Business, Finance & Law Books

Book SynopsisAdd value with every decision using a simple yet powerful framework Few things are as valuable in business, and in life, as the ability to make good decisions.Table of ContentsAcknowledgments xiii Preface xv Part I The Decision Quality Framework 1 1 The Power of Decisions 3 Decision Quality: A Framework for Better Decisions 4 Decision Skills Can Be Learned 5 Decisions versus Outcomes 6 Key Points to Remember 8 Endnotes 9 2 The Requirements for Decision Quality 11 The Appropriate Frame 13 Creative Alternatives 13 Relevant and Reliable Information 14 Clear Values and Tradeoffs 15 Sound Reasoning 16 Commitment to Action 16 Judging the Quality of a Decision 17 Key Points to Remember 19 Endnotes 19 3 Getting to Decision Quality 21 Declaring the Need for a Decision 21 Setting the Decision Agenda 23 Understanding the Destination of Decision Quality 23 Avoiding Decision Traps and Biases 24 Designing the Decision Process through Diagnosis 25 Tailoring to Fit the Decision 30 Key Points to Remember 32 Endnotes 33 Part II The Six Requirements for DQ 35 4 The Appropriate Frame 37 A Friday Afternoon Dilemma 37 The Key Components of a Frame 39 Framing the Friday Afternoon Dilemma 41 An Extended Example: The House Decision 42 Developing an Appropriate Frame 43 The Decision Hierarchy: A Tool for Framing 44 Things That Can Go Wrong 46 Judging the Quality of a Decision Frame 47 Key Points to Remember 49 Endnotes 49 5 Creative Alternatives 51 Characteristics of Good Alternatives 53 The Strategy Table: A Tool for Defining Alternatives 56 Things That Can Go Wrong 57 Judging the Quality of Alternatives 60 Key Points to Remember 63 Endnotes 64 6 Relevant and Reliable Information 65 Information from a Decision Perspective 65 An Extended Example: Michael’s Job Choice 67 Structuring the Relevant Information in a Decision 68 The Decision Tree: A Tool for Structuring a Decision 68 What is Reliable? 72 Things That Can Go Wrong 74 Judging the Quality of Information 75 Key Points to Remember 78 Endnotes 79 7 Clear Values and Tradeoffs 81 Values and Tradeoffs for Decisions 82 Michael’s Values and Tradeoffs 82 Values in a Business Context 85 Making Tradeoffs in Business Decisions 86 Things That Can Go Wrong 88 Judging the Quality of Values 89 Key Points to Remember 91 Endnotes 91 8 Sound Reasoning 93 Reasoning for Michael’s Job Decision 94 Reasoning in More Complex Decisions 97 The Relevance Diagram: A Tool for Structuring Complex Decisions 97 The Decision Model: A Tool for Analyzing Complex Decisions 98 The Tornado Diagram: A Tool for Displaying the Relevance of Information 99 Flying Bars: A Tool for Displaying Overall Uncertainty 102 Things That Can Go Wrong 103 When to Get Help with Reasoning 104 The Power of Iterating from a Simple Start 105 Judging the Quality of Reasoning 105 Key Points to Remember 109 Endnotes 110 9 Commitment to Action 111 Two Mindsets: Decision and Action 111 Commitment through Participation and Ownership 113 Conscious Commitment 115 Things That Can Go Wrong 115 Judging the Quality of Commitment to Action 117 Key Points to Remember 119 Part III How to Achieve DQ 121 10 Biases and Traps in Decision Making 123 Mechanisms of the Mind 123 Protection of Mindset 126 Personality and Habits 128 Faulty Reasoning 130 Automatic Associations and Relative Thinking 133 Social Influences 137 Summing Up 138 Endnotes 139 11 Megabiases that Undermine DQ 143 DQ and Megabiases 144 Megabias #1: Narrow Framing 144 Megabias #2: The Illusion of DQ 147 Megabias #3: The Agreement Trap 149 Megabias #4: The Comfort Zone Megabias 150 Megabias #5: The Advocacy/Approval Myth 152 General Guidelines for Avoiding Megabiases 154 Endnotes 154 12 Achieving Quality in Strategic Decisions 157 The Dialogue Decision Process 158 Four Phases of Dialogue 161 Every Decision Situation is Different 163 Advantages of the DDP 164 13 Achieving Quality in Significant Decisions 169 The DQ Appraisal Cycle: Iterating Our Way to DQ 170 The DQ Appraisal Cycle in Action: Robin’s Career Crossroads 176 Summing Up 187 Part IV The Journey to DQ 189 14 The Amoco Unleaded Gasoline Decision 191 Getting Started on the Unleaded Decision 194 Seeking Greater Clarity on the Key Uncertainty 196 Competing Reports 198 The Bottom Line 201 Decades of Experience in Improving Value 202 Endnote 203 15 Building Organizational Decision Quality 205 Organizational DQ 207 The Components of ODQ 207 Reaching ODQ 209 Chevron’s Journey to ODQ 212 Taking the First Step 213 Endnote 214 16 Embarking on the DQ Journey 215 What Next? 216 References 219 About the Authors 223 Index 225

Read more less

Book SynopsisThe most researched, documented, and comprehensive manifesto on experiential marketing. As customers take control over what, when, why, and how they buy products and services, brands face the complete breakdown and utter failure of passive marketing strategies designed more than a half-century ago.Table of ContentsBefore We Begin ix Chapter 1 The Rise of the Experience 1 The Experience R/Evolution 3 Recalibrating the Marketing Mix 7 The New Branding Frontier 14 Reference 15 Chapter 2 The Psychology of Engagement 17 The Science Behind Relationships 19 Learning Drives Understanding 24 References 24 Chapter 3 Developing an Experiential Strategy 25 Connection 26 Control 34 Content 42 Currency 49 Conversion 55 Strategy First 62 Chapter 4 Anatomy of an Experiential Marketing Campaign 63 Remarkable 63 Shareable 67 Memorable 73 Measurable 75 Relatable 77 Personal 81 Targetable 83 Connectable 85 Flexible 88 Engageable 91 Believable 95 Reference 98 Chapter 5 Digital Plus Live 99 Creating a Wired Experience 100 Connecting Online and Off 115 Chapter 6 Experience Design 117 Creating Living Stories 118 Building an Experience 120 Bringing Brands to Life 131 Chapter 7 Proving Performance and Measurement 133 Metrics That Matter 137 Building Your Performance Plan 141 The Power of Touch 144 Brands Making Headway 147 The Next Phase 149 Practice Measurement Discipline 150 References 153 Chapter 8 The 10 Habits of Highly Experiential Brands 155 The DNA of Experiences 156 Embracing Experiential 171 Chapter 9 The Vocabulary of Experiences 173 New Marketing Features, Functions, and Terms 174 Chapter 10 Converting to an Experience Brand 187 Step 1. Identify Your Fronts 187 Step 2. Find and Align Partners 188 Step 3. Select the Right Agency 189 Step 4. Fix Your RFP Process 190 Step 5. Beef Up Your Internal Teams 193 Step 6. Create Value 193 Step 7. Improve Lower-Funnel Results 194 Reference 195 Acknowledgments 197 About the Authors 199 Index 201

Read more less

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

Read more less

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

Read more less

Book SynopsisDrive your content marketing campaign toward success Blogs and social platforms are all the rage right now especially for strategists looking to cultivate influence among target audience members through content marketing.Table of ContentsForeword xiii Introduction 1 About This Book 1 Foolish Assumptions 2 Icons Used in This Book 2 Beyond the Book 3 Where to Go from Here 3 Part I: Getting Started with Content Marketing Strategies 5 Chapter 1: Establishing Your Content Marketing Strategy 7 Understanding the Components of a Content Marketing Strategy 7 Determining the company focus 8 Uncovering the customer experience 9 Creating quality content 9 Developing channel promotions 10 Deploying check-back analysis 11 Communicating Your Mission 12 Crafting your statement 12 Reviewing real mission statements 13 Establishing Your Goals 16 Uncovering your goals 16 Picking KPIs 18 Expanding Your Corporate Mindset 18 Creating a culture of content 19 Thinking about reputation 21 Using content to serve customers 23 Dipping into User Design and Habits 26 Recognizing the importance of UX design in your strategy 26 Observing product habits 27 Chapter 2: Capturing Your Customer’s Attention 31 Focusing on Attention 32 Seeking the “attention web” 32 Looking at attention triggers 37 Making Your Content Easy to Consume 39 Reading in patterns 39 Considering design elements and typography 41 Deploying Interactive Content 44 Chapter 3: Understanding Your Business Model and Brand 49 Separating Your Business Model from Your Brand 50 Understanding the business you’re in 51 Looking at some popular online business models 52 Considering the freemium model 57 Analyzing Your Business Model 60 Discovering Your Brand 61 Benefitting from attention to your brand 61 Knowing your current brand reality 63 Solidifying the Look of the Brand 64 Considering design components 64 Using a digital asset management tool 66 Developing Success Measures for Your Brand 68 Producing Engaging Branded Content 69 Chapter 4: Facilitating Buy-In from Your Team 73 Presenting the Big Picture 73 Identifying your audiences 74 Using the Five-Prong Approach (FPA) to collect buy-in information 75 Engaging the Leadership Team and Identifying Roles 78 Understanding what leaders want to know 79 Understanding how roles will work 80 Communicating the Essentials to Everyone 80 Expecting resistance to change 81 Establishing results that will be shared 82 Chapter 5: Putting Your Content Marketing Plan and Presentation Together 85 Reorganizing for Success 85 Busting silos 86 Advocating change 88 Identifying the Components of Your Content Marketing Plan 89 Documenting needed resources 89 Measuring success 90 Establishing the timeline 91 Presenting Your Plan 92 Revisiting the Five-Prong Approach 92 Putting It All Together: Your Presentation 95 Part II: Uncovering the Customer Experience 99 Chapter 6: Dipping into Customer Data 101 Understanding Big Data 101 Looking at different kinds of Big Data 102 Looking at problems with big data 103 Uncovering the Role Big Data Plays in Content Marketing 104 Improving your content marketing 105 Using real-time content 105 Discovering the Internet of Things 106 Reviewing IoT market size 106 Impacting content marketing 109 Visualizing Big Data 111 Chapter 7: Discovering Buyer Personas 113 Reviewing Persona Development 113 Understanding how persona creation improves content 115 Taking action to understand your customers 117 Collecting Information 118 Finding different data types 118 Deploying listening tools 120 Conducting one-on-one interviews 124 Documenting your personas 125 Avoiding Common Mistakes 125 Looking at How Generations Differ 127 Understanding millennials 127 Meeting Gen C 129 Identifying a Prospect’s Emotions 130 Keeping Up with Trends 131 Chapter 8: Taking the Buyer’s Journey 135 Harnessing the Customer Experience 136 Looking at the customer experience from both sides 136 Benefitting from an omni-channel approach 138 Uncovering Commercial Intent 140 Defending Against Competitors 143 Researching competitors 143 Analyzing your competitor’s content 146 Identifying the Stages of the Buyer’s Journey 148 Understanding the buying process and journey map 148 Benefitting from the journey map 150 Focusing on content for each part of the journey 151 Personalizing Your Content 154 Chapter 9: Embracing Sales Enablement 157 Discovering Sales Enablement 157 Gaining a competitive advantage 158 Evaluating your current status 159 Understanding the new role of sales reps 161 Training Your Salesforce 162 Coaching Your Reps to Become Winners 164 Checking Out Sales Enablement Blogs 165 Part III: Creating Actionable Content 169 Chapter 10: Examining Your Content Plan 171 Evaluating Your Content 171 Benefitting from a content plan 172 Determining content maturity 175 Assessing Your Content 176 Interviewing your stakeholders 176 Conducting a content audit 177 Visualizing Your Sites 179 Mapping your content ecosystem 179 Picturing website content 180 Creating Your Plan 181 Focusing on Specialized Content 183 Creating pillar content 183 Utilizing “evergreen” content 185 Using graphics and other visuals 186 Going viral 187 Chapter 11: Exploring Content Types 189 Dipping into Content Categories 189 Working with Original Short- and Long-Form Content 191 Using Curation 193 Examining five curation models 194 Understanding how to curate 195 Making Use of User-Generated Content 197 Understanding the positives 197 Dealing with the negatives 198 Repurposing Content to Add Value 199 Benefitting from repurposing 199 Planning goals and picking content 199 Viewing Aggregated Visual Content 201 Dealing with Live Video Content 202 Extending Business News 203 Offering Online Courses 204 Managing Content Formats 206 Chapter 12: Storytelling for Content Marketers 213 Storytelling to Engage Your Audience 213 Seeking the science behind stories 213 Finding your product stories 216 Structuring Your Content Using Stories 220 Crafting the story 221 Incorporating copywriting 222 Chapter 13: Creating Processes and Systems for Your Content 225 Organizing the Content Process 225 Benefiting from a defined framework 226 Examining the systems needed 226 Determining Roles and Responsibilities 229 Managing the Workflow 230 Finding and assigning writers 230 Using an editorial calendar 233 Documenting Your Policies and Procedures 236 Content managers 237 Editors 237 Writers 237 Designers 239 Content system administrator 239 Web administrator 239 Part IV: Developing Channel Promotions 241 Chapter 14: Examining Channel Plans 243 Getting Started with Your Channel Plan 243 Benefitting from planning your channel content 244 Knowing what you need to create a channel plan 245 Preparing for a Channel Audit 246 Phase One: Current Channel Audit 246 Phase Two: Channel Content Review 249 Phase Three: New Channel Plans 250 Dipping into Some Major Channel Examples 251 Using Facebook for customer support: Avon 252 Tweeting for customer engagement: Warby Parker 253 Influencing through LinkedIn: Microsoft 253 Using Pinterest to gauge user interest: The Container Store 254 Documenting each channel’s plan 256 Chapter 15: Sharing Your Content 259 Embracing Shareability As a Strategy 259 Understanding sharing patterns 260 Sharing as a bottom‐line issue 261 Uncovering the Five Ws and One H of Online Sharing 263 Knowing who shares content, and why 264 Considering what they share 266 Discovering when they share 268 Observing where they share 269 Looking at how people share content 269 Adding Social Bookmarking 270 Making SEO a Priority 271 Deploying Hashtags to Encourage Sharing 275 Understanding hashtags 275 Using hashtag tools 275 Chapter 16: Looking at Paid, Earned, Shared, and Owned Media 279 Understanding Types of Media 279 Reviewing each media type 280 Determining your needs 281 Utilizing Paid Media 282 Discovering retargeting 282 Dealing with native advertising 283 Considering programmatic buying 285 Finding out what you need to know from advertisers 286 Championing Earned Media 286 Enhancing Shared Media 289 Amplifying Owned Media 290 Looking at the role of press releases 290 Spreading the message 291 Creating a Framework for Achieving the Right Mix 292 Section 1: Owned Channels 293 Section 2: Shared Media 294 Section 3: Paid Ads 294 Section 4: Earned Media 295 Section 5: Evaluate and Revise 295 Chapter 17: Delving into Syndication and Guest Posting 297 Understanding Syndication 298 Looking at content specifics 299 Uncovering syndication types 300 Looking at Online Syndicators 302 Establishing Your Syndication Plan 305 Discovering Guest Posting 306 Benefitting from guest posting 306 Pitching your guest posting to a blogger 307 Preparing to guest post 310 Starting your own guest blogging program 313 Chapter 18: Working with Influencers 315 Discovering the Evolving Role of Influencers 315 Understanding the six principles of persuasion 317 Understanding why influencers matter more now 319 Understanding how to measure expert influencers 320 Recognizing Influencer Types 321 Finding the Right Influencers 322 Discovering the influencers you need to target 322 Developing a system 326 Uncovering New Influencers 327 Influencing with Customer Advocacy 328 Enhancing Word of Mouth (WOM) with Advertising 331 Connecting with your audience 331 Identifying factors for WOMA 332 Paid Influencer Programs 332 Part V: Using Check-Back Analysis 337 Chapter 19: Reassessing Your Business Model and Brand Value 339 Validating Business Models 340 Looking at change 340 Revising your business model canvas 341 Reexamining your brand worksheet 342 Enhancing your business models 342 Reviewing Your Brand Status 343 Refreshing Visual Branding 344 Understanding what your branding means 345 Surveying about brand awareness 346 Locating a survey company 347 Chapter 20: Reviewing Your Content Marketing Strategy 351 Allowing for Failed Experiments 351 Looking Back at Your Content Marketing Strategy 353 Reviewing goals and KPIs 353 Assessing content maturity 354 Reevaluating Your Ecosystem 355 Part VI: The Part of Tens 359 Chapter 21: Ten Problems Content Marketers Face 361 Company Focus 361 Inadequate budget 362 Lack of buy-in 362 Customer Experience 362 Your content isn’t categorized for the buyer’s journey 362 Your content isn’t personalized 362 Content Promotion 363 It seems as though no one is listening 363 You’re not working with the right partners 363 Content Creation 363 Running out of good ideas 363 Decreasing content quality 364 Check-back Analysis 364 Not effectively monitoring customer sentiment 364 Inadequate measures to determine action 364 Chapter 22: Top Ten Blogs on Content Marketing 365 Buffer 365 Content Marketing Institute 366 Convince & Convert 366 Copyblogger 366 Oracle (Eloqua) Content Marketing Blog 366 HubSpot Marketing Blog 367 Marketo Content Marketing Guides 367 QuickSprout 367 Social Media Examiner 367 Social Triggers 368 Seth Godin 368 Chapter 23: Ten Free Tools for Content Marketing 369 BuzzSumo 369 Dropbox 370 Emotional Marketing Value Headline Analyzer 370 Evernote 370 Google Webmaster Tools 371 Grammarly 371 Piktochart 371 Screenpresso 371 SEO SiteCheckup 372 WordPress Calendar 372 Index 373

Read more less

Book SynopsisNFL head coach Mike Smith lead one of the most remarkable turnarounds in NFL history. In the season prior to his arrival in 2008, the Atlanta Falcons had a 4 12 record and the franchise had never before achieved back-to-back winning seasons.Table of ContentsIntroduction xi 1 Culture 1 Create a Winning Culture 3 Build Your Culture Up and Down 4 Everyone Creates Your Culture 6 X's and O's Are Overrated 8 Sustained Culture = Sustained Success 9 Know What You Stand For 10 Process and Milestones 12 Focus on the Root, Not the Fruit 16 You Have to Fight For Your Culture and Team 17 2 Contagious 21 Germ or Vitamin C? 23 Contagious with a Vision and Mission 24 Contagious with Your Belief 26 Contagious with a Positive Attitude 28 Contagious Leaders in the Locker Room 29 No Energy Vampires Allowed 33 The No Complaining Rule 35 3 Consistent 37 Consistency Wins the Locker Room 39 Consistency Wins in the Long Run 40 It's Not Okay to Be Moody 41 Be Consistent in Your Desire to Be Great 42 Complacency Is a Disease 43 Consistently Improving 45 Humble and Hungry 46 4 Communicate 49 The Most Important Thing a Coach Can Do 51 One-on-One Communication 52 Listening Enhances Communication 55 What's the Temperature Today? 57 Leading by Walking Around 59 Communicating the Message 61 The Power of an Outside Voice 63 The Enemies of Great Communication 64 Communication Must Lead to Collaboration 65 5 Connect 67 Communicating and Collaborating Leads to Connection 69 Team Beats Talent When Talent Isn't a Team 70 We Got This 71 Unplug from Technology and Plug into People 74 Create a Connected Locker Room 76 Connect Outside the Locker Room to Be Strong Inside the Locker Room 79 Stay Connected 81 6 Commitment 83 Commit if You Want Commitment 85 Commitment Begins with the Leader 86 Feeling Is More Powerful than Hearing 87 Serve to Be Great 89 Commitment Starts at Home 90 Commitment is Spelled T-I-M-E 91 When You Commit You Make Everyone Better 93 The Hard Hat 95 It's Not About You 97 Lose Your Ego 98 Commitment Requires Sacrifice 101 7 Care 103 Caring Is a Strategy 105 Care More 107 Create a Culture of Caring 109 Show You Care 110 More than a Uniform and Number 114 Transactional versus Transformational 115 Love Tough 116 Discover Your Caring Trademark 117 When You Care, Your Team Will Care 119 The Big C 121 The Other Big C 125 Beyond the 7 C's 129 Integrity 129 Be Passionate, Not Emotional 131 Create Your Own Style of Leadership 131 Leadership Is Both Macro and Micro 133 Lead Your Leaders 133 Focus on the Process 135 Forget the Past, Focus on the Fundamentals 137 LOSS: Learning Opportunity, Stay Strong 139 Culture Contamination 140 Don't Focus on Winning Championships; Focus on Developing Champions 141 The Time Is Now 142 Looking for Murphy 144 Pressure, Not Stress 145 Compete, then Unite 145 Speaking as One Voice to the Media 147 Become a Lifelong Learner 149 Leave Your Legacy 150 The Action Plan 153 Put the 7 C's to Work to Enhance Your Culture 159 Build a Winning Team 160 Other Books by Jon Gordon 161

Read more less

Book SynopsisSTILL MOVING Still Moving: How to Lead Mindful Change sets out an innovative approach for guiding organisations and indeed entire systems through ongoing, disruptive change. It combines Deborah Rowland's own rigorous research into change and its leadership with insights from her extensive field experience helping major global corporations including GlaxoSmithKline, RWE and Shell achieve lasting change with increased productivity, employee engagement and responsible societal impact. It is filled with helpful inspiring stories of leadership and change from the real world and, bravely, the author's own personal journey. Challenging leaders to cultivate both their inner and outer skills necessary for success, Still Moving weaves together the being' and doing' states of leading change and emphasises the importance of a mindful stance and deep systemic perception within a leader. With the goal of collaborative, sustainable change, the book delves into a variety ofTable of ContentsForeword ix Acknowledgements xiii Moved by Stillness xvii 1 Introduction 1 2 Is Change Changing? 11 3 Still Moving – The Inner and Outer Skills 29 4 It All Starts in Mindfulness 57 5 The Power of the Systemic 79 6 Make Disturbance Your Friend 103 7 Holding the Fire 125 8 The Time for Emergence 149 9 A Tale of Still Moving and Business Transformation 173 10 Still Moving and Your Leadership 199 11 The Sense of an Ending 215 Appendix 1 Detailed Still Moving Research Methodology from Chapter 3 227 Appendix 2 Detailed Leadership Development Programme Description from Chapter 9 229 Notes 233 Bibliography and General Recommended Reading 239 Index 241

Read more less

Book SynopsisTable of ContentsPreface vi Acknowledgments viii Introduction 1 1 Political versus Apolitical Ecologies 8 2 A Tree with Deep Roots 22 3 The Critical Tools 45 4 Political Ecology Emerges 82 5 Challenges in Ecology 99 6 Challenges in Social Construction 118 7 Challenges in Explanation 137 8 Degradation and Marginalization 149 9 Conservation and Control 168 10 Environmental Conflict 190 11 Environmental Subjects and Identities 206 12 Political Objects and Actors 223 13 Political Ecologies of the Future? 236 Bibliography 245 Index 280

Read more less

Book SynopsisYour business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C.Table of ContentsGainsight Book Foreword xi PART I Customer Success: The History, Organization, and Imperative 1 Chapter 1 The Recurring Revenue Tsunami: Why Customer Success Is Suddenly Crucial 3 Chapter 2 The Customer Success Strategy: The New Organization versus the Traditional Business Model 25 Chapter 3 Customer Success for Traditional Nonrecurring Revenue Businesses 45 PART II The Ten Laws of Customer Success 63 Chapter 4 The Practice of Customer Success 65 Chapter 5 Law 1: Sell to the Right Customer 69 Chapter 6 Law 2: The Natural Tendency for Customers and Vendors Is to Drift Apart 79 Chapter 7 Law 3: Customers Expect You to Make ThemWildly Successful 91 Chapter 8 Law 4: Relentlessly Monitor and Manage Customer Health 103 Chapter 9 Law 5: You Can No Longer Build Loyalty through Personal Relationships 113 Chapter 10 Law 6: Product Is Your Only Scalable Differentiator 125 Chapter 11 Law 7: Obsessively Improve Time-to-Value 137 Chapter 12 Law 8: Deeply Understand Your Customer Metrics 147 Chapter 13 Law 9: Drive Customer Success through Hard Metrics 159 Chapter 14 Law 10: It’s a Top-Down, Company-Wide Commitment 171 PART III Chief Customer Officer, Technology, and Future 181 Chapter 15 The Rise of the Chief Customer Officer 183 Chapter 16 Customer Success Technology 199 Chapter 17 Where Do We Go from Here? 215 Index 229

Read more less

Book SynopsisThe latest edition of this classic text provides a comprehensive and internationally relevant introduction to work and organizational psychology, exploring the depth and diversity of the field in an accessible way without obscuring the complexities of the subject.Table of ContentsList of Contributors xi Foreword xix Wilmar Schaufeli Introduction xxi Nik Chmiel, Franco Fraccaroli and Magnus Sverke Part I: Job-Focused 1 1. What Do People Really Do at Work? Job Analysis and Design 3 Stephen A. Woods and Daniel P. Hinton 2. How Do I Get a Job, What Are They Looking For? Personnel Selection and Assessment 25 Silvia Moscoso, Jesús F. Salgado and Neil Anderson 3. How Can I Shape My Job to Suit Me Better? Job Crafting for Sustainable Employees and Organizations 48 Pascale M. Le Blanc, Evangelia Demerouti and Arnold B. Bakker 4. What Am I Supposed to Do in My Job? Set Goals and Appraise Your People 64 Gary P. Latham 5. Why Is My Job So Stressful? Characteristics, Processes and Models of Stress at Work 80 Jan de Jonge and Christian Dormann 6. Digital Technologies at Work Are Great, Aren’t They? The Development of Information and Communication Technologies (ICTs) and Their Relevance in the World of Work 102 Christian Korunka and Matti Vartiainen 7. Whose Side Is Technology On, Really? on the Interdependence of Work and Technology 121 Michael Allvin and Fredrik Movitz 8. Why Did I Choose That Career Path? Approaches to Vocational Choices and People’s Readiness to Self-Manage their Own Career Paths 137 Guido Sarchielli Part II: Organization-Focused 159 9. How Do We Get New Entrants ‘On Board’? Organizational Socialization, Psychological Contracts, and Realistic Job Previews 161 Allison M. Ellis and Talya N. Bauer 10. How Does Power Affect Those Who Have It and Those Who Don’t? Power Inside Organizations 176 Lourdes Munduate and Francisco J. Medina 11. Does It Matter Who Leads Us? The Study of Organizational Leadership 192 E. Kevin Kelloway and Stephanie Gilbert 12. Why Are We in a Team? Effects of Teamwork and How to Enhance Team Effectiveness 212 Annika Lantz Friedrich and Daniela Ulber 13. How Do We React When Our Organization Changes? Perspectives on Employees’ Appraisal of Change, Consequences and Mitigating Factors 233 Magnus Sverke, Helena Falkenberg, Johnny Hellgren, Chang-qin Lu and Jaco Pienaar 14. How Do We Feel and Behave When We’re Not Permanent Full-Time Employees? The Case of the Diverse Forms of Non-Standard Work 258 Claudia Bernhard-Oettel, Nele De Cuyper, Megan Murphy and Catherine E. Connelly 15. Why Should Organizations Treat their Employees Fairly? Definition, Relevance, and Consequences of Justice at Work 276 Constanze Eib and Guillaume Soenen 16. What Does Our Organization Do to Help Our Well-Being? Creating Healthy Workplaces and Workers 295 Arla Day and Karina Nielsen Part III: People-Focused 315 17. Does It Matter Who We Are? Personality at Work 317 Adrian Furnham 18. How Do I Learn What to Do? How the Science of Training Supports Learning 335 Amanda Woods, Julie Dinh and Eduardo Salas 19. How Much Effort Will I Put into My Work? It Depends on Your Type of Motivation 354 Anja Van den Broeck, Joseph Carpini, Hannes Leroy and James M. Diefendorff 20. How Do We Handle Computer-Based Technology? What Is the Cost/Benefit Ratio of Technology for Workers? 373 Fred R. H. Zijlstra and Anne-Sophie Nyssen 21. Why Do I Put Myself and Others in Danger or Help Increase Safety? Person- and Situation-Related Causes of Safety Behaviours 388 Nik Chmiel and Gudela Grote 22. Does It Matter Whether I Am a Happy and Committed Worker? The Role of Identification, Commitment and Job Satisfaction for Employee Behaviour 410 Rolf van Dick and Lucas Monzani 23. How Does Work Fit with My Life? The Relation Between Flexible Work Arrangements, Work–Life Balance and Recovery from Work 430 Göran Kecklund, Debby G. J. Beckers, Constanze Leineweber and Philip Tucker 24. What Happens When I Get Older? Older Workers, Late Careers and Transitions to Retirement 448 Franco Fraccaroli, Marco Depolo and Mo Wang Part IV: Advising the Organization 469 25. How Do We Work with Organizations? 471 Henry Honkanen and Diana Rus Case Studies 489 26. A Strategic Approach to Improving Well-Being in a Large Railway Company 491 Ivan Robertson, Matthew Smeed and Victoria Ward 27. Humiliation: Why We Deserve Respect at Work 498 Barbara Ko usznik 28. Resilience Development Through an Organization-Led Well-Being Initiative 506 Katharina Näswall, Sanna Malinen and Joana Kuntz 29. Positive Action: Effectively Increasing Diversity at the Top 514 Nic Hammarling 30. Age Management 521 Christian Stamov-Roßnagel Index 529

Read more less

Book SynopsisTable of ContentsIntroduction 1 Part 1: Understanding Proposal Development 7 CHAPTER 1: Introducing Bids and Proposals 9 CHAPTER 2: Understanding Different Types of Proposals 25 Part 2: Focusing on Your Customer 53 CHAPTER 3: Building Customer Relationships 55 CHAPTER 4: Giving Your Customers What They Ask For (And More) 77 CHAPTER 5: Sizing Up Your Competition 103 Part 3: Planning Your Approach 123 CHAPTER 6: Developing Your Proposal Process 125 CHAPTER 7: Setting Yourself Apart From Your Competitors 155 CHAPTER 8: Keeping Your Proposal on Track 169 Part 4: Creating Your Proposal 193 CHAPTER 9: Developing Your Proposal 195 CHAPTER 10: Applying the Principles of Good Writing: Structuring Your Argument 221 CHAPTER 11: Making Your Proposals Look Good 251 CHAPTER 12: Getting Your Proposal Out the Door 275 Part 5: Taking Your Proposal to the Next Level 297 CHAPTER 13: Using Tools and Templates to Accelerate Your Proposals 299 CHAPTER 14: Leading Proposal Teams Effectively 323 CHAPTER 15: Making Each Proposal Better than the Last 345 Part 6: The Part of Tens 363 CHAPTER 16: Ten Templates for Building Your Proposal 365 CHAPTER 17: Ten Common Misconceptions about Bids and Proposals 371 Appendix: Online Resources 379 Index 383

Read more less

Book SynopsisApply software-inspired management concepts to accelerate modern marketing In many ways, modern marketing has more in common with the software profession than it does with classic marketing management. As surprising as that may sound, it's the natural result of the world going digital.Table of ContentsIntroduction ix I Marketing ≈ Digital ≈ Software 1 1 Hacking is a Good Thing 3 2 Marketing is a Digital Profession 9 3 What Exactly Are Digital Dynamics? 15 4 Marketing is Now Deeply Entwined with Software 25 5 Marketers Are Software Creators Now 31 6 Parallel Revolutions in Software and Marketing 37 7 Adapting Ideas from Software to Marketing 47 II Agility 53 8 The Origins of Agile Marketing 55 9 From Big Waterfalls to Small Sprints 65 10 Increasing Marketing’s Management Metabolism 75 11 Think Big, but Implement Incrementally 85 12 Iteration = Continuous Testing and Experimentation 95 13 Visualizing Work and Workflow to Prevent Chaos 105 14 Tasks as Stories along the Buyer’s Journey 117 15 Agile Teams and Agile Teamwork 129 16 Balancing Strategy, Quality, and Agility 143 17 Adapting Processes, Not Just Productions 155 III Innovation 161 18 Moving Marketing from Communications to Experiences 163 19 Marketing in Perpetual Beta with an Innovation Pipeline 173 20 Collaborative Designs and the Quest for New Ideas 183 21 Big Testing is More Important Than Big Data 193 IV Scalability 205 22 Bimodal Marketing: Balancing Innovation and Scalability 207 23 Platform Thinking and Pace Layering for Marketing 219 24 Taming Essential and Accidental Complexity in Marketing 233 V Talent 245 25 Chasing the Myth of the 10× Marketer 247 Notes 255 Acknowledgments 263 About the Author 267 Index 269

Read more less

Book SynopsisAn innovative new valuation framework with truly useful economic indicators The End of Accounting and the Path Forward for Investors and Managers shows how the ubiquitous financial reports have become useless in capital market decisions and lays out an actionable alternative.Trade Review"..goes far beyond a mere provocation and could be considered one of the most effective reviews on the current status of accounting." (European Accounting Association, June 2017)Table of ContentsAcknowledgments xi The Book in a Nutshell xiii Prologue xxv Chapter 1 Corporate Reporting Then and Now: A Century of “Progress” 1 Chapter 2 And You Thought Earnings are the Bottom Line 15 Part One Matter of Fact 27 Chapter 3 The Widening Chasm between Financial Information and Stock Prices 29 Chapter 4 Worse Than at First Sight 41 Chapter 5 Investors’ Fault or Accounting’s? 50 Chapter 6 Finally, For the Still Unconvinced 61 Chapter 7 The Meaning of It All 67 Part Two Why is the Relevance Lost? 77 Chapter 8 The Rise of Intangibles and Fall of Accounting 81 Chapter 9 Accounting: Facts or Fiction? 94 Chapter 10 Sins of Omission and Commission 104 Part Three So, What’s to Be Done? 113 Chapter 11 What Really Matters to Investors (and Managers) 119 Chapter 12 Strategic Resources & Consequences Report: Case No. I—Media and Entertainment 133 Chapter 13 Strategic Resources & Consequences Report: Case No. 2—Property and Casualty Insurance 146 Chapter 14 Strategic Resources & Consequences Report: Case No. 3—Pharmaceutics and Biotech 163 Chapter 15 Strategic Resources & Consequences Report: Case No. 4—Oil and Gas Companies 179 Part Four Practical Matters 197 Chapter 16 Implementation 199 Chapter 17 So, What to Do with Accounting? A Reform Agenda 213 Chapter 18 Investors’ Operating Instructions 230 Epilogue: Advocacy Needed 241 Author Index 243 Subject Index 247

Read more less

Book SynopsisStartup money is moving online, and this guide shows you how it works. The Art of Startup Fundraising takes a fresh look at raising money for startups, with a focus on the changing face of startup finance. New regulations are making the old go-to advice less relevant, as startup money is increasingly moving online. These new waters are all but unchartedand founders need an accessible guide. This book helps you navigate the online world of startup fundraising with easy-to-follow explanations and expert perspective on the new digital world of finance. You''ll find tips and tricks on raising money and investing in startups from early stage to growth stage, and develop a clear strategy based on the new realities surrounding today''s startup landscape. The finance world is in a massive state of flux. Changes are occurring at an increasing pace in all sectors, but few more intensely than the startup sphere. When the paradigm changes, your processes must change with it. This book shows you how startup funding works, with expert coaching toward the new rules on the field. Learn how the JOBS Act impacts the fundraising model Gain insight on startups from early stage to growth stage Find the money you need to get your venture going Craft your pitch and optimize the strategy Build momentum Identify the right investors Avoid the common mistakes Don''t rely on the how we did it tales from superstar startups, as these stories are unique and applied to exceptional scenarios. The game has changed, and playing by the old rules only gets you left behind. Whether you''re founding a startup or looking to invest, The Art of Startup Fundraising provides the up-to-the-minute guidance you need.Trade Review“The Art of Startup Fundraising is an easy read with a lot of good advice on how to raise capital. One of the biggest hurdles of early stage companies is fundraising. Entrepreneurs are not experts in this arena which makes this book a worthwhile read.” - TONY HSIEH, author of Delivering Happiness and CEO of Zappos “The Art of Startup Fundraising is a must read for anyone who even considers starting a business. Fundraising is hard. This book gives you the roadmap to get where you are going. Alejandro Cremades speaks with wisdom and from experience.“ - TIM DRAPER, Founder of Draper Associates, DFJ, and Draper University "The Art of Startup Fundraising should be a mandatory reading for entrepreneurs that are looking to raise capital. This book will enable Alejandro to help many more early stage companies answer the tough questions when fundraising." - MARCO LANDI, Former Chief Operating Officer at Apple and Chairman at Atlantis Ventures "Raising capital is often the most daunting and least understood aspects of starting a new business and there are few people more experienced than Alejandro Cremades to act as a guide. The Art of Startup Fundraising unlocks key secrets of fundraising for newly minted entrepreneurs." - JEFF STIBEL, Chairman of BrainGate, Inc. and Vice Chairman of Dun & Bradstreet, Inc.; New York Times bestselling author of Breakpoint and Wired for Thought "This book provides a clear, concise tour of the fundraising game. With his crowdfunding and entrepreneurial expertise in full display, Cremades does a terrific job making a complicated process simple and accessible." - JEFF BUSSGANG, General Partner at Flybridge Capital Partners and Senior Lecturer at Harvard Business School “Raising money is perhaps the most daunting challenge faced by any startup. For the uninitiated, it is also mystical process filled with an increasingly complex array of investment options and practical considerations. As one of the finest entrepreneurs I know, Alejandro has put together an authoritative guide that should be required reading for all nascent entrepreneurs, as well as veterans looking to brush up on the latest the field has to offer.” - TYLER WRY, Professor at The Wharton School “For many entrepreneurs finding the right investor for their venture can be a daunting task. Alejandro's experience with equity crowdfunding gives a unique perspective on the fundraising game. The Art of Startup Fundraising is very insightful for entrepreneurs looking to close a round of financing and changing the world.”- ANYNDYA GHOSE, Professor at NYU Stern School of Business “Entrepreneurs need to be amazing at recruiting, selling and fundraising. The Art of Startup Fundraising provides the essential toolkit for mastering a core skill for any entrepreneur.” - GIL PENCHINA, serial entrepreneur and prolific angel investor “The Art of Startup Fundraising is a practical and comprehensive resource for entrepreneurs to use again and again. It captures what startups need to do to be successful in the rapidly evolving financing world, while also providing tips on the fundamentals of building businesses that don’t change over time.” - MARIANNE HUDSON, Executive Director at Angel Capital Association “It doesn't matter how great of a business you can build. If you can't raise money, you're toast. Master this book.” - ILYA POZIN, Forbes Contributor and CoFounder of Pluto TV and CoFounder of Coplex “There is no perfect approach to raising investment for a startup, but there is a certain tribal knowledge out there, that most of us had to learn through several failed attempts. The Art of Startup Fundraising captures every bit of advice (and then some!) that I would give to any entrepreneur looking for funding.” - PAUL MURPHY, Partner at Betaworks and CoFounder of Playdots “Alejandro's The Art of Startup Fundraising is a must read for any entrepreneur. Clear and concise, he outlines in today's startup community the steps to successfully fundraise. This is the golden era for entrepreneurs, any good idea with proof of concept can get access to money. Know your options!” - ANGELO J. ROBLES, Founder and CEO of Family Office Association “One of the biggest crimes in the startup community is to watch good ideas and good teams to go unfunded because the Fundraising process isn’t friendly to first-time entrepreneurs. The Art of Startup Fundraising is Alejandro’s contribution to the ecosystem that does a masterful job filling in knowledge gaps and giving entrepreneurs the best chances of raising the capital they need.”- FRANK ROTMAN, Founding Partner at QED Investors "The Art of Startup Fundraising delivers a smooth ride on the bumpy road of raising capital and starting a business. Alejandro Cremades delivers up-to-date details and a clear vision - an important guide for any entrepreneur who seeks to build and scale a business today.” - JEANNE M. SULLIVAN, Co-founder, StarVest Partners "Fundraising can be an incredibly frustrating experience for startup founders because they are at a fundamental disadvantage: they know very little about the process, and investors know a lot. Luckily, Alejandro has taken the time to assemble a detailed blueprint of how it works behind the scenes that will help any founder level the playing field and navigate the process like a pro. If you are raising money for your startup, don't start without reading this book."- PEDRO TORRES-PICON, Founder and Managing Director at Quotidian Ventures "The Art of Startup Fundraising translates art into science. By sharing proven formulas, strategies, and case studies that work, Alejandro Cremades provides a needed service to future entrepreneurs." - JOSH COHEN, Managing Partner at City Light Capital“This ought to be a reading requirement for all entrepreneurs when building a business and raising capital. This is a very well written and informative book, written by a man who is a testament to dedication and creativity when confronted with the challenges of being an entrepreneur and raising capital.” - CARTER CALDWELL, serial entrepreneur and Principal at Cross Atlantic Capital Partners“Alejandro is on the bleeding edge of equity crowdfunding today. When he talks about fundraising, startups listen.”- ANDREW ACKERMAN, Managing Director at Dreamit Ventures “Starting a company is full of ups and downs for an entrepreneur and foremost among them can be how to raise money for it. There is no magic bullet to make the process easy, but Cremades comes close in the Art of Startup Fundraising by at least making it intuitive and accessible.“ - WESTON GADDY, Principal at Bain Capital Ventures“Raising capital can be tough. Alejandro provides a step-by-step guidebook to all entrepreneurs that rather spend their time thinking about changing the world instead of thinking of how to raise funds.” - TOBIAS P. SCHIRMER, Managing Partner of JOIN Capital"A superb book on fundraising. Alejandro's guidance should arm entrepreneurs with the necessary tools to close with success a meaningful round of financing." - ELLEN WEBER, Executive Director at Robin Hood Ventures“Raising money is hard. But start-up founders all over the world can make it exponentially easier by educating themselves on the process of raising equity capital before they dive into it. The practical, hands-on advice from Alejandro Cremades in this book provides a solid foundation in that self-education process. Delivered in an approachable format with a key lesson to take-away every few pages, “The Art of Startup Fundraising” is essential reading for entrepreneurs everywhere.” - ALLEN TAYLOR, Managing Director at Endeavor “There are very few complete resources available to entrepreneurs today to help them navigate the world of fundraising. Alejandro Cremades does a great job of explaining and demystifying the fundraising process. The Art of Start-up Fundraising will, without question, provide entrepreneurs with a great jump off point.”- SID PAQUETTE, Managing Director, OMERS VenturesTable of ContentsForeword by Barbara Corcoran xiii Acknowledgments xvii 1 Everything Started with Onevest 1 2 Raising Capital for Your Startup 5 Speeding Up the Machine 5 It’s Not as Easy as Reading an Article on TechCrunch 6 The 18- to 24-Month Plan 7 Milestones 8 Breaking Even 9 Expectations of Investors 9 Outperform the Competition 11 Marketing 12 Storytelling 13 Leveraging Help 15 Divide and Conquer 16 The Rollercoaster of Emotions 17 Learn to Love Rejection 18 Connect the Dots 19 The Pros and Cons of Raising Capital 21 Don’t Underestimate the Need for Capital 22 3 Setting Yourself Up for Success 25 Investors Don’t Want to Invest 25 The Core of Your Business 26 Experienced and Talented Management 27 Organize Your Corporate Structure with a Legal Team 28 Helpful Advisors 29 Building Momentum 31 Team Alignment 31 Show Your Competitive Advantage 32 Know Your Terms 33 Vision 34 Attracting Investors Requires Patience 35 4 Crafting the Pitch 37 The Business Plan Problem 37 Get the Message Straight and Your Team behind It 38 The Elevator Pitch 40 The Pitch Deck 41 Awesome, Effective Pitch Deck Design 43 The One Pager 45 5 The Due Diligence Package 47 The Interview and the Visit 61 Find Balance 62 6 Sources of Capital 65 Bootstrapping 65 Credit Cards 67 Business Loans 68 Friends and Family 69 Crowdfunding 71 Angel Investors and Super Angels 74 Angel Groups 76 Family Offices 77 Venture Capital 78 Venture Debt 80 7 Understanding the VC Game 81 Defining Roles in a VC Firm 81 The Process of Getting Funded by a VC 83 How VCs Monetize 84 VC Involvement in Your Company 85 Understanding the Value a VC Brings 85 Cutting through the VC Noise 86 Differences between Venture Capital and Private Equity 86 8 Investment Rounds Explained 89 Friends and Family 89 Micro Seed Round 92 Seed Round 95 Series A Round 97 Series B, C, D Investment Rounds 99 Initial Public Offering (IPO) 100 Research is Critical 102 9 Deciding Investment Amounts and Prospects 103 Needed, Realistic, and Ideal Investment Levels 103 Your Valuation versus Market Valuation: The Asking Price 105 Persuading Investors with a Financial Forecast 106 Identifying Prospective Investors 108 Six Ways to Contact Investors 109 Creating a Buzz around Your Startup 111 10 PR: Creating a Storm and Building Momentum 113 The Rainmaker Code 113 Journalist Outreach 114 Self-Distributed Press Releases 116 More Buzz-Building Tactics for Smart Startups 119 11 What to Look For in an Investor 123 Why Selecting the Right Investors is So Critical 123 Three Factors You Should Be Looking For in Investors 124 Three Factors to Avoid in Investors 126 Six Key Questions to Ask Potential Investors 128 Speed is a Two-Way Street 128 Arming Yourself with Answers 129 12 Term Sheets and Terms 131 Term Sheets 101 131 Terms within Term Sheets That You Need to Know 140 Term Sheet Tactics 143 Smart Term Sheet Strategies 144 If Things Don’t Go Forward 145 13 Closing the Deal 147 The Importance of Urgency 147 Creating a Completion Schedule 148 Managing Expectations 149 Updating Your Investors 151 Closing the Deal is Not the End of the Deal 152 14 Avoiding Common Fundraising Mistakes 153 Failing to Connect 153 Clarity and Doing What You Say 155 Self-Sabotage in the Deal-Making Process 158 15 Understanding the JOBS Act 161 The Game Changer 161 The JOBS Act 162 Implications for Startups and Raising Money Online 173 Implications for Individual Investors 174 16 Recommended Tools for Fundraising 177 Using the Right Tools 177 Organization 178 Research 181 Social Media 182 Outsourcing 183 Sales and Administration 184 Finding Your Investors 185 17 Red Flags 187 Key Red Flags for Startups 187 Glossary 193 About the Author 197 Index 199

Read more less

Book SynopsisAre you complying with health and safety regulations in the workplace? Making mistakes in many areas of health and safety can be both incredibly dangerous and hugely costly. So what can you do to avoid hazards and expensive, time-consuming legal battles? That''s where Health & Safety at Work For Dummies comes in. Cutting through the clutter, it provides you with the practical, must-know information you need to ensure your workplace is a suitably safe environment that complies with government health and safety rules and regulations. Did you know that in 2014, 1.2 million working people suffered from work-related illnesses, 2,535 mesothelioma deaths occurred due to past asbestos exposure and 133 workers were killed on the job? The list goes on and the statistics are staggering. Health & Safety at Work For Dummies shows you how to keep your employees safe from becoming another statistic in this frightening data. Arming you with critical information needed to adTable of ContentsIntroduction 1 Part I: Getting Started with Health and Safety at Work 5 Chapter 1: Making Sense of Health and Safety in the Workplace 7 Chapter 2: Setting Your Health and Safety Policy 23 Chapter 3: Engaging Your Workforce with Health and Safety 47 Chapter 4: Assessing Health and Safety Risks in the Workplace 69 Chapter 5: Getting Your House in Order 89 Part II: Managing and Implementing Health and Safety in Your Business 107 Chapter 6: Moving to a Recognised Safety Management System 109 Chapter 7: Developing Safe Systems and Procedures 121 Chapter 8: Monitoring and Reviewing Health and Safety in the Workplace 135 Part III: Controlling Workplace Risks 159 Chapter 9: Tackling Behaviour‐Based Issues: Workplace Woes 161 Chapter 10: Harnessing Gravity and Managing Workplace Transport 177 Chapter 11: Unpacking Manual Handling and Other Ergonomic Risks 197 Chapter 12: Working Safely with Machinery 215 Chapter 13: Shocking Truths: Electrical Safety 233 Chapter 14: Fanning the Flames: Fire Risk 251 Chapter 15: Getting the Chemistry Right: Controlling Hazardous Substances 271 Chapter 16: Making Waves: Tackling Noise, Vibration and Radiation 291 Part IV: Going the Extra Mile 309 Chapter 17: Wrestling with Health and Safety Law 311 Chapter 18: Developing a Positive Safety Culture: Factoring in Human Behaviour 331 Chapter 19: Cracking Process Safety 349 Part V: The Part of Tens 363 Chapter 20: Ten Ways to Get Risk Assessment Wrong 365 Chapter 21: Ten Neat Tools to Help You Assess Risks and Choose Controls 375 Chapter 22: Ten Great Health and Safety Websites 385 Index 391

Read more less

Book SynopsisTable of ContentsIntroduction 1 Part 1: Taking Your First Global Steps 5 Chapter 1: Getting Started in Global Logistics 7 Chapter 2: Understanding the Role of Logistics in Global Manufacturing and Sales 17 Chapter 3: Providing Global Logistics Services 25 Chapter 4: Supporting Global Humanitarian and Disaster Relief Efforts 31 Part 2: Manufacturing in a Global Environment 37 Chapter 5: Making Your Product and Establishing Your Global Supply Chain 39 Chapter 6: Stocking and Distributing Your Products 53 Chapter 7: “Greening” Your Manufacturing Line 63 Chapter 8: Keeping Everything Running Smoothly 77 Chapter 9: Protecting Your Designs and Data 91 Part 3: Selling What You’ve Already Made 109 Chapter 10: Moving It from “Here” to “There” 111 Chapter 11: Keeping Everything Secure 129 Chapter 12: Making the Sale 141 Chapter 13: Dealing with Losses, Theft, Damages, and Returns 153 Part 4: Providing Logistics Services to Global Customers 163 Chapter 14: Understanding and Accommodating Cultural Differences 165 Chapter 15: Identifying Insurance and License Requirements 177 Chapter 16: Deciding on Your Source of Manpower 189 Chapter 17: Understanding Foreign Labor Laws and Requirements 199 Part 5: Being Part of a Global Humanitarian & Disaster Relief Logistics Team 213 Chapter 18: Understanding Global Humanitarian and Disaster Relief Logistics 215 Chapter 19: Defining Your H&DR Logistics Role 229 Chapter 20: Operating as Part of the H&DR Logistics Team 243 Part 6: The Part of Tens 263 Chapter 21: Ten “Stars” of Global Logistics 265 Chapter 22: Ten Examples of Global Logistics Gone Wrong 275 Chapter 23: Top Ten Resources 283 Glossary 291 Index 299

Read more less

Book SynopsisEffective, sustainable cultural change requires evolution, not disruption The Corporate Culture Survival Guide is the essential primer and practical guide every organization needs. Corporate culture pioneer Edgar H.Table of ContentsPreface ix Acknowledgments xv About the Authors xvii Part 1 Defining Culture Change Leadership Chapter 1 A New Metaphor for Culture Change Leadership 3 Chapter 2 What Do We Really Mean by “Leading,” “Culture,” and “Change”? 13 Part 2 Understanding and Assessing the Structure and Practice of Culture Chapter 3 The Structure of Culture from the Outsider’s Perspective 35 Chapter 4 The Practice of Culture from the Insider’s Perspective 55 Chapter 5 Culture Assessment and Culture Typologies 71 Part 3 Culture Change Dynamics Chapter 6 The Socio-dynamics of Transformational Change 95 Chapter 7 Culture Change Dynamics in a Mature Company: Alpha Power 123 Chapter 8 A Story of Planned Change and Some Unintended Cultural Consequences: Beta Corporation 147 Chapter 9 When Cultures Meet: Acquisitions, Mergers, Joint Ventures, and Other Multicultural Collaborations 161 Chapter 10 Culture Change Leadership Summary 183 Appendix Tools for Culture Change Planning 191 References 209 Index 213

Read more less

Book SynopsisMake bookkeeping a breeze withSage Sage 50 Accounts is a tremendously popular resource among accounting professionals, and exciting upgrades in version 22 make it even more useful. This book helps you use get started with installation as well as customisation, and in a short time you''ll be running VAT returns and producing reports. Newer features help you store copies on the cloud, access data from anywhere and much more. Inside... Fully updated screenshots How to use Sage Drive A guide to key buttons New ways to access tasks Toolbar configuration tips Valuable window shortcuts How to process paperwork Project management help Tips on using mobile apps Table of ContentsIntroduction 1 About This Book 1 Foolish Assumptions 2 Icons Used in This Book 2 Beyond the Book 3 Where to Go from Here 3 Part 1: Getting Started with Sage 50 Accounts 5 Chapter 1: Introducing Sage 50 Accounts 7 Looking at the Varieties of Sage 7 Installing the Software 9 Getting what you need before you get started 9 Moving to the installation 10 Setting Up with the Active Setup Wizard 10 Registering Your Software 16 Finding Out How Easy Sage Is to Use 17 Navigating around Sage 17 Exploring the Menu bar 18 Using Wizards 24 Chapter 2: Creating Your Chart of Accounts and Assigning Nominal Codes 25 Understanding as Much as You Need to about Accounting 26 Dabbling in double-entry bookkeeping 26 Naming your nominals 27 Preparing reports 27 Looking at the Structure of Your COA 28 Checking out the default COA 29 Identifying balance sheet codes 31 Looking at profit and loss codes 33 Leaving gaps and mirroring codes 36 Accommodating floating nominals 36 Editing Your COA 37 Amending your COA 37 Creating a new COA 39 Checking Your COA 42 Previewing errors 42 Looking at some common errors 43 Chapter 3: Setting Up Records 45 Choosing How to Create Your Records 45 Getting a quick start using the New icon 46 Following the wizards brick by brick 46 Creating Customer and Supplier Records 46 Setting customer and supplier defaults 49 Deleting customer and supplier records 51 Having a change of view 51 Creating Your Nominal Records 52 Exploring your nominal records 52 Renaming existing nominal records 54 Adding a new nominal record 54 Looking for a nominal record 55 Looking around a nominal record 57 Deleting a nominal code 58 Recording Your Bank Accounts 59 Renaming an existing account 60 Creating a new account 60 Deleting a bank record 62 Getting Your Product Records in Order 62 Creating a product record 63 Editing a product record 65 Deleting a product record 66 Entering a project record 66 Setting Up Fixed Asset Records 68 Chapter 4: Recording Your Opening Balances 71 Timing Your Switch to Sage 72 Obtaining Your Opening Balances 72 Entering Opening Balances Using the Wizard 74 Entering your default date 75 Entering customer and supplier balances 76 Checking the customer and supplier opening balances 77 Reversing the nominal balances in preparation for entering the trial balance 77 Entering the trial balance from your accountant 78 Entering the uncleared transactions for your bank account 80 Checking opening balances against the trial balance from your accountant 81 Checking your data 81 Backing up your data 81 Manually Entering Information 82 Manually recording opening balances 82 Manually recording opening bank balances 83 Manually recording nominal opening balances 84 Putting in opening balances for products 85 Checking Your Opening Balances 87 Printing an opening trial balance 87 Dealing with errors 87 Part 2: Looking into Day-to-Day Functions 89 Chapter 5: Processing Your Customer Paperwork 91 Posting Batch Entry Invoices 91 Creating Credit Notes 94 Registering Payments from Your Customers 96 Giving credit where due – allocating credit notes 99 Recording payments on account 101 Deleting Invoices and Credit Notes 102 Chapter 6: Invoicing Your Customers 103 Deciding on an Invoice Type 104 Creating Invoices 104 Putting in the details 105 Getting to the main attraction 107 Filling in the order details 109 Getting down to the footer details 110 Going over payment details 111 Checking your profit on a product invoice 112 Remembering that Communication Is Key 113 Managing Your Invoice List 114 Printing invoices 114 Using Quick Print 116 Updating ledgers 116 Deleting invoices 118 Saving Time While You Ask for Money 118 Duplicating existing invoices 118 Repeating recurring transactions 118 Using defaults 120 Getting paid faster 120 Chapter 7: Dealing with Paperwork from Your Suppliers 121 Receiving and Posting Invoices 121 Setting up your receiving system 122 Posting invoices 122 Getting Credit 125 Allocating a Credit Note 127 Paying Your Suppliers 128 Printing a Remittance Advice Note 130 Chapter 8: Recording Your Bank Entries 133 Understanding the Different Types of Bank Account 134 Keeping up with current (1200) and deposit (1210) accounts 134 Counting the petty cash (1230) account 135 Handling your cash register (1235) 135 Managing the company credit card (1240) and credit card receipts (1250) 136 Tracking Bank Deposits and Payments 136 Transferring Funds between Accounts 140 Repeating Recurring Entries 141 Going for consistency with your bank entries 141 Repeating customer and supplier payments 144 Making regular journal entries – if you dare 144 Processing and posting recurring entries 145 Dealing with Petty Cash 147 Funding petty cash 147 Making payments from the tin 147 Reconciling the petty cash tin 148 Paying the Credit Card Bill 148 Making credit card payments 148 Reconciling the credit card statement 149 Chapter 9: Maintaining and Correcting Entries 151 Finding Ways to Find Transactions 151 Searching for Records 153 Making Corrections 154 Editing a Journal Entry 156 Deleting a Journal Entry 157 Checking and Maintaining Your Files 158 Checking errors 158 Using Recovery Tools 159 Reindexing data 161 Compressing data 161 Rebuilding data 161 Backing Up Data the Manual Way 161 Scheduling Backups 163 Restoring Data 164 Part 3: Functions for Plus and Professional Users 167 Chapter 10: Processing Sales Orders 169 Giving a Quote 169 Amending your invoice and order defaults 170 Creating a quotation 170 Allocating and amending stock for a quote 172 Converting a quotation to an invoice or order 172 Creating a Sales Order 173 Entering the sales order details 174 Dealing with cash sales 177 Editing your order 178 Putting sales orders on hold 179 Duplicating a sales order 179 Printing the order 180 Allocating Stock to an Order 180 Going on automatic 180 Assigning stock yourself 181 Amending the allocation of stock 181 Using the shortfall generator 182 Despatching Orders 183 Completing an order 183 Using goods despatched notes 183 Using the despatch facility 184 Recording a despatch manually 184 Invoicing Your Customers 185 Deleting and Cancelling Sales Orders 186 Deleting an order 186 Cancelling an order 187 Chapter 11: Processing Purchase Orders 189 Creating, Changing and Copying a Purchase Order 190 Creating a purchase order 190 Editing your order 192 Duplicating a purchase order 193 Placing the Goods on Order 194 Ordering via the conventional method 194 Manually placing goods on order 195 Completing Your Purchase Order 196 Printing Your Purchase Order 197 Getting the Goods In 198 Using goods received notes 198 Accepting delivery of everything 200 Taking in part of an order 200 Creating an Invoice from an Order 201 Deleting, Cancelling and Reinstating Orders 203 Deleting orders 203 Cancelling orders 204 Putting a cancelled order back on order 204 Chapter 12: Keeping Track of Your Products 205 Taking Stock 205 Importing your stocktake 207 Adjusting stock levels 208 Checking stock activity 208 Using the stock shortfall facility 209 Understanding a Bill of Materials 210 Creating a BOM 211 Checking stock availability for a BOM 213 Transferring stock for a BOM 214 Processing Stock Returns 215 Allocating Stock 217 Changing stock allocation 219 Issuing allocated stock 219 Chapter 13: Managing Projects 221 Appointing a Project’s Status and Costs 222 Assigning status 222 Looking at costs – types and codes 223 Changing status and costs 224 Managing Project Resources 225 Creating or amending a resource 226 Deleting a resource 226 Tracking Project Costs 227 Sharing out project charges 227 Issuing stock to a project 228 Counting costs from a supplier invoice 230 Integrating POP with project costing 230 Analysing Project Costs 232 Looking at the project’s activity 232 Comparing costs and budget 234 Charging Your Customers for a Project 235 Completing Your Project 236 Chapter 14: Using Foreign Currencies 239 Setting Up Foreign Currencies 240 Entering the exchange rate for a currency 240 Amending the Countries table 242 Tailoring the Foreign Trader Tool 243 Keeping Trade Status in Mind When Setting Up Accounts 244 Processing the Paperwork 245 Raising invoices, credit notes and orders 246 Entering batch invoices and credit notes 248 Banking on Foreign Currencies 249 Coping with customer receipts and supplier payments 249 Carrying out a bank transfer 251 Expecting changing exchange rates 253 Doing Revaluations with the Wizard 254 Part 4: Running Monthly, Quarterly and Annual Routines 257 Chapter 15: Reconciling Your Bank Accounts 259 Recognising Reasons to Reconcile 260 Using Bank Feeds to Post Data into Sage 261 Setting up bank feeds 261 Downloading your bank transactions 263 Reconciling your downloaded transactions 264 Double-checking everything 267 Manually Entering Your Bank Account Data 267 Using e-Banking to Import Data 268 Doing the Reconciliation 269 Troubleshooting When Your Account Doesn’t Reconcile 274 Rounding Up Stragglers 275 Chapter 16: Running Your Monthly and Yearly Routines 277 Adding Up Accruals 278 Counting Out Prepayments 280 Depreciating Fixed Assets 282 Writing down your assets 282 Posting assets and depreciation 284 Entering Journals 284 Completing journals 285 Rattling skeleton journals 286 Reversing journals 287 Carrying Out Your Month-End Routine 288 Ticking off your checklist 288 Running the month-end 289 Clearing stock transactions 291 Deleting stock 292 Clearing the audit trail 293 Managing Cash Flow 294 Doing a Year-End Routine 295 Chapter 17: Running Your VAT Return 297 Understanding Some VAT Basics 298 Knowing your outputs from your inputs 298 Cracking the codes 298 Comparing Sage’s VAT accounting methods 299 Managing Your VAT 301 Preparing your VAT return 301 Reconciling your VAT return 304 Checking Your VAT Return Using Reconciliation Reports 306 Checking under the standard scheme 306 Checking with cash accounting 308 Getting ready to reconcile after checking 308 Completing Your VAT return 309 Posting the VAT transfer 311 Submitting your VAT return 311 Posting your refund or payment in Sage 313 Investigating Other Useful Icons in Your VAT Module 313 Posting scale charges 313 Reporting Intrastat 314 Completing the EC Sales list 315 Understanding the Reverse Charge Sales list 315 Running a VAT audit 316 Accessing verification reports 317 Part 5: Using Reports 319 Chapter 18: Running Monthly Reports 321 Making the Most of Standard Reports 321 Checking the Chart of Accounts 322 Figuring Out the Financial Reports 322 Trying for an initial trial balance 323 Accounting for profit and loss 324 Comparing profits and losses 325 Weighing the balance sheet 327 Viewing the Audit Trail 328 Forgetting the Periods and Going Transactional 330 Going by date 330 Being number-friendly 331 Running the reports 331 Designing Reports to Suit Yourself 332 Chapter 19: Tackling the Complicated Stuff 337 Exporting Data 337 Sending spreadsheet stuff 338 Transferring Outlook contacts 338 Exporting to Word 339 Importing Data 341 Linking to Your Accountant 344 Sending accounts to your accountant 345 Making material changes 345 Getting back adjustments and narratives 346 Trying e-Banking 346 Configuring your e-Banking 347 Opting for e-payments 348 Reconciling electronically 351 Working with Document Manager 353 Adding attachments and filing system references 353 Deleting attachments 354 Chapter 20: Running Key Reports 355 Checking Activity through the Nominal Codes 355 Looking into Supplier Activity 358 Tracking Customer Activity 360 Checking Numbers with Supplier Daybook Reports 361 Finding the Customers Who Owe You 362 Paying Attention to Your Creditors 364 Handling Unreconciled Bank Transactions 366 Doing a Monthly Breakdown of Profit and Loss 369 Ranking Your Top Customers 370 Chapter 21: Going Mobile 373 Setting Up Sage Drive 373 Tackling Sage 50 Tracker 375 Installing Sage 50 Tracker 375 Looking at the Sage 50 Tracker dashboard 377 Sussing Out Sage 50 Mobile Sales 379 Keeping Connected with Connected Users 380 Part 6: The Part of Tens 381 Chapter 22: Ten (Okay, Eleven) Funky Functions in Sage 383 Browsing for Help with F1 384 Calculating Stuff with F2 384 Accessing an Edit Item Line for Invoicing with F3 384 Finding Multiple Functions with F4 384 Calculating Currency or Checking Spelling with F5 385 Copying with F6 385 Inserting a Line with F7 386 Deleting a Line with F8 386 Calculating Net Amounts with F9 386 Launching Windows with F11 387 Opening Report Designer with F12 387 Chapter 23: Ten (Plus One) Wizards to Conjure Up in Sage 389 Creating a New Customer Account 389 Setting Up a New Supplier 390 Initiating a New Nominal Account 390 Creating a New Bank Account 391 Launching a New Product 391 Starting Up a New Project 392 Helping Out at Month End: Opening/Closing Stock 392 Fuelling Up: Scale Charges 392 Saving Time: Global Changes 393 Handling Currencies: Foreign Bank Revaluation 394 Keeping Others in the Loop: Accountant Link 394 Index 397

Read more less

Book SynopsisDive into algo trading with step-by-step tutorials and expert insight Machine Trading is a practical guide to building your algorithmic trading business. Written by a recognized trader with major institution expertise, this book provides step-by-step instruction on quantitative trading and the latest technologies available even outside the Wall Street sphere. You''ll discover the latest platforms that are becoming increasingly easy to use, gain access to new markets, and learn new quantitative strategies that are applicable to stocks, options, futures, currencies, and even bitcoins. The companion website provides downloadable software codes, and you''ll learn to design your own proprietary tools using MATLAB. The author''s experiences provide deep insight into both the business and human side of systematic trading and money management, and his evolution from proprietary trader to fund manager contains valuable lessons for investors at any level. Algorithmic trading Table of ContentsPreface ix Chapter 1 The Basics of Algorithmic Trading 1 Chapter 2 Factor Models 27 Chapter 3 Time-Series Analysis 59 Chapter 4 Artificial Intelligence Techniques 83 Chapter 5 Options Strategies 119 Chapter 6 Intraday Trading and Market Microstructure 159 Chapter 7 Bitcoins 201 Chapter 8 Algorithmic Trading Is Good for Body and Soul 215 Bibliography 227 About the Author 235 Index 237

Read more less

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

Read more less

Book SynopsisThe essential resource for becoming more effective in the highly competitive architectural marketplace Handbook for the Architectural Manager offers architects a comprehensive resource that brings together critical information on four interlinked areas: managing the architectural office, projects, stakeholders, and learning. Unlike other books on the topic that only stress management of the business or the management of projects, this book offers a guiding framework that encompasses the architectural manager's role in developing the practice's competitive strategies and overseeing the project portfolio. Written by noted experts in the field, Handbook for the Architectural Manager is grounded in current research in which, for the first time, the components of architectural management have been analyzed systematically, tested, and developed for practical application. Designed to explore typical architectural management issues, the book provides clear and concise direction with practicTable of ContentsPreface ix 1 Introduction 1 1.1 An Argument for a Management Framework 1 1.2 Agenda 4 1.3 Structure 4 1.4 Value 5 2 Architecture and Management 7 2.1 Setting the Scene 7 2.2 Architecture and Management 7 2.2.1 Architectural Practice 8 2.3 Design 9 2.3.1 Design as an Activity (Process) 9 2.3.2 Design as Collaboration (Co-design) 10 2.3.3 Design as Learning 10 2.3.4 Design as an Output (Product) 11 2.3.5 Types of Design and Management Challenges 11 2.4 The Management of Design 12 2.4.1 In Construction 12 2.4.2 In Architecture 13 2.4.3 Comparing Roles 13 2.5 The Business of Architecture 14 2.5.1 The Challenge of Uniqueness 15 3 Architectural Management 17 3.1 Setting the Scene 17 3.2 Architectural Management: What it is 17 3.2.1 The Meaning of Architectural Management 18 3.2.2 A Practical Definition of Architectural Management 19 3.3 Benefits of Adopting Architectural Management 20 3.4 Levels of Application 21 3.5 The Architectural Manager 23 3.5.1 What does the Architectural Manager do? 23 3.5.2 Knowledge and Skills 25 3.5.3 Who is Best Qualified to Practise or Lead Architectural Management? 26 3.6 Ensuring Consistency 27 3.7 Self-reflection 28 3.8 Managing Expectations 28 3.9 Taking on the Architectural Manager Role 30 4 Architectural Management Framework 33 4.1 Setting the Scene 33 4.2 The Essentials 33 4.2.1 Architectural Offices 33 4.3 Strategic Concerns: People and Processes 34 4.3.1 People 34 4.3.2 Processes 36 4.4 Practical Concerns: Managing Resources 36 4.4.1 Less is More 37 4.4.2 Managing Design Effort 37 4.4.3 Staff Deployment 37 4.4.4 Identifying Good Habits and Eliminating Inefficiencies 38 4.4.5 Balancing Risk and Reward 39 4.4.6 Ensuring Consistency 40 4.5 A Practical Framework 41 4.6 How to use the Framework 41 5 Managing the Business 43 5.1 Business Model 44 5.2 Organisation Design 47 5.3 Marketing 48 5.4 Human Resource Management 51 5.5 Information Technology Utilisation 54 5.6 Workplace Design and Management 55 5.7 Ethics and Legal Issues 57 5.8 Knowledge Management 60 5.9 Growth Planning 61 5.10 Financial Management 62 6 Managing Projects 67 6.1 Design Excellence 68 6.2 Design Management 70 6.3 Project Management 72 6.4 Construction Management 75 6.5 Facilities Management 77 6.6 Property ‘Real Estate’ Development 78 6.7 Interior Design 80 6.8 Architectural Support Services 82 6.9 Investments and other Business Ventures 83 6.10 Quality Management 84 7 Managing Stakeholders 87 7.1 Stakeholder Identification 88 7.2 Stakeholder Analysis 90 7.3 Stakeholder Communication 92 7.4 Stakeholder Engagement 94 7.5 Conflict Management 96 7.6 Value Management 97 7.7 Managing the Firm’s Social Responsibility 99 7.8 Managing Sustainability 100 7.9 Client Education 102 7.10 Managing Client Requirements 102 8 Managing Learning 105 8.1 The Learning Firm 106 8.2 Managing Individual Learning 108 8.3 Managing Group Learning 110 8.4 Managing Organisational Learning 113 8.5 Managing Inter-Organisational Learning 115 8.6 Managing Continuing Professional Development 117 8.7 Measuring Effectiveness 119 8.8 Measuring the Architectural Manager’s Leadership Skills 121 8.9 Analogical Comparison with Others 123 8.10 Collaborating with Professional Bodies 125 9 Practical Application 129 9.1 The Sole Practitioner 129 9.1.1 Scenario 129 9.1.2 Applying Architectural Management – Managing Learning 130 9.1.3 Reflection and Measuring Performance 130 9.2 The Small Office 131 9.2.1 Scenario 131 9.2.2 Applying Architectural Management – Managing Projects 132 9.2.3 Reflection and Measuring Performance 132 9.3 The Medium-sized Office 133 9.3.1 Scenario 133 9.3.2 Applying Architectural Management – Managing the Business 134 9.3.3 Reflection and Measuring Performance 134 9.4 The Large Office 135 9.4.1 Scenario 135 9.4.2 Applying Architectural Management – Managing Stakeholders 135 9.4.3 Reflection and Measuring Performance 137 9.5 And Finally…it is Your Turn 137 Further Reading 139 Architectural Management 139 Design Management for AEC 139 Generic Design Management 140 References 141 Index 143

Read more less

Book SynopsisMaster the essential skill set of the truly effective leader The Leadership Journey charts a course through four critical areas of being a great leader. Written by Korn Ferry CEO Gary Burnison, this book brings world-renown people and talent development expertise to bear in a discussion about ''good'' versus ''great'' leadership. Successful leadership at any level is about getting results, but how do the best of the best manage to consistently deliver bigger and better things? This book shares the ''secret sauce'' of successful leadership, and provides an actionable framework for discoveringand developingyour own leadership skills and potential. Anyone can have the right hands-on skills, but true leadership finesse lies in the much tougher realm of developing self-awareness to lead yourself first (''Look in the Mirror''); navigating by a fixed point of personal and organizational purpose (''Embody Purpose''); journeying with others who want to follow you (''Don''t WalkTable of ContentsIntroduction A Leader’s Path 8 Look in the Mirror 18 Lead Yourself 22 Radiate Purposeful Passion 28 Embody Purpose 34 Start with the “Why” 39 Define the “How” 44 Don’t Walk Alone 50 It’s all About the People 55 Celebrate… Always 60 You are the Message 64 Be in the Moment 69 Navigate Beyond the Horizon 72 Don’t be the Pilot of the Inevitable 77 Anticipating Beyond the Known 82 Course Corrections in Real Time 86 Be the Catalyst of Curiosity 92 Destination Leadership 94 Afterword The Leader’s Journey of Influence 100

Read more less

Book SynopsisThe individual investor's comprehensive guide to momentum investing Quantitative Momentum brings momentum investing out of Wall Street and into the hands of individual investors.Table of ContentsPreface ix Acknowledgments xi About the Authors xiii Part One Understanding Momentum 1 Chapter 1 Less Religion; More Reason 3 Chapter 2 Why Can Active Investment Strategies Work? 14 Chapter 3 Momentum Investing is Not Growth Investing 43 Chapter 4 Why All Value Investors Need Momentum 62 Part Two Building a Momentum-Based Stock Selection Model 77 Chapter 5 The Basics of Building a Momentum Strategy 79 Chapter 6 Maximizing Momentum: The Path Matters 93 Chapter 7 Momentum Investors Need to Know Their Seasons 107 Chapter 8 Quantitative Momentum Beats the Market 120 Chapter 9 Making Momentum Work in Practice 144 Appendix A Investigating Alternative Momentum Concepts 155 Appendix B Performance Statistics Definitions 175 About the Companion Website 176 Index 177

Read more less

Book SynopsisThe Truth About Employee Engagement was originally published as The Three Signs of a Miserable Job. A bestselling author and business guru tells how to improve job satisfaction and performance.Table of ContentsIntroduction vii The Fable Shock 3 Part One: The Manager 5 Part Two: Retirement 21 Part Three: The Experiment 59 Part Four: Going Live 167 The Model The Miserable Job 217 The Cost of Misery 219 The Three Root Causes 221 The Benefits and Obstacles of Managing for Employee Engagement 224 Exploring and Addressing the Causes of Job Misery 229 Case Studies 239 Taking Action 250 The Ministry of Management 253 Acknowledgments 255 About the Author 258

Read more less

Book SynopsisSurprising rules for successful monetization Innovation is the most important driver of growth. Today, more than ever, companies need to innovate to survive. But successful innovation measured in dollars and cents is a very hard target to hit.Table of ContentsForeword xi Acknowledgments xiii Part One: The Monetizing Innovation Problem 1 Chapter 1 How Innovators Leave Billions on the Table: A Tale of Two Cars 3 Chapter 2 Feature Shocks, Minivations, Hidden Gems, and Undeads: The Four Flavors of Monetizing Innovation Failure 15 Chapter 3 Why Good People Get It Wrong 33 Part Two: Nine Surprising Rules for Successful Monetization 37 Chapter 4 Have the “Willingness-to-Pay” Talk Early: You Can’t Prioritize without It 39 Chapter 5 Don’t Default to a One-Size-Fits-All Solution: Like It or Not, Your Customers Are Different 53 Chapter 6 When Designing Products, Configuration and Bundling is More Science Than Art 63 Chapter 7 Go beyond the Price Point: Five Powerful Monetization Models 79 Chapter 8 Price Low for Market Share or High for Premium Branding? Pick the Winning Pricing Strategy 97 Chapter 9 From Hoping to Knowing: Build an Outside-In Business Case 111 Chapter 10 The Innovation Won’t Speak for Itself: You Must Communicate the Value 121 Chapter 11 Use Behavioral Pricing Tactics to Persuade and Sell: Sometimes Your Customers Will Behave Irrationally 135 Chapter 12 Maintain Your Price Integrity: Avoid Knee-Jerk Repricing 149 Part Three: Success Stories and Implementation 161 Chapter 13 Learning from the Best: Successful Innovations Designed around the Price 163 The Porsche Story—Veering Off the Sports Car Track to Create Two Winning Vehicles 164 LinkedIn—Monetizing the World’s Largest Professional Network 170 Dräger—Collecting the Specs for Successful Industrial Products before Engineering 174 Uber—Monetizing a Disruptive Innovation through Innovative Price Models 182 Swarovski—The Payoff from Crystal-Clear Ideas on What Consumers Will Pay 188 Optimizely—How to Price Breakthrough Innovation 194 Innovative Pharma—How a Customer Value Driven R&D Approach Boosts Success 200 Chapter 14 Implementing the “Designing the Product around the Price” Innovation Process 207 Notes 219 Index 227

Read more less

Book SynopsisEverything you need to implement Objectives and Key Results (OKRs) effectively Objectives and Key Results is the first full-fledged reference guide on Objectives and Key Results, a critical thinking framework designed to help organizations create value through focus, alignment, and better communication.Table of ContentsIntroduction xiii Acknowledgments xix Chapter 1: Introduction to OKRs 1 The History of OKRs 1 What Are Objectives and Key Results (OKRs)? 6 Objectives 8 Key Results 8 Organizational Challenges, and Why You Need OKRs 13 Benefits of OKRs 20 Notes 26 Chapter 2: Preparing for Your OKRs Journey 29 Why Are You Implementing OKRs? 29 Executive Sponsorship: A Critical Component of Your OKRs Implementation 31 Where to Develop Your OKRs 33 Special Cases 36 An OKRs Development Plan 37 Key Lessons for Successful Transformation 41 The Building Blocks of OKRs: Mission, Vision, and Strategy 42 Roadmap Strategy 53 Notes 59 Chapter 3: Creating Effective OKRs 61 Omaha 61 Creating Powerful Objectives 62 Tips for Creating Objectives 64 Objective Descriptions 68 Characteristics of Effective Key Results 69 Tips for Creating Key Results 73 Types of Key Results 76 Scoring OKRs 80 How Often Do We Set OKRs? 85 How Many OKRs Do We Have? 86 Do OKRs Stay the Same from Quarter to Quarter? 88 Can OKRs Change during the Quarter? 89 The Process to Set OKRs 90 Notes 95 Chapter 4: Connecting OKRs to Drive Alignment 97 A Critical Link 99 Connecting OKRs 99 How to Connect OKRs 100 Creating Alignment 108 Confirming the Alignment of Connected OKRs 113 Closing Thoughts on Connecting 114 Notes 115 Chapter 5: Managing with OKRs 117 The Cycle: Monday Meetings, Mid-Quarter Check-Ins, and Quarterly Reviews 118 Updating OKRs at the End of the Quarter 128 Software and OKRs 129 Let’s Play 20 Questions! 137 Notes 138 Chapter 6: Making OKRs Sustainable 141 Don’t Think of OKRs as a Project 141 Who Owns the OKRs Process? 142 OKRs and Performance Reviews 144 OKRs and Incentive Compensation 147 Top 10 OKRs Issues 151 How Not to Implement OKRs . . . and Where Consultants Can Help 156 Concluding Thoughts 159 Notes 160 Chapter 7: Case Studies in OKRs Use 161 Flipkart 162 Career Builder 167 Zalando 171 Sears Holdings Corporation (SHC) 175 Go Noodle 185 Tax Slayer 190 Note 194 About the Authors 195 Index 197

Read more less

Book SynopsisCrest the data wave with a deep cultural shift Winning with Data explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect.Table of ContentsIntroduction ix Chapter 1 Mad Men to Math Men: The Power of the Data-Driven Culture 1 Operationalizing Data: Uber’s Competitive Weapon 2 The Era of Instant Data: You Better Get Yourself Together 4 Data Supply Chains: Buckling Under the Load 6 Management by Opinion: The Illusion of Knowledge 8 Our Vantage Points 10 Chapter 2 Four Problems with Data Today: Breadlines, Obscurity, Fragmentation, and Brawls 15 Data Breadlines for the Data-Poor 15 Data Obscurity: The Failure of the Card Catalog 17 Rogue Databases and Analysts: The Data Fragmentation Problem 19 Data Brawls: When Miscommunication Devolves into Arguments 21 Chapter 3 Business Intelligence: How We Got Here 23 Business Intelligence Is Born: The First Query 23 Databases for the Masses: Oracle Commercializes Codd’s Invention 24 Legacy BI: A Three-Layer Cake 26 Google’s Answer to Huge Data: Vanilla Boxes 27 600 Petabytes per Day: HiPal at Facebook 30 Extreme Data Collection: The New Normal 32 Looker: Weaving the Data Fabric 33 Chapter 4 Achieving Data Enlightenment: Gathering Data in the Morning and Changing Your Business’s Operations in the Afternoon 37 Not Just Another Person with an Opinion 37 Aligning Sales Teams in Real Time 48 Scaling Sales Teams with Data 50 Determining Customer Satisfaction at Every Point in the Buyer Journey 52 The Rosetta Stone: Developing a Shared Data Language 55 The One Equation That Defines the Business 57 Brutal Intellectual Honesty: Speaking Data to Power 60 Putting Pride in Its Place: How Data Transforms Cultures 66 Chapter 5 Five Steps to Creating a Data-Driven Company—From Recruiting to Regression, It All Starts with Curiosity: Changing the Culture 71 It All Starts with Curiosity 71 Why You Should Stop Listening to Your Boss 72 How to Recruit Curious People 76 Chapter 6 From Hacks to Harmony: The Typical Progression of Data-Driven Companies 83 Step 1: Ask Your Friend, the Engineer 84 Step 2: Bastardize an Existing Solution 84 Step 3: Access Raw Data 85 The Crux of the Problem 85 Bring Your Own BI: The Five Letters That Will Change the Data World 86 The Power of a Unified Data-Modeling Layer 89 The Final Step: A Data Fabric 92 Chapter 7 Data Literacy and Empowerment: The Core Responsibilities of the Data Team 95 The Illusion of Validity: How to Avoid Data Biases 95 Correlation versus Causation 98 How Facebook and Zendesk Engender Data Literacy 100 Walking the Data Gemba: Training by Walking Around 104 Chapter 8 Deeper Analyses: Asking the Right Questions 109 When Data Confounds Our Intuition: How to Handle Ambiguity 112 Data Is Useless Unless You Can Act on It 115 Defining New Opportunities by Creating New Metrics That Matter 120 The Fastest Growing Media Site of All Time 122 How to Run a Data-Backed Experiment: Step by Step 124 Chapter 9 Changing the Way We Operate 129 Change Begins with a Story 129 Deliver Data with Panache: Structuring Presentations to Inspire 133 Chapter 10 Putting It All Together 141 Acknowledgments 145 Appendix: Revenue Metrics 147 Index 155

Read more less

Book SynopsisThe legal, financial, and business primer to the M&A process Mergers and Acquisitions offers accessible step-by-step guidance through the M&A process to provide the legal and financial background required to navigate these deals successfully. From the initial engagement letter to the final acquisition agreement, this book delves into the mechanics of the process from beginning to end, favoring practical advice and actionable steps over theoretical concepts. Coverage includes deal structure, corporate structuring considerations, tax issues, public companies, leveraged buyouts, troubled businesses and more, with a uniquely solution-oriented approach to the M&A process. This updated second edition features new discussion on cross-border transactions and pseudo M&A deals, and the companion websites provides checklists and sample forms to facilitate organization and follow-through. Mergers and acquisitions are complex, and problems can present themselves at each stage ofTable of ContentsPreface xi Acknowledgments xv Chapter 1 Structuring Fundamentals 1 Basic Corporate Finance Concepts 1 Reasons for Acquisitions 7 Three Basic Acquisition Structures 11 Structuring Considerations: Overview 14 Chapter 2 The Acquisition Process 20 Overview 20 Valuation of the Business 27 Investment Bank Engagement Letters 30 Confidentiality Agreements 35 Letters of Intent 37 Stay Bonuses and Other Employee Retention Arrangements 39 Business and Legal Due Diligence 42 Intellectual Property Due Diligence 55 From Signing to Closing 66 Appendixes 67 Chapter 3 Corporate (Nontax) Structuring Considerations 69 Business Objectives and Other Nontax Structuring Considerations 69 Acquisition Structure Diagrams 78 Forms of Acquisition Consideration 78 Debt 83 Cash, Stock, and Earnouts 96 Successor Liability and the De Facto Merger Doctrine 101 Securities Law Compliance 104 Antitrust Compliance: Hart-Scott-Rodino Act 114 Equity Compensation 120 Incentive Stock Options 126 Employment Agreements and Noncompetition Covenants 130 Indemnification 136 Employment and Benefits Law 138 Acquisition Accounting 140 Recapitalization Accounting 144 Appendixes 145 Chapter 4 Tax Considerations 146 Taxable Versus Tax-Free Transactions: Overview of Relevant Situations 146 Detailed Analysis of the Positions of the Target and Its Owners and of the Buyer 148 Taxable Transactions and Their Tax Effects 150 Tax-Free Transactions 154 Special Situations 159 Golden Parachute Tax 164 Chapter 5 The Definitive Acquisition Agreement 169 Economic Terms 169 Representations and Warranties 184 Covenants 196 Additional Agreements 199 Conditions to Closing 200 Survival of Representations and Indemnification 201 Termination 206 Miscellaneous 206 Representing Targets: A Summary 207 Appendixes 210 Chapter 6 Acquisitions of Public Companies 211 Public-to-Public Mergers: What is Different? 211 Case Law–Developed Fiduciary Duties and Standards of Review 214 Evolution of Fiduciary Duty Case Law and Judicial Review 220 Securities Laws and Public Company Acquisitions 237 Anti-Takeover Devices 247 Appendix 256 Chapter 7 Leveraged Buyouts (Structural and Tax Issues) and Acquisitions of a Troubled Business (Creditors’ Rights and Bankruptcy) 257 Leveraged Buyouts: Structural and Tax Issues 257 Acquisition of a Troubled Business Generally 263 Fraudulent Transfers 265 Acquisitions Out of Bankruptcy 272 Chapter 8 International M&A 282 Cross-Border Acquisitions 282 Chapter 9 Joint Ventures 292 Reasons for Joint Ventures 292 Types of Joint Ventures 293 Typical Joint Venture Terms 295 Appendix 304 About the Website 305 Index 307

Read more less

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

Read more less

Book SynopsisGet your finances in order with smart budgeting and money mindfulness You Only Live Once is the guide to achieving your best life through smart money moves. Before you even begin making a budget, you need to think about why. Where do you see yourself financially in ten years? Five years? This time next year? What does money do for you? Once you know your destination, you can begin charting your course. Step-by-step guidance walks you through the budgeting process, and shows you how to plan your financial path to point toward your goals. You''ll learn how to prioritize spending, how to save efficiently, and how to take advantage of simple tools you didn''t know you had. Next comes the most important part: taking control. You need to really look at how you perceive and use money day-to-day. Chances are, changing a few habits could give you some breathing room and help you reach your goals sooner. You work hard for your money, yet there never seems to be enough.Table of ContentsPreface ix Acknowledgments xv About the Author xix Introduction 1 Part I On the Road to Financial Wellness 5 Chapter 1 Are You Living YOLO? 7 The Millennial Experience 7 The YOLO Mindset 8 Chapter 2 Financial Education and Living Your Dream Lifestyle 11 What Is Financial Education? 13 The ACT Process 14 Part II Awareness 15 Chapter 3 Know Where You're Starting From 17 Your Money Mindset 18 What Is Your Relationship with Money? 19 How Is Your Spending Contributing to Your Life? 20 How Are You Using Your Time? 22 Cultivate a Wealthy Money Mindset 23 Chapter 4 Know Where You Want to Go 31 Clarify Your Values 32 Have a Vision for Your Life 35 Follow a Money Philosophy 38 Chapter 5 Getting What You Want 41 Change Your Financial Behaviors and Habits 41 The Habit of Spending 42 The Habit of Saving 43 Get in the Know 45 Part III Creating a Plan 63 Chapter 6 Building a Lifestyle Budget and Spending Plan 67 Dealing with Your Fear of Lifestyle Change 70 Living the YOLO Lifestyle 74 The YOLO Budget 77 Chapter 7 Using the Purposeful Money Strategy to Spend and Save 97 Dual Checking Accounts Method 98 The Purposeful Savings Method 101 Chapter 8 Improving Credit Use and Eliminating Debt Forever 111 Credit Card Debt 115 Using the Debt Avalanche Method 117 Using the Debt Snowball Method 118 Part IV Taking Control 121 Chapter 9 Creating a Purposeful Life 123 Finding Happiness 124 Increasing Your Awareness 126 Organizing Your Finances 128 Managing Your Time 130 Having Better Conversations 132 Improving Financial Relationships 134 Chapter 10 Spending Rules 137 Spending Mindfully 138 Spend Less Than You Earn 139 Pay Less for Every Purchase 139 Spend on Loves, Not Likes 140 Use Credit Purposefully 142 Chapter 11 Living Mindfully 145 Building Your Freedom Fund 146 Don't Quit Your Job 148 Traveling the World 151 Lending Money to Family and Friends 152 Making Money with Money: Investing 153 Protecting Your Legacy: Insurance 155 Finding an Expert 156 Conclusion 159 Index 161

Read more less

Book SynopsisA practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring.Table of ContentsPreface ix Part I Introduction and Fit for Growth Overview 1 Chapter 1 Do You Need to Cut to Grow? 3 Circuit City: The Ostrich Approach 6 IKEA: Elevating Cost Optimization to an Art Form 9 The Fit for Growth Index 12 Chapter 2 Becoming Fit for Growth: The Restructuring and Renewal Journey 17 Focus on Differentiating Capabilities 19 Align the Cost Structure 21 Reorganize for Growth 24 Enable Change and Cultural Evolution 28 Continuous Cost-Fitness Renewal 29 Chapter 3 The Leader’s Role: Aligning Costs with Strategy 31 How Do You Know When It’s Time? 32 The Three Core Questions Leaders Ask 34 What Makes the Fit for Growth Approach Different 43 Part II How to Cut Costs and Grow Stronger: A Manager’s Guide 45 Chapter 4 Levers of Cost Reduction: What, Where, and How 47 Setting the Objective 48 Identifying Differentiating Capabilities 50 Selecting the Cost-Reduction Levers 52 “What” Do We Do? Business Portfolio and Capability Choices 52 “Where” Do We Do It? Organization and Location 53 “How” and “How Well” Do We Do It? Operational Excellence 55 Chapter 5 Portfolio Rationalization: Decide What Business You Should Be In 57 What Is Portfolio Rationalization? 58 When to Use Portfolio Rationalization 62 How to Rationalize the Portfolio 64 Chapter 6 Zero-Basing: Justify What to Keep, Not What to Kill 70 What Is Zero-Basing? 70 A Versatile, Holistic Cost Lever 73 When Should You Zero-Base Your Capabilities? 76 How to Zero-Base Your Capabilities 76 Chapter 7 Aligning the Operating Model: Redefine Where Critical Work Gets Done 85 Operating Model Elements and Archetypes 86 When to Redesign Your Operating Model 92 How to Redesign Your Operating Model 93 Chapter 8 Outsourcing: Let External Providers Generate Value for You 103 What Is Outsourcing? 103 When to Outsource 107 The Outsourcing Process: How It Works 108 Chapter 9 Footprint Optimization: Rethink Your Operations and Overhead Locations 119 What Is Footprint Optimization? 119 When to Use Footprint Optimization 123 Footprint Optimization: How It Works 126 Chapter 10 Process Excellence: Simplify Work and Minimize Bureaucracy 133 What Is Process Excellence? 134 When to Use Process Excellence 139 A Guide to Process Excellence 140 Aligning Process Excellence with Other Cost Levers 146 Chapter 11 Spans and Layers: Flatten and Empower the Organization 149 What Is a Spans and Layers Restructuring? 149 When to Restructure Spans and Layers 154 How to Restructure Spans and Layers: Five Steps to a Leaner Organization 155 Chapter 12 Strategic Supply Management: Extract More Value from Your Purchases 163 What Is Strategic Supply Management? 163 When Should a Company Use Strategic Supply Management? 167 Making It Happen: A Guide to Strategic Supply Management 169 Chapter 13 Digitization: Make Technology a Game Changer 177 What Is Digitization? 177 When to Use Digitization 179 How to Digitize 182 Part III Coping with Cost Restructuring: How to Manage and Sustain the Change 189 Chapter 14 Running a Cost Transformation: Mobilizing, Scaling, and Sustaining 191 Phase 1: Diagnostic and Case for Change 193 Phase 2: Detailed Design 198 Phase 3: Execution 203 Chapter 15 Morale, Emotions, and Expectations: Leading during a Restructuring 208 Uncertainty and Anxiety 209 Phase 1: Opportunity, but for Whom? 211 Phase 2: Anxiety Surfaces 214 Phase 3: Turmoil, but also Glimmers of Something Better 216 Chapter 16 The Human Element: Getting People Ready, Willing, and Able to Change 224 Elements of a Culture-Led Change Management Program 226 Phase 1: Diagnostic and Case for Change 230 Phase 2: Detailed Design 233 Phase 3: Execution 242 Chapter 17 Staying Fit for Growth 246 Strategic Levers: Translating Strategy into Performance 247 Operational Levers: Executing against the Plan 251 Organizational Levers: Assign Accountability and Reward Cost Consciousness 253 Cultural Levers: Unleashing the Individual 255 Sense and Sustainability: Getting from Here to There 258 Notes 259 Acknowledgments 261 About the Authors 265 Index 267

Read more less

Book SynopsisA practical handbook for making management great again Managing for Happiness offers a complete set of practices for more effective management that makes work fun.Trade Review"Jurgen's book should be on every leader's bookshelf!" (Management Services, September 2016)Table of ContentsPreface viii Better Management for Everyone Introduction 1 What Is Management 3.0? 1. Kudo box and kudo cards 23 Motivate People with Better Rewards 2. Personal maps 39 Improve Communication and Understanding 3. Delegation boards and delegation poker 59 Empower Workers with Clear Boundaries 4. Value stories and culture books 77 Define the Culture by Sharing Stories 5. Exploration days and internal crowdfunding 93 Make Time for Exploration and Self-Education 6. Business guilds and corporate huddles 109 Share Knowledge, Tools, and Practices 7 Feedback wraps and unlimited vacation 123 Learn How to Offer Constructive Feedback 8. Metrics ecosystem and scoreboard index 147 Measure Performance the Right Way 9. Merit money 171 Pay People According to Their Merits 10. Moving motivators 193 Discover Real Engagement of Workers 11. Happiness door 217 Aim for a Happier Organization 12. Yay! questions and celebration grids 235 Learn from Successes and Failures Conclusion 251 Never Stop Experimenting Notes 264 Index 274

Read more less

Book SynopsisThis book stitches together a complete design journey from beginning to end in a way that you ve likely never seen before, guiding readers (you) step-by-step in a practical way from the initial spark of an idea all the way to scaling it into a better business.Trade Review"This book is visually appealing and the design, illustrations and layout of the pages draw the reader in and make the journey of reading the book so interesting and informative. This book is a must read for anyone contemplating starting a business." (Management Services, June 2017)Table of ContentsIntroduction P08 Prepare P24 Point of View P46 Understand P82 Ideate P124 Prototype P152 Validate P180 Scale P214 Appendix P262

Read more less

Book SynopsisHave you always known what you wanted to be in life? What are some watershed moments that made you who you are? When did you get on track to become a successful CEO? It started with three questions at Davos. The younger Peter Vanham looked to the answers from the elite leaders he asked to validate his own career choice, and the rich, private wisdom he received revealed more about building a career than he'd found anywhere else. He shares it all with you in Before I Was CEO. For everyone who lays awake at night wondering if they're heading up or down the corporate ladder, this collection of personal stories from a remarkable group of the most accomplished men and women in business today proves everyone can put themselves in the C-suite by taking a variety of different pathsit's all how you do it. Some found opportunity through adversity and others came by their big-break moments through serendipity. A group of them walked away fTable of ContentsForeword xi Introduction xv Part I: Adversity 1 Chapter 1: Finding True North 3 The Story of Orit Gadiesh, Bain & Company 4 The Story of David Kenny, IBM 9 Lessons Learned 14 Endnotes 18 Chapter 2: The Dot-Com Crisis 19 The Story of Kris Gopalakrishnan, Infosys 22 The Story of David Kenny, IBM (cont’d) 26 The Story of Raf Keustermans, Plumbee 28 The Unraveling & Lessons Learned 30 Part II: Opportunities 39 Chapter 3: Living the American Dream 41 The Story of Alberto Vitale, Random House 41 Lesson Learned 55 Endnotes 57 Chapter 4: Serendipity 59 The Story of Geoffrey Garrett, The Wharton School 61 The Story of Peter Henry, NYU Stern 68 Lessons Learned 75 Endnotes 76 Part III: Off the Beaten Track 77 Chapter 5: A Shining Path 79 The Story of Paul Bulcke, Nestle 80 Lessons Learned 90 Chapter 6: Brewing in the Brousse 92 The Story of Jean-Francois van Boxmeer, Heineken 92 Lessons Learned 104 Endnotes 109 Part IV: Breaking Free and Coming Home 111 Chapter 7: Breaking Free 113 The Story of Rick Goings, Tupperware Brands 114 The Story of Susan Cameron, Reynolds American Inc. 121 Lessons Learned 129 Endnotes 131 Chapter 8: Coming Home 132 The Story of Barry Salzberg, Deloitte 133 The Story of Johan Aurik, A.T. Kearney 139 The Story of Steve Davis, PATH 144 Lessons Learned 149 Endnotes 150 Part V: Role Models 151 Chapter 9: Father’s Footsteps 153 The Story of Richard Edelman, Edelman 155 The Story of Andrew Likierman, London Business School 159 The Story of Chris Burggraeve, Vicomte 165 165 Lessons Learned 174 Endnotes 176 Chapter 10: Practical Advice 178 The Story of Gail McGovern, American Red Cross 179 The Story of Patrick De Maeseneire, Jacobs Holding 184 Conclusions 195 What They Didn’t Need 195 Building a Career from Interests 196 Climbing the Ladder 198 Learning to Deal with Failure 198 Leaving Home 199 Making Informed Choices 200 Valuing the Importance of Family 201 Surfing theWaves of History 202 Setting Aside Your CEO Ambitions 204 Remembering Lessons Learned 205 Endnote 206 About the Author 207 Acknowledgments 208 Index 211

Read more less

Book SynopsisAvoid data blunders and create truly useful visualizations Avoiding Data Pitfalls is a reputation-saving handbook for those who work with data, designed to help you avoid the all-too-common blunders that occur in data analysis, visualization, and presentation. Plenty of data tools exist, along with plenty of books that tell you how to use thembut unless you truly understand how to work with data, each of these tools can ultimately mislead and cause costly mistakes. This book walks you step by step through the full data visualization process, from calculation and analysis through accurate, useful presentation. Common blunders are explored in depth to show you how they arise, how they have become so common, and how you can avoid them from the outset. Then and only then can you take advantage of the wealth of tools that are out therein the hands of someone who knows what they''re doing, the right tools can cut down on the time, labor, and myriad decisions that go iTable of ContentsPreface ix Chapter 1 The Seven Types of Data Pitfalls 1 Seven Types of Data Pitfalls 3 Pitfall 1: Epistemic Errors: How We Think About Data 3 Pitfall 2: Technical Traps: How We Process Data 4 Pitfall 3: Mathematical Miscues: How We Calculate Data 4 Pitfall 4: Statistical Slipups: How We Compare Data 5 Pitfall 5: Analytical Aberrations: How We Analyze Data 5 Pitfall 6: Graphical Gaffes: How We Visualize Data 6 Pitfall 7: Design Dangers: How We Dress up Data 6 Avoiding the Seven Pitfalls 7 “I’ve Fallen and I Can’t Get Up” 8 Chapter 2 Pitfall 1: Epistemic Errors 11 How We Think About Data 11 Pitfall 1A: The Data-Reality Gap 12 Pitfall 1B: All Too Human Data 24 Pitfall 1C: Inconsistent Ratings 32 Pitfall 1D: The Black Swan Pitfall 39 Pitfall 1E: Falsifiability and the God Pitfall 43 Avoiding the Swan Pitfall and the God Pitfall 44 Chapter 3 Pitfall 2: Technical Trespasses 47 How We Process Data 47 Pitfall 2A: The Dirty Data Pitfall 48 Pitfall 2B: Bad Blends and Joins 67 Chapter 4 Pitfall 3: Mathematical Miscues 74 How We Calculate Data 74 Pitfall 3A: Aggravating Aggregations 75 Pitfall 3B: Missing Values 83 Pitfall 3C: Tripping on Totals 88 Pitfall 3D: Preposterous Percents 93 Pitfall 3E: Unmatching Units 102 Chapter 5 Pitfall 4: Statistical Slipups 107 How We Compare Data 107 Pitfall 4A: Descriptive Debacles 109 Pitfall 4B: Inferential Infernos 131 Pitfall 4C: Slippery Sampling 136 Pitfall 4D: Insensitivity to Sample Size 142 Chapter 6 Pitfall 5: Analytical Aberrations 148 How We Analyze Data 148 Pitfall 5A: The Intuition/Analysis False Dichotomy 149 Pitfall 5B: Exuberant Extrapolations 157 Pitfall 5C: Ill-Advised Interpolations 163 Pitfall 5D: Funky Forecasts 166 Pitfall 5E: Moronic Measures 168 Chapter 7 Pitfall 6: Graphical Gaffes 173 How We Visualize Data 173 Pitfall 6A: Challenging Charts 175 Pitfall 6B: Data Dogmatism 202 Pitfall 6C: The Optimize/Satisfice False Dichotomy 207 Chapter 8 Pitfall 7: Design Dangers 212 How We Dress up Data 212 Pitfall 7A: Confusing Colors 214 Pitfall 7B: Omitted Opportunities 222 Pitfall 7C: Usability Uh-Ohs 227 Chapter 9 Conclusion 237 Avoiding Data Pitfalls Checklist 241 The Pitfall of the Unheard Voice 243 Index 247

Read more less

Book SynopsisStay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You'll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the jobthis book iTable of ContentsAuthor’s Note xi Introduction xiii Why Sales, Why Now? xiii Who This Book Is For xiv Where This Book Fits In xv What This Book Is Not xv Chapter 1 Developing Your Sales Stack 1 Where Do I Start? 1 Qualifying Leads 2 What’s Your Sales Stack? 4 Chapter 2 List Building: Part 1: Finding and Defining Your Ideal Customer Profile 7 Easy, Nontechnical Web Scraping 10 Deeper Insights into Your Competitors’ Customers 12 Targeting Key Executives, Influencers, and High-Potential Buyers 15 Chapter 3 List Building: Part 2: Defining Your Total Addressable Market (TAM) 17 Enrich Your Customers 18 Meet Your Future Customers 20 Make It Actionable 21 Refine and Optimize the Entire Process 22 Company Databases 22 Chapter 4 List Building: Part 3: Getting in the Door 27 Top-Down and Bottom-Up Targeting 27 Lean on Your Industry Allies 32 Using Twitter to Generate Warm Leads 33 Chapter 5 Uncovering Contact Information 35 Remove Duplicates Early On 35 Pulling Contact Information Directly from LinkedIn 37 E-mail Verification and Enrichment 38 Chapter 6 Lead Research 41 Trigger Event, Alerts, and Researching 43 LinkedIn Advanced Settings and Sales Navigator 44 Chapter 7 Segmenting 49 Where to Start Segmenting 50 But What about Whales? 52 Chapter 8 Outbound E-Mailing and Messaging 55 A/B Testing and Optimizing E-mails 56 Determining Your Perfect Cadence 59 The Services That Power Outbound Sales 61 Sales and Customer Success 68 Quick Tips on Messaging Psychology 68 Chapter 9 Sales Outsourcing 73 Preparing to Hire Virtual Assistants 74 Hiring Virtual Assistants 74 Strictly Sales Development Support 75 Training Your Virtual Assistants 80 Chapter 10 Customer Relationship Management Software 83 Integration Software 85 Chapter 11 Nurturing Leads and Sparking Engagement 89 Using Social Media to Trigger Buyer Activity 89 Make Sure to Follow Up 91 Reactivating Leads 91 Chapter 12 Preparing for and Holding Your First Sales Call 93 Getting and Staying Prepared 94 Properly Qualifying the Prospect 97 Scripting Calls 98 Forget PINs and Access Codes 100 Quick Tips in Sales Psychology 101 Set the Agenda and Stay in Control 102 Let the Passion Out 102 Chapter 13 Navigating the Buying Process and Closing the Deal 105 Rules of Negotiating 105 Creating Equality in Negotiations 106 Don’t Jump to Discounting 107 Handling Objections 108 Demos, Proposals, and Collateral 109 E-Signature Solutions 112 Chapter 14 Business Development 115 The Art of the Introduction 115 Asking for Referrals 120 Chapter 15 Bonus Sales Hacks 123 E-mail Signature 123 Out-of-Office Reply 124 Mix in Some Humor 125 Frenemies 126 Stay Relevant on Twitter and LinkedIn 126 Other Unique Solutions for Hacking Sales 127 Chapter 16 The Wrap-Up 131 Resources and Programs 135 Sales Hacker Programs 135 Suggested Reading for Sales Hackers 135 Acknowledgments 137 About the Author 139 Index 141

Read more less

Book Synopsis

Read more less

Book SynopsisThe definitive reference book with real-world solutions you won't find anywhere else The Big Book of Dashboards presents a comprehensive reference for those tasked with building or overseeing the development of business dashboards.Table of ContentsAcknowledgments vii About the Authors ix Introduction xi Part I A Strong Foundation Chapter 1 Data Visualization: A Primer 2 Part II The Scenarios Chapter 2 Course Metrics Dashboard 38 Chapter 3 Comparing Individual Performance with Peers 48 Chapter 4 What-If Analysis: Wage Increase Ramifications 62 Chapter 5 Executive Sales Dashboard 70 Chapter 6 Ranking by Now, Comparing with Then 80 Chapter 7 Are We on Pace to Reach Our Goals? 92 Chapter 8 Multiple Key Performance Metrics 98 Chapter 9 Power Plant Operations Monitoring 106 Chapter 10 Showing Year-to-Date and Year-over-Year at the Same Time 118 Chapter 11 Premier League Player Performance Metrics 130 Chapter 12 RBS 6 Nations Championship Match Performance Analysis 138 Chapter 13 Web Analytics 146 Chapter 14 Patient History Analysis of Recent Hospital Admissions 156Chapter 15 Hospitality Dashboard for Hotel Management 164 Chapter 16 Sentiment Analysis: Showing Overall Distribution 174 Chapter 17 Showing Sentiment with Net Promoter Score 186 Chapter 18 Server Process Monitoring 202 Chapter 19 Big Mac Index 210 Chapter 20 Complaints Dashboard 224 Chapter 21 Hospital Operating Room Utilization 236 Chapter 22 Showing Rank and Magnitude 246 Chapter 23 Measuring Claims across Multiple Measures and Dimensions 258 Chapter 24 Showing Churn or Turnover 268 Chapter 25 Showing Actual versus Potential Utilization 282 Chapter 26 Health Care Provider Productivity Monitoring 294 Chapter 27 Telecom Operator Executive Dashboard 306 Chapter 28 Economy at a Glance 316 Chapter 29 Call Center 328 Part III Succeeding in the Real World Chapter 30 Want to Engage People? Make Your Dashboards Personal 338 Chapter 31 Visualizing Time 352 Chapter 32 Beware the Dead-End Dashboard 382 Chapter 33 The Allure of Red and Green 390 Chapter 34 The Allure of Pies and Donuts 396 Chapter 35 Clouds and Bubbles 404 Chapter 36 A Journey into the Unknown 410 Glossary 419 Bibliography 423 Index 425

Read more less

Book SynopsisDrive your food truck business to success While food trucks may not be the new kid on the block anymore, it's a segment that continues to swell and there's still plenty of room for growth.Table of ContentsIntroduction 1 Part 1: Rolling into the Food Truck Industry 5 CHAPTER 1: Food on Wheels: The Lowdown on Food Trucks 7 CHAPTER 2: Deciding What Kind of Food Truck Is Right for You 17 CHAPTER 3: Understanding and Researching Your Local Food Truck Market 39 Part 2: Getting Your Food Truck Ducks in a Row 53 CHAPTER 4: Writing a Food Truck Business Plan 55 CHAPTER 5: Securing Financing for Your Food Truck 79 CHAPTER 6: Understanding Business Structures, Licenses, and Other Legal Stuff 93 CHAPTER 7: Parking and Presenting Your Food Truck 111 Part 3: Preparing to Open Your Service Window 125 CHAPTER 8: Creating Your Food Truck Menu 127 CHAPTER 9: Finding a Commercial Kitchen for Your Food Truck 143 CHAPTER 10: Purchasing and Managing Supplies 155 CHAPTER 11: Hiring and Training Your Food Truck Team 169 CHAPTER 12: Setting Up Your Office and Managing Money Matters 195 Part 4: Keeping Your Food Truck Running Smoothly 209 CHAPTER 13: Running a Safe, Clean Food Truck and Keeping It on the Road 211 CHAPTER 14: Evaluating the State of Your Food Truck Business 237 Part 5: Generating Buzz and Growing Your Food Truck Business251 CHAPTER 15: Mastering Food Truck Marketing and Public Relations 253 CHAPTER 16: Handling the Art of Social Media 269 CHAPTER 17: Attracting and Retaining Your Customers 291 CHAPTER 18: What’s Next? Determining the Future of Your Food Truck Business 305 Part 6: The Part of Tens 319 CHAPTER 19: Ten Myths about Food Trucks 321 CHAPTER 20: Ten Tips for Preventing Food Truck Failure 327 CHAPTER 21: Ten Tips for Dealing with Food Truck Health Inspections 335 Index 341

Read more less

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

Read more less

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

Read more less

Book SynopsisEver notice how companies with the best service also have the happiest employees? That s no accident. Do you want to build a strong, successful organization? Start by ignoring your customers. Really. Instead, focus first on creating a better employee experience, or EX.Table of ContentsDedication and Acknowledgements vii Foreword ix Introduction xi Part I Great Expectations 1 You’re Digging in the Wrong Place 3 2 The Expectation Gap 21 3 Ask Your Doctor about Expectation Alignment Dysfunction 43 4 An Intentional Framework 67 Part II Three Contracts 5 The Brand Contract 91 6 The Transactional Contract 111 7 The Psychological Contract 131 Part III Trust 8 Moments of Truth 153 9 Engagement MAGIC® 175 10 Building the EXtraordinary 191 Appendix Comparing the Three Contracts: Brand, Transactional, and Psychological 199 Notes 201 Index 209

Read more less

Book SynopsisThe New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history.Table of Contents Foreword Anthony Iannarino xiii Chapter 1 The Mysterious Brown Bag 1 The Lesson of a Lifetime 2 A Front-Row Seat into the Mind of a UHP 4 Chapter 2 A Perfect Sales Storm 7 Meet the Ultra-High-Performance Sales Professional 9 Chapter 3 The Irrational Buyer 11 Nail-Biting Suspense 12 The Answer 12 The Reason 13 To Buy Is Human 14 The Secret Ingredient 17 Approach Buyers the Way They Buy 18 Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20 Pattern Monster 21 Pattern Painting 22 Mental Shortcuts 23 People Act on Emotion and Justify with Logic 24 Chapter 5 The Four Levels of Sales Intelligence 28 Innate Intelligence 29 Acquired Intelligence 30 A Thirst for Knowledge 31 Technological Intelligence 32 Emotional Intelligence 33 IQ + AQ + TQ + EQ—A Powerful Combination 33 Chapter 6 Shaping Win Probability 35 Poetry 36 Win Probability Is the First Rule of Ultra-High Sales Performance 36 Fanatical Prospecting 38 The Law of Replacement 39 Disciplined Qualifying 40 Mapping Stakeholders 40 Aligning the Three Processes of Sales 41 Sales EQ and Human Influence Frameworks 42 Chapter 7 Dual Process 44 Sales EQ Balances the Scales 45 Four Pillars of Sales-Specific Emotional Intelligence 46 Chapter 8 Empathy 48 The Foundation of Sales EQ 50 Empathy Scale 50 Intentional Empathy 52 Regulating Empathy 54 Chapter 9 Self-Awareness 56 Self-Awareness Is the Mother of High Sales EQ 57 Psychometric Assessments 58 Get a Coach or Mentor 59 Ask for Feedback 60 Write Down Your Goals and Plans 60 360-Degree Review 60 Self-Reflection 62 Chapter 10 Sales Drive 64 Developing Drive 66 Physical Fitness 68 Develop Mental Toughness 70 Chapter 11 Self-Control 72 Managing Disruptive Emotions 73 Genesis of Disruptive Emotions 74 Fight or Flight 77 Cognitive Biases 80 Developing Self-Control 84 Rise Above Emotion and Choose Your Behaviors 93 Chapter 12 Shaping Win Probability Begins with Qualification 95 Chasing Ugly Deals 96 Define the Strike Zone 97 Qualifying Methodologies and Shortcuts 97 Nine-Frame Qualification Matrix 101 Measure Every Prospect against Your Ideal Qualified Prospect Profile 104 Murder Boarding 107 Chapter 13 Engagement and Micro-Commitments 109 Testing Engagement 110 Tune In to Emotions 111 Micro-Commitments 113 Leveraging the Value Bias and Consistency Principle 114 Getting Caught Up in Emotion 115 Chapter 14 Stalled Deals and Next Steps 118 The Bane of Sales Organizations 119 The Cardinal Rule of Sales Conversations 120 Getting Past the Next-Step Brush-Off 122 Ledge 123 Disrupt 124 Ask 126 Chapter 15 Sales Process 128 Disruptive Emotions Disrupt the Sales Process 129 Winging It 130 Complexity Is the Enemy of Execution 133 No Sales Process 133 Aligning the Three Processes of Sales 137 Chapter 16 Buying Process 139 Mapping the Buying Process 140 The Danger of Getting Out of Sync 140 Average Salespeople Dance 143 Shaping the Buying Process 143 Get There First 145 Leverage 147 Average Salespeople Become Buying Process Puppets 148 Chapter 17 The Five Stakeholders You Meet in a Deal 150 The Higher the Risk, the More Stakeholders Involved 151 Know Your Audience 152 Hearts Before Minds 154 Basic 155 The One Question Ultra-High Performers Never Ask 157 BASIC Mapping 159 Chapter 18 Decision Process 160 Influencing the Decision Process 162 Aligning the Three Processes of Sales 163 The Five Questions That Matter Most in Sales 163 Aligning Decision Making with Social Proof 164 Chapter 19 Do I Like You? 166 No Second Chances with First Impressions 167 Likability: The Gateway to Emotional Connections 168 Connect 168 Pitch Slapping 170 Ten Keys to Being More Likable 172 Connecting Is the Gateway to Lowering Emotional Walls and Discovery 173 Chapter 20 Flexing to Complement the Four Primary Stakeholder Personas 175 Four Predominant Stakeholder Personas 176 Director (DISC Equivalent: Dominant) 177 Analyzer (DISC Equivalent: Conscientious) 178 Socializer/Energizer (DISC Equivalent: Influential) 179 Consensus Builder (DISC Equivalent: Steady) 180 Style Personas Shift 181 Chapter 21 Sales Call Agenda Framework 183 Greeting 184 Call Objective 187 Check Your Stakeholder’s Agenda 188 Frame the Conversation 192 Emotional Contagion: People Respond in Kind 194 Chapter 22 Do You Listen to Me? 197 Why People Don’t Listen 198 Four Principles of Effective Sales Conversations 199 The Fine Art of Listening 201 Active Listening 202 Listen Deeply 203 Activating the Self-Disclosure Loop 204 Chapter 23 Discovery: Sales Is a Language of Questions 207 The Tour 209 Alpha and Omega 211 Joe the Interrogator 212 Ask Easy Questions First 214 The Power of Open-Ended Questions 216 Avoid the Pump and Pounce 217 Fluid Dual Process Discovery 218 Developing Go-To Questions 221 Chapter 24 Do You Make Me Feel Important? 225 The Most Insatiable Human Need 226 How to Make People Feel Important 227 The Law of Reciprocity 229 Obligation and Win Probability 231 Chapter 25 Do You Get Me and My Problems? 232 You Can’t Differentiate When Everything Looks the Same 234 The Age of Transparency 235 Do You Get Me? 236 People Buy for Their Reasons, Not Yours 237 The Power of Language 238 Message Matters 240 The “So What?” Smell Test 241 The Fine Art of Bridging 242 The Three-Step Bridging Framework 244 Chapter 26 Asking: The Most Important Sales Discipline 248 Closing 249 Afraid to Ask 250 The Assumptive Ask 252 Shut Up 254 Chapter 27 Turning Around Objections 258 How Salespeople Create Objections 259 Status Quo Bias and Why Buyers Object 260 You Cannot Argue Stakeholders Out of an Objection 263 Five-Step Objection Turnaround Framework 263 Chapter 28 Do I Trust and Believe You? 270 Emotional Baggage 271 You Are Always on Stage 272 One Brick at a Time 273 Chapter 29 Amache 275 Notes 281 Training and Workshops 288 About the Author 290 Acknowledgments 292 Index 294

Read more less

Book SynopsisThink of the last time you were at your best and working in the zone. Now compare that to all the time you've spent just going through the motions. How would you quantify the difference between the two in terms of how you felt and what you produced? Would you rate it as a 5% difference. . . a 50% difference? Most people would describe the gulf between those two states of being as vastas deep and wide as the Grand Canyon. For quality of experience, engagement, productivity, and just the sheer joy of living, the majority of people asked to rate the difference between flourishing and floundering found it to be around a factor of 10. In their work with managers and executives at leading companies around the world, authors Tal Ben-Shahar and Angus Ridgway have identified a select group of individuals who consistently perform at their peak, and who make work seem effortless and working with them feel easy. The name they've given to those lucky few is 10X Leaders. You know who they Table of ContentsAcknowledgments ix Part I The Disaggregated World 1 Chapter 1 The 10X Effect: Performance Multipliers to Achieve Lasting Success and Fulfillment 3 Chapter 2 Giving Way to the New: The Boundaryless Twenty-First-Century Work Environment 15 Chapter 3 Myths of Happiness and Leadership: Making the Case for SHARP 29 Part II What 10x Leaders Do 41 Chapter 4 Strengths: Making the Most of Your Gifts 43 Chapter 5 Health: Injecting Energy into Life and Work 67 Chapter 6 Absorption: Revealing the Extraordinary in the Ordinary through Mindful Engagement 87 Chapter 7 Relationships: Forming Authentic and Positive Bonds 107 Chapter 8 Purpose: Meaning and Commitment are the Path to Joyful Leadership 129 Chapter 9 The Balanced Approach: SHARP and Cascading Success 149 Part III How to Change—And Stay Changed 159 Chapter 10 Obstacles—and Pathways—to Lasting Behavioral Change: Neuroplasticity and the Possibility of Joyful Transformation 161 Chapter 11 Creating New, Durable Pathways to Joyful Leadership: Tools and Tactics for Making SHARP Changes 177 Chapter 12 Finale: The 10X Effect Revisited and Becoming the Sum Total of Who You are 191 Notes 197 Index 215

Read more less

Book SynopsisTable of ContentsForeword xiii Acknowledgments xvii We All Care about Experience (Introduction) xix Part I The Evolution of Employee Experience 1 1 Defining Employee Experience 3 Utility 3 Productivity 3 Engagement 5 Employee Experience 6 2 Research on Employee Experience 11 A Note about the Research Sponsors 15 3 Employee Experience Drivers 17 Poor Success with Engagement 18 Engagement Measures Downward 18 Engagement Has Become the New Annual Review 20 Engagement Tends to Look at the Effect but Not the Cause 21 Engagement Surveys Are Exhaustingly Long 22 Engagement Acts as an Adrenaline Shot 22 The War for Talent 26 Skills Gap and Talent Shortage 26 Changing Demographics 27 Changing Face of Talent Competition 28 Psychology (and Sociology) 29 Business Turbulence 29 Technology 30 Alternative Work Arrangements and the Gig Economy 32 Growing Fast but Not Dominating 33 The Effect on Employee Tenure 35 People Analytics 38 People Analytics in Action 40 The Future of People Analytics 43 Transparency 45 Part II The Reason for Being and the Three Employee Experience Environments 49 4 Reason for Being 51 Statements from Leading Organizations 52 The Three Employee Experience Environments 56 5 The Physical Environment 59 Chooses to Bring in Friends or Visitors 61 Offers Flexibility 64 Organization’s Values Are Reflected 67 Leverage Multiple Workspace Options 70 How Organizations Scored 74 6 The Technological Environment 77 Availability to Everyone 78 Consumer Grade Technology 82 Employee Needs versus Business Requirements 84 How Organizations Scored 86 7 The Cultural Environment 89 Company Is Viewed Positively 90 Everyone Feels Valued 95 Compensation and Benefits 96 Having Employee’s Voices Heard 97 Organization Doesn’t Ask 97 Organization Asks but Does Nothing 98 Organization Asks and Acknowledges 98 Organization Asks, Acknowledges, and Acts 98 Employees Are Recognized for the Work That They Do 98 Legitimate Sense of Purpose 100 Employees Feel like They’re Part of a Team 107 Believes in Diversity and Inclusion 109 Referrals Come from Employees 112 Ability to Learn New Things and Given the Resources to Do So and Advance 114 Learning and Development 115 Advancement 118 Treats Employees Fairly 120 Executives and Managers Are Coaches and Mentors 122 Dedicated to Employee Health and Wellness 124 How Organizations Scored 126 8 The Employee Experience Equation 131 Part III Why Invest in Employee Experience? 133 9 The Nine Types of Organizations 135 inExperienced 136 Emerging 137 Engaged 139 Empowered 140 Enabled 140 preExperiential 141 Experiential 141 10 Employee Experience Distribution 145 11 The Business Value of Employee Experience 149 Customer Service 151 Innovation 153 Employer Attractiveness 153 Admiration and Respect 154 Brand Value 154 Other Lists 155 12 Business Metrics and Financial Performance 157 13 The Cost of Employee Experience 167 Part IV Building the Experiential Organization 171 14 System 1 versus System 2 Experiences 173 15 The Employee Experience Design Loop 177 Respond 178 Analyze 180 Scenario 1 Analysis Reveals 180 Scenario 1 Insight for Your Organization 180 Scenario 2 Analysis Reveals 181 Scenario 2 Insight for Your Organization 181 Scenario 3 Analysis Reveals 181 Scenario 3 Insight for Your Organization 181 Analysis Enablers 181 Design 182 Launch 183 Participate 183 Example: General Electric 184 Respond 184 Analyze 185 Design 185 Launch 186 Participate 187 Example: Airbnb 189 Respond 189 Analyze 189 Design 190 Launch 191 Participate 191 16 The Starbucks Model of Transparency 193 17 The Employee Life Cycle 197 18 Moments That Matter or Moments of Impact 201 Specific Moments That Matter 201 Ongoing Moments That Matter 202 Created Moments That Matter 203 Moments That Matter at Cisco 203 19 Moments That Matter and Employee Experience 205 20 The Employee Experience Pyramid 209 21 What about the Actual Work? 213 22 Who Owns the Employee Experience? 217 Initiated by the CEO and Executive Team 217 Owned by the People Team 219 Driven by Managers 220 Championed by Everyone 222 23 A Lesson from Airbnb 223 24 The Role of Employees 227 25 Where to Start 229 You Have to Care, Really Care 229 Define a Reason for Being 231 Build a People Analytics Function 232 Start Small 232 Identify the Required Skills 234 Have Executive Support, Typically the Chief People Officer 236 Train the Organization 236 Tell Stories 237 Build or Improve the Experience Team 237 Deploy Feedback Tools/Mechanisms 239 In-Person Feedback 239 Feedback via Technology 241 Implement COOL Spaces, ACE Technology, and CELEBRATED Culture 242 Example: Adobe 244 Technological Environment 244 Physical Environment 245 Cultural Environment 246 Identify and Create Moments That Matter (or Moments of Impact) 250 Think of Your Organization like a Lab Instead of a Factory 253 26 Focus on What Makes Your Company Unique 257 27 Size, Industry, and Location Don’t Matter 261 Always Improve 262 Think like a Laboratory 262 Move beyond Checklists 263 Put People at the Center and Know Them 264 Design with, Not For 264 Care 264 Focus on What Makes You Unique 265 28 A Futurist’s Perspective 267 Appendix 269 Index 271

Read more less

Book SynopsisOptimize the customer experience via the cloud to gain a powerful competitive advantage Customer Obsessed looks at customer experience through the lens of the cloud to bring you a cutting-edge handbook for customer experience. Cloud technology has been hailed as a game-changer, but a recent IDC report shows that it accounts for less than three percent of total IT spending; why are so many companies neglecting such an enormous asset? This book provides a high-level overview of how the cloud can give you a competitive advantage. You''ll learn how to integrate cloud technology into sound customer experience strategy to achieve unprecedented levels of success. More than just a state-of-the-field assessment, this book offers a set of concrete actions you can take today to leverage cloud computing into technical innovation and better business outcomes at all levels of your organization. You''ll examine the many factors that influence the customer experience, and emerge with Table of ContentsForeword Marc Benioff v Preface ix Introduction xi Chapter 1 Disruption and Business Success 1 Chapter 2 People Drive Change, Technology Enables 13 Chapter 3 Why Social Matters to Every Business 27 Chapter 4 Rethinking Employee Engagement 55 Chapter 5 Customer Engagement Defined 73 Chapter 6 How to Win the Talent War 93 Chapter 7 Gender Diversity Isn’t a Plus, It’s a Business Imperative 113 Chapter 8 Right Time, Right Moment, Right Channel 135 Chapter 9 Turning Data into Action 155 Chapter 10 How Good Design Creates Seamless Experiences 181 Chapter 11 Digital Marketing: Standing Out in the Sea of Sameness 203 Final Thoughts 231 Notes 235 Acknowledgments 245 Index 247

Read more less