Business and Management Books

Book SynopsisIf you want to go in one direction, the best route may involve going in another. This is the concept of 'obliquity': paradoxical as it sounds, many goals are more likely to be achieved when pursued indirectly. The richest men and women are not the most materialistic; the happiest people are not necessarily those who focus on happiness, and the most profitable companies are not always the most profit-oriented as the recent financial crisis showed us. Whether overcoming geographical obstacles, winning decisive battles or meeting sales targets, history shows that oblique approaches are the most successful, especially in difficult terrain. John Kay applies his provocative, universal theory to everything from international business to town planning and from football to managing forest fire.Trade ReviewThis is an elegant, simple book and, rarely for a business book, is written by a man who actually understands the academics and philosophers he quotes. The best nine quid you'll spend this year -- Jeremy Hazlehurst * City AM *[A] smart, witty book -- William Leith * Evening Standard *John Kay is an admirable debunker of myths and false beliefs - he can see substantial things others don't. Read this book. -- Nassim N Taleb * The Black Swan *Economics with style as well as substance -- Stephen Bayley, architecture and design correspondent * Observer *Obliquity is a characteristic John Kay production. It is a pleasure to read -- Howard Davies * Financial Times *How rare is it for an academic economist to write with such clarity, intelligence and courage. And, in these troubled, confusing times, how desperately we need other dismal scientists to follow John Kay's shining example. -- Liam Halligan * Spectator Business *

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Book SynopsisStart a successful business mid-life When you think of someone launching a start-up, the image of a twenty-something techie probably springs to mind. However, Gen Xers and Baby Boomers are just as likely to start businesses and reinvent themselves later in life. Never Too Old to Get Rich is an exciting roadmap for anyone age 50+ looking to be their own boss and launch their dream business. This book provides up-to-date resources and guidance for launching a business when you''re 50+. There are snappy profiles of more than a dozen successful older entrepreneurs, describing their inspirational journeys launching businesses and nonprofits, followed by Q&A conversations, and pull-out boxes containing action steps. The author walks you through her three-part fitness program: guidelines for becoming financially fit, physically fit, and spiritually fit, before delving more deeply into how would-be entrepreneurs over 50 can succeed. Describes how you can Table of ContentsForeword ix Acknowledgments xiii About the Author xvii Introduction 1 Also by Kerry Hannon 13 Part I Turning a Passion Into a Business Chapter 1 Lights, Camera, Action 17 Chapter 2 Money Maven 33 Chapter 3 Military to Merlot 47 Chapter 4 Cockpit to the Coffee Shop 65 Chapter 5 Bejeweled 73 Chapter 6 Scooting Ahead 81 Chapter 7 Write Stuff 91 Chapter 8 Horsing Around 99 Part II Building a Winning Senior–Junior Partnership Chapter 9 Ginning Things Up 113 Chapter 10 The Whole Million-Dollar Package 125 Chapter 11 Cookie Contessas 135 Part III The Path to Social Entrepreneurship Chapter 12 Girl Power 147 Chapter 13 Food, Glorious Food 157 Chapter 14 Hope in Harlem 167 Chapter 15 The Magic of Music 177 Part IV Winning Strategies of Female Entrepreneurs Chapter 16 Health and Happiness 189 Chapter 17 Chilling Out 201 Chapter 18 Design from Within 211 Chapter 19 Nutty for Opera 221 Chapter 20 The Holistic Path 231 Afterword 247 Index 249

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Book SynopsisConvey the essence of leadership with every communication. Everything you communicate has the power to secure or sabotage your impression. But while you may be an empathic, visionary, responsive, inspiring, authentic, supportive, and humble leader, the lasting impact of those qualities hinges on your ability to communicate them effectively in words and expressions. Drawing on his decades of experience as a presentation coach, executive speechwriter, and national champion public speaker,  Joel Schwartzberg offers unique mindsets, actionable tactics, and diverse examples to help you leverage the most powerful leadership tool you have: your voice. Whether you’re giving speeches, telling stories, sending emails, posting messages, recording videos, or running Zoom meetings, these are essential practices for establishing authority and engaging your audience. The Language of Leadership will show you how to inspire, not merely inform, communicate with purpose and power, and sell—not just share—your most important ideas.   

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Book SynopsisYou''ll get there faster if you just slow down Master Your Mind offers a bit of perspective and a lot of insight for anyone seeking long-term success. Success in business is spelled M-O-R-E: better results, faster growth, more revenue, greater efficiency. Do more. Make more. Achieve more. And do it now. Eventually, ambition turns to stress, then to frenzy, then to emptiness as once-ambitious workers endlessly trudge the hamster wheel chasing the next promotion. While top-level performance is the holy grail of business at all levels, there is another, much better way to achieve it: slow down. Yes, you read that rightS-L-O-W. This is your permission to jump off of the hamster wheel. Slowing down is not a luxury, it is a necessity. A frenetic brain simply doesn't perform at optimal levels. By maintaining a snail''s pace, you actually achieve better resultsat rocket speedbecause you''re firing on all cylinders. You''ll think of new things, approach old probleTable of ContentsIntroduction ix Part I Slow Down Your Brain: Let an Elephant Do Your Work for You 1 Chapter 1- Slowing Down, Speeding Up, and Your “Runaway Brain” What Are We Talking About? 5 Chapter 2- Understanding and Harnessing Your Subconscious Brain 15 Chapter 3- Understanding and Harnessing Your Brain Wave Patterns 39 Chapter 4- Your Brain’s Unhelpful Default Settings 51 Chapter 5- The 2-Millimeter Principle and the Recipe for a Breakthrough 59 Part II Slow Down the Game: Counterintuitive Strategies and Tactics That Really Work 73 Chapter 6- Master Your Mind by Mastering Your Input: Programming Your Mind for Automatic Results 77 Chapter 7- Master Your Mind by Mastering the Voices in Your Head 97 Chapter 8- Master Your Mind with the Ridiculous Power of Clarity 109 Chapter 9- Master Your Mind by Mastering Your Week: The Two-Hour Solution 119 Chapter 10- Master Your Mind by Mastering the Art of No 137 Chapter 11- Master Your Mind by Mastering Your Environment: Declutter 151 Chapter 12- Master Your Mind by Mastering Your Body: Take Care of Yourself 161 Chapter 13- Master Your Mind by Mastering Silence and Presence: Shut Up and Listen 169 Chapter 14- Master Your Mind by Getting Micro: Start Small and Improve Incrementally 177 Chapter 15- Mastering Passion and Excellence 189 Conclusion: Next Steps: Wrap-up, Review, and What to Do from Here 197 Resource Guide 205 About the Authors 209 Index 211

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Book SynopsisMany small business owners don't understand the importance of maintaining a healthy cash flow. More than anything else, cash flow determines the success or failure of a small business. Small Business Cash Flow covers all the basics of cash flow, from selecting a great accountant, to keeping money flowing in and out of the business, to budgeting and record-keeping.Table of ContentsAbout the Author. Preface. Chapter 1. Understanding Cash Flow-Your Number-One Priority. Chapter 2. Your Business Partner-The Accountant. Chapter 3. How Money Works in Your Business. Chapter 4. Finding and Keeping Cash in Your Business. Chapter 5. Record Keeping Isn't Drudge Work; It's Priceless History. Chapter 6. Charging the Best Price to Keep Your Business Healthy. Chapter 7. Using Your Hidden Cash Resources to Grow Your Business. Chapter 8. Marketing-Your Cash Generator. Chapter 9. Resources. Recommended Reading. Web Sites to Visit. Index.

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Book SynopsisThe dismal truth about hedge funds and how investors can get a greater share of the profits Shocking but true: if all the money that''s ever been invested in hedge funds had been in treasury bills, the results would have been twice as good. Although hedge fund managers have earned some great fortunes, investors as a group have done quite poorly, particularly in recent years. Plagued by high fees, complex legal structures, poor disclosure, and return chasing, investors confront surprisingly meager results. Drawing on an insider''s view of industry growth during the 1990s, a time when hedge fund investors did well in part because there were relatively few of them, The Hedge Fund Mirage chronicles the early days of hedge fund investing before institutions got into the game and goes on to describe the seeding business, a specialized area in which investors provide venture capital-type funding to promising but undiscovered hedge funds. Today''s investors need to do Trade Review"Simon Lack, a hedge fund veteran exposes some unforeseen and uncomfortable truths about the industry in his new book." (Hedge Fund Net, January 2012) "...a cautionary tale from one who knows just about all the tricks...an easy, largely fun and certainly instructive read" (Financial World, February 2012) "Devastating little book.... His conclusions will make uncomfortable reading for many self-styled 'masters of the universe'.... This book should be required reading for pension fund trustees." (Jonathan Ford, Financial Times, 19th February 2012) Table of ContentsIntroduction xi Acknowledgments xv Chapter 1 The Truth about Hedge Fund Returns 1 How to Look at Returns 2 Digging into the Numbers 3 The Investor’s View of Returns 6 How the Hedge Fund Industry Grew 10 The Only Thing That Counts Is Total Profits 13 Hedge Funds Are not Mutual Funds 14 Summary 16 Chapter 2 The Golden Age of Hedge Funds 19 Hedge Funds as Clients 20 Building a Hedge Fund Portfolio 22 The Interview Is the Investment Research 24 Long Term Capital Management 27 Too Many Bank Mergers 30 Summary 33 Chapter 3 The Seeding Business 35 How a Venture Capitalist Looks at Hedge Funds 36 From Concept to the Real Deal 38 Searching for That Rare Gem 41 Everybody Has a Story 46 Some Things Shouldn’t Be Hedged 50 The Hedge Fund as a Business 52 Summary 56 Chapter 4 Where Are the Customers’ Yachts? 59 How Much Profit Is There Really? 60 Investors Jump In 63 Fees on Top of More Fees 65 Drilling Down by Strategy 69 How to Become Richer Than Your Clients 74 Summary 77 Chapter 5 2008—The Year Hedge Funds Broke Their Promise to Investors 79 Financial Crisis, 1987 Version 80 How 2008 Redefined Risk 82 The Hedge Fund as Hotel California 85 Timing and Tragedy 93 In 2008, Down Was a Long Way 97 Summary 98 Chapter 6 The Unseen Costs of Admission 99 How Some Investors Pay for Others 101 My Mid-Market or Yours? 104 The Benefits of Keen Eyesight 107 Show Me My Money 111 Summary 115 Chapter 7 The Hidden Costs of Being Partners 117 Limited Partners, Limited Rights 118 Friends with no Benefits 120 Watching the Legal Costs 125 Summary 128 Chapter 8 Hedge Fund Fraud 129 More Crooks Than You Think 130 Madoff 133 Know Your Audience 134 Accounting Arbitrage 101 136 Checking the Background Check 138 Politically Connected and Crooked? 140 Paying Your Bills with Their Money 141 Why It’s Hard to Invest in Russia 143 After Hours Due Diligence 145 Summary 146 Chapter 9 Why Less Can Be More with Hedge Funds 149 There Are Still Winners 151 Avoid the Crowds 154 Why Size Matters 158 Where Will They Invest All This Money? 166 Summary 168 Afterword 171 Bibliography 177 About the Author 181 Index 183

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Book SynopsisThis practical, yet inspirational book combines timeless principles of wealth-building and success with no-nonsense guidance on how to succeed in today's complex, competitive world. Brash, thought provoking, and always entertaining, Randy Gage explores all the issues that affect personal health, happiness, and prosperity.Table of ContentsAcknowledgments vii Chapter 1 Memes and Manipulation: The Battle for Control of Your Mind 1 Chapter 2 Hope, Dope, and the Pope: The Battle for Control of Your Spirit 31 Chapter 3 Junk Food Junkies: The Battle for Control of Your Body 41 Chapter 4 Letting Go of Victimhood 53 Chapter 5 The Metaphysical Element of Getting Rich 69 Chapter 6 Creating Your Prosperity Mind-Set 81 Chapter 7 The Universal Laws that Govern Prosperity 97 Chapter 8 The Greatest Prosperity Secret 121 Chapter 9 The Merits of Selfishness 137 Chapter 10 Philosophy for a Prosperous Life 165 Chapter 11 Putting It All Together for Health, Happiness, and Prosperity 183 Resources 195

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Book Synopsis WALL STREET JOURNAL BESTSELLER & FINANCIAL TIMES BOOK OF THE MONTH Connect your workforce, improve engagement, and drive productivity to undreamed-of levelsFeelings of loneliness among employees are on the rise with 72% of global workers suffering from it. This sense of isolation is contributing to a real and growing mental health problem that affects both individuals and organizations.In Connectable, youâll learn how tackling the issue of worker loneliness head on can transform an isolated workforce into one thatâs happier, more engaged, and more productive. With more than a decade of experience spent helping companies lessen worker loneliness, Ryan Jenkins and Steven Van Cohen distill their methodology, showing you whatâs causing todayâs loneliness, the role inclusion plays in solving it, and how you can decrease loneliness and increase belonging, engagement, and performance with employees at eve

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Book SynopsisThe all-time classic book on time management, The Time Trap, has shown countless readers how to squeeze the optimal efficiency and satisfaction out of their work day. Based on decades of research with businesspeople around the world, and now completely updated. Filled with smart tactics, revealing interviews, and handy time management tools, the book has been extensively revised to cover time management challenges caused by new technologies and the Internet, and to provide technology-based solutions. For those who feel swamped by work and information overload, this is the proven, up-to-the-minute guide they need for getting things done when there never seems to be enough time.Table of Contents CONTENTS Preface Acknowledgments PART ONE Time Management for the Twenty-First Century 1 Why Time Still Baffles the Best of Us 2 Time Traps We’ve Been Taught 3 How to Connect Goals, Objectives, and Priorities 4 How to Set Priorities and Hold Them 5 How to Tame the Time Log PART TWO The New Time Traps and Escapes 6 Management by Crisis 7 Inadequate Planning 8 Inability to Say No 9 Poor Communication 10 Poorly Run Meetings 11 The World Gone Virtual 12 E-Mail Mania 13 The Untamed Telephone 14 Information Overload and the Paper Chase 15 Confused Responsibility and Authority 16 Poor Delegation and Training 17 Procrastination and Leaving Tasks Unfinished 18 Socializing and Drop-In Visitors 19 Attempting Too Much PART THREE Parting Advice 20 Life Lessons in Time Management 21 Where Do We Go from Here? PART FOUR Quick Solutions Summaries for the New Time Traps Trap 1: Management By Crisis Trap 2: Inadequate Planning Trap 3: Inability to Say No Trap 4: Communication Trap 5: Poorly Run Meetings Trap 6: The World Gone Virtual Trap 7: E-Mail Mania Trap 8: The Untamed Telephone Trap 9: Incomplete Information and the Paper Chase Trap 10: Confused Responsibility and Authority Trap 11: Poor Delegation and Training Trap 12: Procrastination and Leaving Tasks Unfinished Trap 13: Socializing and Drop-In Visitors Trap 14: Attempting Too Much Index

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Book SynopsisImproving Performance is recognized as the book that launched the Process Improvement revolution. It was the first such approach to bridge the gap between organization strategy and the individual. Now, in this revised and expanded new edition, Gary Rummler reflects on the key needs of organizations faced with today''s challenge of managing change in today''s complex world. The book shows how to apply the three levels of performance and link performance to strategy, move from annual programs to sustained performance improvement, redesign processes, overcome the seven deadly sins of performance improvement and much more.Table of ContentsList of Figures and Tables v Foreword ix Preface xi The Authors xvii Part One: A Framework for Improving Performance 1 1 Viewing Organizations as Systems 3 2 Three Levels of Performance: Organization, Process, and Job/Performer 12 Part Two: Exploring The Three Levels of Performance 27 3 The Organization Level of Performance 29 4 The Process Level of Performance 42 5 The Job/Performer Level of Performance 62 Part Three: Applying The Three Levels of Performance 75 6 Linking Performance to Strategy 77 7 Moving from Annual Programs to Sustained Performance Improvement 86 8 Diagnosing and Improving Performance: A Case Study 97 9 Project Definition: The Ten Essential Steps 110 10 Process Analysis and Design: The Ten Essential Steps 140 11 Overcoming the Seven Deadly Sins of Process Improvement 174 12 Measuring Performance and Designing a Performance Management System 182 13 Managing Processes and Organizations as Systems 211 14 Designing an Organization Structure That Works 226 15 Creating a Performance-Based Human Resource Development Function 244 16 Developing an Action Plan for Performance Improvement 259 Index 264 Instructor’s Guide 270

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Book SynopsisThe easy way to get 'in' with influencer marketing Are you a marketing guru looking to stay at the top of your game? Then you need to be in the know on influencer marketing.Table of ContentsIntroduction 1 Part I: Getting Started with Influencer Marketing 5 Chapter 1: Influencer Marketing 101 7 Chapter 2: Digging Deeper into Influencer Marketing 25 Part II: Identifying Influencers 39 Chapter 3: The Best Influencers: The Power of Women on Your Bottom Line 41 Chapter 4: The New Rules of Engagement 51 Chapter 5: Outsourcing Influencer Marketing 65 Part III: The Main Platforms for Influencer Marketing 71 Chapter 6: Blog Influencers 73 Chapter 7: Instagram Influencers 89 Chapter 8: Twitter Influencers 103 Chapter 9: Facebook Influencers 117 Chapter 10: Pinterest Influencers 127 Chapter 11: Video Influencers 139 Part IV: Measuring Your Success 153 Chapter 12: Meeting Metrics 155 Chapter 13: Integrating Influencer Marketing with Your Sales Funnel 167 Chapter 14: Using the Type of Marketing You Need: Influencer or Direct Marketing 175 Chapter 15: Setting and Measuring the Right Goals for Your Influencer Marketing Campaigns 185 Part V: Creating Stellar Influencer Marketing Campaigns 193 Chapter 16: The Six Secrets to Influencer Marketing Success 195 Chapter 17: Putting It All Together 207 Chapter 18: Five Pros Doing It Right 215 Part VI: The Part of Tens 225 Chapter 19: Ten Reasons Influencer Marketing Campaigns Fail 227 Chapter 20: Ten Online Resources for Influencer Marketing Information 237 Appendix: Federal Trade Commission Guidelines 243 Index 249

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Book SynopsisHow to get past the most common myths about creativity to design truly innovative strategies We tend to think of creativity in terms reminiscent of the ancient muses: divinely-inspired, unpredictable, and bestowed upon a lucky few. But when our jobs challenge us to be creative on demand, we must develop novel, useful ideas that will keep our organizations competitive. The Myths of Creativity demystifies the processes that drive innovation. Based on the latest research into how creative individuals and firms succeed, David Burkus highlights the mistaken ideas that hold us back and shows us how anyone can embrace a practical approach, grounded in reality, to finding the best new ideas, projects, processes, and programs. Answers questions such as: What causes us to be creative in one moment and void in the next? What makes someone more or less creative than his or her peers? Where do our flashes of creative insight come from, and how can we generate more of tTrade Review“An engaging book that makes its case in good, clear language… [Burkus] forces us to challenge some widely held assumptions.” —Morgen Witzel, The Financial Times “Outlines how anyone—especially entrepreneurs—can embrace a practical approach to finding the best kind of mojo for new projects, processes and programs.” —Entrepreneur.com (selected as a “Best Business Book to Get Cozy With This Fall”) “We may no longer literally worship the Muses, but the myths surrounding creativity continue to delude us. In this smart and urgent book, David Burkus explodes these myths and replaces them with the scientific results of modern research on creativity and innovation.” —Daniel H. Pink, author, To Sell is Human and Drive “Creative potential is all too often held captive by misconceptions. Burkus tackles the myths head on and digs into the true underpinnings of creative insight. It turns out that great ideas are within your grasp as soon as you take the reins. Read this book to free yourself of the myths and assumptions that burden your true creative potential.” —Scott Belsky, author, Making Ideas Happen and cofounder & CEO, BEHANCE “Through rigorous research and engaging stories, Burkus debunks the myths of creativity and illuminates a creative process that makes ingenuity accessible to all. If you seek a more innovative company, The Myths of Creativity is a brilliant find.” —Liz Wiseman, author, Multipliers, and founder, The Wiseman Group “David Burkus is an important new voice, both as a scholar and storyteller, as well as a commentator of the emerging ‘GenEntrepreneur’ in America.” —Peter Sims, author, Little Bets, and founder, BLK SHP “The Myths of Creativity speaks the truth. The processes, environments, and organizational structures that foster creativity, as well as the obstacles that inhibit innovation, are laid bare. David Burkus uncovers the hidden elements which have been at the core of Continuum's innovation process, driving us to find better answers to the biggest questions.” —Gianfranco Zaccai, president, chief design officer, and founder, Continuum “You must embrace your creative ability in order to thrive in today's marketplace. David Burkus swiftly and effectively debunks the myths that limit your creative firepower.” —Todd Henry, author, The Accidental Creative Table of Contents1 The Creative Mythology 1 2 The Eureka Myth 17 3 The Breed Myth 33 4 The Originality Myth 49 5 The Expert Myth 67 6 The Incentive Myth 87 7 The Lone Creator Myth 105 8 The Brainstorming Myth 125 9 The Cohesive Myth 141 10 The Constraints Myth 159 11 The Mousetrap Myth 177 Notes 195 Acknowledgments 203 About the Author 205 Index 207

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Book SynopsisThree decades ago competitiveness was unheard-of; today it has taken the world by storm. But what is it? And will it last? In Top Class Competitors Stéphane Garelli - professor at IMD business school where he is also head of the World Competitiveness Centre, professor at the University of Lausanne, and former managing director of the World Economic Forum - defines competitiveness as the ability of a nation, company or individual to manage a set of disparate competencies to achieve prosperity. For instance, along with traditional policies a nation must tackle education and security to sustain economic development. Companies must manage soft issues such as brands to beat the competition. And individuals must reinvent themselves to survive. These fields of research did not exist until recently - now, competitiveness makes the link. Top Class Competitors is a journey through the brave new world of competitiveness. What are its historical origins? How does it impact the maTrade Review"...this book aims to provide the answers to these and much more." (Credit Control, May 2006) "...a fresh perspective...worth a read." (Gulf Business, August 2006) "...a forward-looking book...could easily be a reference text for students of economics, business studies .... Well written and authoritative...." (Edge, November 2006)Table of ContentsAcknowledgements ix Credits xi Prologue xiii 1 Competitiveness: Changing the Mindset 1 2 The Long and Winding Road to Competitiveness 31 3 Working out National Competitiveness: The Cube Theory 61 4 The Extended Enterprise 117 5 Competitiveness and Work: A Love–Hate Relationship 153 6 Competitiveness and Value Systems 181 7 Competent People and Competitive People: They Are Not The Same . . . 217 Epilogue: A Beautiful, Competitive Mind 251 References 259 Index 265

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Book SynopsisThe Business Gamehere's how you can win! Are you a business owner, manager, or employee who struggles with: Taxes, cash flow, sales, and profits Marketing and advertising effectiveness Hiring, motivating, and managing talent The economy, stock market, and competitors Bosses, boards, stockholders and partners Never-ending to-do lists and sacrificing your quality of life to succeed? If you answered yes to any of these, you've been playing The Business Game and suffering the consequences. Even if you're rolling in profits right now, there are hidden costs you're paying to earn that moneymoney that's always at risk. You learned the rules and you've been faithful to them, thinking you can win. But you can't really win The Business Game, because it's designed to be unwinnablethat is, as long as you play by the rules you were taught. The only way to truly win is to bust loose from the old game andTable of ContentsForeword John Assaraf vii Introduction xi Chapter 1 The Big Lie 1 Chapter 2 The Big Truth 15 Chapter 3 The Fantasy Factory 33 Chapter 4 Dropping Anchors 43 Chapter 5 The Physics of Fiction 53 Chapter 6 The Two Ps 65 Chapter 7 The Many Faces of Power 79 Chapter 8 The Myth of Cause and Effect 87 Chapter 9 Redefining the Nature of Business 95 Chapter 10 The Sun and Clouds Effect 107 Chapter 11 Assembling the Drill—Part 1 119 Chapter 12 Assembling the Drill—Part 2 135 Chapter 13 Stranger in a Strange Land 161 Chapter 14 When the Going Gets Tough 191 Chapter 15 Recreating Yourself, Your Team, Your Customers, Your Business, and Everything in Between 199 Chapter 16 Red Pill or Blue Pill? 231 Appendix Additional Support Resources 245 Expressions of Appreciation 251 Index 255

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Book SynopsisYOUR WORLD AS A DIRECTOR HAS SUDDENLY CHANGED. YOU'VE SEEN MEMBERS OF OTHER boards take the heat when their companies imploded. The managements of Lehman Brothers, Bear Stearns, Merrill Lynch, and Washington Mutual clearly failed, but so did their boards. Now the board of every company beset with problems is coming under scrutiny. The pressure is on. Your board must own up to its accountability for the performance of the corporation. Governance now means leadership. Boards must change their modus operandi to address the new and complex issues that are emerging. These include ENSURING LIQUIDITY IN THE CONTEXT OF THE GLOBAL FINANCIAL CRISIS SETTING CEO PERFORMANCE TARGETS IN A VERY UNCERTAIN ECONOMY ASSESSING STRATEGY AND ENTERPRISE RISK UNDER EXTREME VOLATILITY So what should boards do now? What should they be talking about in their meetings and executive sessions? What decisions must they make? How assertive must they be regardiTable of ContentsForeword by Jack Krol vii What Boards Need Now ix 1. Question 1. Is Our Board Composition Right for the Challenge? 1 2. Question 2. Are We Addressing the Risks That Could Send Our Company over the Cliff? 19 3. Question 3. Are We Prepared to Do Our Job Well When a Crisis Erupts? 33 4. Question 4. Are We Well Prepared to Name Our Next CEO? 41 5. Question 5. Does Our Board Really Own the Company’s Strategy? 57 6. Question 6. How Can We Get the Information We Need to Govern Well? 73 7. Question 7. How Can Our Board Get CEO Compensation Right? 85 8. Question 8. Why Do We Need a Lead Director Anyway? 101 9. Question 9. Is Our Governance Committee Best of Breed? 117 10. Question 10. How Do We Get the Most Value out of Our Limited Time? 127 11. Question 11. How Can Executive Sessions Help the Board Own Up? 137 12. Question 12. How Can Our Board Self-Evaluation Improve Our Functioning and Our Output? 149 13. Question 13. How Do We Stop from Micromanaging? 163 14. Question 14. How Prepared Are We to Work with Activist Shareholders and Their Proxies? 173 About the Author 187 Acknowledgments 189 Index 191

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Book SynopsisThe oldest form of commercial organisations, family and entrepreneurial enterprises, are a prime source of wealth creation and employment across the world. In a family enterprise, issues like hiring, dividend payment, or succession, despite being difficult, are just business tasks, requiring planning and decision-making.Trade Review“…explores the reasons why some family businesses are dysfunctional – and how to cure them.” (The Guardian, Saturday 15th September 2007) "fascinating new book" (The Independent, Tuesday 9th October 2007) "a unique insight into the subject." (Guardian Unlimited guardian.co.uk, Thursday 13th December) "You'll find this book well worth reading" (Edge, February 2008) "...an insight into addressing key family buisness issues." (Gulf Buisness, February 2008)Table of ContentsPreface xiii Acknowledgments xxv Part I: Questions and Observations 1 Introduction 3 Endnote 7 1 A Psychological Perspective on Business Families 9 Psychodynamic and family systemic perspectives 10 Key ideas from the psychodynamic approach 11 The role of transference and countertransference 12 The family systemic perspective 17 A therapeutic alliance 20 A summing-up 21 Endnotes 22 2 The Challenges of Love and Work 25 Conflicting goals in the family business 26 The three-circles model 29 How conflict can develop 32 Endnotes 38 3 Family Business Practices: Assessing Strengths and Weaknesses 39 The interface of business and family practices 42 Assessing the health of a family business 60 Endnotes 62 Part II: Reflection and Learning 63 4 the Life Cycle as An Organizing Construct 65 The multiple life cycles of the family business 66 Key models of human psychological development 68 The family life cycle 75 Carter and McGoldrick’s family-based life cycle model 76 Applying the life cycle in family businesses 78 Endnotes 81 5 Narcissism, Envy, and Myths In Family Firms 83 Personality types 83 Managerial implications of dysfunctional narcissism 90 The importance of individuation 91 The family firm as transitional object 92 The power of envy 95 Games families play: the role of family myths 103 The impact of family myths on the family business 105 Summary 109 Endnotes 109 6 the Entrepreneur: Alone at the Top 111 Common personality characteristics of founder–entrepreneurs 111 Larry Ellison and Oracle 113 Deciphering the inner theater of the entrepreneur 117 Common defensive structures in founder–entrepreneurs 128 Maintaining the balance 130 Endnotes 131 7 Leadership Transition: Replacing a Parent as Ceo 133 Options for tackling the succession problem 133 The inheritance 135 Psychological pressures on new leaders 136 Staying on course 144 Endnotes 146 8 A Systemic View of the Business Family 147 A two-way relationship 147 The evolution of systems theory 148 The development of family systems theory 149 The family systems proposition 154 Family scripts and rules 156 Family scripts in the family business 157 A practical example of family systems thinking 162 Endnotes 163 9 Diagnosing Family Entanglements 165 The family genogram 166 The Circumplex Model of marriage and family systems 172 Differentiation of self from family of origin 176 Two family stories 178 Endnotes 185 Part III: Integration and Action 187 10 Addressing Transitions and Change 189 Lewin’s ideas on change 189 A model of individual change 191 Major themes in the individual journey toward change 196 The process of change within organizations 200 The change process in families 205 Family focus or organization focus? 212 Endnotes 213 11 The Vicissitudes of Family Business 215 The Steinbergs: A study in self-destruction 215 The immigrant dream 216 His mother’s son 218 The entrepreneur’s vision 220 Sam as a family business leader 220 The entrepreneur’s dilemma: Passing the baton 223 The next generation 224 Irving Ludmer: Play it again, Sam 225 A family systems perspective on the Steinbergs 228 The effects of Sam Steinberg’s inner world on the family business 233 The inner theater of Sam’s daughters 236 What if? 239 Endnotes 240 12 Putting Family Business Intervention Into Practice 241 The Family Action Research Process 242 The succession conundrum 243 The role of the outside adviser 271 Advice to families seeking help 271 The benefits of a psychodynamic systems perspective 274 Final words 275 Endnotes 276 Appendix 1: Developing a Business Family Genogram 277 Creating the genogram 277 Therapeutic applications of the genogram 278 Using the genogram to identify family scripts and themes 279 How genograms improve communication 282 Endnote 282 Appendix 2: the Clinical Rating Scales And the Circumplex Model 283 How the CRS work 284 Endnote 287 Index 289

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Book SynopsisA gripping account of the perpetual war between human and machine examines the many disasters that have occured in the world of high technology.Trade Review"ultimatly hopeful, recounting numerous acts of foresight or bravery in the face of bureaucratic opposition" -- Publisher's Weekly "Full of scary news, but unsensational and thoroughly documented. Just don't read it in flight." -- Kirkus Reviews

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Book SynopsisThe Enneagram is a psychological system for determining personality types as a path for self-improvement. This book offers instruction for using this tool in the workplace. It includes techniques for bringing out your leadership skills, improving your weaker areas, and preventing conflict. It can help you build relationships with your co-workers.

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Book Synopsis"The gold standard for communication training programs."âUSA Today Business communication sucks. At each meeting and presentation, we are inundated with information, leaving us thirsting for inspiration. Sure, we will check off an action item because we have to . . . but what if we were actually inspired to do something? What if we were so moved that we wanted to do it?Leaders must earn the license to lead. Not by expertise, authority, or title alone, but by influence. In Communicate to Influence, you will learn the secrets of the Decker Method

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Book SynopsisAdvance praise for Carrots and Sticks Don't Work:"Paul Marciano provides a wealth of prescriptive advice that absolutely makes sense. You can actually open the book to any chapter and gain ideas for immediate implementation." -- Beverly Kaye, coauthor of Love 'Em or Lose 'Em"This book should be in the hands of anyone who has to get work done through other people! It's an invaluable tool for any manager at any level." -- John L. Rice, Vice President Human Resources, Tyco International"Carrots and Sticks Don't Work provides a commonsense approach to employee engagement. Dr. Marciano provides great real-world insights, data, and practicalexamples to truly bring the RESPECT model to life." -- Renee Selman, President, Catalina Health Resources"The RESPECT model is one of the most dynamic, engaging, and thought-provoking employee engagement tools that I have seen. Dr. Marciano's work will help you providemeaningful long-term benefits fTable of ContentsIntroduction; Chapter 1: The Last Guy Sat There; Chapter 2: Why Employee Engagement Matter; Chapter 3: Engagement versus Motivation; Chapter 4: Why Traditional Reward and Recognition Programs Fail; Chapter 5: Engagement through RESPECT; Chapter 6: RESPECT; Chapter 7: Recognition; Chapter 8: Empowerment; Chapter 9: Supportive Feedback; Chapter 10: Partnering; Chapter 11: Expectations; Chapter 12: Trust; Chapter 13: Putting it All Together

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Book SynopsisExplores the fundamental leadership qualities that author considered useful to success, then shows how one can apply those qualities to achieve breakthrough success in virtually various endeavors.Trade Review"Winning is not a something thing, it is an all the time thing. You don't win once in a while, you don't do things right once in a while, you do them right all the time. Winning is a habit, unfortunately so is losing...."---Vince Lombardi, June 22, 1970

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Book SynopsisPerfect Phrases for Documenting Employee Performance Problems will be an easy access guide to help managers identify performance issues and prepare concise documentation of those problems. This quick-reference tool is perfect for new managers who need to find effective ways to document performance problems and then be able to offer practical, helpful feedback to those individuals. The book covers a wide variety of performance issues including:Communication SkillsPunctualityDecision MakingEmpowerment and DelegationTechnical Skill DevelopmentPeople Skills and Relationship-buildingCoaching OthersCustomer CareAttitudeHandling Personal ProblemsCreativity and InnovationMeeting DeadlinesLeadership SkillsNegotiation SkillsAppearanceSelf-esteem and ConfidenceEfficient Use of TimeProblem Solving and Conflict ResolutionTeamworkEmotional IntelligenceOverall ProductivityLoyaltyResistance to ChangeProject ManagementSafety

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Book SynopsisMarketing Management: A Contemporary Perspective provides a fresh new perspective on marketing from some of the leading researchers in Europe. The book offers students and practitioners the comprehensive coverage they need to make the right decisions to create and implement highly successful marketing strategies. This exciting new edition includes updated cases and combines scholarly international research with relevant and contemporary examples from markets and brands across the world. The authors combine their experience as researchers and industry consultants to provide the conceptual and theoretical underpinning of marketing and empirical research, helping students to understand how marketing concepts can be applied and implemented. The book covers a full range of industries including business-to-customer, business-to-business, services marketing, retailing and international marketing from companies around the globe.Table of Contents1 Setting the Scene for MarketingPART ONE Laying the Groundwork: Shaping Marketing Strategies2 The Key Aspects of Marketing Strategy3 Analysis of the Initial Strategic Situation4 Formulation, Evaluation and Selection of Marketing StrategiesEnd of Part Case Study: Tesla Motors Inc: Silicon Valley is getting started to e-nable mobility for the massesPART TWO The Marketing Mix5 Product Decisions6 Pricing: Making Profitable Decisions7 Sales Decisions8 Communication Decisions9 Tying the Knot with CustomersEnd of Part Case Study: Jagermeister: Teaching an Old Brand New TricksPART THREE Marketing in Specific Contexts10 Business-to-Business Marketing11 Marketing of Services12 International MarketingEnd of Part Case Study How Amazon Establishes a Global Reach in E-TailingPART FOUR Marketing Implementation13 Marketing and Sales Organization14 Marketing and Sales Information Systems15 Marketing and Sales Management Control16 Human Resource Management in Marketing and Sales17 Market OrientationEnd of Part Case Study: Nespresso: How Market Orientation helps create and protect an iconic brandEnd of Part Case Study: How IBM reinvented itselfAppendix: Theories and Technique

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Book SynopsisIncludes imaginative games and activities that have been specifically designed for the manager who's looking to: raise sagging morale in a department; liven up boring staff meetings; improve communication; promote a culture of harmony and cooperation; and have fun with your work team.Table of ContentsAcknowledgements.Introduction to Team-Building Games.How to Use This Book.Icebreakers: Getting to Know Each Other Better.Who Are We? Creating Team Identity.What Can Teamwork Achieve? Demonstrating Its Value.Who Can We Trust? Building Mutual Support.How Shoud We Proceed? Setting Team Goals and Norms.How Are We Doing? Improving Teamwork.How Can We Stretch Our Minds? Problem-solving and Creativity Games.Can We Get Along Better? Learning to Communicate and Cooperate.Can We Work Together? Energizing Team Meetins.What Lies Ahead? Coping with Change.how Can We Have More Fun? Taking time to Play.How Can We Build Self-esteem? Affirming Ourselves through Games.

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a huge range and FREE tracked UK delivery on ALL orders.

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Book SynopsisHow to solve critical business challenges by generating more and better ideas Every organization needs a steady supply of fresh, relevant ideas, but managers can?t just lock teams in a room with a mandate to brainstorm and hope for the best.Trade Review“In a world of hyper-competition and nonstop reinvention, the only sustainable form of business leadership is thought leadership—generating more good ideas faster than anybody else. In Idea Stormers, Bryan Mattimore sets out a collection of insatiably useful practices and revealing case studies to help you and your colleagues rethink your approach to creativity. So here's an idea: buy this book, apply its uncommon wisdom, and out-think the competition.” —William C. Taylor, cofounder, Fast Company; author, Practically Radical “A fun and engaging tour of the creative process. I love Mattimore's stories, which place their emphasis on real-life examples and proven techniques. This book is sure to boost your imagination and your group's creative willpower; indeed, it'll put white caps on your gray matter! Highly recommended.” —Roger von Oech, author, A Whack on the Side of the Head and the Creative Whack Pack “To stay ahead of the competition it is absolutely necessary to embrace innovation and creativity, whatever field you are in. In Idea Stormers, Bryan Mattimore clearly articulates must-have processes for leaders to embrace and use to inspire innovative thinking across all functions. One of his most important messages is that leaders should leverage creativity across their organizations. He believes (and I agree) that everyone in your company has the potential to create great ideas that will add value to your culture and your bottom line. All you need to do is engage your associates, make them feel valued, and use some of the techniques in this book to unleash their ideas!” —Kay Krill, chief executive officer, ANN Inc., Ann Taylor, and LOFT “Idea Stormers is a practical facilitator's manual for inspiring creative thinking. It also shows you how to translate new ideas into real world applications. Highly recommended.” —Michael J. Gelb, author, How to Think Like Leonardo Da Vinci “As a creative thinking expert, I am very familiar with Bryan Mattimore and his outstanding work in the ideation and innovation consulting field. Bryan is one of the best facilitators and corporate creativity consultants in the world. He is among my heroes who inspire, teach, and guide others in the corporate world on how to create original and implementable ideas that make a difference in our competitive business environment. Mattimore’s newest book, Idea Stormers, offers a host of creative-thinking tools and techniques. More importantly, it provides an excellent framework for unleashing the creativity of groups, no matter what their role or function is within an organization. Mattimore’s behind-the-scenes look at his successes with teams provide you with lessons and techniques to create, inspire, facilitate, and drive creative collaboration to generate the ideas you need to achieve uncommon results. Alone we can do so little; together we can do so much. Mattimore shows us how together we can generate original ideas, make good ideas great, and create game-changing ones.” —Michael Michalko, author, Thinkertoys, Cracking Creativity, ThinkPak and Creative Thinkering “Question everything! Hands-on and ready-to-go, here are techniques to get you started.” —Seth Godin, author, Purple Cow “Bryan Mattimore has helped me create breakthrough new products for Godiva, generate innovative promotions for The Food Network, and most recently, with re-positioning Good Morning America. I know firsthand that the ideation techniques and innovation processes in Idea Stormers work, and that they can unleash the creative potential of any team. Idea Stormers should be required reading for anyone on the front lines of marketing innovation!” —Adam Rockmore, senior vice president marketing, ABC Daytime and News and SOAPnetTable of ContentsPreface ix Introduction: Idea Engines 1 1 A Map of the Creative Mind: Embracing Seven Creative Thinking Mind-Sets 11 2 Beyond Brainstorming: Understanding Individual and Group Ideation Techniques 23 3 Your Ideation Tool Kit: The Seven All-Time Greatest Ideation Techniques 49 4 Innovation Overview: Strategies and Tools of a Successful Innovation Process 71 5 Real-World Challenges: Applying Ideation Techniques and Innovation Processes 99 6 Idea Meets World: Navigating the Road from Good Idea to Successful Innovation 133 7 Thinking Like a Facilitating Leader I: The Who, Where, and How of Planning and Leading Group Ideation Sessions 155 8 Thinking Like a Facilitating Leader II: New Product Ideation Session Design 175 9 Thinking Like a Facilitating Leader III: Five Strategies for Inventing Ideation and Innovation Processes 199 Conclusion 221 Notes 225 Acknowledgments 227 About the Author 231 Index 233

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Book SynopsisThe easy way to grasp and use gamification concepts in business Gamification is a modern business strategy that leverages principles from games to influence favorable customer behavior on the web in order to improve customer loyalty, engagement, and retention.Table of ContentsIntroduction 1 Part I: Basic Training: Grasping the Basics 7 Chapter 1: Gamifi -wha? Introducing Gamification 9 Chapter 2: Head Case: Understanding What Makes Users Tick 23 Chapter 3: Object Lesson: Establishing Business Objectives 37 Chapter 4: Target Practice: Targeting Desired Behaviors 51 Chapter 5: You Win! The Rewards of Rewarding 65 Chapter 6: Game On: Understanding Game Mechanics 93 Part II: Decisions, Decisions: Choosing a Gamification Framework 113 Chapter 7: Freeze Frame: Understanding Gamification Frameworks 115 Chapter 8: Customer-Facing Frameworks 131 Chapter 9: Employee-Facing Frameworks 155 Part III: Getting Your Gamification Program Off the Ground 173 Chapter 10: Choosing a Gamification Provider 175 Chapter 11: Key Expertise for Your Gamification Team 187 Chapter 12: Ready, Set, Go! Configuring and Deploying Gamification Elements 193 Chapter 13: Analyze This: Understanding Analytics 211 Chapter 14: What’s Next: The Future of Gamification 235 Part IV: The Part of Tens 243 Chapter 15: Ten Additional Gamification Resources 245 Chapter 16: Ten Great Gamified Sites and Apps 251 Appendix: Supercharge Your Sales Team with Gamification 257 Index 265

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Book Synopsis

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Book SynopsisToday, corporations are expected to give something back to their communities in the form of charitable projects. In Corporate Social Responsibility, Philip Kotler, one of the world''s foremost voices on business and marketing, and coauthor Nancy Lee explain why charity is both good P.R. and good for business. They show business leaders how to choose social causes, design charity initiatives, gain employee support, and evaluate their efforts. They also provide all the best practices and cutting-edge ideas that leaders need to maximize their contributions to social causes and do the most good. With personal stories from twenty-five business leaders from socially responsible companies, this is the bible for today''s good corporate citizen.Trade Review"An excellent starting point…" (Long Range Planning, August 2006)Table of ContentsAcknowledgments. Introduction. 1. The Case for Doing at Least Some Good. 2. Corporate Social Initiatives: Six Options for Doing Good. 3. Corporate Cause Promotions: Increasing Awareness and Concern for Social Causes. 4. Cause-Related Marketing: Making Contributions to Causes Based on Product Sales. 5. Corporate Social Marketing: Supporting Behavior Change Campaigns. 6. Corporate Philanthropy: Making a Direct Contribution to a Cause. 7. Community Volunteering: Employees Donating Their Time and Talents. 8. Socially Responsible Business Practices: Discretionary Business Practices and Investments to Support Causes. 9. Twenty-five Best Practices for Doing the Most Good for the Company and the Cause. 10. A Marketing Approach to Winning Corporate Funding and Support for Social Initiatives: Ten Recommendations. Notes. Index.

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Book SynopsisBoost Your Nonprofit''s Success! Written by a sterling group of experts for their nonprofit peers, Major Donors: Finding Big Gifts in Your Database and Online supplies all types of nonprofit organizations with the best strategies for navigating the ever-changing world of fundraising on the Internet. Truly international in its examples, research, advice, and knowledge, this book is rich with avenues and ideas about approaching prospective givers--and generous with cross-cultural tips about conducting cultivation and solicitation in various countries. At last, a practical book that helps us move our thinking in the critical future area of major gift fundraising. As one of the oldest techniques in the fundraiser''s armory, we have sat for too long using the same frameworks and techniques; this book offers new thinking, new insights, and new approaches that will help fundraisers harness the potential of the growing band of high-net-worth individuals Table of ContentsForeword. Introduction. Chapter 1. Prospecting for Major Gifts (Pamela Gignac and Ken Wyman). Introduction. Prospect Research: Background and Key Elements. Prospect Researchers and Fundraisers Together. Big Gifts and Major Gifts. Prospecting. Research Techniques and Information Sources. Where Do We Go from Here? Conclusion. Chapter 2. Knowledge Management, Data Mining, and Prospect Screening (Jeff Gignac and Chris Carnie). Introduction. Definitions. Knowledge Management. Introduction to Data Mining and Prospect Screening. Tracking Prospects. Conclusion. Chapter 3. Why Bill Gates May Not Be Your Best Prospect (Peter B. Wylie and David M. Lawson). Three Important Concepts: Ability, Attachment, and Affinity. How to Generate a List of High-Quality Prospects for Your Campaign. Chapter 4. Prospect Research Policy, Privacy, and Ethics (Stephen Lee and Susan Mullin) Policy, Ethics, and Prospect Research. Ethical and Professional Practice Considerations. Data Protection Regulation: The European Approach. Notification and Registration. Conformity with Data Protection Principles. Consent. Data Protection Regulation: The North American Approach. Applying Privacy Principles to Prospect Research. The Role of Professional Associations and Intermediary Bodies. Chapter 5. U.S. and Canadian Strategies (Pamela Gignac and Kristina Carlson). A Tale of Perspectives. Strategies for Research and Approach. Prospect Research Strategies. Sources. Case Study: Researching a Major Donor From Florida, From Canada. Privacy. Trends. Chapter 6. International Strategies—Europe and Asia (Chris Carnie and Sarah Boodleman Tenney). Introduction. Europe. Finding European Prospects. Getting Over the Barriers. Europe: A Valued Friend. As For Asia. Getting the Basics Right. Specific Things to Know. Getting Over Barriers. Other Places to Look for Information. Conclusion. Chapter 7. Your Web Site—What Does It Say to Major Donors? (Howard Lake). Introduction. The Trend Continues. The Personal Approach. Needs and Concerns of Major Donors. Attracting Donors. Key Elements of Major Gift Fundraising Online. Chapter 8. An Internet Strategy for Major Donor Fundraising (Anthony Powell). Introduction. Understanding the Fundamentals of Major Giving. Collecting Information and Learning More about Prospects. Sharing Information and Building Relationships. Conclusion. Chapter 9. Using Gathered Information Effectively within Your Staff and Volunteer Teams (Nancy Johnson and Pamela Gignac). Introduction. Fundraising and Prospect Research Cycle. Personal Intelligence Gathering (PIG). Prospect Screening and Review. The Importance of Information Relevant to Campaign Goals. Capturing Information. Other Ways to Keep Team Members Updated. Lessons Learned Using Screening Companies in the United States. Overall Pitfalls of Research. Conclusion. Chapter 10. Moving from Prospect Identification to Making Friends for Life (Andrew Thomas and Ken Burnett). Panning for Gold. Moving from Desk Research to Solicitation. Prospecting. Enlistment. Making New Friends. Cultivation. Are You Ready to Ask? Stewardship: Turning Donors into Friends for Life. Chapter 11. Results Analysis and Performance Measurements (James M. Greenfield). Fundraising Is an Investment Strategy. Evaluating Prospect Research. Criteria for Results. Evaluating Research Used in Major Gifts and Campaigns. Evaluating Donor Stewardship and Recognition. Conclusion. Additional Resources. Chapter 12. Challenges for Tomorrow (Chris Carnie). Introduction. Major Donors: Major Change. Prospect Research: The Next Revolution. APPENDIX A: The CSA Model Code for the Protection of Personal Information. APPENDIX B: Data Mining and Prospect Screening Checklist. APPENDIX C: Checklist for a Development Strategy. APPENDIX D: Sample Contact Forms. APPENDIX E: ePhilanthropy Code of Ethical Online Philanthropic Practices. APPENDIX F: Potential Planning Measurements for Results. APPENDIX G: Sample Job Description Text. APPENDIX H: Data Grid for Estimating Giving Capacity. APPENDIX I: Activity Reports. APPENDIX J: Sample Contact Report. APPENDIX K: Performance Criteria for Major Gift Staff. APPENDIX L: Nine-Point Performance Index Analysis of Major Gift Solicitation. APPENDIX M: Checklist for Major Gift Acknowledgment. APPENDIX N: Prospect Research Online. APPENDIX O: Donor Development and Prospect Research Recommended Additional Readings. Index.

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Book SynopsisTrusted advice on successful consulting from the authors of the bestselling Guerrilla Marketing series Consulting is entering the era of the guerrilla client-buyers with a glut of information at their fingertips and doubts about the value consultants add. Guerrilla Marketing for Consultants is the first book to reveal how guerrilla marketing can transform today''s challenges into golden opportunities for winning profitable work from the new breed of consulting clients. Packed with information, this step-by-step guide details the 12 marketing secrets every consultant should know, the anatomy of a marketing plan, Web sites, sources of free publicity, direct-mail marketing, winning proposals, and more. Jay Conrad Levinson (San Rafael, CA) is the Chairman of the Board of Guerrilla Marketing International and the author or coauthor of more than 30 books, including the bestselling Guerrilla Marketing series. Michael W. McLaughlin (Mill Valley, CA) has been a partner with DeloitteTable of ContentsAcknowledgments. Introduction. PART I: MARKETING FOR CONSULTANTS THE GUERRILLA WAY. Chapter 1. Why Consultants Need Guerrilla Marketing. Chapter 2. What Is Guerrilla Marketing for Consultants? Chapter 3. Thirteen Guerrilla Marketing Secrets. Chapter 4. Anatomy of a Marketing Plan. Chapter 5. The Guerrilla’s Marketing Road Map. PART II: GUERRILLA MARKETING AT WORK. Chapter 6. Beyond Web Sites: Create a Client-Centered Web Presence. Chapter 7. Boost Your Web Presence with a Zine. Chapter 8. Talking Heads: The Cost of Free Publicity. Chapter 9. When It Pays to Advertise. Chapter 10. Write This Way. Chapter 11. Five Steps to a Winning Speech. Chapter 12. Book Publishing: The Guerrilla’s 800-Pound Gorilla. Chapter 13. Survey Said! Make Surveys and Proprietary Research Work. Chapter 14. The Power of Giving Back. PART III: GUERRILLA SELLING FOR CONSULTANTS. Chapter 15. All Projects Are Not Created Equal. Chapter 16. “Send Me a Proposal”: Create Proposals That Win. Chapter 17. The Price Is Right. Chapter 18. The Guerrilla’s Competitive Edge. Chapter 19. After the Sale: Selling While Serving. PART IV: PULLING IT ALL TOGETHER. Chapter 20. Put Your Plan into Action. Notes. Resource Guide. About the Authors. Index.

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Book SynopsisEverything Counts! is an execution strategy for inspiring excellence and driving exceptional results. Too many people and organizations are mired in a mediocrity of their own making. They focus their attention and efforts on getting the big things right, but they ignore the little things that often make a big difference. As a result, reputations are damaged, brands diluted, and loyalty is lost by blatant disregard for the small stuff which negatively impacts the customer experience. For years, we''ve been taught not to sweat the small stuff, but in the real world of business, Everything Counts. Everything Counts is a call to greater awareness and with awareness comes a responsibility to raise the performance bar. It offers a powerful operating philosophy that will steer your organization to reach higher levels of growth, productivity, and performance. From the smallest customer contact to the most minute details of product quality, the little things add up to aTrade Review"Two words, one powerful philosophy. Everything Counts! is a must- read if there ever was one!"—Ivan R. Misner, PhD, founder and Chairman, BNI (Business Network International) "Gary Ryan Blair is a man on a mission to inspire, promote, and celebrate excellence. You simply must read this book!"—Les Brown, New York Times bestselling author of Live Your Dreams "A must-read for anyone who values quality and customer service....Everything Counts! is a road map to excellence for professionals, entrepreneurs, entertainers, and everyday folks."—Charmaine Russo, Manager, IBM Corporation "Paying attention to the small stuff makes a huge difference. Everything Counts! provides a simple, transparent, and powerful execution strategy that works. I highly recommend it!"—Harry Paul, coauthor of Fish!: A Remarkable Way to Boost Morale and Improve Results "Every once in a while, a book comes along that delivers a transformational message appropriate for the boardroom, classroom, locker room, and living room. Everything Counts! is that kind of book. It is a treasure that can and should be enjoyed by all."—Andy Andrews, New York Times bestselling author of The Traveler's Gift and The Noticer "Everything Counts! is a great find and must-read. It superbly achieves the goal of providing a road map to excellence, both for individuals and organizations. But the true genius of the book is its universal relevance, as it combines a highly effective commonsense approach with frank guidance to enhance results in all areas of life."—Bill Bartmann, Billionaire Business CoachTable of ContentsForeword xii Acknowledgments xv Introduction xvii Professional Strategies 1 1 Every Detail Counts 3 2 Commitment Counts 8 3 Leadership Counts 13 4 Focus Counts 18 5 Consistency Counts 23 6 Boldness Counts 28 7 Quality Counts 32 8 Planning Counts 37 9 Vision Counts 42 10 Teamwork Counts 47 11 Ethics Count 52 12 Goal Setting Counts 57 13 Innovation Counts 62 14 Rewards and Recognition Count 67 15 Every Customer Counts 72 16 Energy Management Counts 77 17 Speed Counts 82 18 Lifelong Learning Counts 87 19 Networking Counts 92 Personal Strategies 97 20 Character Counts 99 21 Common Sense Counts 104 22 Excellence Counts 108 23 Every Choice Counts 113 24 Passion Counts 117 25 Perseverance Counts 122 26 Courage Counts 126 27 Patience Counts 131 28 Humility Counts 135 29 Self-Discipline Counts 140 30 Etiquette Counts 145 31 Optimism Counts 149 32 Health Counts 154 33 Gratitude Counts 158 34 Reputation Counts 163 35 Personal Development Counts 168 36 Sustainability Counts 173 37 Your Legacy Counts 179 38 Loyalty Counts 183 Universal Concepts 189 39 Truth Counts 191 40 Joy Counts 196 41 Simplicity Counts 201 42 Inconvenience Counts 206 43 Diversity Counts 211 44 Failure Counts 216 45 Sportsmanship Counts 221 46 Resiliency Counts 226 47 Fundamentals Count 230 48 Every Dollar Counts 235 49 Every Vote Counts 240 50 Contribution Counts 245 51 History Counts 250 52 Peace Counts 255 Top Ten Reasons to Visit EverythingCounts.com 259 About the Author 261 Index 263

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