunities 165 Growing Revenue Using ABM 166 Creating clear metrics 167 Linking your ABM strategy to revenue 167 Turning opportunities into deals: a case study 168 Chapter 12: Personalizing the Buyer’s Channel 171 Mobilizing Your Message 172 Working outside of business hours 172 Networking in-person and online 174 Ensuring your message resonates 176 Advertising on the Right Platforms 177 Building your advertising campaigns 178 Pushing the envelope 181 Changing your message at every stage 183 Automating stage-based advertising for every opportunity 185 Launching form-free 186 Engaging on Social Media 187 Connecting with your contacts 187 Following accounts 189 Sponsoring posts 190 Chapter 13: Developing Content for Campaigns 191 Creating a Content Library 192 Storytelling and its importance 197 Taking an ABM lens to your content 199 Producing content by industry vertical 200 Basing content on personas 201 Humanizing Content 204 Demonstrating thought leadership 205 Addressing wants, needs, and pain points 206 Personalizing your message 207 Developing a brand identity 207 Reaching Through Technology 209 Employing a content strategy 209 Delivering content on the right channel 212 Cross-promoting your content 212 Measuring your content’s effectiveness 213 Chapter 14: Executing ABM: A Playbook 215 Centering a Strategy 216 Listing your accounts 218 Progressing accounts to the next stage 219 Planning your tactics and activities 221 Coordinating Your Efforts 231 Strategizing your content 231 Launching advertising campaigns 232 Assigning “smarketing” tasks 233 Ranking Your “Smarketing” Success 235 Winning with new revenue 235 Learning from mistakes and opportunities 236 Brainstorming new ideas 236 Part 5: Turning Customers Into Advocates 237 Chapter 15: Elevating the Buyer to Customer Journey 239 Prospecting to Contacts 240 Furthering opportunities through the pipeline 241 Closing the deal 241 Establishing a Customer Journey 242 Adopting your technology 242 Engaging end-users 244 Continuing education 245 Selling to Existing Customers 245 Landing and expanding accounts 246 Cross-selling in the account 247 Upselling new or upgraded products 248 Chapter 16: Valuing Customer Advocacy 249 The Rising Influence of the Customer Voice 250 Providing customer joy 250 Surprising your clients 251 Establishing relationships 252 Making Your Customers Your Marketers 254 Getting your customers talking 254 Interviewing your customers 257 Driving referrals and references 259 Reaching new contacts 261 Event marketing with your clients 261 Building buzz 262 Engineering Product Development 263 Reviewing your existing product 263 Asking for input on your product roadmap 264 Factoring in feedback 265 Chapter 17: Aligning Marketing, Sales, and Customer Success 267 Nurturing Never Stops 268 Advertising to your customers 268 Advocating for your users 269 Promoting customer content 270 Collaborating with Customer Success 272 Thinking of customers as prospects 272 Producing effective customer case studies 274 Sharing best practices 276 Planning Your User Conference 276 Picking the right venue 277 Treating your clients like VIPs 277 Programming the best content 279 Partnering with sponsors 279 Announcing new product developments 282 Part 6: Putting It All Together 283 Chapter 18: Measuring the Success of Campaigns 285 Setting Key Performance Indicators 286 Attributing metrics at the account level 287 Comparing cost per click 291 Showing impressions 292 Expanding your audience 293 Engaging accounts 294 Testing Your Campaigns 295 A/B creative testing 295 Trying new content 296 Combining your offers 297 Knowing You Aren’t Wasting Money 297 Budgeting the right amounts 298 Attributing advertising spend to revenue 298 Showing engagement in the buyer journey 299 Chapter 19: Tracking Metrics for Every Account 301 Ongoing Account Maintenance 302 Delivering reports and results 302 Creating a review process 304 Executing on tasks 305 Gauging Potential Opportunities 306 Limiting the margin for error 306 Anticipating future needs 307 Building an engagement report 307 Providing Value Add 308 Living up to expectations 308 Continuing to improve 309 Part 7: The Part of Tens 311 Chapter 20: Ten Reasons B2B Companies Need Account-Based Marketing 313 Doing the Math 314 Needing a Strategy 314 Focusing on Sales Productivity 315 Utilizing Your Technology Stack 315 Prioritizing Tech Investments 315 Building New Skills 316 Leveraging Customer Experience 317 Treating Clients Differently 317 Developing ABM Relationships 318 Measuring More Than Leads 318 Chapter 21: Ten Obstacles Facing Account-Based Marketing 319 Measuring Leads as Success 320 Blasting Emails Too Quickly 320 Expecting to Engage Every Time 320 Relying on Marketing to Do It All 321 Sending All Leads to Sales 321 Asking for More Leads 322 Not Paying Attention to Customer Retention 323 Forgetting About Your Customer Advocates 323 Selling Instead of Serving 323 Changing the C-Suite’s Assumptions 324 Chapter 22: Ten Account-Based Marketing Blogs to Read 325 MarketingProfs 325 ClickZ 326 Funnelholic 326 Business2Community 327 CustomerThink 327 MediaPost 327 Heinz Marketing 328 Chief MarTec 328 MarketingLand 329 MarTech Advisor 329 Chapter 23: Ten ABM Thought Leaders to Follow 331 Jill Rowley 331 David Raab 332 Craig Rosenberg 332 Jon Miller 333 Chris Engman 333 Ann Handley 333 Matt Heinz 334 Megan Heuer 334 Scott Brinker 335 Jim Williams 335 Index 337

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Book SynopsisThe premier guide to digital marketing that works, and a solid framework for success The Art of Digital Marketing is the comprehensive guide to cracking the digital marketing 'code,' and reaching, engaging, and serving the empowered consumer.Table of ContentsPreface vii Chapter 1 An Introduction to Digital Marketing 1 What Makes This Book Different? 1 Start with the Customer and Work Backward 2 What Are the 3i Principles? 4 Chapter 2 Search Engine Optimization 7 An Introduction 7 Search Engine Result Pages: Positioning 9 Search Behavior 11 Stage 1: Goals 14 Stage 2: On-Page Optimization 16 Stage 3: Off-Page Optimization 34 Stage 4: Analyze 38 So, What Have You Learned in This Chapter? 41 Chapter 3 Pay Per Click 45 An Introduction 45 Stage 1: Goals 47 Stage 2: Setup 51 Stage 3: Manage 76 Stage 4: Analyze 81 So, What Have You Learned in This Chapter? 87 Chapter 4 Digital Display Advertising 91 An Introduction 91 Display Advertising: An Industry Overview 93 Stage 1: Define 98 Stage 2: Format 101 Stage 3: Configure 111 Stage 4: Analyze 114 So, What Have You Learned in This Chapter? 118 Chapter 5 Email Marketing 121 An Introduction 121 Stage 1: Data—Email Marketing Process 123 Stage 2: Design and Content 134 Stage 3: Delivery 141 Stage 4: Discovery 143 So, What Have You Learned in This Chapter? 149 Chapter 6 Social Media Marketing (Part 1) 153 An Introduction 153 Stage 1: Goals 155 Stage 2: Channels 158 So, What Have You Learned in This Chapter? 183 Chapter 7 Social Media Marketing (Part 2) 187 An Introduction 187 Stage 3: Implementation 188 Stage 4: Analyze 228 Laws and Guidelines 244 So, What Have You Learned in This Chapter? 246 Chapter 8 Mobile Marketing 249 An Introduction 249 Stage 1: Opportunity 251 Stage 2: Optimize 254 Stage 3: Advertise 266 Stage 4: Analyze 278 So, What Have You Learned in This Chapter? 283 Chapter 9 Analytics 287 An Introduction 287 Stage 1: Goals 289 Stage 2: Setup 291 Stage 3: Monitor 296 Stage 4: Analyze 313 So, What Have You Learned in This Chapter? 326 Chapter 10 Strategy and Planning 331 An Introduction 331 Stage 1: Approach 333 Stage 2: Audience 338 Stage 3: Activities 345 Stage 4: Analysis 352 So, What Have You Learned in This Chapter? 355 Conclusion 357 Acknowledgments 359 Glossary 361 Additional Resources 369 About the Digital Marketing Institute 371 About the Author 373 Index 375

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Book SynopsisBe Prepared to Lead in the Moment: Assess, think, and respond on-the-spot Impromptu shows leaders how to think on their feet and respond eloquently in every situation. Never have there been so many opportunities to inspire and influence in everyday situations -- elevator chats, corridor conversations, networking gatherings, meetings, and ceremonial events. Indeed, today the most iconic leadership moments are spontaneous, spur-of-the-moment events that reveal the inner workings of the leader''s mind. When these impromptu opportunities arise, leaders must be able to listen, think, and respond within seconds. They don''t read a script from a page, they convey the narrative that is already in their mind. They can tailor a messagein a meeting, in the corridor, or in a tweetto influence and inspire any audience. Those who shine in that moment are remembered for their leadership. Those who stumble are remembered for their gaffes, mixed messages, or insensitivity. NobodyTable of ContentsPrologue: the Soul of This Book xi Introduction 1 Part I The New World of Impromptu 9 1 The Rise of Impromptu Speaking 11 2 Power of Spontaneity 23 Part II The Impromptu Mind-Set 33 3 Be Intent on Leading 35 4 Be a Listener 45 5 Be Authentic 55 6 Be Focused 65 7 Be Respectful 71 Part III The Leader’s Script 79 8 Lay the Groundwork 81 9 Read Your Audience 89 10 The Scripting Template 97 11 Commit to a Message 103 12 Make a Compelling Case 111 13 Beginnings and Endings 119 Part IV Impromptu Scripts For Every Occasion 125 14 Meetings 127 15 Job Interviews, Networking, and Elevator Conversations 135 16 “Just the Big Picture” 145 17 Toasts and Tributes 151 18 The Impromptu Speech 159 19 Q & a 165 Part V The Impromptu Stage 175 20 Rehearse Your Remarks 177 21 Choose Your Words 187 22 Use Improv Techniques 195 23 Find Your Voice 203 24 Master Body Language 211 Conclusion: Don’t Be Scared, Be Prepared 219 Endnotes 225 Acknowledgments 239 Index 243

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Book SynopsisA smart, practical guide to rocket-powered business growth Aligned to Achieve puts sales and marketing on the same page, creating a revenue ''dream team'' that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization''s financial and strategic goals. Misalignment between sales and marketing is an age-old problemfrequently lamented, but seldoTable of ContentsForeword xi Chapter 1 Why Align? 1 Misalignment Stalls Your Path to Growth 2 Misalignment Leads to Mistrust and Hostility 3 Here’s What We’ve Seen—and Why We’re Devoted to Changing It 5 Misalignment Is Getting Worse and Here’s Why 13 What It Takes to Align 15 What to Expect from This Book 18 Chapter 2 Get Those Cultural Obstacles out of Your Way 19 Alignment Must Be a CEO-Driven Initiative 20 Recognize Your Differences as You Build Your Alignment Strategy 25 Get Ready for These Common Objections to Alignment 34 Translating Culture into Growth-Driving Behaviors 42 If You Do Nothing Else About Culture, Do These Things 45 Chapter 3 Build Alignment into Every Process 47 Process Is Where Your Culture Hits the Road (It’s a Bumpy One) 48 Creating Your Customer Engagement Strategy 48 Alignment Process Fundamentals 52 Don’t Just Change Processes, Rebuild Them to Support Alignment 54 If You Do Nothing Else About Process, Do These Things 71 Chapter 4 An Aligned Organization Requires a Different Kind of Leader 73 Is Alignment Obvious or Is It a Stretch Goal? 74 Attributes of an Aligned Leader 75 What Makes a Good Leader in an Aligned Organization? 87 If You Do Nothing Else About Leadership, Do These Things 92 Chapter 5 Data Is the Great Equalizer of Alignment 93 More Data from More Sources 94 Data Is the Currency of Growth 99 Determining Data’s Value 102 Maintaining Your Data’s Health 106 Establish Your Starting Point 107 Data’s Role across the Customer Journey 112 Data Is the Great Equalizer 117 If You Do Nothing Else About Data, Do These Things 118 Chapter 6 Push Alignment Beyond Sales and Marketing and into the CIO’s Office 119 Technology Is Shifting Faster than You 120 View Technology as a Tool, Not a Silver Bullet 123 Technology Should Support Your Data Strategy 123 Keep Your Eye on Alignment 125 Building an Alignment-Optimized Tech Stack 130 Getting Your Budget In Order 135 Remember That Technology Should Enable, Not Detract 135 Where IT Fits in an Aligned Organization 136 Collusion Is Such a Dirty Word, but It Works 140 If You Do Nothing Else About Technology, Do These Things 141 Chapter 7 Cracking the Code of Alignment 143 Uncovering the Roots of Misalignment 144 Challenges to Alignment 146 What Separates Alignment Leaders and Laggards 147 At Least We Can All Be Friends 153 If You Do Nothing Else About Understanding Your Misalignment, Do These Things 155 Chapter 8 Leading-Edge Concepts for Reaching Complete Alignment 157 Prepare for What’s Next 158 Prediction #1—The Rise of the Consultative Seller 159 Prediction #2—Millennials Have a Major Impact 161 Prediction #3—Cross-Training Becomes Imperative 162 Prediction #4—Academia Catches Up 166 Prediction #5—Marketing Compensation Gets Tied to Pipeline 166 Prediction #6—Account-Based Everything Becomes a Top Priority 167 Prediction #7—Customer Data Strategy Rises in Importance 170 Expect Alignment to Continue Its Expansion 172 Prepare Your Team for Tomorrow, but Start Cheering Them on Today 173 If You Do Nothing Else About Alignment, Do These Things 174 Acknowledgments 177 Index 179

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Book SynopsisEffective transaction monitoring begins with proper implementation Anti-Money Laundering Transaction Monitoring Systems Implementation provides comprehensive guidance for bank compliance and IT personnel tasked with implementing AML transaction monitoring. Written by an authority on data integration and anti-money laundering technology, this book offers both high-level discussion of transaction monitoring concepts and direct clarification of practical implementation techniques. All transaction monitoring scenarios are composed of a few common elements, and a deep understanding of these elements is the critical factor in achieving your goal; without delving into actual code, this guide provides actionable information suitable for any AML platform or solution to help you implement effective strategies and ensure regulatory compliance for your organization. Transaction monitoring is increasingly critical to banking and business operations, and the effectiveness of any Table of ContentsAbout the Authors xiii Acknowledgments xv Preface xvii Chapter 1 An Introduction to Anti-Money Laundering 1 The Emergence of AML 2 AML as a Compliance Domain 5 The Objectives of AML 9 Regulatory Reporting 9 Corporate Citizenship versus Profitability 10 About True and False Positives and Negatives 11 The Evolution of Automated Transaction Monitoring 15 From Rule-Based to Risk-Based 17 From Static to More Dynamic Transaction Monitoring 22 Latest Trends: Machine Learning and Artificial Intelligence 26 Latest Trends: Blockchain 29 Risk-Based Granularity and Statistical Relevance 34 Summary 36 Chapter 2 Transaction Monitoring in Different Businesses 39 Banking 43 Correspondent Banking 46 Banking – Trade Finance 49 Banking – Credit Card 60 Insurance 60 Securities 63 Stored Value Facilities (SVFs) 66 Casinos and Online Gambling 68 Lottery and Jockey Club 70 Other Businesses 72 Summary 72 Chapter 3 The Importance of Data 75 ETL: Extract, Transform, and Load 76 Extract: Data Availability and Sourcing 77 Transform: Data Quality, Conversion, and Repair 80 Data Load and Further Processing 89 Loading of the Data 89 Data Lineage 92 Multiple ETLs 92 Summary 93 Chapter 4 Typical Scenario Elements 95 Transaction Types 96 Actionable Entity 100 Scenario Parameters 106 Use of Maximum Instead of Minimum Value Threshold 108 Threshold per Customer 109 Pre-Computing Data 110 Timeliness of Alerts 112 Use of Ratios 114 Ratio as Degree of Change/Similarity 117 Ratio as Proportion 119 Other Common Issues 120 Chapter 5 Scenarios in Detail 121 Large Aggregate Value 122 Unexpected Transaction 123 High Velocity/Turnover 129 Turnaround/Round-Tripping 132 Structuring 136 Early Termination/Quick Reciprocal Action 141 Watchlist 141 Common Specifications across Unrelated Entities 142 Involving Unrelated Third Party 144 One-to-Many 144 Transacting Just below Reporting Threshold 145 Chapter 6 The Selection of Scenarios 147 Selecting Scenarios 148 Regulatory Requirements 148 Business Drivers 150 Data Quality and Availability of Reference Data 152 Maintenance of the Scenario Repository 152 How Specific should a Scenario Rule Be? 153 Overlapping Scenario Rules 155 Summary 156 Chapter 7 Entity Resolution and Watchlist Matching 157 Entity Resolution 158 Watchlists 161 Summary 184 Chapter 8 Customer Segmentation 185 The Need for Segmenting Customers 186 Approaches to Segmentation 188 Overview of Segmentation Steps 191 Organizational Profiling 193 Common Segmentation Dimensions 195 Considerations in Defining Segments 197 Check Source Data for Segmentation 199 Verify with Statistical Analysis 200 Ongoing Monitoring 205 Change of Segmentation 205 Summary 207 Chapter 9 Scenario Threshold Tuning 209 The Need for Tuning 210 Parameters and Thresholds 210 True versus False, Positive versus Negative 212 Cost 213 Adapting to the Environment 214 Relatively Simple Ways to Tune Thresholds 215 Objective of Scenario Threshold Tuning 216 Increasing Alert Productivity 216 Definition of a Productive Alert 219 Use of Thresholds in Different Kinds of Scenario Rules 220 Regulation-Driven Rules 220 Statistical Outlier 221 Insignificance Threshold 225 Safety-Blanket Rules 225 Combining Parameters 226 Steps for Threshold Tuning 228 Preparation of Analysis Data 234 Scope of Data 234 Data Columns 234 Quick and Easy Approach 237 Analysis of Dates 238 Stratified Sampling 239 Statistical Analysis of Each Tunable Scenario Threshold Variable 239 Population Distribution Table by Percentile (Ranking Analysis) 244 Distribution Diagram Compressed as a Single Line 245 Multiple Peaks 246 Zeros 246 Above-the-Line Analysis and Below-the-Line Analysis 247 Above-the-Line Analysis 247 Below-the-Line Analysis 249 Use of Scatter plots and Interactions between Parameter Variables 251 Binary Search 258 What-If Tests and Mock Investigation 260 What-If Tests 260 Sample Comparisons of What-If Tests 261 Qualifying Results of What-If Tests 262 Scenario Review Report 263 Scenario Review Approach 268 Scenario Review Results 268 Summary 274 Index 277

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Book SynopsisA must read for anyone in the business of leading others.Ken May, CEO of Top Golf; former CEO of FedexIf you want your team to stay focused, you will want to read Can I Have Your Attention?Chester Elton, New York Times Best-Selling author of All In, The Carrot Principle and What Motivates MeInspire better work habits. Focus your team. Get stuff done in the constantly connected workplace.As our workloads expand, attention has never been more valuable. Or more difficult to keep.In Can I Have your Attention?, Curt Steinhorst shows business leaders how to cut through the noise and get their employees back to work. Curt has spent years helping Fortune 500 companies overcome distraction and achieve focus. With technology creating endless opportunites to improve productivity, people spend so much time responding to the interruptions that they''ve lost the ability to focus and do theiTable of ContentsForeword ix Prologue: You Don’t Have Jack xi Section One Nobody’s Working 1 Chapter 1 The Curse of the Overwhelmed 3 Chapter 2 It’s Not Their Fault 7 Chapter 3 Tools of Our Tools 11 Section Two Finding Focus 19 Chapter 4 The Science of Attention 21 Chapter 5 Focus-Wise in the Age of Distraction 33 Chapter 6 The Four Elements of Focus 41 Section Three Focus-Wise Space 47 Chapter 7 In Praise of Walls 49 Chapter 8 Office Space 57 Chapter 9 The Vault 67 Section Four Focus-Wise Technology 75 Chapter 10 Relationship Status: It’s Complicated 77 Chapter 11 Message Undeliverable 83 Chapter 12 Free at Last 89 Chapter 13 Best Buddy or Big Brother? 97 Section Five Focus-Wise Communication 105 Chapter 14 Can You Hear Me Now? 107 Chapter 15 Digital Communication: E-mail, Messaging, and Everything in Between 113 Chapter 16 Face to Face in a Facebook World 121 Section Six Focus-Wise Workday 131 Chapter 17 The Balance Myth 133 Chapter 18 Managing the Minutiae 145 Chapter 19 Can We Get an Extension? 153 Section Seven Focus-Wise Leadership 159 Chapter 20 The First Filter 161 Chapter 21 Individual to Institutional 169 Chapter 22 Filling the Digital Skill Gaps 177 Chapter 23 Competing with Zuckerberg 183 Chapter 24 After All, We’re Here to Work 189 Chapter 25 The Focus-Wise Leader 195 About the Authors 203 Acknowledgments 205 Notes 209 Index 223

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Book SynopsisMake selling a social affair! The ABCs of sales have changed. It's no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyer's journey. Social selling is an effective way to engage with your customer, and the world's most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts. With the help of LinkedIn Sales Navigator For Dummies, you'll learn how to write effective InMail messages and engage with prospects on the world's most successful professional networking site. Along with utilizing those features, you'll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more. Use lead recommendations to get in front of the right buyerAnalyze your social selling efforts with real-time dataReach more leads with customized InMail messagesSave 30 - 60 minutes a day previously spent on acquisitions If you're a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you can't be without.Table of ContentsIntroduction 1 About This Book 2 How This Book Is Organized 2 Part 1: Getting Ready to Generate Leads 2 Part 2: Building a Database of Leads 2 Part 3: Engaging with Leads 2 Part 4: Turning Leads into Valuable Relationships 3 Part 5: The Part of Tens 3 Foolish Assumptions 3 Icons Used in This Book 4 Where to Go from Here 4 Part 1: Getting Ready to Generate Leads 5 Chapter 1: Selling Is a Social Business 7 Defining Social Selling 7 Looking at the Four Pillars of Social Selling 8 Collecting, Connecting, Converting: The Formula for Success 9 Exploring the Sales Navigator Plans 10 Activating Your Sales Navigator Account 12 Measuring Efforts with the Social Selling Index 15 Opening Access with TeamLink 16 Planning Your Roadmap for Social-Selling Success 17 Chapter 2: Determining Your Target Audience 19 Defining the Buying Personas 20 Identifying Customers’ Pain Points 22 Practice active listening 22 Ask customers what their pain points are 23 Find out what motivates them 23 Find common ground 23 Identify the most pressing issue 24 Who Are the Stakeholders and What Are Their Dreams? 24 Chapter 3: Mapping the Buyer’s Journey 27 Understanding Where Customers Do Their Research 28 Meeting the Customer: How Accessible Are You? 29 Conducting the Transaction: What Motivates Your Customers? 31 Creating Fans: Will Your Customers Recommend You? 32 Up-selling or Cross-selling: Achieving the Customer’s Dream 35 Part 2: Building a Database of Leads 37 Chapter 4: Setting Up for Success 39 Navigating the Home Page 39 Main navigation bar 40 Search bar 41 Update feed 42 Filtering Your Updates 42 Sharing Updates on LinkedIn 44 Tracking Your Social Selling Index 45 Tracking Who’s Viewed Your Profile 47 Monitoring Your Recent Views and Searches 49 Chapter 5: Identifying Leads 51 Setting Key Preferences 51 Performing a Quick Database Search 54 Searching the LinkedIn Database Using Advanced Search 57 Using Boolean Operators in Sales Navigator Searches 59 Customizing Your Search Results 61 Saving Your Searches 64 Receiving daily, weekly, or monthly email alerts 65 Modifying a saved search 66 Running a saved search again 66 Zeroing in on the Best Results with Sales Spotlights 67 Changed jobs 68 TeamLink leads 69 Mentioned in the news 70 Posted on LinkedIn within the past 30 days 71 Shared experiences 72 Leads that follow your company page 73 Chapter 6: Saving Leads and Accounts 75 Saving a Lead 75 From a company’s account page 76 From a search results page 77 Adding Tags and Notes to Your Leads 79 Viewing Similar and Suggested Leads 82 Saving an Account 84 Adding Tags and Notes to Your Accounts 85 Viewing Similar and Suggested Accounts 87 Part 3: Engaging with Leads 91 Chapter 7: Becoming Top of Mind with Your Leads 93 Engaging with Leads 93 Interacting with top updates 94 Interacting with recent updates 96 Sorting Updates by Type 97 Sales alerts 97 Job changes 98 Suggested leads 99 Lead news 100 Lead shares 101 Account news 101 Account shares 102 Top accounts 103 Creating and Managing Content with PointDrive 104 Creating presentations 104 Viewing team members’ presentations 107 Tracking customer interactions 108 Chapter 8: Connecting with Leads 111 Identifying Common Ground 112 Checking mutual interests 112 Pinpointing mutual connections 113 Determining mutual groups 116 Reaching Out with Connection Requests 118 Approaching with InMail Messages 120 Part 4: Turning Leads into Valuable Relationships 123 Chapter 9: Developing a Daily Routine 125 Achieving Social-Selling Success in 30 Minutes 126 Advertising in history 126 The social media game changer 127 Tracking Your Saved Leads and Accounts 128 Monitoring Recommended Leads and Accounts 130 Managing Your Sales Navigator Inbox 132 Engaging with Leads Using PointDrive 135 Chapter 10: Using the Mobile App 139 Accessing the Sales Navigator App 139 Monitoring Activity on Your Home Screen 142 Staying up to date on your leads’ activities 143 Filtering your updates 145 Engaging with your leads 145 Identifying potential new leads 146 Perusing Recommendations in Today’s Discovery 147 Searching with the Sales Navigator App 149 Using Boolean operators 150 Filtering leads with Sales Spotlights 151 Filtering accounts with Sales Spotlights 155 Applying additional filters 155 Managing Saved Leads 158 Adding and editing tags and notes 158 Sending and checking messages 161 Accessing Your Account Settings 162 Selecting your sales preferences 163 Determining your settings 163 Part 5: The Part of Tens 165 Chapter 11: Ten Tips for Advanced Lead Generation 167 Quantity versus Quality 167 Saving Connections as Leads 168 Increasing Response Rates and Engagement with Your Profile 169 Best Practices for Requesting an Introduction 170 Conversation Starters 171 Managing Your Sales Navigator Inbox 172 InMail Do’s and Don’ts 173 Adding and Saving Your Default Signature 174 Adding Attachments to Your InMail Messages 175 LinkedIn Sales Navigator for Gmail 177 Chapter 12: Ten Tips for Account Management 179 Accessing Administrator Settings 179 Viewing Account Types and Billing Information 180 Connecting Sales Navigator to Your Company’s CRM System 181 Managing Access to InMail and Messaging 182 Enabling TeamLink 183 Activating New Users 183 Checking Activation Status and Sending Reminders 186 Removing Users 186 Viewing Usage Reports 187 Exporting or Printing Usage Reports 190 Chapter 13: Ten Social-Selling Leaders to Follow 191 Melonie Dodaro 191 Jan Willem Alphenaar 192 Koka Sexton 193 Neal Schaffer 194 Mic Adam 195 Richard van der Blom 196 Alex Kroon 197 Mark Williams 198 Wendy van Gilst 199 Gabe Villamizar 200 Chapter 14: Ten More Social-Selling Resources 203 LinkedIn Profile Cheat Sheet 203 LinkedIn Unlocked 204 LinkedIn Sales Blog 205 Social Selling LinkedIn Search 205 #Social Selling Twitter Search 206 Anders Pink 207 Top Dog Social Media 207 Venture Harbour 208 HubSpot Sales Blog 209 Harvard Business Review 209 Index 211

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Book SynopsisTable of ContentsVI. Foreword (by Punit Renjen, Global CEO, Deloitte Touche Tohmatsu Limited) 1. Chapter 1 The Power of Chemistry 13. Chapter 2 The Lay of the Land Business Chemistry Core 20. Chapter 3 PIONEERS Value Possibilities and Spark Energy and Imagination 29. Chapter 4 GUARDIANS Value Stability and Bring Order and Rigor 39. Chapter 5 DRIVERS Value Challenge and Generate Momentum 49. Chapter 6 INTEGRATORS Value Connection and Draw Teams Together 62. Chapter 7 Recognizing Others Through Business Chemistry “Tells” 81. Chapter 8 Using Business Chemistry Responsibly Business Chemistry Electives 92. Chapter 9 What about Introverts and Extroverts? 103. Chapter 10 Stress, Career Aspirations, and Other Headlines 129. Chapter 11 Nature or Nurture? (And Other Timeless Questions) Business Chemistry Applications 152. Chapter 12 Pioneers in Hell: How to Stop Killing Their Potential 169. Chapter 13 Guardians in Hell: How to Stop Killing Their Potential 185. Chapter 14 Drivers in Hell: How to Stop Killing Their Potential 203. Chapter 15 Integrators in Hell: How to Stop Killing Their Potential 220. Chapter 16 Creating Powerful Relationships with Colleagues, Customers, and Everyone Else 234. Chapter 17 Putting Business Chemistry to Work On Your Teams 260. Chapter 18 Got Chemistry? Additional Content 265. About the Authors (or When a Pioneer and a Guardian Work Together) 271. Appendix: Details of the Business Chemistry System 294. Acknowledgments 296. Photo Credits

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Book SynopsisChannel happiness and find your purpose with stories from the world's leading minds Work is Love Made Visible offers the insights of some of the world's greatest thought leaders as they tackle one of life's most difficult treasure hunts: finding purpose. The word purpose is big. Very big. And heavy. It carries the weight of a lifetime of work and struggle; the weight of legacy, and the mass of days spent not doing something else. It's something we all grapple with at some pointsome of us find our purpose, others spend a lifetime searching. A lucky few grow to realize they've been working their purpose all along. Most of us aren't quite that lucky; often, fulfilling your purpose requires some kind of changecareer, lifestyle, habits, familyand what then? Are we selfish for the upheaval, or are we fulfilling destiny? Once we know our purpose, how do we pursue it? This book asked those very questions of people who have followed their purpTable of ContentsForeword Alan Mulally xv Preface xix Acknowledgments xxiii About the Editors xxv PART I Leadership Is a Matter of How to Be, Not How to Do 1 Chapter 1 My Journey with Peter Drucker 3Frances Hesselbein Chapter 2 The Evolution of Leadership – Yesterday, Today, and Tomorrow 9Marshall Goldsmith Chapter 3 Leaders Who Become Organization Anthropologists 19ave Ulrich Chapter 4 Waves 27Whitney Johnson Chapter 5 Being a Good Leader 37Patrick Lencioni Chapter 6 Scaling Your Impact as a Leader 41Taavo Godtfredsen Chapter 7 In Search of Obsession 51Susan Scott PART II To Serve Is to Live 57 Chapter 8 A Call to Create Positive Change on a Global Scale 59Jim Yong Kim Chapter 9 Turning Defeat into Victory 65Margaret Heffernan Chapter 10 What I See from My Window 71Eric Schurenberg Chapter 11 Loving Work Despite the Odds: Secrets from Sir Richard Branson and Nelson Mandela 77Mark C. Thompson Chapter 12 The New Work of Leaders: How Does Your Leadership Narrative Show Up? 85Stephanie Pace Marshall Chapter 13 Choose, Build, Live High Expectations! 93Mel Spiese Chapter 14 Respect, Courage, Honesty: True Leadership Traits 103Jack Zenger PART III Defi ning Moments 107 Chapter 15 The Power of Accepting Feedback 109Hubert Joly Chapter 16 Discovering Motifs 115Rita McGrath Chapter 17 Is It Time to Leave Your Comfort Zone? 123Beverly Kaye Chapter 18 Understanding in Moments 129Catherine Carr Chapter 19 Brother, Can You Paradigm? 137Jeffrey Kuhn Chapter 20 Life Lessons from the Tennis Court 147Prakash Raman Chapter 21 The Need for Conscious Choice 155Margaret (Meg) Wheatley PART IV Be Ye an Opener of Doors 161 Chapter 22 The Elegance and Simplicity of Coaching 163Michael Bungay Stanier Chapter 23 The Gift of Belonging 169Garry Ridge Chapter 24 New Leader Development: Leadership Lessons from the Doerr Institute 181Brigadier General Tom Kolditz Chapter 25 The World’s Greatest Ophthalmologist 191Pawel Motyl Chapter 26 Don’t Just Let Culture Happen 199Alex Osterwalder Chapter 27 The Space Between Intention and Action 205Liz Wiseman PART V Bright Future! 213 Chapter 28 Be Positive! 215Frances Hesselbein Chapter 29 What Do People Do All Day? 221Sarah McArthur Chapter 30 What If There Were No Problems, Only Projects? 227David Allen Chapter 31 A Cheerleader at Heart 235Whitney Johnson Chapter 32 Silver Linings 241Asheesh Advani Chapter 33 Are You Happy at Work? (And Why It Matters) 247Annie McKee Index 255

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Book SynopsisReal-world tools to build your venture, grow your business, and avoid mistakes Startup, Scaleup, Screwup is an expert guide for emerging and established businesses to accelerate growth, facilitate scalability, and keep pace with the rapidly changing economic landscape. The contemporary marketplace is more dynamic than ever beforeincreased global competition, the impact of digital transformation, and disruptive innovation factors require businesses to implement agile management and business strategies to compete and thrive. This indispensable book provides business leaders and entrepreneurs the tools and guidance to meet growth and scalability challenges head on. Equal parts motivation and practical application, this book answers the questions every business leader asks from the startup ventures to established companies. Covering topics including funding options, employee hiring, product-market validation, remote team management, agile scaling, and the busTable of ContentsPrologue ix 1 Persistence of Vision: Inspire team members, customers, and investors with a Product Vision: a mental image of your desired future 1 2 Stories of Your Life and Others: Discover the Business Lifecycle of startups and scaleups and reflect on exploration, execution, and Product/Market Fit 7 3 Picking Up the Pieces: Make a Business Quilt by remixing the Lean Canvas and Business Model Canvas and adding a dimension of time 21 4 The Persona Protocol: Better understand your target customers and their Jobs to Be Done by creating Lean Personas 35 5 Fortune’s Wheel: Figure out your Unique Value Proposition by investigating the customer’s Pains and Gains and making a Value Proposition Wheel 41 6 The Crowded Shadows: Learn about the benefits of Equity Crowdfunding and choose between the use of a crowdfunding platform or doing it all yourself 49 7 The Lunatic Cafe: Meet every day with your team for a Daily Cafe and Work Out Loud by sending each other Daily Updates 55 8 Streams of Silver: Visualize your work with Kanban Boards and optimize the workflow with Work in Progress Limits 61 9 The Invention of Everything Else: Discover the Innovation Vortex, which emerged by combining the Design Thinking approach with the Lean Startup method 67 10 The Terminal Experiment: Validate hypotheses with Lean Experiments so that you can Pivot, Patch, or Persevere on your way to Business/Market Fit 77 11 Fables and Reflections: Get together with your team for an Agile Retrospective to do some reflection and work on your Improvement Backlog 87 12 Kings of the North: Navigate your business in the right direction using a North Star Metric, with the help of Support Metrics and Check Metrics 95 13 The Entropy Tango: Keep a Product Backlog with Minimum Viable Features and Experiment Stories updated through ongoing Backlog Maintenance 103 14 A Pleasure to Burn: Keep an eye on your progress with Burn-down Charts, Burn-up Charts, or Cumulative Flow Diagrams 113 15 The New Recruit: Get your hiring process in order with a Recruitment Funnel, sourcing by the founders, and some Skills Tests and Work Samples 119 16 The Enigma Score: Start workforce planning and talent management in your business with Hiring Scorecards that help you avoid culture misfits 129 17 Standard Hero Behavior: Learn a good approach to Job Interviews using a combination of Behavioral Questions and Behavioral Tests 135 18 The Darkest Road: Manage the expectations of stakeholders with a Product Roadmap, created with experiments, outcomes, and a Rolling-Wave Planning 141 19 Ghost Writer in the Sky: Set yourself up for content marketing and e-mail marketing with a Content Calendar and a Content Backlog 149 20 Million-Dollar Gamble: Aim for Agile Funding of your business with small batches, small budgets, and keeping multiple options open 155 21 Spheres of Influence: Get insights into the creation of a Pitch Deck and learn about the essential and the optional slides 167 22 Heart Journey: Describe the optimal customer journey and user experience with a Journey Map and discover the Moments of Truth 177 23 A Pirate’s Tale: Find your way on the path to success, from awareness to revenue, measured with the Pirate Metrics 185 24 Test of the Twins: Learn about Growth Hacking and Conversion Rate Optimization with Split Tests, Multivariate Tests, and Cohort Analysis 193 25 Culture Clash: Identify Core Values, create a Culture Code, and use stories and rewards to prepare your business for scaling 201 Epilogue 209 Acknowledgments 213 About the Author 215 Index 217

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Book SynopsisTable of ContentsForeword ixby Luca Solca Introduction xiii Part I: Important Choices in Luxury Distribution 1 Chapter 1: The Various Models in Luxury Distribution 3 Chapter 2: Do Luxury Products Still Sell in Stores? 21 Chapter 3: Concept and Design of a Luxury Boutique 39 Chapter 4: Online, Offline or O2O? 67 Part II: Know and Understand the Client 87 Chapter 5: Putting the Customer Back in the Centre 89 Chapter 6: Customer Identification and CRM 107 Chapter 7: The Challenges of Offline and Online Integration 121 Chapter 8: Logistics Adapted to a Digital Culture 135 Part III: Making Client Relationships More Meaningful 151 Chapter 9: Customer Behaviour in the Store or Online 153 Chapter 10: The Importance of Stores for Building Customer Relationships 163 Chapter 11: Customer Experience and Building Loyalty 177 Chapter 12: How the Internet Has Shattered the Traditional Sales Model 203 Part IV: Management Tools for Luxury Stores 219 Chapter 13: Location of Sales Points 221 Chapter 14: Managing Store Personnel: A Toolbox 259 Chapter 15: At What Price Should Products Be Sold? 297 Chapter 16: Financial Analyses of Sales Points 315 Conclusion 339 Bibliography 345 About the Authors 351 Index 353

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Book SynopsisDiscover how $55 million in cryptocurrency vanished in one of the most bizarre thefts in history Out of the Ether: The Amazing Story of Ethereum and the $55 Million Heist that Almost Destroyed It All tells the astonishing tale of the disappearance of $55 million worth of the cryptocurrency ether in June 2016. It also chronicles the creation of the Ethereum blockchain from the mind of inventor Vitalik Buterin to the ragtag group of people he assembled around him to build the second-largest crypto universe after Bitcoin. Celebrated journalist and author Matthew Leising tells the full story of one of the most incredible chapters in cryptocurrency history. He covers the aftermath of the heist as well, explaining the extreme lengths the victims of the theft and the creators of Ethereum went to in order to try and limit the damage. The book covers: The creation of Ethereum An explanation of the nature of blockchain and cryptocurrency Table of ContentsPart I 3 Part II 86 Part III 145 Part IV 214 Sources 343

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Book SynopsisTable of ContentsIntroduction 1 Part I Understand the Wellness Industry 9 Chapter 1 Making a Living in Wellness 11 Chapter 2 The Seven Dimensions of Wellness and Maslow’s Hierarchy of Needs 17 Chapter 3 The Generational Lens 25 Chapter 4 The Future of Wellness in a Post-COVID World 37 Part II Prepare Yourself for a Hero’s Journey 43 Chapter 5 First Things First: Identify What You Love, Get Certified, and Work in the Industry 45 Chapter 6 Five Essential Traits of Successful Wellness Entrepreneurs 49 Chapter 7 Five Financial Metrics Every Entrepreneur Must Know 69 Chapter 8 Embracing the Holy Grail: Sustained Profitability and Value Creation 75 Part III Conceive Your Business 83 Chapter 9 Select Your Mentor, Lawyer, and Accountant 85 Chapter 10 Define Your Target Market 95 Chapter 11 Evaluate Retail versus Home-Based and Virtual Business Options 101 Chapter 12 Lay Your Foundation with Your Competitive Advantage 107 Part IV Plan Your Business 123 Chapter 13 Create a Vibrant Company Culture with Purpose and Core Values 125 Chapter 14 Design Your Role 137 Chapter 15 Select Your Integrated Software and Payments Platform 147 Chapter 16 Assemble Your Business Plan 159 Part V Launch Your Business 169 Chapter 17 Launch Your Website and Establish Your Online Presence 171 Chapter 18 Secure Your Financing 181 Chapter 19 Grow Your Clientele with Paid Marketing That Works 191 Chapter 20 Fuel Your Business with Effective Leadership 201 Part VI Keep Your Cup Full 207 Chapter 21 Staying Well as a Wellness Entrepreneur 209 Appendix - Resources for Wellness Professionals and Entrepreneurs 217 Acknowledgments 223 About the Author 225 Index 227

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Book SynopsisSupercharge your marketing strategy with data analytics In Data-First Marketing: How to Compete & Win in the Age of Analytics, distinguished authors Miller and Lim demystify the application of data analytics to marketing in any size business. Digital transformation has created a widening gap between what the CEO and business expect marketing to do and what the CMO and the marketing organization actually deliver. The key to unlocking the true value of marketing is data from actual buyer behavior to targeting info on social media platforms to marketing's own campaign metrics. Data is the next big battlefield for not just marketers, but also for the business because the judicious application of data analytics will create competitive advantage in the Age of Analytics. Miller and Lim show marketers where to start by leveraging their decades of experience to lay out a step-by-step process to help businesses transform into data-first marketing organizatiTable of ContentsForeword xiii Preface xvii Introduction 1 Uncertainty about the CMO Role as Marketing is Asked to Take on More 1 Reinventing Marketing Starts with Data and Analytics 3 Data-First Marketing Proves Marketing’s Value 4 Part I Data - Driven Marketing is Not Enough 1 Marketing in the Age of Analytics 9 Proving Marketing’s Value to the Business 9 Digital Transformation Leads to the Age of Analytics 12 Building a Martech Stack Multiplies the Data and Need for Analytics 23 The New Rules Now Include Marketing Data Analytics 24 2 Data Levels the Playing Field: Lessons from Moneyball 29 The Moneyball Data-First Philosophy 31 Lesson 1: Defy Convention, Using Data 33 Lesson 2: You May Not Win the World Series, but You Can Be a Contender 36 Lesson 3: Always Ask “Why?” 37 3 Data-First Marketing: Transforming Your Marketing Organization 41 What is Data-First Marketing? 42 Why Data-First Marketing? 43 Why Isn’t Marketing Already Doing This? 43 Beginning the Transformation 46 Part II Transforming Your Organization : Adopting Data – First Marketing 4 Assessing Your Organization’s Marketing Maturity Level 51 1. Aligning Marketing with the Business 52 2. Architecture and Technical Resources 54 3. Analyzing Data 56 4. Campaign Framework 57 5. Embracing Data-First 60 5 Step 1: Marketing-Business Alignment 67 Is Marketing a Cost Center or a Revenue Center? 67 Shifting the Perception of Marketing from Cost Center to Revenue Center 68 Getting Buy-in from Key Stakeholders 69 Get Started Today 87 6 Step 2: Data Integration, Architecture and Technical Resources 89 Develop a Strategy for Your Martech Stack 89 Six Questions to Ask When Evaluating Your Martech Stack 92 Get Started Today 106 7 Step 3: Data Analysis 109 Cognitive Biases: One More Lesson from Moneyball 110 Example of Beating Cognitive Biases: Rely on Data 112 Overcoming Biases and Beliefs 113 Analyzing Different Types of Marketing Data 121 Get Started Today 131 8 Step 4: The Data-First Marketing Campaign Framework 133 Development Phase 134 Execution Phase 149 Analysis Phase 162 Get Started Today 170 9 Step 5: Data-First Marketing Staffing and Culture 173 Starting at the Top: CMO and Marketing Leadership 174 Systemizing Data-First Marketing with the Marketing Team 190 Empower Your Marketing Team 192 Get Started Today 194 Conclusion 195 Afterword 201 Bibliography 203 Acknowledgments 209 About the Authors 213 Index 215

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Book SynopsisTable of ContentsForeword xi Acknowledgments xiii About the Author xvii Introduction xix Chapter 1: The Importance of Authentic Leadership in Changing Times 1 Part One: Storytelling 11 Chapter 2: Dream the Possible Dream 13 Chapter 3: Defining and Testing the Story 21 Chapter 4: Telling the Story to Your Investors 31 Chapter 5: Telling the Story to Your Team 39 Chapter 6: Revising the Story 49 Chapter 7: Bringing the Story to Life 59 Part Two: Building the Company’s Human Capital 69 Chapter 8: Fielding a Great Team 71 Chapter 9: The CEO as Functional Supervisor 83 Chapter 10: Crafting Your Company’s Culture 89 Chapter 11: The Hiring Challenge 99 Chapter 12: Every Day in EveryWay,We Get a Little Better 113 Chapter 13: Compensation 125 Chapter 14: Promoting 133 Chapter 15: Rewarding: “It’s the Little Things” That Matter 141 Chapter 16: Managing Remote Offices and Employees 147 Chapter 17: Firing: When It’s Not Working 153 Part Three: Execution 161 Chapter 18: Creating a Company Operating System 163 Chapter 19: Creating Your Operating Plan and Setting Goals 167 Chapter 20: Making Sure There’s Enough Money in the Bank 177 Chapter 21: The Good, the Bad, and the Ugly of Financing 185 Chapter 22: When and How to Raise Money 195 Chapter 23: Forecasting and Budgeting 201 Chapter 24: Collecting Data 209 Chapter 25: Managing in Tough Times 215 Chapter 26: Meeting Routines 223 Chapter 27: Driving Alignment 233 Chapter 28: Have You Learned Your Lesson? 239 Chapter 29: Going Global 247 Chapter 30: The Role of M&A 255 Chapter 31: Competition 265 Chapter 32: Failure 269 Part Four: Building and Leading a Board of Directors 277 Chapter 33: The Value of a Good Board 279 Chapter 34: Building Your Board 283 Chapter 35: Board Meeting Materials 293 Chapter 36: Running Effective Board Meetings 297 Chapter 37: Non–Board Meeting Time 305 Chapter 38: Decision Making and the Board 309 Chapter 39:Working with the Board on Your Compensation and Review 315 Chapter 40: Serving on Other Boards 321 Part Five: Managing Yourself So You Can Manage Others 329 Chapter 41: Creating a Personal Operating System 331 Chapter 42:Working with an Executive Assistant 339 Chapter 43:Working with a Coach 345 Chapter 44: The Importance of Peer Groups 351 Chapter 45: Staying Fresh 355 Chapter 46: Your Family 367 Chapter 47: Traveling 375 Chapter 48: Taking Stock of the Year 379 Part Six: Selling Your Company 385 Chapter 49: A Note on Exits 387 Chapter 50: Preparing Yourself for an Exit 391 Chapter 51: Preparing Your Company for an Exit 397 Chapter 52: The Sale Process 403 Chapter 53: Transition and Integration 415 Chapter 54: Thinking about Your Next Step 419 Conclusion 425 Bibliography 429 What’s Next? 433 Index 435

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Book SynopsisMaster the delicate art of working from home with this comprehensive resource Working from Home: Making the New Normal Work for You provides readers with a detailed strategy on how to turn working from home into a powerful career choice. Author and Salesforce executive Karen Mangia teaches readers how to: Build the future of work in any kind of space: ideas for your home office that fit anywhere Create personalized time management routines designed specifically for remote productivity, impact, and balanceeven while wearing your sweatpants Deal with Zoom fatigue, burnout, and isolation, via untapped new strategies for connection and team-building, even when the team is remote Discover how to deliver powerful virtual presentations and build career impact online, with expert communication strategies designed for an online world Working from Home explains in detail how to turn even the smallest of living sTable of ContentsForeword ix 1 Entering the Shift 1 2 Possibilities 9 3 Rituals, Routines, and Boundaries 27 4 Spectacular Online Meetings: Your How-To Guide 43 5 Team Building, Collaboration, and Leading Remote Teams 61 6 How to Corral the Kids 79 7 Redefining Success in the New Normal 91 8 Accessing Innovation 105 9 Creating the High-Performance Remote Work Culture 117 10 Career Guidance and Job Search Strategies 131 11 The Climb 147 Acknowledgments 159 About the Author 163 Index 165

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Book SynopsisTable of ContentsList of Tables, Figures, and Exhibits xv Foreword xix Preface xxiii Acknowledgments xxix The Editors xxxiii Author Bios xxxvii Part One: Philanthropic Concepts For Fundraising 1 1 Developing a Personal Philosophy of Fundraising 3Eugene R. Tempel and Sarah K. Nathan 2 A Commitment to Ethical Fundraising 13Anne Bergeron and Eugene R. Tempel 3 Legal Aspects of Fundraising 23Philip M. Purcell 4 Theory in Fundraising 35Ruth K. Hansen 5 The Joy of Giving 45Sara Konrath Part Two: Contemporary Dynamics Of Fundraising 57 6 The Philanthropic Context for Fundraising 59Pat Danahey Janin and Dwight F. Burlingame 7 Fundraising in Challenging Times: Crisis, Survival, and Transformation 69Amir Pasic 8 Fundraising across Nonprofit Subsectors 79Anna Pruitt 9 Global Philanthropy and Cross-Cultural Fundraising 91Charles Sellen and Lilya Wagner 10 Fundraising for Advocacy and Social Change 103Shariq Siddiqui and Katherine Badertscher Part Three: An Organizational Foundation For Fundraising 113 11 Preparing the Organization for Fundraising 115Jane Chu 12 Building a Comprehensive Fundraising Program 127Jeri Patricia Gabbert and Paula J. Jenkins 13 Articulating a Case for Support 141Timothy L. Seiler 14 Identifying and Qualifying Potential Donors 153Catherine Brown and LaKoya S. Gardner 15 Budgeting and Evaluation in Fundraising 167Erik J. Daubert 16 Marketing for Strategic Fundraising 183Aja May Pirtle and Margaret M. Maxwell 17 Integrating Principles of Donor Relations 195Patrick C. Dwyer and Susan B. Perry Part Four: The Fundraising Team 205 18 Fundraisers: Stewards of Philanthropy 207Genevieve G. Shaker and Sarah K. Nathan 19 Fundraising Planning, Management, and Leadership 217Bill Stanczykiewicz 20 Engaging the Board for Fundraising 229M. Gasby Brown 21 Working with Volunteer Fundraisers 243Tyrone McKinley Freeman and Beth Breeze Part Five: Building And Supporting The Donor Base 255 22 The Annual Giving Program 257Sarah K. Nathan 23 Crafting Compelling Appeals 269Heather A. O’Connor 24 Developing Digital Fundraising Strategies 279Nathan Hand and Yannan Li 25 Planning Events with Purpose 293Roberta L. Donahue and Caitlin Deranek Stewart Part Six: Engaging The Diversity Of Individual Donors 305 26 Understanding Individual Donors 307Pamala Wiepking 27 The Role of Religion in Giving 319David P. King and Rafia Khader 28 Women and Philanthropy 329Jeannie Infante Sager and Debra J. Mesch 29 Philanthropy among Communities of Color 337Una Osili and Sarah King Bhetaria 30 LGBTQ Philanthropy 347Elizabeth J. Dale 31 Differentiating Generations and Their Giving 357Patricia Snell Herzog 32 High Net Worth Household Giving Insights 367Patrick Rooney, Kidist Yasin, and Lijun He Part Seven: Strategies For Major Donors And Institutional Funders 379 33 Co-Creating Major Gifts 381Maarten Bout and James M. Hodge 34 The Invitation to Give 393Genevieve G. Shaker 35 Campaign Essentials 405Aaron Conley 36 Planned Giving Principles 419Russell N. James III 37 Donor-Advised Fund (DAF) Basics 429Danielle Vance-McMullen and H. Daniel Heist 38 Overview of Grantmaking Foundations 441Pat Danahey Janin and Angela Logan 39 Business Sector Fundraising 453Dwight F. Burlingame and Bill Stanczykiewicz References 465 Index 513

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Book SynopsisTable of ContentsForeword ix Introduction xiii Becoming a Community Professional xv Building the Community Industry xvi The Community Era Has Arrived xviii Notes xix Chapter 1 Why Community is the New Competitive Advantage 1 A Customer Community is Born 1 The Rise of Community-Driven Business 3 Giving Customers a True Sense of Community 6 The Unrivaled Scalability of Community 8 Community is an Extension of Your Team 10 The Power of Owning a Topic in People’s Minds 12 The One Thing They Can’t Copy 13 Good for Business, Good for Humanity 14 Notes 17 Chapter 2 The Fundamentals of Community Strategy 19 The Three Levels of Community Strategy 19 The SPACES Model: The Six Business Outcomes of Community 22 Metrics and the Attribution Challenge 35 Finding Your Community Focus 36 Growth Engines vs. Cost Centers 39 Choosing a Measurement Framework 42 The Community Investment Journey 45 Notes 53 Chapter 3 Creating a Social Identity 55 The Social Identity Cycle 55 Who is Your Community Built For? 60 Who Doesn’t Belong? 63 Investing in Diversity, Equity, and Inclusion from Day One 65 What is Your Community’s Personality? 68 How Can You Make Your Members Feel “Cool”? 70 Should Your Community Have a Unique Identity from Your Company Brand? 72 Finding Sub-Identities within Your Community 74 Defining Identity by Levels of Contribution 76 Notes 78 Chapter 4 Mapping the Community Participation Journey 79 The Commitment Curve 79 The Four Levels of Participation 81 How to Attract Members to Your Community 86 Creating Intentional Barriers to Entry 89 Designing a Compelling Onboarding Experience 90 How to Move Members Up the Commitment Curve 92 Activating Successful Community Leaders 94 Notes 96 Chapter 5 Validation, Rewards, and Incentives 97 Creating Habits with Rewards 97 Extrinsic vs. Intrinsic Motivations 99 Avoid Replacing Social Norms with Market Norms 101 SNAP! A Framework for Effective Extrinsic Rewards 102 The Thing about Gamification 105 Come for the Utility, Stay for the Unity 107 Measuring Community Health and Engagement Using the Social Identity Cycle 108 Notes 114 Chapter 6 Designing Community Spaces and Experiences 115 The Two Kinds of Community Experiences 115 Repetition, Repetition, Repetition 117 The 7Ps of Community Experience Design 120 Curating the Right People for the Right Purpose 123 Aligning Size with Purpose 124 Choosing Community Software Platforms 126 Should You Host Your Community on a Free Social Network? 129 Designing Spaces That Make People Feel Seen 130 Starting with a BANG! 131 Creating Peak Moments 133 Facilitating Small-Group Discussions 135 Tell Your Members How to Participate 138 How to Get Members to Be Open and Vulnerable 140 Keep Your Rules Short and Simple to Start 143 My Three Go-To Community Rules 145 Using Metrics to Optimize Community Spaces and Experiences 148 Notes 151 Chapter 7 Activating Community Engagement 153 Engagement is a Constant Experiment 153 Personal Invitations and “Doing Things That Don’t Scale” 154 Ask for Permission 157 Don’t Fear the Crickets 158 Talk Funny 160 How to Spark Great Debates 162 Moderation is Never Personal 164 Default to Transparency and Admit Your Mistakes 166 Use Your Authentic Voice 167 Keep Your Energy High and Positive 169 Go Forth and Build Community! 173 Bibliography 175 About the Author 177 Acknowledgments 179 Index 181

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Book SynopsisWhen negotiation fails, mediation avails other moves for an amicable resolution. Whether you are a current or future mediator or a party to a conflict, this is your essential companion to the theory, concepts, and best practices of mediation. In a world ridden by social divisions, responsible resolution of conflicts is more timely than ever. What happens when parties are unable to negotiate an agreement together? The next move is to invite a third party to reset the negotiations, facilitate the exchanges, rebuild a working relationship and empower the parties to explore the past, surface their present needs, invent, evaluate and choose the best solutions for the future. Mediation: Negotiation by Other Moves brings decades of critical analysis and experience that the authors tested worldwide in international organizations, governments, NGOs, universities and corporations. You will understand mediation better, and its significance in your personal and professional life. You will be able to develop a flexible mindset and a broad outlook to achieve sustainable outcomes. This book will cover: Models and principles from various domains of mediation: family, business & labor, public affairs, international relationsA mediation framework to prepare for mediation and to run its process smoothlyA step-by-step approach to a mediation session, from the opening until a possible settlement, via the various phases of problem solvingMediation traps and how to avoid themfor mediators and parties alikeEthics of mediation and questions of responsibility Mediation: Negotiation by Other Moves is essential reading for anyone who wishes to develop a pragmatic approach to mediation.Table of ContentsAcknowledgments xi Introduction xiii 1 The Perimeter: Explore Existing Mediation Practices Before Seeking Methods 1 2 The Pertinence: Weigh the Pros and Cons of Mediation Before Engaging in It 27 3 The Principles: Set Up Operating Principles Before Acting 59 4 The Preparation: Structure Pre-Mediation Before Starting a Session 91 5 The PORTAL: Set the Stage Before Problem-Solving 131 6 The Past Toward the Present: Grasp the Problems Before Seeking Mutual Recognition 165 7 The Present Toward the Future: Generate Possible Solutions Before Potentially Committing 203 8 The Pitfalls: Question Practices Before Acting 241 Conclusion: An Ethical Perspective and Questioning 287 Bibliography 303 About the Authors 313 Detailed Table of Contents 317 Index 323

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Book SynopsisA timely and hands-on resource informed by lessons learned from Fortune 500 CEOs and executives Leading at a Distance provides executives with the necessary skills to successfully lead in the new virtual workplace, backed by the research and expertise of global leadership firm Spencer Stuart. Although working remotely is not new, the global pandemic has placed virtual work at the center of everyday life. And it has thrust workforce strategies to the core of business operations globally. As the shift towards large-scale virtual work continues to grow and become a permanent fixtureby some estimates, 30% of the workforce will be working virtually leaders must understand how to build virtual work environments that foster connected, engaged, and high-performing teams. Although some forward-thinking companies and not-for-profit organizations have made significant investments in technology and virtual collaboration, many others have simply joined the Zoom culture without fully appreciating what it takes to operate effectively at a distance on a sustained basis. Leading at a Distance is a timely, research-based, and highly practical guide for developing and implementing strategies for conducting high-impact virtual work, building trust, and enhancing team unity. Designed to help leaders shape organizational culture remotely, this must-have resource demonstrates how to conduct virtual onboarding for senior leaders, build top teams from a distance, manage accountability in the new virtual environment, and much more. A hands-on toolkit filled with compelling examples, expert insights, and invaluable advice, this book: Provides clear guidance on establishing effective leadership in the virtual workplaceOffers practical approaches for establishing strong relationships, increasing employee engagement, and coaching from a distanceAddresses ways to keep geographically dispersed team members aligned and accountableIllustrates creative ideas for boosting team moraleFeatures an overview of the unique challenges facing leaders in the virtual workplaceDiscusses often-overlooked topics such as virtual hiring and onboarding Leveraging the authors' in-depth research and consulting experience, Leading at a Distance is required reading for anyone needing to adapt to a virtual way of working and develop their virtual leadership skills to maximize organizational effectiveness and performance.Table of ContentsPreface xvii Introduction xxiii Chapter 1 What We Learned from the Pandemic: Our Research Shows Remote Work Is Here to Stay 1 Chapter 2 No Trust = No Team: The Formula for Building Cohesive Relationships Virtually 23 Chapter 3 What Does Good Look Like? Profile of High-Performing Virtual Teams 35 Chapter 4 How to RAMP Up Your Virtual Team’s Performance: A Blueprint for Success 49 Chapter 5 Out of Sight, Not Out of Mind: How to Inspire and Motivate from Afar 65 Chapter 6 “You’re on Mute”: The Ultimate Guide for Hosting Virtual Meetings 79 Chapter 7 Hiring Without a Handshake: Discovering Successful Virtual Leaders 97 Chapter 8 Surviving Day One: A Toolkit for Remote Onboarding 111 Chapter 9 Continuous Improvement: High-Impact Coaching and Accountability at a Distance 129 Chapter 10 The Culture Conundrum: Building and Sustaining Culture Virtually 147 Afterword: The Virtual Road Ahead 165 Acknowledgments 177 About the Authors 185 Index 189

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Book SynopsisWork for social change through constructive engagement and systems disruption in this practical resource for social change advocates and conflict specialists In The Neutrality Trap, expert mediators and facilitators Bernard Mayer and Jacqueline N. Font-Guzmán deliver an insightful and practical exploration of how to understand the conflicts we face as social change agents. You'll learn about systems disruption and constructive engagement: how to develop the relationships and change strategies that help people, systems, and societies confront their most important social challenges. In this important book, you will: Discover how to challenge the status quo in an effective wayPractice how to get into good trouble, and pick the battles worth fightingLearn to be strategic in your approach to social change and sustain your efforts over the long term Perfect for anyone interested in progressing and achieving social justice, The Neutrality Trap is an indispensable guide to engaging in and managing the necessary conflict that comes with meaningful change.Table of ContentsPreface ix I Engaging Conflict 1 1 Engaging and Disrupting for Social Change 3 2 The Neutrality Trap 27 3 Intersectionality and Social Change 51 4 Constructive Engagement 77 II Deepening Conflict 101 5 The Hope and Challenge of Enduring Conflict 103 6 Beyond Evil, Stupid, and Crazy: Systems of Privilege and Oppression 137 III Strategic Disruption 167 7 From Chaotic to Strategic Disruption 169 8 Allies, Teams, and Leaders 193 9 Disrupting and Connecting for Social Change: A Forward Look 213 References 233 Acknowledgments 247 About the Authors 250 Index 252

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Book SynopsisDiscover how to transform stress and other unwanted states into resilience, clarity, and improved wellbeing with this insightful new book Resilience By Design: How to Survive and Thrive in a Complex and Turbulent World delivers the world's most detailed and research-backed how-to manual to integrate advances from neuroscience and complexity theory with real world expertise, providing practical techniques that you'll want to use every day. Alongside well explained scientific theory, each chapter contains dramatic, real-life stories of people from frontline services, elite sports, and everyday survivors who learned to thrive in high pressure, demanding, and often deadly situations. You'll discover how resilience isn't just the ability to tough it out; it's dependent upon an interconnected set of skills, techniques, creative processes, and new understandings of how we think, act, and interact with our environments and each other. If you or someone you care about experiences unwanted stress, anxiety, decision fatigue, overwhelm, or burnout, by applying the step-by-step techniques in this book, you'll learn to develop resilience, clarity, improved energy, wellbeing, and overall performance. You'll also learn: There's no such thing as an inherently stressful situation, workplace, or event. How to appreciate and benefit from the hidden information in your unconscious signals and intuitionsHow to adapt your decision making to meet the challenges of uncertainty, from the complicated and complex, to the outright chaoticWhen to define your limits and 'line in the sand' so that you never expose yourself to unmanageable risk or potential burnoutWhat is it to, 'Know Thyself', through techniques that change perspective and bring clarity even in uncertain, turbulent timesTechniques that can be easily taught to people you care aboutLifelong resilience and being at your best is available to each of us, no matter what life throws at you. Resilience By Design was derived from the experiences of hundreds of people on the frontline of emergency services, defense, Olympic level sports, business, art, science, and many other areas of expertisefrom firefighters and paramedics to social workers and athletes. This book is written for students and teachers, parents and children, caregivers and patients, athletes and coaches, managers and employees, entrepreneurs, and fortune 500 CEOs, and anyone who wishes to know how to survive and thrive in an ever more complex and turbulent world.Table of ContentsChapter 1 resilience 1 Chapter 2 Sensemaking 25 Chapter 3 Thinking 63 Chapter 4 State 103 Chapter 5 Perspective 141 Chapter 6 Context 161 Chapter 7 Signals 191 Chapter 8 Intentions 223 Chapter 9 Reframing 245 Chapter 10 Flow 285 Chapter 11 Rest 307 Chapter 12 Lifestyle 333

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Book SynopsisTable of Contents Introduction xxiii SHRM CP Assessment Test xxvi Part I Preparing for the Exams 1 Chapter 1 The Basics of SHRM Certification 3 Exam Notables 4 Exam Overview 4 Exam Eligibility 5 Exam Basics 6 The SHRM Exam Objectives 10 Breaking Down the BoCK 10 The Value of HR Certification 14 Summary 16 Key Terms 16 Exam Essentials 16 Chapter 2 Preparing for the Exam 19 Exam Notables 20 Study Plans 20 Group vs. Self- Study 21 The SHRM Exam Objectives 22 Using Exam Weights 22 Practice Exams 24 Exam- Taking Strategies 24 Understand the Stem 25 Guess When Necessary 26 Exam Day Basics 26 Mental Mechanisms 27 Mindset 28 Confidence Building 29 Summary 30 Exam Essentials 31 Part II Understanding Human Resource Competencies 33 Chapter 3 The Dynamic Environment of Human Resource Management 35 Exam Notables 36 An Evolving Landscape 36 Strategic Alignment 37 Global Operations 37 Diversity, Equity, and Inclusion 37 Talent Acquisition and Workforce Management 37 Regulatory Environment 38 Measuring Results 38 Corporate Social Responsibility 38 HR Demographics 38 A Day in the Life of HR 40 HR Professional Development 42 Managing Burnout 43 Summary 45 Exam Essentials 45 Chapter 4 The Business Competency Cluster 47 Exam Notables 48 Business Competencies 49 Business Acumen 49 Business and Competitive Awareness 49 Financial Analysis 51 Strategic Alignment 53 Consultation 58 Evaluating Business Challenges 59 Designing and Implementing HR Solutions 59 Critical Evaluation 63 Data Advocate 63 Data Gathering and Analysis 64 Summary 66 Key Terms 66 Exam Essentials 66 Part III The People Knowledge Domain 69 Chapter 5 Strategic Human Resource Management 71 Exam Notables 72 The SHRM Exam Objectives 73 Strategic Business Management 75 Systems Theory 76 Systems Thinking 76 Strategic Planning 77 Strategic Analysis 78 The Strategic Planning Process 81 Strategy Formulation 81 Strategy Implementation and Evaluation 83 Project Management 84 SHRM SCP Only 85 Becoming Strategic Business Partners 86 Engaging Leaders 86 Evaluating HR Activities 87 Summary 88 Key Terms 88 Exam Essentials 89 Review Questions 90 Chapter 6 Talent Acquisition 93 Exam Notables 94 The SHRM Exam Objectives 94 Aligning Strategy 96 Mergers and Acquisitions 96 Joint Ventures 97 Strategic Alliance 97 Divestitures and Downturns 97 Talent Planning 98 The Employer Brand 99 Employee Value Proposition 99 Job Analysis and Descriptions 100 Recruiting 102 Recruiting Methods 103 Selection 104 Employment Interviews 104 Assessment Centers 105 Job Offers 106 Education, Certification, and Licensing 106 Negotiation Techniques 107 Acculturation, Socialization, Orientation, and Onboarding 108 Workforce Analytics 108 SHRM SCP Only 110 Summary 110 Key Terms 111 Exam Essentials 112 Review Questions 113 Chapter 7 Employee Engagement and Retention 115 Exam Notables 116 The SHRM Exam Objectives 116 Employee Engagement 119 Organizational Behavior 119 Reed805489_ftoc.indd 13 25-11-2021 17:12:37 Job Attitudes 119 Organizational Commitment 120 Job Characteristics 121 The Role of Culture 122 Assessing Engagement 123 Positive Engagement Strategies 124 Engaging a Remote Workforce 125 Human Resources and the Employee Life Cycle 126 Performance Management Systems 128 Performance Standards 129 Evaluating Performance 130 Appraisals 132 Positive Feedback Systems 133 Evaluating Performance Management Systems 134 SHRM SCP Only 134 Summary 136 Key Terms 136 Exam Essentials 137 Review Questions 138 Chapter 8 Learning and Development 141 Exam Notables 142 The SHRM Exam Objectives 142 The Learning and Development System 144 Knowledge Management 145 Learning Management Systems 146 Career Development 146 L&D Intervention Strategies 147 Needs Analysis 147 Training Interventions and Delivery 150 Instructional Design 151 Developmental Interventions 154 Leadership Development 157 SHRM SCP Only 158 Summary 158 Key Terms 159 Exam Essentials 160 Review Questions 161 Chapter 9 Total Rewards 163 Exam Notables 164 The SHRM Exam Objectives 164 Strategic Total Rewards 166 Building Pay Structures 166 Job Evaluation 167 Collecting Compensation Data 168 Data Collection Methods 171 Pay Practices 172 Labor Law Compliance 173 Benefits 174 Compensation Metrics 175 SHRM SCP Only 176 Summary 177 Key Terms 178 Exam Essentials 178 Review Questions 179 Part IV The Workplace Knowledge Domain 181 Chapter 10 HR in the Global Context 183 Exam Notables 184 The SHRM Exam Objectives 184 Defining Global Strategy 186 Multinational Enterprises 187 Structuring an MNE 187 HR and Due Diligence 188 Global Staffing 188 Managing Expatriates 189 SHRM SCP Only 194 Summary 195 Key Terms 195 Exam Essentials 196 Review Questions 197 Chapter 11 Diversity and Inclusion 199 Exam Notables 200 The SHRM Exam Objectives 201 Defining Diversity, Equity, and Inclusion 202 Focusing on Diversity, Equity, and Inclusion 205 A Strategic Focus 207 An Operational Focus 209 Demographic Barriers to Success 212 Workplace Accommodations 220 Competency and Knowledge Alignment 221 Operating in a Diverse Workplace 221 Advocate for Diversity and Inclusion 221 SHRM SCP Only 223 Summary 223 Key Terms 224 Exam Essentials 224 Review Questions 225 Chapter 12 Risk Management 227 Exam Notables 228 The SHRM Exam Objectives 228 Types of Risk 230 Workplace Safety and Health 231 Security Risks 235 Enterprise Risk Management 238 The Risk Management Process 239 Risk Management Techniques 241 Written Risk Management Plans 243 SHRM SCP Only 245 Summary 246 Key Terms 247 Exam Essentials 247 Review Questions 248 Chapter 13 Corporate Social Responsibility 251 Exam Notables 252 The SHRM Exam Objectives 252 Defining Corporate Social Responsibility (CSR) 254 Corporate Shared Value 257 Benefits of Corporate Social Responsibility 258 Corporate Citizenship 258 Sustainable Business Practices 260 The Role of Human Resources 262 Business Strategy 262 Talent Acquisition 262 Risk Management 263 Total Rewards 264 Learning and Development 265 SHRM SCP Only 265 Summary 266 Key Terms 267 Exam Essentials 267 Review Questions 268 Chapter 14 U.S. Employment Laws and Regulations 271 Exam Notables 272 The SHRM Exam Objectives 272 The Regulatory Environment 275 Laws Enforced by the Equal Employment Opportunity Commission 277 Americans with Disabilities Act 278 Civil Rights Act of 1964 278 Genetic Information Nondiscrimination Act 279 Laws Enforced/Administered by the Occupational Safety and Health Administration 279 Occupational Safety and Health Act 280 National Institute for Occupational Safety and Health 281 Whistleblower Protection 281 Laws Administered by the Office of Workers’ Compensation Programs 282 Federal Employees’ Compensation Act 282 Longshore and Harbor Workers’ Compensation Act 282 Laws Administered by the National Labor Relations Board and the Office of Labor- Management Standards 282 National Labor Relations Act 283 Labor Management Relations Act 283 Labor- Management Reporting and Disclosure Act 285 Laws Administered by the Wage and Hour Division 286 Davis- Bacon Act 287 Employee Polygraph Protection Act 287 Fair Labor Standards Act 288 Family and Medical Leave Act 289 Walsh–Healey Public Contracts Act 290 Laws Administered by the Mine Safety and Health Administration 290 Federal Mine Safety and Health Act 291 The Mine Improvement and New Emergency Response Act 292 Laws Administered by the Employee Benefits Security Administration 292 Employee Retirement Income Security Act 293 Patient Protection and Affordable Care Act 294 Laws Administered by the Department of Homeland Security or the Department of Justice 294 H2A Temporary Agricultural Workers 294 Immigration and Nationality Act 295 Miscellaneous Laws and Concepts 296 Drug Free Workplace Act 296 Garnishment of Wages 296 Harassment 296 Lilly Ledbetter Fair Pay Act 297 LGBTQ Sex- Based Discrimination 298 Retaliation 298 Sexual Harassment 299 Worker Adjustment and Retraining Notification Act 299 Retention of Documents 300 SHRM- SCP Only 302 Summary 303 Key Terms 304 Exam Essentials 304 Review Questions 306 Part V The Organization Knowledge Domain 309 Chapter 15 Structure of the HR Function 311 Exam Notables 312 The SHRM Exam Objectives 312 Human Resources as a Core Competency 314 The Role of Human Resources 315 HR’s Job 317 Integrating Human Resources 320 Human Resource Service Models 322 Centralized/Decentralized HR Structures 322 Outsourcing 323 Measuring Human Resource Contributions 324 Competency and Knowledge Alignment 326 Delivering Messages 326 Exchanging Organizational Information 327 Listening 327 Networking 328 Relationship Building 329 SHRM SCP Only 329 Summary 330 Key Terms 331 Exam Essentials 331 Review Questions 332 Chapter 16 Organizational Effectiveness and Development 335 Exam Notables 336 The SHRM Exam Objectives 336 Organizational Effectiveness and Development Defined 338 People Interventions 339 Individual Behaviors 339 Group and Team Dynamics 341 Process Interventions 344 International Organization for Standardization 345 Structural Interventions 345 Customer or Product 345 Functional 346 Geographic 346 Matrix 346 Managing Change 346 Competency and Knowledge Alignment 348 Teamwork 348 Conflict Management 349 SHRM SCP Only 350 Summary 351 Key Terms 352 Exam Essentials 352 Review Questions 353 Chapter 17 Workforce Management 355 Exam Notables 356 The SHRM Exam Objectives 356 Integrating Workforce Management 358 Workforce Planning 358 Identify Gaps and Plan Action 361 Knowledge Management 362 Leadership Development 363 The Leadership Gap 363 Leadership Theories and Styles 365 Competency and Knowledge Alignment 369 Navigating the Organization 369 Vision 370 Managing HR Initiatives 370 Influence 371 SHRM SCP Only 372 Summary 372 Key Terms 373 Exam Essentials 373 Review Questions 375 Chapter 18 Employee and Labor Relations 377 Exam Notables 378 The SHRM Exam Objectives 378 Employment Rights and Responsibilities 380 Employment Agreements 381 Employment Disputes 383 Intellectual Property Rights 386 Trade Unions 387 Works Councils 389 Collective Bargaining 390 Contract Administration 390 Union Strategies 391 International Labor Relations 392 Competency and Knowledge Alignment 392 Negotiation 393 SHRM SCP Only 394 Summary 394 Key Terms 395 Exam Essentials 395 Review Questions 396 Chapter 19 Technology Management 399 Exam Notables 400 The SHRM Exam Objectives 400 Impact of Technology on HR Management 402 Technology and General HR Practices 403 Automation 403 Third- Party Vendor Management 404 Technology Policies 404 Employee Monitoring 407 Risk Management 407 SHRM SCP Only 408 Summary 408 Key Terms 409 Exam Essentials 409 Review Questions 410 Appendix A Answers to the Chapter Review Questions 413 Chapter 5: Strategic Human Resource Management 414 Chapter 6: Talent Acquisition 415 Chapter 7: Employee Engagement and Retention 416 Chapter 8: Learning and Development 417 Chapter 9: Total Rewards 419 Chapter 10: HR in the Global Context 420 Chapter 11: Diversity and Inclusion 421 Chapter 12: Risk Management 423 Chapter 13: Corporate Social Responsibility 424 Chapter 14: U.S. Employment Laws and Regulations 425 Chapter 15: Structure of the HR Function 426 Chapter 16: Organizational Effectiveness and Development 427 Chapter 17: Workforce Management 429 Chapter 18: Employee and Labor Relations 430 Chapter 19: Technology Management 431 Appendix B Summary of Form I- 9 Changes 433 Exam Notables 434 Summary of Changes 434 Updates Based on Form I- 9 Revision 434 Major Guidance Changes 434 New Content 435 Major Clarifications 435 Plain Language Updates 435 Index 437

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Book SynopsisHarness the power of Martin Rooney's acclaimed Culture Coach philosophy to build the culture of your dreams Building a great team culture doesn't happen overnight. Culture is hard to create, and even harder to change. Great culture is a key component for success at home, on the sports field, and at the workplace. In a time when people seem to be more divided than ever, leaders who can build strong and lasting cultures are essential. No one knows this better than internationally-renowned coach, in-demand speaker, and bestselling author Martin Rooneydedicating his life to coach elite athletes, Fortune 500 executives, military leaders, and every kind of team imaginable to their highest level of performance. In High Ten: An Inspiring Story About Building Great Team Culture, Martin draws from his extensive experience developing top-level teams around the world to help leaders of all kinds foster and sustain winning cultures. This engaging, easy-to-read parable shows you that every business, sports team, and family has a culture. Whether you deliberately created it or not, it's always there and it didn't come with a manual. That's where High Ten comes in. This must-have book is your personal leadership manual. Stop spending your day unhappy or complaining about a dream that hasn't come true. High Ten will help you: Create an environment where your people work towards common goals with friends they trusthave fun doing itDevelop clarity about the culture you want and put the processes in place to make it happenEnsure your culture reflects core values and aligns with your organization's mission and visionTransform your culture into the immune system for your team or businessLearn about the 3 Cornerstones of Culture and eliminate the 5 Culture Killers High Ten: An Inspiring Story About Building Great Team Culture is an invaluable resource for all coaches and leaders striving to achieve the highest level of cultureone where everyone feels like a valuable part of the team and consistently produces exceptional results.Table of Contents Foreword xv Introduction xix 1 Trackside Diner 1 2 Make the Call 9 3 Brick Walls 19 4 Arthur’s Bagels 29 5 New Lenses 41 6 The Checkup 51 7 A Little Push 61 8 Flea Circus 71 9 Home Cooking 83 10 From Me to We 91 11 Latin Lesson 101 12 The Diagnosis 109 13 Alignment 119 14 Selective Detective 129 15 Cor Unum 141 16 Trophy Case 153 17 Helmet Stickers 167 18 New Blood and Dead Wood 177 19 Changing the Game 189 20 Date Night 199 21 Cherish or Perish 207 22 Brick by Brick 217 23 Summer Fun 227 24 Two Gifts 239 25 The Rubber Match 247 26 The Holiday Party 255 27 The Letter 265 Acknowledgments 275 About the Author 279 About the Company 281

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Book SynopsisDiscover how to change the lives of the people around you In You Can Change Other People, the world's #1 executive coach, Peter Bregman, and Howie Jacobson, Ph.D., share the Four Steps to help the people around you make positive change even if they've been stuck for years. The authors rely on over 50 years of collective professional experience to show you exactly what to say to influence those around you for the better. Changing the way you talk will stop you from being perceived as a critic, and turn you into a welcomed and effective ally. You'll learn how to: Disarm their defensiveness and increase their confidence to act Turn people's biggest problems into even bigger opportunities Ensure accountability and follow through without making them dependent on you No one wants to be changed; but change and personal growth are critical to success, and more importantly, to a fulfilled life. You Can Change Other Table of ContentsA New Way to Help People (Because the Old Ways Don’t Work) Chapter 1: Brian’s $170,000,000 Turnaround Why It’s Important to Change Other People Chapter 2: The Four Steps A Quick Tour Chapter 3: Yes I Want That Third Bowl of Ice Cream People Don’t Resist Change, They Resist Being Changed Chapter 4: Whose Spreadsheet Is It Anyway? Ownership Chapter 5: Spencer Thinks He’s Helping, But He’s Not Independent Capability Chapter 6: If You are Willing to Feel Everything, You Can Do Anything Emotional Courage Chapter 7: Change is a Future Thing Future-Proofing SUMMARY OF THE FOUR STEPS [COMP this is a single Section opener, please differentiate from Part openers here and in text] Step 1: Shift from Critic to Ally Chapter 8: The Ramona Problem Become an Ally Chapter 9: Be Your Own Ally First Let Go and Be Present Chapter 10: Then, Become Their Ally Empathize with the Other Person Chapter 11: Silver Platter Opportunities Permission Formula Chapter 12: Do You Have a Minute? You Initiate the Conversation Chapter 13: Hey, I’m in Charge Here The Misguided Reliance on Positional Power Chapter 14: Pitfalls to Avoid How to Stay on Track Step 2: Identify an Energizing Outcome Chapter 15: No More Code, No More Bugs Problems are Signposts Pointing to Energizing Outcomes Chapter 16: A Higher Bar Than a Functional Team A Demo of the Outcome Step Chapter 17: Positive Transform “Don’t Want” into “Do Want” Chapter 18: Clear A Technique for Getting to Shared Clarity Chapter 19: Meaningful Getting to What Matters Step 3: Find the Hidden Opportunity Chapter 20: Become a Scientist They’re Not Learning From You, They’re Learning With You Chapter 21: That Does Sound Exciting! A Demo of the Opportunity Step Chapter 22: Explore the Problem in Depth Question 1: What’s Happening Now? Chapter 23: She Argues with Everyone Separating Data from Interpretation Chapter 24: What Worked and What Didn’t? Question 2: What Have You Tried? Chapter 25: Thank Goodness for This Problem Question 3: How Can the Problem Get You to the Energizing Outcome? Chapter 26: Keep Your GPS On Pitfalls to Avoid in the Opportunity Step Step 4: Create a Level-10 Plan Chapter 27: Nail the Landing Craft the Plan Chapter 28: Identify Options A Demo for the First Task Chapter 29: Let’s Put That on the List. What Else Might You Try? Tips to Help Them Identify Options Chapter 30: Choose A Demo for the Second Task Chapter 31: If You Did Know, What Would It Be? How to Help Them Choose Chapter 32: Commit A Demo for the Third Task Chapter 33: What, How, and When? Skyrocket Their Chances of Success Chapter 34: You Can Change Other People Taking the Four Steps into Your World Acknowledgments About the Authors Index

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Book SynopsisMake events the most powerful marketing tool you have InEvent Success: Maximizing the Business Impact of Physical, Virtual, and Hybrid Experiences,Alon Alroy, Eran Ben-Shushan, and Boaz KatzofBizzabodraw on the knowledgethey'vegainedpowering events for companies like Amazon, Salesforce, and Ubertodeliver an end-to-end playbook for readers wanting to maximize their organization's return on events. Event Successwill help you unlock the full potential of your events andmake them your most important marketing channel. You'll learnhowtocreate elevated experiences in any format that drive strategic business goals, including: How to measure event success with surveys, data, analytics, and key KPIsHow to integrate events into a strategic, end-to-end marketing planHow to collect, analyze, and funnel event data to other teams to drive business growthWhatevents are successful, what the data says about them, and real-life examples fromSAP, theFinancial Times, IBM, and other leading brands that capture the imagination of their audiences through events Event Successis ideal formarketers, event professionals, and anyoneresponsible for creating buzz, driving new sales, and building thought leadership within-person, hybrid, or virtual events. It's also an invaluable resource for maximizing your organization's RoEor Return on Eventwith measurable increases in sales.Table of ContentsPart I Why Events? 1 Chapter 1 How We Got Here 3 Chapter 2 Event Success in the Post-COVID-19 Era 15 Chapter 3 After the Storm 25 Part II Data 35 Chapter 4 The Age of Disruption 37 Chapter 5 The Event Data Maturity Curve 45 Chapter 6 Reaching the Right Audience at the Right Time 51 Chapter 7 SAPPHIRE NOW: A Case Study in Event Data Utilization 61 Chapter 8 With New Data Power Comes New Responsibility 71 Part III Audience Engagement 77 Chapter 9 Engagement in a Hybrid Era 79 Chapter 10 Choosing the Right Format for the Right Outcome 91 Chapter 11 Content 103 Chapter 12 Community 115 Chapter 13 Experience Design 125 Part IV People and Process 135 Chapter 14 The Rise of the Event Experience Manager 137 Chapter 15 New Skills for a New Title 147 Chapter 16 Soft Skills 157 Chapter 17 The New Path for Event Professionals 169 Chapter 18 The Event Team of the Future 177 Part V Technology 187 Chapter 19 The Changing Event Technology Landscape 189 Chapter 20 Choosing the Right Technology Partner 197 Chapter 21 What an Event Platform Can (and Can’t) Do for You 221 Chapter 22 Taking on the Future of Experiences 227 References 237 Acknowledgments 241 About Bizzabo 245 About the Authors 247 Index 251

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Book SynopsisStrengthen your company culture through inclusive and equitable policies and practices The global workforce and marketplace will continue to undergo dramatic demographic shiftsredefining the workplace, the workers, and how work gets done. Organizations that want to attract and retain the best talent and to capitalize on the full breath of their perspectives and experiences must first reflect our society as a whole, and secondly, must create the right kind of work environment where ALL talent can thrive. That means valuing diversity, creating more equitable policies and practices, and fostering a welcoming and inclusive culture. In Diversity, Equity & Inclusion For Dummies, global workforce expert, and three-time Chief Diversity and Inclusion Officer Dr. Shirley Davis unveils her extensive collection of real-world experiences, stories, case studies, checklists, assessments, tips, and strategies that will give you a deeper understanding of the business impact of DEI and how your role as a leader can contribute to your company's long term success. You'll learn: The fundamentals of DEI and how it drives business performance and impactHow to conduct comprehensive DEI organizational assessments to identify systemic and institutional inequitiesTactics and strategies for having necessary but difficult conversations, and how to make them impactfulSkills and competencies that every leader needs in order to effectively lead the new generation of workersHow to operationalize DEI across your organization, measure its impact, and sustain it long term Diversity, Equity & Inclusion For Dummies is a must-read guide for any leader at any level who wants to ready themselves for the workplace of the future and reap the benefits of a full spectrum diverse ideas, backgrounds, and experiences. It also belongs on the reading lists of human resources and DEI professionals actively seeking to go broader, deeper, and have greater impact in their DEI work.Table of ContentsIntroduction 1 Part 1: Getting Started with Diversity, Equity, and Inclusion 7 Chapter 1: Understanding the Fundamentals of Diversity, Equity, and Inclusion 9 Chapter 2: Exploring Key Demographic Trends that Are Redefining the Workplace 31 Chapter 3: Cultivating Skills and Competencies for Leading Today’s Workers 47 Chapter 4: Making the Case for DEI 75 Chapter 5: Hiring a Chief Diversity, Equity, and Inclusion Officer 87 Part 2: Examining DEI in the Workplace 95 Chapter 6: Assessing Your Organization’s Culture 97 Chapter 7: Exposing Common Organizational Barriers to DEI 107 Chapter 8: Positioning DEI as an Organization’s Strategic Priority 119 Part 3: Implementing and Operationalizing DEI Across the Organization 131 Chapter 9: Finding and Recruiting Diverse Talent 133 Chapter 10: Developing, Coaching, Promoting, and Retaining Diverse Talent 149 Chapter 11: Leading Diverse Teams for Maximum Performance 163 Chapter 12: Tracking, Measuring, and Reporting the Progress of DEI Efforts 175 Chapter 13: Embedding DEI in Other Key Areas of the Organization 185 Chapter 14: Launching DEI Councils and Employee Resource Groups 201 Part 4: Sustaining DEI in Your Organization 217 Chapter 15: Understanding Implicit Bias and Its Impact in the Workplace 219 Chapter 16: Moving from Unconscious Bias to Inclusive Leadership 235 Chapter 17: Enhancing Cultural Competence 247 Chapter 18: Cultivating a Culture of Inclusion, Equity, and Belonging 263 Part 5: The Part of Tens 289 Chapter 19: Ten Common Myths about Diversity and Inclusion 291 Chapter 20: Ten Ways That Boards Can Influence DEI in the Organization 297 Chapter 21: Ten Things Underrepresented Talent Wish Leaders Knew 303 Index 311

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Book SynopsisBuild your company's next-generation growth strategy by using emerging technologies to disrupt your field and energize your business In Digital Operating Model: The Future of Business, digital strategist and execution expert Rajesh Sinha delivers a robust and practical operating blueprint for digital transformation. Applicable to any industry, any size company, this playbook helps executives, professionals, managers, founders, owners, and other business leaders understand the importance and realize the benefits of a digital future for their companiesall without having to spend massive amounts of money in the process. The author explores effective methods to create multiple digital accelerators, develop cultural alignment that fosters innovation and delivers rapid solutions, and shares insights into the new mantras of our goods-and-services on-demand economy. Readers will also find: Step-by-step guidance to implementing a digital platform strategy that leads to exponential business growthMethods for designing and applying new businesses processes that create better experiences internally for your teams and externally for your customers and customers' customers, which also leads to exponential business growthReal-life examples and case studies of businesses that have achieved successful digital acceleration and grown dramatically in the processDigital Operating Model shows readers how to meet their professional objectives while realizing profound transformation that offers innovative and durable differentiation both in terms of purpose and profits.Table of ContentsPreface xi Acknowledgments xv Part I The Impossible Is Possible 1 Chapter 1 Your Mantra for Success 3 Chapter 2 DOM in Motion 17 Chapter 3 The New Normal 33 Chapter 4 DOM in Motion/Small-to-Midsize Company Food Service Management: Whitsons Culinary Group61 Part II Become the Disruptor 73 Chapter 5 Building Your Digital Road Map 75 Chapter 6 Unleashing the Power of Your Business Platform 95 Chapter 7 DOM in Motion/Mid- to Large-Size Company Insurance: Crum & Forster 115 Part III Don’t Get Disrupted 121 Chapter 8 Crisis Creates Opportunity 123 Chapter 9 Outsmarting the Competition 139 Chapter 10 DOM in Motion: Business Platform Success 151 Part IV The Future Is Here 161 Chapter 11 Maintain Your Forward Momentum 163 Chapter 12 The Decades Ahead 181 Epilogue 195 Endnotes 199 Appendix/ Rajesh Sinha: A Digital Entrepreneur’s Journey 205 About the Website 211 Index 213

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Book SynopsisTable of ContentsPreface ix Acknowledgements xiii Introduction xv 1 Select on Intelligence 1Frank L. Schmidt and In-Sue Oh 2 Select on Conscientiousness and Emotional Stability 27Michael K. Mount and Murray R. Barrick 3 Structure Interviews to Recruit and Hire the Best People 47Cynthia Kay Stevens 4 Attain Emotional Control by Understanding What Emotions Are 65Edwin A. Locke 5 Motivate Employee Performance Through Goal Setting 83Gary P. Latham 6 Cultivate Self-Efficacy for Personal and Organizational Effectiveness 113Albert Bandura 7 Pay for Performance 137Kathryn M. Bartol 8 Promote Job Satisfaction Through Mental Challenge 161Timothy A. Judge, Ryan Klinger, and Meng Li 9 Follow the Science to Make Training Work 179Eduardo Salas and Kevin C. Stagl 10 Embed Performance Appraisals into Broader Performance or Management Systems 211Maria Rotundo and Kelly D. Murumets 11 Use Participation to Share Information and Distribute Knowledge 237John A. Wagner III 12 Recognizing Employees 255Jean M. Phillips, Kathryn E. Dlugos, and Hee Man Park 13 Sustain Organizational Performance Through Continuous Learning, Change, and Realignment 271Michael Beer 14 Empowerment's Pivotal Role in Enhancing Effective Self- and Shared Leadership 293Jay A. Conger and Craig L. Pearce 15 Effective Use of Power and Influence Tactics in Organizations 311Gary Yukl 16 Engage in Visionary Leadership 329David A. Waldman 17 Foster Trust Through Ability, Benevolence, and Integrity 345Jason A. Colquitt and Michael D. Baer 18 Teamwork in Organizations: The Best Teams Learn, Adapt, and Are Resilient 365Allison M. Traylor, Scott Tannenbaum, Eric J. Thomas, and Eduardo Salas 19 Compose Teams to Ensure Successful External Activity 387Deborah Ancona, Henrik Bresman, and David Caldwell 20 Manage Intrateam Conflict Through Collaboration 403Laurie R. Weingart, Karen A. Jehn, and Kori L. Krueger 21 Clarity, Conciseness, and Consistency Are the Keys to Effective Communication 429Jean Phillips, Kameron M. Carter, and Dorothea Roumpi 22 Stimulate Creativity by Fueling Passion 443Colin M. Fisher and Teresa M. Amabile 23 Manage Stress at Work Through Preventive and Proactive Coping 463Ralf Schwarzer and Tabea Reuter 24 Conflict Resolution Through negotiation and Mediation 483Kevin Tasa and Ena Chadha 25 Achieve Entrepreneurial Growth Through Swiftness and Experimentation 503Jaume Villanueva, Harry J. Sapienza, and J. Robert Baum 26 Achieve Work-Family Balance Through Individual and Organizational Strategies 531Malissa A. Clark, Katelyn N. Sanders, and Boris B. Baltes 27 Use Advanced Information Technology to Transform Organizations 551Dongyeob Kim, Maryam Alavi, and Youngjin Yoo, Ph.D. 28 Make Management Practice Fit national Cultures and the Global Culture 575Miriam Erez 29 Strategy and Structure for Effectiveness 595John Joseph and Metin Sengul Index 621

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Book SynopsisTable of Contents Introduction 1 About This Book 1 Conventions Used in This Book 3 Foolish Assumptions 3 Icons Used In This Book 4 Beyond the Book 4 Where to Go from Here 4 Part 1: Getting Started with Operations Management 7 Chapter 1: Discovering the Fundamentals of Operations Management 9 Defining Operations Management 10 Getting beyond the smokestack 10 Seeing the relevance of operations management 11 Understanding the Process of Operations 12 Driving the business model 12 Recognizing the diversity of processes 13 Managing processes 15 Handling special situations 17 Meeting the Challenges 18 Firefighting 18 Technology 18 Complacency 19 Metrics 19 Perspective 19 Outsourcing 20 Chapter 2: Defining and Evaluating Processes 21 Mapping Processes 22 Distinguishing between operations and delays 24 Identifying waste 24 Developing a process map 26 Evaluating the Elements of a System 28 Checking productivity 28 Considering capacity 28 Clocking cycle time 29 Getting a handle on constraints 29 Talking thruput and takt time 30 Going with the flow time 31 Monitoring utilization 32 Accounting for variability 35 Chapter 3: Designing Processes to Meet Goals 37 Getting Started with Process Improvement 38 Planning Operations 38 Considering a serial process 39 Placing operations in parallel 39 Improving Processes According to a Goal 42 Reducing customer flow time 43 Increasing system capacity 44 Balancing the line 46 Utilizing flexible resources 48 Improving a process that has excess capacity 49 Managing Bottlenecks 50 Getting tripped up by overproduction 50 Increasing process capacity 52 Chapter 4: Dealing with Shared Resources, Batches, and Rework 55 Sharing Resources 56 Assigning a resource to more than one operation 56 Allocating resources to more than one process 57 Batching Parts and Setting Up Operations 58 Working with batches 59 Maximizing operation batch size 60 Optimizing transfer batch size 62 Optimizing batch size with operation setups 65 Handling Poor Quality 68 Putting rework back in the process that created it 69 Pulling rework out of the main process 71 Chapter 5: Designing Your Process to Match Your Product or Service 73 Considering Costs, Standardization, Volume, and Flexibility 74 Balancing operating costs 75 Blurring the lines: Making standardized stuff customizable 79 Improving Face-to-Face and Back-Office Operations 80 Strengthening the customer interface 81 Improving efficiencies behind the scenes 83 Fulfilling Customer Demand: Making to Stock or Making to Order 84 Making to stock 84 Making to order 85 A tale of two companies: Making either method work 86 Getting It to Your Customer 87 Ordering Online and Pickup in Store or Curbside 87 Ordering Online with Delivery 88 Designing for X: Designing Products with Operations in Mind 89 Part 2: Managing Variability and Risk 91 Chapter 6: Forecasting Demand 93 Getting Savvy about Forecasts 94 Building a Forecast to Predict Demand 95 Recognizing demand variation 95 Looking to the past to predict the future 96 Lacking data: No problem 101 Acknowledging the Error of Your Ways 103 Hunting down the source of your error 103 Measuring how inaccurate you are 105 Chapter 7: Planning Capacity 107 Considering Capacity 108 Matching supply and demand 109 Timing adjustments just right 110 Balancing Capacity and Inventory 111 Producing to match demand 113 Producing at capacity 113 Increasing capacity 115 Addressing Wait Time for Services 116 Getting the why of waiting 116 Estimating waiting time with queuing theory 119 Altering customer perceptions 126 Chapter 8: Managing Inventory 129 Dealing with the Business of Inventory 130 Recognizing inventory’s purposes 131 Measuring the true cost of inventory 132 Managing Inventory 133 Continuous review 135 Periodic review 137 Single period review 138 Comparing the options 139 Getting Baseline Data on Performance 139 Assessing the inventory management? system 140 Evaluating the quality of customer service 141 Reducing Inventory without Sacrificing Customer Service 141 Multitasking inventory: The commonality approach 142 Holding on: The postponement strategy 143 Managing Inventory across the Supply Chain 145 Keeping track of the pipeline inventory 145 Setting service levels with multiple suppliers 147 Chapter 9: Planning for Successful Operations 149 Planning from the Top Down 150 Determining corporate strategy 150 Preparing for success 151 Executing the plan 153 Exploring the Components of an Aggregate Plan 153 Putting together a plan 154 Creating the master schedule 154 Considering Materials 156 Gathering information for the system 156 Getting system results 157 Planning for Services 159 Seeing the difference in services 159 Establishing the service plan 160 Applying Information to the Entire Organization 161 Part 3: Improving Operations 163 Chapter 10: Becoming Lean 165 Evolving to Lean 165 Mastering the craft 166 Producing in mass 167 Trimming the Fat 170 Eliminating the waste 170 Involving everyone 171 Leveling production 171 Embracing your supplier 174 Focusing on quality 175 Implementing continuous improvement 176 Producing Just in Time 176 Knowing when to work 177 Differentiating the customer interface 178 Implementing pull 178 Knowing when to JIT 180 Seeking the Silver Bullet 181 Chapter 11: Proofing against Disruption 183 Understanding Disruptions 184 Planning for Disruption 187 Knowing your supply chain and operations 187 Using new technology 187 Planning for scenarios collaboratively 188 Investing in Relationships 188 Fattening the Supply Chain 189 Stockpiling inventory 189 Maintaining stand-by capacity 190 Exploiting flexible capacity 190 Redesigning Your Product and Process 191 Designing for multiple parts 191 Designing for multiple processes 191 Replacing labor with autonomy 191 Protecting against Cyberhacking 192 Mixing and Matching Strategies 192 Chapter 12: Managing Quality 193 Deciding What Matters 193 Recognizing the Value of Quality 196 Assessing the cost of failure 196 Detecting defects 197 Getting the perks of high quality 198 Preventing defects in the first place 199 Addressing Quality 199 Considering the customer 200 Getting all hands on deck 200 Sticking to the improvement effort 201 Designing for Quality 202 Starting with the end in mind 202 Cascading to production 205 Measuring Quality 205 Understanding variation 206 Measuring “goodness” of a process 207 Controlling processes 210 Chapter 13: Creating a Quality Organization 215 Reaching Beyond Traditional Improvement Programs 216 Multiplying failures 216 Raising the bar 218 Varying skill levels 218 Adding to the Tool Box 219 Defining the problem 220 Measuring the process 221 Analyzing the problem 221 Implementing a solution 227 Maintaining the gain 229 Overcoming Obstacles 230 Failing to focus 230 Prioritizing into paralysis 231 Avoiding the lure of magical solutions 231 Lacking employee involvement 232 Knowing what to do 232 Learning from the experience 232 Calling it a program 233 Giving up 233 Part 4: Managing the Supply Chain 235 Chapter 14: Understanding Supply Chain Basics 237 Seeing the Structure of Supply Chains 238 Getting through the tiers 239 Linking in support services 239 Aligning the Supply Chain with Business Strategy 240 Defining product demand 241 Choosing the right supply chain strategy 241 Exploring the Bullwhip Effect 243 Finding the bullwhip triggers 244 Dodging the bullwhip 247 Improving Supply Chain Management 249 Communicating better 249 Outsourcing inventory management 249 Simplifying the chain by consolidating shipments 250 Chapter 15: Sourcing Strategically 253 Seeing the Upsides and Downsides of Outsourcing 253 Benefiting from the pros 254 Avoiding the cons 255 Getting Down to the Basics 257 Figuring out what to outsource 258 Choosing the right partner 259 Developing a lasting relationship 262 Integrating the product 264 Chapter 16: Digitalizing the Supply Chain 267 Navigating the Digital World 268 Defining the difference between digitizing and digitalizing 268 Realizing the benefits 268 Mapping a Digital Strategy 269 Undergoing a digital transformation 270 Selecting the best solution 271 Chapter 17: Scaling throughout the Product Life Cycle 273 Managing Operations Age-Appropriately 273 Swooning over the Baby 275 Keeping capacity flexible to minimize inventory during unpredictable demand 275 Designing a supply chain for a new product 277 Defining a market with no competitors 278 Avoiding failure in incubation 278 Surviving the Awkward Stage of Quick Growth 279 Balancing Capacity and inventory for growing demand 279 Growing your supply chain 281 Distinguishing your product from competitors’ products 281 Getting Comfortable with Market Maturity 282 Exploiting capacity and optimizing inventory for steady demand 282 Balancing a mature supply chain 283 Preparing for the End 283 Emerging Anew 284 Repositioning 284 Making improvements 285 Changing the product portfolio 285 Managing Start-up Operations 286 Operating on a shoestring 287 Transitioning to growth 287 Part 5: Managing Projects 289 Chapter 18: Leading Successful Projects 291 Defining Success 292 Prioritizing criteria 292 Seeing the interaction of factors 293 Figuring Out Why Projects Fail 295 Laying Out the Project Management Life Cycle 296 Detailing the phases of the cycle 296 Deciding to go or not to go 298 Documenting the project 300 Leading a Project 300 Developing a project proposal with a team 301 Communicating with stakeholders 302 Keeping stakeholders in the loop 303 Managing the team 303 Chapter 19: Estimating and Scheduling Projects 307 Estimating Time and Cost 308 Compiling a list of tasks 308 Adding up the project costs 312 Timing: The critical path 314 Assigning tasks 319 Presenting the schedule 320 Working with Uncertainty 321 Estimating with ranges 321 Using historical data 321 Relying on expert knowledge 326 Putting It All Together 328 Avoiding the estimation dance 328 Accelerating the project 329 Chapter 20: Becoming Agile 331 Escaping the Waterfall 332 Deciding on Agile 333 Gearing Up for Agile 334 Sprinting through the Project 335 Planning the sprint 336 Standing up with scrum meetings 339 Rinsing, washing, and repeating 340 Avoiding Common Agile Mistakes 342 Starting without planning 343 Ignoring Waterfall skills 343 Combining Agile and Waterfall 344 Chapter 21: Responding to Risks That Threaten Your Project 345 Tracking Project Progress 346 Assessing earned value 346 Earning value over time 349 Monitoring the metrics: Who’s responsible? 351 Realizing your project’s in trouble 351 Planning Ahead with Risk Registers 354 Knowing what can go wrong 355 Prioritizing risks 356 Developing a contingency plan 358 Responding Productively to Risk 361 Staying productive: Parkinson’s Law 361 Recovering from delays: Brook’s Law and Homer’s Law 362 Delay the project 364 Sacrificing functionality 364 Part 6: The Part of Tens 365 Chapter 22: Ten Pivotal Operations Management Developments 367 Logistics 367 Division of Labor 368 Interchangeable Parts 368 Scientific Management and Mass Production 369 Statistical Quality Control 369 Lean Manufacturing 370 Scientific Project Planning 370 Supply Chain Management 371 Computerized Supply Chain Coordination 371 Electronic Commerce 372 Chapter 23: Ten Mistakes That New Operations Managers Make 373 Beginning an Improvement Journey without Knowing your Process 373 Creating Overly Complex Processes 374 Missing the Real Bottleneck 375 Managing Based on Utilization 375 Not Standardizing 375 Automating Bad Processes 376 Misdefining Quality 376 Improving Process through “Big Bangs” rather than Continuous Improvement 377 Not Doing Enough Project Planning Upfront 377 Not Focusing on the Customer 378 Chapter 24: Ten Traits of World-Class Operations 379 Knowing Thyself 379 Possessing Profound Knowledge of the Customer 380 Focusing Intensely on Quality 380 Adapting to Change 381 Getting Better All the Time 381 Appreciating Employees 381 Paying Constant Attention to Product Offerings 382 Using Relevant Process Metrics 382 Balancing Respect and Expectations for the Supply Chain 382 Avoiding Unnecessary Complexity 383 Index 385

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Book SynopsisA popular fundraising blueprint for small- to mid-sized nonprofit organizations In the newly revised Eighth Edition of Fundraising for Social Change, two nonprofit leadership veterans deliver a hands-on, how-to guide to establishing and expanding a diverse base of donors. The authors maintain a focus on groups working toward racial, economic, and climate justice, providing trustworthy and relevant information that can be easily understood. The book includes a free Instructor''s Manual, as well as access to supplementary online content with additional resources. Readers will also find: Spotlight sections highlighting the reflections and wisdom of a varied group of fundraisers Insightful explorations about managing fundraising, including establishing a fundraising infrastructure, hiring a development director, and using consultants and coaches Discussions of budgeting and planning, as well as how to handle significant financiaTable of ContentsOnline Content xi Acknowledgments xiii Introduction to the 8th Edition xv About the Authors xvii Part One Nonprofits and the Money They Raise 1 1 The Size and Scope of the Nonprofit Sector 3 2 Creating a Fundraising Philosophy 17 3 Be Clear About What the Money Will Do 21 4 What You Have to Understand to Begin Fundraising 31 5 The Importance of a Good Board of Directors 37 Part Two Ask Them, Thank Them, Ask Them Again 53 6 Financial Needs and Fundraising Strategies 55 7 The Very Human Need for Appreciation 67 8 Getting Comfortable with Asking 77 9 Ask Real Prospects 87 10 How to Ask 97 11 Strengthening Relationships by Creating Categories of Donors 107 Part Three Strategies for Acquisition and Retention 113 12 Multichannel Fundraising 115 13 What Successful Mass Appeals Have in Common 121 14 Direct Mail 131 15 Online Fundraising 153 16 Phone Banking 169 17 Special Events 181 18 Establishing Voluntary Fees for Service 199 19 Door-to-Door and Street Canvassing 205 20 Opportunistic Fundraising 215 Part Four Inviting Current Donors to Make Bigger Gifts 221 21 Building Major Donor Programs 223 22 Setting Up and Maintaining Recurring Donor Programs 237 23 Legacy Giving 245 24 Setting Up an Endowment 259 Part Five Using Campaigns to Raise Large Amounts of Money 269 25 What All Large Campaigns Have in Common 271 26 Raising Money for Capital 279 27 Endowment Campaigns 291 28 Conducting Feasibility Studies 297 Part Six Budgeting and Planning 301 29 Developing a Budget 303 30 Creating a Fundraising Plan 315 31 What to Do in Case of Financial Trouble 321 32 The Perennial Question of Clean and Dirty Money 327 Part Seven Fundraising Management 331 33 Infrastructure for Fundraising 333 34 Hiring a Development Director 341 35 Using a Consultant, Coach, Mentor, or Trainer 351 36 Dealing with Anxiety 361 Part Eight You the Fundraiser 365 37 Know What You Need to Know 369 38 Working with Your Executive Director 377 39 Working with Volunteers 383 40 When You Encounter Ethical Dilemmas 391 Part Nine Special Circumstances 397 41 Raising Money in Rural Communities 399 42 Fundraising for a Coalition 411 43 When No One Is Paid 417 44 When You Are Just Starting Out 425 Part Ten The Power of Individual Donors in Two Social Movements 429 45 Fundraising for LGBTQ+ Equality and Justice 431 46 Building Political Power for Immigrants’ Rights 447 Index 459

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Book SynopsisTable of ContentsIntroduction 1 Part I: What You Need to Know About Trust 1 The Four Factors That Drive Trust 15 2 Wrestling with Trust 31 3 The Path to Loyalty 41 4 The Most Trusted Organizations 51 5 The Least Trusted Organizations 61 6 The Demographics of Trust 71 7 The Trust Ecosystem 85 8 This Is Just the Beginning 97 Part II: The "How-to" of Trust 9 How to Build Trust 115 10 Executive Leadership 131 11 Sustainability and Equity 143 12 Marketing and Experience 159 13 Talent and Human Capital 175 14 Operations and Technology 189 15 Cybersecurity 199 Appendix Appendix A: HX TrustID Survey Methodology 223 Appendix B: The Demographics That Matter Most for Customers 229 Appendix C: The Demographics That Matter Most for Workers 235 Endnotes 243 Acknowledgments 273 About the Authors 275 Index 277

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Book SynopsisA practical blueprint for successful, measurable, and impactful DEI initiatives In Data-Driven DEI: The Tools and Metrics You Need to Measure, Analyze, and Improve Diversity, Equity, & Inclusion, Dr. Randal Pinkett, a renowned diversity, equity, and inclusion (DEI) thought leader delivers a practical and evidence-based blueprint to achieving lasting impact with your DEI initiatives. Dr. Pinkett has created a simple, step-by-step process to assess the current state of your DEI, analyze that data to create a personal and organizational action plan, and implement data-driven, science-based, and technology-enabled interventions for greater diversity, equity, and inclusion. The book provides: Tools and instruments to assess your personal preferences and competencies as well as your organizational culture, climate, policies, and practicesStrategies and proven practices to mitigate bias, improve decision-making, foster innovation, and expand thinking preferences, cultural competence, inclusive leadership, allyship and moreA library of measures, metrics, and key performance indicators (KPIs) to gauge progress, evaluate results and demonstrate impact An indispensable resource for individual contributors, managers, executives, founders, entrepreneurs, and other business leaders, Data-Driven DEI deserves a place on the bookshelf of any professional seeking to have a real-world impact that delivers personal and organizational results.Table of ContentsACKNOWLEDGMENTS xi INTRODUCTION xiii 0 STEP 0: DEI Incentives--Self-Reflect and Introspect 1 Dimensions of Personal Transformation 2 What Are Your Personal DEI Incentives? 5 Crafting a Personal DEI Mission and Vision 7 Establishing Personal DEI Aims 8 Dimensions of Organizational Transformation 9 Dimensions of Personal and Organizational Transformation 12 What Are Your Organizational DEI Incentives? 14 Crafting an Organizational DEI Mission and Vision 15 Establishing Organizational DEI Aims 18 DEI Aims vs. DEI Objectives 18 Comprehensive Personal and Organizational DEI Assessment Framework 20 Entering the Five-Step Cycle of Data-Driven DEI 22 1 STEP 1: DEI Inventory for People--Seek Understanding 23 Personal DEI Assessment Framework 24 Understanding Preferences and Competences 25 Preferences 25 Competences 26 Preferences vs. Competences 27 Conducting a Personal DEI Assessment 27 Assessing Your Preferences 28 Assessing Your Competences 43 Assessing Your Preferences and Competences 52 A List of Personal DEI Assessment Tools 53 Choosing the Right Personal DEI Assessment Tool for You 64 Mitigating Data Bias--Part 1 70 Researcher Bias 71 Confirmation and Attribution Bias 72 1 STEP 1: DEI Inventory for Organizations--Seek Understanding 73 Organizational DEI Assessment Framework 74 Conducting an Organizational DEI Assessment 75 Phase 0: Inventory Preferences and Competences 79 Phase I: Administer DEI Culture and Climate Survey (Quantitative Data Collection) 80 A List of Organizational DEI Assessment Tools 84 Phase II-A: Perform DEI Human Resources (HR) Policies and Practices Assessment 96 Phase II-B: Perform DEI Benchmarking or Ranking 98 Phase III: Analyze DEI Quantitative Data 102 Phase IV: Conduct DEI Interviews and Focus Groups (Qualitative Data Collection) 106 Phase V: Analyze DEI Qualitative Data 121 Phase VI: Analyze DEI Mixed-Methods Integrated Data 124 Phase VII: Deliver DEI Assessment Report 129 Mitigating Data Bias--Part 2 131 Selection Bias 131 2 STEP 2: DEI Imperatives--Determine Priorities 133 DEI Objectives and Goals 134 Establishing DEI Objectives 136 Setting DEI Goals 141 3 STEP 3: DEI Insights--Identify "What Works" 159 What Are "What Works" Models? 160 "What Works" Models for People 161 "What Works" Models for Organizations 164 4 STEP 4: DEI Initiatives--Take Action 167 DEI Strategies and Measures 168 Personal DEI Strategy Framework 169 Developing a Personal DEI Preference and Competence Model 171 Designing a Personal DEI Learning Journey 175 The Five Dimensions of a Personal DEI Learning Journey 176 Examples of Personal DEI Strategies 177 The Crawl, Walk, Run Approach to a Personal DEI Learning Journey 179 Organizational DEI Strategy Framework 181 Examples of Organizational DEI Strategies 182 Determining DEI Strategies 189 Formatting Your DEI Strategy Statements 189 Examples of Personal DEI Strategies 189 Examples of Organizational DEI Strategies 190 Defining DEI Measures 194 Formatting Your DEI Measures Statements 194 Personal DEI Strategic Plan Example 195 Organizational DEI Strategic Plan Example 199 5 STEP 5: DEI Impact--Evaluate Results 205 DEI Data Reporting 206 DEI Scorecards 207 A Personal DEI Scorecard 208 An Organizational DEI Scorecard 212 DEI Dashboards 214 A Personal DEI Dashboard 214 An Organizational DEI Dashboard 215 Creating a DEI Scorecard or Dashboard 223 Visualizing Data 224 Decide What Story You Are Trying to Tell with the Data 224 Choose Your Mix of Quantitative and Qualitative Data Visualizations 225 Developing Effective DEI Scorecards and Dashboards 233 Choosing between DEI Scorecards and Dashboards 236 Determining DEI Impact 237 Collecting New Data 237 Evaluating Results 241 Generating Findings 246 The Power of DEI Storytelling 247 DEI Data Storytelling 248 Continuing the Five-Step Cycle of Data-Driven DEI 253 6 Conclusion: The Future of Data-Driven DEI 255 DEI and Equitable Analytics 256 Step 1: Determine the Focus of Analysis 257 Step 2: Build a Causal Logic Model 257 Step 3: Develop an Analytical Framework 258 Step 4: Conduct Precision Modeling 259 Step 5: Perform an Equity Assessment 260 Step 6: Produce Actionable Insights 262 DEI and Deep Learning 263 Large Language Models 264 Large Language Models and DEI 265 DEI and Transparency/Ubiquity 267 DEI Integrated Platforms 268 DEI and DNA 270 NOTES 271 ABOUT THE AUTHOR 277 INDEX 279

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Book SynopsisTable of ContentsPreface vii Part I Introduction 1 1 Introduction to the Book 3 Part II Designing the Change 19 2 A New Way of Initiating Projects 21 3 Developing the Purpose 25 4 Design the Project to Realise Benefits 37 5 The Benefit Track in the Analysis Phase 59 6 The Change Track in the Analysis Phase 75 Part III Lead the Change and Maximise Benefits Realisation 129 7 Maximising Benefits Realisation 131 8 Create the Change 153 Part IV Scaling Benefits Realisation 181 9 Scaling Benefits Realisation to the Project Portfolio 183 Part V Implementing Benefits Realisation 199 10 Implementing Benefits Realisation 201 11 Implementing Benefits Realisation at Ørsted 205 12 Implementing the Benefits Realisation Method in Your Organisation 229 A Special Thanks to 239 References 241 Index 245

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Book SynopsisExpand your leadership skill set by looking for it in unexpected places Effective leadership isn't confined to easily identifiable silos. It appears everywhere, and sometimes in the most unexpected of places. In The Unexpected Leader: Discovering the Leader Within You, veteran leadership trainer and consultant Jacqueline M. Baker delivers an incisive and actionable discussion of how to refine, define, and elevate leadership by absorbing lessons from other leaders and actualizing the leader within. You'll learn how to meet the demands of a rapidly changing workforce with a new approach to leadership development. In the book, you'll find: Examples of how exemplary leadership can show up anywhere and in anyoneNew strategies for implementing the latest leadership techniques in a demographically and culturally diverse workforceModern lessons on unique and authentic leadership from people unexpectedly thrust into positions where great leadership was essentialAn ideal resource for everyday leTable of ContentsForeword ix Acknowledgments xiii Introduction xv l What to Expect When You’re Expecting Leadership 1 1 Making the Leadership Decision 3 2 The Nuances of Leadership 15 3 Discovering the Leader Within You 27 4 Creating Your Leadership Legacy 33 5 Leadership Styles 47 II Leadership Elevation 69 6 Finding the Time to Refine 71 7 Your Leadership Blueprint 81 8 Finessing Your Style 95 9 Using Your Voice 105 10 Everyday Ways to Lead 119 11 Finding New Opportunities 131 12 Building Your Tribe 145 III the Pitfalls 153 13 Self- Sabotage 155 14 The Leadership Traps 163 15 Leading versus Following 179 Conclusion: Expect Leadership 187 About the Author 189 Index 191

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Book SynopsisIncrease revenue and achieve sustainable sales growth and success In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy. The author also presents: Strategies to help salespeople create and win new opportunities for revenue growth Ways to grow revenue when you're required to deal with a task force or team of decision-makers who seem bent on preventing any kind of meaningful change Methods for shortening an ever-lengthening sales cycle An indispensable resource for salespeople and sales leaders at eveTable of ContentsPrologue vii Foreword ix Introduction 1 Part I Foundations for Growth 13 Chapter 1 Vision 15 Chapter 2 Transformation 31 Chapter 3 Communication 47 Part II Taking the Lead 63 Chapter 4 Leadership Styles 65 Chapter 5 Decision-Making 83 Chapter 6 Strategy and Alignment 97 Part III Accountability, People, and Effectiveness 113 Chapter 7 Accountability 115 Chapter 8 Structures of Accountability 133 Chapter 9 People 145 Chapter 10 Effectiveness 161 Part IV An Eye to the Future 179 Chapter 11 Opportunities 181 Chapter 12 Forecasts 197 Chapter 13 Protecting the Sales Force 213 Chapter 14 Cadence 227 Chapter 15 Your Next Vision 241 Epilogue 253 Acknowledgment 255 About the Author 257 Index 259

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Book SynopsisPrepare for the OMCP certification exam and expand your digital marketing skillset Courses relying on the OMCP Digital Marketing Certification standards attract over 70,000 students at 900 universities around the world each year. This challenging curriculum requires strong command of content marketing, conversion rate optimization, and other digital marketing competencies in high market demand. In Digital Marketing Fundamentals, veteran digital media and marketing experts Greg Jarboe, Michael Stebbins, and Matt Bailey deliver an essential and accessible roadmap to completing the highly sought-after OMCP Digital Marketing Certification. You'll explore topics like digital analytics, social media marketing, and search engine optimization with the help of industry-leading authors and members of the OMCP Standards Committee. In the book, you'll also find: Full discussions of paid search marketing, email marketing, and marketing to mobile device users Table of ContentsForeword vii Introduction ix 1 Digital Marketing Strategy 1 2 Digital Marketing Analytics 49 3 Digital Advertising 83 4 Search Engine Optimization 129 5 Content Marketing 167 6 Social Media Marketing 219 7 Conversion Optimization 273 8 Mobile Marketing 299 9 Email Marketing 343 10 Careers and Hiring 371 Digital Marketing Glossary 401 References 415 About the Authors 423 Index 427

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Book SynopsisTable of ContentsForeword xiii Introduction: Where It All Began 1 I Who Is a Weak Vulnerable Leader? 9 1 Panic! 11 2 The Vulnerable Leader Equation 21 3 Why Lead with Vulnerability? 41 4 Tough Guys 61 5 How Are You Feeling? 67 6 The Land of the Goods 75 7 Thick Skin but Not Armor 81 8 How People Become Vulnerable Leaders 85 II What Prevents Leaders From Being Vulnerable at Work? 93 9 Why Don’t We Have More Superheroes? 95 10 Breaking the Leadership Stereotype 99 III What Makes Leaders Feel Vulnerable? 111 11 The 10 Vulnerability Signs 113 12 It Takes One to Know One 131 13 I Saw the Sign! 135 14 The Sprinter and the Gymnast 141 15 What We Got Wrong About Milgram’s Experiment 149 16 The Four Types of Questions 155 IV What Happens to Leaders When They Are Vulnerable? 167 17 Getting Past the Defense! 169 18 Critical Moments 173 19 What Does Vulnerability Feel Like? 185 V How to Lead with Vulnerability 197 20 Unlocking your Superpower 199 21 The Five Vulnerable Leader Superheroes 201 22 The Eight Attributes of Vulnerable Leaders 211 23 The Vulnerability Wheel 237 24 The Vulnerability Mountain 249 Notes 257 Acknowledgments 261 About the Author 263 Index 265

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Book SynopsisA practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiativeswhether broad-based or targeted to specific accountsstrike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You'll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and askingThe eight price increase narratives and three drivers of customer price increase acceptanceHow to neutralize and get past the five big price increase fears and anxietiesHow to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitorsThe 9-Box Risk-Profile Framework for targeting accounts for price increasesA repeatable process for confidently approaching price increase conversationsThe Five-Step Price Increase Messaging FrameworkProven frameworks for reducing resistance and handling price increase objectionsHow to negotiate profitable outcomes with high-risk profile accountsWinning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clientsa who's who of the world's most prestigious organizationsright into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essentialand nerve-wrackingworld of price increases.Table of Contents Preface: A Tactical Field Guide and System for Selling Price Increases xi Foreword by Victor Antonio xv Acknowledgments xvii Part I Disrupt the Mindset of Fear 1 Chapter 1 Sales Professionals Hate Price Increases 3 Chapter 2 The Five Fears 11 Chapter 3 Awareness and the Origin of Fear 17 Chapter 4 Developing Emotional Self- Control 23 Chapter 5 Stop Worrying, Start Preparing 35 Part II Protect Customer Relationships 43 Chapter 6 Relationships Matter 45 Chapter 7 Triggering Resentment and Contempt 53 Chapter 8 Wait, I Don’t Even Know You! 65 Chapter 9 Price Increases When You Have All the Power 73 Chapter 10 Make Breaking Up Hard to Do 79 Part III Approaching Price Increase Conversations 89 Chapter 11 The Three Approaches to Price Increase Conversations 91 Chapter 12 Defending Price Increases: Between a Rock and a Hard Place 99 Chapter 13 The Price Increase Sales Process 117 Chapter 14 The Price Increase Risk Profile 127 Chapter 15 Planning the Price Increase Conversation 141 Chapter 16 Set the Stage 145 Part IV Making Your Case 157 Chapter 17 Message Matters 159 Chapter 18 Influencing Price Increase Acceptance 175 Chapter 19 The Eight Price Increase Narratives 183 Chapter 20 The Price Increase Because Statement 193 Chapter 21 The Formal Price Increase Business Case 203 Part V Closing, Handling Objections, and Negotiating 221 Chapter 22 Closing 223 Chapter 23 The Ledge Technique 227 Chapter 24 Four Techniques for Handling Price Increase Objections 233 Chapter 25 Negotiating the Price Increase: D.E.A.L. Framework 241 Chapter 26 Discover 247 Chapter 27 Explain 253 Chapter 28 Protect the Points 259 Chapter 29 Align and Lock 265 Part VI Leading and Coaching Price Increase Initiatives 277 Chapter 30 The Battle Begins 279 Chapter 31 Leading Price Increase Initiatives 287 Chapter 32 Managing Price Increases 293 Chapter 33 Coaching Price Increases 303 About the Author 313 Training, Workshops, and Speaking 315 Notes 317 Index 321

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