Business, Finance & Law Books

Book SynopsisA better development and implementation framework for credit risk scorecards Intelligent Credit Scoring presents a business-oriented process for the development and implementation of risk prediction scorecards. The credit scorecard is a powerful tool for measuring the risk of individual borrowers, gauging overall risk exposure and developing analytically driven, risk-adjusted strategies for existing customers. In the past 10 years, hundreds of banks worldwide have brought the process of developing credit scoring models in-house, while credit scores'' have become a frequent topic of conversation in many countries where bureau scores are used broadly. In the United States, the FICO'' and Vantage'' scores continue to be discussed by borrowers hoping to get a better deal from the banks. While knowledge of the statistical processes around building credit scorecards is common, the business context and intelligence that allows you to build better, more robust, and ultimately Table of ContentsAcknowledgments xiii Chapter 1 Introduction 1 Scorecards: General Overview 9 Notes 18 Chapter 2 Scorecard Development: The People and the Process 19 Scorecard Development Roles 21 Intelligent Scorecard Development 31 Scorecard Development and Implementation Process: Overview 31 Notes 34 Chapter 3 Designing the Infrastructure for Scorecard Development 35 Data Gathering and Organization 39 Creation of Modeling Data Sets 41 Data Mining/Scorecard Development 41 Validation/Backtesting 43 Model Implementation 43 Reporting and Analytics 44 Note 44 Chapter 4 Scorecard Development Process, Stage 1: Preliminaries and Planning 45 Create Business Plan 46 Create Project Plan 57 Why “Scorecard” Format? 60 Notes 61 Chapter 5 Managing the Risks of In-House Scorecard Development 63 Human Resource Risk 65 Technology and Knowledge Stagnation Risk 68 Chapter 6 Scorecard Development Process, Stage 2: Data Review and Project Parameters 73 Data Availability and Quality Review 74 Data Gathering for Definition of Project Parameters 77 Defi nition of Project Parameters 78 Segmentation 103 Methodology 116 Review of Implementation Plan 117 Notes 118 Chapter 7 Default Definition under Basel 119 Introduction 120 Default Event 121 Prediction Horizon and Default Rate 124 Validation of Default Rate and Recalibration 126 Application Scoring and Basel II 128 Summary 129 Notes 130 Chapter 8 Scorecard Development Process, Stage 3: Development Database Creation 131 Development Sample Specification 132 Sampling 140 Development Data Collection and Construction 142 Adjusting for Prior Probabilities 144 Notes 148 Chapter 9 Big Data: Emerging Technology for Today’s Credit Analyst 149 The Four V’s of Big Data for Credit Scoring 150 Credit Scoring and the Data Collection Process 158 Credit Scoring in the Era of Big Data 159 Ethical Considerations of Credit Scoring in the Era of Big Data 164 Conclusion 170 Notes 171 Chapter 10 Scorecard Development Process, Stage 4: Scorecard Development 173 Explore Data 175 Missing Values and Outliers 175 Correlation 178 Initial Characteristic Analysis 179 Preliminary Scorecard 200 Reject Inference 215 Final Scorecard Production 236 Choosing a Scorecard 246 Validation 258 Notes 262 Chapter 11 Scorecard Development Process, Stage 5: Scorecard Management Reports 265 Gains Table 267 Characteristic Reports 273 Chapter 12 Scorecard Development Process, Stage 6: Scorecard Implementation 275 Pre-implementation Validation 276 Strategy Development 291 Notes 318 Chapter 13 Validating Generic Vendor Scorecards 319 Introduction 320 Vendor Management Considerations 323 Vendor Model Purpose 326 Model Estimation Methodology 331 Validation Assessment 337 Vendor Model Implementation and Deployment 340 Considerations for Ongoing Monitoring 341 Ongoing Quality Assurance of the Vendor 351 Get Involved 352 Appendix: Key Considerations for Vendor Scorecard Validations 353 Notes 355 Chapter 14 Scorecard Development Process, Stage 7: Post-implementation 359 Scorecard and Portfolio Monitoring Reports 360 Reacting to Changes 377 Review 399 Notes 401 Appendix A: Common Variables Used in Credit Scoring 403 Appendix B: End-to-End Example of Scorecard Creation 411 Bibliography 417 About the Author 425 About the Contributing Authors 427 Index 429

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Book SynopsisTrade Review"[Show Your Work is] timeless; readers can return to it repeatedly throughout life and still glean useful ideas and tips... Anyone starting out (or starting over)...will find upbeat encouragement here." Library Journal Some people are natural self-promoters. For others, it s painfully difficult to put their work out there. In this creatively designed pocket-sized book, Kleon offers the latter group effective strategies that allow them to share their work without leaving their comfort zone . Kleon s advice is sassy and spot-on. Publishers Weekly [The] subtitle could just as easily be, How to Self-promote Without Being a Jerkface. It s an incredibly useful and compulsively readable short book. Fast Company Kleon addresses with equal parts humility, honesty, and humor one of the quintessential questions of the creative life: How do you get discovered ? In some ways, the book is the mirror-image of Kleon s debut rather than encouraging you to steal from others it offers a blueprint to making your work influential enough to be theft-worthy. Brain Pickings A must-read for anyone involved in the creative process. LibraryReads Kleon s powerful advice makes this small-format book not-at-all little. Booklist In this motivating book, packed with smart approaches, ideas and quotes, Kleon teaches you how best to navigate through creative work in the present day... A certain and deserved bestseller. The Bookseller It s not often that I find myself reviewing a book that I can say has already changed my life... At a crucial turn in this fabulous little wallop of a book comes the simple directive, Share something small every day. That something oughtn t be your Instagrammed latte or a selfie, but something useful or interesting about your work. Put enough somethings out there, and a lone artist or entrepreneur can soon be a productive part of a creative community. BookPage "

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Book SynopsisNavigate M&A accounting arbitrations with insider perspective M&A Disputes takes you inside the dispute resolution process to help you put together the many moving parts necessary to obtain a successful outcome.Table of ContentsPreface xi Acknowledgments xv About the Authors xvii PART ONE The M&A Dispute Framework 1 CHAPTER 1 Introduction to M&A Disputes 3 CHAPTER 2 The Post-Closing Adjustment and Dispute Process 14 CHAPTER 3 Post-Closing Net Working Capital Adjustments 26 PART TWO Core Concepts and Issues 41 CHAPTER 4 The Nature of GAAP 43 CHAPTER 5 Past Practices in Accordance with GAAP 54 CHAPTER 6 Target Net Working Capital 81 CHAPTER 7 Transaction-Specific Adjustments 92 CHAPTER 8 Audited Financial Statements and Auditing Concepts 106 CHAPTER 9 Subsequent Events, New Positions, and New Information 117 PART THREE The Accounting Arbitration 133 CHAPTER 10 Mitigation of Post-Closing Purchase Price Disputes 135 CHAPTER 11 Selection and Retention of an Accounting Arbitrator 148 CHAPTER 12 The Parties’ Initial Submissions 158 CHAPTER 13 Further Submissions, Proceedings, and Considerations 175 CHAPTER 14 The Arbitration Award 188 PART FOUR The Disputed Items 203 CHAPTER 15 Overview of Disputed Items 205 CHAPTER 16 Inventory 221 CHAPTER 17 Accounts Receivable 247 CHAPTER 18 Contingent Liabilities 267 CHAPTER 19 Revenue Recognition and Expense Accruals 278 PART FIVE Other Topics 289 CHAPTER 20 Governing Agreements and Contractual Choices 291 CHAPTER 21 Interaction with Indemnification Provisions 306 CHAPTER 22 Other Mechanisms, Earn-Outs, and Locked Boxes 317 CHAPTER 23 International Considerations 337 Index 347

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Book SynopsisA visual guide to market trading using intermarket analysis and exchange-traded funds With global markets and asset classes growing even more interconnected, intermarket analysisthe analysis of related asset classes or financial markets to determine their strengths and weaknesseshas become an essential part of any trader''s due diligence. In Trading with Intermarket Analysis, John J. Murphy, former technical analyst for CNBC, lays out the technical and intermarket tools needed to understand global markets and illustrates how they help traders profit in volatile climates using exchange-traded funds. Armed with a knowledge of how economic forces impact various markets and financial sectors, investors and traders can profit by exploiting opportunities in markets about to rise and avoiding those poised to fall. Trading with Intermarket Analysis provides advice on trend following, chart patterns, moving averages, oscillators, spotting tops and bottoms, using Table of ContentsAcknowledgments ix Introduction xi Part I The Old Normal 1 Chapter 1 Intermarket Analysis: The Study of Relationships 3 Chapter 2 Review of the Old Normal 15 Chapter 3 The 1997–1998 Asian Currency Crisis 25 Part II The 2000 and 2007 Tops 35 Chapter 4 Intermarket Events Surrounding the 2000 Top 37 Chapter 5 The 2002 Falling Dollar Boosts Commodities 47 Chapter 6 Asset Allocation Rotations Leading to the 2007 Top 59 Chapter 7 Visual Analysis of the 2007 Market Top 73 Part III The Business Cycle and ETFs 89 Chapter 8 Intermarket Analysis and the Business Cycle 91 Chapter 9 The Impact of the Business Cycle on Market Sectors 105 Chapter 10 Exchange-Traded Funds 123 Part IV The New Normal 129 Chapter 11 The Dollar and Commodities Trend in Opposite Directions 131 Chapter 12 Stocks and Commodities Become Highly Correlated 145 Chapter 13 Stocks and the Dollar 161 Chapter 14 The Link between Bonds and Stocks 179 Chapter 15 The Link between Bonds and Commodities 197 Conclusion: It’s All about Relationships 215 About the Author 227 Index 229

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Book SynopsisUnlock explosive growth potential with the true model of modern leadership Thoughtfully Ruthless lays out the secret to rapid business growth by showing you how to magically invent more time, catapult your energy, and boost the productivity of your resources.Table of ContentsForeword xi Preface xiii Acknowledgments xv Part I Why You Need to Be Thoughtfully Ruthless 1 Chapter 1 Thoughtful and Ruthless 3 The Trigger Points for Thoughtfully Ruthless 3 Who Is Thoughtful? Who Is Ruthless? 5 Can You Name One? 6 Your Time, Energy, and Resources 7 How Thoughtfully Ruthless Are You? 15 Chapter 2 The Cost of Doing Nothing 19 The Cost of Delay 20 The Downward Spiral of Gloom 21 The Thoughtfully Ruthless Success Loop 25 Chapter 3 Your Selfish Charter 29 Your Sensibly Selfish Charter 32 Wishful Thinking Works 35 Chapter 4 Become Brilliant at Demonstrating Your Brilliance 39 Assessing Your Brilliance and How Brilliantly You Demonstrate It 40 Why Appearance Trumps Reality Every Time 42 How to Transform from Being Humble to Shameless 48 Your Action 50 Part II Thoughtfully Ruthless with Your Time 53 Chapter 5 The Power of No 55 The Powerful Post-It 56 The Immediacy Effect 57 How to Be Productively Unproductive 60 How to Control Input Overload 61 Your Lost Discipline List 63 Thirty Ways to Say No 64 Chapter 6 SHUSH!: How to Create Silence, Space, and Time 67 Your Daily Silence 67 The Gift of Time 70 In-box in Control 73 Calendar Chaos 77 Meaningful Meetings 79 The Thoughtfully Ruthless Deadline Tracker 84 Part III Thoughtfully Ruthless with Your Energy 89 Chapter 7 Becoming Imperturbable 91 How to Stop the Worry Trifecta 91 Rapid Thought to Action 95 How Imperturbable Are You? 96 Managing the Energy Leaks 98 Your Accelerators and Decelerators 100 Accelerating by Improving Your Sleep, Nutrition, and Exercise 100 Chapter 8 Divorce Your Friends and Network 109 The Greenhouse Effect 110 Put Your Social Life on Autopilot 113 An Enviable Inner Circle of Advisors 115 Internal and External Connections 116 Communities 116 Perfecting Your Team’s Connections 117 Surrounding Yourself with Believers 117 Chapter 9 Creating a Leapfrog Organization 119 Your Five-Year Leap 119 The Intentional Annoyance Phase 124 Building an Exemplary Board 127 Leaving Your Legacy 132 Chapter 10 The Thoughtfully Ruthless Team 135 Steps for Galvanizing Your Team 138 The Characteristics of a Galvanized Team 142 Do You Tolerate Mediocrity? 149 Chapter 11 Amazon versus Microsoft 155 Assessing Your Culture 160 Can You Take the Heat? 167 Reward the Results You Want 169 Unleashing Innovation 170 Using the Cultural Continuum 171 The Express Lane to Culture Change 172 Chapter 12 Mind the Gap 173 Evaporating Excuses 173 Prepare for Abrupt U-turns 175 Change Your View, Change Your Habits 176 Listen to Who You Listen to 177 Evidence, Patterns, and Observed Behavior 177 Practice Altitude Adjustment 179 Make Unpopular and High-Risk Decisions 179 Appendix 185 Ninety-Nine Ways to Be Thoughtfully Ruthless with Your Time 185 Ninety-Nine Ways to Be Thoughtfully Ruthless with Your Energy 190 Ninety-Nine Ways to Be Thoughtfully Ruthless with Your Resources 194 About the Author 201 Index 203

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Book SynopsisGet a handle on disruption, innovation and opportunity in investment technology The digital evolution is enabling the creation of sophisticated software solutions that make money management more accessible, affordable and eponymous. Full automation is attractive to investors at an early stage of wealth accumulation, but hybrid models are of interest to investors who control larger amounts of wealth, particularly those who have enough wealth to be able to efficiently diversify their holdings. Investors can now outperform their benchmarks more easily using the latest tech tools. The WEALTHTECH Book is the only comprehensive guide of its kind to the disruption, innovation and opportunity in technology in the investment management sector. It is an invaluable source of information for entrepreneurs, innovators, investors, insurers, analysts and consultants working in or interested in investing in this space. Explains how the wealth management sector isTable of ContentsPreface viii About the Editors xi Acknowledgements xiii 1. Introduction The Augmented Investment Management Industry 7 FinTech Disruption Across the Wealth Management Value Chain – Will FinTech Dominate the Wealth Management Model of the Future or is there Still a Place for Traditional Wealth Managers? 11 Embracing Emerging Technology 16 WealthTech – Business as Unusual 19 Welcoming an Artificial Intelligence Robot as a Colleague 23 Essential Digitization in Wealth Management 28 Becoming Millennial-Minded is Key for WealthTech 31 “To Infinity and Beyond!” – Building WealthTech Applications has Never Been Easier 34 2. Digitizing Client Advisory and Robo-Advisors Ten Reasons Why Digital Wealth Management Will Become a Worldwide Market Standard 42 What Do Wealthy Clients Think About Digital Wealth Management? 45 Challenges of Digitizing Wealth Management Advisory 50 The Hybrid Advice Model 53 No “One Size Fits All” – Personalized Client Service and Social Selling in Wealth Management 57 How to Give “Sleep-Tight” Robo-Advice 62 How Gamification Can Attract Consumers to Sign Up 65 The Counter-intuitive Reality of Robo-Advice Demographics 68 How Emerging Technologies Will Change Emerging Markets – Welcome Robo-Advisor X.0! 71 Presentation Technology – Enriching the Client Experience in a Physical and Virtual World 74 Digital Super Powers – The Role of Artificial Intelligence in Wealth Management 77 Using Artificial Intelligence in Wealth Management 80 Digital Asset Management in 2020 – Seven Theses 83 Making Digital Advice Personal is as Important as Making Personal Advice Digital 86 3. Digitizing Wealth Management Operations Digital Business Model for Wealth Management Operations as Matchmaker of Generations 94 How a Digital Architecture Can Lead to Tangible Business Results 97 The Personalization Pillar 101 Digitizing Wealth Management 105 Survival of the Fittest – Cyber Resilience 108 4. Digital Platforms, Products and Ecosystems Wealth Management-as-a-Platform – The New Business Architecture with PSD2 116 Wealth Management – Preparing for a Digital Revolution 120 How to Digitalize Wealth Management at Banks 123 Key Success Factors in Gaining Market Share and Scale in Alternative Lending 127 Personal Financial Intelligence – AI and the Future of Money Management 132 Financial Forecasting and Portfolio Optimization in the 21st Century 135 AI-Powered Wealth Management Products and Investment Vehicles 138 Wealth Managers Can Deliver Effective Client Outcomes with a Data-Driven Investment Process 142 The Business Case for Gender Equality 147 Fiduciary Robo-Selection is Possible in a New Fund Order 151 5. Blockchain Applications in Asset and Wealth Management Cryptocurrencies and Blockchain 158 How Blockchain Drives Innovation in Asset Management 162 Use Cases and Monetization Challenges of Blockchain Applications in Wealth Management 166 Blockchain as a Backbone to Asset and Wealth Creation 170 Dreaming of a Ledger-Free, Globally Connected Wealth Management Industry 173 Trust Arbitrage and the Future of the Wealth Manager – How Blockchain Innovations Can Crack the Code 177 Investment and Issuance Distributed in Blockchain 181 6. Founders’ Success Stories Launching MeDirect Bank as a Challenger Bank 190 Empowering Women Financially – The Why and the How 194 Why I Left Goldman Sachs for FinTech 197 Moneymeets.com – Germany’s Leading Personal Finance Management Portal 199 The 100 Trillion Dollar Market Failure 203 7. Enterprise Innovation Just Do It! Using the Buzz Around Innovation to Empower Banks and Asset Managers 210 Leveraging Corporate Innovation by Opening Banks to External Ecosystems 213 Wealth Management is Dead, Long Live Wealth Management 216 8. Global Overview of WealthTech Is the Future of WealthTech Already in China? 224 WealthTech in Latin America 227 Challenges in the Japanese Wealth Management Market – Digital Issuance and Distribution of Japanese Real-Estate Securitized Products 231 How to Unlock WealthTech in Turkey 234 9. What is the Future of WealthTech? The Networked Client 244 The Investment Managers of the Future are Going to be Millennials 247 Empowering Asset Owners and the Buy Side 251 An Industry Driven by Digital, Data and Artificial Intelligence 254 WealthTech – Taking Private Banking and Wealth Management Digital 257 The Wealth Management Canvas – A Framework for Designing the WealthTech Firm of the Future 260 The Ingredients of IKEA’s Approach for a Starry Wealth Management – Choose to Change the Competitive Arena in a Mature Sector 264 FinTech and the Wealth Management Challenge 267 Cognitive Decision-Making with “Insights-as-a-Service” 271 More Banking for Less Money 273 How AI Will Cause Robo-Advice to Completely Outperform Human Advice 275 Security in the Future of WealthTech 279 How China is Shaping WealthTech and the Future of Financial Services 282 From the Technological to the Financial Singularity – A Journey Without Return to the Future of Finance 285 Welcoming the 2058 Class of the “Galactic Academy of Wealth Management” 289 List of Contributors 292 Index 309

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Book SynopsisAdopt the investment strategy that built Warren Buffett's fortune Invest Like a Guru provides an invaluable resource for high-quality-focused value investing, with expert insight and practical tools for implementation. Written by the man behind GuruFocus.Table of ContentsAcknowledgments ix Introduction xi Chapter 1 The Gurus 1 Chapter 2 Deep-Value Investing and Its Inherent Problems 24 Chapter 3 Buy Only Good Companies! 38 Chapter 4 Again, Buy Only Good Companies— and Know Where to Find Them 62 Chapter 5 Buy Good Companies at Fair Prices 80 Chapter 6 Buy Good Companies: The Checklist 101 Chapter 7 Failures, Errors, and Value Traps 115 Chapter 8 Passive Portfolios, Cash Level, and Performance 132 Chapter 9 How to Evaluate Companies 142 Chapter 10 Market Cycles and Valuations 168 Epilogue 181 Notes 183 About the Author 190 Index 191

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Book SynopsisThe essential companion to the book that revolutionized entrepreneurship Disciplined Entrepreneurship Workbook provides a practical manual for working the 24-step framework presented in Disciplined Entrepreneurship.Table of ContentsPreface xiii Introducing the Disciplined Entrepreneurship Canvas xv What Is the Disciplined Entrepreneurship Canvas, and Why Is It Important? How to Approach the Disciplined Entrepreneurship Canvas Example of Using the Disciplined Entrepreneurship Canvas with Feedback Step 0 How Do I Get Started? Should I? 1 Your Passion Your Team Coming Up with an Idea or a Technology Hybrid Idea: Mix of Market Pull and Technology Push Step 1 Market Segmentation 11 What Is Step 1, Market Segmentation? Why Do We Do This Step, and Why Do We Do It Now? Process Guide Bonus Topic A Practical Guide to Primary Market Research 23 What Is Primary Market Research? Worksheets Step 2 Select a Beachhead Market 39 What Is Step 2, Select a Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Decision for Team to Sign Off on the Beachhead Market Step 3 Build an End User Profile for the Beachhead Market 47 What Is Step 3, Build an End User Profile for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 4 Estimate the Total Addressable Market (TAM) for the Beachhead Market 53 What Is Step 4, Estimate the Total Addressable Market (TAM) for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topics: Bottom‐Up TAM Analysis Step 5 Profile the Persona for the Beachhead Market 65 What Is Step 5, Profile the Persona for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topic: Persona Profiles for Multisided End User Market Step 6 Full Life Cycle Use Case 79 What Is Step 6, Full Life Cycle Use Case? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 7 High-Level Product Specification 87 What Is Step 7, High-Level Product Specification? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topic: High-Level Product Brochure Step 8 Quantify the Value Proposition 95 What Is Step 8, Quantify the Value Proposition? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 9 Identify Your Next 10 Customers 101 What Is Step 9, Identify Your Next 10 Customers? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 10 Define Your Core 113 What Is Step 10, Define Your Core? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 11 Chart Your Competitive Position 119 What Is Step 11, Chart Your Competitive Position? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 12 Determine the Customer’s Decision-Making Unit (DMU) 125 What Is Step 12, Determine the Customer’s Decision-Making Unit (DMU)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 13 Map the Process to Acquire a Paying Customer 131 What Is Step 13, Map the Process to Acquire a Paying Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Bonus Topic Windows of Opportunity and Triggers 143 What Are Windows of Opportunities and Triggers? Why Are They Important and Why Now? Process Guide General Exercises to Understand Concept Worksheet Step 14 Estimate the Total Addressable Market (TAM) Size for Follow-on Markets 153 What Is Step 14, Estimate the Total Addressable Market (TAM) Size for Follow-on Markets? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 15 Design a Business Model 161 What Is Step 15, Design a Business Model? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 16 Set Your Pricing Framework 169 What Is Step 16, Set Your Pricing Framework? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 17 Estimate the Lifetime Value (LTV) of an Acquired Customer 175 What Is Step 17, Estimate the Lifetime Value of an Acquired Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 18 Map the Sales Process to Acquire a Customer 181 What Is Step 18, Map the Sales Process to Acquire a Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Example Step 19 Estimate the Cost of Customer Acquisition (COCA) 199 What Is Step 19, Estimate the Cost of Customer Acquisition (COCA)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 20 Identify Key Assumptions 209 What Is Step 20, Identify Key Assumptions? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 21 Test Key Assumptions 215 What Is Step 21, Test Key Assumptions? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 22 Define the Minimum Viable Business Product (MVBP) 221 What Is Step 22, Define the Minimum Viable Business Product (MVBP)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 23 Show That “The Dogs Will Eat the Dog Food” 225 What Is Step 23, Show That “The Dogs Will Eat the Dog Food”? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 24 Develop a Product Plan 231 What Is Step 24, Develop a Product Plan? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Beyond the 24 Steps 241 What Is Missing in the 24 Steps? Worksheet Exercise Answers 245 Index 253

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Book SynopsisTable of ContentsForeword xix Introduction xxiii Chapter 1 What Makes Great Client Service? 1 Part One How To Be Great With Clients Chapter 2 Account Management’s Role 9 Chapter 3 Achieving the Next Level 13 Chapter 4 Transforming a Career into a Calling 15 Part Two Winning New Business For Your Agency Chapter 5 New Business: What It Is, Why It Is Important, and Why You Should Give a Damn 19 Chapter 6 How to Contribute Before, During, and After Pitch Day 25 Chapter 7 Getting to Yes 41 Part Three Beginning A Client Relationship Chapter 8 In a High Tech World, Be Low Tech 47 Chapter 9 What Success Looks Like 51 Chapter 10 Always Manage Client Expectations from the Outset 53 Chapter 11 Be Multilingual 57 Chapter 12 Live the Client’s Brand 59 Chapter 13 Ask, “What Do My Colleagues Need to Create Great Advertising?” Then Deliver It 61 Part Four How To … Chapter 14 Run a Meeting 65 Chapter 15 Brief a Colleague 71 Chapter 16 Write a Conference Report 73 Chapter 17 Perfect the Perfect Scope of Work 77 Chapter 18 Craft That Schedule You Need to Create 89 Chapter 19 Build a Better Budget 93 Chapter 20 Draft a Letter of Proposal 101 Chapter 21 Create a PowerPoint Presentation 111 Part Five Formulating the Brief That Drives Great Creative Chapter 22 Take the Word Brief Seriously 119 Chapter 23 What Makes a Brilliant Brief? 125 Chapter 24 In Writing the Brief, Provide the Client’s Perspective 133 Chapter 25 Know When to Look It Up; Know When to Make It Up 139 Part Six Establishing Trust With Clients Chapter 26 Great Work Wins Business; a Great Relationship Keeps It 143 Chapter 27 Client Presentations Are as Important as New Business Presentations 145 Chapter 28 Always Ask, “Does This Advertising Pass the ‘So What’ Test?” 149 Chapter 29 Don’t Fall in Love with Good Work; Don’t Fall for Bad Work 151 Chapter 30 Choice Is Good 155 Chapter 31 Fight About the Work with Colleagues; Fight for It with Clients 157 Chapter 32 Do Not Sell 161 Chapter 33 Bring Your Clients into the Process Early and Often 163 Chapter 34 Respect What It Takes to Do Great Creative 165 Chapter 35 Credit Is for Creative Directors 169 Chapter 36 We Are Smarter Together Than We Are Alone 171 Chapter 37 Judgment Overrides Any Rule 173 Chapter 38 Ideas Are the Currency We Trade in 175 Part Seven Building Long-Term Client Relationships Chapter 39 Make No Commitment without Consultation 193 Chapter 40 Take on the Coloration of Your Clients; Do Not Compromise Your Character 197 Chapter 41 Never Forget It’s a Business 199 Chapter 42 Once a Client, Always a Client 201 Chapter 43 Going Rogue 203 Part Eight How To Deal With Unhappy Clients Chapter 44 Always Think Endgame 207 Chapter 45 No Surprises about Money or Time 209 Chapter 46 Deal with Problems Head-On 211 Chapter 47 If Things Go Wrong, Take the Blame 213 Chapter 48 What Happens When I Screw Up? 215 Chapter 49 Getting Fired 219 Part Nine Regaining Client Trust Chapter 50 How Happy Clients Help You Gain New Ones 223 Chapter 51 Five Client Challenges to Agencies 225 Chapter 52 Five Client Service Principles to Believe In 233 Acknowledgments: Remember To Say “Thank You” 243 Postscript 245 A Bunch of Books to Make You Better At What You Do 249 About The Author 253 Index 255

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Book SynopsisThis new edition of the all in one' textbook for the postgraduate study of valuation on real estate courses retains its focus on the valuation and appraisal of commercial and industrial property across investment, development and occupier markets.Table of ContentsPreface xiii Acknowledgements xv PART A PROPERTY VALUE AND PROPERTY VALUATION 1 1 Microeconomic Concepts 3 1.1 Supply and demand, markets and equilibrium price determination 3 1.2 The property market and price determination 6 1.2.1 Rent for land 6 1.2.2 Land use rents 8 1.2.3 Land use intensity 12 1.3 Location and land use 14 1.4 The economics of property development 22 1.4.1 Type and density of property development 22 1.4.2 The timing of redevelopment 25 Notes 28 References 29 2 Macroeconomic Considerations 31 2.1 The commercial property market 31 2.2 Property occupation 33 2.3 Property investment 34 2.4 Property development 43 2.5 Property and the wider economy 44 References 48 3 What is Property Valuation 49 3.1 Introduction 49 3.2 The need for valuations 50 3.2.1 Types of property to be valued 52 3.2.2 Bases of value 57 3.3 Determinants of value 60 3.3.1 Property-specific factors 60 3.3.2 Market-related factors 66 3.4 Valuation procedures 69 3.4.1 Terms of engagement 71 3.4.2 Inspections and investigations 71 3.4.3 Valuation report 73 3.5 Measurement 73 Appendix – Inspection checklist 76 Notes 81 References 81 4 Valuation Mathematics 83 4.1 Introduction 83 4.2 The time value of money 84 4.2.1 Single period investments 85 4.2.2 Multi-period investments 86 4.2.3 Tax 93 4.3 Yields and rates of return 94 4.3.1 Yields 95 4.3.2 Rates of return 96 4.3.3 Yields and rates of return 98 References 99 PART B VALUATION METHODS 101 5 Comparison Method 103 5.1 Introduction 103 5.2 Sources of data 104 5.3 Comparison metrics 106 5.3.1 Relative value of retail ground floor ‘zones’ 107 5.4 Comparison adjustment 110 References 114 6 Investment Method 115 6.1 Introduction 115 6.2 All-risks yield (ARY) methods 117 6.2.1 Valuation of rack-rented freehold property investments 117 6.2.2 Valuation of reversionary freehold property investments 119 6.2.3 Valuation of leasehold property investments 127 6.2.4 Example: ARY Investment method 134 6.3 Discounted cash-flow (DCF) methods 135 6.3.1 A discounted cash-flow valuation model 136 6.3.2 Applying the DCF valuation model 142 Notes 157 References 157 Further reading 158 7 Profits Method 161 7.1 Introduction 161 7.2 Method 162 7.3 Example of a profits method valuation 166 7.4 Summary 169 Notes 170 References 170 8 Replacement Cost Method 171 8.1 Introduction 171 8.2 Method 172 8.3 Application 178 8.3.1 Valuation of an owner-occupied property for accounts purposes 178 8.3.2 Valuation for insurance purposes 178 8.4 Issues 178 8.4.1 Definitional problems 179 8.4.2 Methodological problems 181 8.5 Summary 184 Notes 185 References 186 9 Residual Method 187 9.1 Introduction 187 9.2 Conventional residual land valuation 188 9.3 Problems with the residual method 199 9.4 Cash-flow residual model 202 References 206 10 Automated Valuation Models and Computer-Assisted Mass Appraisal 207 10.1 Introduction 207 10.2 Method 207 10.2.1 Simple linear regression (dependence of one metric variable on another) 208 10.2.2 Multiple linear regression (dependence of one variable on two or more variables) 211 10.3 Example 215 10.3.1 Data 215 10.3.2 Descriptive statistics 216 10.3.3 Simple linear regression 216 10.3.4 Multiple linear regression 220 10.4 Multiple regression analysis: Research and applications 226 10.4.1 Computer-assisted mass appraisal 228 10.4.2 Automated valuation models 229 10.5 Advantages and disadvantages of regression-based valuation 230 Notes 231 References 231 PART C VALUATION APPLICATIONS 233 11 Lease Pricing 235 11.1 Introduction 235 11.2 Lease incentives 236 11.2.1 Rent-free periods 237 11.2.2 Capital contributions 241 11.2.3 Premiums and reverse premiums 242 11.3 Alternative lease arrangements 246 11.3.1 Stepped rents 246 11.3.2 Turnover rents 247 11.3.3 Short leases and leases with break options 249 11.4 Valuations at rent review, lease renewal and lease end 252 11.4.1 Rent reviews 252 11.4.2 Surrender and renewal of leases 253 11.4.3 Compensation for disturbance and improvements 255 11.4.4 Example 1 256 11.4.5 Example 2 259 Notes 262 References 263 12 Valuations for Financial Statements and for Secured Lending Purposes 264 12.1 Valuing property for financial statements 264 12.1.1 Financial reporting standards and valuation bases 265 12.2 Methods of valuing property assets for financial reporting purposes 272 12.2.1 Example valuations 274 12.3 Valuations for lending purposes where the loan is secured against commercial property 279 12.3.1 Example 281 Notes 285 References 286 13 Valuations for Taxation Purposes 287 13.1 Capital gains tax and corporation tax 287 13.1.1 Grant of a long lease out of a freehold or long leasehold interest 294 13.1.2 Grant of a short lease out of a freehold or long leasehold interest 295 13.1.3 Grant of a short lease out of a short leasehold interest 296 13.2 Inheritance tax 297 13.3 Business rates 299 13.3.1 Rental comparison 302 13.3.2 Profits method 303 13.3.3 Contractor’s method 304 Note 306 References 306 14 Valuations for Compulsory Purchase and Compensation 307 14.1 Compensation for land taken (compulsorily acquired) 308 14.2 Compensation for severance and injurious affection 311 14.2.1 Compensation where part of an owner’s land is acquired 311 14.2.2 Compensation where no land is taken 314 14.3 Disturbance compensation 315 14.3.1 Case study 316 14.4 Planning compensation 317 14.4.1 Revocation, modification and discontinuance orders 318 14.4.2 Purchase notices and blight notices 318 14.5 A note on CGT and compensation for compulsory acquisition 319 Notes 320 References 321 15 Specialist Valuations 322 15.1 Operational entities or ‘trade-related’ properties 322 15.1.1 Hotels, guest houses, bed & breakfast and self-catering accommodation 322 15.1.2 Restaurants, public houses and nightclubs 324 15.1.3 Care homes 328 15.1.4 Petrol filling stations 330 15.1.5 Student accommodation 331 15.1.6 Serviced offices 332 15.1.7 Data centres 335 15.2 Valuation of contaminated land 335 15.3 Synergistic value 339 15.3.1 Physical merger 339 15.3.2 Legal merger 339 15.4 Special Purpose Valuations 340 15.4.1 Charitable Valuations 340 15.4.2 Local authority disposals of land for less than best consideration 341 Notes 341 References 342 16 Investment Valuations – Further Considerations 343 16.1 Short leases and leases with break clauses 343 16.2 Over-rented property investments 346 16.3 Valuation accuracy, variance and uncertainty 349 16.3.1 Valuation accuracy 349 16.3.2 Valuation variance 350 16.3.3 Valuation uncertainty 352 16.3.4 Sensitivity analysis 353 16.3.5 Scenario testing and discrete probability modelling 356 16.3.6 Continuous probability modelling and simulation 359 16.3.7 Arbitrage (tenant yield approach) 363 Notes 368 References 369 PART D APPRAISAL 371 17 Investment Appraisal 373 17.1 Introduction 373 17.2 Appraisal information and assumptions 375 17.2.1 Rent and rental growth 375 17.2.2 Target rate of return 377 17.2.3 Holding period 380 17.2.4 Exit value 381 17.3 Appraisal methodology 381 17.3.1 Payback method 381 17.3.2 Yield 382 17.3.3 DCF methods of investment appraisal 383 17.3.4 Example 393 17.4 Risk analysis in property investment appraisal 395 17.5 Financing property investment 398 Notes 401 References 401 18 Development Appraisal 403 18.1 Introduction 403 18.2 Conventional residual profit appraisal 403 18.2.1 Profit as a percentage of cost 405 18.2.2 Development yield 406 18.2.3 Criticisms 406 18.3 Cash-flow profit appraisal 408 18.3.1 Criticisms 412 18.4 Development risk 413 18.4.1 Risk analysis 414 18.4.2 Risk management 427 18.5 Development finance 429 18.5.1 Borrowers of development finance 429 18.5.2 Type of finance 430 18.5.3 Sources of development finance 431 18.5.4 Duration of funding 432 18.5.5 Typical development finance structures 433 18.5.6 Gearing 439 18.5.7 Risk management in property financing 439 18.5.8 Finance accounting 441 18.5.9 Sales revenue 444 Notes 452 References 453 Glossary 454 Index 460

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Book SynopsisTransform your organization into a dynamic catalyst for success Accelerating Performance is not just another warm and fuzzy change management book it's a practical, comprehensive, data-driven action plan for picking up the pace and achieving more.Table of ContentsForeword xi Acknowledgments xv About the Authors xvii Introduction 1 SECTION I MOVE FAST OR DIE FASTER 5 CHAPTER 1 The Soft Stuff Really Is the Hard Stuff 7 CHAPTER 2 How to Increase Your METAbolic Rate 17 CHAPTER 3 A Learning Laboratory 31 CHAPTER 4 Our Journey to META 41 CHAPTER 5 What’s Your Current Pace?: A Diagnostic 55 SECTION II THE ACCELERATION IMPERATIVE 63 CHAPTER 6 Accelerating Strategy: Less Plan, More Planning 65 CHAPTER 7 Accelerating Organizations: Turning Drag into Drive 85 CHAPTER 8 Accelerating Teams: Capability Equals Ability Minus Ego 123 CHAPTER 9 Accelerating Leaders: The Leader Sets the Pace 149 SECTION III HOW TO START 165 CHAPTER 10 Finding the Right Recipe 167 CHAPTER 11 The ABC of Behavior Change 181 CHAPTER 12 Change the People or Change the People 199 CHAPTER 13 The Board as Catalyst 211 SECTION IV THE FOUR KEY SKILLS 223 CHAPTER 14 Ripple Intelligence: Join the Dots 225 CHAPTER 15 Resource Fluidity: Match Resources to Opportunities 237 CHAPTER 16 Dissolving Paradox: Reframe the Issue 249 CHAPTER 17 Liquid Leadership: Connect Beyond Hierarchy 263 CHAPTER 18 Conclusion: It’s More than a Program 273 Research Appendix 291 Index 317

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Book SynopsisA comprehensive collection of the field''s most provocative, influential new work Business Forecasting compiles some of the field''s important and influential literature into a single, comprehensive reference for forecast modeling and process improvement. It is packed with provocative ideas from forecasting researchers and practitioners, on topics including accuracy metrics, benchmarking, modeling of problem data, and overcoming dysfunctional behaviors. Its coverage includes often-overlooked issues at the forefront of research, such as uncertainty, randomness, and forecastability, as well as emerging areas like data mining for forecasting. The articles present critical analysis of current practices and consideration of new ideas. With a mix of formal, rigorous pieces and brief introductory chapters, the book provides practitioners with a comprehensive examination of the current state of the business forecasting field. Forecasting performance is ultimately limitedTable of ContentsForeword xv Preface xix Chapter 1 Fundamental Considerations in Business Forecasting 1 1.1 Getting Real about Uncertainty (Paul Goodwin) 3 1.2 What Demand Planners Can Learn from the Stock Market (Charles K. Re Corr) 9 1.3 Toward a More Precise Defi nition of Forecastability (John Boylan) 14 1.4 Forecastability: A New Method for Benchmarking and Driving Improvement (Sean Schubert) 22 1.5 Forecast Errors and Their Avoidability (Steve Morlidge) 36 1.6 The Perils of Benchmarking (Michael Gilliland) 46 1.7 Can We Obtain Valid Benchmarks from Published Surveys of Forecast Accuracy? (Stephan Kolassa) 48 1.8 Defi ning “Demand” for Demand Forecasting (Michael Gilliland) 60 1.9 Using Forecasting to Steer the Business: Six Principles (Steve Morlidge) 67 1.10 The Beauty of Forecasting (David Orrell) 76 Chapter 2 Methods of Statistical Forecasting 81 2.1 Confessions of a Pragmatic Forecaster (Chris Chatfi eld) 82 2.2 New Evidence on the Value of Combining Forecasts (Paul Goodwin) 92 2.3 How to Forecast Data Containing Outliers (Eric Stellwagen) 95 2.4 Selecting Your Statistical Forecasting Level (Eric Stellwagen) 98 2.5 When Is a Flat-line Forecast Appropriate? (Eric Stellwagen) 102 2.6 Forecasting by Time Compression (Udo Sglavo) 104 2.7 Data Mining for Forecasting: An Introduction (Chip Wells and Tim Rey) 112 2.8 Process and Methods for Data Mining for Forecasting (Chip Wells and Tim Rey) 120 2.9 Worst-Case Scenarios in Forecasting: How Bad Can Things Get? (Roy Batchelor) 126 2.10 Good Patterns, Bad Patterns (Roy Batchelor) 135 Chapter 3 Forecasting Performance Evaluation and Reporting 143 3.1 Dos and Don’ts of Forecast Accuracy Measurement: A Tutorial (Len Tashman) 144 3.2 How to Track Forecast Accuracy to Guide Forecast Process Improvement (Jim Hoover) 160 3.3 A “Softer” Approach to the Measurement of Forecast Accuracy (John Boylan) 170 3.4 Measuring Forecast Accuracy (Rob Hyndman) 177 3.5 Should We Defi ne Forecast Error as e = F − A or e = A − F? (Kesten Green and Len Tashman) 184 3.6 Percentage Error: What Denominator? (Kesten Green and Len Tashman) 188 3.7 Percentage Errors Can Ruin Your Day (Stephan Kolassa and Roland Martin) 195 3.8 Another Look at Forecast-Accuracy Metrics for Intermittent Demand (Rob Hyndman) 204 3.9 Advantages of the MAD/Mean Ratio over the MAPE (Stephan Kolassa and Wolfgang Schütz) 211 3.10 Use Scaled Errors Instead of Percentage Errors in Forecast Evaluations (Lauge Valentin) 217 3.11 An Expanded Prediction-Realization Diagram for Assessing Forecast Errors (Roy Pearson) 228 3.12 Forecast Error Measures: Critical Review and Practical Recommendations (Andrey Davydenko and Robert Fildes) 238 3.13 Measuring the Quality of Intermittent Demand Forecasts: It’s Worse than We’ve Thought! (Steve Morlidge) 250 3.14 Managing Forecasts by Exception (Eric Stellwagen) 259 3.15 Using Process Behavior Charts to Improve Forecasting and Decision Making (Martin Joseph and Alec Finney) 262 3.16 Can Your Forecast Beat the Naïve Forecast? (Shaun Snapp) 276 Chapter 4 Process and Politics of Business Forecasting 281 4.1 FVA: A Reality Check on Forecasting Practices (Michael Gilliland) 282 4.2 Where Should the Forecasting Function Reside? (Larry Lapide) 288 4.3 Setting Forecasting Performance Objectives (Michael Gilliland) 294 4.4 Using Relative Error Metrics to Improve Forecast Quality in the Supply Chain (Steve Morlidge) 297 4.5 Why Should I Trust Your Forecasts? (M. Sinan Gönül, Dilek Önkal, and Paul Goodwin) 309 4.6 High on Complexity, Low on Evidence: Are Advanced Forecasting Methods Always as Good as They Seem? (Paul Goodwin) 315 4.7 Should the Forecasting Process Eliminate Face-to-Face Meetings? (J. Scott Armstrong) 319 4.8 The Impact of Sales Forecast Game Playing on Supply Chains (John Mello) 327 4.9 Role of the Sales Force in Forecasting (Michael Gilliland) 340 4.10 Good and Bad Judgment in Forecasting: Lessons from Four Companies (Robert Fildes and Paul Goodwin) 349 4.11 Worst Practices in New Product Forecasting (Michael Gilliland) 358 4.12 Sales and Operations Planning in the Retail Industry (Jack Harwell) 363 4.13 Sales and Operations Planning: Where Is It Going? (Tom Wallace) 372 About the Editors 381 Index 383

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Book Synopsis"Mesmerizing & fascinating. " The Seattle Post-Intelligencer "The Freakonomics of big data. " Stein Kretsinger, founding executive of Advertising.Table of ContentsForeword Thomas H. Davenport xvii Preface to the Revised and Updated Edition xxi What’s new and who’s this book for—the Predictive Analytics FAQ Preface to the Original Edition xxix What is the occupational hazard of predictive analytics? Introduction The Prediction Effect 1 How does predicting human behavior combat risk, fortify healthcare,toughen crime fighting, boost sales, and cut costs? Why must a computer learn in order to predict? How can lousy predictions be extremely valuable?Whatmakes data exceptionally exciting?How is data science like porn?Whyshouldn’t computers be called computers? Why do organizations predict when you will die? Chapter 1 Liftoff! Prediction Takes Action (deployment) 23 How much guts does it take to deploy a predictive model into field operation, and what do you stand to gain?Whathappens when aman invests his entire life savings into his own predictive stock market trading system? Chapter 2 With Power Comes Responsibility: Hewlett-Packard,Target, the Cops, and the NSA Deduce Your Secrets (ethics) 47 How do we safely harness a predictive machine that can foresee job resignation, pregnancy, and crime? Are civil liberties at risk? Why does one leading health insurance company predict policyholder death?Two extended sidebars reveal: 1) Does the government undertake fraud detection more for its citizens or for self-preservation, and 2) for what compelling purpose does the NSA need your data even if you have no connection to crime whatsoever, and can the agency use machine learning supercomputers to fight terrorism without endangering human rights? Chapter 3 The Data Effect: A Glut at the End of the Rainbow (data) 103 We are upto our ears in data, but how much can this raw material really tell us? What actually makes it predictive? What are the most bizarre discoveries from data? When we find an interesting insight, why are we often better off not asking why? In what way is bigger data more dangerous? How do we avoid being fooled by random noise and ensure scientific discoveries are trustworthy? Chapter 4 The Machine That Learns: A Look inside Chase’s Prediction of Mortgage Risk (modeling) 147 What form of risk has the perfect disguise? How does prediction transform risk to opportunity? What should all businesses learn from insurance companies? Why does machine learning require art in addition to science? What kind of predictive model can be understood by everyone? How can we confidently trust a machine’s predictions? Why couldn’t prediction prevent the global financial crisis? Chapter 5 The Ensemble Effect: Netflix, Crowdsourcing, and Supercharging Prediction (ensembles) 185 To crowd source predictive analytics—outsource it to the public at large—a company launches its strategy, data, and research discoveries into the public spotlight. How can this possibly help the company compete? What key innovation in predictive analytics has crowd sourcing helped develop? Must supercharging predictive precision involve overwhelming complexity, or is there an elegant solution? Is there wisdom in nonhuman crowds? Chapter 6 Watson and the Jeopardy! Challenge (question answering) 207 How does Watson—IBM’s Jeopardy!-playing computer—work? Why does it need predictive modeling in order to answer questions, and what secret sauce empowers its high performance? How does the iPhone’s Siri compare? Why is human language such a challenge for computers? Is artificial intelligence possible? Chapter 7 Persuasion by the Numbers: How Telenor, U.S. Bank, and the Obama Campaign Engineered Influence (uplift) 251 What is the scientific key to persuasion? Why does some marketing fiercely backfire? Why is human behavior the wrong thing to predict? What should all businesses learn about persuasion from presidential campaigns? What voter predictions helped Obama win in 2012 more than the detection of swing voters? How could doctors kill fewer patients inadvertently? How is a person like a quantum particle? Riddle: What often happens to you that cannot be perceived and that you can’t even be sure has happened afterward—but that can be predicted in advance? Afterword 291 Eleven Predictions for the First Hour of 2022 Appendices A. The Five Effects of Prediction 295 B. Twenty Applications of Predictive Analytics 296 C. Prediction People—Cast of “Characters” 300 Hands-On Guide 303 Resources for Further Learning Acknowledgments 307 About the Author 311 Index 313 Also see the Central Tables (color insert) for a cross-industry compendium of 182 examples of predictive analytics. This book’s Notes—120 pages of citations and comments pertaining to the chapters above—are available online at www.PredictiveNotes.com.

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Book SynopsisLearn the overlooked skill that is essential to Wall Street success Pitch the Perfect Investment combines investment analysis with persuasion and sales to teach you the "soft skill" so crucial to success in the financial markets.Table of ContentsPreface ix Introduction 1 Part I The Perfect Investment 23 Chapter 1 How to Value an Asset 25 Chapter 2 How to Value a Business 43 Chapter 3 How to Evaluate Competitive Advantage and Value Growth 71 Chapter 4 How to Think About a Security’s Intrinsic Value 127 Chapter 5 How to Think About Market Efficiency 145 Chapter 6 How to Think About the Wisdom of Crowds 171 Chapter 7 How to Think About Behavioral Finance 223 Chapter 8 How to Add Value Through Research 267 Chapter 9 How to Assess Risk 299 Part II the Perfect Pitch 337 Chapter 10 How to Select a Security 339 Chapter 11 How to Organize the Content of the Message 371 Chapter 12 How to Deliver the Message 395 Acknowledgments 431 Art Acknowledgments 435 About the Authors 439 Index 441

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Book SynopsisThe accessible, beneficial guide to developing algorithmic trading solutions The Ultimate Algorithmic Trading System Toolbox is the complete package savvy investors have been looking for. An integration of explanation and tutorial, this guide takes you from utter novice to out-the-door trading solution as you learn the tools and techniques of the trade. You''ll explore the broad spectrum of today''s technological offerings, and use several to develop trading ideas using the provided source code and the author''s own library, and get practical advice on popular software packages including TradeStation, TradersStudio, MultiCharts, Excel, and more. You''ll stop making repetitive mistakes as you learn to recognize which paths you should not go down, and you''ll discover that you don''t need to be a programmer to take advantage of the latest technology. The companion website provides up-to-date TradeStation code, Excel spreadsheets, and instructional video, and givesTable of ContentsAbout the author ix Introduction to the Ultimate Algorithmic Trading Systems Toolbox xiii Chapter 1 Introduction to Trading: Algorithm Development 1 What Is an Algorithm? 1 How to Get My Trading Idea into Pseudocode 12 Summary 23 Chapter 2 Stochastics and Averages and RSI! Oh, My! 25 Oscillators 26 Price-Based Indicators 58 Summary 75 Chapter 3 Complete Trading Algorithms 77 Trend-Trading Battle Royale 86 Portfolio Composition 100 Multi-Algorithm Strategy (MAS) 108 Summary 112 Chapter 4 Introduction to AmiBroker’s AFL 113 Quick Start 113 Price Bar Interface 118 AFL Array Programming 120 Syntax 129 AFL Wizard 133 AmiBroker Loop Programming 139 Summary 140 Chapter 5 Using Microsoft Excel to Backtest Your Algorithm 145 VBA Functions and Subroutines 147 Data 148 Software Structure 149 Programming Environment 154 Summary 163 Chapter 6 Using Python to Backtest Your Algorithm 167 Why Python? 167 Python Installation 169 PSB Installation 169 PSB Structure 171 Getting Down to Business 193 Summary 202 Chapter 7 An Introduction To Easy language 203 TradeStation IDE 204 Syntax 209 Samples of Easy Language 221 Summary 224 Chapter 8 Genetic Optimization, Walk Forward, and Monte Carlo Start Trade Analysis 227 Utilizing TradeStation and AmiBroker 227 Computers, Evolution, and Problem Solving 230 Population 231 Initial Population Setup Using VBA Excel 232 Testing Fitness of Chromosomes Using VBA Excel 232 Selection 233 Reproduction 238 Mutation 240 Using Genetic Algorithms in Trading System Development 243 Preventing Over-Curve-Fitting 247 Walk-Forward Optimizer: Is It Worth the Extra Work and Time? 249 Monte Carlo Analysis 258 Start Trade Drawdown 264 Summary 269 Chapter 9 An Introduction to Portfolio Maestro, Money Management, and Portfolio Analysis 271 Fixed Fractional 272 Portfolio Maestro 272 Summary 290 Appendix A AmiBroker 293 Keywords 293 Flow Control Structures 294 Functions 295 Utilizing Exploration for Debugging 295 Position Sizing in Futures Mode 298 Appendix B Excel System Backtester 301 Data Arrays 301 Keywords 302 Functions and Subroutines 302 Appendix C Python System Backtester 309 Data Arrays or Lists 309 Keywords and Identifiers 310 Classes 310 Indicator Classes and Functions 315 Python-Specific Keywords 320 Appendix D Tradestation and Easy language 323 Importing ELD file from Book Website 323 Keywords and Functions 324 Sample Algorithm Codes 325 Appendix E 335 About the Companion Website 337 Index 339

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Book SynopsisDr. Kerrie Fleming is the Director of the Ashridge Leadership Centre and Head of the Leadership and People faculty at Ashridge, specialising in emotional intelligence (EI). Kerrie has designed and delivered customised MBA and open leadership and management development programmes for the Foreign Office, Continental, Abu Dhabi Executive Council, BNP Paribas, Azadea and MUFG.Table of ContentsAcknowledgements Why you need to read this book Introduction Structure of the book Part 1: The Seven Steps to Emotional Agility (EA) Chapter 1: Who is the real you? Chapter 2: How do you feel and why does it matter? Chapter 3: Becoming aware of others: spotting emotional responses Chapter 4: Taking time to understand emotions in yourself and others Chapter 5: How to manage your own emotions Chapter 6: How to manage the mood of others Chapter 7: Taking some time to gain wisdom in your emotional response and actions Part 2: Emotional Agility in Action Chapter 8: Using emotional agility to improve the outcome of difficult performance appraisals Chapter 9: Using emotional agility to motivate a disengaged team Chapter 10: Using emotional agility to enhance creativity and innovation Chapter 11: Using emotional agility to manage and navigate change Chapter 12: Using emotional agility to increase and improve your leadership influence Conclusion: Putting it all together References Index

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Book SynopsisJames McGrath worked as an accountant and senior manager in industry, local government and as a self-employed management consultant before becoming Course Director for the MA in Education and Professional Development at the City of Birmingham University. He is also co-author of The Little Book of Big Management Theories and author of The Little Book of Big Management Questions and The Little Book of Big Decision Models.Trade Review‘Pure nectar - a distillation of management with passion. Not only a book for Management but should be required reading for any sales executive’. Dr Paul Mycock, Principle Consultant, Ampercom LtdTable of ContentsAbout the authorAcknowledgementsIntroductionHow to get the most out of this book Section 1: Managing a Successful Business Introduction1 Peter Drucker on why customers are more important than profits 2 Jack Walsh on the need for a competitive advantage3 Marvin Bower on why more cohesion and less hierarchy is required in organisations4 Harold Geneen on why cash is king5 Andrew Carnegie on taking care of the pennies 6 Sam Walton on why you should ignore conventional wisdom 7 Jeff Bozos on two ways to expand your business 8 Phillip Kotler on creating markets9 Laurence J. Peter on why people rise to the level of their own incompetence 10 Warren Bennis on why failing organisations need leadership not more management Conclusion Section 2: Managing Yourself and Your CareerIntroduction 11 Theodore Levitt on making your career your business12 Henry Ford on pursuing your heart’s desire 13 Dale Carnegie on how people know you14 Henry Ford on self-confidence and self-doubt 15 Moly Sargent on investing in your greatest asset – you 16 Andrew Carnegie on why you can’t do it all yourself 17 Thomas Edison on why persistence not inspiration leads to success 18 Bill Watkins on why you should never ask management for their opinion 19 Andrew Carnegie on investing 100% of your energy in your career 20 Thomas Edison on saving timeConclusion Section 3: Managing People and TeamsIntroduction 21 Charles Handy on what management should be about 22 Peter Drucker and the manager’s job in thirteen words 23 Peter Drucker on learning to work with what you’ve got 24 Robert Townsend on how to keep the organisation lean, fit and keen 25 Warren Buffet on why integrity trumps intelligence and energy when appointing staff 26 Marcus Buckingham on managers and the golden rule27 Theodore Roosevelt on why you should not micro manage staff 28 Dee Hock on why you should keep it simple (KISS)29 Alfred P. Sloan on why the value of management by exception 30 Jack Welch on the three essential measures in any business31 Ron Dennis on supporting the weakest link 32 Zig Ziglar on why you should invest in staff training Conclusion Section 4: Leadership Introduction33 Warren Bennis on the making of a leader34 Howard D. Schultz on why leaders must provide followers with meaning and purpose35 Peter Drucker on why results make leaders36 Warren Bennis on why leaders must walk the talk37 Edward Deming on building credibility with followers 38 Henry Minzberg on why leadership is management practiced well39 S K. Chakraborty on the source of organisational values40 Claude I. Taylor on vision building41 Doris Kearns Goodwin on why leaders need people to disagree with them. 42 John Quincy Adams on how you know you are a leaderConclusion Section 5: MotivationIntroduction 43 Robert Frost on disenchantment in the workplace44 Ken and Scott Blanchard on explaining to people why their work is important 45 Fredrick Herzberg on the sources of motivation46 Tom Peters on self-motivation47 General George Patton on motivation through delegation48 John Wooden on why you need to show you careConclusion Section 6: Decision MakingIntroduction 49 Robert Townsend on keeping decision making

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Book SynopsisThe 119th edition of the indispensable, bestselling guide to everything you need to know about publishing. A vital resource for all writers looking to get published, including authors, poets and screenwriters.

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Book Synopsis  Mandy Flint is CEO of Excellence in Leadership, a global transformational change organisation. Her clients include: MasterCard, American Express, Virgin Atlantic & more. Elisabet Vinberg Hearn is CEO of Think Solutions UK Ltd, a leadership consultancy specializing in employee engagement & profitable corporate cultures. Her clients include: MasterCard, H&M, IKEA & more.Table of Contents Introduction Acknowledgements Chapter 1: How do you build trust? Chapter 2: How do you overcome conflicts or tensions? Chapter 3: How do you encourage everyone to share relevant information with each other? Chapter 4: How do you create engagement? Chapter 5: How do you create transparency and openness? Chapter 6: How do you encourage long-term thinking? Chapter 7: How do you create a team that delivers and is well perceived? Chapter 8: How do you get a team to manage change effectively? Chapter 9: How do you get a team working together, all for one and one for all? Chapter 10: How do you get everyone going in the same direction? Straight Talking Summary Your Team Tool kit on how to run a team workshop Additional resources References About the Authors

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Book SynopsisThe world of construction is intrinsically linked with that of finance, from the procurement and tendering stage of projects right through to valuation of buildings. In addition to this, things like administrations, liquidations, mergers, take-overs, buy-outs and floatations affect construction firms as they do all other companies.This book is a rare explanation of common construction management activities from a financial point of view. While the practical side of the industry is illustrated here with case studies, the authors also take the time to build up an understanding of balance sheets and P&L accounts before explaining how common tasks like estimating or valuation work from this perspective.Readers of this book will not only learn how to carry out the tasks of a construction cost manager, quantity surveyor or estimator, they will also understand the financial logic behind them, and the motivations that drive senior management. This is an essential book for studTable of Contents1. Pre-contract financial management 2. Procurement systems 3. Elements of a contractor’s bid 4. Design and consultancy teams managing finance and risk for employers 5. Valuations and interim payments 6. Post Contract 7. Financial management post practical completion 8. Capital investment appraisal 9. Capital investment appraisal – further considerations 10. Corporate accounts 11. Raising capital and managing liquidity

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Book SynopsisAxiom Business Book Award Silver Medal WinnerDISRUPTIVE TECHNOLOGIES. THE GIG ECONOMY. BREADWINNER MOMS. DATA-DRIVEN RECRUITING. PERSONALIZED LEARNING. In a business landscape rocked by constant change and turmoil, companies like Airbnb, Cisco, GE Digital, Google, IBM, and Microsoft are reinventing the future of work. What is it that makes these companies so different? Theyâre strategic, theyâre agile, and theyâre customer-focused. But, most important, theyâre game changers. And their workplace practices reflect this. The Future Workplace Experience presents an actionable framework for meeting todayâs toughest business disruptions head-on. It guides you step-by-step through the process of recruiting top employees and building an engaged cultureâone that will drive your company to long-term success. Two of todayâs leading voices on the future of work, provide 10 rules for rethinking, reimagining, and reinventingTable of ContentsForwardIntroductionPart I: What Workers Expect from WorkRule #1: Make the Workplace an ExperienceRule #2: Use Space to Promote CultureRule #3: Be an Agile LeaderPart II: How Technology Transforms the WorkplaceRule #4: Consider Technology an Enabler and DisruptorRule #5: Build a Data-Driven Recruiting EcosystemRule #6: Embrace On-Demand LearningPart III: The Changing Composition of the WorkforceRule #7: Tap the Power of Multiple GenerationsRule #8: Build Gender EqualityRule #9: Plan for More Gig Economy WorkersRule #10: Be a Workplace ActivistLooking Forward: Expect the UnexpectedAcknowledgementsNotesIndex

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Book SynopsisEvery four years since 2004, the Copenhagen Consensus Center has organized and hosted a high profile thought experiment about how a hypothetical extra $75 billion of development assistance money might best be spent to solve twelve of the major crises facing the world today. Collated in this specially commissioned book, a group of more than 50 experts make their cases for investment, discussing how to combat problems ranging from armed conflicts, corruption and trade barriers, to natural disasters, hunger, education and climate change. For each case, ''Alternative Perspectives'' are also included to provide a critique and make other suggestions for investment. In addition, a panel of senior economists, including four Nobel Laureates, rank the attractiveness of each policy proposal in terms of its anticipated cost-benefit ratio. This thought-provoking book opens up debate, encouraging readers to come up with their own rankings and decide which solutions are smarter than others.Trade ReviewPraise for the Copenhagen Consensus 2004–2013: 'I have served on four Copenhagen Consensus committees of experts since 2004. All involved hard choices among attractive alternatives to meet crucial objectives for development and health. And the reason I keep serving? I learn so much.' Thomas C. Schelling, Distinguished University Professor Emeritus of Economics, University of Maryland, and Nobel Laureate in EconomicsPraise for the Copenhagen Consensus 2004–2013: 'The Copenhagen Consensus brings together an impressive roster of minds, and while not everyone agrees with the composition and ordering of Lomborg's priorities lists - climate change tends to rank lower than many stakeholders would like, for example - as a point of departure for discussion, the exercise of priority-setting is a sound one.' Tom Zeller, Jr, The Huffington PostPraise for the Copenhagen Consensus 2004–2013: '[The] Copenhagen Consensus is an outstanding, visionary idea and deserves global coverage.' The EconomistPraise for the Copenhagen Consensus 2004–2013: 'The selection of zinc supplements by the Copenhagen Consensus as the top global remedy for hunger and malnutrition was one of the main drivers for our $3 million initiative 'Zinc Saves Kids' with UNICEF. We are now expanding this effort to help the 450,000 kids at risk of dying every year, working with the United Nations Foundation, the Gates Foundation and others.' Stephen R. Wilkinson, Executive Director, International Zinc AssociationPraise for the Copenhagen Consensus 2004–2013: 'One of the greatest leadership skills discussed in the Global Leadership Forum in Washington DC (October 2012) was the Copenhagen Consensus simulation. This activity was very important because it gave us the opportunity to work together on a key leadership skill: building consensus around difficult issues.' Naglaa Hassab, Humphrey Fellow, MBA student in Economic Development, Finance and Banking, EgyptTable of ContentsIntroduction Bjørn Lomborg; Part I. The Solutions: 1. Armed conflicts J. Paul Dunne; 1.1 Alternative perspective Anke Hoeffler; 1.2 Alternative perspective Andrew Mack; 2. The challenge of ecosystems and biodiversity Salman Hussain, Anil Markandya, Luke Brander, Alistair McVittie, Rudolf de Groot, Olivier Vardakoulias, Alfred Wagtendonk and Peter H. Verburg; 2.1 Alternative perspective Juha V. Siikamäki; 2.2 Alternative perspective John C. Whitehead and Paul E. Chambers; 3. Chronic disease prevention and control Prabhat Jha, Rachel Nugent, Stéphane Verguet, David Bloom and Ryan Hum; 3.1 Alternative perspective Julia Fox-Rushby; 3.2 Alternative perspective Marc Suhrcke; 4. Climate change: CO2 abatement Richard S. J. Tol; Technology-led mitigation Isabel Galiana and Christopher Green; Climate-engineering R&D J. Eric Bickel and Lee Lane; Climate-change adaptation Francesco Bosello, Carlo Carraro and Enrica De Cian; 4.1 Alternative perspective Samuel Fankhauser; 4.2 Alternative perspective Anil Markandya; 5. Education: the case for improving school quality and student health as a development strategy Peter F. Orazem; 5.1. Alternative perspective Lant Pritchett; 5.2 Alternative perspective George Psacharopoulos; 6. Hunger and malnutrition: investments to reduce hunger and undernutrition John Hoddinott, Mark Rosegrant and Maximo Torero; 6.1 Alternative perspective Anil B. Deolalikar; 6.2 Alternative perspective Beatrice Lorge Rogers; 7. Infectious disease, injury, and reproductive health Dean T. Jamison, Prabhat Jha, Ramanan Laxminarayan and Toby Ord; 7.1 Alternative perspective Till Bärnighausen, David Bloom and Salal Humair; 7.2 Alternative perspective David Canning; 8. Policy options for reducing losses from natural disasters: allocating $75 billion Howard Kunreuther and Erwann Michel-Kerjan; 8.1 Alternative perspective Stéphane Hallegatte; 8.2 Alternative perspective Ilan Noy; 9. Population growth Hans-Peter Kohler; 9.1 Alternative perspective Oded Galor; 9.2 Alternative perspective David Lam; 10. Water and sanitation Frank Rijsberman and Alix Peterson Zwane; 10.1 Alternative perspective W. Michael Hanemann; 10.2 Alternative perspective Guy Hutton; 11. Corruption and policy reform Susan Rose-Ackerman and Rory Truex; 12. Trade barriers and subsidies: multilateral and regional reform opportunities Kym Anderson; Part II. Ranking the Opportunities: Expert Panel Ranking Finn E. Kydland, Robert Mundell, Thomas Schelling, Vernon Smith and Nancy Stokey; Conclusion: making your own prioritisation Bjørn Lomborg; Index.

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Book SynopsisThis book explores the complex relationship that the corporate world has with climate change and examines the different ways that corporations engage with the climate crisis. Topics include climate change as business risk, corporate climate politics, the role of justification and compromise, managerial identity, and emotional reactions to climate change.Trade Review'This book makes clear that climate change is not a 'problem' for which there can be a 'solution'. It requires a re-examination of the core structures of our society, and in particular our economy. Using solid research and analysis, Christopher Wright and Daniel Nyberg untangle the complex and multiple ways that corporations are shaping humanity's response to the climate crisis, ways that are unfortunately inadequate to the challenge at hand. In this engaging text, we are challenged to envision alternative futures that will, indeed they must, challenge how we think, who we are, and how we relate to each other and to the natural world around us.' Andrew J. Hoffman, Holcim (US) Professor and Director of the Erb Institute for Sustainable Enterprise, University of Michigan'It's possible that there's no greater example of corporate irresponsibility than climate change - I mean, these companies melted the Arctic, and then rushed to drill in the open water. Thank heaven the authors of this book are beginning the necessary work of calling them to account. If we can break their power then we have a fighting chance against global warming; if not, the ruined earth will be their legacy.' Bill McKibben, author of Earth: Making a Life on a Tough New Planet'With the phenomenon of human-caused climate change, we have arrived at a point in history where technological progress is now threatening, rather than facilitating, societal welfare. How is it that we have arrived at this point? And what can we do to right the ship? Christopher Wright and Daniel Nyberg address these and other key questions in the very readable, crisp and well-researched book Climate Change, Capitalism, and Corporations: Processes of Creative Self-Destruction. I recommend this book highly to anyone who wants to learn more not only about how corporations have shaped our response to climate change but also re-imagining alternatives to our current path.' Michael Mann, Distinguished Professor of Meteorology, Pennsylvania State University and author of The Hockey Stick and the Climate Wars'In these crucial years to save the global climate, Christopher Wright and Daniel Nyberg have written an important book, boldly explaining the role of big business in global warming. By going inside the minds and boardrooms of big corporations, the authors give us extraordinary insight into not only how businesses think about climate change, but also the creative self-destruction they are unleashing. Scholarly, yet easy to read, this is an essential contribution to understanding the role of big business in climate change - and what we can do to challenge it.' David Ritter, Chief Executive Officer, Greenpeace Australia Pacific'Christopher Wright and Daniel Nyberg shatter the myth of corporate social responsibility as a solution for our climate crisis. Their compelling and hard-hitting analysis exposes the raw destructive power of capitalism - of unsustainable growth, corporations, and consumption. A stable future is still possible. But not unless the world's elite sit bolt upright and listen hard to Wright and Nyberg.' Peter Dauvergne, University of British ColumbiaTable of ContentsForeword Clive Hamilton; Acknowledgements; 1. Climate change and corporate capitalism; 2. Creative self-destruction and the incorporation of critique; 3. Climate change and the corporate construction of risk; 4. Corporate political activity and climate coalitions; 5. Justification, compromise and corruption; 6. Climate change, managerial identity and narrating the self; 7. Emotions, corporate environmentalism and climate change; 8. Political myths and pathways forward; 9. Imagining alternatives; Appendix; References; Index.

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Book SynopsisAn essential guide for business organizations to embrace disorder and emerge stronger.

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Book SynopsisThe governance of natural resources used by many individuals in common is an issue of increasing concern to policy analysts. Elinor Ostrom provides a unique body of empirical data to explore conditions under which common pool resource problems have been satisfactorily or unsatisfactorily solved.Trade Review'In this ambitious, provocative, and very useful book, Ostrom combines a lucid theoretical framework with a series of diverse and richly detailed case studies … she tightly reviews and critiques extant models of cooperation and collective action and argues powerfully that communities of actors are sometimes able to maintain a common resource for long periods of time without outside intervention.' Contemporary Sociology'Ostrom's book is an important contribution to the problems of common property resources, that is, the lack of well-defined property rights over a certain resource. Elinor Ostrom convincingly shows that there are many different viable mixtures between public and private, in particular self-organization and self-governance by the users of the common property resource. The book makes fascinating reading, particularly as it is well written.' Bruno S. Frey, Kyklos'Students of common property resource regimes will find much of great interest in the volume.' Barry C. Field, Land Economics'A classic by one of the best-known thinkers on communities and commons.' Yes! A Journal of Positive Futures'… timely, well-written, and a useful addition to our understanding of the challenges of natural resource management … useful for undergraduate and graduate students as well as field practitioners interested in the development of scientifically based research. It provides a firm grounding in the theoretical underpinnings that should guide empirical investigations … Ostrom offers a unique source of information on the realities of resource management institutions coupled with the challenge for continued examination of institutions on order to develop better ways to address the CPR challenge.' Gordon L. Brady, Southern Economic Journal'This is the most influential book in the last decade on thinking about the commons. For those involved with small communities … located in one nation, whose lives depend on a common pool of renewable resources … Governing the Commons has been the intellectual field guide.' Whole EarthTable of ContentsPreface; 1. Reflections on the commons; 2. An institutional approach to the study of self-organization and self-governance in CPR situations; 3. Analyzing long-enduring, self-organized and self-governed CPRs; 4. Analyzing institutional change; 5. Analyzing institutional failures and fragilities; 6. A framework for analysis of self-organizing and self-governing CPRs; Notes; References; Index.

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Book SynopsisThe second edition of this popular book brings students fully up to date with the latest methods and techniques in choice analysis. Comprehensive yet accessible, it offers a unique introduction to anyone interested in understanding how to model and forecast the range of choices made by individuals and groups. In addition to a complete rewrite of several chapters, new topics covered include ordered choice, scaled MNL, generalized mixed logit, latent class models, group decision making, heuristics and attribute processing strategies, expected utility theory, and prospect theoretic applications. Many additional case studies are used to illustrate the applications of choice analysis with extensive command syntax provided for all Nlogit applications and datasets available online. With its unique blend of theory, estimation, and application, this book has broad appeal to all those interested in choice modeling methods and will be a valuable resource for students as well as researchers, profeTrade Review'This is an enormous book, covering in extraordinary detail all the topics selected by these respected authors. It represents a substantial update and renewal of the material covered in the first edition. In my opinion it should be on the shelves of anyone dealing with discrete choice models.' Juan de Dios Ortúzar Salas, Pontificia Universidad Católica de Chile'Choice modelling is a very active and rapidly evolving field, with applications across numerous disciplines. The first edition of Applied Choice Analysis accomplished the major task of making the breadth of work accessible to a wide audience, with hands on examples provided throughout. Nine years on, the field has developed further, and David A. Hensher, John M. Rose and William H. Greene have again performed a remarkable job in explaining these new methods without unnecessary jargon and complexity, helping to educate the next generation of choice modellers and striking exactly the right balance between theory and practice.' Stephane Hess, University of Leeds'The new edition of this already very popular book provides substantial added value to readers. Applied choice analysis has now been extended to include all recent developments. More intuition and further clarifications have been added. The examples provided cover thoroughly the range of case study applications. This book will work perfectly as a step-by-step introduction for the neophite as well as a core reference for the practitioner. The authors have managed to strike the right balance between practicality and accuracy, without subtracting much of the econometric details.' Riccardo Scarpa, Gibson Chair for MayFood, Rural and Environmental Economics, Queens University Belfast'I cannot imagine a better introduction to choice modeling. The authors manage to bring a vivid, storytelling voice to this complex topic, with language that has personality and rhythm. The various interrelated concepts and procedures that constitute choice modeling come across as simple and straightforward. An amazing feat. The ins-and-outs of a computer code are also taught along with the statistical methods. This integration of computer language within the text is unusual and highly valuable, giving readers all the steps that are needed to implement the methods on their own data.' Kenneth Train, Adjunct Professor, University of California, BerkeleyTable of ContentsPreface; Part I. Getting Started: 1. In the beginning; 2. Choosing; 3. Choice and utility; 4. Families of discrete choice models; 5. Estimating discrete choice models; 6. Experimental design and choice experiments; 7. Statistical inference; 8. Other matters that analysts often inquire about; Part II. Software and Data: 9. Nlogit for applied choice analysis; 10. Data set up for Nlogit; Part III. The Suite of Choice Models: 11. Getting started modeling: the workhorse - multinominal logit; 12. Handling unlabeled discrete choice data; 13. Getting more from your model; 14. Nested logit estimation; 15. Mixed logit estimation; 16. Latent class models; 17. Binary choice models; 18. Ordered choices; 19. Combining sources of data; Part IV. Advanced Topics: 20. Frontiers of choice analysis; 21. Attribute processing, heuristics, and preference construction; 22. Group decision making; Select glossary; References; Index.

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Book SynopsisWhat is it about certain individuals that inspire not only themselves but also the people around them, organizations, and even whole nations to be more creative, innovative and transformational?The core premise of the book is geared around the idea that inspiring leaders are not only successful because of what they do. It is primarily because of who they are. A certain sense of being that comes with deeper levels of awareness, which turns ordinary people into inspiring leaders.Whether you are a CEO, a director, a student, a parent, or merely someone who wants to inspire and make a positive difference in the world, reaching deeper levels of awareness is what will help you make that difference.

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Book Synopsis

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Book SynopsisWeâve all been there. We are in a working group or at a meeting, discussing a topic or a challenge, and all the while, as a separate track running underneath our conversation, there is a subtext that no one explicitly addresses.This is an example of âthe elephant in the room.â Most of us notice the elephant, it gets in the way, and itâs difficult to deal with until someone points at it and says, âThere it is, letâs take a look at it and reduce its impact.â With an engaging use of examples and questions, Lotte Svalgaard addresses how we can best deal with the elephant and thus promote job satisfaction, creativity and productivity. In the context of action, what we notice often recedes into the background and gradually slips out of focus until we eventually reconnect with our need to reflect and recreate a space for it. This book addresses the challenge of focusing on, holding on to and acting on what we notice âin the middle of it allâ. Maintaining a simultaneous focus on task

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Book SynopsisWhy we choose companies and brands in the same way that we unconsciously perceive, judge, and behave toward one another People everywhere describe their relationships with brands in a deeply personal way we hate our banks, love our smartphones, and think the cable company is out to get us.Trade ReviewWinner, Business: Motivational, 2014 International Book Awards Silver Medal Winner, Networking, 2014 Axiom Business Book Awards “Spotlights what it takes for companies and brands to earn and keep customer loyalty in the digital age.” —Entrepreneur.com (selected as a “Best Business Book to Get Cozy With This Fall”) “This insightful book explains in simple terms why trust is at the heart of every healthy relationship—not just between people, but between companies and their customers. The Human Brand will cause you to completely rethink your current approach to customer relationships, and that’s a good thing.” —Tom Long, chief executive officer, MillerCoors “The Human Brand is a brilliant synthesis of psychological science and marketing wisdom. Engaging, insightful, and deeply original, this is an essential book for every business reader.” —Daniel Gilbert, author, Stumbling on Happiness, and Edgar Pierce Professor of Psychology, Harvard University “The Human Brand is a must-read for those who want a truly evolved understanding of how to earn loyalty and create lasting relationships with customers. It's a timely look at how modern corporations hold onto customers—and how we drive them away.” —Beth Comstock, chief marketing officer, General Electric “Chris Malone has a unique talent for uncovering customer insights that challenge conventional wisdom and uncover new growth opportunities. In The Human Brand, he and Susan Fiskeoffer a new way to understand brands, deliver more memorable customer experiences, and drive profitable growth.” —Ravi Saligram, president and chief executive officer, OfficeMax, Inc. “Susan Fiske’s renowned work on warmth and competence explains how we unconsciously judge people and companies. The Human Brand is a must-read for anyone with an interest in why we make the choices we do.” —Jennifer Aaker, coauthor, The Dragonfly Effect, and professor, Stanford University Graduate School of Business “The Human Brand offers truly ground-breaking insights on the psychology of customer choice and loyalty, challenging us to rethink what really matters to our customers and what it takes to build strong and authentic relationships with them.” —Ann Muhkerjee, chief marketing officer, Frito-Lay North America “Today’s technology makes it appear as if marketing has become more complex. In fact, it hasn’t – especially for those brands who think and act like ‘the shop on the corner.’ People’s connection to what they buy, and who they buy it from, is what’s important. That’s been the same for generations. The challenge is in making large brands appear ‘small.’ The Human Brand cuts through the complexities of ‘marketing local’ in the digital age to tell the simple truth: connections are key.” —Patrick Doyle, president and chief executive officer, Domino’s Pizza, Inc. “How do we earn the lasting loyalty of others? Chris and Susan provide fundamental, yet powerful, insights into building relationships that matter. They challenge us to ‘come out from behind the curtain’ and lead with courage, conviction and heart. Never before has the humanization of brands and leadership been so vital to success.” —Jay Gould, president and chief executive officer, American Standard Brands “By re-focusing us on the primal foundations of survival, The Human Brand takes a major, comprehensive step towards understanding the real drivers of commercial success. If you care about what ignites, engages and sustains deep, strong relationships with your brand and company, read this book.” —Susan Fournier, coauthor, Consumer-Brand Relationships, and professor, Boston University School of Management “In all the noise and all the confusion, these insights on what really matters for corporations to maintain true customer loyalty make The Human Brand invaluable.” —John Williams, president and chief executive officer, Domtar Corporation “The insights detailed in The Human Brand have completely reshaped our thinking and approach to building lasting alumni relationships and financial support. Our resurgent alumni results in both areas are a testament to the timely and timeless value of warmth, competence and worthy intentions.” —Daniel J. Curran, president, University of Dayton “Malone and Fiske offer compelling new evidence on the dangers of excess focus on short-term shareholder value. Their anecdote-rich book is helpful for any business concerned with how to retain customer loyalty and trust in these complex times.” —Noreena Hertz, author, The Silent Takeover and Eyes Wide Open, and professor, Duisenberg School of Finance “The important insights in The Human Brand help explain why B Corporations are able to attract the best talent and the most evangelical customers, and why they deliver lasting benefits to our society and to shareholders.” —Jay Coen Gilbert, cofounder, B LabTable of ContentsAcknowledgments xi Introduction: Back to the Future 1Why our immediate future so strongly resembles our distant past 1 Warmth and Competence 19The two timeless judgments that drive our behavior toward others 2 The Loyalty Test 39Why we expect companies and brands to commit to us fi rst 3 The Principle of Worthy Intentions 61The simple and reliable way to demonstrate warmth and competence 4 The Price of Progress 85How faceless commerce leads to a focus on discounts 5 Take Us to Your Leader 105What we learn from the people behind the things we buy 6 Show Your True Colors 127Why mistakes and crises are a golden loyalty opportunity 7 The Relationship Renaissance 151Navigating the road ahead Notes 169 About the Authors 185 Index 187

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Book SynopsisThe advanced tools accountants need to build automated, reliable, and scalable reports using Excel Learn about the functions that work together to automate many of the processes involved in Management Reporting. See how to take advantage of the many new features of Excel 2007 and 2010. Find out how to build validation structures into your spreadsheet reports. Discover how to identify missing or new codes, either in the creation process or in the day-to-day running of the reports. Do it all with Advanced Excel Reporting for Management Accountants. Explore the structures that simplify the report creation process and make the reports more maintainable Learn techniques to cleanse data so that it is ready for use in Pivot Tables and formula-based reports Find out the tips and tricks that can make the creation process quicker and easier Discover all you need to know about Excel''s summing functions and how versatile they can be Table of ContentsPreface xiii Acknowledgments xv Introduction 1 Chapter 1 Management Accounting and Excel 3 Assumptions 3 The Goal of Reporting 5 Why Use Excel? 5 The Goal of This Book 6 Monthly Management Reports 7 Macro Policy 7 Chapter 2 Building Reporting Models 9 Needs Analysis 10 Scope Definition 10 Design 11 Construction 11 Testing 12 Operation 12 Maintenance 12 Time, Effort, and Cost 12 Practical Considerations 13 Chapter 3 Building Tips 15 Display Tips 16 Keyboard Shortcuts 26 Mouse Shortcuts 33 Keyboard and Mouse Shortcuts 42 General Tips 48 Chapter 4 Design and Structure 57 Structure = Flexibility 57 Modular Sheet Design 58 Standardised Report Layout 60 Table-Based Systems 62 Spreadsheet Best Practices 63 Chapter 5 Setting the Foundation 67 Terminology 68 Data Rules 68 Data Structures 69 Format as Table 70 Data Cleansing Techniques 74 External Data 80 Chapter 6 Pivot Tables (Do-It-Yourself Reporting) 85 The Pros and Cons of a Pivot Table 85 Creating a Pivot Table 88 PowerPivot 108 Chapter 7 Tools of the Trade: Summing Functions 111 Range Names 112 Using Cells and Ranges in Formulas 112 The Humble SUM Function 116 Advanced SUM and 3D Formulas 117 Subtotaling 120 The SUBTOTAL Function 121 The AGGREGATE Function 125 Function Wizard 127 Conditional Summing 127 The SUMIF Function 131 SUMIF Uses 135 Helper Cells 135 The SUMIFS Function 136 The SUMPRODUCT Function 138 Chapter 8 Accessories: Other Reporting Functions and Features 153 Helper Cells 153 Logic Functions 155 The IF Function 157 The AND and OR Functions 161 Lookup Functions 164 The VLOOKUP Function 164 The HLOOKUP Function 168 An Alternative to VLOOKUP 170 The INDEX and MATCH Functions 170 The MATCH Function 170 The INDEX Function 172 The INDEX-MATCH Combination 174 Error Handling Functions 175 The IFERROR Function 175 Handling Specific Errors 177 Text-Based Functions 180 The TEXT Function 181 LEFT and RIGHT Functions 183 The MID Function 184 Flexible Text Manipulations 185 The SEARCH Function 185 The LEN Function 187 Flexible Splitting 187 The SUBSTITUTE Function 188 Converting Text to Numbers 190 Date Functions 190 The DATE Function 191 Other Useful Functions 192 Array Formulas 201 Chapter 9 Range Names 209 Advantages 210 Disadvantages 210 Creating a Range Name 211 Using Range Names 213 Name Manager 216 Naming a Range 218 Creating Names Automatically 222 Name Intersections 227 Dynamic Range Names 228 Using Structure in Range Names 233 INDIRECT and Range Names 236 Listing Range Names 237 Chapter 10 Maintenance Issues 239 Maintenance Instructions 239 The Advantages of Using Tables 240 Common Issues 241 Rolling the Year 241 Working with Days 242 Simplifying the Interface by Using Controls 244 Chapter 11 Choosing the Right Format 255 Colour Blindness 255 Format Painter 256 Less Is More 256 Fonts 257 Clear and Start Again 257 The Format Cells Dialog Box 257 Styles 270 Conditional Formatting 272 Printing Issues 293 Chapter 12 Picture Perfect: Charting Techniques 299 Chart versus Graph 300 Chart Basics 300 Charts for Reports 302 Automating Charts 302 Mixing Chart Types 307 Dual-Axis Charts 308 Handling Missing Data 311 Labeling Highs and Lows 313 Trendlines and Moving Averages 315 Plotting the Variance 316 Dashboard Techniques 317 Text in a Chart 331 The Data Series Formula 332 Before and After Charts 333 Chapter 13 Quality Control: Report Validation 337 Identifying Errors 337 Validations 338 Error Tracking 340 Identifying New Codes 346 Conditional Formatting 347 Suggested Validation Structure 347 Reasonableness Checks 349 Chapter 14 Case Study One: Month and Year-to-Date Reporting 351 Scenario 351 Data Requirements 352 Processes 352 Structure 354 Design 354 Report Layout 355 The Creation Process 355 The Reports 363 Chapter 15 Case Study Two: 12-Month Reporting 379 Scenario 379 Data Requirements 380 Processes 381 Structure 381 Design 382 The Creation Process 382 The Reports 387 Chapter 16 Final Thoughts 407 Feedback 408 Last Words 408 About the Author 409 About the Companion Website 411 Index 413

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Book SynopsisA comprehensive framework for effective real-world instructional design Mastering the Instructional Design Process provides step-by-step guidance on the design and development of an engaging, effective training program. The focus on core competencies of instructional system design helps you develop your skills in a way that''s immediately applicable to real-world settings, and this newly updated fifth edition has been revised to reflect the new IBSTPI Competencies and Standards for Instructional Design. With a solid foundation of researched and validated standards, this invaluable guide provides useful insight and a flexible framework for approaching instructional design from a practical perspective. Coverage includes the full range of design considerations concerning the learners, objectives, setting, and more, and ancillaries include design templates, PowerPoint slides, lecture notes, and a test bank help you bring these competencies to the classroom. InstructionaTable of ContentsPreface to the Fifth Edition xiii Acknowledgments xix About the International Board of Standards for Training, Performance, and Instruction xxi Advance Organizer xxiii About This Book xxvii Part One: Overview 1 1 An Overview of Instructional Design 3 Instructional Design: An Emerging Profession 4 Instructional Design: Focused on Establishing and Maintaining Efficient and Effective Human Performance 5 Instructional Design: Guided by a Model of Human Performance 7 Instructional Design: Carried Out Systematically 11 Instructional Design: Based on Open Systems Theory 11 Instructional Design: Oriented to Finding and Applying the Most Cost-Effective Solutions to Human Performance Problems 13 Criticisms of Traditional Instructional Approaches 14 Part Two: Planning and Analyzing For Instructional Design 17 2 Conducting a Needs Assessment 19 Defining Terms 23 Steps in Developing Needs Assessment 29 Developing a Needs Assessment Plan: A Case Study 35 Solving Problems in Conducting Needs Assessments 36 Identifying Instructional Problems 38 Ethical Issues in Needs Assessment 38 3 Collecting and Analyzing Data for Instructional Design Projects 41 The Nature of Data 41 The Data Collection Process 45 Data Analysis 58 4 Identifying the Target Population and Environmental Characteristics 61 Selecting Learner Characteristics for Assessments 62 Selecting Learner Characteristics: A Case Study Example 71 When Should Learner Characteristics Be Assessed? 73 5 Using Analytical Techniques to Determine Instructional Content 90 Identify Content Aligned with Needs Assessment Findings 91 Elicit, Synthesize, and Validate Content from Subject Matter Experts 91 Analyze Instructional Products to Determine the Adequacy of Content, Instructions, and Learning to Determine Content Coverage 92 Determine Subordinate and Prerequisite Skills and Knowledge 93 Analyze Content 97 6 Analyzing the Potential Use of Existing and Emerging Technologies 98 E-Learning 100 The Effectiveness of Today’s Instructional Technology 110 Part Three: Designing and Developing For Instructional Design 117 7 Using an Instructional Design Process Appropriate for a Project 119 Selecting or Creating an Instructional Design Process Based on the Project 123 Modifying the Instructional Design Process as Project Parameters Change 123 Describing a Rationale for the Selected, Created, or Modified Instructional Design Process 124 8 Organizing Instructional Programs and/or Products 125 Determine the Overall Scope of Instructional Programs 125 Specify and Sequence the Anticipated Learning and Performance Outcomes 138 9 Designing Instructional Interventions 145 Identifying Instructional Strategies Aligned with Instructional Goals and Anticipated Learning Outcomes 149 Choosing an Appropriate Instructional Strategy 155 Choosing Media and Delivery Methods 159 Selecting Delivery Modes 162 Appreciating the Learner’s Perspective: A Brief Overview of Cognitive Strategies 164 Using Appropriate Message, Visual, and Motivational Design Principles 165 Accommodating Social, Cultural, Political, and Other Individual Factors Influencing Learning 169 10 Planning Noninstructional Interventions 171 Identifying Appropriate Noninstructional Interventions 172 Feedback Options 173 Job Performance Aids 176 Reward Systems 179 Employee Selection Practices 181 Organizational Redesign 184 Justifying Appropriate Noninstructional Interventions 187 Creating Design Specifications for Noninstructional Interventions 188 11 Selecting or Modifying Existing Instructional Materials 189 Selecting, Developing, or Modifying Instructional Materials 189 Conducting Cost-Benefit Analyses to Decide Whether to Use or Modify Existing Materials 194 Validating Selection or Modification of Existing Instruction 195 12 Developing Instructional Materials 196 Developing Media Specifications 196 Producing Instructional Materials in Various Delivery Formats 213 Developing Materials Aligned with Content Analysis, Proposed Technologies, Delivery Methods, and Instructional Strategies 214 Collaborating with Production Specialists 214 13 Designing Learning Assessments 215 Introduction 215 An Overview of Steps in Preparing Instruments 221 Constructing Reliable and Valid Methods of Assessing Learning and Performance 228 Ensuring the Assessment is Aligned with Instructional Goals, Anticipated Learning Outcomes, and Instructional Strategies 229 Part Four: Evaluating and Implementing Instructional Design 231 14 Evaluating Instructional and Noninstructional Interventions 233 Purpose and Definitions of Evaluation 234 Formative Evaluation 239 Developing a Formative Evaluation Plan 240 Four Major Approaches to Conducting Formative Evaluation 246 Summative Evaluations 251 Reporting Evaluation Results 259 Creating the Report 261 Disseminating the Report 262 15 Revising Instructional and Noninstructional Solutions Based on Data 263 Types of Revisions 264 Gaining Stakeholder Support for Revisions 267 Implementing Revisions to Delivery of Products/Programs 269 16 Implementing Instructional and Noninstructional Interventions 271 Creating a Vision for Change 272 Planning for the Implementation and Dissemination of the Intervention 276 Planning for Diffusion of the Intervention 285 Encouraging and Achieving Adoption and Buy-In 285 Compliance versus Gaining Commitment 286 Monitoring Implementation, Dissemination, and Diffusion to Identify Potential Adjustments 287 Taking Action on Deviations or Problems Surfaced through Monitoring 288 Part Five: Managing Instructional Design 289 17 Applying Business Skills to Managing the Instructional Design Function 291 Where Instructional Design Fits into the Larger Organization 292 Contributing to the Organizational Purpose and Strategy 295 Implementing Standards 299 Leveraging Internal and External Resources to Accomplish Project Goals and Objectives 301 Managing Instructional Design Talent 303 Marketing and Communicating about Instructional Design 313 Navigating Organizational Culture, Structure, Politics, and Processes 314 18 Managing Partnerships and Collaborative Relationships 317 Identifying and Engaging Stakeholders 318 Building Relations between Instructional Designers and Individuals or Group Members 322 Managing Cross-Functional Teams 327 Securing Commitment 331 Conducting Project Reviews 333 19 Planning and Managing Instructional Design Projects 334 Unique Challenges Posed by Project Management 335 Allocating Resources to Support the Project Plan 338 Part Six: Predicting the Future of Instructional Design 341 20 Predicting the Future of Learning and Instructional Design 343 Technological Advances to Improve Delivery and Design 343 The Impact of Neuroscience Research on Instructional Systems Design 357 A Final Word 361 About the Authors 363 References 367 Index 382

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Book SynopsisA guide to how your money is managed, with foreword by Nobellaureate Robert Shiller The Fund Industry offers a comprehensive look at mutualfunds and the investment management industry, for fund investors,those working in the fund industry, service providers to theindustry and students of financial institutions or capital markets.Table of ContentsForeword Robert J. Shiller xi Preface to the Second Edition xiii Acknowledgments xvii Section One An Investor’s Guide to Mutual Funds Chapter 1 Investing through Mutual Funds 3 Advantages and Disadvantages of Mutual Funds 4 History and Growth 8 Regulators and Industry Associations 16 Chapter Summary 22 Notes 23 Chapter 2 How Mutual Funds Work 27 Buying and Selling Fund Shares 28 The Pass-Through Tax Status of Mutual Funds 31 A Virtual Corporation 34 Ethical Standards 41 Alternatives to Mutual Funds 46 Chapter Summary 52 Notes 53 Chapter 3 Researching Funds: The User Guides 57 Mutual Funds and Disclosure 57 The Summary Prospectus 62 Beyond the Summary Prospectus 69 Using the User Guides 75 Chapter Summary 76 Notes 77 Chapter 4 Comparing Mutual Funds 79 Delineating Your Own Investment Objectives 80 Evaluating Performance 83 The Taxonomy of Mutual Funds 88 Chapter Summary 101 Notes 102 Chapter 5 The Cost of Fund Ownership 105 The Focus on Fund Expenses 105 Distribution Expenses 109 Operating Expenses 117 The Management Fee 119 The Active versus Passive Debate 128 Chapter Summary 133 Notes 134 Section Two Mutual Fund Portfolio Management Chapter 6 Portfolio Management of Stock Funds 139 Stock Research 140 Putting It All Together: Managing a Stock Fund 151 Chapter Summary 164 Notes 165 Chapter 7 Portfolio Management of Bond Funds 169 Bond Fund Holdings 169 Putting It All Together: Managing a Bond Fund 181 Chapter Summary 187 Notes 188 Appendix to Chapter 7 Funds and Derivatives 191 Uses of Derivatives in Funds 192 Regulation of Derivatives in Funds 194 Notes 197 Chapter 8 Portfolio Management of Money Market Funds 199 Money Market Funds and the Financial System 200 Rule 2a-7 202 Money Market Fund Holdings 210 Putting It All Together: Managing a Money Market Fund 214 Chapter Summary 217 Notes 218 Chapter 9 Implementing Portfolio Decisions: Trading 223 The Importance of Trading 224 The U.S. Stock Markets 225 The Role of the Mutual Fund Trader 236 Trading in Bond Funds 243 Chapter Summary 245 Notes 246 Chapter 10 Mutual Funds as Stockholders 249 Mutual Funds and the Proxy Voting Process 249 Proxy Voting by Mutual Funds 253 Activism and Mutual Funds 258 Current Issues in Proxy Voting 264 Proxy Voting Outside the United States 266 Chapter Summary 268 Notes 269 Section Three Sales and Operations Chapter 11 Retail Distribution 275 What Sells Mutual Funds? 276 Distribution Channels 277 Fund Platforms 284 Distribution Strategy 290 Chapter Summary 295 Notes 296 Chapter 12 Retirement Saving through 401(k) Plans 301 The Benefits of Tax-Deferred Saving 302 History and Growth of 401(k) Plans 304 Contributions to 401(k) Plans 310 Investment Options in 401(k) Plans 312 Target Date Funds 316 Plan Administration 319 Chapter Summary 320 Notes 321 Chapter 13 Other Retirement Planning Options 325 Individual Retirement Accounts 326 Variable Annuities 332 The Future of Retirement Income in the United States 334 Chapter Summary 339 Notes 339 Chapter 14 Fund Operations 343 The Transfer Agent 343 Fund Accounting 355 Investment Operations 366 Chapter Summary 370 Notes 372 Section Four Beyond Traditional Funds Chapter 15 Exchange-Traded Funds 377 A Brief History 377 Advantages and Disadvantages 380 Legal Structure 381 Operations 384 Portfolio Holdings 387 The Future of ETFs 393 Chapter Summary 394 Notes 395 Chapter 16 Hedge Funds 399 Traditional Hedge Funds 400 Traditional Hedge Fund Investors 415 The New Hedge Funds: Liquid Alternatives 419 Chapter Summary 423 Notes 424 Section Five The Internationalization of Mutual Funds Chapter 17 Cross-Border Investing 433 The Growth in Cross-Border Investing 433 Advantages and Risks of Investing Overseas 437 Operational Challenges of Investing Overseas 440 Putting It All Together: Managing a Global or International Fund 444 Chapter Summary 448 Notes 449 Chapter 18 Cross-Border Asset Gathering 451 The Global Market for Investment Funds 451 Models for a Global Fund Business 459 The UCITS Model 464 Chapter Summary 473 Notes 474 Appendix to Chapter 18 Gathering Fund Assets through Retirement Plans 477 Chile’s Retirement System 480 Singapore’s Retirement System 483 Notes 487 About the Companion Website 489 About the Authors 491 Index 493

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Book SynopsisIntegrate critical roles to improve overall performance in complex engineering projects Integrating Program Management and Systems Engineering shows how organizations can become more effective, more efficient, and more responsive, and enjoy better performance outcomes. The discussion begins with an overview of key concepts, and details the challenges faced by System Engineering and Program Management practitioners every day. The practical framework that follows describes how the roles can be integrated successfully to streamline project workflow, with a catalog of tools for assessing and deploying best practices. Case studies detail how real-world companies have successfully implemented the framework to improve cost, schedule, and technical performance, and coverage of risk management throughout helps you ensure the success of your organization''s own integration strategy. Available course outlines and PowerPoint slides bring this book directly into the academic or corTable of ContentsList of Figures xxvii List of Tables xxxiii Foreword: Practices, Knowledge, and Innovation xxxv Preface xxxix Reference xli Acknowledgments xliii Introduction xlvii The Origins of an Important Collaboration xlvii Creating a Knowledge Foundation through Exploratory Research xlviii Phase I Study xlix Phase II and III Studies l Phase IV Study li Strengths and Limitations of the Research Foundation lii Integrating Practitioner Knowledge with Research lii Overview of the Book liii References liv Part I: In Search of Integrated Solutions 1 1 Toward a New Mindset 3 1.1 Striving for Perfection in Complex Work 3 1.2 Boldly Going Again Where People Have Gone Before 4 1.3 Strategy Realization Requires Good Management 8 1.4 Workforce + Organizational Capabilities = Competitive Advantage 10 1.5 Rays of Hope 12 1.6 Trekking toward a New Mindset 12 1.7 Summary 14 1.8 Discussion Questions 14 1.9 References 14 2 The Engineering Program Performance Challenge 17 2.1 Introduction 17 2.2 Making White Elephants Extinct 17 2.3 Large Engineering Programs Are Complex 20 2.4 We Need a Better Solution 31 2.5 Summary 31 2.6 Discussion Questions 33 2.7 References 33 Additional Resources 36 3 The Features of Successful Integration Of Program Management And Systems Engineering 37 3.1 A Major Engineering Program Failure? 37 3.2 Bridging Boundaries to Foster Program Success 40 3.3 Contributors to Success in Action 42 3.4 Summary 47 3.5 Discussion Questions 48 3.6 References 48 Additional Resources 49 4 The Case for Integrating Program Management and Technical Management 51 4.1 The Roots of Nonintegration 51 4.2 Program Management and Systems Engineering Are Different 52 4.3 Program Management 53 4.4 Systems Engineering 62 4.5 Why Divergence Is Such a Problem 69 4.6 Integrating Is Difficult, but Not Impossible 75 4.7 Discussion Questions 76 4.8 References 76 Additional Resources 78 5 Key Concepts in Integration 79 5.1 Introduction 79 5.2 Assessing Integration between Disciplines 79 5.3 Attributes of Integration in Complex Organizations 83 5.4 Practitioner Perspectives on Integration 88 5.5 Summary 93 5.6 Discussion Questions 94 5.7 References 95 Part II: Building Capabilities to Effectively Execute Engineering Programs 97 6 How Integration Works in Programs 99 6.1 Introduction 99 6.2 The Integration Framework 99 6.3 Summary 115 6.4 Discussion Questions 115 6.5 References 116 7 Integration in Practice in the F/A-18e/F Super Hornet Program 119 7.1 Introduction 119 7.2 F/A-18E/F Super Hornet Program Background and the Context of Integration 121 7.3 Twelve Days of August: A Start on the Integration Journey 122 7.4 Enabling Integration by Reducing Program Complexity 124 7.5 A Parallel Process in NAVAIR to Improve Integration 125 7.6 The E/F Program Pilots a New Way of Working Together 126 7.7 Improved Decision Making 128 7.8 Program Delivery 138 7.9 Integration Practices Observed in the F/A-18E/F Program 140 7.10 Summary 140 7.11 Discussion Questions 141 7.12 References 142 8 Program Management and Systems Engineering Integration Processes, Practices, and Tools 143 8.1 Introduction 143 8.2 Episodic Integration Mechanisms 144 8.3 Pervasive Integration Mechanisms 151 8.4 A Note on Tailoring 164 8.5 Summary 165 8.6 Discussion Questions 166 8.7 References 166 Additional Resources 168 9 The Organizational Environment 169 9.1 Introduction 169 9.2 Structural Dimensions of Integration 169 9.3 Organizational Environmental Factors 174 9.4 The Challenges of Integration in Large-Scale Programs: Systems Failure 178 9.5 Characteristics of Successful Program Integration 180 9.6 The International Space Station: A Model in Systems Integration 182 9.7 Summary 185 9.8 Discussion Questions 186 9.9 References 186 Additional Resources 189 10 Developing Integration Competencies In People 191 10.1 Introduction 191 10.2 Identifying Integration Competencies 194 10.3 Developing Integration Competencies 198 10.4 Managing Integration Competencies 207 10.5 Summary 210 10.6 Discussion Questions 211 10.7 References 211 Additional Resources 215 11 Integration Throughout the Program Life Cycle 217 11.1 Introduction 217 11.2 Integration and the Generic Life Cycle 217 11.3 Life Cycle Stages for Systems Engineering 219 11.4 Program Management Life Cycle Characteristics 220 11.5 Large-Scale Infrastructure Programs 225 11.6 Life Cycle Integration 227 11.7 Leadership Styles for the Big Dig’s Five Stages of Program Management 232 11.8 Summary 233 11.9 Discussion Questions 233 11.10 References 234 Additional Resources 236 12 The Impact of Effective Integration on Program Performance 237 12.1 Introduction 237 12.2 Program Performance 237 12.3 Measuring Integration in Programs 240 12.4 Integration as a Catalyst for Program Performance 244 12.5 Case Study: Electronic Support Upgrade for the Royal Australian Navy’s Anzac Class Frigate 249 12.6 Summary 255 12.7 Discussion Questions 256 12.8 References 256 Part III: Developing Integration Competencies in Your Organization 259 13 Integration Means Change 261 13.1 Introduction: The Case for Change 261 13.2 The Need to Be Thoughtful about Change 262 13.3 Frameworks and Models for Change 265 13.4 Readiness Assessment 271 13.5 The Road Ahead and How to Prepare for It 273 13.6 Summary 273 13.7 Discussion Questions 274 13.8 References 275 Additional Resources 276 14 Successful Change Programs that Improved Integration 279 14.1 Introduction 279 14.2 Redefining What Is Possible: The Marriage of Systems Engineering and Program Management at Lockheed Missiles & Space Company 280 14.3 Using Certification to Foster Integration in U.S. Government Agency Acquisition Programs 284 14.4 Integrating Software Engineering and Program Management at Nationwide 287 14.5 Managing Change in Engineering Program Organizations: Boosting Productivity in BMW’s Engineering Department 291 14.6 Delivering the World’s Most Complex Inner-City Infrastructure Program: Boston’s Big Dig 299 14.7 Summary 303 14.8 Discussion Questions 305 14.9 References 306 15 Leading an Integration Change Program 309 15.1 Introduction 309 15.2 Understanding the Work Ahead: The Organizational Context 310 15.3 Planning for Change within the Organizational Context 312 15.4 Putting the Four Input Dimensions for Change Together 329 15.5 Practices to Consider 334 15.6 Summary 338 15.7 References 339 Part IV: A Call to Action 341 16 Calls to Action 343 16.1 Call to Action for Academia: Help Budding Professionals Learn to Adapt 344 16.2 Call to Action for Enterprise: Build the Right Engine for Strategy Implementation 349 16.3 Call to Action for Policymakers: Refocus Oversight and Accountability in the Right Ways 353 16.4 Call to Action for Industry and Professional Societies: Take an Interdisciplinary View 357 16.5 Call to Action for Researchers: Explore Interdisciplinary Systems 359 16.6 References 361 Afterword: Toward an Integrated Future 365 The Case for Integration 365 New Insights Gained Along the Way 366 The Path Forward 368 Glossary 371 Index 381

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Book SynopsisThe world s most forward-looking CEOs recognize the real challenge facing business today: a fundamental shift in the nature of commerce.Table of ContentsForeword ixSir Richard Branson Preface xi Introduction: Profit from Tomorrow’s Bottom Line 1 1 Adopt the Right Aspirations 23 2 Create New Corporate Structures 39 3 Apply True Accounting Principles 55 4 Calculate True Returns 71 5 Embrace Well-Being 87 6 Level the Playing Field 107 7 Pursue Full Transparency 123 8 Redefine Education 143 9 Learn from Nature’s Model 167 10 Keep the Long Run in Mind 179 Conclusion: Get Ready to BreakThrough 193 Notes 211 Acknowledgments 229 About the Authors 235 Index 239

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Book SynopsisAn insightful and practical toolkit for managing organizational growth Growing Pains is the definitive guide to the life cycle of an organization, and the optimization strategies that make the organization stronger.Table of ContentsPreface vii Acknowledgments xiii Part I A Framework for Developing Successful Organizations 1 Chapter 1 Transitions Required to Build Sustainably Successful Organizations® 5 Chapter 2 Building Sustainably Successful Organizations®: The Pyramid of Organizational Development 25 Chapter 3 Identifying and Surviving the First Four Stages of Organizational Growth 47 Chapter 4 Managing the Advanced Stages of Growth 71 Chapter 5 Recognizing Growing Pains and Assessing the Need for Change 93 Part II Mastering the Tools for Building Sustainably Successful Organizations® 113 Chapter 6 Strategic Planning 117 Chapter 7 Organizational Structure 159 Chapter 8 Organizational Control and Performance Management Systems 185 Chapter 9 Management and Leadership Development 215 Chapter 10 Corporate Culture Management 243 Part III Special Aspects of Organizational Transitions in Growing and Changing Enterprises 275 Chapter 11 Building Sustainably Successful Nonprofits 277 Chapter 12 The Challenge of Leadership Throughout the Organizational Life Cycle 305 Chapter 13 Building Sustainably Successful Organizations®: The Frameworks, Tools, and Methods in Action 331 About the Authors 363 Index 365

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Book SynopsisIIE/Joint Publishers Book of the Year Award 2016! Awarded for an outstanding published book that focuses on a facet of industrial engineering, improves education, or furthers the profession .Table of ContentsPreface xi 1 Introduction to Engineering Decision Making 1 1.1 Introduction 1 1.2 Decision Making in Engineering Practice 4 1.3 Decision Making and Optimization 5 1.4 Decision Making and Problem Solving 6 1.5 Decision Making and Risk Management 7 1.6 Problems in Decision Making 8 1.7 The Value of Improving Decision Making 8 1.8 Perspectives on Decision Making 9 Exercises 10 References 12 2 Decision-Making Fundamentals 15 2.1 Decision Characteristics 16 2.2 Objectives in Decision Making 17 2.3 Influence Diagrams 22 2.4 Rationality 24 2.5 Dominance 29 2.6 Choice Strategies 31 2.7 Making Tradeoffs 33 2.8 Reframing the Decision 34 2.9 Risk Acceptance 36 2.10 Measurement Scales 37 Exercises 39 References 46 3 Multicriteria Decision Making 51 3.1 Pugh Concept Selection Method 54 3.2 Analytic Hierarchy Process 56 3.3 Multiattribute Utility Theory 62 3.4 Conjoint Analysis 67 3.5 Value of a Statistical Life 70 3.6 Compensation 71 3.7 The Impact of Changing Weights 74 Exercises 76 References 81 4 Group Decision Making 85 4.1 Ranking 88 4.2 Scoring and Majority Judgment 92 4.3 Arrow’s Impossibility Theorem 95 Exercises 96 References 99 5 Decision Making Under Uncertainty 101 5.1 Types of Uncertainties 103 5.2 Assessing a Subjective Probability 105 5.3 Imprecise Probabilities 107 5.4 Cumulative Risk Profile and Dominance 108 5.5 Decision Trees: Modeling 110 5.6 Decision Trees: Determining Expected Values 112 5.7 Sequential Decision Making 114 5.8 Modeling Risk Aversion 115 5.9 Robustness 120 5.10 Uncertainty Propagation: Sensitivity Analysis 125 5.11 Uncertainty Propagation: Method of Moments 127 5.12 Uncertainty Propagation: Monte Carlo Simulation 129 Exercises 132 References 138 6 Game Theory 141 6.1 Game Theory Basics 144 6.2 Zero-Sum Games 144 6.3 Optimal Mixed Strategies for Zero-Sum Games 145 6.4 The Minimax Theorem 147 6.5 Resource Allocation Games 147 6.6 Mixed Motive Games 148 6.7 Bidding 151 6.8 Stackelberg Games 152 Exercises 153 References 157 7 Decision-Making Processes 161 7.1 Decision-Making Contexts 164 7.2 Technical Knowledge and Problem Consensus 165 7.3 Optimization: Search and Evaluation 169 7.4 Diagnosing Risk Decision Situations 170 7.5 Values and Ethics 171 7.6 Systematic Decision-Making Processes 172 7.7 The Decision-Making Cycle 174 7.8 The Analytic-Deliberative Process 175 7.9 Concept Selection 176 7.10 Decision Calculus 177 7.11 Recognition-Primed Decision Making 178 7.12 Heuristics 178 7.13 Unconscious Decision Making 179 7.14 Search 179 7.15 Types of Search in Practice 183 7.16 Secretary Problem 185 7.17 Composite Decisions 187 7.18 Separation 189 7.19 Product Development Processes 194 Exercises 197 References 200 8 The Value of Information 207 8.1 The Expected Value of Perfect Information 212 8.2 The Expected Value of Imperfect Information 214 8.3 Experimentation to Reduce Ambiguity 221 8.4 Experimentation to Compare Alternatives 225 8.5 Experimentation to Compare Alternatives with Multiple Attributes 228 Exercises 232 References 237 9 Risk Management 239 9.1 Risk Management Process 244 9.2 Potential Problem Analysis 247 9.3 Risk Management Guide for DOD Acquisition 252 9.4 Risk Management at NASA 253 9.5 Precursors 254 9.6 Warnings 257 9.7 Risk Communication 259 9.8 Managing the Risk of a Bad Decision 265 9.9 Learning from Failures 271 9.10 Transforming Failure Information 275 Exercises 276 References 282 10 Decision-Making Systems 289 10.1 Introduction to Decision-Making Systems 291 10.2 Mechanisms of Organization Influence 292 10.3 Roles in Decision-Making Systems 293 10.4 Information Flow 296 10.5 The Structure of Decision-Making Systems 297 10.6 Product Development Organizations 298 10.7 Information Flow in Product Development 299 10.8 The Design Factory 302 Exercises 302 References 303 11 Modeling and Improving Decision-Making Systems 307 11.1 Modeling Decision-Making Systems 309 11.2 Rich Pictures 310 11.3 Swimlanes 311 11.4 Root Definitions 313 11.5 Conceptual Models 315 11.6 Models of Product Development Organizations 317 11.7 Improving Decision-Making Systems 317 11.8 An Integrative Strategy 319 Exercises 325 References 326 Index 331

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Book SynopsisPrivate equity is more economically significant than ever, as institutions hunt for high returns in a risky world. Private Equity 4. 0 examines the role, workings and contribution of this important industry in a straightforward yet revealing manner. Dr. Josh Lerner Jacob H.Table of ContentsList of case studies ix About the authors xi Professional acknowledgments xiii Personal acknowledgments xv Foreword xvii Introduction xxi Private equity at the crossroads xxi An historical perspective to gain insights for the future xxi Private equity: all about people xxiii The best capitalism has to offer? The conceptual groundings xxiv Empowering and incentivizing: partnering for mutual success xxiv Focus, focus, focus xxv Strategy is cheap; operationalizing is key xxv Alignment brings cohesion xxvi Flexibility as strategic value xxvi Carrots and sticks: the value of discipline xxvi Leverage… at all levels xxvii The cash flow paradox xxvii The buy-and-sell approach: capitalism on speed xxviii Believers, sceptics and cynics xxviii 1 Private equity: from “alternative” to “mainstream” asset class? 1 Moving into mainstream 3 A brief history 6 An increasingly global industry 8 Private equity in North America 10 Private equity in Europe 11 Private equity in Asia 12 Emerging private equity players 13 An industry in the limelight 18 2 Private equity as a business system 25 Setting the stage 27 The raison d’être of private equity funds 27 Private equity’s market segments 29 The fuel behind private equity: investors 37 Portfolio allocations by investors 39 The (apparent) madness of private equity fees 42 Management fee 43 Carried interest 43 General partner interest 46 Commitments versus investments 50 Distributions in cash, please! 51 Due diligence, leverage, focus and… incentives 53 Superior information 54 Active ownership 54 Financial leverage 55 Alignment of interests 55 Mitigating possible confl icts of interest 56 Illiquidity… and new ways to cope with it 58 Secondaries market 58 Publicly listed private equity vehicles 60 3 Value creation in private equity 69 The art of private equity 71 Sourcing deals 74 Creating value in private equity 78 Operational value 79 Exiting investments 95 The economic impact of private equity 96 4 Private equity performance 103 Performance metrics 106 Valuing realized and unrealized investments 108 Reporting fund performance 109 Membership and self-reporting biases 109 Performance by segments 112 Performance by fund size 113 The persistence effect 114 The timing effect 116 Comparison against benchmarks 117 Correlation to other asset classes 121 5 The main characters in private equity 125 Size matters: fund sizes, deal sizes and other dimension issues! 127 Global alternative asset managers 132 Example: The Carlyle Group 133 Example: Bain Capital 138 Regional, domestic and multi-country funds 142 Example: EQT Partners 143 Mid-market funds 146 Example: H.I.G. Capital 148 Venture capital funds 152 Example: TVM Capital 154 Distressed private equity 157 Example: Cerberus Capital Management LP 159 Secondary funds 162 Example: Coller Capital 163 Funds-of-funds 165 Example: Pantheon 166 Example: AlpInvest Partners 169 Institutional limited partners 171 Example: CalPERS (California Public Employees Retirement System) 171 6 The supporting cast 173 London as European centre of gravity 176 The private equity ecosystem: follow the fees 177 Investment banks 178 M&A advisory fees 179 Arrangement fees 180 Securitization fees, or the price of turning frogs into princes 180 Fund management fees, or how to compete with your best clients 182 Lending banks 183 Accountancy firms 184 Law firms 185 Due diligence specialist providers 186 Strategy consultants 187 Placement agents 189 Fund administrators 190 Recruitment consultants 191 Public relations agencies 192 7 Investing in a fund 195 The private equity game 197 The decision to invest 198 Choice of investment vehicle 203 Direct fund investments 204 Indirect fund investments 204 Diversification in a rich marketplace 209 Stages of investment 210 Geographic focus 210 Sector and size of investments 210 Strategic approach 210 Types of private equity firms 211 Timing 211 The pitch 212 Manager selection 214 Due diligence 216 Terms, conditions and fee structures 221 Subscription to a fund 228 Capital calls 228 Monitoring 229 Distributions 230 Reporting 232 Fund liquidation 233 8 The future of private equity 235 Reports of private equity’s death were highly premature 237 Private equity in a changing world 239 Conclusion 244 Index 247

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Book SynopsisSelling can be uncomfortable for professional business consultants and executive coaches. The two biggest problems are generating more qualified leads, and turning those leads into actual paying clients. Taking traditional beliefs about how best to sell and turning them completely upside down, author Jay Niblick rewrites the sales playbook for the consulting and coaching industry. His proven five-step sales process is specifically designed for independent business consultants and coaches, serving as a common set of rules to grow their practice, deliver more value and generate more revenue. The Profitable Consultant delivers a suite of ready-to-launch tools that will automate readers' marketing efforts, so they can focus more time delivering revenue-generating services -- to even more clients.Table of ContentsForeword Marshall Goldsmith ix Acknowledgments xi Introduction 1 1 Is Consulting Even Right for Me? 5 2 Build a Foundation That Supports Heavy Profits 19 3 Poor Pricing Equals Poor Profits 57 4 How You Charge is as Important as What You Charge 81 5 Not Just Any Ole Fishing Hole Will Do 97 6 Seek Only to Give—Marketing That Actually Works 111 7 Why Selling Sucks—The Profits from Your Practice 171 8 He Who Identifies the Cause of the Problem Gets to Fix It 177 9 The Golden Rule is Just Plain Wrong 209 10 Be Bold and Mighty Forces Will Come to Your Aid 221 Conclusion: Don’t Lose Sight of Your Success 231 Appendix A Putting It All to Work for You—A Review 235 Appendix B The EBM Guide: How to Get Started on an EBM Campaign 243 Appendix C Press Release Template 247 Appendix D Launch Cheat Sheet 249 About the Author 257 Index 259

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Book SynopsisIncorporate effective time management and transform your life If you always feel like there''s not enough time in the day to get everything accomplished, Successful Time Management For Dummies is the resource that can help change your workday and your life. Filled with insights into how the most successful people manage distractions, fight procrastination, and optimize their workspace, this guide provides an in-depth look at the specific steps you can use to take back those precious hours and minutes to make more of your workday and your leisure time. Modern life is packed with commitments that take up time and energy. But by more effectively managing time and cutting out unnecessary and unproductive activities, you really can do more with less. In this complete guide to time management, you''ll find out how to manage email effectively, cut down on meetings and optimize facetime, use technology wisely, maximize your effectiveness during travel, and much more.Table of ContentsIntroduction 1 About This Book 1 Icons Used in This Book 2 Foolish Assumptions 3 Beyond the Book 3 Where to Go From Here 4 Part I: Beginning the Revolution: Simple Steps to Start With 5 Chapter 1: The Essence of Good Time Management: Organizing Yourself 7 Planning in Advance 8 Achieving peace of mind 8 Activating your subconscious mind 9 The 1,000 percent return 9 Assemble all that is needed 9 Handle everything—just once 10 Grabbing the Three Keys to Personal Organization 11 Stepping back to evaluate 11 Developing neatness habits 11 Refuse to excuse 12 Chapter 2: Setting Yourself Up for Success 13 Getting to Know Yourself 14 Assessing your strengths and weaknesses 14 Naming goals to give you direction 15 Assigning a monetary worth to your time 16 Identifying your rhythm to get in the zone 16 Following a System 18 Scheduling your time and creating a routine 18 Organizing your surroundings 18 Overcoming Time‐Management Obstacles 19 Communicating effectively 20 Circumventing interruptions 20 Getting procrastination under control 21 Making decisions: Just do it 21 Garnering Support While Establishing Your Boundaries 22 Balancing work and time with family and friends 22 Streamlining interactions with co‐workers and customers 23 Keeping Motivation High 23 Chapter 3: Linking Time Management to Life Goals 25 Understanding Why You Need to Put Your Goals on Paper 26 Establishing Your Fabulous 50 .27 What do you want to have? 29 What do you want to see? 29 What do you want to do? 30 What do you want to give? 30 Who do you want to become? 31 Labeling and Balancing Your Fabulous 50 32 Assigning a time frame to each goal 32 Categorizing your goals 34 Targeting 12 Goals to Start With 35 Narrowing down your list 36 Noting why your top‐12 goals are important to you 36 Pinpointing Your Resource Needs 37 Accruing funds: A capital idea 38 Expanding your knowledge 38 Honing your skill set 38 Tapping into human resources 39 Chapter 4: Putting a Value on Your Time 41 Getting a Good Grip on the Time‐Equals‐Money Concept 42 Calculating Your Hourly Income 43 Boosting Your Hourly Value through Your Work Efforts 45 Making Value‐Based Time Decisions in Your Personal Life 46 Deciding whether to buy time: Chores and responsibilities 47 Making time‐spending decisions: Leisure activities 48 Looking at rewards 48 Factoring in monetary and time costs 48 Staying open to experiences and using time wisely 49 Part II: Establishing a Good System 51 Chapter 5: Focusing Your Efforts, Prioritizing Tasks, and Blocking Your Time 53 Focusing Your Energy with the 80/20 Theory of Everything 54 Matching time investment to return 54 The vital 20 percent: Figuring out where to focus your energy at work 57 Personal essentials: Channeling efforts in your personal life 58 Getting Down to Specifics: Daily Prioritization 62 Blocking Off Your Time and Plugging in Your To-Do Items 64 Step 1: Dividing your day 65 Step 2: Scheduling your personal activities 66 Step 3: Factoring in your work activities 67 Step 4: Accounting for weekly self- evaluation and planning time 67 Step 5: Building in flex time 68 Assessing Your Progress and Adjusting Your Plan as Needed 69 Surveying your results 69 Tweaking your system 71 Chapter 6: Efficiently Working from a Home Office 73 Knowing Yourself and Your Environment 73 Is working from home for you? 74 Weighing the pros and cons of a home office 75 Defining your space needs 77 Selecting the Right Equipment 78 More than a desk and chair 78 Desktops, laptops, scanners, and other tools 79 Managing the lighting and noise 80 Getting the Work Done from Home 80 Fighting the home interruptions 81 Working at home with kids 82 Feeling isolated from the business world 82 Chapter 7: Setting Up and Maintaining a Productive Workspace 85 Streamlining Your Workspace 86 Make way! Clearing off your desk 86 Assembling essential organizational tools 87 Setting up a timely filing system 88 Tackling piles systematically 90 Keeping Clutter from Coming Back 91 Handling documents and papers once 92 Filing regularly 94 Taking notes that you can track 94 Limiting the Paper You Receive 95 Accounting for Ergonomics and Aesthetics 97 Setting up a proper workstation 98 Decorating your space 98 Chapter 8: Fine-Tuning Organization Skills with Technology 101 Plugging into Electronic Scheduling 102 The calendar-sharing benefits of electronic scheduling tools 102 The utility of portable planners 103 De-cluttering Your Computer or Tablet (and Keeping It That Way) 104 Naming files and organizing them with an electronic tree 104 Offloading excess by archiving or deleting 107 Saving new files strategically 108 Managing Contact Info with a CRM Program 109 Looking at software and services 110 Unleashing the capabilities of a CRM program 110 Creating effective client profiles 112 Putting a CRM program on a server or in the cloud to maximize accessibility and backup 113 Part III: Using Technology to Leverage Your Time 117 Chapter 9: Leveraging Your Time with Technology 119 Timing Is Everything: Taking Charge of Your Time 120 Making choices about technology 120 Automate rather than replicate 120 Communicating Effectively through Technology 121 Social media options to consider 122 Using FaceTime, Skype, and other video communication systems 123 Engaging through online meeting platforms 123 Organizational Technology Tools 126 Building your system to find what you need fast 126 Protecting your technology from catastrophe 127 Clouding, Dropboxing, and storing your stuff 127 Creating a Digital Brain with Evernote 128 Getting your notes, ideas, and thoughts into Evernote 129 Remembering and finding things you need 130 Chapter 10: Controlling Email Overload 131 Managing Email Effectively 131 Setting up filtering systems 131 Separating Your Work and Private Life 132 Managing multiple email addresses 133 Organizing and storing email 133 Responding to email using less time 134 Employing an email response system 135 Automating your responses 137 Chapter 11: The Facebook Balancing Act 139 The Time Advantages of Facebook 139 The black hole of time in Facebook 140 Which to use personally and professionally 141 Using your personal page to create business 142 Leveraging your Facebook business pages 143 Keeping Contacts with Facebook 144 To friend or not to friend that is the question 145 Posting from public to private 145 Getting people to share your posts 146 Using the list feature to manage interaction 147 Communicating through groups 148 Chapter 12: Twitter: Time Saver or Time Waster 149 Deciding Who to Follow 149 Those from which you can learn 151 Those with which you can have fun 151 Those with whom you can profit 151 Those you can teach 152 Preventing a Twitter Takeover 152 Chapter 13: Creating Effective LinkedIn Strategies 155 Creating a Link‐able Profile 155 Creating a personal profile 156 Sharing your experience 156 Picturing yourself on LinkedIn 157 Defining LinkedIn Goals, Objectives, and Connections 157 Establishing Your LinkedIn Schedule 158 The two‐check system 159 Meeting weekly to check for success 159 Part IV: Confronting Challenges to Time Management 161 Chapter 14: Communicating Strategically to Get Results — Fast 163 Choosing the Right Medium for Your Message 164 Communicating face to face 164 Vocalizing your message over the phone 166 Putting messages in writing: The joys (and perils) of email, text, and instant messages 167 Basic Communication Skills: Being Direct and Succinct 169 Cutting out the clutter in your language 170 Including the essential stuff 170 Fostering Camaraderie When Meeting in Person 171 Corresponding Clearly and Confidently via Telephone 172 Writing Effective Emails 174 Crafting a clear and targeted subject line 174 Keeping an eye on composition 175 Reviewing your writing 177 Preparing for the send-off 178 Asking Targeted Questions to Get Results 178 Determining what sorts of answers you need 179 Starting the flow with open-ended questions 179 Narrowing the focus with closed-ended questions 180 Pinning down maybes and other conditional responses 181 Achieving a positive tone 182 Preparing to listen 182 Chapter 15: Defending Your Day from Interruptions 185 The Fortress: Guarding Your Focus from Invasion 186 Protecting your domain from interior intrusions 186 Scheduling time offline 189 Screening interruptions before letting them through 191 Secondary Defenses: Minimizing Damage When Calls Get Through 193 Delegating the responsibility 193 Shortening or condensing the conversation 194 Rebooking discussions for a better time 194 Handling Recurring Interruptions by Co-Workers 195 The colleague with nothing to do 195 The colleague who just doesn’t want to work 196 The employee who’s wrapped up in his world 196 The person who treats work as her sole social outlet 197 Dealing with Interruption-Oriented Bosses 197 The seagull manager 198 The verbal delegator 198 Working with Intrusive Clients 199 A little attention goes a long way 200 Setting clients’ expectations 201 Chapter 16: Overcoming Procrastination 203 Staring Down the Source: How Procrastination Takes Hold 203 Calling on short‐sighted logic: “I have plenty of time” 204 Avoiding the unpleasant: “I don’t want to think about it now” 204 Triggering your fears: “What if I screw up? And what if I don’t?” 205 Paralyzed by perfection: “I’ll wait till the time is right” 206 Sabotaging at mid‐process: “I’ve earned a break” 206 Looking for thrills: “I work best under pressure” 207 Knowing Whether to Put It Off 208 Poor procrastination: Considering the costs 208 Wise procrastination: Knowing when to hold ‘em 209 Laying the Groundwork: Altering Your Mindset and Instituting Discipline 211 Motivating yourself with the carrot‐or‐stick approach 211 Recognizing excuses and shoving them aside 213 Give me a break: Putting off procrastination 215 Conquering Dreaded Tasks with Sandwich Tactics 215 The eat‐the‐crust‐first approach: Starting with the tough job 216 The Swiss‐cheese approach: Poking little holes in the task 216 The salami approach: Finishing it one slice at a time 217 The discard‐the‐garnish approach: Getting it off your plate 217 Maintaining Your Motivation as You Press Ahead 218 Chapter 17: Coping with a Time-Wasting Boss 221 Fulfilling Your Objectives to Help Your Boss Meet Hers 222 Maintaining Personal Boundaries 223 Preparing to Discuss Your Concerns with Your Boss 224 Identifying concerns and gathering supporting evidence 225 Reflecting on your boss’s behavior style 226 Initiating and Fostering a Win‐Win Discussion 229 Irreconcilable Differences: Knowing When to Move On 231 Chapter 18: Mastering Meetings with Co‐Workers 233 Devising Objectives, Listing Attendees, and Crafting an Agenda 234 Clarifying the purpose of the meeting 234 Creating a guest list 236 Holding informal, preliminary mini‐meetings 237 Putting together the agenda 238 Scheduling the Time and Place 240 Finding a good time slot 240 Considering the location 241 The Day Of: Running the Meeting Well 244 Arriving early for setup 244 Launching the meeting 245 Keeping the meeting moving 246 Assigning action items 247 Summarizing and concluding the meeting 248 Following Up for Maximum Productivity 249 Part V: Maintaining Efficiency When Working with Others 251 Chapter 19: Time Management for Administrative Staff 253 Recognizing Common Pitfalls 254 Keeping Your Eyes on the Goal: Your Boss’s Lead 254 Boosting your admin image: Ask and you shall receive 255 Getting face time with the boss 255 Dealing with a meeting‐phobe 256 Working for a meeting‐phile 257 Asking the right questions 257 Adopting Strategies to Stay On Track 259 Starting with a few simple steps 259 Protecting peak productivity periods 260 Getting your priorities in order 262 Seeking clarification about your objectives 262 Creating and qualifying a comprehensive task list 263 Chapter 20: Time Management for Salespeople 265 Breaking Your Time‐Investment Portfolio into Three Categories 266 The money‐makers: Direct income‐producing activities (DIPA) 267 The prep work: Indirect income‐producing activities (IIPA) 268 Administrative stuff: Production‐supporting activities (PSA) 270 Letting the numbers scare you straight 270 Tracking Your Time to See Where You Stand 271 Recording your activities 272 Evaluating your time‐tracking sheets 273 Looking back at your day 273 Reflecting on your week, month, quarter, and year 274 A DIPA success story 275 Planning Your Day around DIPA 275 Picking time for DIPA and using that slot wisely 275 Getting off to a good start 276 Giving priority to prospecting 276 Leaving time for following up on leads 277 Blocking out time for sales presentations 278 Planning for personal development 278 Continuing education: A lifelong journey 279 Role‐playing: Getting ready for prime time 280 Evaluating your sales presentation performance 281 Scheduling your DIPA time 282 Incorporating IIPA into Your Day 283 Using IIPA time to review sales results 283 Keeping IIPA in check 284 Decreasing Your PSA Time 284 Questioning the way it’s done 286 Chapter 21: Time Management for Business Owners and Executives 287 Stepping Back and Observing Your Time Investment 288 Increasing Time on Growth Activities 290 Responsive Tasks: Decreasing Your “In” Time 291 Solidifying your organizational chart 292 Crafting clear job descriptions 293 Creating room for growth with supplemental task lists 295 Devising a management plan 296 Empowering your staff 297 Organizing Daily Priorities 298 Planning Ahead: Balancing Your “On” Time 298 Setting aside daily and monthly “on” time 300 Performing a quarterly and yearly review of “on” time 301 Chapter 22: Coaching Others to Manage Time Effectively 303 Finding Out Who’d Benefit from Training 304 Using the four probabilities of success as a gauge 304 Tapping into an employee’s motivation 306 Establishing Goals 308 Incorporating Tools and Strategies 309 Fostering Partnership and Encouraging Success 311 Setting up benchmarks and check‐ins to instill accountability 312 Being consistent 313 Fulfilling your role as a mirror 314 Dealing with a Lack of Progress: Can This Employee Be Saved? 315 Accepting them, warts and all 316 Giving it one more try 316 Saying sayonara 317 Part VI: The Part of Tens 319 Chapter 23: Ten Time‐Wasting Behaviors 321 Failing to Stop and Think 321 Multitasking 322 Working without Breaks 323 Demanding Perfection 323 Worrying and Waiting 324 Hooking Up to the Tube 324 Surfing the Web 325 Getting Caught in Junk Mail Undertow 326 Killing Time in Transit 328 Spending Time with Negative People 328 Chapter 24: Ten Time‐Efficient Habits 331 Start Your Day Early 331 Plan for the Next Day 332 Take Care of Your Health 333 Eating for optimal performance 333 Exercising for energy and stamina 333 Sleeping for rejuvenation 334 Set Aside Downtime 334 Plan Meals for the Week 335 Delegate Almost Everything 336 Say No More Often 336 Always Use a Time-Management System 337 Simplify Your Life 337 Begin Every Day at Zero 338 Index 339

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Book SynopsisA comprehensive guide to excelling in a complex matrix organization Debra was not in a good mood as she entered Johann's office for their third meeting. One of her colleagues had just been promoted and, although the guy who got it was good, she didn't think he was any better than her. Well, except at one thing, he was always playing politics - sucking up to the more senior guys and volunteering to be on any committee going. Debra knew the type - went to the same school, belonged to the same club - she didn't have a hope against the kind of connections he had so she might as well give up. It seemed doing a good job just wasn't enough around here. Debra and Johann work in an environment with multiple and complex reporting lines in other words, a matrix. There's room to slip between the cracks if a person wants to take advantage of confusion over who is managing performance; or if they can't make the necessary transition to self-management. CommuniTrade ReviewI would recommend senior managers in organizations read this book . (Edge, July 2014) This is a business book with a refreshing writing approach to the conventional business book writing style, it s a real page-turner, you become immersed from the first chapter and your subconscious takes over the learning. I highly recommend spending a few hours at the weekend reading this book, especially if you are a soft skills skeptic. (Training Magazine, August 2014) I know many people feel stressed working in a political environment and this book is a great way to manage your own feelings and help reduce that stress. It comes highly recommended. (LIA, August 2014)Table of ContentsIntroduction ix 1 The Challenge is Set 1 2 Laying the Cards on the Table 11 3 Preparing for Change 27 4 Working on Objectives 35 5 How Quickly We Forget 51 6 The Matrix – the Good, the Bad and the Ugly 55 7 What do the Successes in the Matrix do? 71 8 Defining EI 81 9 A Short and (Emotionally) Intelligent Review 103 10 Working Out How EI Can Help 107 11 Why IQ isn’t Enough 125 12 Learning EI 139 13 Fake It Until You Make It 149 14 How Managers Can Help Improve EI 175 15 Understanding the Importance of Culture and Strong Leadership in the Matrix 181 Epilogue 193 Acknowledgements 199 About the Author 203 Useful Resources 207

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