Business communication, etiquette and presentation Books

Book SynopsisTable of ContentsIntroduction: Selling a Service Is Different (and Harder) Than Selling a Product 1 Part 1: If I’m So Smart, Why Do I Feel So Stupid about Selling? 1 Things Rainmakers Do That Most of Us Don’t: The Five Rainmaker Skills Universities Don’t Teach Us and Our Firms Don’t Train Us 7 2 How Clients Buy Understanding the Client’s Buying Decision Journey 17 3 Where Clients Come From Understanding the Key Client Pathways 25 4 Rainmaking for Introverts and People Who Don’t Want to Sell Winning Client Business While Being True to Yourself 35 Part 2: The Five Skills We Must Learn If We Want to Become a Rainmaker Skill 2: Create Your Personal Brand Identity 43 5 Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known for Anything, But You Can’t Be Known for Everything 45 6 The Power of Focus The Key to Being Remembered 53 7 Choosing Your Specialty Shrink the Pond Until You’re a Big Fish 61 8 You Can’t Sell Beyond Your Credibility Zone The Cautionary Tale of EDS 69 Skill 2: Demonstrate Your Professional Expertise 75 9 How Clients Tell Who the Real Experts Are Clients Need Clues That We Are Really Good at What We Do 77 10 How to Toot Your Own Horn without Looking Like a Jerk Proven Techniques for Demonstrating Your Expertise 85 11 Using LinkedIn to Build Your Credibility It Won’t Make the Cash Register Ring, So What’s It Good For? 95 Skill 3: Build Your Professional Ecosystem 101 12 The Two Hundred People You Need to Know The Closest Thing to Knowing Something Is Knowing Where to Find It 103 13 Does Cold-Calling Work? And What to Do if It Doesn’t Remember What Mom Said: Don’t Talk to Strangers! 109 14 Making Friends in a Natural Way How to Get an Introduction without Seeming Pushy 117 15 I Can’t See the Forest for the Trees Segmenting Your Ecosystem into Three Distinct Groups 125 16 Why Advertising Doesn’t Work for Us Leveraging Your Firm’s Brand Reputation and What to Do When You Don’t Have One 131 Skill 4: Develop Trust-Based Relationships 139 17 What Is Trust and Where Does It Come From? Do Clients Really Hire People They Like? 141 18 Conversation Skills for Introverts (and the Rest of Us, Too) Using Small Talk to Find Common Ground 149 19 The Art of Keeping in Touch Finding Opportunities to Be Thoughtful and Helpful 155 20 Transparency Is Good, Right? How and When to Be Transparent 163 Skill 5: Practice Everyday Success Habits 171 21 The Daily Habits of Successful Rainmakers The One Hour Each Day That Will Build Your Career 173 22 Making the Rainmaker Skills Stick 66 Days That Will Shape Your Future 179 23 Finding Your Rainmaker M.O. Building a Rainmaker System That Works for You 187 Part 3: The Rainmaker’s Journey 24 Thoughts on Becoming a Rainmaker Stop Trying to Be Wonder Woman or Superman 195 25 Finding the Work That You Love And What to Do When You Don’t 201 26 A High Road with a Long View Parting Words as You Begin Your Rainmaker Journey 207 Appendix A: The Rainmaker Skills Self-Test What Are My Rainmaker Strengths and Weaknesses? 213 Recommended Reading 217 Acknowledgments 219 About the Author 221 Index 223

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Book SynopsisWhat would happen to your team, and your organization, if everyone knew how to change the game and make success a daily occurrence? Companies and individuals are looking for more freedom: personal freedom, creative freedom, and freedom to rethink what work really means. From dealing with COVID-19, facing diversity issues, battling burnout, zoom fatigue and more, organizations are stretched thin and must find a way to help their employees find balance and freedom in order to thrive in these unprecedented times. In Success From Anywhere: Create Your Own Future of Work from the Inside Out, bestselling author and veteran Salesforce executive Karen Mangia delivers an eyes-wide-open discussion on the future of work and what it means to find personal and professional success in the new workforce. Whether you're in a hybrid environment, or working from home, you know the importance of connection and teamwork. This compelling, practical guide explains how success is something organizations discover from the inside out creating greater engagement, retention, and professional impact from a new understanding of the future of work. With commentary from business leaders like Tom Peters, as well as guidance from leading scientists like David Eagleman and Kelly McGonigal, Success From Anywhere shows professionals how to build success into every organizational design regardless of company culture, leadership, or industry and offers actionable insights on a range of timely and relevant subjects, including: Rethinking the foundations of what work really means, including work-life balance, the future of work, and where peak performance really comes fromThe origins of intolerance, and how to access greater diversity, inclusion, and belonging inside every organizationCreating a high-impact culture in the anxious and stressful pandemic environment by redesigning the game and creating your own rulesHow to overcome feelings of constriction and confinement, to find new possibilities, for your own careerGetting past the feeling that you have to do it all in order to succeedPowerful scientific insights into stress-relief, battling burnout and becoming your best self Perfect for anyone wanting to create greater professional impact, whether working from home, leading a hybrid team, or just trying to access greater personal freedom, this principles-based guidebook will earn a spot in the libraries of executives, managers, leaders, and employees who care about creating innovative and inclusive organizations. Discover how to adapt to these changing times and the uncertain times ahead with a new playbook for yourself, your career, and your organization that playbook is Success From Anywhere.Table of ContentsForeword xi 1 A New Game in Town 1 2 Beyond the Foundation 17 3 The Stress- Free Experiment 33 4 Progressive Tolerance 51 5 Into the Expanse 65 6 Does This Bug You? 81 7 The Trust Blueprint 99 8 Finding Excellence 117 9 The Slap, the Liar and the Racecar Driver 131 10 Rediscovering the Magic 155 Acknowledgments 165 About the Author 169 Index 171

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Book SynopsisKets de Vries profiles a range of toxic executives the narcissist, psychopath, cold fish, obsessive-compulsive, and many more, offering coaches examples of interventions that have worked and those that haven't, to help coaches deal with difficult people and become more effective.Table of Contents1. Introduction2. The Narcissistic Executive3. The Detached Executive4. The Paranoid Executive5. The 'Bipolar' Executive6. The Psychopathic Executive7. The 'Autistic' Executive8. The Passive-Aggressive Executive9. The Obsessive-Compulsive Executive10. Love, Play, and Work11. You Will Meet a Tall, Dark StrangerAppendix: A Short Note on Coaching Interventions

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Book SynopsisUnleashing the Power of Diversity provides a clear tool to create a common language across teams and organisations that reinforces positive identity, builds trust towards people and processes, supports innovation and helps make diversity sustainable. The complex problems that many organisations and teams now face are global in scope, including cultural, social and environmental issues. Challenges such as climate change, mass migration and human rights do not respect national borders or sociodemographic groups. In order to solve these complex problems, we need the skills to be able to communicate effectively across the differences that may otherwise divide us. In this ground-breaking book, award-winning consultant and author, Bjørn Z. Ekelund, presents a clear step-by-step approach to communicate with people who have different mindsets, perspectives and cultural backgrounds. It is relevant and applicable across various contexts within the workplace, interTrade Review"It is our pleasure to endorse Bjørn Ekelund and his new book and it comes with our best recommendation. In RETHNK we design and facilitate strategic change and we create spectacular transformative workshops. We use the Diversity Icebreaker concept to improve communication and understanding between participants during a workshop. Advanced workshop facilitation brings people through three stages in our accelerated workshop: Learn, Integrate and Transform, which is also represented as a Green, Red and Blue process. The feedback we get from our customers is great because the Diversity Icebreaker helps them communicate in a simple way about complex problems."Jesper Sonne and Carsten Arnfjord Thomsen, RETHNK, Denmark"I have been using the Diversity Icebreaker for over 10 years with executives, graduate students and undergraduates. The class sizes have ranged from 11 to 60 participants. It has become an important tool in my courses for understanding diversity in patterns of interpersonal behavior, communication styles and work preferences. Although there is substantial statistical data for its reliability and validity, I find its face validity, simple (but not simplistic) categorization scheme and ease of use to be critical characteristics. I am not trying to make my students pop psychologists but rather provide a tool to help them to become more effective. Participants clearly recognize the three styles in their organizations and find that it usually identifies their style accurately. In addition to learning, they really enjoy the exercise."Dr. Henry Lane, D’Amore-McKim School of Business, Northeastern University, Boston, MA"One of the main difficulties working in collaborative processes where mutual respect and equality among participants are core values is the lack of a common language. Especially in welfare programs where so-called clients or other end-users of public service are invited into processes where empowerment and governance are explicit goals. Even with such aims, the dialogue often seems to move into forms and meaning that support one side, and that is seldom the most vulnerable ones. The Diversity Icebreaker does not take into account who has most prestige or which prior position the participant has in front of a DI working session. A DI session is instead coloured in a playful atmosphere where the participants gather around new concepts; Red, Green and Blue with a dialogue spinning out of those concepts with very few predefined influences from any given positions."Lars Ueland Kobro, CEO/Senior researcher, Norwegian Centre for Social Entrepreneurship and Social Innovation – SESAM, University of South-Eastern Norway"Self-understanding, understanding the Other, acknowledgement, belonging, inclusiveness, trust, common language, team work and … fun. So many leitmotifs that run through the book and reflect our experience of using the Diversity Icebreaker with all the staff and students at our school for the last five years. Through the hundreds of sessions we have run with staff and students from over 100 countries, we have come to rely on the Diversity Icebreaker as one of the basic tools in our intercultural communication toolbox."Grant Douglas, Track Coordinator, Intercultural Communication, IESEG School of Management, Lille, France"I have been fortunate to work with Bjørn Z. Ekelund and the Diversity Icebreaker for more than 10 years. I have found him and the use of Diversity Icebreaker to be under constant development. Bjørn is engaging and a true knowledge sharer, making the research-based tool, the Diversity Icebreaker, easy to use for mentoring large groups of up to 150 participants. The Diversity Icebreaker is always highly appreciated and has received excellent feedback from leaders and employees around the world."Annika Dybwad, Owner and senior consultant, FlexAbility Consulting AS, Norway"I have had the pleasure of using the Diversity Icebreaker in diverse learning settings, including courses in Design Thinking and Action Research. In these courses, the Diversity Icebreaker created a powerful vehicle for deep learning at multiple levels. This includes learning about self in relation to others in the context of collaborative projects that value multiple perspectives, fostering systemic understanding in working with wicked problems."Frederick Steier, Ph.D., Professor, Fielding Graduate University, School of Leadership Studies, and Department of Communication, University of South FloridaTable of Contents1. Introduction 2. How to Manage Diversity 3. Communication 4. Three types of diversity 5. BLUE: How to Create Better Results 6. GREEN: How to Innovate and Create New Knowledge 7. RED: How to Create Collective Identification and Trust 8. How to Promote Dignity and Personal Development 9. Addressing Global Challenges through Managing Diversity. 10. About work organisations and their potential contribution to promote dignity, personal development and "Bildung".

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Book SynopsisBusiness Communication supports the high standard of business communication that is relevant to today's modernized workplace. While staying true to its tradition, the 13th edition vastly streamlines and updates the chapter content and organization, making the text more elegant and usable. The text's foundation is its rhetorical approach, underscoring in each chapter the importance of analyzing each communication situation in terms of audience, purpose, and context. This approach empowers students to shape their messages effectivelyno matter the channel. Besides numerous chapter-ending exercises, McGraw Hill''s Connect provides exercises that further reinforce the concepts.

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Book SynopsisLucy Gower is an innovation specialist. She is a freelance innovation trainer, coach and consultant. She established the first innovation programme at the NSPCC, one of the UKs largest children's charities in 2007. Since 2012 she has worked with a range of organisations in the charity and corporate sectors, both in the UK and overseas to help them develop their strategy and operational approach to innovation. Clients include 100%Open, Amnesty International, Cystic Fibrosis Trust, Deloitte, Institute of Fundraising, Nesta, nfpSynergy, Oxfam and The Children's Society.Table of Contents PART 1 10 Steps to enhance your innovation skills Step 1 Pinpoint your purpose Get your innovation off to the right start by thinking big to understand your problem or unmet need and articulate it in a way that inspires others to get involved. Step 2 Know and understand your customers Learn techniques to understand your customers to enable you to develop innovations that meet their needs. Step 3 Your market today and predicting the trends of tomorrow Get to grips with what is happening in your market today and spot trends to help develop innovation for the future. Step 4 Build your creative capacity Learn how increase your personal capacity for having ideas through expanding your experiences, breaking routines and connecting ideas together. Step 5 Creative superstardom and lots of ideas Have fun practicing different techniques to help you and you colleagues generate lots of ideas. Step 6 Don’t expect anyone else to like your idea If your idea is new, or different you will have to spend time getting others to like your idea. This step provides some practical ways to get others on board. Step 7 Filter and choose the best ideas Techniques to filter and choose the ideas that have the greatest chance of success and way to confidently say ‘no’ to weaker ideas. Step 8 Prototype, fail fast and refine Learn ways to prototype ideas quickly and cheaply with your colleagues, managers and customers and then adapt and refine your ideas. Step 9 Pilot, adapt and invest How to design, deliver and evaluate a pilot for your idea as well as tips on how to secure resource required to deliver your pilot. Step 10 Take your ideas to market How to build on your pilot and develop your idea in the marketplace for real, and build on the business case you developed in the pilot to pitch for investment. PART 2 10 innovation skills in action Skill 1 Innovating in a big organisation Skill 2 Innovating on your own Skill 3 Innovating when no one else gets it Skill 4 Innovating with your team Skill 5 Innovating with clients and customers Skill 6 Innovating your managers Skill 7 Innovating with confidence Skill 8 Innovation by imitation Skill 9 Innovating with no budget Skill 10 Innovating when you feel like you are stuck PART 3 10 common innovation challenges Challenge 1 How do I develop my own innovation process or framework? Challenge 2 How do I build an innovation network? Challenge 3 How do I make time to innovate? Challenge 4 How do I measure innovation? Challenge 5 How do I motivate others to start to innovate? Challenge 6 How do I create a culture of innovation? Challenge 7 How do I manage failure? Challenge 8 How do I innovate quickly? Challenge 9 How do I approach a niche product? Challenge 10 How do I recruit good innovators? Putting it into action (the mentor toolkit) How to work with a mentor to put your new

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Book SynopsisSarah Lloyd-Hughes is founder of Ginger Training & Coaching and is an experienced, energetic and empowering speaker, coach and writer working with individuals to support them in reaching their potential. She has taught thousands of people of all ages across three continents from professionals in India to young people in inner city London. Sarah's workshops are bursting with fun, practical and extremely powerful ways to improve your public speaking and she currently works with professionals wishing to become key people of influence in their field, supporting them to become passionate, authentic and inspiring speakers. .Table of ContentsAbout the author Acknowledgements The six qualities of an inspiring speaker 1 It starts with authenticity Part 1 Awareness Choose to avoid falling down a hole in your public speaking performance. 2 The causes of fear 3 Finding safety in the body 4 Expression in the body and voice Part 2 Empathy Gain the respect of your audience by focusing on their needs. 5 Preparing with empathy 6 Managing the crowd Part 3 Balance Understand which content makes the most powerful talk. 7 Compelling content – lessons from TED 8 Structure and the hero’s journey Part 4 Freshness Public speaking your audience will remember for ever. 9 Wonderful words and vibrant visuals 10 Ingenious interactivity Part 5 Fearlessnes Stepping boldly beyond your comfort zone to make your speaking sizzle. 11 Going beyond fear Part 6 Authenticity Returning to the core of you that’s naturally inspiring. 12 It ends with authenticity The road ahead Further resources References Index

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Book SynopsisTable of ContentsIntroductions The Structure of this Book Section One: Tier One: Concepts you work on within yourself 1. Leadership 2. Purpose 3. Power 4. Integrity 5. Performance 6. Objectivity 7. Destination 8. Focus Section Two: Tier Two: Conceptsyou work on with someone else 9. Co-creation 10. Joy 11. Story 12. Design 13. Accountability 14. Empowerment 15. Strategy 16. Urgency Section Three: Tier Three: Concepts you work on within groups 17. Competition 18. Agility 19. Optimization 20. Connection 21. Transparency 22. Mentorship 23. Curiosity 24. Scalability Section Four: Tier Four: How the concepts go together 25. Leadership/Strategy/Scalability 26. Integrity/Co-creation/Agility 27. Purpose/Accountability/Mentorship 28. Destination/Design/Optimization 29. Performance/Empowerment/Competition 30. Objectivity/Joy/Curiosity 31. Focus/Story/Connection 32. Power/Urgency/Transparency

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Book SynopsisA good visualization can communicate the nature and potential impact of ideas more powerfully than any other form of communication.For a long time, dataviz was left to specialists--data scientists and professional designers. No longer. A new generation of tools and massive amounts of available data make it easy for anyone to create visualizations that communicate ideas far more effectively than generic spreadsheet charts ever could. The Harvard Business Review Good Charts Collection brings together two popular books to help you become more sophisticated in understanding and using dataviz to communicate your ideas and advance your career.In Good Charts, dataviz maven and Harvard Business Review editor Scott Berinato provides an essential guide to how visualization works and how to use this new language to impress and persuade. He lays out a system for thinking visually and building better charts through a process of talking, sketching, and prototyping.

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Book SynopsisBecoming a published author is no easy task. Overcoming the writing challenges, agent and publisher rejections and marketing failures can be excruciating.-----It can often seem like an impossible dream, but those dreams can be realized!-----Realize your Writing Dreams includes advice and actionable tips on all things writing, publishing and marketing books.-----Section one includes everything you need to know before you start writing that book. It includes a dictionary on writing lingo such as what is a pantser and a list of genres. You’ll learn what a writer’s platform and a writer’s tribe is and how to successfully build them. This section also includes tips on formatting your manuscript, what is and how to create an outline, a literary proposal, your synopsis, and a logline.---Section two is all about the writing process and includes suggestions for writing believable characters, creating conflict and which point of view and tense is right for your book. This section also includes tips on finding the time to write as well as being more productive within that time frame.-----Section three is all about publishing. Are you considering traditional publishing but having trouble finding an agent? Learn the pros and cons of each publishing choice and make the best decision for you and your book.-----The fourth section is all about marketing. Whichever publishing route you choose you will be responsible for the marketing of your book. You will receive actionable tips on all things marketing including how to get the attention of the media for you and your book, promotions, advertising, how to handle bad book reviews when they happen and how to write a winning business and marketing plan for your book. This section also includes ideas on how to schedule and prepare for successful book signings and author events.-----Sharing our words with readers can be difficult for writers. Gaining knowledge and being prepared are the best confidence boosters. Realize Your Writing Dreams will talk you through each step of the writing, publishing and marketing process giving you the knowledge and confidence you need to write past your insecurities.-----Becoming a successful author has nothing to do with luck and everything to do perseverance, passion and preparation.-----Realize Your Writing Dreams is a book that you will keep and refer to throughout your writing career.-----

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Book SynopsisCollaborator. Communicator. Connector. Coach.As a mid-level manager, you're being tasked with more than ever before. You're expected to lead innovation, develop talent, execute on strategy, create an inclusive culture, and help your people adapt to constant change. How can you do it all and be successful?If you read nothing else on being an effective mid-level manager, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the best ones to help you build buy-in up and down your organization, secure time and resources for key projects, and lead change—all while getting the most important work done.This book will inspire you to: Build winning teams and develop talent Transform your role from intermediary to innovator Foster a culture of psychological safety Balance being a leader with being an individual contributor Form partnerships and leverage internal networks Lead your organization from the middle This collection of articles includes "Managers Can't Do It All," by Diane Gherson and Lynda Gratton; "The Real Value of Middle Managers," by Zahira Jaser; "In Praise of Middle Managers," by Quy Nguyen Huy; "Managing Your Boss," by John J. Gabarro and John P. Kotter; "Get the Boss to Buy In," by Susan J. Ashford and James Detert; "The Secrets of Great Teamwork," by Martine Haas and Mark Mortensen; "How the Best Bosses Interrupt Bias on Their Teams," by Joan C. Williams and Sky Mihaylo; "Making the Hybrid Workplace Fair," by Mark Mortensen and Martine Haas; "Why Strategy Execution Unravels—and What to Do About It," by Donald Sull, Rebecca Homkes, and Charles Sull; "The Leader as Coach," by Herminia Ibarra and Anne Scoular; "Make the Most of Your One-on-One Meetings," by Steven G. Rogelberg; "Learn When to Say No," by Bruce Tulgan; and "Begin with Trust," by Frances Frei and Anne Morriss.

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Book SynopsisA business case is a logical, structured argument to bring about business change, aimed at the decision makers in an organisation. A persuasive, well-written business case can win over your readers and get you the all important approval you need. In this book you’ll discover the do’s and don’ts of pitching your ideas through a business case. You'll learn what the essential components of a business case are, including what key questions you should be answering, how to structure your business case, factors to consider when thinking about benefits and risks, and how best to tackle ROI.Trade Review'A highly valuable resource, and one that would be well worth keeping to hand.' -- A P Sutcliffe, MSc, MBCS'Presents a practical and down to earth approach to business case development.' -- Peter Wheatcroft * Moderator for the UK IT Industry Awards, author of BCS books World Class IT Service Delivery; Service Desk and Incident Manager *Table of Contents Introduction: What Is A Business Case? The Key Questions Your Case Needs To Answer The Importance of Identifying Every Stakeholder How To Structure Your Business Case Benefits and Outcome Analysis Thinking About Risks ROI: What It Is and Why You Need To Show It Internal Opposition: The Enemy In the Ranks Making Your Case With A Presentation The Importance of Editing Submitting Your Business Case Afterword

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Book SynopsisWomenâs voices are simply heard less. It explains why gender balance is still proving so hard to achieve, decades after legislative frameworks have been put in place. This book is a handbook for millennial women, designed to help them speak and be heard, to help them navigate the challenges, maximise their success and fast forward their careers.

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Book SynopsisAiming to demystify storytelling, this book starts by looking at the power of stories and how they can be woven into communications. It breaks down the process and offers guidance on finding and writing stories, as well as working sensitively with storytellers. You’ll find tips on where to find people who want to share their stories. There are suggested questions to ask that will evoke interesting and emotive answers and ideas for turning these into stories with impact. The book will also help you work together effectively with storytellers to achieve your charity’s goals. What does it cover? Why collect and share stories? How to find stories Preparing for conversations with storytellers Key questions to ask storytellers Writing stories Looking after storytellersTrade Review‘Everything you need to tell inspiring stories and put the voices of your storytellers centre stage.’Adeela Warley, CEO, CharityComms

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Book Synopsis‘This book is brilliant! It will change lives.’ - Suzy Walker, Editor-in-Chief, Psychologies'A fantastic guide to speaking up and overcoming insecurities by the best voice coach ever.' - Viv Groskop, author of How to Own the RoomSpeak up and stand outWhether you want more social confidence in your day-to-day life, are hosting an event or appearing on a podcast, Find Your Voice will empower you to be bold, be present and captivate any audience.Based on decades of helping broadcasters, celebrities, teachers and top level professionals speak effortlessly in front of others, renowned voice teacher and communication expert Caroline Goyder will show you how to:· Harness the full potential of your body, breath and voice· Genuinely connect to others in a dizzyingly distracted world· Stand out as calm speaker whatever the situationTrade ReviewCaroline is an incredible voice coach…Life is all about finding ways to express ourselves and that’s why I love this book. -- Dr Radha Modgil * Life Hacks, BBC Radio 1 *Brilliant – lots of super practical tips for anyone who sometimes gets nervous before they speak (which is probably all of us) * Simon Lancaster, Speechwriter *I loved it - so many 'aha!' moments of pure clarity and inspiration. An invaluable (and friendly) guide, wherever you are in your speaking journey. * Helen Russell author of The Year of Living Danishly and The Atlas of Happiness *

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Book SynopsisIn our communication, there are three 'elements' used to express a message: verbal content, body language, and the voice. When these elements are not congruent, we often will believe the body language and the voice. For this reason, non-verbal elements are particularly important for communicating feelings and attitudes and in engaging others; in any type of leadership role these aspects are vital in order to be an effective leader. Leading with Presence provides a practical guide as to how and why Presence in everyday interaction is a vital component of impactful leadership. This book explores and teaches about non-verbal communication such as posture, gestures, and the voice to create more awareness and understanding of the signals sent, and explains how to be present and 'in the moment,' how to connect with others, to 'read the room,' to motivate and inspire, to instill trust, to exude confidence and thus strengthen your leadership. Through theory, practical tools and exercises, this book is essential reading for all business professionals in understanding the science behind body language, and exploring, practicing and understanding Leadership Presence.Trade ReviewExecutive presence; we recognize it instantly the moment we are confronted with it... the authors finally succeeded in demystifying the notion of 'presence' and nonverbal behaviour in leadership by establishing a unique connection between vast scientific knowledge and practical tools that will enable leaders to further increase their impact... -- Ronald de Jong, Distinguished Professor of Practice in Business, Tilburg University, Chairman Philips Foundation, Retired Member Executive Committee, Royal PhilipsIn this book a triple synergy comes together; science, experience, and practical applicability, like in the training at RSM and several of their trainings. It is inspiring and reflects where you are. Provides valuable insights and is useful regardless your level of professional experience. -- Kirsten van Benthem, Commerial Manager, Catalyze – Life Science ConsultancyEffective communication is key for successful leadership. Yet respective books and seminars tend to only focus on verbal communication, while reducing non-verbal communication to a side-note. This book is therefore a breath of fresh air. It takes non-verbal communication center-stage by marrying science with practice and presenting concrete exercises and how-to-dos. An accessible read that makes it easy to get better at what matters most as a leader: effective communication. -- Professor Dr. Niels Van Quaquebeke, Kühne Logistics University & University of ExeterLeading with Presence is an invaluable guide for anyone who seeks to ensure that their body and voice contribute to their positive impact. Antonie, Milly and Steffen’s collaboration have resulted in a treasure trove of principles, stories and exercises underpinned by thorough scientific evidence that will make you think about and enhance your non-verbal cues in a whole new way. -- Nicola Kleyn, Professor of Corporate Marketing and Dean of Executive Education at Rotterdam School of ManagementTable of ContentsChapter 1. Setting the Stage Chapter 2. Understanding Presence as a Body-Mind Connection Chapter 3. Emotional Intelligence And Authenticity Chapter 4. The Toolbox Chapter 5. The Voice Chapter 6. Expressiveness Chapter 7. Practicing Presence Chapter 8. Conclusion

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Book Synopsis*NEW EDITION FEATURING UPDATED MATERIAL*'Erudite, interesting and, above all, entertaining' ALAN JOHNSON, FORMER UK HOME SECRETARY'A racy, engrossing read' PROFESSOR IAN ROBERTSON'Incredibly absorbing, leaving even the most confident orator with food for thought' PSYCHOLOGIES Communication can make the difference between failure and success. When communication goes badly, it's a nightmare. When it goes well, it's the stuff of dreams. In this revelatory and entertaining guide, top speechwriter Simon Lancaster reveals that the secret to great communication lies not in logic alone, but in skilfully connecting with people's deepest instincts and emotions. Through the power of connections, it is possible to transform people's perceptions about almost anything, making the scary safe, the unfamiliar familiar, and even turning a 'no' into a 'yes'. Drawing on cutting-edge neuroscience and ancient rhetoric, Lancaster examines ten powerful connections you can instantly make to change how people think, feel and act. Forget incomprehensible acronyms, mixed metaphors and jumbled jargon; with these connections, you can literally get people's mouths watering, make their hearts race and leave them addicted to your presence. Packed with wisdom, humour and actionable methods, Connect is the ultimate guide to great communication, giving you the power to inspire, influence and energise anyone, anywhere, anytime.Trade ReviewLike everything the incredible Simon Lancaster does - whether it's in speech-writing, books or music - this is erudite, interesting and, above all, entertaining. * Alan Johnson, author and Former Home Secretary of the United Kingdom *In a world filled with division and anxiety, Simon Lancaster unlocks a treasure trove of advice on how we achieve meaningful and lasting connections with others through our written and spoken communications. And he makes it all sound fun and easy - which is exactly how it should be * Viv Groskop, author of How to Own the Room: Women and the Art of Brilliant Speaking *One of the world's best speechwriters unveils the arts of persuasion with the help of some brain science. A racy, engrossing read. * Professor Ian Robertson, author of How Confidence Works: The New Science of Self-Belief *'I really enjoyed Connect! Highly recommend it to anyone looking to connect more deeply with their audience, whether it's one person or a thousand.' * Terry Szuplat, President Obama's speechwriter, 2009–2017 *A rollicking read, jammed full of inspiring insights and examples, showing how we can all use humour and playfulness to become better communicators. Great fun! * Neil Mullarkey, comedian and author of Seven Steps to Improve Your People Skills *In this highly entertaining guide to communication, Simon Lancaster provides rich insight into how to instantly connect with audiences. His anecdotes and familiar cultural reference points ensure that he always practises what he preaches, and so his ideas connect with readers * Jonathan Charteris-Black, Emeritus Professor of Linguistics, University of the West of England *Simon Lancaster dives into the language that dominates public debate to argue that the opinions many of us assume to be instinctive are actually the product of others manipulating words and phrases to provoke the reaction they desire. A thoroughly entertaining and highly relevant read. * Sir Peter Wanless, Chief Executive, NSPCC *

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Book SynopsisExploring Politeness in Business Emails explores the contextual complexities of workplace emails by comparing British English and Peninsular Spanish directive speech events and systematically assessing the impact of contextual factors. Through a combination of qualitative and quantitative methods of data collection and analysis, and the inclusion of metapragmatic insights in the interpretation of the results, the book offers an innovative approach to the study of politeness. The book partially contradicts previous assumptions about English and Spanish directives and provides new insights into the role of politeness in the workplace. By offering a meticulous account of the linguistic choices made by the English and Spanish first language users and the contextual factors influencing these choices, the book suggests far-reaching implications for future research in cross-cultural pragmatics and business discourse, as well as practical implications relevant for academics, postgraduate students and practitioners interested in these fields.Trade ReviewThis book is a timely and welcome contribution to the field. It rests on solid interdisciplinary theoretical grounds and employs an innovative, carefully designed methodological framework to examine two comparable data sets of naturally-occurring, socially-situated emails in British English and Peninsular Spanish. Its ethnographically-informed interpretation of the texts sheds fresh light on our understanding of language variation vis-à-vis a number of relevant social factors. * Patricia Bou-Franch, Universitat de València, Spain *Politeness is like oil that allows the cogs of human interaction to run smoothly. However, not everybody uses the same oil and the cogs may grind to a halt when the 'wrong oil' is applied. This highly innovative book shows how the cogs function in cross-cultural business communication. * Jean-Marc Dewaele, Birkbeck, University of London, UK *This book by Vera Freytag is an important contribution to such diverse fields as cross-cultural pragmatics, institutional discourse, and politeness research. In her analysis of directive speech events in English and Spanish (L1) emails, she employs an innovative mixed-method analysis to reveal the interactive dynamics of computer-mediated communication (CMC). * Ronald Geluykens, University of Oldenburg, Germany *[This] is a well-written book that provides valuable insights into the choice of head act strategies, request modification in business directive emails and how these are determined by the interpersonal parameters of the interaction. -- Nicolas Ruytenbeek, Ghent University, Belgium * LINGUIST List 31.1983 *A key advantage of Freytag's book is that it brings together politeness research and fully fledged cross-cultural pragmatics [...] The book makes an excellent contribution to the field in this respect, as it incorporates various notions that have been widely used in recent politeness theory, such as 'emic evaluations' into analytical repertoire of contrastive cross-cultural analysis. -- Dániel Z Kádár, Dalian University of Foreign Languages, China * Pragmatics and Society 11:4 *Table of ContentsChapter 1. Directive Speech Events in Business Emails Chapter 2. A Mixed-Method Approach to the Analysis of Speech Events Chapter 3. A Cross-Cultural Analysis of English and Spanish Email Directives Chapter 4. The Contextual Complexity of Email Directives Chapter 5. The Study of Politeness in Business Emails: Concluding Observations

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Book Synopsis'Brilliant...as entertaining and interesting as it is practical' - Graham Allcott, author of How to be a Productivity Ninja We are surrounded by feedback, whether we're being asked to like, rate or otherwise comment on products, services or even people. At work, the right kind of feedback delivered at the right time and in the right way can help us all to learn and improve. On the ground, though, that's easier said than done. Help is at hand. Margaret Cheng's six golden rules and Giving Good Feedback Framework offer a clear guide to what feedback is, how we can master the things that get in the way and deploy some simple techniques to make feedback a more routine - and less emotionally charged - part of our routine work communications.Trade ReviewPRAISE FOR PREVIOUS ECONOMIST EDGE TITLES: 'Branding that Means Business is brimming with insight. The business landscape has never been busier, but Johnson and Misiaszek wisely-and entertainingly-explain how to rise above the crowd -- Professor Adam Alter, NYU Stern School of BusinessBy bridging the gap between brain science and business effects, they have produced the most insightful book on branding of the last 20 years -- Rory Sutherland, Vice Chairman of Ogilvy and author * Alchemy: The Dark Art and Curious Science of Creating Magic in Brands *A wonderful blend of academic insights and practical know-how -- Richard Shotton, author * The Choice Factory: 25 Behavioural Biases that Influence what We Buy *I suspect I'm not alone in having given limited thought to what feedback is for, only focussing on it when the annual appraisal season comes up, or after a short training session. And few of us are comfortable with giving (or receiving) it. That's why Margaret Cheng's new book is so important. It helps us to re-think feedback, what it's for and how we should use it. She reminds us that it's about much more than those annual appraisals. It should be all about learning and developing. Giving Good Feedback provides proper guidance on how to tackle it, and how to make it a more routine - and less painful - part of our working lives -- Paul Johnson, Director of the Institute of Fiscal Studies and author * Follow The Money *There are perhaps no words more dreaded at work than: "Can I give you some feedback?" Most of us hate giving it. Most of us, if we're honest, hate receiving it. Margaret Cheng's brilliant book is a mixture of well-researched perspectives, some of the most helpful models and approaches and pearls of wisdom from her own impressive career. It's as entertaining and interesting as it is practical. This will definitely be a book I keep coming back to -- Graham Allcott, author * How to be a Productivity Ninja *

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Book SynopsisShortlisted for The Business Book Awards 2022: Smart Thinking category Answer Intelligence: Raise your AQ is a book about six answers: story, metaphor, theory, concept, procedure, and action. By fully incorporating questions into those answers, Brian Glibkowski showcases how readers can not only elevate their understanding of questions and answers, but also reimagine what it means to communicate effectively. The book identifies five High AQ practices that distinguish expert communicators. Featuring chapters which each cover a different form of AQ such as Sales AQ, Interview AQ, Coaching AQ, and more, the book includes real-life examples of elevated answers. With contributions from representatives of organizations such as Salesforce, Center for Healthcare Innovation, Boston Mutual Life Insurance, as well as academics, the book provides comprehensive insight into AQ from across the professional and research spaces. Giving readers access to an app allowing them to do an AQ self-assessment, the author equips his audience to use the skills and behaviours presented to improve and hone their own AQ.Table of ContentsPart 1. Answer Intelligence (AQ) Introduction Chapter 1. Answers deserve our attention Chapter 2. AQ came from the Golf Course Chapter 3. AQ Explained Using AQ Part 2. 5 High AQ Practices Chapter 4. High AQ Practice 1: Provide six answers Chapter 5. High AQ Practice 2: Answer twice Chapter 6. High AQ Practice 3: Provide complements Chapter 7. High AQ Practice 4: Answer with style Chapter 8. High AQ Practice 5: Answer in context Chapter 9. Behavioral and Cognitive Markers of High AQ Part 3. AQ Conversations Chapter 10. Interview AQ Chapter 11. Sales AQ Chapter 12. Coaching AQ Chapter 13. Brand AQ Chapter 14. Wealth Management AQ Chapter 15. Physician AQ Chapter 16. Learning and AQ Part 4. Do we need AQ? Yes Chapter 17. Communication Chapter 18. Intelligence

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Book SynopsisA new, fully revised edition.The culture of an organisation can mean the difference between success and failure. Leaders cast long shadows, and if you want to change the culture you have to walk the talk. This book shows you how.Walking the Talk covers everything from measuring corporate culture to changing people's behaviour (including your own) and describes in detail six archetypes of company culture: Achievement, Customer-Centric, One-Team, Innovative, People-First and Greater-Good. Packed with fascinating examples and case histories, and drawing extensively on Carolyn Taylor's twenty years' experience of building great cultures, it will give you the confidence to build a culture of success in your own organisation.Trade ReviewAn indispensable handbook -- Robert Joss, Dean Emeritus, Stanford Graduate School of BusinessCarolyn's guidance on culture has served me well over many years, with excellent results, and this book captures the essence of her approach extremely well. I recommend the book to all who want a practical approach to improving their culture. The chapter on Mergers & Acquisitions has been particularly valuable for my executive team. -- Marc Allera, Chief Commercial Officer, EEThe people and culture of an organisation are truly the most critical assets; they also cannot be easily replicated, if at all. This book provides the guidelines to allow executives to manage their culture more actively, providing practical explanations of how culture works and what can be done to accelerate change. -- Laura McKeaveney, Global Head of HR, Novartis PharmaPacked with energy and enthusiasm and a "can-do" attitude, Walking the Talk transforms the dream of change into an everyday reality. A must-read for any manager embarking on the journey of cultural change. -- Professor Lynda Gratton, London Business School

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Book SynopsisPersonal presence gives you the power to inspire, to influence, to excite, to question and to connect. We all have it within us. Yet many of us freeze or falter when speaking in public. As an actor on national TV and as a coach to high-performing professionals, Sarah Thurstan knows there are no set answers for how to give your best when you take the stage. It's a highly personal story for each of us. In this book, she guides you through how you can bring your natural self and your authentic voice to when you are speaking in public. In 15 chapters, she discusses how to master your fears, craft your message, share your stories, express your values and act when the spotlight is on you. These are skills which we can all learn and improve, whether as polished performers or as nervous beginners. We can always become a better version of ourselves when speaking in public and engaging our audiences.Trade Review'Wonderful guidance on how individuals and teams can become the best version of themselves', Mark Thurston, chief executive, HS2. 'Access the transformative potential of Sarah's book, both professionally and personally ... we continue to become more compelling and successful as a result', Verity Brown, director, Rok Box. 'A must for anyone who experiences sweaty palms, palpitations and sleepless nights before an important presentation. Enjoy, learn and grow,' David Williams, chief executive, Impact International. 'Unlike any presentation book out there ... an essential read for anyone managing change whether at home or at work', Aman Sharma, head of service excellence, Simmons & Simmons LLP.Table of Contents1. What is personal presence? 2. Playing to our strengths 3. Fighting the fear 4. Physical communication 5. Storytelling 6. Engaging your audience 7. Lessons from the Greeks: rule of three 8. Structure 9. Self-awareness, self-disclosure and self-confidence 10. Elevator pitches, doorstep challenges and talking to camera 11. Diction, delivery and jargon 12. Directions and props 13. Performing as a leader 14. Business theatre 15. Cornerstones and competence

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

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

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Book SynopsisWe are very pleased to announce the third book by our bestselling writers Koos Eissen and Roselien Steur. After the worldwide success of Sketching and Sketching: the Basics the authors now shift their focus from ‘how to sketch’ to ‘why to sketch’. For designers, sketching is a daily activity that can serve many goals. You can sketch to brainstorm, to find and articulate ideas or to present a project to other designers in your team or people from other departments. And of course you sketch to present projects to clients and production companies. All these goals require different sketching techniques, which will be even more effective if you understand how people view your sketches and how you can use your sketches to improve your way of communicating what you want.

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Book SynopsisThe IndiGo Story is a fascinating analysis of the manner in which an unknown entity entered the perilous Indian sky and became its undisputedeader both in terms of market share and profitability.ucidly written and sharply argued, this book highlights the company''s formative years as a fearless start-up and its evolution into one of India''s most game-changing, profitable brands. Going into great detail and with a deep understanding of the airline industry, the author uncoversittle-known facts about how the airline displaced old players and new competitors, and proved the doomsday predictors wrong in double-quick time.So what was the magic IndiGo wielded? What was the secret mantra of their success? How did they get it right when most failed or struggled?Uncover all this and much more in this captivating book.

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

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Book SynopsisDr David Cowan is a visiting scholar in the Communications Department at Boston College, USA. He has worked with a variety of clients, including SABIC, Honeywell Aerospace, SAP, Saudi Aramco, Hewlett-Packard, and has taught the Dialogue Box to over 600 participants in America, Britain, China, Netherlands, India, Saudi Arabia, Singapore and South Korea. He is former Global Head of Internal Communications at ArcelorMittal and has worked at the World Bank and as a finance and technology journalist. He holds degrees from the University of Oxford and the University of St Andrews, where he earned his PhD.Trade Review"In a complex and uncertain world nothing can be achieved without extensive, multi-directional, reiterative communication. The Dialogue Box is an effective tool to facilitate and structure such communication." * Lex Hoogduin, Founder of GloComNet, Chairman of LCH and Non-Executive Director of London Stock Exchange Group *"Cowan's emphasis on attending to the feelings and experiences of all individuals in order to achieve effective internal communication is a welcome contribution." * Lisa M Cuklanz, Professor and Chair, Communication Department, Boston College, USA (about the previous edition) *"We are making great use of the Dialogue Box; it is both innovative and challenging. Our managers find it an excellent analytic and diagnostic tool to improve their communication capabilities." * Hisham S Al-Joher, Director, Global Internal Communication, SABIC (about the previous edition) *Table of Contents Chapter - 00: Introduction; Chapter - 01: The New Organizational Triangle – Internal Communications, Employee Engagement and HR; Chapter - 02: Culture Shock – Corporate Culture Does Not Exist; Chapter - 03: Communicating Through Change, Changing Through Communication; Chapter - 04: Dialogue and the Digital World; Chapter - 05: Zone 1 – Intelligence – How Organizations and People Think; Chapter - 06: Zone 2 – Emotion – How Organizations and People Feel; Chapter - 07: Zone 3 – Interpretation – How Organizations and People Understand; Chapter - 08: Zone 4 – Narrative – How Organizations and People Agree (or Disagree!); Chapter - 09: The End Zone – Ensuring Effective Dialogue – How Organizations and People Talk; Chapter - 10: Using the Dialogue Box

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Book SynopsisHeinz von Foerster was the inventor of second-order cybernetics, which recognizes the investigator as part of the system he is investigating. The Beginning of Heaven and Earth Has No Name provides an accessible, nonmathematical, and comprehensive overview of Heinz von Foerster's cybernetic ideas and of the philosophy latent within them.Trade Review"Heinz Von Foerster spent most of his career seeking to understand cognition based on neurophysiology, mathematics, and philosophy. He came to a new understanding of knowledge which led to a new epistemology. What this book reveals is that after retiring from the University of Illinois, von Foerster reinterpreted his earlier professional training in physics and the sciences generally from the new perspective. The conversational structure and style of the book brilliantly gives von Foerster the opportunity to retell the story of creation by referring to all of the various branches of natural science, but with the additional insight of the new epistemology. This is a remarkable achievement which will delight any serious student of the natural sciences or of scientific writing. The scholarship that went into the conversation that the book records, both the questions and the answers, is impressive. The ideas here will be of particular interest to ambitious younger scientists looking for new lines of research." -- -Stuart Umpleby George Washington University "I know of no other such a broad and coherent statement of Foerster's essential thinking." -- -Ranulph Glanville Professor Emeritus of Architecture and Cybernetics, The Bartlett, University College London, UKTable of ContentsA Fore-word by the Series Editor An Author's Fore-words Fore-wards with Two Editors Fore-taste of an Author with Two Editors 1. First Day: Building Blocks, Observers, Emergence, Trivial Machines 2. Second Day: Innovation, Life, Order, Thermodynamics 3. Third Day: Movement, Species, Recursion, Selectivity 4. Fourth Day: Cognition, Perception, Memory, Symbols 5. Fifth Day: Communicating, Talking, Thinking, Falling 6. Sixth Day: Experiences, Heuristics, Plans, Futures 7. Seventh Day: Rest, Rest, Rest, Rest Epilogue in Heaven ... Translators' Notes Notes

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Book SynopsisHeinz von Foerster was the inventor of second-order cybernetics, which recognizes the investigator as part of the system he is investigating. The Beginning of Heaven and Earth Has No Name provides an accessible, nonmathematical, and comprehensive overview of Heinz von Foerster's cybernetic ideas and of the philosophy latent within them.Trade Review"Heinz Von Foerster spent most of his career seeking to understand cognition based on neurophysiology, mathematics, and philosophy. He came to a new understanding of knowledge which led to a new epistemology. What this book reveals is that after retiring from the University of Illinois, von Foerster reinterpreted his earlier professional training in physics and the sciences generally from the new perspective. The conversational structure and style of the book brilliantly gives von Foerster the opportunity to retell the story of creation by referring to all of the various branches of natural science, but with the additional insight of the new epistemology. This is a remarkable achievement which will delight any serious student of the natural sciences or of scientific writing. The scholarship that went into the conversation that the book records, both the questions and the answers, is impressive. The ideas here will be of particular interest to ambitious younger scientists looking for new lines of research." -- -Stuart Umpleby George Washington University "I know of no other such a broad and coherent statement of Foerster's essential thinking." -- -Ranulph Glanville Professor Emeritus of Architecture and Cybernetics, The Bartlett, University College London, UKTable of ContentsA Fore-word by the Series Editor An Author's Fore-words Fore-wards with Two Editors Fore-taste of an Author with Two Editors 1. First Day: Building Blocks, Observers, Emergence, Trivial Machines 2. Second Day: Innovation, Life, Order, Thermodynamics 3. Third Day: Movement, Species, Recursion, Selectivity 4. Fourth Day: Cognition, Perception, Memory, Symbols 5. Fifth Day: Communicating, Talking, Thinking, Falling 6. Sixth Day: Experiences, Heuristics, Plans, Futures 7. Seventh Day: Rest, Rest, Rest, Rest Epilogue in Heaven ... Translators' Notes Notes

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Book SynopsisNicholas Kelly is a principal at G&K Consulting, based in Bonney Lake, Washington. He is a leader in analytics adoption having designed and developed dashboards for some of the world's largest companies, from global banks to Formula 1 teams. He is a frequent speaker at international conferences, has trained thousands of professionals in data visualization and analytics adoption and is the inventor of the Dashboard Wireframe KitTrade Review"Over the many years I have worked in data analytics the field has grown significantly. It's no longer enough to deliver accurate numbers and charts: we need to consider business value, governance, adoption, story-telling and even corporate culture. Nick Kelly's book covers all that ground and more." * Donald Farmer, Principle, Tree Hive Strategy *"Achieving real business impact with data goes far beyond technical considerations - you must focus on the human considerations. Through practical examples and real-world stories, Nick has crafted a book that will teach you to capitalize on the human side of data analytics and deliver business-changing results." * David Langer, Founder, Dave on Data *"If you are looking to build an analytic capability or wondering how to improve one, this book covers the why what and how in a down to earth narrative. If you want to fast track from lessons learned and get your program running from the get-go, read this book first." * Akihiko Katayama, Chief Technology Officer, BaronsAI *Table of Contents Chapter - 01: Insight mindset; Chapter - 02: Strategy and planning; Chapter - 03: UX principles; Chapter - 04: Requirements gathering; Chapter - 05: Data assessment; Chapter - 06: The agile process; Chapter - 07: Storytelling; Chapter - 08: Crafting the vision; Chapter - 09: Managing change; Chapter - 10: Adoption and ownership; Chapter - 11: Training and documentation; Chapter - 12: Launch

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Book SynopsisBusinesses and corporate firms run significantly on the manner in which communication in them happen. They have a high degree of dependency on these communications to go well. The book Business and Administrative Communication makes the readers aware with the various kinds of communication abilities that are needed in the business and administrative world. The book comprises proper professional methods of administrative communication and aims to train the readers on these skills. It also aims o trains the readers on the way they must interact with people in the professional world to ensure clear and indicative communication.

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Book SynopsisWINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition) In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic. Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up. Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice. Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.Trade Review"In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date." * David Morley, Former Senior Partner, Allen & Overy, (2008-16); Head of Europe, CDPQ (2021-) *"For too long it has been a case of General Counsel on the one side and private practice lawyers pitching or responding to tenders on the other with a whole load of assumptions and miscommunication in between. This book delves deep to answer the questions that don't get asked early enough in the process if at all, and that, if the parties fully understood and aligned on, would make for enduring and fruitful partnerships." * Alexis Alexander, General Counsel, Liberis *"Pitching is a skill. It is an essential skill for a lawyer. This book will improve pitching skills. Frankly, you would be foolish not to read, assimilate and practice the advice it contains." * Nigel Boardman, Consultant and former partner Slaughter and May *"Strategic tendering or pitching has never been more important - in fact, it has to be the number one focus for firms and BD professionals who really want to make a difference. A wonderfully insightful book written by authors who really do get it." * David McClune, Global Chief Marketing Officer, Hogan Lovells LLP. *"This book is a recommended read for all those involved in competitive pitching in professional services and other markets. Its secret is to provide simple and practical guidance on the essential issues, backed and supported with concrete examples from real people in the real world." * Oliver Brettle Partner, Global Executive Committee Member, White & Case LLP *"This is a very well researched and thoughtful guide for all those involved in the purchasing and provision of legal services. The holistic approach taken is market leading in every respect." * Andrew S Garard, Group General Counsel and Director of Corporate Affairs, Meggitt PLC *"I can't count now many times lawyers and others have asked me for clear, relevant, practical guidance on their tendering efforts - and here it is. Essential reading for those focused on their businesses, their clients and their own careers. Goes without saying - highly recommended." * Patrick McCann, Director Learning, Linklaters LLP *"This new edition neatly summarises best practice behaviours, is informative and easy to read, packed with useful tools and tips. I think this it is an invaluable read for anyone wanting to win more work in professional services in 2022 and beyond." * Paul Cripps, Associate Partner, Markets and Business Development, EY *Table of Contents Chapter - 01: Introduction; Chapter - 02: To pitch or not to pitch?; Chapter - 03: What does the client want?; Chapter - 04: Diversity; Chapter - 05: Planning to win; Chapter - 06: The procurement predicament; Chapter - 07: Smart pricing; Chapter - 08: Global citizenship; Chapter - 09: Writing success; Chapter - 10: Public sector pitching; Chapter - 11: Presenting to win; Chapter - 12: Following up and post pitch feedback; Chapter - 13: Technology and tools; Chapter - 14: There has to be a better way

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Book SynopsisTells the history of the facsimile machine. The author recounts the multigenerational, multinational history of that device from its origins to its workplace glory days, in the process revealing how it helped create the accelerated communications, information flow, and vibrant visual culture that characterize our contemporary world.Trade ReviewCoopersmith provides an illuminating, meticulously researched and often fascinating account. Times Literary Supplement Archival research and interviews were used to reveal this lost history, while a tone designed to entertain as well as inform lends to a survey highly recommended for any interested in technological advancement and business history. Midwest Book Review Coopersmith tells his story clearly with ample attention both to technical detail and wider context, and notably with an eye to the comparative evolution of fax in different national contexts. It is highly recommended to readers. IEEE History Center Newsletter This book should be part of any history of technology collection. It also provides an interesting read for general audiences. Choice [The] breadth of coverage alone makes Faxed an important contribution to the history of communications technologies, and provides a strong foundation for further work that digs deeper into particular time period, devices, or markets. IEEE Technology andd Society Magazine] ... Each invention deserves at least one good book, and Coppersmith has written the fax machine's definitive history here. Journal of American History Based on an immense body of material collected from archives across three continents, Faxed provides a model of transnational scholarship and represents a major addition to the histories of communication and information technology. Technology and Culture Juxtaposing the obvious and the obscure, the momentous and the mundane, Coopersmith leads us inside the black box of fax history, and we emerge with fresh perspectives of one technology whose time has passed but legacy remains. H-Net Reviews The most important lesson of Faxed is that the real history of technology is inherently messy, and the complicated history captured in this book-which can be admired through the 1,148 footnotes in the back matter-is testimony to that inescapable fact. If you wish to know anything about the history of fax technology, it is highly probable that you will find it in this encyclopedic treatment. Shashi: The Journal of Japanese Business anc Company History We are fortunate that the author took the time to complete this book, because our understanding of the history of faxing, and of the history of modern technology in general, is much richer for it. The Pacific Circle ... This work is meticulously researched and the information astutely synthesized. Those with a strong interest in the history of technology will be richly rewarded. Library JournalTable of ContentsPrefaceAbbreviationsIntroduction1. First Patent to First World War, 1843–19182. First Markets, 1918–19393. Facsimile, 1939–19654. The Sleeping Giant Stirs, 1965–19805. The Giant Awakes, 1980–19956. The Fax and the ComputerConclusionNotesEssay on SourcesIndex

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Book SynopsisOften the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

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Book SynopsisWe’re relentlessly behind the curve, dousing fires everywhere, and our 3 a.m. insomnia provides the only unscheduled thinking time of the day.What we need reinserted in our lives is the missing element of white space—short periods of open, unscheduled time that, when recaptured, change the very nature of work.Trade Review“This book is more than a first-rate guide to getting more and better work done. It is a powerful meditation on the false lure of busyness and the sustaining power of the pause. A Minute to Think is essential reading for maddening times.” — Daniel H. Pink, author of When, Drive, and To Sell Is Human “I absolutely loved A Minute to Think. It’s one of the most captivating and relevant approaches to solving busyness that I’ve read. Juliet’s energetic style and practical insights play a pivotal role as we long to pause yet be more productive and creative in this next decade of hybrid working.” — Angela Ahrendts, DBE, former SVP of Apple Retail and CEO of Burberry “Juliet Funt makes a compelling case for a tactic that’s both critically important and distressingly overlooked: the strategic pause. If you regularly feel overwhelmed by your work, read this book!” — Cal Newport, New York Times bestselling author of A World Without Email and Deep Work “This smart, funny business book is brimming with actionable tools. It’s certain to make any team stronger.” — Patrick Lencioni, president, The Table Group; New York Times bestselling author of The Five Dysfunctions of a Team “My decades of experience in the productivity arena have taught me you don’t need more time—you need more room. Room to be creative, to be strategic, and simply to be present in whatever you’re doing. Juliet provides an elegant and easily followed manual of how to get us there. Bravo.” — David Allen, international bestselling author of Getting Things Done "Rarely has an author produced something so immediately relevant and profoundly important to balancing my life and to my daily practices at work. Reading A Minute to Think is an investment in getting the most out of our most precious commodity–time. Bravo." — Nicholas Drake, Vice President Global Marketing at Google “Like many, I spent most of my life convinced that busy was the same as productive. That’s how I fed my self-esteem for years. But reading A Minute to Think, I have finally and fully understood what Aristotle said: “The quality of life is determined by its activities.” — Bradley J. Preber, CEO, Grant Thornton LLP "So many of us are consumed, buried, busy and overwhelmed. A Minute to Think will set us free, delivering an immediately shift towards doing better work every day. This book is a necessary and profound advancement tool for the modern day workplace culture." — Rory Vaden, New York Times bestselling author of Take the Stairs and creator of the viral TEDx talk “How to Multiply Time” "Juliet Funt is a master of time management and she recognizes the need to attack busyness with a vengeance. I’m excited for you to explore her book on this topic so you can reevaluate how you think, work, and behave to focus on the most important things that only you can do." — Craig Groeschel, New York Times bestselling author and Pastor of Life.Church “I wish I wrote this book.” — John Cleese, comedy legend

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