Business, Finance & Law Books

Book SynopsisGlobal Best Practice in Private Equity Investing Private Equity in Action takes you ona tour of the private equity investment world through a series of case studies written by INSEAD faculty and taught at the world''s leading business schools. The book is an ideal complement to Mastering Private Equity and allows readers to apply core concepts to investment targets and portfolio companies in real-life settings. The 19 cases illustrate the managerial challenges and risk-reward dynamics common to private equity investment. The case studies in this book cover the full spectrum of private equity strategies, including: Carve-outs in the US semiconductor industry (LBO) Venture investing in the Indian wine industry (VC) Investing in SMEs in the Middle East Turnaround situations in both emerging and developed markets Written with leading private equity firms and their advisors and rigorously tested in INSEAD''s MBA, Table of ContentsPreface v Section I GP–LP Relationships 1 Case 1 Beroni Group: Managing GP–LP Relationships 3 Case 2 Going Direct: The Case of Teachers’ Private Capital 11 Case 3 Pro-invest Group: How to Launch a Private Equity Real Estate Fund 39 Case 4 Hitting the Target: Optimizing a Private Equity Portfolio with the Partners Group 55 Section II Venture Capital 71 Case 5 Sula Vineyards: Indian Wine?—Ce n’est pas possible! 73 Case 6 Adara Venture Partners: Building a Venture Capital Firm 91 Case 7 Siraj Capital: Investing in SMEs in the Middle East 107 Section III Growth Equity 127 Case 8 Private Equity in Emerging Markets: Can Operating Advantage Boost Value in Exits? 129 Case 9 Slalom to the Finish: Carlyle’s Exit from Moncler 155 Case 10 Investor Growth Capital: The Bredbandsbolaget Investment 177 Section IV Leveraged Buyouts (LBOs) 201 Case 11 Chips on the Side (A): The Buyout of Avago Technologies 203 Case 12 Chips on the Side (B): The Buyout of Avago Technologies 229 Case 13 Going Places: The Buyout of Amadeus Global Travel Distribution 245 Section V Turnarounds and Distressed Investing 261 Case 14 Crisis at the Mill: Weaving an Indian Turnaround 263 Case 15 Vendex KBB: First Hundred Days in Crisis 279 Case 16 Turning an Elephant into a Cheetah: The Turnaround of Indian Railways 305 Section VI Private Equity in Emerging Markets 325 Case 17 Rice from Africa for Africa: Rice Farming in Tanzania and Investing in Agriculture 327 Case 18 Private Equity in Frontier Markets: Creating a Fund in Georgia 355 Case 19 Asian Private Equity: A Family Office’s Quest for Return 379 Acknowledgements 399 About the Authors 401

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Book SynopsisA critical resource for families managing significant wealth Wealth of Wisdom offers essential guidance and tools to help high-net-worth families successfully manage significant wealth. By compiling the 50 most common questions surrounding protection and growth, this book provides a compendium of knowledge from experts around the globe and across disciplines. Deep insight and thoughtful answers put an end to uncertainty, and help lay to rest the issues you have been wrestling with for years; by divulging central lessons and explaining practical actions you can take today, this book gives you the critical information you need to make more informed decisions about your financial legacy. Vital charts, graphics, questionnaires, worksheets and other tools help you get organised, develop a strategy and take real control of your family''s wealth, while case studies show how other families have handled the very dilemmas you may be facing today. Managing significant wealTable of ContentsForeword xiiiDirk Jungé Acknowledgments xvii Introduction xix SECTION 1 THINKING THROUGH WHAT MATTERS MOST 1 Chapter 1 Are You Wealthy? 3Patricia Angus Chapter 2 What Are the Most Important Factors in Living Well? 9Scotty McLennan Chapter 3 What Are the Key Considerations in Crafting Your Legacy? 15Thayer Willis Chapter 4 What Does Passing on Values to the Next Generation Really Look Like? 23Ellen Miley Perry Chapter 5 How to Think Through Using Resources That Exceed My Personal Needs? 31Paul Schervish Chapter 6 Does Family History Matter? 39Heidi Druckemiller SECTION 2 PLANNING THOUGHTFULLY 45 Chapter 7 Is It Worth Having a Financial Plan? 47Scott Hayman Chapter 8 What Is the Right Balance Between Saving and Spending in Retirement? 55Meir Statman Chapter 9 How Do You Start a Family Conversation About Prenuptial Arrangements? 63Charles Collier Chapter 10 How Can You Preserve a Beloved Family Vacation Home or Estate? 67Jamie Forbes Chapter 11 How Can You Prepare for Longevity and Mental Incapacity Among Family Members? 75Patricia Annino Chapter 12 How Do You Prepare for a Good Goodbye? 81Kathy Wiseman SECTION 3 INVESTING WISELY 85 Chapter 13 How Can You Make Sure Your Portfolio Lines Up with Your Actual Goals? 87Ashvin Chhabra Chapter 14 What Return Should You Expect from Your Investments? 93Christopher Brightman Chapter 15 What Should Your Asset Allocation Be? 101Jean Brunel Chapter 16 Does Investing Have to Be Complicated? 107Robert Maynard Chapter 17 How Should You Understand and Deal with Investment Risk? 115Howard Marks Chapter 18 What Is the Most Useful Definition of Risk for Family Investors? 119James Garland Chapter 19 Is Active Management Still Worthwhile? – I 125Charles Ellis Chapter 20 Is Active Management Still Worthwhile? – II 133Randolph Cohen SECTION 4 RAISING THE RISING GENERATION 141 Chapter 21 How Do You Raise Responsible, Independent, and Productive Children (versus Entitled Trust Fund Babies)? 143Jill Shipley Chapter 22 How Can You Help Children Thrive in a World Focused on Success? 149Suniya Luthar and Nina Kumar Chapter 23 How Much Money Should You Leave Your Children, and When? 157Peter Evans Chapter 24 How Do You Start a Family Conversation About Financial Inheritance? 161Charles Collier Chapter 25 How Can You Avoid the Negative Impacts of Giving Money to Family Members? 165Lee Hausner Chapter 26 How Can Your Family Encourage Financial Literacy in Every Member? 169Coventry Edwards-Pitt Chapter 27 How Can Families Support Both Individuality and a Shared Dream? 173Kelin Gersick SECTION 5 MAKING SHARED DECISIONS 181 Chapter 28 What Are the Best Ways for a Family to Make Decisions Together? 183Barbara Hauser Chapter 29 How Can You Improve Family Communication? 187Jennifer East Chapter 30 What Are Practical Tools for Building Healthy Families? 193Christian Stewart Chapter 31 What Is the Point of Family Enterprise Governance? 203Katherine Grady and Ivan Lansberg Chapter 32 Should You Have a Family Meeting? 211Mary Duke Chapter 33 How Can You Best Manage Conflict in Your Family? 219Blair Trippe Chapter 34 Should You Stay Together as a Family or Go Your Separate Ways? 225Doug Baumoel SECTION 6 COMBINING FAMILY AND BUSINESS 233 Chapter 35 How Can You Engage Your Children in the Management of Your Family Wealth or Business? 235Dennis Jaffe Chapter 36 How Can Your Family Develop Leaders Ready to Face the Many Challenges of Business and Family? 243Greg McCann Chapter 37 How Can You Ensure the Success of Your Successors? 249Dean Fowler Chapter 38 Why Is Family Unity So Important and How Can You Achieve It? 257Andrew Hier and John Davis Chapter 39 What Are the Signs You’re Losing Control of Your Family Business? 263Josh Baron and Rob Lachenauer Chapter 40 Can a Family Stay Together After the Operating Business Is Sold? 269Alex Scott SECTION 7 GIVING WELL 275 Chapter 41 What Is the Difference Between Charity, Philanthropy, Strategic Philanthropy, and Impact Investing? 277Ellen Remmer Chapter 42 How Can You Encourage Generosity in Your Family? 285Alasdair Halliday and Anne McClintock Chapter 43 How Do You Engage Children and Grandchildren in Philanthropy? 291Lisa Parker Chapter 44 How Can You Wisely Develop a Long-Term Strategy for Your Philanthropy? 297Barnaby Marsh SECTION 8 SEEKING SOUND ADVICE 303 Chapter 45 What Types of Advisors Should You Consider? 305Susan Massenzio Chapter 46 How Can You Find Trustworthy Advisors? 311Philip Marcovici Chapter 47 How Can You Avoid the Next Bernie Madoff? 317Stephen Horan and Robert Dannhauser Chapter 48 Should You Choose a Single-Family Office or a Multi-Family Office? 323Kirby Rosplock Chapter 49 How Do You Choose a Good Trustee? 331Hartley Goldstone SECTION 9 FACING THE FUTURE 339 Chapter 50 What Does the Future Hold for Families with Significant Wealth? 341James Hughes Chapter 51 How Can You Chart Your Own Path, No Matter What Everyone Else Says You Should Do? 345Fernando del Pino Chapter 52 How Do You Balance Family Stability with Resilience Over the Generations? 351James Grubman Chapter 53 How Can We “Lift the Small Boats” Too? 355Christine Lagarde Conclusion 363 About the Editors 365 Index 367

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Book SynopsisMarketing has changed forever this is what comes next Marketing 4. 0: Moving from Traditional to Digital is the much-needed handbook for next-generation marketing.Table of ContentsAcknowledgments xiii Prologue: From Marketing 3.0 to Marketing 4.0 xv About the Authors xix Part I Fundamental Trends Shaping Marketing 1 Power Shifts to the Connected Customers 3 From Exclusive to Inclusive 7 From Vertical to Horizontal 10 From Individual to Social 13 Summary: Horizontal, Inclusive, and Social 14 2 The Paradoxes of Marketing to Connected Customers 17 Breaking the Myths of Connectivity 20 Summary: Marketing amid Paradoxes 28 3 The Influential Digital Subcultures 29 Youth: Acquiring the Mind Share 32 Women: Growing the Market Share 35 Netizens: Expanding the Heart Share 37 Summary: Youth, Women, and Netizens 40 4 Marketing 4.0 in the Digital Economy 43 Moving from Traditional to Digital Marketing 47 Integrating Traditional and Digital Marketing 52 Summary: Redefining Marketing in the Digital Economy 53 Part II New Frameworks for Marketing in the Digital Economy 5 The New Customer Path 57 Understanding How People Buy: From Four A’s to Five A’s 60 Driving from Awareness to Advocacy: The O Zone (O3) 66 Summary: Aware, Appeal, Ask, Act, and Advocate 69 6 Marketing Productivity Metrics 71 Introducing PAR and BAR 74 Decomposing PAR and BAR 75 Driving Up Productivity 80 Summary: Purchase Action Ratio and Brand Advocacy Ratio 90 7 Industry Archetypes and Best Practices 91 Four Major Industry Archetypes 94 Four Marketing Best Practices 100 Summary: Learning from Different Industries 104 Part III Tactical Marketing Applications in the Digital Economy 8 Human-Centric Marketing for Brand Attraction 107 Understanding Humans Using Digital Anthropology 110 Building the Six Attributes of Human-Centric Brands 113 Summary: When Brands Become Humans 118 9 Content Marketing for Brand Curiosity 119 Content is the New Ad, #Hashtag is the New Tagline 121 Step-by-Step Content Marketing 124 Summary: Creating Conversations with Content 134 10 Omnichannel Marketing for Brand Commitment 137 The Rise of Omnichannel Marketing 139 Step-by-Step Omnichannel Marketing 145 Summary: Integrating the Best of Online and Offline Channels 149 11 Engagement Marketing for Brand Affinity 151 Enhancing Digital Experiences with Mobile Apps 153 Providing Solutions with Social CRM 156 Driving Desired Behavior with Gamification 160 Summary: Mobile Apps, Social CRM, and Gamification 165 Epilogue: Getting to WOW! 167 What is a “WOW”? 167 Enjoy, Experience, Engage: WOW! 168 Are You Ready to WOW? 169 Index 171

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Book SynopsisCommodity Derivatives In the newly revised Second Edition of Commodity Derivatives: Markets and Applications, expert trading educator and author Neil Schofield delivers a comprehensive overview of a wide variety of commodities and derivatives. Beginning with discussions of commodity markets generally before moving on to derivative valuation and risk management, the author then dives into individual commodity markets, like gold, base metals, crude oil, natural gas, electricity, and more.Schofield relies on his extensive experience at Barclays Investment Bank to offer readers detailed examinations of commodity finance and the use of commodities within a wider investmentportfolio.The second edition includes discussions of critical new topics like dual curve swap valuation, optionvaluation within a negative price environment using the Bachelier model, volatility skews, smiles, smirks, term structures for major commodities, and more. You'll find case studies on corporate faTable of ContentsPreface xi Chapter 1 Fundamentals of Commodities and Derivatives 1 1.1 Market overview 2 1.2 Market participants 3 1.3 Traded versus non-traded commodities 6 1.4 Forward contracts 8 1.5 Futures 8 1.6 Swaps 10 1.7 Options 11 1.8 Exotic options 14 Chapter 2 Derivative Valuation 18 2.1 Asset characteristics 18 2.2 Commodity prices and the economic cycle 18 2.3 Principles of commodity valuation 19 2.4 Forward price curves 21 2.5 Commodity swap valuation 32 2.6 Principles of option valuation 39 2.7 Measures of option risk management 44 Chapter 3 Risk Management Principles 58 3.1 Defining risk 58 3.2 Commodity market participants – the time dimension 60 3.3 Hedging corporate risk exposures 61 3.4 A framework for analysing corporate risk 62 3.5 Hedging customer exposures 63 3.6 Trading risk management 66 Chapter 4 Gold 76 4.1 The market for gold 76 4.2 Gold price drivers 81 4.3 The gold leasing and deposit market 91 4.4 Hedging 96 4.5 Trading gold 106 4.6 Yield enhancement 111 4.7 Summary 112 Chapter 5 Base Metals 114 5.1 Overview of base metal production 114 5.2 The copper lifecycle 115 5.3 Aluminium 119 5.4 The Steel market 120 5.5 The London Metal Exchange 122 5.6 Base metal price drivers 130 5.7 Electric Vehicles 133 5.8 Structure of market prices 134 5.9 Hedges for aluminium consumers in the automotive sector 139 5.10 Summary 157 Chapter 6 Crude Oil 159 6.1 Overview of energy markets 159 6.2 The value of crude oil 159 6.3 An overview of the physical supply chain 163 6.4 Refining crude oil 165 6.5 The demand for and supply of crude oil 172 6.6 Price drivers 179 6.7 The price of crude oil 189 6.8 Trading crude oil and refined products 195 Notes 209 6.9 Managing price risk along the supply chain 212 Chapter 7 Natural Gas 237 7.1 Formation of natural gas 237 7.2 Measuring natural gas 238 7.3 The physical supply chain 238 7.4 Deregulation and re-regulation 242 7.5 The demand for and supply of natural gas 245 7.6 Natural gas prices 250 7.7 Natural gas price drivers 257 7.8 Trading natural gas 260 7.9 Natural gas derivatives 263 Chapter 8 Electricity 280 8.1 What is electricity? 280 8.2 The physical supply chain 283 8.3 Market structure and regulation 285 8.4 Price drivers of electricity 291 8.5 Trading electricity – an overview 301 8.6 Electricity derivatives 313 Chapter 9 Plastics 332 9.1 The chemistry of plastic 332 9.2 The production of plastic 333 9.3 Monomer production 334 9.4 Polymerisation 334 9.5 Applications of plastics 335 9.6 Summary of the plastics supply chain 336 9.7 Price determination 336 9.8 Plastic price drivers 337 9.9 Forwards and swaps 338 9.10 Option strategies 340 Chapter 10 Bulk Commodities 341 10.1 The basics of coal 341 10.2 The demand for and supply of coal 343 10.3 Coal – the physical supply chain 346 10.4 Coal derivatives 349 10.5 Iron ore 353 10.6 Freight markets – the fundamentals 355 Chapter 11 Climate and Weather 368 11.1 The science of climate change 368 11.2 The consequences of climate change 371 11.3 The argument against climate change 372 11.4 History of human action against climate change 373 11.5 Price drivers of emissions markets 376 11.6 EU Emission Trading System 379 11.7 Emission derivatives 384 11.8 Weather derivatives 388 Chapter 12 Agriculture 394 12.1 Agricultural markets 394 12.2 Definitions 394 12.3 Agricultural products 395 12.4 Soft commodities 403 12.5 Ethanol 409 12.6 Price drivers 412 12.7 Exchange traded agricultural and ethanol derivatives 421 12.8 Over-the-counter agricultural derivatives 426 Chapter 13 Commodity-Linked Financing 433 13.1 The financing need 433 13.2 Project finance 437 13.3 Working capital and the asset conversion cycle 440 13.4 Longer-term debt funding solutions 454 Chapter 14 Commodity Investing 463 14.1 Commodity investors 463 14.2 Preferred instruments 465 14.3 Market size 465 14.4 Rationale for investing in commodities 466 14.5 Commodity indices 469 14.6 Total Return Swaps 478 14.7 Exchange traded products (ETPs) 481 14.8 Structured products 487 Glossary 499 Bibliography 507 Biography 510 Index 511

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Book SynopsisExplore the deadly elegance of finance''s hidden powerhouse The Money Formula takes you inside the engine room of the global economy to explore the little-understood world of quantitative finance, and show how the future of our economy rests on the backs of this all-but-impenetrable industry. Written not from a post-crisis perspective but from a preventative point of view this book traces the development of financial derivatives from bonds to credit default swaps, and shows how mathematical formulas went beyond pricing to expand their use to the point where they dwarfed the real economy. You''ll learn how the deadly allure of their ice-cold beauty has misled generations of economists and investors, and how continued reliance on these formulas can either assist future economic development, or send the global economy into the financial equivalent of a cardiac arrest. Rather than rehash tales of post-crisis fallout, this book focuses on preventing the next oneTrade Review"Anyone interested in investment theory (and that should be everyone working in financial services) would find it worth reading." (International Investment, June 2017)"Irrevent and fun, it is at the same time very rigorous in explaining how soem fairly basic mathematics has hijacked the world of finance." (Marketing Moving, June 2017) “a great description of what has happened, a thorough explanation of what is currently going on, and a solid argument for what should be done in the future.” (Significance, April 2018)Table of ContentsAcknowledgements ix About the Authors xi Introduction xiii Chapter 1 Early Models 1 Chapter 2 Going Random 15 Chapter 3 Risk Management 35 Chapter 4 Market Makers 61 Chapter 5 Deriving Derivatives 83 Chapter 6 What Quants Do 109 Chapter 7 The Rewrite 135 Chapter 8 No Laws, Only Toys 149 Chapter 9 How to Abuse the System 169 Chapter 10 Systemic Threat 189 Epilogue: Keep it Simple 207 Bibliography 227 Index 237

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Book SynopsisTable of ContentsA FinTech and RegTech Overview: Where We Have Come From and Where We Are Going vi About the Editors xii Acknowledgements xiv 1. Introduction What a RegTech Compliance Killer System Will Look Like 6 Technology-Enabled Collaborative Compliance 10 The Age of RegTech Disruption to the Status Quo Is Here 16 RegTech and Financial Crime Prevention 20 RegTech: Tackling Regulation with Innovation 26 Identities, the RegTech Holy Grail 30 2. The RegTech Landscape Islamic RegTech 38 How RegTech Could Help Determine the Future of Financial Services 44 Introducing the RegTech Quality Compass: The Five Factors of RegTech Quality 50 How Banks Are Managing Their Risk Through Technology and Market Infrastructure 55 RegTech and the Science of Regulation 58 GDPR and PSD2: Self-Sovereign Identity, Privacy, and Innovation 62 Rise of RegTech in the German Market 66 The Power of RegTech to Drive Cultural Change and Enhance Conduct Risk Management Across Banking 70 3. Regulatory Innovation and Sandboxes Discover the Innovative Technology Behind RegTech Leaders 80 Enabling RegTech Up Front: Unambiguous Machine-readable Regulation 85 Align Open Banking and Future-Proof RegTech for Regulators and Third-Party Providers to Deliver the Optimal Consumer Convenience and Protection 89 A Seat at the Table – Bringing the Voice of FinTech to the US Regulatory Process 93 Sandbox Games for RegTech 99 Legal Guidance for Entering the Sandbox and Taking Advantage of Cross-Border Cooperation Agreements 102 RegTech and the Sandbox − Play, Innovate, and Protect! 106 4. A Call for Innovation or Disruption? Governance, Risk, and Compliance: Complex or Complicated? 118 Innovation or Disruption: Not Always Black and White 122 How to Use Digital Marketing Data in Regulated Industries 126 Invention Versus Reinvention 130 Making Regulation Machine Readable 134 Can We Digitize Know Your Client? 138 5. RegTech Investment and Compliance Spending Why a Substantial Investment in Financial Services RegTech Now Will Strategically Reduce Your Future Regulatory Compliance Costs 146 Old Tech + New Tech = RegTech: Excel Spreadsheets and End User Computing in a Regulated World 150 Will Financial Institutions Ever Achieve a 100% Compliance with Anti–Money Laundering and Combating the Financing of Terrorism Rules? 154 Merits and Demerits of a Shared Risk Engine 158 Spend on Compliance: A Necessary Evil orBusiness Enabler? 163 6. RegTech for Authorized Institutions RegTech Opportunities in a Post-4MLD/5MLD World 172 Passporting in the EU – Is an Opportunity Also a Problem? 177 What Do PSD2 and Similar Activities Mean for Banks and FinTech Start-ups? 181 7. RegTech from a Regulatory Perspective The Role of Anti–Money Laundering Law and Compliance in FinTech 190 Banking Supervision at a Crossroads – RegTech as the Regulators’ Toolbox 195 FinReg, FinTech, and RegTech – Quo Vadis, EU? 199 The RegTech Landscape from a Regulator’s Perspective 205 RegTech is for Regulators Too, and its Future is in Emerging Markets 210 8. Blockchain and AI in RegTech The ROI of RegTech 218 The Augmented Compliance Office 221 Dissolving Barriers: A Global Digital Trust Protocol 226 Can AI Really Disrupt Monitoring for Suspicious Activity? 231 Forging a Responsibility and Liability Framework in the AI Era for RegTech 235 Compliance with Data Protection Regulations by Applying the Blockchain Technology 246 Blockchains Are Diamonds’ Best Friend: The Case for Supply Chain Transparency 250 9. RegTech Applicability Outside the Financial Services Industry Protecting Consumers and Enabling Innovation 260 RegTech Impact on the Private Security Industry 263 ArtTech: How Blockchain Can Improve Provenance 266 The Potential of RegTech in Improving the Effectiveness of Environmental Regulation 270 RegTech Applicability Outside the Financial Services Industry 274 Using RegTech as a Cross-Industry Digitization Tool 278 RegTech Unleashed: Discovering the Pathways Beyond Finance 282 RegTech Outside Finance: Four Options, One Clear Choice 287 RegTech: A Safe Bet for Tackling AML and Fraud in the Gambling Sector 292 10. Social Impact and Regulation The FinTech Ecosystem Between Legal Compliance and Social Dimension 300 The End Justifies the Means: Putting Social Purpose Back at the Heart of Banking and Financial Regulation 305 RegTech’s Impact on Trust and Identity 310 How Technology Is Driving Financial Inclusion 314 Banking the Unbanked and Underbanked: RegTech as an Enabler for Financial Inclusion 318 Superhero Way: Enhancing Regulatory Supervision with Superpowers 323 11. The Future of RegTech Market Surveillance 2020 330 I Regulate, Therefore I Am? Regulating Humans’ and Machines’ Conduct and Culture 335 The Future of RegTech 340 From RegTech to TechReg – Regulation in a Decentralized World 344 Emerging Innovations in RegTech 348 List of Contributors 351 Index 358

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Book SynopsisThe definitive compendium for the Insurance Digital Revolution From slow beginnings in 2014, InsurTech has captured US$7billion in investment since 2010 a 10% annual compound growth rate is predicted until at least 2020. Three in four insurance companies believe some part of their business is at risk of disruption and understanding the trends, drivers and emerging technologies behind Insurance's Digital Revolution is a business-critical priority for all growth-minded firms. The InsurTech Book offers essential updates, critical thinking and actionable insight globally from start-ups, incumbents, investors, tech companies, advisors and other partners in this evolving ecosystem, in one volume. For some, Insurance is either facing an existential threat; for others, it is a sector on the brink of transforming itself. Either way, business models, value chains, customer understanding and engagement, organisational structures and even what Insurance is for, is never going to be the same. Be informed, be part of it. Learn from diverse experiences, mindsets and applications of technologies Discover new ways of defining and grasping growth opportunities Get the inside track from innovators, disruptors and incumbents Be updated on the evolution of InsurTech, why it is happening and how it will evolve Explore visions of the future of Insurance to help shape yours The InsurTech Book is your indispensable guide to a sector in transformation.Table of ContentsPreface viii About the Editors xi Acknowledgments xiv 1. What is InsurTech? InsurTech Definition as Its Own Manifesto 6 Why is Insurance Failing? 9 Digital Transformation in Insurance – Four Common Factors from Other Industries 13 InsurTech – Problem or Solution for Agents and Brokers? 17 The Best InsurTech May not be InsurTech 21 “Real” InsurTech Startups do it Differently! 24 2. InsurTech Now and Next A Cartographer’s Dream – Exploring, and Mapping, the New Unknown 32 Where Does InsurTech Leave the People who Work in Insurance? 35 InsurTechs – Magical Thinking and Other Secrets of Success 40 “INSoT” – The Insurance of Things and the Proliferation of Protection 43 From Insurance Premium to Discrete Event 47 Seamless Insurance: The Time is Now 50 The Potential of a Pension Dashboard Infrastructure for UK Pension Savers 53 Six Mega-trends that Will Take Insurance Back to the Future 57 InsurTech – Not a Zero Sum Game 61 3. The Founder’s Journey Not too Big to Learn not to Fail? 68 Insurance Expertise, Family, and Integrity – The Story of SPIXII’s Founding Team 71 Disrupting Car Insurance – Drivies App Makes Driving More Fun, and Insurance Fairer 75 Genomics 101 – The Search for a Better Life Expectancy Predictor Leads GWG Life to a Science Lab 80 4. Internationalizing InsurTech Internationalizing InsurTech – A Global Phenomenon in Different Markets 88 Increasing Access to Insurance in Developing Countries 91 Insurance in China 95 Seven Things Insurers and InsurTechs Need to Know about the German Insurance Market 98 InsurTech in Turkey – Challenges and Opportunities 102 InsurTech in Latin America – The Promise of Insurance for Everybody? 106 InsurTech Trends – Why Regionalization Matters 108 5. Collaborative Innovation: Observe – Partner – Invest The Corporate Collaboration Opportunity in InsurTech 117 Competition vs. Coopetition in the Insurance Market 121 Incumbent and InsurTech Collaboration via Open Innovation Strategy 124 A Collaborative Approach in the InsurTech World – One Platform in One Click 129 Dating InsurTech Startups 134 Altered Attitudes, Altered Outcomes – Collaborating for a Better Future 137 Think InsurTech Culture Before InsurTech Adoption 140 6. The Value Chain A Four-Step Practical Guide to Build InsurTech Value Chain Ecosystems 148 Sell Your Insurance at the Right Time – Consider Micro Policies 153 InsurTech: Refreshingly Different – Like Lemonade! 157 Forget Peer-to-Peer, the Future of Insurance is Invisible and Parametric 161 Behavioural Design and Price Optimization in InsurTech 165 Data Changes Everything 171 Beware of GDPR – Take your Cyber Risk Responsibility More Seriously 175 Why Claims Sharing? Innovating within the Businessto-Business Insurance Claims Handling Ecosystem 179 Reinsurers Need Backward Innovation 182 7. Business Models Business Model Innovation – From Incremental to Disruptive 190 The Future of Insurance – From Managing Policies to Managing Risks 195 Seeing through the Hype – A Closer Look at Key Smart InsurTech Business Models 199 Assessing the Long-Term Viability of the Insurance Peerto-Peer Business Model 202 You Said … Sharing Economy? 206 From Claim Settlement to Claim Prevention – How Insurers Can Make Use of Predictive Analytics to Change their Business Model 211 True Business Model Innovation – a Credit-Based Approach 215 From Event-Focused Insights to Coaching 218 8. You Said Tech Becoming Tech-First – Why Adopting a “Tech-First” Mindset is Non-Negotiable 227 Practical Robotics in Insurance – The Future is Here Already 231 Frictionless Insurance in a Land of Utility 236 The Smart Journey – From Contract Hype to Insurance Reality 240 InsurTech and AI – You Can Run but You Cannot Hide from the Future 244 Blockchain Startups – Unlikely Heroes for the Insurance Industry? 247 Alexa, Can You Get me an Insurance? A Structured Approach to the Hyped Technology of Voice-Based Assistants 250 InsurTech’s Big Questions – Why the Customer is Still Always Right 254 ClaimsTech – The InsurTech’s Action List 257 Technology is Not Enough 260 9. InsurTech Futures Digital Transformation and Corporate Innovation Management –an Incumbent’s Action Plan 268 The New World of the Connected Customer – The Future of Microinsurance? 271 Personal Asset Liability Management System 274 Social Media in Insurance 277 InsurTech and the Promise of “Property Value Hedging Technology” 280 Insurance 2029 – Life Backup Companion 283 List of Contributors 288 Index 303

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Book SynopsisShape the leadership of tomorrow Business Coaching & Mentoring For Dummies provides business owners and managers with the insight they need to successfully develop the next generation of leaders. Packed with business-led strategies, key concepts, and effective techniques, this book equips you with the skills to transform both yourself and your team. Whether you''re coaching colleagues, employees, or offering your skills as a service, these techniques will help you build a productive relationship that leads to business success. The companion website also features eight bonus videos that will further your mastery by showing you what great coaching looks like in action. Navigate tricky situations and emotional minefields with ease; develop vision, values, and a mission; create a long-term planeverything you need is here, with expert guidance every step of the way. Understand how mentoring benefits both sides of the relationship Learn key coachTable of ContentsIntroduction 1 About This Book 1 Foolish Assumptions 2 Icons Used in This Book 3 Beyond the Book 4 Where to Go from Here 4 Part 1: Getting Started with Business Coaching and Mentoring 5 Chapter 1: Navigating the World of Coaching and Mentoring 7 Spotlighting the Business Benefits of Coaching and Mentoring 8 Defining Coaching and Mentoring 9 Coaching is the art of co-creation 9 Mentoring is the art of imparting wise counsel 11 Distinguishing coaching and mentoring from therapy 11 Distinguishing Business Coaching from Other Types of Coaching 14 Business coaching requires an understanding of business 14 Coaching leaders to be difference-makers 15 Equipping Yourself to Help Other People in the Business Context 18 Choosing a coach or mentor 20 Becoming a business coach or mentor 21 Being on the Other Side as Coachee or Mentee 22 Understanding Professional Requirements 23 Chapter 2: Making the Case for Coaching and Mentoring 27 Taking the Role of Educator 28 Valuing Third-Party Observation in Business 29 Showing that the coach’s perspective matters 29 Knowing how perspective feeds into change 30 Understanding construal-level theory 30 Leading a client to the light-bulb moment 34 Identifying the Client’s Return on Investment 34 Selling the benefits 35 Doing a cost-benefits analysis 36 Measuring and monetizing 38 Measuring the hidden benefits clients can’t see 38 Investing now for a future return 40 Stretching the Budget 41 Adding Value by Training Leaders in Coaching and Mentoring Skills 42 Chapter 3: Developing the Skills and Knowledge Base of a Coach and Mentor 45 The Differences between Coaching and Mentoring 46 The coaching skillset 46 The mentoring mind-set 47 Coaching and Mentoring Skills 48 Being present for a session 48 Active listening 48 Why coaching is rarely about the first issue in the conversation 49 Doing your homework and developing relevant business knowledge 50 Structuring a Client Session 52 Getting into the right frame of mind 52 Contracting creates relationship clarity 52 The contracting session 53 Creating the right environment 54 Knowing your limitations 55 Using Models in Coaching and Mentoring 57 The CLEAR model 57 Solution-focused coaching model 60 A model for mentoring 61 Developing flexibility in utilizing models and tools 64 Working in Particular Circumstances 64 Coaching and mentoring via telephone, web, and email 64 Cross-cultural and multicultural work 67 Chapter 4: Assessing Clients’ Needs before Coaching 69 Creating Programs to Deliver Coaching and Mentoring in Organizations 70 Figuring out what the organization wants and what the organization needs 70 Working with talent management and succession planning 76 Supporting coaches and mentors 77 Coaching Wannabe Business Owners and Startups 78 Helping startups see the value of coaching 78 Looking at areas for focus 79 Guiding the jack-of-all-trades and master of one 80 Helping the Family-Owned Business Survive and Thrive 82 Knowing where your support is most helpful 82 Evolving the legacy 83 Keeping business professional 84 Developing “Intrapreneurs” within Organizations 85 Creating the space to innovate 86 Turning the catalyst of an idea into reality 87 Working with the Socially Oriented Business 88 Knowing types and makeups 88 Identifying the challenges for the business 89 Part 2: Developing the Business Leader’s Mind-Set 91 Chapter 5: Managing the Inner World of Thoughts and Emotions 93 Understanding How Humans Think 94 We are what we think 95 We become what we practice 96 Choosing the Most Appropriate State in the Moment 97 Noticing the effects of a negative emotional state 97 Looking at the State Behavioral Model 99 Working with the four F’s of flight or fight 100 Knowing that breathing is a better choice than not 102 Looking downright depressed is a dismal choice 104 If things aren’t looking up, looking up helps 105 Changing Internal Self-Talk 106 Understanding that it’s not what you say, it’s the way you say it 107 Making the ridiculous sound ridiculous 109 Being kinder and nicer matters 110 Making Mind Pictures That Matter 111 Getting distance from the situation 112 Focusing on this not that 114 Changing the Internal World by External Means 116 Identifying when therapy is the answer 116 Using mindfulness, meditation, and the mysterious to support business 118 Chapter 6: Helping Leaders Recognize Why “I Did It My Way” Isn’t the Best Epitaph 121 Recognizing That Inflexibility Sometimes Leads to Extinction 122 Knowing that process and product innovation require adaptive leadership 123 Checking risk appetite to temper or grow ambition 124 Being Willing to Ask for Help When Out of Your Depth 126 Deploying the Right Thinking to the Right Problem 129 Thinking purposefully 130 Exercising your thinking 131 Seeking certainty when ambiguity may create something wonderful 133 Developing Alternative Perspectives 133 Considering leadership styles 133 Applying leadership gifts in business 135 Chapter 7: Coaching Clients through Their Blind Spots 139 Preframing the Coaching Conversation 140 Breaking Down Common Barriers 141 Working on willingness to learn 142 Pushing beyond the comfort zone 142 Identifying the enemies of learning 144 Dealing with Roles and Perceptions That Contribute to Blindness 146 Repositioning the ego state 146 Grounding eccentricity 149 Distancing empathy 150 Defusing Dramas That Impede Clear Vision 151 Moving beyond reactive thinking 152 Giving up the dramatic roles 153 Dealing with learned helplessness154 Finding the meaning in fear 156 Shining a Light on Incongruency 158 Part 3: Coaching and Mentoring to Get a Business on the Right Track 161 Chapter 8: Telling a Compelling Story in Business 163 Understanding the Value of the Business Story 164 Recognizing how a business conveys its story 164 Knowing which stories a business tells 166 Seeing who responds to stories 166 Helping the Client Create the Basic Story 169 Guiding the client through an exploratory exercise 169 Knowing that “it’s the way you tell it” 170 Distinguishing Fact from Opinion 174 Thinking in terms of maps of reality 175 Asking good-quality questions 176 Weeding out deletions, distortions, and generalizations 178 Playing master sleuth to separate opinion and reality 182 Giving Feedback on the Business Story 184 Chapter 9: Helping Clients to Assess Their Own Businesses Objectively 187 Testing the Foundations of the Business 188 Applying Strategic Thinking 188 Making the Complicated Simple 192 Using a framework to walk around the business 192 Working in plain lens spectacles 193 Determining Where the Best Mentoring Work Begins and Ends 197 Developing Trust and Honest Appraisal through Feedback 198 Encouraging clients to be open to regular feedback 198 Using feedback to feed forward 199 Learning from the Spectacular Success of Others 199 Mentoring inside a Small Organization 200 Chapter 10: Developing Vision, Mission, and Values 203 Aligning Who You Are with the Business You’re In 203 Revealing What’s Really Important 204 Defining the how and why of your business 204 Stopping your history from holding you back 206 Checking your locus of control 206 Getting clear on what you value and what you want 208 Helping a Business Create Operating Values 211 Coaching business leaders to identify values 212 Fleshing out values statements 214 Designing an Inspiring Vision with the Logical Levels Model 216 Identifying the six levels 217 Using the Logical Levels model 219 Reverse engineering the future 221 Communicating the Vision 222 Examples of Mission and Vision Statements 222 International Federation of the Red Cross 222 Fusion Optix 223 JPMorgan Chase & Co 223 Chapter 11: Transforming Visions into Workable Plans 225 Creating a Plan Fit for Purpose 226 Planning mind-set rules 227 Exploring options 228 Revealing what may stop or derail the plan 234 Gaining honest commitment and buy-in 237 Pinpointing when now is the right time 238 Resourcing the Plan 238 Packing the luggage for the journey 239 Knowing the route and moving in the right direction 242 Scheduling when to rest and refuel 243 Actioning and Reviewing the Plan 244 Gathering feedback and feeding forward 244 Checking that the plan is on track 245 Knowing when quitting is good 245 Acknowledging a job well done 247 Chapter 12: Mentoring for Personal Success and Empowering Leadership 249 Being a Great Leadership Mentor 250 Challenging the Delusions of What It Means to Be Successful 251 Success and culture 252 Success isn’t a destination 253 Exploring the True Nature of Success 253 Dealing with the “I Should” Traps of Success 255 Why look at limiting beliefs in mentoring? 256 Finding a strategy for examining and eliminating limiting beliefs 258 Identifying the Common Qualities of Great Leaders 261 Looking and behaving like a leader 262 Adapting your style to create followers 264 Allowing Others to Lead While You Follow 266 Enabling leadership across generations 266 Mentoring Millennial leaders 267 Part 4: Creating a Successful Business Identity with the Support of a Coach 269 Chapter 13: Developing the Brand of You 271 Enter Personal Branding 271 Defining How Brands Work When They Work Well 273 Building a Brand on Purpose 275 Defining your purpose 275 Keeping the business intact and your values on track 277 Looking in the Mirror of Self-Critique 279 Cultivating the qualities of brand excellence 280 Stepping into a brand-new you 281 Presenting Yourself with Style and Substance 282 Recognizing When Incongruence Strikes 283 Valuing What You Have to Offer 284 Realizing your value 284 Following a six-step model 286 Positioning your brand 287 Adjusting your financial thermostat 288 Promoting Yourself with Shameless Humility 290 Lighting Up the Room When You Walk In, Not When You Walk Out 291 Leaving a Legacy Footprint 292 Chapter 14: Developing Relationships at All Levels 295 Establishing a Successful Relationship with Yourself 295 Establishing the Baseline 296 Step 1: Gathering the personal map 296 Step 2: Identifying high points and low points 297 Step 3: Discovering desired improvement 298 Working on Yourself 298 Being authentic 299 Staying in the game 299 Starting strong and avoiding needy 300 Maintaining Client Relationships 302 Checking commitment and desire 303 Case example of how to check for commitment to goals 303 Managing Stakeholder and Sponsor Relationships 306 Managing stakeholder relationships 306 Communicating in triangular situations 309 Sponsoring a coaching intervention 310 Building Synergistic Collaboration 310 Creating synergy and serial entrepreneurship 311 Growing wiser and creating value 311 Networking Is a Deposit in the Karmic Bank 312 Building Trust and Rebuilding Broken Trust 315 Developing trust at the level of the organization 315 Resolving conflict and avoiding mutually assured destruction 317 Having the Courage to Let Go 318 Chapter 15: Coaching to Help Business Engage, Inform, and Influence 321 Understanding the Importance of Effective Communication 322 Communicating Quicker than the Speed of Conscious Thought 323 Understanding Why People Say Yes 325 If You Have the Need to Influence, You Get to Do All the Work 327 Navigating the Political Landscape 327 Ethically Influencing and Persuading for Results 330 It Takes Two to Influence 331 Paying attention 331 Listening actively 332 Building rapport 335 Choosing words that could, should, might make a difference 340 If You Aren’t Getting the Desired Results, Change Your Communication 342 Part 5: The Part of Tens 347 Chapter 16: Ten Online Resources to Boost Coaching and Mentoring Effectiveness 349 Steve Crabb 349 Business Reading Lists 350 iTunes U 350 YouTube 351 Podcasts 352 Blogs 352 TED Talks 353 Twitter 353 Facebook 354 Videos Tied to This Book 355 Chapter 17: Ten Tips for Leaders Who Coach or Mentor People in Business 357 Develop Talent in Those You Lead 358 Sell More than Tell 359 Name the Elephant before Eating It 360 Get Good at Asking Questions 361 Speak in Specifics and Mind Your Language 361 Recognize the Value of Slowing Down or Shutting Up 363 Appreciate Differences to Be a Difference Maker 364 Create the Optimum Conditions to Coach at a Distance 364 Support Your People during Change 366 Educate Yourself about the Business 367 Chapter 18: Ten Tips for Business Leaders Hiring a Business Coach 369 Be Clear about Where You Want to End Up 370 Be Willing to Be Wrong 370 Seek Out a Different Point of View 371 Lay the Groundwork 371 Focus on Substance over Style 371 Find the Best Fit for Your Business 372 Get Stakeholder Participation 373 Avoid One-Size-Fits-All Coaching 373 Manage Your Expectations 374 Dot Your I’s and Cross Your T’s 374 Chapter 19: Ten Questions to Keep a Business on Track 375 What Would We Create If Anything Was Possible? 376 Why Are We Doing This? 377 What Would Richard Branson Do? 378 What’s a Better Way? 378 Are We Still the Right People to Be Doing This? 379 Are We Busy Being Busy? 379 What Can We Do to Optimize or Streamline? 380 Are We Going in the Right Direction? 381 What Do We Need to Stop Doing? 381 Are We All Still on the Same Page? 382 Index 383

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Book SynopsisA Must-Read for Any Investor Looking to Maximize Their Chances of Success Big Mistakes: The Best Investors and Their Worst Investments explores the ways in which the biggest names have failed, and reveals the lessons learned that shaped more successful strategies going forward. Investing can be a rollercoaster of highs and lows, and the investors detailed here show just how low it can go; stories from Warren Buffet, Bill Ackman, Chris Sacca, Jack Bogle, Mark Twain, John Maynard Keynes, and many more illustrate the simple but overlooked concept that investing is really hard, whether you''re managing a few thousand dollars or a few billion, failures and losses are part of the game. Much more than just anecdotal diversion, these stories set the basis for the book''s critical focus: learning from mistakes. These investors all recovered from their missteps, and moved forward armed with a wealth of knowledge than can only come from experience. Lessons learned through failure

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Book SynopsisComprehensive coverage of all major structured finance transactions Structured Finance offers a robust core text for undergraduate students in business, economics, management, and finance.Table of ContentsPreface xix Introduction 1 A Brief History of Structured Finance 1 Defining Structured Finance 4 Why was Structured Finance Set Up? 6 PART I Leveraged Buyout (LBO) 13 CHAPTER 1 What is an LBO? 15 1.1 The Main Features of an LBO 15 1.2 A Three-step Leverage 17 Case Study 1: The Harley-Davidson LBO (1981-1986) 22 CHAPTER 2 The Different Stakeholders 26 2.1 The Target Company 26 2.2 Buyers 35 2.3 Lenders 40 Case Study 2: Michael Milken and the Birth of the High-Yield Bond Market 47 Case Study 3: Malcolm Glazer and the Manchester United LBO 53 CHAPTER 3 The LBO Process 63 3.1 The Sale Process 63 3.2 Exit Strategies 72 3.3 LBO and Private Equity 77 Case Study 4: Hilton Hotels LBO, the Most Profitable Private Equity Deal Ever 85 Summary LBOs: What Have We Learnt? 92 PART II Project Finance 95 CHAPTER 4 The ABC of Project Finance 97 4.1 Definition 97 4.2 Why Choose a Project Finance Structure 99 4.3 Constraints of the Project Finance Structure 103 4.4 How to Choose between Corporate and Project Financing 103 Case Study 5: The Construction of the Eiffel Tower 105 CHAPTER 5 The Main Parties to Project Financing 110 5.1 Different Types of Projects 110 5.2 Sponsors 117 5.3 Lenders 127 5.4 The Role of Public Authorities 140 Case Study 6: The Near Bankruptcy of Disneyland Paris 142 CHAPTER 6 Project Finance Structuring 149 6.1 Preliminary Analysis of the Project 149 6.2 Project Finance Legal Structure 156 6.3 Financial Structure 166 Summary Project Finance: What Have We Learnt? 173 PART III Asset Finance 175 CHAPTER 7 Definition of Asset Finance 177 7.1 The Scope of Asset Finance 177 7.2 How to Finance Assets 178 Case Study 7: Richard Branson and the Beginnings of Virgin Atlantic 196 CHAPTER 8 The Stakeholders 200 8.1 Clients 200 8.2 Lessors 210 8.3 Lenders 222 Case Study 8: The Rise and Fall of GPA Group, the First Giant Aircraft Leasing Company 230 CHAPTER 9 Behind the Scenes 238 9.1 Inside a Leasing Company 238 9.2 Legal Considerations 243 9.3 The Dynamics of Leasing Markets 250 Summary Asset Finance: What Have We Learnt? 254 PART IV Securitization 255 CHAPTER 10 The Securitization Process 257 10.1 Transforming Illiquid Assets into Liquid Securities 257 10.2 Tranching of Securities 258 Case Study 9: The Securitization of David Bowie's Intellectual Property Rights 264 Case Study 10: What is a Covered Bond? 267 CHAPTER 11 The Different Stakeholders 272 11.1 Borrowers 272 11.2 The Originator 274 11.3 Around the SPV: The Transaction's Life 276 11.4 The Investors 280 Case Study 11: The Subprime Crisis 285 Case Study 12: Michael Burry's Big Short 294 CHAPTER 12 Structuring a Securitization 299 12.1 Composition of the Collateral 299 12.2 Managed Transactions 302 12.3 Additional Structuring Considerations 311 Case Study 13: Whole Business Securitization 324 Summary Securitization: What Have We Learnt? 327 Conclusion 329 Structured Finance: What Have We Learnt? 329 A Comparison of Various Types of Structured Finance 330 What is the Future for Structured Finance? 332 Appendix A How Banks Set Interest Rates 336 Appendix B Syndication and Club Deals 341 Appendix C Credit Derivatives 347 Bibliography 350 Acknowledgments 354 Index 357

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Book SynopsisWant to take the financial journey to a new investing philosophy that might very well affect the rest of your moneymaking life? No one can guarantee the yellow brick road, but Michael Covel promises the red pill will leave you wide freaking awake.Table of ContentsForeword by Barry L. Ritholtz xv Preface xix Section I Trend Following Principles 1 1 Trend Following 3 Speculation 3 Winning versus Losing 9 Investor versus Trader 10 Fundamental versus Technical 11 Discretionary versus Systematic 15 Hiding in Plain Sight 17 Change Is Life 19 Follow the Trend to the End When It Bends 22 Surf the Waves 26 2 Great Trend Followers 31 David Harding 33 Bill Dunn 37 John W. Henry 49 Ed Seykota 62 Keith Campbell 69 Jerry Parker 74 Salem Abraham 75 Richard Dennis 77 Richard Donchian 83 Jesse Livermore and Dickson Watts 87 3 Performance Proof 91 Absolute Returns 92 Volatility versus Risk 93 Drawdowns 99 Correlation 104 Zero Sum 106 George Soros 108 Berkshire Hathaway 111 4 Big Events, Crashes, and Panics 117 Event 1: Great Recession 119 Event 2: Dot-com Bubble 132 Event 3: Long-Term Capital Management 145 Event 4: Asian Contagion 157 Event 5: Barings Bank 161 Event 6: Metallgesellschaft 164 Event 7: Black Monday 167 5 Thinking Outside the Box 177 Baseball 178 Billy Beane 180 Bill James 181 Stats Take Over 183 6 Human Behavior 189 Prospect Theory 190 Emotional Intelligence 195 Neuro-Linguistic Programming 197 Trading Tribe 197 Curiosity, Not PhDs 199 Commitment 201 7 Decision Making 205 Occam’s Razor 206 Fast and Frugal Decision Making 207 Innovator’s Dilemma 210 Process versus Outcome versus Gut 211 8 The Scientific Method 215 Critical Thinking 216 Linear versus Nonlinear 217 Compounding 222 9 Holy Grails 225 Buy and Hope 228 Warren Buffett 229 Losers Average Losers 231 Avoiding Stupidity 236 10 Trading Systems 247 Risk, Reward, and Uncertainty 248 Five Questions 252 Your Trading System 263 Frequently Asked Questions 264 11 The Game 273 Acceptance 274 Don’t Blame Me 276 Decrease Leverage, Decrease Return 277 Fortune Favors the Bold 278 Section II Trend Following Interviews 281 12 Ed Seykota 283 13 Martin Lueck 295 14 Jean-Philippe Bouchaud 311 15 Ewan Kirk 319 16 Alex Greyserman 335 17 Campbell Harvey 353 18 Lasse Heje Pedersen 367 Section III Trend Following Research 381 19 A Multicentennial View of Trend Following 383 The Tale of Trend Following: A Historical Study 385 Return Characteristics over the Centuries 388 Risk Characteristics over the Centuries 398 Portfolio Benefits over the Centuries 400 20 Two Centuries of Trend Following 405 Trend Following on Futures since 1960 408 Extending the Time Series: A Case-by-Case Approach 412 Trend over Two Centuries 417 21 Trend Following 425 Introduction to Different Trend Following Models 425 Diversification between Different Trend Following Models 427 Aspect’s Approach to Trend Following 429 Aspect’s Model Compared to Other Trend Following Models 431 22 Evaluating Trading Strategies 435 Testing in Other Fields of Science 435 Revaluating the Candidate Strategy 437 Two Views of Multiple Testing 440 False Discoveries and Missed Discoveries 442 Haircutting Sharpe Ratios 444 An Example with Standard and Poor’s Capital IQ 445 In Sample and Out of Sample 446 Trading Strategies and Financial Products 447 23 Black Box Trend Following—Lifting the Veil 451 The Strategies 452 Performance Results and Graphs 456 Sector Performance 458 Performance of Long versus Short Trades 461 Stability of Parameters 463 Are CTAs a Diversifier or a Hedge to the SP500? 466 24 Risk Management 471 Risk 471 Risk Management 471 Optimal Betting 473 Hunches and Systems 473 Simulations 474 Pyramiding and Martingale 474 Optimizing—Using Simulation 475 Optimizing—Using Calculus 477 Optimizing—Using the Kelly Formula 478 Some Graphic Relationships Between Luck, Payoff, and Optimal Bet Fraction 479 Nonbalanced Distributions and High Payoffs 479 Almost-Certain-Death Strategies 480 Diversification 482 The Uncle Point 482 Measuring Portfolio Volatility: Sharpe, VaR, Lake Ratio, and Stress Testing 483 Stress Testing 484 Portfolio Selection 485 Position Sizing 485 Psychological Considerations 486 25 How to GRAB a Bargain Trading Futures ... Maybe 489 How to GRAB a Bargain Trading Futures 490 Following Trends Is Hard Work 490 Figuring Out How the Pros Do It 491 A Computer Model of the Pros 492 A Terrible Discovery 493 Solving the Mystery—Why Does the GRAB System Lose? 494 Often It Is Out of Sync with the Market 494 Worse Still, It Misses the Best Moves! 495 Maybe Being Profitable Means Being Uncomfortable? 496 GRAB Trading System Details 496 Buys on Break of Support, Sells on Break of Resistance 496 Testing Reveals Some Behavior I Do Not Expect 498 Difference between Parameter Values Defines Character of GRAB System 498 GRAB Trading System Code 500 26 Why Tactical Macro Investing Still Makes Sense 503 Managed Futures 504 Defining Managed Futures and CTAs 507 Where Institutional Investors Position Managed Futures and CTAs 507 Skewness and Kurtosis 507 Data 509 Basic Statistics 510 Stocks, Bonds, Plus Hedge Funds or Managed Futures 511 Hedge Funds Plus Managed Futures 512 Stocks, Bonds, Hedge Funds, and Managed Futures 513 27 Carry and Trend in Lots of Places 533 Carry and Trend: Definitions, Data, and Empirical Study 536 Carry and Trend in Interest Rate Futures 539 Trend and Carry across Asset Classes 541 Carry and Trend across Rate Regimes 545 28 The Great Hypocrisy 549 Epilogue 569 Afterword by Larry Hite 575 Trend Following Podcast Episodes 579 Endnotes 583 Bibliography 621 Acknowledgments 635 About the Author 639 Index 641

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Book SynopsisGet the benefits you've earnedSocial Security For Dummies is the one guide you need to navigate the often-complex world of Social Security retirement benefits. This updated edition offers clear guidance on when to claim benefits, how much you can expect to receive, where to find Social Security calculators, and so much more. Since its inception in the 1930s, workers across the United States have set aside a portion of their wages to fund the Social Security Administration. For many, Social Security forms the foundation for their retirement funds. Social Security For Dummies provides you with all the information you need to take charge of your retirement, maximize your financial well-being, and successfully navigate the U.S. Social Security Administration. You'll get up-to-date information to:Make your way around the Social Security websiteKnow your Social Security options-including retirement, survivor, spousal, and disability benefitsFind resources when you're stumpedGet answers to c

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Book SynopsisYou are paying much more in tax than you think you are What Everyone Needs to Know About Tax takes an entertaining and informative look at the UK tax system in all its glory to show you just how much you pay, how the money is collected and how it affects ordinary people every day.Trade Review"...chock full of essential information and interesting fact. I can highly recommend it to anyone who wants to get a grip of the complex UK tax system." (Frost Magazine, March 2017)Table of ContentsAbout the author xi Introduction xiii 1 Taxes on your income and earnings 1 Income tax and national insurance 1 National insurance contributions 3 Paying tax 7 Taxes on high earners 10 The Laffer curve 13 Sports, prizes and betting 16 With betting, the tax inspector always wins 18 The poverty trap 20 2 Taxes on what you spend 23 Value added tax 23 How VAT works 27 Zero rated and exempt from VAT 30 Europe, Brexit and VAT 32 Customs and excise 34 Excise duties 36 Fuel duty and green taxes 41 Oil and gas extraction 44 Green taxes 45 Global warming 47 3 Taxes on what you own 51 Capital gains tax 51 Paying capital gains tax 54 Taxes on homes and property 56 Inheritance tax 57 Stamp duty land tax 59 Council tax 62 Buy to let 63 The mansion tax and wealth taxes 65 Taxes on pensions and saving 67 Other ways to save 71 How to live comfortably while paying almost no tax at all 72 4 Taxes on business 77 Taxing business 77 Tax on the self]employed and small businesses 78 Tax on companies 79 Personal service companies 81 The tradesman’s entrance 84 Multinationals and international tax 86 Territorial taxes 88 Tax havens 90 A bit of BEPS 91 Where does big business make its profits? 93 Tax competition 97 Taxing what you can’t touch 99 Taxes on financial transactions 103 5 Taxes evaded, avoided and reformed 107 Film finance: how governments encourage planning, avoidance and evasion 107 Tax evasion 113 Tax avoidance and the general anti]abuse rule 117 A changing climate 119 Avoiding income tax 122 The new fight against aggressive avoidance 124 Tax planning 126 Tax reform 128 1. Stop cutting income tax and start cutting national insurance 130 2. Start the 45% tax rate at £100,000 instead of £150,000 130 3. Tax companies according to their accounting profits 130 4. Expand the scope of VAT 131 5. Introduce a minimum income tax rate for the wealthy while abolishing most income tax anti-avoidance rules and incentives 131 Conclusion: the Three Golden Rules of tax 133 The First Golden Rule: Lots of small taxes together add up to make big tax bills 133 The Second Golden Rule: No matter what name is on the bill, all taxes are ultimately suffered by human beings 134 The Third Golden Rule: Taxes are kept as invisible as possible 135 Index 139

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Book SynopsisTable of ContentsINTRODUCTION: STRATEGY AND ECONOMICS Why Study Strategy? Why Economics? So What’s the Problem? A Framework for Strategy The Book Endnotes ECONOMICS PRIMER: BASIC PRINCIPLES Costs Economic Costs and Profitability Demand and Revenues Total Revenue and Marginal Revenue Functions Theory of the Firm: Pricing and Output Decisions Perfect Competition Game Theory Chapter Summary Questions Endnotes PART ONE FIRM BOUNDARIES 1 THE POWER OF PRINCIPLES: AN HISTORICAL PERSPECTIVE Doing Business in 1840 Doing Business in 1910 Doing Business Today Three Different Worlds: Consistent Principles, Changing Conditions, and Adaptive Strategies Chapter Summary Questions Endnotes 2 THE HORIZONTAL BOUNDARIES OF THE FIRM Definitions Scale Economies, Indivisibilities, and the Spreading of Fixed Costs Special Sources of Economies of Scale and Scope Complementarities and Strategic Fit Sources of Diseconomies of Scale The Learning Curve Diversification Why Do Firms Diversify? Managerial Reasons for Diversification The Market for Corporate Control and Recent Changes in Corporate Governance Performance of Diversified Firms Chapter Summary Questions Endnotes 3 THE VERTICAL BOUNDARIES OF THE FIRM Make versus Buy Reasons to “Buy” Reasons to “Make” Summarizing Make-or-Buy Decisions: The Make-or-Buy Decision Tree Chapter Summary Questions Endnotes 4 INTEGRATION AND ITS ALTERNATIVES What Does It Mean to Be “Integrated”? Governance Making the Integration Decision Real-World Evidence Alternatives to Vertical Integration Chapter Summary Questions Endnotes PART TWO MARKET AND COMPETITIVE ANALYSIS 5 COMPETITORS AND COMPETITION Competitor Identification and Market Definition Measuring Market Structure Market Structure and Competition Oligopoly Evidence on Market Structure and Performance Chapter Summary Questions Endnotes 6 ENTRY AND EXIT Some Facts about Entry and Exit Entry and Exit Decisions: Basic Concepts Entry-Deterring Strategies Evidence on Entry-Deterring Behavior Contestable Markets An Entry Deterrence Checklist Entering a New Market Chapter Summary Questions Endnotes 7 DYNAMICS: COMPETING ACROSS TIME Microdynamics Impediments to Coordination Asymmetries among Firms and the Sustainability of Cooperative Prices Facilitating Practices Where Does Market Structure Come From? Sutton’s Endogenous Sunk Costs Chapter Summary Questions Endnotes 8 INDUSTRY ANALYSIS Performing a Five-Forces Analysis Coopetition and the Value Net Applying the Five Forces: Some Industry Analyses Chapter Summary Questions Endnotes PART THREE STRATEGIC POSITION AND DYNAMICS 9 STRATEGIC POSITIONING FOR COMPETITIVE ADVANTAGE Competitive Advantage and Value Creation: Conceptual Foundations Strategic Positioning: Cost Advantage and Benefit Advantage Diagnosing Cost and Benefit Drivers Strategic Positioning: Broad Coverage versus Focus Strategies Chapter Summary Questions Endnotes 10 INFORMATION AND VALUE CREATION The “Shopping Problem” Report Cards The Certifier Market Matchmaking Chapter Summary Questions Endnotes 11 SUSTAINING COMPETITIVE ADVANTAGE Market Structure and Threats to Sustainability The Resource-Based Theory of the Firm Impediments to Imitation Early-Mover Advantages Imperfect Imitability and Industry Equilibrium Creating Advantage and Creative Destruction Innovation and the Market for Ideas Evolutionary Economics and Dynamic Capabilities The Environment Chapter Summary Questions Endnotes PART FOUR INTERNAL ORGANIZATION 12 PERFORMANCE MEASUREMENT AND INCENTIVES The Principal–Agent Relationship Performance-Based Incentives Problems with Performance-Based Incentives Performance Measures That Fail to Reflect All Desired Actions Selecting Performance Measures: Managing Trade-offs between Costs Do Pay-for-Performance Incentives Work? Implicit Incentive Contracts Efficiency Wages and the Threat of Termination Incentives in Teams Chapter Summary Questions Endnotes 13 STRATEGY AND STRUCTURE An Introduction to Structure Types of Organizational Structures Strategy-Environment Coherence Structure Follows Strategy Chapter Summary Questions Endnotes 14 ENVIRONMENT, POWER, AND CULTURE 456 The Social Context of Firm Behavior Internal Context Power Culture External Context, Institutions, and Strategies Chapter Summary Questions Endnotes GLOSSARY NAME INDEX SUBJECT INDEX

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Book SynopsisThe comprehensive guide to private market asset allocation Asset Allocation and Private Markets provides institutional investors, such as pension funds, insurance groups and family offices, with a single-volume authoritative resource on including private markets in strategic asset allocation. Written by four academic and practitioner specialists, this book provides the background knowledge investors need, coupled with practical advice from experts in the field. The discussion focuses on private equity, private debt and private real assets, and their correlation with other asset classes to establish optimized investment portfolios. Armed with the grounded and critical perspectives provided in this book, investors can tailor their portfolio and effectively allocate assets to traditional and private markets in their best interest. In-depth discussion of return, risks, liquidity and other factors of asset allocation takes a more practical turn with guidance on allocation construction and capital deployment, the endowment model, and hedging or lack thereof. Unique in the depth and breadth of information on this increasingly attractive asset class, this book is an invaluable resource for investors seeking new strategies. Discover alternative solutions to traditional asset allocation strategiesConsider attractive returns of private marketsDelve into private equity, private debt and private real assets Gain expert perspectives on correlation, risk, liquidity, and portfolio construction Private markets represent a substantial proportion of global wealth. Amidst disappointing returns from stocks and bonds, investors are increasingly looking to revitalise traditional asset allocation strategies by weighting private market structures more heavily in their portfolios. Pension fund and other long-term asset managers need deeper information than is typically provided in tangential reference in broader asset allocation literature; Asset Allocation and Private Markets fills the gap, with comprehensive information and practical guidance.Table of ContentsForeword Acknowledgments About the Authors Data Sources Abbreviations and Acronyms Introduction Chapter 1: Sources of Capital: Nature, Constraints, and Objectives Chapter 2: Asset Allocation: Models, Limits, and Adaptations Chapter 3: Private Markets Investing Chapter 4: The Three Dimensions of Investment Chapter 5: Portfolio Construction and Management Conclusion Glossary Bibliography Index

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

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Book SynopsisQuantitative analysis of outcomes vs PMs at the individual level Leading Complex Projects takes a unique approach to post-mortem analysis to provide project managers with invaluable insight. For the first time, individual PM characteristics are quantitatively linked to project outcomes through a major study investigating the role of project leadership in the success and failure of complex industrial projects; hard data on the backgrounds, education, and personality characteristics of over 100 directors of complex projects is analyzed against the backdrop of project performance to provide insight into controllable determinants of outcomes. By placing these analyses alongside their own data, PMs will gain greater insight into areas of weakness and strength, locate recurring obstacles, and identify project components in need of greater planning, oversight, or control. The role of leadership is to deliver results; in project management, this means taking respTable of ContentsForeword ix Acknowledgments xi About the Authors xiii Introduction Executive Summary 1 Chapter 1 Getting Grounded 9 Part One Chapter 2 Methodology and Data 27 Chapter 3 The Unique Demands on Complex Project Leaders 45 Chapter 4 The Traits and Skills of Effective Project Leaders 63 Chapter 5 From Personality to Practice 91 Part Two Chapter 6 Joseph Brewer 117 Chapter 7 Don Vardeman 129 Chapter 8 Nora’in MD Salleh and Dzulkarnain Azaman 149 Chapter 9 Jay Sexton 165 Chapter 10 Paul Harris 179 Chapter 11 David Young 195 Chapter 12 What Have We Learned and What Does It Mean? 215 Index 233

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Book SynopsisWINNER OF BUSINESS BOOK OF THE YEAR 2018 (The Business Book Awards) Essential reading for CEOs and leaders of change. - Martin Davis, CEO, Kames Capital 88% of change initiatives fail. The Change Catalyst provides you with the insight, tools and know-how you need to make sure your next change, strategy or M&A is the one in eight that succeeds. Whether you''re trying to change a process, a culture, a behaviour or an entire business, success demands complete clarity of what you are trying to achieve and why, followed by a clear plan to align your people to deliver. All change is about people, and one of the most important ingredients for successful change is the identification and appointment of a Change Catalyst. This is the person who can guide your organisation its people and its processes to the ultimate delivery of the outcomes your business needs. The book takes you deep inside the culture and process of change to show you how to set Trade Review"A good book, well researched with a clear instruction to use it as a guide and a resource to assess what is the right option for your own organisation." (Irish Tech News, July 2017)"The Change Catalyst is well-written and a pleasure to read. It is full of insight and anecdotes to help organisation transform for the better." (The Association of MBA's, June 2017)"This is no ordinary business book. Easy to read and conversational, it leads an entertaining exploration of the subject of change." (thebiponline, May 2017)Table of ContentsAcknowledgments xi About the Author xv Introduction 1 PART ZERO: Change Is Inevitable 9 PART ONE: Why 88% of Change Initiatives Fail 29 1 People Don’t Like Change 31 #1 reason why people resist change: fear of failure 35 #2 reason why people resist change: fear of the unknown 38 #3 reason why people resist change: fear of blame 40 #4 reason why people resist change: the comfort of victimhood 44 #5 reason why people resist change: the long-term gains don’t seem to be worth the short-term pain 49 #6 reason why people resist change: we need help but it is nowhere to be found, so we give up at the fi rst hurdle 50 2 Lack of Clarity Regarding What We are Trying to Achieve and Why 55 3 The Implications are not Fully Understood 71 4 An Obsession with Process over Outcomes 75 5 Inertia 81 6 The Project is Set Up to Fail 85 7 Poor Communications and Disingenuous Stakeholder Engagement 89 8 We Forget that Emotions Trump Logic Every Time 93 9 A Change-averse Culture 103 10 The Leadership Doesn’t Stay the Course 107 PART TWO: The Necessary Ingredients for Successful Change 113 11 A Change Catalyst to Drive Delivery 115 12 Clarity About What we are Trying to Achieve and Why 131 13 Detailed Understanding of the Implications of the Change 133 14 A Laser-like Focus on the Outcomes 139 15 A Change Process that Includes a 'Pause for Reflection' 143 16 Clear Governance and Thorough Planning 147 17 Genuine Engagement with People at all Levels of the Organisation 153 18 Identification of the Emotional Triggers 163 19 A Strong, Committed, Aligned and Unwavering Leadership Team 167 20 A Change-ready Culture 171 PART THREE: Culture Change 177 21 Cultural Intelligence 179 22 Instigating Change in a Foreign Culture 193 23 Understanding Your Organisation’s Culture 207 24 Teaching People to Walk in the Rain 211 PART FOUR: Getting Down to Business 225 25 Vision, Mission and Other Buzzwords 227 26 Values Schmalues 243 27 What Does a Good Strategy Look Like? 251 28 It’s the Delivery, Stupid! (Execution is Everything) 263 29 Where Are Your Walls? (Organisation Design) 271 30 Overcoming Complacency (The Innovator’s Dilemma) 279 31 What Does a Good Leader Look Like? 287 32 Building Extraordinary Leadership Teams 293 33 Your People 299 34 Case Studies 313 Tim Wallace and the iPipeline team: Transforming insurance 314 Michael Sheargold: Real estate Change Catalyst 321 Michael Gould and Anaplan: The UK’s newest unicorn 327 Unlocking the value of HR 335 Globalisation 345 35 The Change Toolbox 359 PART FIVE: And Finally, Tell 'em What You Told 'em 377 Index 385

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Book SynopsisA more effective leadership model for the new business environment. Spiral Dynamics in Action explores the evolution of modern business, and provides a model for moving forward amidst ever-increasing complexity and change.Table of ContentsSpecial Acknowledgements xi Foreword by Ronnie Lessem xiii Preface by Dr Don Beck xvii Figures and Graphs as a Map for the Book xxi Part 1: Spiral Dynamics: The Foundation 1 1 Introduction – The Lay of the Land of this Book 3 2 The Architect of the Existential Staircase – Clare Graves 11 3 The Code Book 23 4 Natural Design – The Ever-Emerging Ecology 37 Part 2: Spiral Dynamics Global 51 5 Back to the Future – The South African Crucible Revisited 53 6 Uncovering the Indigenous Intelligence: A Case Study of Israel and Palestine 67 7 The Nordic Countries and Second-Tier Consciousness: The Need for Second-Tier Leadership in Times of Great Turbulence 97 Part 3: The Surge in a Social Context 115 8 Defining the Sustainable Corporation: From Stockholders to Stakeholders 117 9 Spiral Dynamics in Action Across Boundaries 137 10 Organizational Engagement in Diverse Workspaces: International Application of Spiral Dynamics 161 Part 4: Spiral Dynamics PLUS 179 11 Spiral Dynamics PLUS Supplementary Technologies 181 Part 5: The Road Forward for Humanity 209 12 What Do You Do with Spiral Dynamics? 211 About the Authors 227 Glossary 233 Acronyms 237 Additional Resources 239 Bibliography 251 Index 261

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Book SynopsisProvides managers with actionable insight into a select set of innovation constraints and how to best deal with them This PDMA Essentials Book, the third in this series, provides a framework of individual, organizational, and market and societal constraints that guides managers in identifying specific constraints related to their innovation activities and provides them with corresponding tools and practices to overcome and leverage those constraints. Written by a team of international innovation experts, Leveraging Constraints for Innovation: New Product Development Essentials from the PDMA is presented in three parts. The first part, Individual Constraints, provides insights into how to: simultaneously solve social and commercial needs for greater creativity; apply a multi-stage approach to overcome knowledge sharing in teams; and anticipate and account for psychographic differences among customers during product launch. In the second part, OrganizationaTable of ContentsAbout the Editors ix Introduction xiJelena Spanjol and Sebastian Gurtner PART 1: INDIVIDUAL CONSTRAINTS IN NEW PRODUCT DEVELOPMENT 1 1 FROM SUSTAINABILITY CONSTRAINTS TO CREATIVE ACTION: INCREASING MANAGERIAL INNOVATION BY SIMULTANEOUSLY SOLVING SOCIAL AND COMMERCIAL NEEDS 5Goran Calic, Maryam Ghasemaghaei 2 A PRACTICE-ORIENTED APPROACH TO OVERCOME KNOWLEDGE-SHARING BOUNDARIES IN INNOVATION PROJECTS 19Christiane Rau, Anne-Katrin Neyer and Katja Krämer-Helmer 3 THE CONSUMER AS THE LAST CONSTRAINT: ADDRESSING PSYCHOLOGICAL CONSTRAINTS IN NEW PRODUCT DEVELOPMENT 39Nadine Hietschold PART 2: ORGANIZATIONAL CONSTRAINTS 59 4 IDENTIFYING AND OVERCOMING ORGANIZATIONAL INNOVATION CONSTRAINTS 61Katharina Hölzle, Tanja Reimer and Hans Georg Gemünden 5 NEW SERVICE DEVELOPMENT FOR PROFESSIONAL SERVICES: TIME COMMITMENT AS THE SCARCEST RESOURCE 75Floortje Blindenbach-Driessen 6 BRIDGING COMMUNICATION GAPS IN VIRTUAL TEAMS 95Donovan Hardenbrook, Teresa Jurgens-Kowal PART 3: MARKET CONSTRAINTS 119 7 HOW TO DEVELOP LOW-END INNOVATION CAPABILITIES: ADAPTING CAPABILITIES TO OVERCOME CONSTRAINTS FOR CONSUMERS IN LOW-END MARKETS 121Ronny Reinhardt 8 DEVELOPING SOLUTIONS FOR UNDERRESOURCED MARKETS 139Aruna Shekar, Andrew Drain 9 OVERCOMING MARKET CONSTRAINTS IN EMERGING MARKETS: LESSONS FROM SOCIAL ENTERPRISES IN THE INDIAN HEALTHCARE SECTOR 155Nivedita Agarwal, Alexander Brem 10 AMBIGUITY AND MISDIRECTION? BRING IT ON! LESSONS ABOUT OVERCOMING FROM WOMEN MARKET TRADERS 167José Antonio Rosa, Shikha Upadhyaya INDEX 183

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Book SynopsisTable of ContentsAlphabetical List of Plays ix 1 Understanding Employee Engagement 1 2 Introducing the Engagement Bridge™ 11 3 Open & Honest Communication 19 4 Purpose, Mission & Values 41 5 Leadership 69 6 Management 85 7 Job Design 109 8 Learning 129 9 Recognition 149 10 Pay & Benefits 173 11 Workspace 203 12 Wellbeing 219 13 Building it 241 Acknowledgments 249 Index 253

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

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Book SynopsisTable of ContentsForeword by Nassim Nicholas Taleb ix PART ONE: WHAT COMES FIRST 1 Chapter One: AT WAR WITH LUCK 3 Chapter Two: NATURE’S ADMONITION 29 Chapter Three: THE ETERNAL RETURN 57 PART TWO: WHAT COMES AFTER 97 Chapter Four: A TAXONOMY 99 Chapter Five: HOLISM 123 Chapter Six: BOLD CONJECTURES 163 AFTERWORD: AMOR FATI 195 Acknowledgments 211 Index 213

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Book SynopsisThe Oliver Wight Class A Standard for Business Excellenceis the definitive, comprehensive statement of excellence in business today. Oliver Wight's Class AStandardis the accumulated practice and experience of Oliver Wight Consultants around the world. It reflects the effort and achievement of thousands of client companies who have usedthestandard,and the benchmark capability it enables,to differentiate their business. The Seventh Edition will be the standard of business excellence for all businesses. The standard will take the readerthrough an understanding of business maturity and how to drive increase maturity with correspondingsustainablebusiness benefit.Usingthe Oliver WightProvenPath, a journey of Milestones focused on strategic prioritiesthat drive you through a series of defined Maturity Transitions, people, behavior and processes all become more aligned and focused. Updated content will include new information on collaboration, segmentation, value chain, analytTable of ContentsPreface ix Introduction xi Foundation xvii 1. Managing the Strategic Planning Process 1 2. Managing and Leading People 17 3. Driving Business Improvement 31 4. Integrated Business Planning 47 5. Managing the Products and Services Portfolio 63 6. Managing Market Demand 81 7. Managing the Supply Chain 95 8. Managing Internal Supply 113 9. Managing External Sourcing 129 Oliver Wight Biography 145

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Book SynopsisA Road Map for living and implementing the 10 Principles of The Energy Bus The Energy Bus Field Guide is your roadmap to fueling your life, work and team with positive energy.Table of ContentsIntroduction v The Case for Positive Energy ix Rule 1 You’re the Driver of Your Bus 1 Rule 2 Desire, Vision, and Focus Move Your Bus in the Right Direction 13 Rule 3 Fuel Your Ride with Positive Energy 25 Rule 4 Invite People on Your Bus and Share Your Vision for the Road Ahead 39 Rule 5 Don’t Waste Energy on Those Who Don’t Get on Your Bus 49 Rule 6 Post a Sign on Your Bus That Says “No Energy Vampires Allowed” 57 Rule 7 Enthusiasm Attracts More Passengers and Energizes Them during the Ride 69 Rule 8 Love Your Passengers 79 Rule 9 Drive with Purpose 91 Rule 10 Have Fun and Enjoy the Ride 99 Keep the Bus Rolling 107 Additional Case Studies 113 The Energy Bus Training Program 123 Acknowledgments 125 Other Books by Jon Gordon 127

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Book SynopsisThe easy way to get your head around company finance Having an understanding of your company's finances is crucial for both small business owners and corporate managers with budget responsibilities. Understanding Business Accounting For Dummies simplifies the key elements of UK business accounting, covering everything from evaluating profit margins to writing financial reports. Fully updated to cover the emergence of IFRS and dealing with foreign exchange, this new edition thoroughly outlines the essentials of business accounting. With comprehensive guidance and helpful strategies, this book makes light work of the financial fundamentals you need to move up the corporate ladder Use the latest technology to manage the bottom line Control profit and cash flow Budget with confidence Make sense of financial statements Survive an audit If you're ready to balance your budget, boost your profit margiTable of ContentsIntroduction 1 Part 1: Accounting Basics 7 Chapter 1: Introducing Accounting to Non-Accountants 9 Chapter 2: Bookkeeping 101: From Shoe Boxes to the Cloud 31 Chapter 3: Taxes, Taxes and More Taxes 53 Chapter 4: Accounting and Your Personal Finances 69 Part 2: Getting a Grip on Financial Statements 87 Chapter 5: Profit Mechanics 89 Chapter 6: The Balance Sheet from the Profit and Loss Account Viewpoint 111 Chapter 7: Cash Flows and the Cash Flow Statement 133 Chapter 8: Funding the Business 153 Part 3: Accounting in Managing a Business 177 Chapter 9: Managing Profit Performance 179 Chapter 10: Business Budgeting 199 Chapter 11: Choosing the Right Ownership Structure 221 Chapter 12: Cost Conundrums 239 Chapter 13: Choosing Accounting Methods 257 Part 4: Financial Reports in the Outside World 281 Chapter 14: How Investors Read a Financial Report. 283 Chapter 15: Professional Auditors and Advisors 315 Part 5: The Part of Tens 331 Chapter 16: Ten Ways Sav V Y Business Managers Use Accounting 333 Chapter 17: Ten (plus One) Questions Investors Should Ask When Reading a Financial Report 349 Chapter 18: Ten Ways to Get a Better Handle on the Financial Future 363 Appendix: Glossary: Slashing through the Accounting Jargon Jungle 375 Index 389

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Book SynopsisTable of Contents1 Accounting in Action 1-1 2 The Recording Process 2-1 3 Adjusting the Accounts 3-1 4 Completing the Accounting Cycle 4-1 5 Accounting for Merchandise Operations 5-1 6 Inventories 6-1 7 Accounting Information Systems 7-1 8 Fraud, Internal Control, and Cash 8-1 9 Accounting for Receivables 9-1 10 Plant Assets, Natural Resources, and Intangible Assets 10-1 11 Current Liabilities 11-1 12 Accounting for Partnerships 12-1 13 Corporations: Organization and Share Capital Transactions 13-1 14 Corporations: Dividends, Retained Earnings, and Income Reporting 14-1 15 Non-Current Liabilities 15-1 16 Investments 16-1 17 Statement of Cash Flows 17-1 18 Financial Analysis: The Big Picture 18-1 19 Managerial Accounting 19-1 20 Job Order Costing 20-1 21 Process Costing 21-1 22 Cost-Volume-Profit 22-1 23 Incremental Analysis 23-1 24 Budgetary Planning 24-1 25 Budgetary Control and Responsibility Accounting 25-1 26 Standard Costs and Balanced Scorecard 26-1 27 Planning for Capital Investments 27-1 Appendices A Specimen Financial Statements: TSMC, Ltd. A-1 B Specimen Financial Statements: Nestlé SA B-1 C Specimen Financial Statements: Delfi Limited C-1 D Specimen Financial Statements: Apple Inc. D-1 E Time Value of Money E-1 F Just-in-Time Processing and Activity-Based Costing F-1 Company Index / Subject Index I-1

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Book SynopsisIt takes a bold approach to leadership to thrive in the era of disruption The Growth Mindset provides a roadmap to the future for financial professionals. While the FinTech revolution is changing the wealth management industry, there is one thing that technology cannot offer the human component of advisory services.Table of ContentsIntroduction xv Acknowledgments xxxiii Part One: Leadership Makes a Difference in Wealth Management 1 Chapter 1: Communicate Effectively to Move People to Action 5 Chapter 2: Create a Compelling Vision 21 Chapter 3: The Right Culture Is Nonnegotiable 31 Chapter 4: Leaders Collaborate Effectively 43 Chapter 5: Coaching Advisors to Grow the Business 51 Chapter 6: Credibility Is the Foundation 67 Chapter 7: Emotional Intelligence 77 Chapter 8: Managing Yourself and Taking Responsibility 83 Chapter 9: Recruiting and Retaining Top Talent 93 Chapter 10: Creating Outstanding Teams 105 Chapter 11: Have the Courage to Lead Change 117 Chapter 12: Leaders Are Grateful and Win Hearts and Minds 133 Summary: Part One Leaders with a Growth Mindset Grow 139 Part Two: Growing Your Wealth Management Business 143 Chapter 13: Define Your Business Model 147 Chapter 14: Business Development 163 Chapter 15: Exceptional Client Experience 183 Chapter 16: Discovery Meeting 199 Chapter 17: A Question of Value, Not Price 211 Chapter 18: You Are the Solution 223 Chapter 19: Getting Into Flow 231 Chapter 20: Change Is Difficult 241 Chapter 21: Investment Management 253 Summary: Part Two Growing the Business Requires That We Evolve, Lead, and Serve 271 Part Three: What Clients Really Want 275 Chapter 22: What’s Your Number? 279 Chapter 23: The Good Life 291 Conclusion 307 Suggested Readings 311 About the Author 315 Index 317

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Book SynopsisExamine the depth and breadth of financial technologyThis comprehensive, hands-on guide is the go-to source for everything you need to confidently navigate the ever-changing scene of this booming industry.FinTech For Dummieswill shed light on this rapidly changing landscape making it an invaluable source of information for anybody working in or interested in this space. This book provides insights, knowledge and guidance from industry experts Steve O'Hanlon and Susanne Chishti on the following: Gaining insight fastest growing market segment of the financial marketsLearning the core decision making to effect a growth planSecuring knowledge of the fastest growing fintech companies in the worldNavigating the fintech worldThe ingredients into building a FinTech companyTable 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 to Know Fintech 5 Chapter 1: Navigating the FinTech Landscape 7 What Is FinTech, Anyway? 8 Analyzing FinTech’s Dimensions 10 Understanding What Has Changed in FinTech 13 Highlighting the Size of Global FinTech 15 Discovering a Few Important FinTech Terms 18 Chapter 2: Understanding What’s Disrupting the Financial Industry (and Why) 21 Providing Trust and Value 22 Trust 22 Value 23 Weighing Wall Street against Silicon Valley: Where Disruptors Live 25 Examining the Role of BigTech 28 BigTech and payment platforms 28 BigTech partnership opportunities 29 How BigTech can help utilize data 29 Barriers to greater BigTech participation 30 Understanding Where the Disruptions are Happening 32 Banks 33 Asset managers 34 Insurance 34 Regulation and legal work 35 Payments 36 Looking for the Opportunities 36 Partnership opportunities 36 Exploiting digitalization with AI 37 Enhancing data portability 37 Chapter 3: The Role of Regulation in FinTech 39 Supervising FinTech 40 Understanding that location matters 40 Recognizing that more regulations are coming 42 Leveling the playing field 42 Examining Vendor Risk Issues 44 Introducing the Regulators 45 The United States of America 45 The United Kingdom and Europe 47 Investigating Regulatory Changes 51 Payment Services Directives 51 The General Data Protection Regulation 52 Highlighting RegTech Opportunities 55 Part 2: Learning the Technology 57 Chapter 4: Defining the Tech Underpinning FinTech 59 Finding a Fix in FinTech 60 What’s the problem? 60 Why FinTech now? 61 Creating API Strategies 62 Understanding the concept 62 Looking at API benefits 63 Developing an API strategy 64 Including REST and RAML 65 Trying tips for API success 66 Reviewing APIs and security vulnerabilities 66 Understanding Event-Driven Software 67 Testing and implementation 69 Language support 70 Building on Agile: Microservices and More 71 Waterfall development 71 Agile design 73 Microservices 74 Bundling Efficiencies: Batch Processing 80 Improving Data Management 81 Distinguishing the types of data 81 Validating, enhancing, and cleansing data 83 Making enterprise data management more efficient 83 Working with CPUs and GPUs 85 Comparing CPUs and GPUs 85 Planning for success 86 Estimating the potential improvement 87 Choosing a Programming Language 88 Python 89 Julia 91 R 92 Chapter 5: Confronting the Compute Conundrum 93 Determining Compute Requirements 93 In-memory computing 94 Virtualization 95 Making Sense of DApps 95 Comparing DApps to traditional applications 96 Understanding blockchain 99 Knowing where to find DApps 100 Connecting DApps, Artificial Intelligence, and FinTech 102 Looking at permissioned blockchain 103 Understanding Quantum Computing 104 How quantum computing works 105 The drawbacks of quantum computing 106 How quantum computing fits into FinTech 107 Chapter 6: Calling Up the Cloud 109 Getting to Know the Cloud 110 Looking at the cloud’s key traits 111 Checking out the benefits of the cloud environment 111 Introducing types of cloud services 112 Choosing between private and public clouds 117 Cloud bursting 120 Developing an Optimal Cloud Strategy 121 Reviewing data security and encryption 121 Surveying data states 124 Considering cloud scalability 125 Understanding cloud-based virtualization 126 Using self-service provisioning 127 Monitoring performance 128 Evaluating potential security risk on the cloud 129 Understanding Privacy Compliance and Government Requirements 131 Data protection laws 132 Data localization laws 132 Data sovereignty laws 133 Access to information laws 133 Seeing How FinTech Helps with Cloud Strategies 133 Chapter 7: Understanding Blockchain beyond Bitcoin 135 Understanding the Basics of Blockchain 136 Mining and consensus 137 Smart contracts and DApps 138 Blockchain network types 139 Discovering How Blockchain Technology Works 140 Decentralization 141 Security 142 Transparency 146 Looking at Blockchain’s Role in FinTech 147 Chapter 8: Acclimating to the App Mentality 151 Introducing Types of FinTech Apps 152 Surveying the FinTech App Landscape 153 Digital banking 153 Wealth management 153 Payments and peer-to-peer money transfer 154 Lending 154 Looking at the Nonretail Side of FinTech Apps 155 RegTech 155 Capital markets trading 156 Building a GUI Framework 157 Introducing the GUI 158 Getting the GUI right 159 Establishing the Requirements Needed in the Development of an App 160 Chapter 9: Breaking Down BI Tools 163 Taking a Strategic Approach to BI 163 Exploring BI Tools 165 Online analytical processing 165 Querying and reporting 167 Data mining 167 Data visualization 168 Business activity monitoring 169 Data warehousing 170 Digital dashboards 171 Choosing the Right BI Tools for FinTech 172 General BI applications 173 Niche BI applications 174 Chapter 10: Reviewing the Role of Open Source 175 Defining Open Source 176 The open source community 176 Free versus open source 177 Looking at Open Source Development Processes 179 Beginning a project 179 Discussing and documenting 180 Perusing the Pros of Open Source 181 Reduced cost 182 Flexibility 183 Freedom 184 Development speed 184 Considering the Cons of Open Source 186 An untraditional support model 186 Time and resources for maintenance 187 The possibility of uneven documentation 187 Security risks 188 Sustainability issues 191 Licensing issues 191 Other concerns to consider 192 Evaluating Open Source Solutions 192 Developing your own solution 193 Finding help for the right open source solution 194 Introducing open innovation 196 Chapter 11: Grasping Data Management Fundamentals 197 Looking at FinTech’s Role in Helping Companies Manage Their Data 198 Understanding ETL: Extract, Transform, and Load 199 Going over the steps 199 Reviewing ETL software requirements 200 Managing Market Data 201 Cleansing and normalizing market data 202 Segmenting and storing market data 203 Dealing with Databases 204 Data warehouses 204 Data lakes 205 Maintaining Data Lineage 206 Breaking Down Big Data 207 Differentiating between Structured and Unstructured Data 208 Comparing SQL and NoSQL 209 SQL databases 209 NoSQL Databases 210 Chapter 12: Adapting for Future Technologies 211 Harnessing the Power of Artificial Intelligence 211 Defining AI 213 Breaking down artificial neural networks 214 Exploring how AI fits into FinTech 215 Leveraging Machine Learning 216 Supervised learning 216 Reinforcement learning 217 Unsupervised learning 217 Making the Most of Chat Bots 217 Checking Out Alternative Data Sources 218 Companies and devices involved in alternative data 219 Alternative data in the financial industry 220 Sourcing, compliance, and regulation 220 Part 3: Working With Fintech Companies 223 Chapter 13: Deciding Whether to Build, Buy, or Partner 225 Transforming Your Company Digitally 226 Exploring Reasons to Build or Buy 228 Looking at reasons to build 229 Checking out reasons to buy 230 Finding the balance between new and legacy software 232 Finding a FinTech Partner 234 Weighing the pros and cons of partnership 235 Researching and scouting potential FinTech partners 236 Working with partners on evolving solutions 239 Describing the Licensing Models 241 Subscription 241 Perpetual 242 Term 243 Source code transactions 243 An open source approach 244 Chapter 14: Managing Integration with Legacy Systems 247 Understanding and Tackling the Challenges of Legacy Infrastructures 248 Comparing old and modern systems 248 Determining whether a legacy system is too old 249 Estimating the cost of doing nothing 250 Discovering how FinTech can help 251 Planning for success 252 Walking through the Technical Steps of Updating a Legacy System 253 Noting areas of concern 253 Making your plan 253 Assembling the team 254 Implementing the plan 256 Avoiding the pitfalls 257 Simplifying Integration with Microservices Architecture 258 The benefits of microservices 258 Migration strategy options 259 Chapter 15: Preparing Your Team for a Successful Project 261 Assembling a Transformation Team 262 Recruiting the right team members 263 Counting on communication 264 Shifting the leadership paradigm 264 Assigning roles 265 Setting Realistic Expectations and Timelines 268 Supporting Change Agents 269 Retaining Good Employees during Change 272 Why employees leave 272 Retention strategies that work 273 Career paths and organizational change 274 Understanding Data-Driven Decision-Making 275 Breaking the Silos 277 Chapter 16: Investing in FinTech Companies 279 Understanding the Players 280 Challenging financial institutions 281 Offering collaborative solutions to financial institutions 281 Navigating the Investor Landscape 282 Crowdfunding 282 Angel investors 284 Venture capital 285 Corporate venture capital 286 Private equity 287 Conducting Due Diligence 288 Performing primary research 288 Doing secondary research 289 Analyzing data 290 Evaluating a Company’s Growth Strategies 291 Studying the competition 291 Listening to customers 292 Asking about technology 292 Inspiring innovation 292 Considering a Company’s Culture 293 Chapter 17: Figuring Out the FinTech Endgame 295 Bringing the Board Up to Speed on FinTech 296 Noting the challenges that financial boards face 297 Embracing digital transformation 298 Developing digital skills 300 Figuring out how to participate 301 Looking into the Future of FinTech 303 Authentication methods 303 Voice technology 304 Artificial intelligence 305 Identifying Industry-Driven Networks, Accelerators, and Incubators 306 The FinTech Innovation Lab 306 Startupbootcamp FinTech 306 Techstars 307 FINTECH Circle 307 Level39 308 Mulling Over Mergers and Acquisitions 308 Consolidation 309 Corporate venturing strategies 310 Part 4: The Part of Tens 313 Chapter 18: Ten Symptoms of Ailing Legacy Technology 315 A Band-Aid Overload 315 A Lack of Backward Compatibility 316 Incompatibility with Other Systems 317 Disparate Data 318 Spreadsheet Risk 319 Latency 321 Increasing Demand for Support and Maintenance 322 Short-Term Gains and Long-Term Pains 323 A Shrinking Talent Pool 323 Lost Market Opportunities 323 Chapter 19: Ten Questions for Determining Whether to Build or Buy 327 Is This Functionality Core to Our Business? 327 Is the Application Unique? 328 Which Approach is More Cost-Effective? 328 Should This Application Be Built? 329 What are the Risks of Building versus Buying? 330 When Does Open Source Make Sense? 331 When Does Building Make Sense? 332 How Can We Accelerate a Build? 333 When Does Buying Make Sense? 334 How Do We Select a Vendor and a Product? 335 Chapter 20: Ten Considerations When Using Open Source Technology 337 Your Business Model 338 Open Source Community Health 338 Tech Support 339 Security 340 Code Audits 341 Reliability 342 Hidden Costs 343 Updates and Upgrades 345 Potential Hardware Impact 346 Legal Considerations 347 Appendix: Building A Fintech Company From the Ground Up 351 Index 361

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Book SynopsisTable of ContentsTable of Contents PART 1 INTRODUCTION Chapter 1: Introduction Chapter 2: Financial Securities Chapter 3: Financial Markets PART 2 PORTFOLIO ANALYSIS Section 1 MEAN VARIANCE PORTFOLIO THEORY Chapter 4: The Characteristics of the Opportunity Set Under Risk Chapter 5: Delineating Efficient Portfolios Chapter 6: Techniques for Calculating the Efficient Frontier Section 2 SIMPLIFYING THE PORTFOLIO SELECTION PROCESS Chapter 7: The Correlation Structure of Security Returns: The Single-Index Model Chapter 8: The Correlation Structure of Security Returns: Multi-Index Models and Grouping Techniques Chapter 9: Simple Techniques for Determining the Efficient Frontier Section 3 SELECTING THE OPTIMUM PORTFOLIO Chapter 10: Estimating Expected Returns Chapter 11: How to Select Among the Portfolios in the Opportunity Set Section 4 WIDENING THE SELECTION UNIVERSE Chapter 12: International Diversification PART 3 MODELS OF EQUILIBRIUM IN THE CAPITAL MARKETS Chapter 13: The Standard Capital Asset Pricing Model Chapter 14: Nonstandard Forms of Capital Asset Pricing Models Chapter 15: Empirical Tests of Equilibrium Models Chapter 16: The Arbitrage Pricing Model APT – A Multifactor Approach to Explaining Asset Prices PART 4 SECURITY ANALYSIS AND PORTFOLIO THEORY Chapter 17: Efficient Markets Chapter 18: The Valuation Process Chapter 19: Earnings Estimation Chapter 20: Behavioral Finance, Investor Decision Making, and Asset Prices Chapter 21: Interest Rate Theory and the Pricing of Bonds Chapter 22: The Management of Bond Portfolios Chapter 23: Option Pricing Theory Chapter 24: The Valuation and Uses of Financial Futures PART 5 EVALUATING THE INVESTMENT PROCESS Chapter 25: Mutual Funds Chapter 26: Evaluation of Portfolio Performance Chapter 27: Evaluation of Security Analysis Chapter 28: Portfolio Management Revisited Index

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Book SynopsisBehavioral decision research provides many important insights into managerial behavior. From negotiation to investment decision, the authors weave behavioral decision research into the organizational realm by examining judgment in a variety of managerial contexts.Embedded with the latest research and theories, Managerial Decision Making, 8th Edition gives students the opportunity to understand their own decision-making tendencies, learn strategies for overcoming cognitive biases, and become better decision makers.Table of ContentsChapter 1 Introduction to Managerial Decision Making The Anatomy of Decisions System 1 and System 2 Thinking The Bounds of Human Attention and Rationality Introduction to Judgmental Heuristics An Outline of Things to Come Chapter 2 Overconfidence The Mother of All Biases Overprecision Overestimation Overplacement Let's Hear it for Well-Calibrated Decision Making Chapter 3 Common Biases Biases Emanating from the Availability Heuristic Biases Emanating from the Representativeness Heuristic Biases Emanating from the Confirmation Heuristic Integration and Commentary Chapter 4 Bounded Awareness Inattentional Blindness Change Blindness Focalism and the Focusing Illusion Bounded Awareness in Groups Bounded Awareness in Strategic Settings Discussion Chapter 5 Framing and the Reversal of Preferences Framing and the Irrationality of the Sum of Our Choices We Like Certainty, Even Pseudocertainty Framing and The Overselling of Insurance What's It Worth to You? The Value We Place on What We Own Mental Accounting Rebate/Bonus Framing Joint-versus-Separate Preference Reversals Conclusion and Integration Chapter 6 Motivational and Emotional Influences on Decision Making When Emotion and Cognition Collide Self-Serving Reasoning Emotional Influences on Decision Making Summary Chapter 7 The Escalation of Commitment The Unilateral Escalation Paradigm The Competitive Escalation Paradigm Why Does Escalation Occur? Integration Chapter 8 Fairness and Ethics in Decision Making Perceptions of Fairness When We Resist "Unfair" Ultimatums When We are Concerned about the Outcomes of Others Why do Fairness Judgments Matter? Bounded Ethicality Overclaiming Credit In-Group Favoritism Implicit Attitudes Indirectly Unethical Behavior When Values Seem Sacred The Psychology of Conflicts of Interest Conclusion Chapter 9 Common Investment Mistakes The Psychology of Poor Investment Decisions Active Trading Action Steps Chapter 10 Making Rational Decisions in Negotiations A Decision-Analytic Approach to Negotiations Claiming Value in Negotiation Creating Value in Negotiation The Tools of Value Creation Summary and Critique Chapter 11 Negotiator Cognition The Mythical Fixed Pie of Negotiation The Framing of Negotiator Judgment Escalation of Conflict Overestimating Your Value in Negotiation Self-Serving Biases in Negotiation Anchoring in Negotiation Conclusions Chapter 12 Improving Decision Making Strategy 1: Use Decision-Analysis Tools Strategy 2: Acquire Expertise Strategy 3: Debias Your Judgment Strategy 4: Reason Analogically Strategy 5: Take an Outsider's View Strategy 6: Understand Biases in Others Strategy 7: Nudge Wiser and More Ethical Decisions Conclusion References Index

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

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Book SynopsisA book about teams to help teams become more positive, united and connected. Worldwide bestseller the author of The Energy Bus and The Power of Positive Leadership shares the proven principles and practices that build great teams - and provides practical tools to help teams overcome negativity and enhance their culture, communication, connection, commitment and performance. Jon Gordon doesn't just research the keys to great teams, he has personally worked with some of the most successful teams on the planet and has a keen understanding of how and why they became great. In The Power of a Positive Team, Jon draws upon his unique team building experience as well as conversations with some of the greatest teams in history in order to provide an essential framework, filled with proven practices, to empower teams to work together more effectively and achieve superior results. Utilizing examples from the writing team who created the hit showTable of ContentsNo One Creates Success Alone 1 1 The Power of Positive 7 2 Positive Teams Create Positive Cultures 13 Create Your Culture 16 Culture Is Dynamic, Not Static 17 Make Your Bus Great 18 Make Your Culture a Priority 18 Invest in the Root 19 Decide to Be Vitamin C 21 The Power Is on the Inside 22 What Do We Want to Be? 22 3 Positive Teams Work Together toward a Shared Vision with a Greater Purpose 25 Shared Vision 28 Greater Purpose 28 Purpose-Driven Goals 29 Vision + Mission 31 Telescope and Microscope 32 Creating Billions and Winning Gold 32 The World’s Largest Family 34 The Table 35 Keep Your Vision and Purpose Alive 36 Make Your Vision and Purpose Come Alive 37 One Word 38 Make Sure Everyone Is on the Bus 39 Everyone Means Everyone 40 4 Positive Teams Work Together with Optimism, Positivity, and Belief 41 Stay Positive Together 43 Believe Together 44 Encourage Each Other 46 Feed the Positive Dog 47 Talk to Yourself 48 Replace Have To with Get To 49 Make the Next Opportunity Great 50 L.O.S.S. 50 Shark or Goldfish 52 Think Like Rookies 52 Defeat Murphy 53 Inside Out 54 Distort Reality 56 Fear or Faith 56 The Positivity Experiment 57 Don’t Stop Believing 59 The Best Is Yet to Come 60 5 Positive Teams Transform and Remove Negativity 63 No Energy Vampires Allowed 66 It Starts at the Culture Level 67 The First Step Is Transformation 68 Remove the Negativity 68 It’s Not Okay to Be Moody 70 Implement the No Complaining Rule 71 Weed and Feed 72 Positive Conflict 73 6 Positive Teams Communicate and Connect 77 Connection Is the Difference between Good and Great 80 It Starts with Communication 82 Where There Is a Void, Negativity Will Fill It 83 Fill the Void 84 One-on-One Communication 85 Why Don’t We Communicate? 85 On a Scale of 1 to 10 87 Listening Enhances Communication 88 Communicate to Connect 89 Team Beats Talent When Talent Isn’t a Team 89 Team + Talent 91 Team Building 93 It’s Worth It 97 Team Grit 99 7 Positive Teams Commit and Care 101 Play Your Notes 104 Team First 104 We before Me 107 Commitment Recognizes Commitment 109 Committing Makes Everyone Better 110 Serve to Be Great 111 Commit to Your Team 112 Do You Care? 113 Care More 114 Craftsmen and Craftswomen 115 You Can’t Fake It 116 8 Positive Teams Are Always Striving to Get Better 119 The One Percent Rule 122 Own the Boat 122 Elite of the Elite 123 Love and Accountability 124 Family and Team 125 Love Tough 127 Positive Discontent 127 Tell-the-Truth Mondays 128 Have the Difficult Conversations 129 Like versus Love 130 Forged in the Fire 132 9 We Are Better Together 133 Meraki 140 Are You a Real Team? 143 11 Thoughts about Teamwork 145 References 147 Let us help you build a Positive, United,and Connected Team 149 Power of a Positive Team Resources 151 Positive U 152 Other Books by Jon Gordon 153

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Book SynopsisTable of ContentsChapter 1 Are you a carrot, an egg, or a coffee bean?About the Authors About the IllustratorBecome a Certified Positive Leadership Coach & TrainerBooks by Jon GordonOther Books by Damon West

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Book SynopsisKick off the cycle of success with serious self-promotion that works Book Yourself Solid is a handbook for self-promotion that translates into results. We tend to think of "busy" as the equivalent of "successful" but that's not always the case. The key lies in what you're busy doing.Table of ContentsAcknowledgments ix Author’s Note xi Preface xv Module One Your Foundation 1 Chapter 1 The Red Velvet Rope Policy 3 Chapter 2 Why People Buy What You’re Selling 16 Chapter 3 Develop a Personal Brand 32 Chapter 4 How to Talk About What You Do 48 Module Two Building Trust and Credibility 61 Chapter 5 Becoming a Likeable Expert in Your Field 63 Chapter 6 The Book Yourself Solid Sales Cycle Process 76 Chapter 7 The Book Yourself Solid Keep-in-Touch Strategy 95 Chapter 8 The Power of Information Products 108 Module Three Simple Selling and Perfect Pricing 125 Chapter 9 Perfect Pricing 127 Chapter 10 Super Simple Selling 141 Module Four The Book Yourself Solid Six Core Self-Promotion Strategies 151 Chapter 11 The Book Yourself Solid Networking Strategy 155 Chapter 12 The Book Yourself Solid Direct Outreach Strategy 177 Chapter 13 The Book Yourself Solid Referral Strategy 199 Chapter 14 The Book Yourself Solid Speaking Strategy 210 Chapter 15 The Book Yourself Solid Writing Strategy 237 Chapter 16 The Book Yourself Solid Web Strategy 256 Part 1: Designing Your Website 258 Part 2: Getting Visitors to Your Website 270 Part 3: Building Your Social Media Platform 281 Final Thoughts 290 References 293 How to Reach Michael Port 295 About the Author 296 Index 297

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Book SynopsisDetermine a company''s value, what drives it, and how to enhance value during a M&A Valuation for M&A lays out the steps for measuring and managing value creation in non-publicly traded entities, and helps investors, executives, and their advisors determine the optimum strategy to enhance both market value and strategic value and maximize return on investment. As a starting point in planning for a transaction, it is helpful to compute fair market value, which represents a floor value for the seller since it by definition represents a value agreed upon by any hypothetical willing and able buyer and seller. But for M&A, it is more important to compute investment value, which is the value of the target company to a strategic buyer (and which can vary with each prospective buyer). Prepare for the sale and acquisition of a firm Identify, quantify, and qualify the synergies that increase value to strategic buyers Get access to newTable of ContentsPreface xi Dedication and Acknowledgments xv PART I Introduction 1 Chapter 1 Winning through Mergers and Acquisitions 3 Critical Values Shareholders Overlook 5 Stand-Alone Fair Market Value 6 Investment Value to Strategic Buyers 8 Win–Win Benefits of Merger and Acquisition 10 Computation of Cavendish’s Stand-Alone, Fair Market Value 11 Investment Value to Strategic Buyer 12 PART II Building Value 15 Chapter 2 Building Value and Measuring Return on Investment in a Private Company 17 Public Company Value Creation Model 17 Computing Private Company Value Creation and ROI 19 Analyzing Value Creation Strategies 35 Chapter 3 Market and Competitive Analysis 41 Linking Strategic Planning to Building Value 43 Assessing Specific Company Risk 48 Competitive Factors Frequently Encountered in Nonpublic Entities 53 Financial Analysis 54 Conclusion 59 Chapter 4 Merger and Acquisition Market and Planning Process 61 Common Seller and Buyer Motivations 64 Why Mergers and Acquisitions Fail 65 Sales Strategy and Process 67 Acquisition Strategy and Process 78 Due Diligence Preparation 86 Chapter 5 Measuring Synergies 91 Synergy Measurement Process 92 Key Variables in Assessing Synergies 95 Synergy and Advance Planning 96 PART III Measuring Value 99 Chapter 6 Valuation Approaches and Fundamentals 101 Business Valuation Approaches 101 Using the Invested Capital Model to Define the Investment Being Appraised 103 Why Net Cash Flow Measures Value Most Accurately 104 Frequent Need to Negotiate from Earnings Measures 106 Financial Statement Adjustments 109 Managing Investment Risk in Merger and Acquisition 112 Conclusion 117 Chapter 7 Income Approach: Using Expected Future Returns to Establish Value 119 Why Values for Merger and Acquisition Should Be Driven by the Income Approach 119 Two Methods within the Income Approach 121 Three-Stage DCF Model 128 Establishing Defendable Long-Term Growth Rates and Terminal Values 131 DCF Challenges and Applications 133 Chapter 8 Cost of Capital Essentials 135 Cost of Debt Capital 136 Cost of Preferred Stock 138 Cost of Common Stock 138 Fundamentals and Limitations of the Capital Asset Pricing Model 139 Modified Capital Asset Pricing Model 142 Build-Up Model 143 Summary of Rate of Return Data 151 Private Cost of Capital 153 International Cost of Capital 156 How to Develop an Equity Cost for a Target Company 157 Reconciling Discount Rates and P/E Multiples 159 Conclusion 161 Appendix 8A Using Specific Company Risk Strategically 162 Chapter 9 Weighted Average Cost of Capital 169 Iterative Weighted Average Cost of Capital Process 170 Shortcut Weighted Average Cost of Capital Formula 174 Common Errors in Computing Cost of Capital 176 Chapter 10 Market Approach: Using Guideline Public Companies and M&A Transactions 181 Transaction Multiple Method 182 Guideline Public Company Method 186 Selection of Valuation Multiples 190 Commonly Used Market Multiples 191 Chapter 11 Asset Approach 199 Book Value versus Market Value 200 Premises of Value 201 Use of the Asset Approach to Value Noncontrolling Interests 201 Adjusted Book Value Method 202 Specific Steps in Computing Adjusted Book Value 207 Chapter 12 Adjusting Value through Premiums and Discounts 209 Applicability of Premiums and Discounts 210 Application and Derivation of Premiums and Discounts 211 Apply Discretion in the Size of the Adjustment 213 Control versus Lack of Control in Income-Driven Methods 215 Fair Market Value versus Investment Value 215 Chapter 13 Reconciling Initial Value Estimates and Determining Value Conclusion 217 Essential Need for Broad Perspective 217 Income Approach Review 220 Market Approach Review 225 Asset Approach Review 226 Value Reconciliation and Conclusion 228 Checks to Value 231 Candidly Assess Valuation Capabilities 232 Valuation Scenarios – Platform for M&A 232 Appendix 13A Disciplined and Thorough Valuation Analysis Key to Avoiding Failed M&A Deals 235 Analysis of a Hypothetical Synergistic Deal 235 Establishing the Value of an Acquisition Target 236 Establishing Value for the Acquirer 238 Considerations of Other Impacts on Value 239 PART IV Specialty Issues 241 Chapter 14 Exit Planning 243 Why Is Exit Planning So Difficult? 244 What Makes Planning for Your Private Company Investment Unique? 247 Why Should Exit Planning for Your Private Company Begin Now? 249 Exit Planning Process 250 Step 1: Setting Exit Goals 252 Step 2: Owner Readiness 254 Step 3: Type of Exiting Owner 256 Step 4: Exit Options 258 Step 5: Range of Values 263 Step 6: Execution of Exit Plan 265 Chapter 15 Art of the Deal 269 Unique Negotiation Challenges 269 Deal Structure: Stock versus Assets 271 Asset Transaction 276 Terms of Sale: Cash versus Stock 279 Personal Goodwill 282 Bridging the Gap 283 See the Deal from the Other Side 286 Chapter 16 Fairness Opinions 289 Why Are Fairness Opinions Obtained? 291 The Use of Fairness Opinions by Private Companies 294 Parties Who Prepare Fairness Opinions 295 Components of a Fairness Opinion 297 What Fairness Opinions Are Not 301 Conclusion 302 Appendix 16A Sample Fairness Opinion Letter 303 Chapter 17 M&A and Financial Reporting 309 U.S. GAAP and IFRS 310 Relevant FASB and IFRS Statements 311 Reviews by the Audit Firm 312 ASC 820: Fair Value Measurements 313 ASC 805: Business Combinations 315 ASC 350: Goodwill and Other Intangible Assets 325 Incorporating ASC 805 into the Due Diligence Process 326 References 329 Chapter 18 Intangible Asset Valuation 331 Approaches to Valuing Intangible Assets 332 Key Components to Intangible Asset Valuation 334 Intangible Asset Valuation Methods 343 Conclusion 352 Chapter 19 Measuring and Managing Value in High-Tech Start-Ups 353 Why Appraisals of High-Tech Start-Ups Are Essential 353 Key Differences in High-Tech Start-Ups 355 Value Management Begins with Competitive Analysis 356 Stages of Development 358 Risk and Discount Rates 360 Start-Ups and Traditional Valuation Methods 361 QED Survey of Valuation Methods Used by Venture Capitalists 367 A Probability-Weighted Scenario Method to Value Start-Ups 372 Equity Allocation Methods 377 Conclusion 380 Chapter 20 Cross-Border M&A 381 Strategic Buy-Side Considerations 381 Due Diligence 390 Sell-Side Considerations 395 PART V Case Studies 397 Chapter 21 Merger and Acquisition Valuation Case Study – Distribution Company 399 History and Competitive Conditions 400 Potential Buyers 401 General Economic Conditions 402 Specific Industry Conditions 403 Growth 404 Computation of the Stand-Alone Fair Market Value 404 Risk and Value Drivers 409 Summary and Conclusion of Stand-Alone Fair Market Value 418 Computation of Investment Value 420 Suggested Considerations to Case Conclusion 427 Chapter 22 Merger and Acquisition Valuation Case Study –Professional Services Firm 429 Characteristics 429 Valuation Methods 433 Case Study Introduction 435 Potential Buyer 435 Historic Financial Performance 436 Future Expectations 439 Risk and Value Drivers 443 Discounted Cash Flow Method 445 Other Valuation Methods to Consider 445 Suggested Considerations to Case Conclusion 451 About the Authors 453 Glossary 455 Index 465

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Book SynopsisTable 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 Stock Charts 5 Chapter 1: Brushing Up on Stock Charting Basics 7 Minimizing the Emotional Roller Coaster of Investing 7 Viewing Stocks from Varying Perspectives 8 Discovering All the Tools You Can Use with Your Charts 8 Getting Organized with Your Charts 9 Customizing Your Charts 10 Putting Everything Together 10 Chapter 2: Using Charts to Minimize Your Emotional Roller Coaster 11 Getting Ready for the Emotions of Owning a Stock 11 Understanding a few market basics 12 Leveling the playing field 14 Building a Chart to Track and Control Emotions 15 Checking Out Index Charts 17 Indexes around the world 18 Commodity indexes 19 The S&P 500 20 Defining Trends 20 Part 2: Viewing the Money Trail Through Different Lenses 23 Chapter 3: Focusing on Chart Settings 25 Choosing Chart Attributes 26 Starting with the time period, range, and spacing 26 Defining the price display 29 Displaying volume and toggles 33 Setting Overlays 34 Selecting Indicators 36 Common indicators 36 Volume and price as indicators 37 Chapter 4: Burning the Candle at Both Ends with Candlestick Charts 39 Deciphering the Parts of a Candlestick Chart 40 The candle body 41 Shadows on a hollow candle 42 Shadows on a filled candle 43 Windows 44 Introducing Color onto a Candlestick Chart 45 Crafting Your Chart 46 Reading and Using Your Chart to Make Decisions 48 Knowing when candles matter 48 Buying based on bullish candlestick patterns 49 Chapter 5: Spotting Differences with Bar Charts 51 Beginning with Bar Chart Basics 51 Price bar components 51 Different types of bar charts 52 Building a Bar Chart from the Ground Up 54 Putting a Bar Chart to Work 55 Gaps 55 Short bars versus long bars 56 Trading ranges, support, resistance, and breakout 56 Chapter 6: Seeing What’s Trending with Line Charts 59 What Is a Line Chart? 59 Making a Line Chart the Easy Way 61 Reading and Using Your Chart Line by Line 62 Adding support and resistance lines 63 Knowing when lines matter 64 Chapter 7: Getting the Lay of the Land with Area Charts 67 Comparing Area Charts to Line Charts 67 Making an Area Chart You Can Show Off 69 Strengthening or dimming the area display 69 Trying different colors 70 Adding color lines to emphasize change 70 Looking at legends and labels 71 Adding a Personal Touch with Styles 71 Knowing When Area Charts Matter 72 Part 3: Using Chart Tools for Decision Making 75 Chapter 8: Charting Different Time Periods 77 Converting Candlestick Charts to Different Periods 78 60-minute to daily candle display 78 Daily to weekly candle display 79 Daily to monthly candle display 79 Weekly to monthly candle display 80 Converting Bar Charts to Different Periods 81 60-minute to daily bar charts 81 Daily to weekly bar charts 81 Weekly to monthly bar charts 82 Converting Line and Area Charts to Different Periods 83 Taking It One Day at a Time with Daily Charts 84 Looking at the daily price movement in context 84 Using a range of one year (or more) with a daily chart 86 Examining market capitalization with daily charts 88 Embracing Short-Term Thinking with 60-Minute Charts 91 Highlighting intraday price action 92 Using 60-minute charts for index watching 92 Seeing the Big Picture with Weekly Charts 94 Weekly bar charts 94 Weekly line charts 95 The big benefits of weekly analysis 95 Knowing When a Monthly Chart Can Come in Handy 96 Recognizing major long-term lows and highs 96 Analyzing investor behavior 97 Picking the Right Chart for the Right Range 98 Shifting Your Focus to Closing Prices 99 Chapter 9: Reading a Price Chart 103 Running with Bulls and Sleeping with Bears: Uptrends and Downtrends 104 Recognizing an uptrend 104 Spotting a downtrend 105 Bucking the Trend: When a Stock Isn’t Trending 107 Looking at consolidation basics 107 Recognizing different periods of consolidation on a chart 108 Reading investor behavior during consolidation 109 Leveling Out: It’s All about the Base 110 Types of bases 110 The start of an uptrend from a base 114 Reaching the Top: Muffins, Spires, or Something Else? 115 The rounded top 116 The spire 117 The parabolic run 118 The double top 119 The range trading top 120 Scaling for Profit: It’s Only Money 121 Arithmetic scaling 121 Logarithmic scaling 123 Scaling guidelines 123 Chapter 10: Harnessing the Power of Overlays 125 Keeping Track of Moving Averages 126 Plotting a moving average 126 Looking at moving averages for different periods 129 Examining the uses and benefits of moving averages 133 Getting into the Groove with Channel Investing 135 Keltner channels 135 Bollinger Bands 139 Moving average envelopes 140 Finding Your Sweet Spot between Horizontal Support and Resistance 142 Chapter 11: Using Indicators to Facilitate Chart Analysis 145 Beginning with Indicator Basics 145 Divergence 146 Bounded and unbounded indicators 147 Rolling with Momentum Indicators 147 Moving average convergence divergence indicator (MACD) 148 Momentum displays that look like the MACD 150 Relative strength index (RSI) 153 Stochastics 158 Using Volume with Price 161 Chaikin money flow (CMF) 162 Money flow index (MFI) 163 On-balance volume (OBV) 165 Accumulation distribution (ACCUM/DIST) 166 Determining How Many Indicators to Use on One Chart 167 Chapter 12: Making Sense of Relative Strength Indicators 169 Relative Strength Investing Basics: Seeking Better-Performing Stocks 170 Sectors and industries 170 What makes a strong stock 171 Four things to know in relative strength investing 172 Measuring a Stock’s Relative Strength to the S&P 500, a Sector, and an Industry 172 Creating a ratio chart 173 Interpreting a ratio chart 175 Making broader comparisons 176 Ranking Stocks with SCTR 176 Introducing technical ranking 176 Plotting and interpreting the SCTR indicator 178 Looking at the components of the SCTR indicator 179 Breaking down peer groups for technical ranking 181 Understanding market movement in the rankings 181 Protecting your capital with SCTR 183 Using SCTR for base breakouts 185 Checking Out Performance Charts 186 Using Relative Rotation Graphs (RRG) 188 Part 4: Getting Organized and Managing Stock Trends 191 Chapter 13: Organizing Charts into Industry or Sector Groups 193 Recognizing the Importance of Sectors and Industry Groups 194 Creating and Populating ChartLists 195 Creating a list with a name and a number 195 Populating a list with one or more charts 197 Building lists with industry groups or sectors 198 Using the Number in Sorted Order button 198 Removing numbers from stocks inside a list 200 Organizing Your ChartLists 201 Interesting charts 202 Temporary scan lists 202 SCTR list 203 Watch list 203 Current open positions 203 Closed trades 203 Sector or industry lists 203 ETF list 204 Market overview 204 Index lists 204 Chapter 14: Keeping Track of What’s Going On 205 Making a Watch List 206 Surveying predefined scans 206 Saving scans to ChartLists 208 Creating and Using Your Three Main ChartLists 209 Deciding which stocks to move 210 Moving stocks into your three lists 211 Setting Alerts 212 Chapter 15: Conducting Breadth Analysis 215 Investigating Bullish Percent Indexes 216 Understanding how a buy or sell signal for a single stock is recorded 217 Interpreting the results for groups of stocks 217 Studying the Percentage of Stocks above the 200 DMA 220 Looking at the basic chart 220 Comparing breadth information 220 Reviewing the Breadth of Different Exchanges 222 The NASDAQ composite breadth 222 The New York Stock Exchange composite breadth 225 The Toronto Stock Exchange breadth 226 Chapter 16: A Quick Check of the Week’s Action 227 Counting the Days 227 Up days 228 Down days 228 Inside and outside days 229 Responding to Weird Price Action 230 Volume and price bar extremes 230 Outside reversal dates on weekly charts 231 Tracking Key Events 232 Options expiration days 233 Fed meeting dates 234 Spotting a Break of Support on Indexes 235 Part 5: Personalizing Your Stock Charts with Styles 237 Chapter 17: Customizing Candlestick Charts 239 Picking Your Personal Candlestick Indicators 240 Daily candlestick charts 240 Weekly candlestick charts 242 Saving Your Personal Style 244 Creating your default ChartStyle setting 244 Saving multiple ChartStyles 245 Trading Using a Candlestick Chart with Your Settings 246 Trading a daily candlestick chart with annotations 246 Trading a weekly candlestick chart 250 Sharing Your Customized Charts 251 Chapter 18: Fine-Tuning Your Bar Charts 253 Adjusting Bar Chart Settings to Your Liking 254 Colors 254 Overlays 255 Indicators 255 Special settings for weekly bar charts 256 Trading Using a Daily Bar Chart with Your Settings 257 Trading Using a Weekly Bar Chart with Your Settings 259 Chapter 19: Adjusting Your Line and Area Charts 263 Creating a Custom Weekly Line Chart 264 Developing Your Own Monthly Line Chart 266 Selecting your indicators 267 Saving your monthly line chart 268 Trading a monthly line chart 269 Setting Up a Specialized Monthly Area Chart 270 Part 6: Putting Your Stock Charting Expertise to Work 273 Chapter 20: Using Your Charts to Inform Your Buy, Hold, and Sell Decisions 275 Separating the Strong from the Weak 275 Sector summary 276 Industry summary 279 Knowing When to Hold ’Em and When to Fold ’Em 279 Checking the speed of movement 280 Looking at typical support levels 280 Gauging gains 280 Following technical clues to help manage your trades 281 Thinking about trading styles 283 Considering big picture trends 284 Selling Stocks Before They Head South 284 Chandelier exits 284 Parabolic stop and reverse 285 Chapter 21: Putting It All Together 287 Gauging the Market’s Direction 288 Market tops 288 Leading sectors 290 Market breadth 294 Position of the indexes compared to the 40-week moving average 295 Narrowing Your Focus to Certain Sectors 296 Choosing your fishing holes: Sectors with promise 297 Investing in different sectors for ballast 298 Using SCTR reports 298 Considering income stream investing 299 Using Targeted Scans 299 Working with Price Displays, Overlays, and Indicators 302 Price displays 302 Overlays and indicators 303 SCTR and the relative strength rankings 303 Taking Away Lessons from Your Wins and Losses 304 Journaling about the market and your trading 304 Tracking and analyzing your winners and losers 305 Continuing to buy winners 306 Refraining from holding losers 307 Part 7: The Part of Tens 309 Chapter 22: Ten Common Investing Mistakes and How to Avoid Them 311 Trying to Fight the Market Instead of Following It 311 Buying a Loser 312 Chasing a 25–35 Percent Off Sale in Great Companies 313 Falling for a 75 Percent Off Sale 314 Forgetting That Commodity Stocks Are Very Volatile 314 Buying a Story Instead of a Stock 315 Investing in a Sick Sector 316 Selling a Winner Too Soon 316 Continuously Avoiding What’s Worked 317 Not Buying Stocks in Falling Markets 318 Chapter 23: Ten Tips for Cashing In on Tomorrow’s Amazingly Great Stock 319 Being Prepared for Big Moves in a Short Time 319 Understanding That You Don’t Have to Be First to Buy 320 Waiting on the Big-Name IPOs 321 Seeing Huge Gaps on Earnings 321 Watching for Crisis in a Stock 322 Using Volatility to Warn the End Is Near 322 Measuring Volatility with the Average True Range 323 Realizing That the SCTR Won’t Help Find Exits 323 Working with Bollinger Bands 324 Using the U.S Dollar as a Guide 324 Index 327

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Book SynopsisThe real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you''re one of the millions of people whose skills are the ''product,'' you know that you cannot be successful unless you bring in clients. The problem is, you''re trained to do your jobnot sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or ''behind'' when it comes to courting clients, an unfamiliar territory where you''re never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You''ll have to unlearn everything you know about sales, but then you''ll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the courseTable of ContentsThe Problem 1 A Curious Problem 3 2 Finders, Minders, and Grinders 14 The Business Development Imperative Obstacles 3 Beyond Pixels 27 Selling a Service Is Different from Selling Things (and Harder) 4 Obstacle #1—What They Didn’t Teach You in B-School 37 If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales? 5 Obstacle #2—But I Don’t Want to Sell 45 Moving Past Willy Loman 6 Obstacle #3—Things Aren’t What They Once Were 56 It Is Harder Than Ever to Sell Expert Services 7 Obstacle #4—A Blizzard of Bad Advice 67 Everything You Know about Sales Is Wrong How Clients Buy 8 The Secret to Selling 83 Never Say Sell 9 Element 1—I Am Aware of You 95 What Was the Name of Your Firm Again? 10 Element 2—I Understand What You Do 112 You Do What? 11 Element 3—I Am Interested 127 These Are My Goals 12 Element 4—I Respect Your Work 138 You Have the Right Stuff to Help Me 13 Element 5—I Trust You 154 You Have My Best Interests at Heart 14 Element 6—I Am Able 168 I’ve Got Budget and Buy-In 15 Element 7—I Am Ready 181 The Timing Is Right Putting the Seven Elements To Work 16 A Chain Is as Strong as Its Weakest Link 197 Using the Seven Elements as a Diagnostic Tool 17 Getting to Work 212 Learning to Think and Act Like a Rainmaker 18 All Business Is Local 223 From the Silk Road to the Information Superhighway 19 Our Vision of the Future 229 A Roadmap for Change Notes and References 241 Acknowledgments 248 About the Authors 251 Index 253

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Book SynopsisTable of ContentsSpecial Thanks from the Authors ix About the Authors xi About Miller Heiman Group xii About CSO Insights xiii Foreword xv Part I Introduction 1 Chapter 1 The Science of Selling 9 Part II Laying the Foundation 25 Chapter 2 The Many Facets of Sales Force Enablement 27 Chapter 3 The Customer’s Path 39 Chapter 4 The Enablement Charter 49 Part III Enablement Services 65 Chapter 5 Content Services 69 Chapter 6 Training Services 91 Chapter 7 Coaching Services 107 Chapter 8 Creating Consistency Through Value Messaging Part IV The Inner Workings of Enablement 141 Chapter 9 Formalized Collaboration 143 Chapter 10 Integrated Enablement Technology 153 Chapter 11 Enablement Operations 169 Chapter 12 Measuring Results 181 Part V Where to Go from Here 197 Chapter 13 Enablement Maturity 199 Chapter 14 The Future of Selling Starts Now 211 Appendix 219 Index 227

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Book SynopsisUse Adobe Analytics as a marketer not a programmer! If you're a marketer in need of a non-technical, beginner's reference to using Adobe Analytics, this book is the perfect place to start. Adobe Analytics For Dummies arms you with a basic knowledge of the key features so that you can start using it quickly and effectively. Even if you're a digital marketer who doesn't have their hands in data day in and day out, this easy-to-follow reference makes it simple to utilize Adobe Analytics. With the help of this book, you'll better understand how your marketing efforts are performing, converting, being engaged with, and being shared in the digital space. Evaluate your marketing strategies and campaignsExplore implementation fundamentals and report architectureApply Adobe Analytics to multiple sourcesSucceed in the workplace and expand your marketing skillset The marketing world is continually growing and evolving, and Adobe Analytics For Dummies will help you stay ahead of the curve.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 Adobe Analytics 5 Chapter 1: Why Adobe Analytics? 7 Understanding Why You’re Using Adobe Analytics 8 Avoiding HiPPO! 8 Knowing when you need Adobe Analytics 10 Knowing the difference between reporting and analysis 10 Identifying Where Adobe Analytics Data Comes From 11 Capturing data from websites 12 Capturing data from mobile devices 14 Mining data from native apps 14 Data from IoT and beyond 15 Configuring and Analyzing Data 16 Preparing to slice and dice data 16 Optimizing your raw data 17 Being a data collection detective 17 Situating Adobe Analytics in the Universe of Data Analysis 19 Surveying how Adobe Analytics stacks up 19 Understanding how Google Analytics fits into the picture 22 Evaluating plusses and minuses 25 Noting other analytics options 26 Building a Positive Relationship with Your Data Team 26 Chapter 2: Basic Building Blocks of Reporting and Analysis 27 Standard Categories of Measurement 28 Defining Dimensions 29 Using the page dimension 30 Knowing when a page is not a page 30 Appreciating the foundational role of the page dimension 31 Splitting dimensions with breakdowns 32 Measuring with Metrics 33 Defining hits 33 Measuring page views 33 Counting visits 34 Identifying unique visitors 36 Understanding deduplication 37 Trending metrics 38 Calculating metrics 38 Measuring with Segments 39 Using Report Suites 41 Breaking it down in the real world 42 Using Adobe Experience Cloud Debugger to identify your report suite 43 Chapter 3: Conquering the Analysis Workspace Interface 45 Surveying the Analytics Environment 46 Zooming In on the Workspace 47 Creating Your First Project 48 Understanding the Calendar 51 Using Analysis Workspace Panels 53 Adding Dimensions, Metrics, Segments, and Time Components 56 Adding a dimension 58 Adding a metric 59 Adding a dimensional breakdown 59 Adding a segment 60 Adding a time 60 Navigating the Menu Structure 62 Part 2: Analyzing Data 65 Chapter 4: Building Analytic Reports with Freeform Tables 67 Working with Dimensions and Metrics 67 Wrapping your head around dimensions 68 Combining dimensions and metrics 68 Adding Dimensions to a Table 70 Adding the page dimension 70 Analyzing a second dimension using the visit number dimension 71 Mixing in the marketing channel dimension 72 Zooming in with Multiple Metrics 73 Replacing a metric 73 Adding a second metric 73 Throwing a third metric into the mix 74 Sorting and Filtering Data 75 Sorting freeform tables in ascending and descending order 75 Filtering freeform tables based on a word or phrase 76 Advanced filtering of freeform tables 77 Dropping into the Segment Drop Zone 78 Dropping one or more segments into the drop zone 78 Using metrics, dimensions, and time ranges in the drop zone 80 Exploiting the Value of Templates 81 Looking at the content consumption template 82 Examining the products template 83 Using custom templates 84 Creating custom templates 84 Chapter 5: Using Metrics to Analyze Data 87 Analyzing Time Spent 88 Counting total seconds spent 89 Measuring time spent per visit (seconds) 90 Identifying time spent per visitor (seconds) 91 Calculating average time on site 91 Assessing mobile app time spent 92 Using Metrics for Bounces, Bounce Rate, and Single Page Visits 93 Understanding Metrics Unique to Adobe 94 Counting instances 94 Measuring occurrences 94 Averaging page views per visit 96 Averaging page depth 96 Distinguishing page hits from page events 97 Identifying pages not found 98 Measuring visitors with Experience Cloud ID 98 Analyzing single access 99 Analyzing visits from search engines 99 Using the people metric 99 Exploiting Product and Cart Metrics 100 Identifying product views 100 Metrics for shopping carts 101 Using purchase metrics 103 Working with Custom Metrics in Adobe 104 Chapter 6: Using Dimensions to Analyze Data 107 Wielding Content Dimensions 108 Identifying server sources 108 Looking at the site section dimension 109 Examining hierarchy 110 Finding error pages 112 Analyzing links 112 Specifying Activity Map dimensions 117 Connecting Behavior to Advertising 121 Analyzing referrer dimensions 121 Tracking marketing channels 123 Tying back to search engines 126 Applying campaign tracking codes 130 Chapter 7: Using Device, Product, and Custom Dimensions to Analyze Data 133 Defining Key Technology Dimensions 134 Distinguishing browsers and operating systems 134 Differentiating mobile device dimensions 135 Locating users with geographic dimensions 137 Dissecting Product Dimensions 138 Zooming in on product 139 Adopting product category or not 140 Identifying customer loyalty 140 Sifting through Time Dimensions 141 Applying time-parting 141 Measuring time spent 142 Analyzing visit number 143 Identifying days before first purchase 145 Analyzing days since last purchase 146 Measuring return frequency 147 Identifying single-page visits 148 Working with Custom Dimensions 149 Defining expiration and allocation dimensions 149 Distinguishing between props and eVars 151 Applying date ranges 153 Chapter 8: Productivity Tips and Techniques 155 Exploiting Essential Keyboard and Mouse Shortcuts 155 Opening projects and saving work 156 Creating content 156 Undoing and redoing edits 157 Making quick selections for breakdowns 157 Using the clipboard to move data to other apps 158 Refreshing content 159 Deploying key keyboard shortcuts 159 Taking Advantage of One-Click Visualize 160 Generating unlocked visualizations 160 Locking visualizations 162 Saving time with visualization shortcuts 165 Invoking Time Comparisons 165 Adding a time period column 167 Comparing time periods 168 Applying Conditional Formatting 169 Understanding conditional formatting options 169 Part 3: Massaging Data for Complex Analysis 173 Chapter 9: Designing Precise Segments 175 Understanding and Defining Segments 176 Identifying segment containers 177 Distinguishing segment containers 178 Defining a Segment and Setting the Container 181 Governing your segments properly 183 Creating segments dynamically in a freeform table 185 Sharing segments between users and Adobe solutions 185 Using Virtual Report Suites Based on Segments 187 Identifying virtual report suites 187 Curating via virtual report suites 188 Redefining visits with context-aware sessions 189 Chapter 10: Creating Calculated Metrics to Accelerate Analyses 191 Understanding and Defining Calculated Metrics 191 Calculated metrics in the real world 192 Calculated metrics in the data world 193 Creating Basic Calculated Metrics in a Freeform Table 196 Calculating with two metrics 196 Applying functions to a single metric 198 Building Calculated Metrics from Scratch 198 Adding static numbers to a metric definition 202 Including parentheses when defining new metrics 203 Applying segments to create derived metrics 204 Getting the Most from Calculated Metrics 206 Applying basic and advanced functions 207 Governing all of your calculated metrics 210 Chapter 11: Classified! Using Classifications to Make Data More Accessible 213 Making Data Coherent and Accessible 214 Renaming unfriendly codes 214 Consolidating with classifications 215 Consolidating retroactively 216 Thinking outside product classifications 217 Applying classifications to breakdowns, metrics, and segments 218 Working with Classified Data 218 Identifying classified dimensions 219 Confirming: The best way to identify your classifications 220 Defining Classifications 221 Sending Data to a Classification 225 Importing classification data in bulk 225 Automating classifications with Rule Builder 228 Chapter 12: Applying Attribution Models for Sophisticated Analysis 235 Applying Attribution to Your Data 236 Differentiating Attribution Models 238 Applying last touch and first touch models 238 Considering linear and participation models 240 Exploring U-shaped, J-shaped, and inverse J models 241 Using custom and time decay models 242 Defining best fit, algorithmic, and data-driven attribution 243 Operating Attribution IQ in Workspace 244 Applying Attribution IQ in freeform tables 244 Creating calculated metrics with Attribution IQ 247 Comparing models using the attribution panel 250 Part 4: Visualizing Data to Reveal Golden Nuggets 255 Chapter 13: Creating Chart Visualizations for Data Storytelling 257 Getting the Most from Charts in Adobe Analytics 258 Getting visualization tips from templates 258 Dissecting a donut chart 258 Breaking down a bar chart 260 Looking at trends in a line chart 262 Sizing up data with stacked bar charts 264 Surveying multiple metrics with scatterplots 265 Creating Charts from Table Data 266 Generating a chart from a row of data 266 Generating a chart from multiple rows 267 Locking data displayed in a visualization 269 Building Histograms and Venn Diagrams 270 Organizing data with histograms 271 Deriving insights from Venn diagrams 273 Defining Chart Attributes in Detail 275 Visualization Beyond Data Charts 277 Chapter 14: Advanced Visualization 279 Visualizing Flow Paths 279 Defining flow paths 280 Creating a flow visualization 281 Interacting with flow visualizations 282 Analyzing Fallout Paths 286 Understanding fallout terms and concepts 287 Generating a fallout visualization 287 Building Cohort Tables 291 Understanding essential cohort table terminology 291 Generating a cohort visualization 293 Migrating from Google Analytics’ cohort table 296 Customizing and Sharing Curated Projects 298 Changing Color Palettes 300 Chapter 15: Leveraging Data Science to Identify Unknown Unknowns 303 Detecting Anomalies 304 Using Anomaly Detection for KPIs 304 Understanding how Anomaly Detection works 305 Understanding the logic and math behind Anomaly Detection 305 Identifying statistical methods and rules behind Anomaly Detection 306 Viewing anomalies in a date-based freeform table 307 Viewing anomalies without a date dimension via a trended line chart 309 Turning off Anomaly Detection 310 Discovering Contribution Analysis 311 Using Data Science to Compare Segments 314 Invoking Segment Comparison 315 Brainstorming Segment Comparison use cases 318 Chapter 16: Arming Yourself with Data from the Beyond 321 Drawing Analysis outside Workspace 322 Exporting projects to CSV or PDF 322 Sending projects from workspace to email 323 Creating alerts based on anomalies 325 Tapping into Adobe data directly in Excel 328 Visual Analysis Heat Maps with Activity Map 332 Integrating within Adobe Products 334 Dissecting Adobe Audience Manager audiences in Workspace 335 Integrating your tests and personalization 336 Capturing email metrics in Workspace 337 Integrating beyond Individual Products 337 Analyzing ad data in Adobe 338 Accessing the scale of Experience Cloud 339 Connecting data into Adobe Analytics today 340 Incorporating any dataset in the future 341 Part 5: The Part of Tens 343 Chapter 17: Top Ten Custom Segments 345 Identifying Purchasers 346 Defining a Non-Purchasers Segment 349 Isolating Single-Page Visitors 351 Identifying Single-Visit, Multi-Page Visitors 353 Bucketing SEO to Internal Search 354 Segmenting Pre-Purchase Activity 355 Going Strictly Organic 356 Finding Strictly Paid Activity 356 Filtering Out Potential Bots 357 Identifying Checkout Fallout 358 Chapter 18: Top Ten Analytics Resources 359 Checking Out Adobe’s Analytics Implementation Guide 360 Understanding Why You Need a Measurement Plan 362 Using Data Governance 362 Setting Up a Web Analytics Solution Design 363 Listening In on the Digital Analytics Power Hour 364 Getting Insights from Analytics Agencies 365 Attending Conferences, Conferences, Conferences 366 Joining the Adobe Experience League 367 Learning the Latest from the Adobe Analytics YouTube channel 368 Hacking the Bracket with Adobe Analytics 369 Index 371

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Book SynopsisBenefit from values-based leadership Values-driven organizations are considered by some to be the most successful on the planet. They have high levels of engagement, generate higher earnings, and are more profitable by having an inclusive, multi-tiered strategy.It's a win-win! In Values-Based Leadership For Dummies, you'll get a fool-proof plan for putting the principles of values-based leadership in actionwhich will inspire and motivate others to pursue what matters most. With many Baby Boomers edging toward retirement, the largest generation in history, the Millennials, will be taking over the reins and stepping into leadership roles. They've suffered through the difficult economic times and corporate scandals of the early 2000s and they want things to be different. Inside, you'll get the framework for adopting the principles of values-based leadership that will help Millennialsand any member of any organizationthrive: utilizing the tools of self-reflecTable of ContentsIntroduction 1 Part 1: Getting Started with Values-Based Leadership 7 Chapter 1: Welcome to the World of Values-Based Leadership 9 Chapter 2: Understanding the Evolving Workforce You Serve 21 Chapter 3: Shifting Your Consciousness beyond the Self 35 Chapter 4: Reframing Your Perception of Business 49 Part 2: Becoming a Values-Based Leader 59 Chapter 5: Before You Get There: Knowing Where You Are as a Leader 61 Chapter 6: Nurturing the Four Attributes of a Values-Based Leader 77 Chapter 7: Activating the Grounding Principles 99 Chapter 8: Defining Defiant Workplaces 119 Part 3: Charting the Course and Crafting Your Values 141 Chapter 9: Lighting the Pathway to Establishing Trust 143 Chapter 10: Facing the Truth about Who You Are 159 Chapter 11: Identifying Values and Creating a Values Statement 173 Chapter 12: Going It Alone When Your CEO Isn’t Interested in Values-Based Leadership 191 Chapter 13: Cementing a Career Starlight for the Long Haul 211 Part 4: Supercharging Your Team and the Workplace with Values 225 Chapter 14: Hiring and Retaining Great Talent 227 Chapter 15: Maintaining Engagement and Job Satisfaction 249 Chapter 16: Motivating the Masses 265 Chapter 17: Slicing the Pie: Creating a Culture of Leadership 283 Chapter 18: Fostering an Environment of Innovation 295 Chapter 19: Being Willing to Let People Go 307 Part 5: The Part of Tens 315 Chapter 20: Ten Practices to Stay on Track as a Values-Based Leader 317 Chapter 21: Ten Tips for Staying Connected with Your Team 325 Chapter 22: Ten Facts about the Millennial Market, Its Values, and Its Influence 333 Chapter 23: Ten Workplace Myths 339 Index 347

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Book SynopsisTable of ContentsPreface to Fifth Edition xi Acknowledgments xv Part One Reading Between the Lines 1 Chapter 1 The Adversarial Nature of Financial Reporting 3 The Purpose of Financial Reporting 4 The Flaws in the Reasoning 8 Small Profits and Big Baths 12 Maximizing Growth Expectations 13 Downplaying Contingencies 20 The Importance of Being Skeptical 23 Conclusion 27 Part Two The Basic Financial Statements 31 Chapter 2 The Balance Sheet 33 The Value Problem 34 Comparability Problems in the Valuation of Financial Assets 36 Instantaneous Wipeout of Value 38 How Good Is Goodwill? 40 Losing Value the Old-Fashioned Way 44 True Equity Is Elusive 45 Book Value May Overstate Reality 46 Pros and Cons of a Market-Based Equity Figure 49 The Common Form Balance Sheet 51 Conclusion 53 Chapter 3 The Income Statement 55 Making the Numbers Talk 55 How Real Are the Numbers? 61 Conclusion 85 Chapter 4 The Statement of Cash Flows 87 The Cash Flow Statement and the Leveraged Buyout 89 Analytical Applications 95 In Defense of Slack 121 Conclusion 123 Part Three A Closer Look at Profits 125 Chapter 5 What Is Profit? 127 Bona Fide Profits versus Accounting Profits 127 Which Costs Count? 130 Conclusion 134 Chapter 6 Revenue Recognition 135 Making It Up at Gowex 135 Globo’s Foreseen Fall from Grace 139 Channel-Stuffing in the Drug Business 143 A Second Take on Earnings 146 Making the Numbers at M/A-Com 149 Astray on Layaway 151 Recognizing Membership Fees 152 A Potpourri of Liberal Revenue Recognition Techniques 155 Fattening Earnings with Empty Calories 156 Tardy Disclosure at Halliburton 162 Managing Earnings with Rainy Day Reserves 165 Fudging the Numbers: A Systematic Problem 168 Conclusion 171 Chapter 7 Expense Recognition 173 Diamond Foods’s Movable Expenses 173 Nortel’s Deferred Profit Plan 176 Grasping for Earnings at General Motors 181 Time-Shifting at Freddie Mac 184 Conclusion 186 Chapter 8 The Applications and Limitations of EBITDA 187 EBIT, EBITDA, and Total Enterprise Value 188 The Role of EBITDA in Credit Analysis 193 Abusing EBITDA 196 A More Comprehensive Cash Flow Measure 198 Working Capital Adds Punch to Cash Flow Analysis 201 Conclusion 203 Chapter 9 The Reliability of Disclosure and Audits 205 Where Was the Cash? 206 Sloppiness Can Be a Red Flag 210 How Manipulation Evades Detection 214 Systematic Problems in Auditing 215 Conclusion 220 Chapter 10 Mergers-and-Acquisitions Accounting 221 Goodwill Goes Bad 223 Double Trouble 224 Conclusion 227 Chapter 11 Is Fraud Detectable? 229 Telltale Signs of Manipulation 230 Fraudsters Know Few Limits 233 Enron: A Media Sensation 233 HealthSouth’s Excruciating Ordeal 242 Milk and Other Liquid Assets 249 Trouble Was Brewing at Luckin 252 Conclusion 254 Part Four Forecasts and Security Analysis 255 Chapter 12 Forecasting Financial Statements 257 A Typical One-Year Projection 257 Sensitivity Analysis with Projected Financial Statements 270 Projecting Financial Flexibility 276 Pro Forma Financial Statements 279 Multiyear Projections 285 Conclusion 299 Chapter 13 Credit Analysis 301 Balance Sheet Ratios 302 Income Statement Ratios 311 Statement of Cash Flows Ratios 316 Combination Ratios 318 Relating Ratios to Credit Risk 326 Conclusion 342 Chapter 14 Equity Analysis 343 The Dividend Discount Model 344 The Price-Earnings Ratio 350 The Du Pont Formula 360 Valuation through Restructuring Potential 364 Advanced Equity Analysis 370 Conclusion 373 Notes 375 Glossary 387 Further Reading 405 About the Authors 407 Index 409

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Book SynopsisMake a difference with company culture Organizations around the world are looking for the secret sauce to create strong company culturesand this book lets you in on what you can do to share the same culture that drives places like Google, Southwest, and Wegman's to succeed. Inside, expert author on corporate culture Mike Ganino distills company culture down to the four core elements that you need to consider when making any business decision. Packed with real-world examples and practical approaches to help you build a culture that drives performance, increases bottom line results, and creates brands that people talk about and remember, this is the book you'll want to keep close by as you create your own unique culture. Implement and manage cultural change effectivelyApply key principles to achieve organizational goalsSee how new technologies influence organizationsRetain employees and attract new talent With this helpful guide, you'll boost your company's culture in no time!Table of ContentsIntroduction 1 Part 1: Getting Started with Company Culture 5 Chapter 1: Understanding Company Culture 7 Chapter 2: Reaping the Benefits of a Healthy Culture 17 Chapter 3: Benchmarking Company Culture 29 Part 2: Starting with Yourself 49 Chapter 4: Managing Yourself 51 Chapter 5: Honing Your Leadership Skills 83 Part 3: Designing Your Culture for Maximum Impact 95 Chapter 6: Maximizing Your Impact with Mission and Vision 97 Chapter 7: Setting Your House Rules: Values and Behaviors at Work 115 Chapter 8: Leveraging Your Culture for Inbound Recruiting 133 Chapter 9: Hiring to Boost Culture 153 Chapter 10: Onboarding New Hires 175 Chapter 11: Better Training to Improve Culture 193 Part 4: Managing Your Culture 213 Chapter 12: Improving Communications 215 Chapter 13: Improvising Your Way to a Better Culture 233 Chapter 14: Creating a Feedback-Rich Culture 243 Chapter 15: Creating a Culture Pocket in the Org Chart 253 Chapter 16: Producing an Inclusive and Diverse Place to Work 263 Part 5: Disrupting Performance Management 281 Chapter 17: Reviewing the Performance Review 283 Chapter 18: Perfecting the One-on-One for Culture Connections 303 Chapter 19: Setting Clear Objectives to Boost a Productive Culture 317 Chapter 20: Using Recognition to Reinforce Company Culture 331 Part 6: The Part of Tens 341 Chapter 21: Ten Free Ways to Boost Your Culture 343 Chapter 22: Ten Ways That Job Applicants Can Read Company Culture 351 Index 361

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Book SynopsisTable of ContentsForeword 7 Introduction 10 1 Understand Design Thinking 13 1.1 What needs are addressed in the Playbook? 14 1.2 Why is process awareness key? 36 1.3 How to get a good problem statement 50 1.4 How to discover user needs 58 1.5 How to build empathy with the user 72 1.6 How to find the right focus 80 1.7 How to generate ideas 90 1.8 How to structure and select ideas 98 1.9 How to create a good prototype 108 1.10 How to test efficiently 118 2 Transform Organizations 131 2.1 How to design a creative space and environment 132 2.2 What are the benefits of interdisciplinary teams? 144 2.3 How to visualize ideas and stories 158 2.4 How to design a good story 168 2.5 How to trigger change as a facilitator 180 2.6 How to prepare the organization for a new mindset 190 2.7 Why strategic foresight becomes a key capability 198 3 Design the Future 211 3.1 Why systems thinking helps to understand complexity 212 3.2 How to apply lean business model thinking 224 3.3 Why business ecosystem design becomes the ultimate lever 240 3.4 How to bring it home 254 3.5 Why some design criteria will change in the digital paradigm 266 3.6 How to kick-start digital transformation 278 3.7 How artificial intelligence creates a personalized customer experience 292 3.8 How to combine design thinking and data analytics to spur agility 302 Closing words 314 Authors 323 Sources 335 Index 338

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Book SynopsisTable of ContentsPreface 1 Introduction 1.1 About Econometrics 1.2 The Structure of This Book 1.3 Illustrations and Exercises 2 An Introduction to Linear Regression 2.1 Ordinary Least Squares as an Algebraic Tool 2.2 The Linear Regression Model 2.3 Small Sample Properties of the OLS Estimator 2.4 Goodness-of-fit 2.5 Hypothesis Testing 2.6 Asymptotic Properties of the OLS Estimator 2.7 Illustration: The Capital Asset Pricing Model 2.8 Multicollinearity 2.9 Missing Data, Outliers and Influential Observations 2.10 Prediction Wrap-up Exercises 3 Interpreting and Comparing Regression Models 3.1 Interpreting the Linear Model 3.2 Selecting the Set of Regressors 3.3 Misspecifying the Functional Form 3.4 Illustration: Explaining House Prices 3.5 Illustration: Predicting Stock Index Returns 3.6 Illustration: Explaining Individual Wages Wrap-up Exercises 4 Heteroskedasticity and Autocorrelation 4.1 Consequences for the OLS Estimator 4.2 Deriving an Alternative Estimator 4.3 Heteroskedasticity 4.4 Testing for Heteroskedasticity 4.5 Illustration: Explaining Labour Demand 4.6 Autocorrelation 4.7 Testing for First-order Autocorrelation 4.8 Illustration: The Demand for Ice Cream 4.9 Alternative Autocorrelation Patterns 4.10 What to do When you Find Autocorrelation? 4.11 Illustration: Risk Premia in Foreign Exchange Markets Wrap-up Exercises 5 Endogenous Regressors, Instrumental Variables and GMM 5.1 A Review of the Properties of the OLS Estimator 5.2 Cases Where the OLS Estimator Cannot be Saved 5.3 The Instrumental Variables Estimator 5.4 Illustration: Estimating the Returns to Schooling 5.5 Alternative Approaches to Estimate Causal Effects 5.6 The Generalized Instrumental Variables Estimator 5.7 Institutions and Economic Development 5.8 The Generalized Method of Moments 5.9 Illustration: Estimating Intertemporal Asset Pricing Models Wrap-up Exercises 6 Maximum Likelihood Estimation and Specification Tests 6.1 An Introduction to Maximum Likelihood 6.2 Specification Tests 6.3 Tests in the Normal Linear Regression Model 6.4 Quasi-maximum Likelihood and Moment Conditions Tests Wrap-up Exercises 7 Models with Limited Dependent Variables 7.1 Binary Choice Models 7.2 Multiresponse Models 7.3 Models for Count Data 7.4 Tobit Models 7.5 Extensions of Tobit Models 7.6 Sample Selection Bias 7.7 Estimating Treatment Effects 7.7.1 Regression-based Estimators 7.8 Duration Models Wrap-up Exercises 8 Univariate Time Series Models 8.1 Introduction 8.2 General ARMA Processes 8.3 Stationarity and Unit Roots 8.4 Testing for Unit Roots 8.5 Illustration: Long-run Purchasing Power Parity (Part 1) 8.6 Estimation of ARMA Models 8.7 Choosing a Model 8.8 Illustration: The Persistence of Inflation 8.9 Forecasting with ARMA Models 8.10 Illustration: The Expectations Theory of the Term Structure 8.11 Autoregressive Conditional Heteroskedasticity 8.12 What about Multivariate Models? Wrap-up Exercises 9 Multivariate Time Series Models 9.1 Dynamic Models with Stationary Variables 9.2 Models with Nonstationary Variables 9.3 Illustration: Long-run Purchasing Power Parity (Part 2) 9.4 Vector Autoregressive Models 9.5 Cointegration: the Multivariate Case 9.6 Illustration: Money Demand and Inflation Wrap-up Exercises 10 Models Based on Panel Data 10.1 Introduction to Panel Data Modelling 10.2 The Static Linear Model 10.3 Illustration: Explaining Individual Wages 10.4 Dynamic Linear Models 10.5 Illustration: Explaining Capital Structure 10.6 Panel Time Series 10.7 Models with Limited Dependent Variables 10.8 Incomplete Panels and Selection Bias 10.9 Pseudo Panels and Repeated Cross-sections Wrap-up A Vectors and Matrices A.1 Terminology A.2 Matrix Manipulations A.3 Properties of Matrices and Vectors A.4 Inverse Matrices A.5 Idempotent Matrices A.6 Eigenvalues and Eigenvectors A.7 Differentiation A.8 Some Least Squares Manipulations B Statistical and Distribution Theory B.1 Discrete Random Variables B.2 Continuous Random Variables B.3 Expectations and Moments B.4 Multivariate Distributions B.5 Conditional Distributions B.6 The Normal Distribution B.7 Related Distributions Bibliograph Index

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Book SynopsisTable of ContentsPreface The Power of Why xix CHAPTER ONE Preparing for the Cultural Evolution 1 What’s Your Business DNA? 1 Burn the Bridge of Mediocrity 2 Boardroom or Bored Room: Defining Corporate Culture 4 The Company Ecosystem 4 You’re Not Coaching Effectively 5 A 10-Year Coaching Study 7 Assessing Your Culture and the ROI of Coaching 8 34 Characteristics of a Coaching Culture 11 Preparing for Your Cultural Evolution 12 Preparing for Your Cultural Journey 14 Can’t Change Your Company’s Culture? Create a Subculture Instead 19 Stop Selling, Start Coaching 23 CHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27 Questions Are the Universal Language 29 A Universal Definition of Coaching 30 The Revised L.E.A.D.S. Model for Masterful Coaching 31 24 Types of Questions in the L.E.A.D.S. Coaching Framework 38 How to Coach in 10 Minutes or Less 45 Coaching Simplified: The Only Three Coaching Gaps You’ll Ever Uncover 47 CHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51 Directive Coaching Is Not a Thing 51 Using the L.E.A.D.S. Coaching Model 53 Ten-Minute Coaching Moments 53 The Cost of Not Coaching 57 Justifying Your Role as the Super Salesperson 58 Coaching versus Training: What’s the Difference? 61 CHAPTER FOUR How to Coach in 10 Minutes or Less 65 “Coaching Takes Too Long” 66 The Five Parts of the 60-Second Coaching Question 69 Ask for an Opinion, Not a Solution 71 Impromptu Situational Coaching—the ABCs of Leadership 72 Team Coaching or Team Meetings? 75 Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings 76 Lead with Questions, Not Answers 78 Abandon Absolute Thinking and Embrace Dualities 82 CHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85 The Revised Coaching Prep Form 86 Capturing the Measurable Impact of Coaching 87 Are You Reviewing Results or Performance? 92 Enter the Coaching Action Plan 93 CHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97 The Hard Truth 97 Coach and Be Happy 98 Resign as Chief Problem Solver 99 Control Freak? A Case for Letting Go 102 Performance Coach or Chief Problem Solver? You Decide 103 An Eight-Minute Coaching Conversation 105 CHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113 What Is Enrollment? 114 Everyone Loves Confrontation 117 There’s No Such Thing as a Difficult Conversation 118 The Six Steps of Enrollment 120 Coaching versus Enrollment: The Difference and Synergy 123 How to Destroy Trust and Isolate Your Team 127 The Cost of Not Enrolling 129 Manage Expectations with Precision: A Different Kind of Conversation 131 CHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133 Prepare Your People for Change 134 A Subtle Distinction 150 CHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151 Conversation #1: Eliminating Departmental and Interpersonal Silos 151 Conversation #2: Inheriting an Existing Team 155 Conversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158 Conversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158 Conversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161 CHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163 Assumptions in Communication 164 Coach the Written Message 174 Coaching the Elusive Topic of Time Management and Personal Productivity 177 Coaching a Top Producer to Change Their Toxic Attitude and Behavior 180 Can You Coach Fear and Confidence? 184 CHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185 Three Ways to Uncover the Gap 186 Coach the Person, Not the Spreadsheet 188 Sharing an Observation versus Developing Someone: What’s the Difference? 197 CHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201 Toxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201 Toxic Tactic #2: Are You Coaching People or Closing Them? 203 Toxic Tactic #3: Coaching in Your Own Image 209 Toxic Tactic #4: Living Everywhere but Now 211 Toxic Tactic #5: Coaching Multiple Gaps at a Time 217 Toxic Tactic #6: Double-Dipping on Questions 219 Toxic Tactic #7: Coaching Is for Losers 220 Toxic Tactic #8: In Search of the Perfect Coaching Question 221 Toxic Tactic #9: Caring Too Much 222 Toxic Tactic #10: Is Everyone Truly Coachable? 222 Toxic Tactic #11: The Coachee Answers the Question—Not You! 223 Toxic Tactic #12: Getting Suckered by These Two Common Phrases 223 Toxic Tactic #13: Thinking You’re Super Coach 225 Toxic Tactic #14: Losing Patience in Coaching 226 A GPS for Your Patience 226 Toxic Tactic #15: Dishonoring the ABCs of Leadership 228 CHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231 Six Strategies to Build and Maintain Your Coaching Culture 232 1. Peer-to-Peer Coaching 232 2. Cross-Team Coaching and Observation 234 3. Monthly Coaching Mindshare Sessions 234 4. Get Your Own Coach 235 5. Create Coaching Evangelists 235 6. Leverage Technology or Build Reciprocated Accountability 235 PART I YOUR JOURNEY BEGINS HERE 237 CHAPTER FOURTEEN The Final Transformation 239 16 Final Guidance Principles to Become a Coaching Prodigy 243 Appendix Seven Steps to Creating a Top Performing Coaching Culture 247 Become the Model of Exemplary Sales Leadership 251 Bring This Coaching Code into Your Company 251 Acknowledgments 253 About the Author 255 Index 257

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Book SynopsisA terrific and timely book that makes a compelling case for fundamentally rethinking how your business communicates. Recommended!Jay Baer, founder of Convince & Convert and author of Hug Your HatersOnce upon a time, storytelling was confused with talking at people. Not anymore. Shane and Joe are your narrators in a journey that will transform how you talk to other human beings to be more believable, relevant, compelling and unforgettable.Brian Solis, experience architect, digital anthropologist, best-selling author Shane Snow and Joe Lazauskas spend the overwhelming majority of their time thinking, writing, and theorizing about brand storytelling - so you don''t have to. They''re smart and they know this topic inside out (and sideways). Read their book. While I can''t guarantee you''ll rise to Shane and Joe''s ridiculously obsessive level, you will be infinitely better prepared to tell your own brand''s story. Promise!RebeTable of ContentsAcknowledgments xiii About the Authors xv Introduction xvii Stories Matter xviii Businesses Need to Tell Good Stories xix Workers and Leaders Need to Tell Good Stories xx Who Are We? xx Why This Book? xxii 1 The Power of Story 1 Jacques and the Beggar 4 And Now for Shane’s Favorite Ryan Gosling Story 5 Our Brains Are Built for Story 8 Stories Help Us Remember 10 Stories Generate Empathy—at the Chemical Level 12 Stories Bring Us Together 14 With Great Power . . . 19 2 The Elements of Great Storytelling 23 Element 1: Relatability 25 Element 2: Novelty 29 What Movie Popularity Data Tell Us about Novelty 31 Element 3: Tension 35 Element 4: Fluency 38 3 Honing Your Storytelling Chops 41 Universal Storytelling Frameworks 43 The Ben Franklin Method for Improving Story Skills 48 The Sludge Report 52 4 Transforming Business with Storytelling 57 How Stories Make Products and Services Better 62 Stories Make Advertising Better 68 Stories Make Your Sales Conversions Better 71 Stories Make Your Hiring Process Better 73 Stories Build Your Brand 74 How We Built the Most Influential Content Strategy Blog on Earth 79 #1: Committing to a Mission 79 #2: Getting Smart about Audience 81 #3: Establishing a Strategic Methodology 83 5 The Killer Formula for Building an Audience 85 The CCO Pattern: Create, Connect, Optimize 87 Connect: The Storytelling Bull’s-Eye 94 Create: The Story Funnel-Matrix 100 Optimize: Cranking the Efficiency 104 6 The Brand Newsroom 113 The Talent Race 116 The Virtual Newsroom 118 What Type of Newsroom Do You Prefer? 119 7 The Future of Brand Storytelling 121 #1: Breakthrough Quality Storytelling 125 #2: Rigorously Strategic 128 #3: Tech-Enabled and Data-Optimized 132 The Content Decision Engine 135 The Content Operating Wheel 136 Strategy 138 Plan 142 Create 145 Activate 148 Optimize 150 8 The Storytelling Habit 157 Selling Storytelling Inside Your Organization 160 A Culture of Storytelling 164 May the Story Force Be with You 165 Notes 167 Index 169

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Book SynopsisTable of ContentsFOREWORD BY JOHN C. BOGLE xi PREFACE: THE HISTORY OF THE BOGLEHEADS’ THREE-FUND PORTFOLIO xvii ACKNOWLEDGMENTS xxv CHAPTER 1: THE INVESTMENT INDUSTRY 1 CHAPTER 2: JOHN C. BOGLE—THE INVESTOR’S BEST FRIEND 5 CHAPTER 3: JOHN BOGLE INTRODUCES THREE TOTAL MARKET INDEX FUNDS 9 CHAPTER 4: TWENTY BENEFITS OF TOTAL MARKET INDEX FUNDS (IN NO PARTICULAR ORDER) 13 Benefit1: No Advisor Risk 14 Benefit2: No Asset Bloat 17 Benefit3: No Index Front Running 19 Benefit4: No Fund Manager Risk 20 Benefit5: No Individual Stock Risk 22 Benefit6: No Overlap 24 Benefit7: No Sector Risk 25 Benefit8: No Style Drift 26 Benefit9: Low Tracking Error 27 Benefit10: Above-Average Return 28 Benefit11: Simplifi ed Contributions and Withdrawals 32 Benefit12: The Benefitof Consistency 33 Benefit13: Low Turnover 34 Benefit14: Low Costs 35 Benefit15: Maximum Diversifi cation (lower risk) 38 Benefit16: Portfolio Effi ciency (best risk/return ratio) 39 Benefit17: Low Maintenance 40 Benefit18: Easy to Rebalance 41 Benefit19: Tax Effi ciency 42 Benefit20: Simplicity (for investors, caregivers, and heirs) 44 CHAPTER 5: GETTING STARTED 49 CHAPTER 6: STAY THE COURSE 59 APPENDIX I: WHAT EXPERTS SAY 63 APPENDIX II: MEET THE BOGLEHEADS 69 GLOSSARY OF FINANCIAL TERMS 75 INDEX 79

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