{"title":"Consultancy Books","description":"","products":[{"product_id":"management-consultancy-the-role-of-the-change-agent-9781137605214","title":"Management Consultancy The Role of the Change","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eJulian Randall \u003c\/b\u003eis Senior Lecturer and Programme Leader for the MSc in Management Consultancy at Aberdeen University Business School, UK.\u003cb\u003eAllan J. Sim \u003c\/b\u003eis Senior Lecturer in Business and Management at Aberdeen University Business School, UK.\u003cb\u003eBernard Burnes\u003c\/b\u003e is Professor of Organisational Change at the Stirling University Management School, UK. He is one of the leading international authorities on organisational change.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eThis textbook brings together management consultancy and change management, theory and practice and internal and external approaches to change agency. It does so in an accessible way, breaking up text and including practitioner accounts and regular ‘consultancy in action’ sections. The authors provide a wealth of teaching and consulting practice to address the contemporary challenge of achieving change through participation and learning. * Andrew Sturdy, Professor of Management, University of Bristol, UK *\u003cbr\u003eSpeaking as a former internal consultant, and partner in my own consultancy practice, and as Chair in Strategic Management researching consultancy and change, this book provides detailed, rigorous, and very readable coverage of the field. * Bill Cooke, Professor of Strategic Management, University of York, UK *\u003cbr\u003eThis book offers a comprehensive perspective on change agents and their role in facilitating change. Based on academic research and extensive change management practice, the book offers students and practitioners key insights into the practice of change agents and provides valuable tips how to develop your skills to facilitate change. As change is now ubiquitous, these are crucial skills for the future of work. The book is a valuable resource for students interested in consulting, change management and leadership. * Natalia Nikolova, Director UTS Advanced MBA, UTS Business School, University of Technology Sydney, Australia *\u003cbr\u003eWritten by a mixture of practitioners and academics, this book provides valuable insights into both the theoretical and practical skills of being a change agent. There are clear learning objectives at the beginning of each chapter which set the overall context and ample 'stop and reflect' points which give structured opportunities to stop and consider the wider context of change and culture. Good vignettes help to conceptualise and bring concepts to life. Excellent for those wanting to guide and influence change as an internal change agent or considering a career within the wider management consultancy field. This book helps you to understand the skills and knowledge required to fulfil these roles. A well-written and wide ranging, comprehensive account of the role of the change agent. * Julian Bond, Senior Fellow and Director Nye Bevan Programme, Alliance Manchester Business School, University of Manchester, UK *\u003cbr\u003eAs a leading Data Governance Consultancy, we found the theories from this book to be well structured with a number of useful tips that our management consultants can use in their day to day work. The combination of theoretical and practical examples helps to realise the key factors for the successful implementation of any change programme. * Melanie Jenner, Director, DTSQUARED *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eChapter 1 - In the Beginning There Was Change  Chapter 2 - Consultants and Change Agents  Chapter 3 - Consultancy Skills: Agreeing\/Negotiating a Contract  Chapter 4 - Culture and Identity: Exploring a Company’s Culture  Chapter 5 - Changing the Culture: What is Feasible?  Chapter 6 - Identifying the Role of Training in Achieving Strategic Outcomes  Chapter 7 - Negotiating Successfully through Change  Chapter 8 - Internal Change Agents and Participative Change  Chapter 9 - Consultants, Ethics and the Law  Chapter 10 - Organizational Development and Future Challenges.","brand":"Bloomsbury Publishing PLC","offers":[{"title":"Default Title","offer_id":48738402828631,"sku":"9781137605214","price":59.99,"currency_code":"GBP","in_stock":true}]},{"product_id":"the-gig-economy-9781788210041","title":"The Gig Economy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThe “gig economy” is a relatively recent term coined to describe a range of working arrangements that have previously been denoted as precarious, flexible and contingent. These may include casual workers, temporary agency workers, those on zero-hours contracts and dependent contractors.\u003c\/p\u003e \u003cp\u003eThis books seeks to get behind the contemporary buzz surrounding the term and provide some theoretical and empirical analysis of the gig work phenomenon. The book seeks to assess more critically some of the rhetorical claims made about gig work and to provide a balanced appraisal of the ramifications for individuals, employers and the economy and society in general of an increasingly insecure workforce. The regulatory framework, in particular, is examined and is shown to have lagged behind crucial developments in the gig economy, with many labour laws still historically rooted to the notion that a worker has to be an employee to be covered by employment rights.\u003c\/p\u003e \u003cp\u003eThe authors show that in many respects there is nothing new about the gig economy and that its growth in recent years was in some sense predictable. Perhaps its real significance, they argue, is its potential as a business model to “gig-ize” other business operations far beyond relatively low-skilled work. When combined with automation and digitalization, the gig economy presents us with an opportunity to re-evalute our understanding of the nature of work.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e1. Introduction2. Theorizing the gig economy3. Working in the gig economy: international trends4. Regulation and the lived experience of the gig economy5. Conclusions and implications: from wage economy to gig economy to automated (\"no\") economy\u003c\/p\u003e","brand":"Agenda Publishing","offers":[{"title":"Default Title","offer_id":48741579718999,"sku":"9781788210041","price":56.25,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781788210041.jpg?v=1720058033"},{"product_id":"angelthink-the-founders-guide-to-how-business-angels-think-and-how-to-raise-money-from-them-9781839525377","title":"AngelThink: The founder's guide to how business","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003e\u003cem\u003eAngelThink\u003c\/em\u003e\u003c\/strong\u003e gives business founders and startups a distinct competitive advantage when it comes to raising funds or getting business angels to invest. Founders need to make investors love them; to want them, the team and the business proposition more than they'll like any other proposition – and investors see hundreds.\u003c\/p\u003e  \u003cp\u003eThe author distils research and experience, the psychology of influence and the wisdom of greats into 150 gems of insight to give founders the edge in the fundraising contest. He shows founders exactly what they need to do to make angels favour them over all others, from before founders even begin a pitch to after the deal is closed. He takes founders right inside an angel's head, analyses the cognitive, emotional and chemical activity in successful persuasion. \u003c\/p\u003e  \u003cp\u003eIn short, he tells founders exactly what they need to know to make angels say yes.\u003c\/p\u003e  \u003cp\u003eIt's the goldmine book every founder wishes they already had at the outset of their journey.\u003c\/p\u003e","brand":"Brown Dog Books","offers":[{"title":"Default Title","offer_id":48742006260055,"sku":"9781839525377","price":13.5,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781839525377.jpg?v=1720059648"},{"product_id":"coaching-tools-101-coaching-tools-and-techniques-for-executive-coaches-team-coaches-mentors-and-supervisors-wecoach-volume-2-9781911450894","title":"Coaching Tools: 101 coaching tools and techniques","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eCoaching Tools, Volumes 1 and 2 offer a rich source of applied tools and techniques that have hitherto not existed and could never have been achieved without the valuable contributions and support of the 90+ coaches who helped create these books. Contained within these 2 volumes are over 200 tried-and-tested 'favourite' coaching tools. The tools are varied, reflecting the range of contributors, and drawing disparately from Behavioural, Cognitive Behavioural, Motivational Interviewing, Acceptance and Commitment Therapy, Compassion, Positive Psychology, Psychodynamic, Gestalt, Solution-focused, Mindfulness and Neuroscience frameworks amongst others. The contributors include Marshall Goldsmith, Richard Boyatzis, Tammy Turner, Peter Hawkins, Suzy Green, Christian van Nieuwerburgh, Jonathan Passmore and many more. Fully illustrated in colour, each tool is presented in a simple to use step-by-step guide, making this an essential contribution to every coach's and leader's personal library.","brand":"Libri Publishing","offers":[{"title":"Default Title","offer_id":48742612762967,"sku":"9781911450894","price":28.5,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781911450894.jpg?v=1720062142"},{"product_id":"what-lies-beneath-how-organisations-really-work-9781912691920","title":"What Lies Beneath: How Organisations Really Work","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis book looks beyond the public face and below the surface of organisations. Using a deceptively easy-to-read and accessible narrative concerning eight international organisations, it covers many fields: real estate, banking, finance, retail, market research, wildlife reserve, fashion, and IT. Each case presents a particular situation or event ranging from dealing with conflict to working with culture and team dynamics.\u003c\/p\u003e  \u003cp\u003eOpened by an incisive foreword from Vega Zagier Roberts, there comes a clear introduction of the authors’ journey so far within the field of organisation development. Each compelling story demonstrates the complexity of working with organisational problems. The supervision conversations captured within clearly show how consultants can get caught up in and derailed by the dynamics of the organisational system.\u003c\/p\u003e  \u003cp\u003eThis book is written for those who work in and with organisations – for founders and executives, for leaders and managers, and especially for other organisational consultants and those who work with or are considering working with them. Through these accounts, the authors encourage interest and curiosity in a way of working with what lies beneath the surface.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis book brilliantly highlights what organisations are really about. The title intimates how much there is below the surface in any business and how the dots need to be connected to unlock the full potential of an organisation. The book is a practical, thoughtful addition to the library of open-minded business leaders confronted by the complexity of the fast-moving business landscape of our times.\u003c\/p\u003e -- Hendrik du Toit, founder and CEO of Ninety One\u003cbr\u003e\u003cp\u003eI could relate to many stories I read in the book and identify with the founders\/CEOs on the issues they have been confronted with. The authors have authentic discussions with the management teams and hold up mirrors to their clients. This will be good reference material for me and other CEOs as we navigate through the journeys in our professional lives.\u003c\/p\u003e -- Sanjay Chamria, Managing Director, Magma Fincorp\u003cbr\u003e\u003cp\u003eIt is so refreshing to read something that is deep, authentic and self-critical in the pursuit of learning. The stories have made me reflect on my own leadership style as well as how quickly, easily, and without realising we unintentionally collude and become part of a system. The questions the authors ask each other are not only relevant to the particular story but have made me think about parallel situations in a new light.\u003c\/p\u003e -- Vivian Leinster, Chief People Officer\u003cbr\u003e\u003cp\u003eIn eight beautifully crafted stories, the authors share how problems of culture, authority, succession, transition, and leadership team alignment are based on underlying and often unconscious emotions of fear, anxiety, envy, uncertainty, abandonment. The resulting defences (denial, blame, splitting, pairing, collusion etc.) blur the view of the “real” problem, which needs to be solved by the client. “Not-Knowing” is at the core of psychodynamically informed organisational consulting. The authors demonstrate well how this difficult to achieve but necessary attitude provides them with better interventions and thus solutions for their clients. This book is a highly valuable, reflective, inviting, and entertaining resource for leaders searching for consultancy and for experienced and more recently trained consultants and coaches.\u003c\/p\u003e -- Professor Dr Claudia Nagel, Vrije Universiteit, Amsterdam, Managing Partner Nagel \u0026amp; Company, Germany, consulting and coaching for the top executive level\u003cbr\u003e\u003cp\u003eFor those leaders who believe that people are the ultimate source of sustainable competitive differentiation, this book is a must-read. The humility and vulnerability displayed by the authors in their storytelling is unusual. It invites the readers to slow down, reflect on their own biases, to look at “what lies beneath” the surface of their organisation, and to avoid jumping too quickly to solutions. These “checks and balances” are the conditions for both identifying and dealing with the root causes of problems. In our changing context, this book is a timely reminder that strong relationships are the cornerstone of good business.\u003c\/p\u003e -- Xavier Isaac, CEO, Accuro Fiduciary Group\u003cbr\u003e\u003cp\u003eThe book \"What Lies Beneath. How Organisations Really Work\" is an excellent storytelling reference in organizational development (DO): it's fascinating for both experts and beginners because it offers the opportunity to know eight different cases of organizational life that could happen in every organization around the world. \u003cbr\u003e \u003cbr\u003e Written in a refined and straightforward language, the reader learns a lot about OD's \"Art of consulting\" in OD.\u003cbr\u003e Another relevant strength is the link with the theoretical principles that is very natural and permits giving value to the reader who gets the impression to be the consultant and be in action. \u003cbr\u003e Finally, it is an excellent reference for OD consultants to have new ideas to manage and help their clients find a suitable solution and for OD students to start to familiarize themselves with OD challenges and to a pragmatic, human and efficient methodology. \u003c\/p\u003e -- Dr Chiara Raffelini, Organizational Psychology Lecturer at the University of Quebec\u003cbr\u003e\u003cp\u003eThis book is a fun read and intends to inspire those who work in and with organisations to take up some of these ideas and especially to try the peer supervision model to help gain insight. It is short and punchy, and left me curious to read more on the subject.\u003c\/p\u003e -- Mel Kinross, counsellor and supervisor, ‘Therapy Today’ March 2022\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003cem\u003eby Vega Zagier Roberts\u003c\/em\u003e\u003cbr\u003e  Preparing for our journey\u003c\/p\u003e  \u003col\u003e\u003cli\u003eMumbai\u003cbr\u003e  2. London\u003cbr\u003e  3. Hong Kong\u003cbr\u003e  4. Johannesburg\u003cem\u003e\u003cbr\u003e  \u003c\/em\u003e5. Rio de Janeiro\u003cbr\u003e  6. Nairobi\u003cbr\u003e  7. Paris\u003cbr\u003e  8. Milan\u003c\/li\u003e\u003c\/ol\u003e \u003cp\u003eReflections of our journey\u003cbr\u003e  Acknowledgements\u003cbr\u003e  About the authors\u003c\/p\u003e","brand":"Karnac Books","offers":[{"title":"Default Title","offer_id":48742688522583,"sku":"9781912691920","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"consultation-to-family-business-enterprises-an-international-perspective-9783030720247","title":"Consultation to Family Business Enterprises: An","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWhile family businesses have existed for millennia all over the world, it is only in the past few decades that professional consultants have been utilized to help them function more effectively. This engaging, up to the minute volume explores the varied and complex world of family enterprises as they now exist in the third decade of the 21st century. Attention is given to the factors unique to family businesses in their attention to perpetuating family values, traditions, loyalties and their legacy to future generations. Consultants may be drawn from law, finance and accounting, organizational psychology, or family psychology (with its special emphasis on understanding the family relationship system). The book describes methods of assessment and how to effectively communicate the results as well as techniques of consulting and provides an invaluable description of what is necessary to be and become a family business consultant.\u003cbr\u003e Readers will benefit from explorations of\u003cul\u003e\n\u003cli\u003eA new model featuring 8 inter-related business domains \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eCybersecurity issues and how to handle them\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eWorking collaboratively with financial and legal professionals\u003c\/li\u003e\n\u003cli\u003eComprehensive coverage of research based assessment instruments\u003c\/li\u003e\n\u003c\/ul\u003eGiven that over 85% of the businesses in the world, from small to multinational in size and scope are family businesses, the enormous amount of information conveyed in this volume can be extremely valuable to professional consultants and those in the C Suite (CEO’s, CFO’s, COO’s) in helping businesses operate at maximum efficiency, productivity, profitability and satisfaction to all involved.\u003cbr\u003e\u003cbr\u003e\u003ci\u003e\"Throughout this well organized and well written book, the authors raise the pivotal questions that form the basis for becoming and being an exceptional family business consultant. Psychologists can learn to transform family business conundrums into healthy interactions between the family members of the enterprise before, during, and after transitions of the company. The various aspects of serving as a consultant are fleshed out in the carefully-researched chapters. Case studies show the patterns of behavior that can lead to continuing multigenerational successes or hard dissolutions. Their new model entitled “The Dynamic Interactive Multifactorial Family Enterprise Ecosystem Model” constitutes a major contribution to the field. The best part of the book remains its celebration of the importance and richness of family businesses across generations that will inspire any reader.\"\u003c\/i\u003e\u003cbr\u003e\u003ci\u003e\u003cbr\u003e\u003c\/i\u003eG. Andrew H. Benjamin, JD, PhD, ABPPPast President, American Academy of Couple \u0026amp; Family Psychology\u003cbr\u003ePast President, American Board (ABPP) of Couple \u0026amp; Family Psychology Clinical Professor of Psychology \u0026amp; Affiliate Professor of Law, University of Washington\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e","brand":"Springer Nature Switzerland AG","offers":[{"title":"Default Title","offer_id":48743046840663,"sku":"9783030720247","price":49.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9783030720247.jpg?v=1720063877"},{"product_id":"a-student-s-guide-to-the-language-of-finance-essential-expressions-for-business-finance-and-banking-students-9789811940859","title":"A Student’s Guide to the Language of Finance:","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis book focuses on improving reading comprehension by targeting the jargon, idiomatic language and academic expressions used in the business world. A Student’s Guide to the Language of Finance is a reference textbook designed to unlock the jargon of the business and finance world for international students, improving the reading comprehension and writing skill of English language learners by targeting the jargon, idiomatic language, and academic expressions employed in the business, finance, and banking fields.\u003c\/p\u003e  \u003cp\u003eCovering terms not always captured in business dictionaries or workbooks, the resource also contains sections on spoken business English, key academic terms found in textbooks and journals and useful expressions to employ when writing an academic paper. \u003c\/p\u003e  \u003cp\u003eIt is specifically targeted at students whose first language is not English.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.- Reading. Idiomatic Language of Business and Finance.- Writing. Common Essay Mistakes in Business and Finance.","brand":"Springer Verlag, Singapore","offers":[{"title":"Default Title","offer_id":48743293944151,"sku":"9789811940859","price":85.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9789811940859.jpg?v=1720064963"},{"product_id":"thetrustedadvisor-9780743207768","title":"thetrustedadvisor","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eBeside talent and a sterling portfolio, what can world-class consultants like Deloitte \u0026amp; Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable Trusted Advisor model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it''s all about the vital ability to earn the client''s trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For","brand":"Simon \u0026 Schuster","offers":[{"title":"Default Title","offer_id":48865692090711,"sku":"9780743207768","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780743207768.jpg?v=1722275125"},{"product_id":"getting-naked-9780787976392","title":"Getting Naked","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAnother extraordinary business fable from the New York Times bestselling author Patrick LencioniWritten in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eAuthor, speaker and management consultant Lencioni (\u003ci\u003eThe Three Signs of a Miserable Job\u003c\/i\u003e) preaches a business model that may seem antithetical to many, which he calls \"getting naked\": being unafraid to show vulnerability, admit ignorance, and ask the dumb questions when dealing with clients. Lencioni's central argument is that by focusing on sales, rather than communication, consultants miss the key part of their job-consulting-and therefore lose out on valuable long-term client relationships. Presented mostly as a parable about a management consultant trying to reconcile two firms in a merger, Lencioni's latest is entertaining as well as informative, with a message that sticks (heavy-handed though it may be). Straightforward and widely applicable, Lencioni's advice should prove useful not only for business consultants, but anyone trying to build long-term client relationships. \u003ci\u003e(Feb.)\u003c\/i\u003e (\u003ci\u003ePublishersWeekly.com\u003c\/i\u003e, February 22, 2010)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eIntroduction \u003c\/b\u003e\u003cb\u003evii\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Fable\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePart One: Theory 3\u003c\/p\u003e \u003cp\u003ePart Two: Practice 17\u003c\/p\u003e \u003cp\u003ePart Three: Research 69\u003c\/p\u003e \u003cp\u003ePart Four: Testimony 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Model\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Origins of Getting Naked 195\u003c\/p\u003e \u003cp\u003eNaked Service Defined 197\u003c\/p\u003e \u003cp\u003eShedding the Three Fears 201\u003c\/p\u003e \u003cp\u003eBroader Applications of Nakedness 214\u003c\/p\u003e \u003cp\u003eAcknowledgments 215\u003c\/p\u003e \u003cp\u003eAbout the Author 219\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48865898201431,"sku":"9780787976392","price":17.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780787976392.jpg?v=1722276105"},{"product_id":"why-should-the-boss-listen-to-you-9780787996185","title":"Why Should the Boss Listen to You","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis is a book about gaining influence and becoming a key trusted advisor. It is for everyone who advises leaders and senior managers (accounting, finance, human resources, IT, law, marketing, public relations, security, and strategic planning) and for outside consultants in these functional staff areas. It's also for operations people yearning to finally be heard and heeded by their boss.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"the book offers smart and practical advice that will help advisors who want to have a real impact on their boss and the organization they work for.\" (\u003ci\u003eAbout.com\u003c\/i\u003e, January 14, 2008)  \u003cp\u003e\"James E. Lukaszewski provides information explaining systematic processes for getting to and working at the highest levels and having maximum impact as a trusted adviser. Readers will find out how chief executives and other top executives think, understand what matters to them, and how they operate. The book's easy-to-digest lists, worksheets, and charts help readers understand how successful strategic advisers encourage operational people to do what it takes to be heard.\"--\u003ci\u003eThe Boston Globe\u003c\/i\u003e, boston.com, April 20, 2008\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eMy guess is that you picked this book up because you are in finance, the law department, public relations, human resources, strategic planning, security, marketing, IT, or compliance, and you deserve to be heard much earlier, more often, at higher levels. You hold in your hands the disciplines necessary to achieve your objective.\u003c\/p\u003e \u003cp\u003eAcknowledgments xxi\u003c\/p\u003e \u003cp\u003eAbout the Author xxvii\u003c\/p\u003e \u003cp\u003eIntroduction: Leaders and Their Advisors xxix\u003c\/p\u003e \u003cp\u003eIf you are going to advise bosses and leaders, you need to change your perspective. Having a better sense of the disciplined approach required and how these seven disciplines mold you into a strategic advisor will be essential to your success.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: The Realities of Advising Top Executives\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 How Leaders Think and Operate: The Pressures, What Matters, the Obstacles, and the Solutions 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFirst, know whom you are advising, their environment, and what they care about. Here, I analyze the world in which leaders currently live, what is different today in what they do and what is expected of them, and how this applies to the trusted strategic advisor. This includes how leaders make decisions and spend their time, five reasons leaders fail, and five behaviors for leadership success.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 What Leaders Expect 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMeeting the expectations of those you advise is essential, but knowing what they expect can be mysterious. This chapter identifies seven key expectations executives have for advisors, five aspects of effective advice, questions to ask before approaching the boss, and the talents and abilities expected of advisors.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Achieving Maximum Impact 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThere is a lot of competition and many voices at these altitudes. If you want to punch through, you must constantly strive to have maximum impact. Know the nitty-gritty of what trusted strategic advisors do. This is the chapter that takes you there. You will walk through the self-energizing steps to gain the confidence of senior managers, and learn about the importance of speaking management’s language, annoying staff habits to avoid, and, most important, the five areas where leaders and bosses need feedback every day.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: The Seven Disciplines\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Be Trustworthy 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrust is the first discipline and the foundation for a relationship between advisor and leader or boss. This chapter offers five components of trust, six behaviors to establish trust, and ten ways to lose trust.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Become a Verbal Visionary 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA leader’s greatest skill is verbal skill, and a leader’s advisor must also have powerful verbal skills. Explore the six verbal tools advisors have to provide advice, self-assess your verbal skill, find out what it means to be a visionary, and discover the seven behaviors and actions of verbal visionaries.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Develop a Management Perspective 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManagers and leaders trust those who show interest in and are knowledgeable about operations and the work of leaders. To be a management advisor, you need to be able to talk more about your boss’s goals and objectives than about whatever your staff function happens to be. You need to be able to see the business or organization operationally and through the leader’s eyes.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Think Strategically 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLeadership is always about strategy. This chapter discusses the concepts and ideas behind being strategic, including the seven virtues of a strategist, the four phases of strategic thinking, and five fatal strategic flaws. Find out how much of a strategist you are.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Be a Window to Tomorrow: Understand the Power of Patterns 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe advisor who can forecast tomorrow with almost any level of accuracy will be invited back time and time again. One of the great insights into being a powerful forecaster is understanding how to learn from the patterns of past experiences. This chapter offers the five lessons of scenario pattern awareness and examples of the insights patterns can reveal.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Advise Constructively 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGiving advice is an art that starts where the boss is and where he or she has to go. This chapter will teach you how to structure your advice to ensure that you are clearly understood and that the boss can act on what you are advising. It also offers pitfalls to giving advice, some strategies and techniques to help you structure advice, and three strategic tools to use.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Show the Boss How to Use Your Advice 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOne of the skills that management schools fail to teach is how to take advice from those whose advice one seeks. To see your ideas come alive, teach the boss how to take and to use your advice. You may be surprised at how receptive your boss will be. This chapter offers four elements of constructive advice, seven approaches to providing effective advice, and a way to assess your daily effectiveness.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion: You Are the Table 181\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe fundamental premise of this book is that you are the table whenever you are in the presence of those you are advising, even if you are the only one in the room with them. Forget searching for this mythical place, located somewhere in the vicinity of the boss’s office. Understand the leaders’ environment and thinking. Develop the disciplined approach this book offers, and the table will be full whenever you are there. This confident attitude, coupled with sensible, useful, and constructive advice, is what the boss expects, relies on, and respects you for in the process.\u003c\/p\u003e \u003cp\u003eIndex 185\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48865899217239,"sku":"9780787996185","price":18.7,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780787996185.jpg?v=1722276108"},{"product_id":"business-funding-for-dummies-9781119111597","title":"Business Funding For Dummies","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGet the business funding you need to secure your success   The issue of funding is one of the biggest pain points for small- and medium-sized businesses   and one that comes up on a daily basis.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: Getting Started on Funding Your Business 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: Preparing for Funding at Any Stage of Growth 9\u003c\/p\u003e \u003cp\u003eChapter 2: Recognising the Stages of Business Funding 25\u003c\/p\u003e \u003cp\u003eChapter 3: Preparing the Groundwork for Raising Funds 49\u003c\/p\u003e \u003cp\u003eChapter 4: Becoming Investment Ready \u003cb\u003e105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5: Loving the Paperwork: Preparing Your Business Plan 107\u003c\/p\u003e \u003cp\u003eChapter 6: Creating a Winning Pitch 125\u003c\/p\u003e \u003cp\u003eChapter 7: Making a Successful Pitch 143\u003c\/p\u003e \u003cp\u003eChapter 8: Getting Help 161\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: Exploring Your Funding Options 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 9: Finding Free Money 177\u003c\/p\u003e \u003cp\u003eChapter 10: Securing Early-Stage Funding 193\u003c\/p\u003e \u003cp\u003eChapter 11: Securing Accelerator Finance 211\u003c\/p\u003e \u003cp\u003eChapter 12: Considering Debt and Other Bank Funding 225\u003c\/p\u003e \u003cp\u003eChapter 13: Understanding Equity Funding 249\u003c\/p\u003e \u003cp\u003eChapter 14: Considering Alternative Finance 273\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV: Going for Growth 299\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 15: Measuring Performance 301\u003c\/p\u003e \u003cp\u003eChapter 16: Getting a Mentor 325\u003c\/p\u003e \u003cp\u003eChapter 17: Exploring Strategies for Growth 339\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V: The Part of Tens 363\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 18: Ten (Plus One) Pitfalls to Avoid 365\u003c\/p\u003e \u003cp\u003eChapter 19: Ten Things Funders Don’t Tell You 375\u003c\/p\u003e \u003cp\u003eChapter 20: Ten (Plus One) Terms You Need to Know before Raising Start-Up Capital 383\u003c\/p\u003e \u003cp\u003eIndex 391\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866386870615,"sku":"9781119111597","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119111597.jpg?v=1722278407"},{"product_id":"startup-scaleup-screwup-9781119526858","title":"Startup Scaleup Screwup","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eReal-world tools to build your venture, grow your business, and avoid mistakes\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eStartup, Scaleup, Screwup \u003c\/i\u003eis an expert guide for emerging and established businesses to accelerate growth, facilitate scalability, and keep pace with the rapidly changing economic landscape. The contemporary marketplace is more dynamic than ever beforeincreased global competition, the impact of digital transformation, and disruptive innovation factors require businesses to implement agile management and business strategies to compete and thrive. This indispensable book provides business leaders and entrepreneurs the tools and guidance to meet growth and scalability challenges head on.\u003c\/p\u003e \u003cp\u003eEqual parts motivation and practical application, this book answers the questions every business leader asks from the startup ventures to established companies. Covering topics including funding options, employee hiring, product-market validation, remote team management, agile scaling, and the bus\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePrologue ix\u003c\/p\u003e \u003cp\u003e1 Persistence of Vision: Inspire team members, customers, and investors with a Product Vision: a mental image of your desired future 1\u003c\/p\u003e \u003cp\u003e2 Stories of Your Life and Others: Discover the Business Lifecycle of startups and scaleups and reflect on exploration, execution, and Product\/Market Fit 7\u003c\/p\u003e \u003cp\u003e3 Picking Up the Pieces: Make a Business Quilt by remixing the Lean Canvas and Business Model Canvas and adding a dimension of time 21\u003c\/p\u003e \u003cp\u003e4 The Persona Protocol: Better understand your target customers and their Jobs to Be Done by creating Lean Personas 35\u003c\/p\u003e \u003cp\u003e5 Fortune’s Wheel: Figure out your Unique Value Proposition by investigating the customer’s Pains and Gains and making a Value Proposition Wheel 41\u003c\/p\u003e \u003cp\u003e6 The Crowded Shadows: Learn about the benefits of Equity Crowdfunding and choose between the use of a crowdfunding platform or doing it all yourself 49\u003c\/p\u003e \u003cp\u003e7 The Lunatic Cafe: Meet every day with your team for a Daily Cafe and Work Out Loud by sending each other Daily Updates 55\u003c\/p\u003e \u003cp\u003e8 Streams of Silver: Visualize your work with Kanban Boards and optimize the workflow with Work in Progress Limits 61\u003c\/p\u003e \u003cp\u003e9 The Invention of Everything Else: Discover the Innovation Vortex, which emerged by combining the Design Thinking approach with the Lean Startup method 67\u003c\/p\u003e \u003cp\u003e10 The Terminal Experiment: Validate hypotheses with Lean Experiments so that you can Pivot, Patch, or Persevere on your way to Business\/Market Fit 77\u003c\/p\u003e \u003cp\u003e11 Fables and Reflections: Get together with your team for an Agile Retrospective to do some reflection and work on your Improvement Backlog 87\u003c\/p\u003e \u003cp\u003e12 Kings of the North: Navigate your business in the right direction using a North Star Metric, with the help of Support Metrics and Check Metrics 95\u003c\/p\u003e \u003cp\u003e13 The Entropy Tango: Keep a Product Backlog with Minimum Viable Features and Experiment Stories updated through ongoing Backlog Maintenance 103\u003c\/p\u003e \u003cp\u003e14 A Pleasure to Burn: Keep an eye on your progress with Burn-down Charts, Burn-up Charts, or Cumulative Flow Diagrams 113\u003c\/p\u003e \u003cp\u003e15 The New Recruit: Get your hiring process in order with a Recruitment Funnel, sourcing by the founders, and some Skills Tests and Work Samples 119\u003c\/p\u003e \u003cp\u003e16 The Enigma Score: Start workforce planning and talent management in your business with Hiring Scorecards that help you avoid culture misfits 129\u003c\/p\u003e \u003cp\u003e17 Standard Hero Behavior: Learn a good approach to Job Interviews using a combination of Behavioral Questions and Behavioral Tests 135\u003c\/p\u003e \u003cp\u003e18 The Darkest Road: Manage the expectations of stakeholders with a Product Roadmap, created with experiments, outcomes, and a Rolling-Wave Planning 141\u003c\/p\u003e \u003cp\u003e19 Ghost Writer in the Sky: Set yourself up for content marketing and e-mail marketing with a Content Calendar and a Content Backlog 149\u003c\/p\u003e \u003cp\u003e20 Million-Dollar Gamble: Aim for Agile Funding of your business with small batches, small budgets, and keeping multiple options open 155\u003c\/p\u003e \u003cp\u003e21 Spheres of Influence: Get insights into the creation of a Pitch Deck and learn about the essential and the optional slides 167\u003c\/p\u003e \u003cp\u003e22 Heart Journey: Describe the optimal customer journey and user experience with a Journey Map and discover the Moments of Truth 177\u003c\/p\u003e \u003cp\u003e23 A Pirate’s Tale: Find your way on the path to success, from awareness to revenue, measured with the Pirate Metrics 185\u003c\/p\u003e \u003cp\u003e24 Test of the Twins: Learn about Growth Hacking and Conversion Rate Optimization with Split Tests, Multivariate Tests, and Cohort Analysis 193\u003c\/p\u003e \u003cp\u003e25 Culture Clash: Identify Core Values, create a Culture Code, and use stories and rewards to prepare your business for scaling 201\u003c\/p\u003e \u003cp\u003eEpilogue 209\u003c\/p\u003e \u003cp\u003eAcknowledgments 213\u003c\/p\u003e \u003cp\u003eAbout the Author 215\u003c\/p\u003e \u003cp\u003eIndex 217\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866401091927,"sku":"9781119526858","price":22.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119526858.jpg?v=1722278468"},{"product_id":"the-new-consultants-quick-start-guide-9781119556930","title":"The New Consultants Quick Start Guide","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eAn action plan for working as a consultant\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManagement consulting is a $250 billion industry and growing at a rate of over four percent annually. Many predict that more than 40 percent of the U.S. workforce will soon be contingent, freelance, or consulting members of the workforcemaking this book more relevant than ever.\u003c\/p\u003e \u003cp\u003eIndividuals become independent consultants out of necessity or preference: necessity because they lost their job or the company offered an attractive exit package; preference because they want a career change, more control over their time, or an enriched, varied work situation. Consulting also appeals to the Millennial workforce who are searching for careers that offer a good salary as well as meaningful work. \u003ci\u003eThe New Consultant's Quick Start Guide: \u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003e\u003c\/i\u003eServes as a companion to\u003ci\u003e The New Business of Consulting\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eProvides you with a place to plan your transition into consulting\u003c\/p\u003e \u003cp\u003eHelps you identify your niche, deve\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 First Things First: Why Consulting? 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 1\u003c\/p\u003e \u003cp\u003eConsulting: What Is It? 1\u003c\/p\u003e \u003cp\u003eWhy a Consulting Career? 3\u003c\/p\u003e \u003cp\u003eExplore Your Experiences 4\u003c\/p\u003e \u003cp\u003eInventory Your Competencies 6\u003c\/p\u003e \u003cp\u003eAssess Your Consulting Aptitude 9\u003c\/p\u003e \u003cp\u003ePull It Together: Your Initial Consulting Focus 11\u003c\/p\u003e \u003cp\u003eEntrepreneur Attitude: Do You Have What It Takes? 13\u003c\/p\u003e \u003cp\u003eQuick Start Action: Questions to Ask a Consultant 17\u003c\/p\u003e \u003cp\u003eQuick Start Lists 19\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Planning Your Consulting Future 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 21\u003c\/p\u003e \u003cp\u003eYour Preferred Future 21\u003c\/p\u003e \u003cp\u003eWill Consulting Lead You to Your Life Goals? 26\u003c\/p\u003e \u003cp\u003eProfessional, Financial, Personal, and Health Considerations 31\u003c\/p\u003e \u003cp\u003eIdentify the Changes You Will Need to Make 35\u003c\/p\u003e \u003cp\u003eQuick Start Action: Create Your Personal Expense Plan 38\u003c\/p\u003e \u003cp\u003eQuick Start Lists 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Dollars and Sense 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 41\u003c\/p\u003e \u003cp\u003eEstablish a Start-Up Budget 41\u003c\/p\u003e \u003cp\u003ePut a Price on Your Head 47\u003c\/p\u003e \u003cp\u003eCalculate Required Revenue 50\u003c\/p\u003e \u003cp\u003eFill Out Financial Forms 57\u003c\/p\u003e \u003cp\u003eQuick Start Action: Setting Your Fee 58\u003c\/p\u003e \u003cp\u003eSo What’s It Take to Get Off the Ground? 62\u003c\/p\u003e \u003cp\u003eQuick Start Lists 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Taking Care of Business 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 65\u003c\/p\u003e \u003cp\u003eGetting Started 65\u003c\/p\u003e \u003cp\u003eWhat’s in a Name? 66\u003c\/p\u003e \u003cp\u003eHire the Best Accountant and Attorney 70\u003c\/p\u003e \u003cp\u003eQuick Start Action: Find an Accountant and Attorney 72\u003c\/p\u003e \u003cp\u003eDetermine Your Business Structure 73\u003c\/p\u003e \u003cp\u003eExplore Your Banking and Insurance Needs 82\u003c\/p\u003e \u003cp\u003eCheck Local Zoning Laws, Licenses, and Taxes 87\u003c\/p\u003e \u003cp\u003eFile Legal Documentation 88\u003c\/p\u003e \u003cp\u003eQuick Start Action: Your First To-Do List 89\u003c\/p\u003e \u003cp\u003eQuick Start Lists 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Your Business Plan 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 93\u003c\/p\u003e \u003cp\u003eAre Business Plans Really Necessary? 93\u003c\/p\u003e \u003cp\u003eWrite Your Plan 101\u003c\/p\u003e \u003cp\u003ePlan to Use Your Business Plan 109\u003c\/p\u003e \u003cp\u003eQuick Start Action: Plan a Review 111\u003c\/p\u003e \u003cp\u003eQuick Start Lists 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Make the Switch Painlessly 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 113\u003c\/p\u003e \u003cp\u003eGain Consulting Experience Before Leaving Your Job 113\u003c\/p\u003e \u003cp\u003eDetermine Your Transition Plan 118\u003c\/p\u003e \u003cp\u003eQuick Start Action: Plan with Your Family 124\u003c\/p\u003e \u003cp\u003eQuick Start Lists 126\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Setting Up Your Office—or Not 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 127\u003c\/p\u003e \u003cp\u003eOffice Location Options 127\u003c\/p\u003e \u003cp\u003eSet Up Your Office 131\u003c\/p\u003e \u003cp\u003ePaper, Paper Everywhere! 135\u003c\/p\u003e \u003cp\u003eWhat About a Website? 146\u003c\/p\u003e \u003cp\u003eQuick Start Action: The App Age 148\u003c\/p\u003e \u003cp\u003eQuick Start Lists 150\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Finding Clients 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 151\u003c\/p\u003e \u003cp\u003eDetermine Your Market Niche 151\u003c\/p\u003e \u003cp\u003eQuick Start Action: Is There a Client Base? 156\u003c\/p\u003e \u003cp\u003eWho’s Your Competition? 158\u003c\/p\u003e \u003cp\u003eIdentify Your First Clients 164\u003c\/p\u003e \u003cp\u003eLand Your First Work 167\u003c\/p\u003e \u003cp\u003eQuick Start Action: Make a Sale to Solve a Problem 176\u003c\/p\u003e \u003cp\u003eQuick Start Lists 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Marketing 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 179\u003c\/p\u003e \u003cp\u003eWhat Is Marketing? 179\u003c\/p\u003e \u003cp\u003eThe ABCs of Marketing 180\u003c\/p\u003e \u003cp\u003eCreate Your Marketing Plan 181\u003c\/p\u003e \u003cp\u003eBuild Your Marketing Plan 185\u003c\/p\u003e \u003cp\u003eMarketing on a Shoestring Budget 196\u003c\/p\u003e \u003cp\u003eQuick Start Action: Grab Attention with Your Headlines 199\u003c\/p\u003e \u003cp\u003eWrite Winning Proposals 200\u003c\/p\u003e \u003cp\u003eTrack Your Clients 204\u003c\/p\u003e \u003cp\u003eTips to Become a Better Marketer 206\u003c\/p\u003e \u003cp\u003eQuick Start Lists 208\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Surviving the First Year 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 209\u003c\/p\u003e \u003cp\u003eTake Care of Your Health 209\u003c\/p\u003e \u003cp\u003eManage Your Time 211\u003c\/p\u003e \u003cp\u003eEstablish Good Business Habits 215\u003c\/p\u003e \u003cp\u003eDelight Your Clients 217\u003c\/p\u003e \u003cp\u003eBalance Your Life 218\u003c\/p\u003e \u003cp\u003eTake Advantage of Being Your Own Boss 222\u003c\/p\u003e \u003cp\u003eDid You Hear the One About the Consultant . . . ? 224\u003c\/p\u003e \u003cp\u003eQuick Start Lists 227\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 So, Now What? Year Two and Beyond 229\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter Overview 229\u003c\/p\u003e \u003cp\u003eAssess Your Progress 229\u003c\/p\u003e \u003cp\u003eQuick Start Action: Review Your First Year with Your Family 231\u003c\/p\u003e \u003cp\u003ePlan Your Next Steps 232\u003c\/p\u003e \u003cp\u003eBring It All Together 239\u003c\/p\u003e \u003cp\u003eQuick Start Action: Review Your First Year with a Colleague 244\u003c\/p\u003e \u003cp\u003eebb’s 13 Truths to Ponder 244\u003c\/p\u003e \u003cp\u003eQuick Start Lists 248\u003c\/p\u003e \u003cp\u003eElectronic Resources 249\u003c\/p\u003e \u003cp\u003eReading List 251\u003c\/p\u003e \u003cp\u003eAbout the Author 255\u003c\/p\u003e \u003cp\u003eIndex 257\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866402730327,"sku":"9781119556930","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119556930.jpg?v=1722278476"},{"product_id":"the-strategyzer-box-set-9781119745976","title":"The Strategyzer Box Set","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866414133591,"sku":"9781119745976","price":101.25,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119745976.jpg?v=1722278526"},{"product_id":"digital-business-transformation-9781119758679","title":"Digital Business Transformation","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 1 \u003c\/b\u003e\u003cb\u003eNow 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 \u003c\/b\u003e\u003cb\u003eThe Death of Business as Usual 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s All Change 3\u003c\/p\u003e \u003cp\u003eTruth, Knowledge, Vision 4\u003c\/p\u003e \u003cp\u003eConstant Beta 9\u003c\/p\u003e \u003cp\u003eDigital Assets and Liabilities 10\u003c\/p\u003e \u003cp\u003eDigital Business Transformation: Why It’s More Than Just Technology 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 \u003c\/b\u003e\u003cb\u003eThe Four Forces of Connected Change 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCustomer Behaviors 16\u003c\/p\u003e \u003cp\u003eTechnological Change 18\u003c\/p\u003e \u003cp\u003eBusiness Models 23\u003c\/p\u003e \u003cp\u003eSocietal Change 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 \u003c\/b\u003e\u003cb\u003eWhat Is Slowing Down Established Businesses? Blocks, Brakes, and Behaviors 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTop-down Decision Making 33\u003c\/p\u003e \u003cp\u003eOrganizational Silos 33\u003c\/p\u003e \u003cp\u003eLegacy Technology 36\u003c\/p\u003e \u003cp\u003eShort-termism 38\u003c\/p\u003e \u003cp\u003eTalent Shortages 38\u003c\/p\u003e \u003cp\u003eValues and Culture (and Purpose) 40\u003c\/p\u003e \u003cp\u003e“Not Invented Here” 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 2 \u003c\/b\u003e\u003cb\u003eNext 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 \u003c\/b\u003e\u003cb\u003eCharacteristics of a Digital Business 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Inconvenient Truth 47\u003c\/p\u003e \u003cp\u003eDecoding What Digital Companies Do Well 49\u003c\/p\u003e \u003cp\u003eDecoding How They Do It 52\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 \u003c\/b\u003e\u003cb\u003eThe Big Hairy Audacious Goals (BHAGs) of Digital Business Transformation 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Two BHAGs of Digital Business Transformation 58\u003c\/p\u003e \u003cp\u003eGoal 1: Developing the Muscle of Continuous Change (the PS How) 59\u003c\/p\u003e \u003cp\u003eGoal 2: Building the Capability to Identify and Realize Value (SPEED) 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 \u003c\/b\u003e\u003cb\u003eStrategy 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSwarm Intelligence 65\u003c\/p\u003e \u003cp\u003eThe Role of Strategy 66\u003c\/p\u003e \u003cp\u003eAnchor Strategy on Your Customer, Not Your Competition 67\u003c\/p\u003e \u003cp\u003eDetermine “Where to Play” by Looking at Your Market Differently (the D-3 Model) 68\u003c\/p\u003e \u003cp\u003e“How to Win”: View Your Transformation as a Portfolio of Moves 71\u003c\/p\u003e \u003cp\u003eBuild “Your” Capabilities: The Partner Ecosystem 73\u003c\/p\u003e \u003cp\u003eBringing Products to Market: The Elusive Product-Market Fit 75\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 \u003c\/b\u003e\u003cb\u003eProduct 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOperating in Constant Beta 77\u003c\/p\u003e \u003cp\u003eThe Relentless Hunt for Value 79\u003c\/p\u003e \u003cp\u003eThe Inconvenient Truths of Product 79\u003c\/p\u003e \u003cp\u003eThe Forces of Change in Product 81\u003c\/p\u003e \u003cp\u003eAgile, Lean, and DevOps 82\u003c\/p\u003e \u003cp\u003eBanking Case Study: Transforming Product 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 \u003c\/b\u003e\u003cb\u003eExperience 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEverything in Your Business Contributes to Your Customer Experience 89\u003c\/p\u003e \u003cp\u003eWhat Is Experience, Anyway? 90\u003c\/p\u003e \u003cp\u003eOrienting to the Customer 93\u003c\/p\u003e \u003cp\u003eBrand Is the Experience and Experience Is the Brand 95\u003c\/p\u003e \u003cp\u003eData and Computation 100\u003c\/p\u003e \u003cp\u003eWhat Makes a Great Experience? LEAD (Light, Ethical, Accessible, Dataful) 104\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 \u003c\/b\u003e\u003cb\u003eEngineering 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTechnology as a Cost Center to Technology as a Value-driver 108\u003c\/p\u003e \u003cp\u003eSpaghetti Tech: The Layers of Enterprise IT 110\u003c\/p\u003e \u003cp\u003eMoore’s Law 110\u003c\/p\u003e \u003cp\u003eLegacy Technology 111\u003c\/p\u003e \u003cp\u003eThe Impact of Product and Rise of Engineering 112\u003c\/p\u003e \u003cp\u003eTechnology and Engineering 114\u003c\/p\u003e \u003cp\u003eArchitecture: Cloud 115\u003c\/p\u003e \u003cp\u003eMicroservices 116\u003c\/p\u003e \u003cp\u003eWays of Working: Agile, Lean, DevOps 118\u003c\/p\u003e \u003cp\u003eEngineers 119\u003c\/p\u003e \u003cp\u003eAutomation 120\u003c\/p\u003e \u003cp\u003eIt’s All About the Talent 120\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 \u003c\/b\u003e\u003cb\u003eData 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eData as an Asset 125\u003c\/p\u003e \u003cp\u003eGetting Started with Data 126\u003c\/p\u003e \u003cp\u003eUtility: How Do You Get Useful Data on the Right Audience? 128\u003c\/p\u003e \u003cp\u003eData Architecture: Is the Data in a Format and Structure That Are Accessible? 130\u003c\/p\u003e \u003cp\u003eData Science and Artificial Intelligence 131\u003c\/p\u003e \u003cp\u003eDesigning for Data: How Do You Design Your Products, Services, and Experiences to Collect Data? 133\u003c\/p\u003e \u003cp\u003eEthics: How Does Becoming Data-led Impact Your Ethical Responsibility? 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 \u003c\/b\u003e\u003cb\u003eLeading a Gryphon Organization 137\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLearning to Think Differently 138\u003c\/p\u003e \u003cp\u003eCharacteristics of a Gryphon Organization 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 3 \u003c\/b\u003e\u003cb\u003eHow 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Components of Successful Digital Business Transformations 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. Always Remember the Ultimate Goals of Digital Business Transformations (the DBT BHAGs) 149\u003c\/p\u003e \u003cp\u003e2. Align the Team Around a Shared Vision 150\u003c\/p\u003e \u003cp\u003e3. Get C-level Buy-In 151\u003c\/p\u003e \u003cp\u003e4. Anchor in Outcomes 151\u003c\/p\u003e \u003cp\u003e5. Seize Your Quick Wins and Communicate 152\u003c\/p\u003e \u003cp\u003e6. Move Fast 153\u003c\/p\u003e \u003cp\u003e7. Be Thoughtful About Your Governance Choices 154\u003c\/p\u003e \u003cp\u003e8. Choose Partners Who Will Co-create and Are a Fit for Your Team 155\u003c\/p\u003e \u003cp\u003e9. Keep Your Teams Small and Cross-functional 156\u003c\/p\u003e \u003cp\u003e10. Consider New Approaches to Funding That Match the Way Projects Work 157\u003c\/p\u003e \u003cp\u003e13 What Transformation Journeys Actually Look Like 159\u003c\/p\u003e \u003cp\u003eThey Are Never a Straight Line 159\u003c\/p\u003e \u003cp\u003eThey Require Treating Digital as More than a Channel 161\u003c\/p\u003e \u003cp\u003eThey Are Almost Always Driven by Uncertainty 163\u003c\/p\u003e \u003cp\u003eWithout a Clear Vision, Functions Get Disconnected Fast 165\u003c\/p\u003e \u003cp\u003eThe Many Paths to Transformation 166\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 \u003c\/b\u003e\u003cb\u003eThe Beginning 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy There Is No “End” 169\u003c\/p\u003e \u003cp\u003eWhere Do We Go from Here? 170\u003c\/p\u003e \u003cp\u003eWhat’s in Your Digital Moat? 173\u003c\/p\u003e \u003cp\u003eWhat Are You Building? 173\u003c\/p\u003e \u003cp\u003eEveryday Superheroes 174\u003c\/p\u003e \u003cp\u003eNotes 177\u003c\/p\u003e \u003cp\u003eAcknowledgments 185\u003c\/p\u003e \u003cp\u003eIndex 189\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866414756183,"sku":"9781119758679","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119758679.jpg?v=1722278530"},{"product_id":"fail-fast-learn-faster-9781119806226","title":"Fail Fast Learn Faster","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eExplore why  now more than ever  the world is in a race to become data-driven, and how you can learn from examples of data-driven leadership in an Age of Disruption, Big Data, and AI In Fail Fast, Learn Faster: Lessons in Data-Driven Leadership in an Age of Disruption, Big Data, and AI, Fortune 1000 strategic advisor, noted author, and distinguished thought leader Randy Bean tells the story of the rise of Big Data and its business impact  its disruptive power, the cultural challenges to becoming data-driven, the importance of data ethics, and the future of data-driven AI.    The book looks at the impact of Big Data during a period of explosive information growth, technology advancement, emergence of the Internet and social media, and challenges to accepted notions of data, science, and facts, and asks what it means to become data-driven. Fail Fast, Learn Faster includes discussions of: The emergence of Big Data and why organizations must become data-driven to surviveWhy becoming data-driven forces companies to think different about their businessThe state of data in the corporate world today, and the principal challengesWhy companies must develop a true data culture if they expect to changeExamples of companies that are demonstrating data-driven leadership and what we can learn from themWhy companies must learn to fail fast and learn faster to compete in the years aheadHow the Chief Data Officer has been established as a new corporate profession Written for CEOs and Corporate Board Directors, data professional and practitioners at all organizational levels, university executive programs and students entering the data profession, and general readers seeking to understand the Information Age and why data, science, and facts matter in the world in which we live, Fail Fast, Learn Faster p;is essential reading that delivers an urgent message for the business leaders of today and of the future.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword\u003cbr\u003e\u003ci\u003eThomas H. Davenport\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003ePreface\u003c\/p\u003e \u003cp\u003eIntroduction: Fail Fast, Learn Faster\u003c\/p\u003e \u003cp\u003e1. A Little History of Big Data\u003c\/p\u003e \u003cp\u003e2. Think Different: Becoming Data-Driven\u003c\/p\u003e \u003cp\u003e3. Insight and Knowledge: Data, Science, and Facts\u003c\/p\u003e \u003cp\u003e4. The State of Data in the Corporate World Today\u003c\/p\u003e \u003cp\u003e5. The Great Challenge: Establishing a Data Culture\u003c\/p\u003e \u003cp\u003e6. The Rise of the Chief Data Officer\u003c\/p\u003e \u003cp\u003e7. Data Responsibility: A Word on Data Ethics\u003c\/p\u003e \u003cp\u003e8. Data, Disruption, and Innovation\u003c\/p\u003e \u003cp\u003e9. A Glimpse of the Future: Data-Driven AI\u003c\/p\u003e \u003cp\u003e10. Data-Driven Leadership: One Company’s Odyssey\u003c\/p\u003e \u003cp\u003eConclusion: The Data Journey\u003c\/p\u003e \u003cp\u003eAcknowledgments\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866417017175,"sku":"9781119806226","price":19.54,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119806226.jpg?v=1722278543"},{"product_id":"coach-builder-9781400248995","title":"Coach Builder","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eIf you have experience growing a small business and want to leverage that experience to build a six, seven, or even an eight-figure coaching business, Coach Builder will give you a step-by-step playbook to make it happen.","brand":"HarperCollins Focus","offers":[{"title":"Default Title","offer_id":48866681061719,"sku":"9781400248995","price":13.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781400248995.jpg?v=1722279763"},{"product_id":"grow-build-sell-live-a-practical-guide-to-running-and-building-an-agency-and-enjoying-it-9781787568860","title":"Grow, Build, Sell, Live: A Practical Guide to","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAgency leaders spend the majority of their time on three areas – their people, clients and new business. These are all important levers for consultancy growth. But too often, agency owners forget two more essential tools for growth: attention to the numbers, and investment in their leaders.  \u003cbr\u003e  The consultancy leadership role can seem like an endless stream of fires to put out. It can leave leaders feeling as if their team, or their clients, are running their business rather than themselves. That's where this book comes in.  \u003cbr\u003e  \u003ci\u003eGrow, Build, Sell, Live\u003c\/i\u003e features practical and implementable advice and tools to address the day-to-day reality of running a successful agency. In addition to giving guidance on people, clients and new business, the book covers leadership and the numbers in detail to ensure leaders have the tools and knowledge to be in control.   \u003cbr\u003e  The content draws on proven approaches, helpful science and real-life examples to give practical recommendations to improve readers’ ability to achieve the controlled growth which is essential to agency success.   \u003cbr\u003e  If you are thinking about starting your own agency; have started one and hit your first round of growing pains, or are a veteran looking for an exit, this book is for you. It will appeal to current and aspiring agency owners who want to understand and be conscious of their choices and take control of their agency.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e'Whether you’re an existing or wannabe PR agency boss, stop whatever you are doing and buy this book. It’s so good, I wish I’d written it. With explicit guidelines on how formalising your purpose can revolutionise your culture and cashflow, and a must read section on innovation, it’s the best investment you’ll make this year. Hands off my copy!' -- Sarah Waddington, Founder and Editor of #FuturePRoof and Vice-President of the Chartered Institute of Public Relations\u003cbr\u003e‘Crispin has been helping me develop my agency for the past six years. Thanks to his suggestions I’ve made major changes in financial, HR and client management. This has transformed our profitability and enabled me to develop a sustainable business that is helping me achieve my personal life goals. I recommend Crispin and Richard’s book to anyone intent on building a great agency.’ -- Patrik Schober, CEO PRAM Consulting, Prague\u003cbr\u003e‘This guide will not only inspire, but more importantly also focus minds on what really matters at an agency, giving owners renewed vigour to actually get out of bed in the morning. It should help distil disparate ideas into a coherent strategic overview, ensuring companies have a clear purpose to be successful.’ -- Henry Griffiths, Partner, Little Red Rooster PR\u003cbr\u003e‘Running an agency has unique challenges, stresses and opportunities for growth. If I’d read this book 15 years ago, I would have made many different decisions, and reached them with more focus and less turmoil. In short, reading this book is one the best investments you can make in yourself, and your business. I've read several books on agency performance in the 30 years I’ve run my firm, and this is possibly the most incisive, and useful.’ -- Amy Bermar, President, Corporate Ink, Boston, USA\u003cbr\u003e‘This book is a great resource for PR agency owners – and anyone wishing to build a great agency. I wish I had read it when I founded my agency. Every business leader working in a people-based business should have a look at it, the real-life examples can be helpful in every stage of the agency life-cycle: start-up, growth, sale or succession.’ -- Diego Biasi, Founder \u0026amp; CEO, BPRESS, Italy\u003cbr\u003e‘Whether you’re an existing or wannabe PR agency boss, stop whatever you are doing and buy this book. It’s so good, I wish I’d written it. With explicit guidelines on how formalising your purpose can revolutionise your culture and cashflow, and a must-read section on innovation, it’s the best investment you’ll make this year. Hands off my copy!’ -- Sarah Waddington, Founder and Editor of #FuturePRoof and Vice-President of the Chartered Institute of Public Relations\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eChapter 1. Introduction Chapter 2. Purpose  Chapter 3. People   Chapter 4. Culture  Chapter 5. Leadership  Chapter 6. Client Handling  Chapter 7. Marketing  Chapter 8. Innovation  Chapter 9. Sales  Chapter 10. Commercials  Chapter 11. Good Enough to Sell","brand":"Emerald Publishing Limited","offers":[{"title":"Default Title","offer_id":48868416717143,"sku":"9781787568860","price":19.56,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781787568860.jpg?v=1722287927"},{"product_id":"the-art-of-consultancy-9781789550818","title":"The Art of Consultancy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThis is the practical approach I wish I had come across much earlier in my career.\u003c\/b\u003e Cynthia Pexton-Shaw\u003cp\u003eWhether you are just starting out, considering or already working as a consultant this book is \u003cb\u003eessential reading\u003c\/b\u003e, enabling you to understand the needs of your client and to get the result they want.\u003c\/p\u003e\u003cp\u003eThere are more factors to consider in order to be a \u003cb\u003esuccessful management consultant\u003c\/b\u003e than simply subject matter knowledge. Problem solving and solution delivery have to be accomplished in usually tight project timescales while keeping clients happy. This book, based on the experience of training thousands of consultants, provides insights into the key processes of selling and delivering consulting services, together with the essential underpinning tools and techniques, and the commercial imperatives for running a successful consulting practice.\u003c\/p\u003e\u003cp\u003eThis book contains the \u003cb\u003etools, tactics, secrets and attributes\u003c\/b\u003e to develop and become a successful management consultant. The contents include chapters on the key processes such as:\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe business of consultancy\u003c\/li\u003e\n\u003cli\u003eMarketing and selling consultancy projects\u003c\/li\u003e\n\u003cli\u003eOverview of the delivery process\u003c\/li\u003e\n\u003cli\u003eEntry, Contracting, Diagnosis, Intervention and Closure\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eAnd the essential underpinning skills such as:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eAnalytical tools and techniques\u003c\/li\u003e\n\u003cli\u003eReporting and Influencing clients\u003c\/li\u003e\n\u003cli\u003eDesigning, delivering training sessions and workshops\u003c\/li\u003e\n\u003cli\u003eThe practice environment\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e''This is the practical approach I wish I had come across much earlier in my career. Calvert provides a strong guiding framework for delivering consultancy projects from beginning to end. His writing makes consulting easily accessible for anyone who wishes to deliver their particular expertise into a client organisation.'' Cynthia Pexton-Shaw, Elevation Learning\u003c\/p\u003e\u003cp\u003e''A book that gets to multiple editions is clearly a classic of its sector. Calvert's is in its seventh and will probably go on to many more. It achieves a threefold feat: of being useful to the expert and to the recently qualified and to the student. Even those of us who have spent decades in this profession need a consultancy bible to refer to. Calvert shows how to be rigorous and systematic, but the book is packed with practical advice from one who is both an academic expert and a senior practising consultant. This is both The Art and The Science of Consultancy.'' Ian Watson  Immediate Past Chair ICMCI\u003c\/p\u003e\u003cp\u003e''This book explains in plain English the role and daily challenges of life as a management consultant, and has been an excellent source of reference in building our business. Calvert presents a practitioners view covering the requisite soft skills as well as the mechanics of solving the client's business problems.'' Martyn Evans, Consulting Director, Altus\u003c\/p\u003e","brand":"Legend Press Ltd","offers":[{"title":"Default Title","offer_id":48868488511831,"sku":"9781789550818","price":18.57,"currency_code":"GBP","in_stock":true}]},{"product_id":"the-trusted-advisor-20th-anniversary-edition-9781982157104","title":"The Trusted Advisor: 20th Anniversary Edition","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"Free Press","offers":[{"title":"Default Title","offer_id":48869304074583,"sku":"9781982157104","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"successful-consulting-teach-yourself-9781444100631","title":"Successful Consulting Teach Yourself","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eIs this the right book for me?\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eIf you are a consultant in any field, working for any size organisation from ''one man and his dog'' to a massive multinational, or thinking of moving into consultation, then this is the book for you! Coverage includes:\u003cbr\u003e\u003cbr\u003e\u003cb\u003e\u003c\/b\u003eWhat makes a successful consultant\u003cbr\u003e\u003cb\u003e\u003c\/b\u003eSetting a clear vision \u003cbr\u003e\u003cb\u003e\u003c\/b\u003eAssessing resources \u003cbr\u003e\u003cb\u003e\u003c\/b\u003eHow to write reports and give presentations\u003cbr\u003e\u003cb\u003e\u003c\/b\u003eBuilding up your customer facing skills\u003cbr\u003e\u003cb\u003e\u003c\/b\u003eDealing with difficult clients\u003cbr\u003e\u003cb\u003e\u003c\/b\u003eBalancing your work with the rest of your life.\u003cbr\u003e\u003cbr\u003eContaining lots of practical advice, this book also features interviews with successful consultants who have a wealth of experience to share. Written in an accessible style, it will give you the confidence to shine in consultancy.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eSuccessful Consulting includes:\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eChapter 1: What do you want from this?\u003cbr\u003eChapter 2: Consulting excellence at work\u003cbr\u003eChapter 3: What makes a successful con\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eThis highly practical, effective self-teach book is a good read for the newcomer to consulting. Business Adviser Teach Yourself Consulting Page 36 34 visit our website www.teachyourself.com small Business n Property Small Business the series From setting up a small business to grappling with your tax return and setting up your PC network to evaluating your performance, this series of targeted titles will give you all the information you need to make your business a success. Content Hot tips and advice especially for small businesses Straightforward, no-nonsense approach Information for every aspect of running a small business EXPERT AUTHOR Martin Roberts is the well-known presenter of Homes under the Hammer and Wish You Were Here. He is also a successful property and travel journalist for BBC Good Homes, Woman magazine, Tesco magazine and others. A highly successful property developer in the UK, Europe and Canada, Martin is a regular expert contributor on property to a cross section of other TV and radio programmes, including BBC Breakfast, BBC News 24 and BBC Radio 5 Live. A clear, lucid guide to a field that for the first timer can be baffling and time consuming... a must for every sole proprietor. The Independent Teach Yourself Small Business Accounting A welcome addition to the vast library of published books on tax... I would recommend this book to any individual. The Independent Teach Yourself Understanding Tax For Small Businesses EXPERT AUTHOR Sarah Deeks is a Chartered Accountant with many years experience of dealing with real life tax cases. A Fellow of the Institute of Chartered Accountants in England and Wales and a member of the Faculty of Taxation, with a degree in law, she is now one of the UK's leading tax writers. small Business\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e: Chapter  1  What do you want from this book?\u003c\/li\u003e\n\u003cli\u003e: Why this book is different\u003c\/li\u003e\n\u003cli\u003e: Using this book as a self employed consultant\u003c\/li\u003e\n\u003cli\u003e: Using this book as a corporate consultant\u003c\/li\u003e\n\u003cli\u003eChapter: 2 Consulting excellence at work\u003c\/li\u003e\n\u003cli\u003e: Voices of three successful consultants\u003c\/li\u003e\n\u003cli\u003e: Common success factors\u003c\/li\u003e\n\u003cli\u003eChapter 3: What makes a successful consultant?\u003c\/li\u003e\n\u003cli\u003e: Putting yourself in the client’s place\u003c\/li\u003e\n\u003cli\u003e: Client concerns when hiring\u003c\/li\u003e\n\u003cli\u003e: The worst sins a consultant can commit\u003c\/li\u003e\n\u003cli\u003e: Definitions of success\u003c\/li\u003e\n\u003cli\u003eChapter 4: Setting a clear vision\u003c\/li\u003e\n\u003cli\u003e: The power of belief\u003c\/li\u003e\n\u003cli\u003e: Creating a compelling goal\u003c\/li\u003e\n\u003cli\u003e: Testing your outcome\u003c\/li\u003e\n\u003cli\u003eChapter 5: Bringing power to your aim\u003c\/li\u003e\n\u003cli\u003e: Will I really achieve my outcome?\u003c\/li\u003e\n\u003cli\u003e: Finding your commitment strategy\u003c\/li\u003e\n\u003cli\u003e: Moving from thinking to making it happen\u003c\/li\u003e\n\u003cli\u003eChapter 6: Assessing your resources\u003c\/li\u003e\n\u003cli\u003e: Do you value what you already have?\u003c\/li\u003e\n\u003cli\u003e: Do you treasure your resources?\u003c\/li\u003e\n\u003cli\u003e: Do you know what you are good at and how to increase your choices?\u003c\/li\u003e\n\u003cli\u003e: Obtaining feedback\u003c\/li\u003e\n\u003cli\u003e: Receiving feedback\u003c\/li\u003e\n\u003cli\u003e: Chapter 7 Tools to make it happen\u003c\/li\u003e\n\u003cli\u003e: Acting as if\u003c\/li\u003e\n\u003cli\u003e: Using positive energy\u003c\/li\u003e\n\u003cli\u003e: Check your language\u003c\/li\u003e\n\u003cli\u003e: Sight, sound or feelings?\u003c\/li\u003e\n\u003cli\u003e: Knowing your learning style\u003c\/li\u003e\n\u003cli\u003e: Taking the best from role models\u003c\/li\u003e\n\u003cli\u003e: Finding good mentors\u003c\/li\u003e\n\u003cli\u003e: Chapter 8 Client Project Management\u003c\/li\u003e\n\u003cli\u003e: The Project Manager\u003c\/li\u003e\n\u003cli\u003e: Scoping the Project\u003c\/li\u003e\n\u003cli\u003e: Setting the Specification\u003c\/li\u003e\n\u003cli\u003e: Creating the Project Framework\u003c\/li\u003e\n\u003cli\u003e: Chapter 9 Managing Client Expectations\u003c\/li\u003e\n\u003cli\u003e: Over commitment\u003c\/li\u003e\n\u003cli\u003e: Project Delays\u003c\/li\u003e\n\u003cli\u003e: Meeting Deadlines\u003c\/li\u003e\n\u003cli\u003e: Handling Client Delays\u003c\/li\u003e\n\u003cli\u003e: Agreeing Completion\u003c\/li\u003e\n\u003cli\u003e: Chapter 10 Avoiding project pitfalls\u003c\/li\u003e\n\u003cli\u003e: Agreeing the specification\u003c\/li\u003e\n\u003cli\u003e: Contract renegotiation\u003c\/li\u003e\n\u003cli\u003e: Contract cover\u003c\/li\u003e\n\u003cli\u003e: Reading the signs\u003c\/li\u003e\n\u003cli\u003e: Prevention plan\u003c\/li\u003e\n\u003cli\u003e: Chapter 11 Image\u003c\/li\u003e\n\u003cli\u003e: What is image?\u003c\/li\u003e\n\u003cli\u003e: Matching the client\u003c\/li\u003e\n\u003cli\u003e: The image consultant’s view\u003c\/li\u003e\n\u003cli\u003e: Image from the inside\u003c\/li\u003e\n\u003cli\u003e: Chapter 12 Writing a client report\u003c\/li\u003e\n\u003cli\u003e: Your attitude to report writing\u003c\/li\u003e\n\u003cli\u003e: An easy method\u003c\/li\u003e\n\u003cli\u003e: Your readers\u003c\/li\u003e\n\u003cli\u003e: Structure\u003c\/li\u003e\n\u003cli\u003e: Mind maps\u003c\/li\u003e\n\u003cli\u003e: Chapter 13 Giving a client presentation\u003c\/li\u003e\n\u003cli\u003e: Dealing with nerves\u003c\/li\u003e\n\u003cli\u003e: Knowing your audience\u003c\/li\u003e\n\u003cli\u003e: Style of delivery\u003c\/li\u003e\n\u003cli\u003e: Use of language\u003c\/li\u003e\n\u003cli\u003e: Creating images\u003c\/li\u003e\n\u003cli\u003e: Structuring content\u003c\/li\u003e\n\u003cli\u003e: Getting good feedback\u003c\/li\u003e\n\u003cli\u003e: Chapter 14 Running A Client Workshop \/ Project Meeting\u003c\/li\u003e\n\u003cli\u003e: Assembling the right people\u003c\/li\u003e\n\u003cli\u003e: Briefing the essentials\u003c\/li\u003e\n\u003cli\u003e: Facilitating a discussion\u003c\/li\u003e\n\u003cli\u003e: Dealing with awkward questions\u003c\/li\u003e\n\u003cli\u003e: Winning commitment\u003c\/li\u003e\n\u003cli\u003e: Chapter 15 Building Client Relationships\u003c\/li\u003e\n\u003cli\u003e: Listening\u003c\/li\u003e\n\u003cli\u003e: Creating rapport\u003c\/li\u003e\n\u003cli\u003e: Filters and styles\u003c\/li\u003e\n\u003cli\u003e: Chapter 16 Handling client politics\u003c\/li\u003e\n\u003cli\u003e: Political structure\u003c\/li\u003e\n\u003cli\u003e: Political intelligence\u003c\/li\u003e\n\u003cli\u003eChapter 17 Influencing: \u0026amp; Negotiation\u003c\/li\u003e\n\u003cli\u003e: Elements of influence\u003c\/li\u003e\n\u003cli\u003e: The win\/win approach to negotiation\u003c\/li\u003e\n\u003cli\u003e: The other party’s interests\u003c\/li\u003e\n\u003cli\u003e: Chapter 18 Dealing with difficult clients\u003c\/li\u003e\n\u003cli\u003e: Insecure\u003c\/li\u003e\n\u003cli\u003e: Angry\u003c\/li\u003e\n\u003cli\u003e: Obstructive\u003c\/li\u003e\n\u003cli\u003e: Antagonistic\u003c\/li\u003e\n\u003cli\u003e: Abusive\u003c\/li\u003e\n\u003cli\u003e: Chapter 19 Dealing with internal relationships\u003c\/li\u003e\n\u003cli\u003e: Working alone on site\u003c\/li\u003e\n\u003cli\u003e: Working in a team\u003c\/li\u003e\n\u003cli\u003e: Working with other contractors\u003c\/li\u003e\n\u003cli\u003e: Chapter 20 Marketing Your Services\u003c\/li\u003e\n\u003cli\u003e: What are you selling?\u003c\/li\u003e\n\u003cli\u003e: The lure of the brochure\u003c\/li\u003e\n\u003cli\u003e: The value of personal contacts\u003c\/li\u003e\n\u003cli\u003e: Review of marketing tools\u003c\/li\u003e\n\u003cli\u003e: Chapter 21 Starting \u0026amp; Running Your Own Business\u003c\/li\u003e\n\u003cli\u003e: Three success stories\u003c\/li\u003e\n\u003cli\u003e: Critical success factors in running a consulting business\u003c\/li\u003e\n\u003cli\u003e: Start-up case histories\u003c\/li\u003e\n\u003cli\u003e: Finance, tax and legal status\u003c\/li\u003e\n\u003cli\u003e: Choosing an accountant\u003c\/li\u003e\n\u003cli\u003e: Minimising set up costs\u003c\/li\u003e\n\u003cli\u003e: Setting fee levels\u003c\/li\u003e\n\u003cli\u003eChapter 22: Balancing your work with the rest of your life\u003c\/li\u003e\n\u003cli\u003e: Recognising the pressures of your role\u003c\/li\u003e\n\u003cli\u003e: Pushing back on clients\u003c\/li\u003e\n\u003cli\u003e: Creating personal balance\u003c\/li\u003e\n\u003cli\u003e: Analysing your time\u003c\/li\u003e\n\u003cli\u003e: Chapter 23 Going Forward\u003c\/li\u003e\n\u003cli\u003e: Key messages to take with you\u003c\/li\u003e\n\u003cli\u003e: References\u003c\/li\u003e\n\u003cli\u003e: Index\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"John Murray Press","offers":[{"title":"Default Title","offer_id":48885648326999,"sku":"9781444100631","price":14.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781444100631.jpg?v=1722537214"},{"product_id":"innovation-knowledge-intensive-business-firms-hong-kongs-engineering-consulting-sector-9781634844543","title":"Innovation \u0026 Knowledge-Intensive Business Firms:","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe purpose of this book is to investigate the innovative process in engineering of consulting firms as a knowledge-intensive service sector. Extant literature in a resource-based view of the firm calls for empirical studies to illustrate the process of how human resource systems provide organisations with a competitive advantage. The key issue is on how the different elements of human resource systems interact. The evidence unveiled in this book does just that. Likewise, it has been suggested that resource systems as a source of a competitive edge should not be viewed as a static phenomenon. Sustained competitiveness requires an organisation to constantly adjust itself according to the evolving market conditions. Such dynamic capability has been illustrated in cases within this book. On the other hand, literature on innovative studies indicates that new analytical approaches applicable to both manufacturing and service industries can be beneficial to future research in this field. The tactic adopted in this book can serve as a prelude to such an attempt.","brand":"Nova Science Publishers Inc","offers":[{"title":"Default Title","offer_id":48887225712983,"sku":"9781634844543","price":148.79,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781634844543.jpg?v=1722543583"},{"product_id":"the-consultancy-conundrum-the-hollowing-out-of-the-public-sector-9781922979322","title":"The Consultancy Conundrum: The Hollowing Out of","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"Monash University Publishing","offers":[{"title":"Default Title","offer_id":48888701190487,"sku":"9781922979322","price":13.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781922979322.jpg?v=1722550703"},{"product_id":"management-consulting-a-guide-to-the-profession-9788185040448","title":"Management Consulting: A Guide to the Profession","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eDescribes the consulting approaches and methods applied to various types of management and business problems, organizations and environments.","brand":"Bookwell Publications","offers":[{"title":"Default Title","offer_id":48889728762199,"sku":"9788185040448","price":41.79,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9788185040448.jpg?v=1722555638"},{"product_id":"the-strategy-activation-playbook-a-practical-approach-to-bringing-your-strategies-to-life-9781637741825","title":"The Strategy Activation Playbook: A Practical","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"BenBella Books","offers":[{"title":"Default Title","offer_id":49084230762839,"sku":"9781637741825","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"storytelling-for-grantseekers-9780470381229","title":"Storytelling for Grantseekers","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGrantwriters often have little or no training in the practical task of grantseeking. In  Storytelling for Grantseekers, Second Edition , Cheryl Clarke presents an organic approach to grantseeking, one that views the process through the lens of the pleasures and rewards of crafting a good story.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eExamples ix\u003c\/p\u003e \u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eThe Author xxi\u003c\/p\u003e \u003cp\u003eIntroduction: Why Storytelling? 1\u003c\/p\u003e \u003cp\u003eOne: First Steps: Getting Ready for Grantseeking 5\u003c\/p\u003e \u003cp\u003eTwo: Research and Relationships: Finding and Cultivating Your Audience 17\u003c\/p\u003e \u003cp\u003eThree: The Short Story: Writing Letters of Inquiry 37\u003c\/p\u003e \u003cp\u003eFour: The Proposal Narrative: Introducing the Characters and the Place 47\u003c\/p\u003e \u003cp\u003eFive: The Need or Problem: Building Tension and Conflict into Your Story 65\u003c\/p\u003e \u003cp\u003eSix: Goals, Objectives, and Methods: Making Changes by Addressing the Problem 87\u003c\/p\u003e \u003cp\u003eSeven: Evaluation and Future Funding: Writing the Epilogue and Planning for a Sequel 101\u003c\/p\u003e \u003cp\u003eEight: The Budget: Translating Your Story from Words to Numbers 113\u003c\/p\u003e \u003cp\u003eNine: The Summary, Titles, and Headings: Preparing Your Marketing Copy 131\u003c\/p\u003e \u003cp\u003eTen: Packaging: Publishing Your Proposal Story 141\u003c\/p\u003e \u003cp\u003eEleven: Site Visits and Beyond: Interacting with Funders 159\u003c\/p\u003e \u003cp\u003eTwelve: Beyond Grants: Applying the Storytelling Method 169\u003c\/p\u003e \u003cp\u003eAfterword 177\u003c\/p\u003e \u003cp\u003eAppendix: The Final Manuscript: Two Letter Proposal Samples 179\u003c\/p\u003e \u003cp\u003eIndex 185\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402319044951,"sku":"9780470381229","price":24.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470381229.jpg?v=1730480056"},{"product_id":"essential-tools-for-management-consulting-9780470745939","title":"Essential Tools for Management Consulting","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eEssential Tools for Management Consulting is a series of three books based on the successful publication of The Essential Management Toolkit. The three volume collection focuses on organizational performance, management consulting, and business management.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eAcknowledgements.  \u003cp\u003eForeword by Dr Malik Salameh.\u003c\/p\u003e \u003cp\u003eAbout the author.\u003c\/p\u003e \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003e1. The Profession of Management Consultancy.\u003c\/p\u003e \u003cp\u003e2. Developing Management Consultancy.\u003c\/p\u003e \u003cp\u003e3. The Management of Consultancy Projects.\u003c\/p\u003e \u003cp\u003e4. Consultancy Delivery.\u003c\/p\u003e \u003cp\u003e5. Top-ten Consultancy Tools.\u003c\/p\u003e \u003cp\u003eReferences.\u003c\/p\u003e \u003cp\u003eWebsites.\u003c\/p\u003e \u003cp\u003eAddresses.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402424328535,"sku":"9780470745939","price":14.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470745939.jpg?v=1730480357"},{"product_id":"the-consultants-manual-9780471008798","title":"The Consultants Manual","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe Consultant''s Manual If you''re serious about starting your own consulting practice, there''s something you should know . . No matter how knowledgeable you are in your field.. No matter how expert your advice or impressive your credentials.. If you don''t bring an air of consummate professionalism to every phase of your practice--from proposal-writing and fee-setting, to drawing up contracts and issuing reports--you''ll almost definitely lose out to the professional who does. But don''t worry, because with Tom Greenbaum and The Consultant''s Manual in your corner, you can make sure that never happens! Growing out of the author''s Harvard consulting course, this book offers level-headed, expert advice on virtually every practical aspect of starting, building, and marketing your consulting practice. Centered around the theme of developing and working an exhaustive business plan for your firm, it leads you step-by-step through the research, planning, and problem-solving stages. Positi\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePLANNING.\u003cbr\u003e \u003cbr\u003e Marketing Your Consulting Service.\u003cbr\u003e \u003cbr\u003e Should You Enter the Consulting Business?.\u003cbr\u003e \u003cbr\u003e The Business Plan.\u003cbr\u003e \u003cbr\u003e Defining the Business.\u003cbr\u003e \u003cbr\u003e Developing a Company Identity.\u003cbr\u003e \u003cbr\u003e Planning Your Company's Finances.\u003cbr\u003e \u003cbr\u003e IMPLEMENTATION.\u003cbr\u003e \u003cbr\u003e Building Awareness of Your Business--Direct Methods.\u003cbr\u003e \u003cbr\u003e Building Awareness of Your Business--Indirect Methods.\u003cbr\u003e \u003cbr\u003e Developing a Brochure.\u003cbr\u003e \u003cbr\u003e Selling Your Consulting Services.\u003cbr\u003e \u003cbr\u003e The Consulting Proposal.\u003cbr\u003e \u003cbr\u003e Handling Objections.\u003cbr\u003e \u003cbr\u003e Service in a Consulting Business.\u003cbr\u003e \u003cbr\u003e The Ethics of the Consulting Business.\u003cbr\u003e \u003cbr\u003e Index.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402476527959,"sku":"9780471008798","price":22.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471008798.jpg?v=1730480520"},{"product_id":"marketing-your-consulting-and-professional-services-9780471133926","title":"Marketing Your Consulting and Professional","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWhile finding and keeping a core group of clients remains the breadand butter of any consultant''s business, doing so is far fromsimple in a field that''s becoming increasingly crowded andcompetitive. Today, as the result of drastic shifts in thelandscape--information technology, virtual organizations,telecommuting--targeting and attracting clients is a greaterchallenge than ever. To help you meet that challenge head on,Marketing Your Consulting and Professional Services, the bible forconsultants and professionals worldwide, has been thoroughlyrevised and expanded. This brand new Third Edition gives you thetools and the know-how to survive and thrive in today''s toughmarket.\u003cbr\u003e \u003cbr\u003e Beginning with a comprehensive overview, this updated resourcekeeps you abreast of current trends and issues. In addition, you''llfind complete coverage of Dick Connor''s innovative--and highlyeffective--Client-Centered Marketing (CCM) approach, a practicaldeliverables-driven system for penetrating specifi\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePartial table of contents:\u003cbr\u003e \u003cbr\u003e FOUNDATIONAL MATERIAL.\u003cbr\u003e \u003cbr\u003e The Client-Centered Marketing Process.\u003cbr\u003e \u003cbr\u003e The Client-Centered Marketing Process Model.\u003cbr\u003e \u003cbr\u003e MARKETING FACTORS ANALYSIS.\u003cbr\u003e \u003cbr\u003e Evaluating Your Current Clients.\u003cbr\u003e \u003cbr\u003e Managing Your Current Leverage Relationships.\u003cbr\u003e \u003cbr\u003e Building Your Firm's Strategic Profile.\u003cbr\u003e \u003cbr\u003e TARGETS.\u003cbr\u003e \u003cbr\u003e Managing Your Targets of Attention.\u003cbr\u003e \u003cbr\u003e Selecting an Industry for Special Attention.\u003cbr\u003e \u003cbr\u003e AN INSIDER'S UNDERSTANDING.\u003cbr\u003e \u003cbr\u003e Developing an Insider's Understanding of the Industry.\u003cbr\u003e \u003cbr\u003e SERVING THE NICHE.\u003cbr\u003e \u003cbr\u003e Building Marketing into the Fabric of the Firm.\u003cbr\u003e \u003cbr\u003e Preparing Value-Adding Solutions.\u003cbr\u003e \u003cbr\u003e DEVELOPING AND CODIFYING YOUR MARKETING PROCESSES.\u003cbr\u003e \u003cbr\u003e Positioning Your Business.\u003cbr\u003e \u003cbr\u003e Writing That Works.\u003cbr\u003e \u003cbr\u003e Selling the Value-Adding Solution.\u003cbr\u003e \u003cbr\u003e MANAGING THE CLIENT-CENTERED MARKETING PROCESS.\u003cbr\u003e \u003cbr\u003e Wrapping It All Up.\u003cbr\u003e \u003cbr\u003e Bibliography.\u003cbr\u003e \u003cbr\u003e Glossary.\u003cbr\u003e \u003cbr\u003e Appendices.\u003cbr\u003e \u003cbr\u003e Index.\u003cbr\u003e \u003cbr\u003e About the Authors.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402495336791,"sku":"9780471133926","price":36.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471133926.jpg?v=1730480585"},{"product_id":"organizational-consulting-9780471263784","title":"Organizational Consulting","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe expert guide to effective internal consulting\u003cbr\u003e This book guides internal consultants through the steps necessary to bolster their credibility, build relationships within the organization, develop internal marketing abilities, and apply proper methodologies to their work. Alan Weiss, an experienced consultant, provides practical techniques the internal consultant, internal human resources practitioner, and any other internal change agent can use to excel at work, advance their careers, and become valued assets to their organizations. Some of the major subjects covered include setting up the proper environment for success and establishing peer-level interactions.\u003cbr\u003e Alan Weiss, PhD (East Greenwich, CT), has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and Chase. He lectures widely and appears regularly on radio and television to discuss productivity and performance. He is the author of twelve books, including Getting \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.\u003cbr\u003e \u003cbr\u003e PART I: THE ENVIRONMENT.\u003cbr\u003e \u003cbr\u003e If It Walks Like A Duck: What Constitutes an Effective Internal Consultant?\u003cbr\u003e \u003cbr\u003e Creating Peer Relationships: How to Be Perceived as a Credible Partner by Line Management.\u003cbr\u003e \u003cbr\u003e Tools of the Trade: What You Must Possess to Avoid Being Thrown out the Door.\u003cbr\u003e \u003cbr\u003e PART II: THE INTERACTIONS.\u003cbr\u003e \u003cbr\u003e The Role of Conceptual Agreement: The Absolutely Best Way to Establish a Win\/Win Project.\u003cbr\u003e \u003cbr\u003e Formulating the Proposal: How to Ensure that You and the Buyer Meet Each Other's Expectations.\u003cbr\u003e \u003cbr\u003e The Value Proposition: Why Every Client Knows What's Wanted but Not Necessarily What's Needed.\u003cbr\u003e \u003cbr\u003e PART III: THE INTERVENTION.\u003cbr\u003e \u003cbr\u003e The Pros and Cons of Living There: How to Maximize Strengths and Minimize Weaknesses.\u003cbr\u003e \u003cbr\u003e The Politics of Terror: How to Reconcile Tough Issues without Being Drawn and Quartered.\u003cbr\u003e \u003cbr\u003e Knowing When to Stop: How to Disengage, Give Credit, and (It's Allowed) Take Credit.\u003cbr\u003e \u003cbr\u003e PART IV: THE AFTERMATH.\u003cbr\u003e \u003cbr\u003e Assessing Value: How to Follow-Up and Leverage Your Success.\u003cbr\u003e \u003cbr\u003e The Ethical Quandaries: When to Put Up, Shut Up, and Give Up.\u003cbr\u003e \u003cbr\u003e More Suggested Rea dings.\u003cbr\u003e \u003cbr\u003e Index.\u003cbr\u003e \u003cbr\u003e About the Author.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402547110231,"sku":"9780471263784","price":31.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471263784.jpg?v=1730480717"},{"product_id":"management-consulting-9780471444015","title":"Management Consulting","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis is a timely revision of the first complete resource guide for individuals seeking a job in management consulting. It includes new information about consulting to the burgeoning high-tech industry, as well as a discussion about how the increasing competition for graduating MBAs is changing the recruiting and hiring process for consulting.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction.\u003cbr\u003e \u003cbr\u003e The Management Consulting Industry.\u003cbr\u003e \u003cbr\u003e The Consultant's Work and Lifestyle.\u003cbr\u003e \u003cbr\u003e The Emergence of E-Consulting.\u003cbr\u003e \u003cbr\u003e Perspectives on Consulting.\u003cbr\u003e \u003cbr\u003e Planning Your Consulting Career.\u003cbr\u003e \u003cbr\u003e Mastering the Case Interview.\u003cbr\u003e \u003cbr\u003e Negotiating Your Offer.\u003cbr\u003e \u003cbr\u003e Epilogue.\u003cbr\u003e \u003cbr\u003e Appendix I: Fifteen Essential Frameworks.\u003cbr\u003e \u003cbr\u003e Appendix II: One Hundred Case Questions and Ten Sample Answers.\u003cbr\u003e \u003cbr\u003e Appendix III: Directory of One Hundred Consulting Firms.\u003cbr\u003e \u003cbr\u003e Notes.\u003cbr\u003e \u003cbr\u003e Index.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402594754903,"sku":"9780471444015","price":41.25,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471444015.jpg?v=1730480899"},{"product_id":"million-dollar-consulting-toolkit-9780471740278","title":"Million Dollar Consulting Toolkit","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe practical toolbox for readers of Million Dollar Consulting\u003cbr\u003e \u003cbr\u003e This useful guide provides specific checklists, guidelines, templates, and actual examples for every step of the consulting process. It covers marketing, sales, meetings, implementation, follow-up, invoicing, practice management, insurance, equipment, subcontracting, and scores of other elements. Thousands of people have bought Weiss''s Million Dollar Consulting and started their own consultancy. Now, this handy resource goes hand-in-hand to provide all the tools new consultants need to enact all the recommendations and ideas in Million Dollar Consulting.\u003cbr\u003e \u003cbr\u003e Alan Weiss, PhD (East Greenwich, RI), has consulted for hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, American Press Institute, and the Times-Mirror Group. He is the author of 12 books, including Getting Started in Consulting (0-471-47969-1) and Organizational Consulting (0-471-26378-8).\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOffice and Practice Management 1\u003c\/p\u003e \u003cp\u003eEquipment Checklist and Commentary 1\u003c\/p\u003e \u003cp\u003eClient File Checklist and Commentary 4\u003c\/p\u003e \u003cp\u003eInsurance Checklist and Commentary 6\u003c\/p\u003e \u003cp\u003eProfessional Assistance Checklist and Commentary 9\u003c\/p\u003e \u003cp\u003eTime and Space Allocation Checklist and Commentary 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 2\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSales and Marketing 17\u003c\/p\u003e \u003cp\u003eWeb Site Checklist and Commentary 17\u003c\/p\u003e \u003cp\u003eE-Mail Checklist and Commentary 20\u003c\/p\u003e \u003cp\u003ePress Kit Checklist and Commentary 22\u003c\/p\u003e \u003cp\u003eSample Biographical Sketch 24\u003c\/p\u003e \u003cp\u003eSample Character Reference 26\u003c\/p\u003e \u003cp\u003eProposal Checklist and Commentary 26\u003c\/p\u003e \u003cp\u003eProposal Template 28\u003c\/p\u003e \u003cp\u003eProposal Cancellation Clauses Templates 33\u003c\/p\u003e \u003cp\u003eSimple Letter of Agreement Template 34\u003c\/p\u003e \u003cp\u003eCold Call Telephone Script Checklist and Commentary 35\u003c\/p\u003e \u003cp\u003eCold Call Telephone Script 38\u003c\/p\u003e \u003cp\u003eCold Call Letter Checklist and Commentary 39\u003c\/p\u003e \u003cp\u003eCold Call Letter 40\u003c\/p\u003e \u003cp\u003eMeeting Preparation Checklist and Commentary 41\u003c\/p\u003e \u003cp\u003eNetworking Checklist and Commentary 43\u003c\/p\u003e \u003cp\u003eNetworking Follow-Up Note 44\u003c\/p\u003e \u003cp\u003eAdvertising and Listings Checklist and Commentary 45\u003c\/p\u003e \u003cp\u003eSample Advertisement 46\u003c\/p\u003e \u003cp\u003eFee Setting Checklist and Commentary 48\u003c\/p\u003e \u003cp\u003eClosing the Sale Checklist and Commentary 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSelf-Development 53\u003c\/p\u003e \u003cp\u003eReading Materials Checklist and Commentary 53\u003c\/p\u003e \u003cp\u003eAssociations Evaluation Checklist and Commentary 55\u003c\/p\u003e \u003cp\u003eRebutting Objections Checklist and Commentary 57\u003c\/p\u003e \u003cp\u003eLearning from Setbacks Checklist and Commentary 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 4\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTravel 63\u003c\/p\u003e \u003cp\u003eClubs Checklist and Commentary 63\u003c\/p\u003e \u003cp\u003eTransportation and Lodging Checklist and Commentary 66\u003c\/p\u003e \u003cp\u003eRoad Warrior Support Checklist and Commentary 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProject Delivery 73\u003c\/p\u003e \u003cp\u003eSponsor Checklist and Commentary 73\u003c\/p\u003e \u003cp\u003eInterview Checklist and Commentary 75\u003c\/p\u003e \u003cp\u003eFocus Group Checklist and Commentary 77\u003c\/p\u003e \u003cp\u003eTemplate for Focus Group Rules 80\u003c\/p\u003e \u003cp\u003eOn-Site Observation Checklist and Commentary 81\u003c\/p\u003e \u003cp\u003eCoaching Checklist and Commentary 84\u003c\/p\u003e \u003cp\u003eCoaching Rules of Engagement Template 86\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 6\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDebriefings Checklist and Commentary 87\u003c\/p\u003e \u003cp\u003eReport Checklist and Commentary 89\u003c\/p\u003e \u003cp\u003eClient Satisfaction Survey Template 91\u003c\/p\u003e \u003cp\u003eForms 93\u003c\/p\u003e \u003cp\u003eInvoices 93\u003c\/p\u003e \u003cp\u003eInvoice Template 94\u003c\/p\u003e \u003cp\u003eExpense Reimbursement 95\u003c\/p\u003e \u003cp\u003eExpense Reimbursement Template 95\u003c\/p\u003e \u003cp\u003eOverdue Payments 95\u003c\/p\u003e \u003cp\u003eOverdue Payments Template 97\u003c\/p\u003e \u003cp\u003eWriting an Article Checklist and Commentary 98\u003c\/p\u003e \u003cp\u003eTemplate for an Article 100\u003c\/p\u003e \u003cp\u003eLetter to Magazine Editor Template 100\u003c\/p\u003e \u003cp\u003eSubcontracting 101\u003c\/p\u003e \u003cp\u003eSubcontracting Contract Template 102\u003c\/p\u003e \u003cp\u003eFollow-Up Letters 104\u003c\/p\u003e \u003cp\u003eFollow-Up Template for New Prospects 104\u003c\/p\u003e \u003cp\u003eFollow-Up Template for Failure to Make Contact 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFinancial 107\u003c\/p\u003e \u003cp\u003eTaxes Checklist and Commentary 107\u003c\/p\u003e \u003cp\u003eInvestment Checklist and Commentary 109\u003c\/p\u003e \u003cp\u003eRetirement Checklist and Commentary 111\u003c\/p\u003e \u003cp\u003eCredit Line Checklist and Commentary 113\u003c\/p\u003e \u003cp\u003eBookkeeping Checklist and Commentary 115\u003c\/p\u003e \u003cp\u003ePayroll Checklist and Commentary 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 8\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLegal 119\u003c\/p\u003e \u003cp\u003eIncorporation Checklist and Commentary 119\u003c\/p\u003e \u003cp\u003eTrademark, Service Mark, Registration Checklist and Commentary 122\u003c\/p\u003e \u003cp\u003eCopyright Checklist and Commentary 124\u003c\/p\u003e \u003cp\u003eContracts Checklist and Commentary 126\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdvanced Marketing 129\u003c\/p\u003e \u003cp\u003ePublishing Articles and Columns Checklist and Commentary 129\u003c\/p\u003e \u003cp\u003eInquiry Letter Template 132\u003c\/p\u003e \u003cp\u003eTemplate for an Article 133\u003c\/p\u003e \u003cp\u003eBook Publishing Checklist and Commentary 134\u003c\/p\u003e \u003cp\u003eTemplate for Book Preparation 136\u003c\/p\u003e \u003cp\u003eTemplate for a Book Proposal 138\u003c\/p\u003e \u003cp\u003eLetter to a Literary Agent Template 146\u003c\/p\u003e \u003cp\u003eInterview Checklist and Commentary 147\u003c\/p\u003e \u003cp\u003eInterview Response Template 150\u003c\/p\u003e \u003cp\u003eRadio Interview Request Template 151\u003c\/p\u003e \u003cp\u003eProfessional Speaking Checklist and Commentary 151\u003c\/p\u003e \u003cp\u003eSpeech Development Template 154\u003c\/p\u003e \u003cp\u003eSpeech Evaluation Template 155\u003c\/p\u003e \u003cp\u003ePromoting Public Speaking Template 157\u003c\/p\u003e \u003cp\u003eSpeakers Bureau Inquiry Letter Template 161\u003c\/p\u003e \u003cp\u003eLetter to Trade Association Director Template 162\u003c\/p\u003e \u003cp\u003eLetter to Visitors or Convention Bureau Template 163\u003c\/p\u003e \u003cp\u003eSpeaking Contract Template 165\u003c\/p\u003e \u003cp\u003eAdvance Speaking Requirements Template 166\u003c\/p\u003e \u003cp\u003eSpeaking Requirements Sheet Template 167\u003c\/p\u003e \u003cp\u003eSpeech Introduction Template 168\u003c\/p\u003e \u003cp\u003eNewsletter Checklist and Commentary 169\u003c\/p\u003e \u003cp\u003eNewsletter Format Template 171\u003c\/p\u003e \u003cp\u003eNewsletter Subscription Offer Template 172\u003c\/p\u003e \u003cp\u003eForecasting Checklist and Commentary 173\u003c\/p\u003e \u003cp\u003eForecasting Template 175\u003c\/p\u003e \u003cp\u003eQualifying System Template 175\u003c\/p\u003e \u003cp\u003eReferrals Checklist and Commentary 177\u003c\/p\u003e \u003cp\u003eReferrals Request Template 179\u003c\/p\u003e \u003cp\u003eRepeat Business Checklist and Commentary 180\u003c\/p\u003e \u003cp\u003eRepeat Business Suggestion Template 181\u003c\/p\u003e \u003cp\u003ePassive Income Checklist and Commentary 182\u003c\/p\u003e \u003cp\u003eTeleconference Template 185\u003c\/p\u003e \u003cp\u003eInternational Business Checklist and Commentary 186\u003c\/p\u003e \u003cp\u003eAlliances Checklist and Commentary 188\u003c\/p\u003e \u003cp\u003eRetainers 191\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 10\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMaximizing Success 193\u003c\/p\u003e \u003cp\u003eLife Balance Checklist and Commentary 193\u003c\/p\u003e \u003cp\u003eReinvention Checklist and Commentary 196\u003c\/p\u003e \u003cp\u003eSelling Your Firm Checklist and Commentary 198\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExample of Trademark Registration 204\u003c\/p\u003e \u003cp\u003eExample of Web Site Home Page 206\u003c\/p\u003e \u003cp\u003eBibliography 207\u003c\/p\u003e \u003cp\u003eGeneral Business and Consulting 207\u003c\/p\u003e \u003cp\u003eCold Calls 209\u003c\/p\u003e \u003cp\u003ePublishing Assistance 210\u003c\/p\u003e \u003cp\u003e\u003cb\u003e101 Questions for Any Sales Situation You’ll Ever Face 211\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSample Position Paper or White Paper 222\u003c\/p\u003e \u003cp\u003eIndex 227\u003c\/p\u003e \u003cp\u003eAbout the Author 237\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402665566551,"sku":"9780471740278","price":22.95,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471740278.jpg?v=1730481166"},{"product_id":"run-your-own-race-12-steps-to-building-your-powerful-personal-brand-9780578510194","title":"Run Your Own Race 12 Steps to Building Your","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"Sidney Evans","offers":[{"title":"Default Title","offer_id":49403153449303,"sku":"9780578510194","price":16.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780578510194.jpg?v=1730482591"},{"product_id":"critical-consulting-new-perspectives-on-the-management-advice-industry-9780631218203","title":"Critical Consulting New Perspectives on the","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe critical analysis presented here evaluates what management consultants offer as well as analysing the emergence of their industry as a contemporary social phenomenon.   * Presents the latest research from the most influential researchers in the field.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"...an important and theoretically innovative book highlighting the power games and discursive strategies that consutlants used to legitimise their knowledge claimes\". \u003ci\u003eDenis Saint-Martin, Universite de Montreal\u003c\/i\u003e \u003cbr\u003e \u003cp\u003e\"This book represents an admirable resource for learning about current consulting practices, about their historical roots, and their underlying assumptions. The case studies are rich with concrete illustrations and informed by sound scholarly research.\" \u003ci\u003eChris Argyris, Harvard Business School\u003c\/i\u003e\u003cbr\u003e \u003c\/p\u003e \u003cp\u003e\"Management Consultants are unloved - perhaps even by their own mothers - and they are misunderstood. This splendid volume tackles the latter problem with considerable success; now we understand why management consultants are unloved.\" \u003ci\u003eStuart Macdonald, University of Sheffield\u003c\/i\u003e\u003cbr\u003e \u003c\/p\u003e \u003cp\u003e\"With contributions from the leading researchers in the area, this book provides fresh insights into the growth of the management advice industry and a valuable addition to the critical literature in this area\". \u003ci\u003eDr Christopher Wright, University of New South Wales\u003c\/i\u003e\u003cbr\u003e \u003c\/p\u003e \u003cp\u003e\"This book is a landmark that will set the parameters for future thinking about the role of consultants.\" \u003ci\u003eProfessor Stephen Hill, London School of Economics\u003c\/i\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eList of Figures and Tables. \u003cp\u003eNotes on Contributors.\u003c\/p\u003e \u003cp\u003eIntroduction: The Emergence of Critical Perspectives on Consulting: Robin Fincham (Stirling University) and Timothy Clark (King's College).\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: Setting the Scene: The Nature of Management Consultancy and Management Advice:\u003c\/b\u003e.\u003c\/p\u003e \u003cp\u003e1. Consulting: What Should it Mean?: Edgar H Schein (MIT Sloan School of Management).\u003c\/p\u003e \u003cp\u003e2. Trapped in their Wave: The Evolution of Management Consultancies: Matthias Kipping (University of Reading).\u003c\/p\u003e \u003cp\u003e3. The Rise of Consultancy and the Prospect for Regions: Peter Wood (University College London).\u003c\/p\u003e \u003cp\u003e4. On Knowledge, Business Consultants and the Selling of TQM: Karen Legge (University of Warwick).\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: The Contexts of Management Consultancy and Management Advice:\u003c\/b\u003e.\u003c\/p\u003e \u003cp\u003e5. Virtual Stories of Virtual Working: Critical Reflections on CTI Consultancy Discourse: Peter Case (Oxford Brookes University).\u003c\/p\u003e \u003cp\u003e6. The Vision Thing: Constructing Technology and the Future in Management Advice: Brian P Bloomfield (Lancaster University Management School) and Theo Vurdubakis (Manchester School of Management).\u003c\/p\u003e \u003cp\u003e7. Front-Line Diffusion: The Production and Negotiation of Knowledge Through Training Interactions: Andrew Sturdy (University of Melbourne).\u003c\/p\u003e \u003cp\u003e8. Knowledge Legitimation and Audience Affiliation Through Storytelling: The Example of Management Gurus: Timothy Clark (King's College) and David Greatbatch (Independent Social Scientist).\u003c\/p\u003e \u003cp\u003e9. A Fantasy Theme Analysis of Three Guru-Led Management Fashions: Brad Jackson (Victoria University of Wellington).\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: Critical Reflections on Management Consultancy and Management Advice:\u003c\/b\u003e.\u003c\/p\u003e \u003cp\u003e10. Charisma versus Technique: Differentiating the Expertise of Management Gurus and Management Consultants: Robin Fincham (Stirling University).\u003c\/p\u003e \u003cp\u003e11. On Communication Barriers between Management Science, Consultancies and Business Companies: Alfred Kieser (University of Mannheim).\u003c\/p\u003e \u003cp\u003e12. Professionalism and Politics in Management Consultancy Work: Mats Alvesson (Lund University) and Anders W Johansson (Jonkoping International Business School, Sweden).\u003c\/p\u003e \u003cp\u003e13. Understanding Advice: Towards a Sociology of Management Consultancy: Graeme Salaman (Open University).\u003c\/p\u003e \u003cp\u003e14. What Next? More Critique of Consultants, Gurus and Managers: Frank Heller (Centre for Decision Making Studies).\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":49403431125335,"sku":"9780631218203","price":36.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780631218203.jpg?v=1730483452"},{"product_id":"the-altman-close-9781119560111","title":"The Altman Close","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003eRobert Herjavec, Shark Tank\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003ePreface: Pre-Game Pep Talk xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I \u003c\/b\u003e\u003cb\u003ePrep Through Open 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Game-Time Mentality 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Players, the Field, the Shot Clock 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 My First Close 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 All In with LA Real Estate and BRAVO TV 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating Is All 24\u003c\/p\u003e \u003cp\u003eGoing Hollywood, TV Time 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Rules of the Game: First Impressions 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImpressions Matter 32\u003c\/p\u003e \u003cp\u003e10 Rules to Make a Positive First Impression 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 The Dream Team: You Can’t Do It Alone 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Fresh Eyes on the Prize 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 All About the Open 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnow More than the ’Hood 52\u003c\/p\u003e \u003cp\u003eWatch Your Back 55\u003c\/p\u003e \u003cp\u003eNetworking and Giving to Get 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Open Houses for Clients, Brokers, and Insiders 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Tour, Sell 59\u003c\/p\u003e \u003cp\u003eBroker’s Opens 61\u003c\/p\u003e \u003cp\u003eInsider Opens and Strategic Alliances 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Create an In-Your-Face Brand, 24\/7 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWorking the Web: Social Media and the Press 66\u003c\/p\u003e \u003cp\u003eGive Expert Advice 68\u003c\/p\u003e \u003cp\u003eConcierge Extraordinaire 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Golden Hammers and 20 Questions for Sellers 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eShut Up and Listen 73\u003c\/p\u003e \u003cp\u003eThe Altman 20 (Questions for Sellers) 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Size Up the Property: Pricing and Timing 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReading the Property: Questions I Ask Myself 82\u003c\/p\u003e \u003cp\u003eLet’s Talk Pricing 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Close the Open on Sellers: Talk Marketing, then Sign 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Close the Open on Buyers: The Altman 12 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Off to Work: Take a Breath First 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II \u003c\/b\u003e\u003cb\u003eThe Work 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Working with Buyers: Part Chemistry, Part Therapy 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssessing Personality Types 104\u003c\/p\u003e \u003cp\u003eAnalyzing the Buyer 105\u003c\/p\u003e \u003cp\u003eCalming the Buyer’s Fears 106\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Strategizing with Sellers: Getting Ready for War 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Battle Plan 109\u003c\/p\u003e \u003cp\u003eManaging the Troops 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Weapons: Listing Language, Interior Design, and Staging 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Killer Description 113\u003c\/p\u003e \u003cp\u003eKiller Design 115\u003c\/p\u003e \u003cp\u003eStaging for Battle 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 The Killer Combo: Drone and 360° Photos Plus Staging 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 On the Battlefield: More on Open Houses and Broker’s Opens 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho to Invite? 127\u003c\/p\u003e \u003cp\u003eWork the Party 128\u003c\/p\u003e \u003cp\u003eWhat About Neighbor(hood)s? 129\u003c\/p\u003e \u003cp\u003eSell Strong Points and Knowledge 130\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Price Drops Are Not Always Downers 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Go Win the War 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III \u003c\/b\u003e\u003cb\u003eThe Close 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Making an Offer 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSettling on the Price 144\u003c\/p\u003e \u003cp\u003eInspections and Contingencies 149\u003c\/p\u003e \u003cp\u003eMore Deal Sweetener Details 152\u003c\/p\u003e \u003cp\u003eAs for Curve Balls: Play by Your Rules and Get the House 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 Getting an Offer 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Multiple and Counteroffers 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating on the Clock 162\u003c\/p\u003e \u003cp\u003eNo Rules? Use Hammers for Leverage 165\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 Psyching Out Business Styles 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Putting on the Poker Face 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Anger Hammer 177\u003c\/p\u003e \u003cp\u003eKnow the Classic Hard-Baller Moves 182\u003c\/p\u003e \u003cp\u003eUse Confidence to Grab the Hammer 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 28 The Walk-Away 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Walk Away 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 29 Be a Shark: Eat, Swim, Devour 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Plays from the Book 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 30 Play #1: Damn, the Studio Head’s Pissed 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 31 Play #2: Three Clients, One Property 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 32 Play #3: The Middle Men Kings 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 33 Play #4: The Most Expensive Garage Ever Sold 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 34 Play #5: The Paramedics of Real Estate 207\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 35 The Final Play: Confession 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAcknowledgments 213\u003c\/p\u003e \u003cp\u003eAbout the Author 215\u003c\/p\u003e \u003cp\u003eIndex 217\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407084069207,"sku":"9781119560111","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119560111.jpg?v=1730498122"},{"product_id":"how-to-win-client-business-when-you-dont-know-where-to-start-9781119676904","title":"How to Win Client Business When You Dont Know","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIntroduction: Selling a Service Is Different (and Harder) Than Selling a Product 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: If I’m So Smart, Why Do I Feel So Stupid about Selling?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Things Rainmakers Do That Most of Us Don’t: The Five Rainmaker Skills Universities Don’t Teach Us and Our Firms Don’t Train Us 7\u003c\/p\u003e \u003cp\u003e2 How Clients Buy Understanding the Client’s Buying Decision Journey 17\u003c\/p\u003e \u003cp\u003e3 Where Clients Come From Understanding the Key Client Pathways 25\u003c\/p\u003e \u003cp\u003e4 Rainmaking for Introverts and People Who Don’t Want to Sell Winning Client Business While Being True to Yourself 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: The Five Skills We Must Learn If We Want to Become a Rainmaker\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 2: Create Your Personal Brand Identity 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known for Anything, But You Can’t Be Known for Everything 45\u003c\/p\u003e \u003cp\u003e6 The Power of Focus The Key to Being Remembered 53\u003c\/p\u003e \u003cp\u003e7 Choosing Your Specialty Shrink the Pond Until You’re a Big Fish 61\u003c\/p\u003e \u003cp\u003e8 You Can’t Sell Beyond Your Credibility Zone The Cautionary Tale of EDS 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 2: Demonstrate Your Professional Expertise 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 How Clients Tell Who the Real Experts Are Clients Need Clues That We Are Really Good at What We Do 77\u003c\/p\u003e \u003cp\u003e10 How to Toot Your Own Horn without Looking Like a Jerk Proven Techniques for Demonstrating Your Expertise 85\u003c\/p\u003e \u003cp\u003e11 Using LinkedIn to Build Your Credibility It Won’t Make the Cash Register Ring, So What’s It Good For? 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 3: Build Your Professional Ecosystem 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12 The Two Hundred People You Need to Know The Closest Thing to Knowing Something Is Knowing Where to Find It 103\u003c\/p\u003e \u003cp\u003e13 Does Cold-Calling Work? And What to Do if It Doesn’t Remember What Mom Said: Don’t Talk to Strangers! 109\u003c\/p\u003e \u003cp\u003e14 Making Friends in a Natural Way How to Get an Introduction without Seeming Pushy 117\u003c\/p\u003e \u003cp\u003e15 I Can’t See the Forest for the Trees Segmenting Your Ecosystem into Three Distinct Groups 125\u003c\/p\u003e \u003cp\u003e16 Why Advertising Doesn’t Work for Us Leveraging Your Firm’s Brand Reputation and What to Do When You Don’t Have One 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 4: Develop Trust-Based Relationships 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e17 What Is Trust and Where Does It Come From? Do Clients Really Hire People They Like? 141\u003c\/p\u003e \u003cp\u003e18 Conversation Skills for Introverts (and the Rest of Us, Too) Using Small Talk to Find Common Ground 149\u003c\/p\u003e \u003cp\u003e19 The Art of Keeping in Touch Finding Opportunities to Be Thoughtful and Helpful 155\u003c\/p\u003e \u003cp\u003e20 Transparency Is Good, Right? How and When to Be Transparent 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 5: Practice Everyday Success Habits 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e21 The Daily Habits of Successful Rainmakers The One Hour Each Day That Will Build Your Career 173\u003c\/p\u003e \u003cp\u003e22 Making the Rainmaker Skills Stick 66 Days That Will Shape Your Future 179\u003c\/p\u003e \u003cp\u003e23 Finding Your Rainmaker M.O. Building a Rainmaker System That Works for You 187\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: The Rainmaker’s Journey\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e24 Thoughts on Becoming a Rainmaker Stop Trying to Be Wonder Woman or Superman 195\u003c\/p\u003e \u003cp\u003e25 Finding the Work That You Love And What to Do When You Don’t 201\u003c\/p\u003e \u003cp\u003e26 A High Road with a Long View Parting Words as You Begin Your Rainmaker Journey 207\u003c\/p\u003e \u003cp\u003eAppendix A: The Rainmaker Skills Self-Test\u003c\/p\u003e \u003cp\u003eWhat Are My Rainmaker Strengths and Weaknesses? 213\u003c\/p\u003e \u003cp\u003eRecommended Reading 217\u003c\/p\u003e \u003cp\u003eAcknowledgments 219\u003c\/p\u003e \u003cp\u003eAbout the Author 221\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407116738903,"sku":"9781119676904","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119676904.jpg?v=1730498240"},{"product_id":"abundance-leaders-9781394178490","title":"Abundance Leaders","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eTransform your ability to lead others with an abundance leadership mindset\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eAbundance Leaders: Creating Energy, Joy, and Productivity in an Unsettled World\u003c\/i\u003e, renowned management consultant and lecturer Laura Freebairn-Smith delivers a rigorous and practical discussion of energetic, joyful, and productive leadership. In the book, you'll learn what sets leaders with an abundance mindset apart from those with a scarcity mindset, and why the former creates work environments that generate superior performance when compared to those created by the latter.\u003c\/p\u003e \u003cp\u003eThe author comprehensively explains the Abundance Leadership Model and convincingly demonstrates how it leads to immediate and tangible improvements in productivity and employee wellbeing. You'll also find:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eA list of 26 distinct behaviors that signal a manager or executive is working in an abundance leadership mindset\u003c\/li\u003e \u003cli\u003eStrategies for leading bravely, making big, impactful promises, and al\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword ix\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection I Abundance Leadership\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 My Journey to Abundance Leadership 3\u003c\/p\u003e \u003cp\u003e2 How Abundance Leaders Think 19\u003c\/p\u003e \u003cp\u003eLooking for Explanations 19\u003c\/p\u003e \u003cp\u003eOptimism 25\u003c\/p\u003e \u003cp\u003eThree Other Fields That Inform Abundance Leadership 30\u003c\/p\u003e \u003cp\u003e3 Four Meta-Competencies 43\u003c\/p\u003e \u003cp\u003eVisioning for the Greater Good 48\u003c\/p\u003e \u003cp\u003eVisibility 56\u003c\/p\u003e \u003cp\u003eSelf-Awareness 58\u003c\/p\u003e \u003cp\u003eManaging Well 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection II Organizational Health and Abundance Leadership\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 Improving Your Organization’s Health 65\u003c\/p\u003e \u003cp\u003e5 Macrolevers 69\u003c\/p\u003e \u003cp\u003eCharrettes 69\u003c\/p\u003e \u003cp\u003eFour-Day Workweek 73\u003c\/p\u003e \u003cp\u003eWorkspace Design 75\u003c\/p\u003e \u003cp\u003eManaging by Circadian Rhythm 77\u003c\/p\u003e \u003cp\u003e6 Microlevers: Small Tools for Big Change 87\u003c\/p\u003e \u003cp\u003eThe Gong 88\u003c\/p\u003e \u003cp\u003eThe Annual Donation: Collective Competition for the Greater Good 89\u003c\/p\u003e \u003cp\u003ePublic Agenda: Speak Up and Get Heard 90\u003c\/p\u003e \u003cp\u003eCommunity Wall: Life Outside of Work 90\u003c\/p\u003e \u003cp\u003eSnow Globes and Collective Memory 91\u003c\/p\u003e \u003cp\u003eFacilitation Rotation 92\u003c\/p\u003e \u003cp\u003eDream List: Imagining Our Ideal World 92\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection III the How-to Manual\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Visioning 99\u003c\/p\u003e \u003cp\u003eVisioning 100\u003c\/p\u003e \u003cp\u003eCreativity 107\u003c\/p\u003e \u003cp\u003e8 Visibility 113\u003c\/p\u003e \u003cp\u003e9 Self-Awareness 117\u003c\/p\u003e \u003cp\u003eReflection and Affect 121\u003c\/p\u003e \u003cp\u003eInterpersonal Adeptness 135\u003c\/p\u003e \u003cp\u003eMorality 140\u003c\/p\u003e \u003cp\u003eEgo Control 141\u003c\/p\u003e \u003cp\u003e10 Managing Well 145\u003c\/p\u003e \u003cp\u003eTeam Building 146\u003c\/p\u003e \u003cp\u003eCommunication 153\u003c\/p\u003e \u003cp\u003eProtection 157\u003c\/p\u003e \u003cp\u003eDecision-Making 163\u003c\/p\u003e \u003cp\u003eEpilogue 169\u003c\/p\u003e \u003cp\u003eAppendix A: Additional Resources 171\u003c\/p\u003e \u003cp\u003eAppendix B: Organizational Development Bibliography 173\u003c\/p\u003e \u003cp\u003eReferences 181\u003c\/p\u003e \u003cp\u003eAcknowledgments 187\u003c\/p\u003e \u003cp\u003eAbout the Author 189\u003c\/p\u003e \u003cp\u003eIndex 191\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407597674839,"sku":"9781394178490","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781394178490.jpg?v=1730499885"},{"product_id":"essential-strategies-for-organizational-and-systems-change-9781433837876","title":"Essential Strategies for Organizational and","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThis text provides conceptual and operational descriptions of the major theories in and strategic approaches to the field of organizational and systems change.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e Organizational and systems change, a primary focus for many consulting psychologists and otherprofessional consultants, requires a subtle knowledge of human organizations, cultures, and societies. This book\u003ci\u003e\u003c\/i\u003edescribes a variety of strategies and principles involved in O\/SC, including general systems theory, chaos and complexity theory, organizational development and change management, organizational and personal learning, psychodynamics and covert processes, and emerging areas of interest including the integration of positive psychology, appreciative inquiry, behavioral theory, and neuropsychology into the practice of O\/SC.\u003cbr\u003e \u003cbr\u003e\u003ci\u003eEssential Strategies for Organizational and Systems Change\u003c\/i\u003e offers a broad and comprehensive treatment of the research behind and challenges involved in motivating an\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eSeries Editor’s Foreword\u003cbr\u003e Rodney L. Lowman\u003cbr\u003e Dedication and Acknowledgments\u003cbr\u003e Chapter 1. Philosophical and Historical Foundation of Organizational and Systems Change\u003cbr\u003e Chapter 2. Organizations as Systems\u003cbr\u003e Chapter 3. Lewinian, Organization Development, and Change Management\u003cbr\u003e Chapter 4. Leading and Managing Radical Change\u003cbr\u003e Chapter 5. Covert Processes in Human Affairs\u003cbr\u003e Chapter 6. Learning-Based Change\u003cbr\u003e Chapter 7. Positive Psychology, Behaviorism, and Neuropsychology and the Future of Organizational and Systems Change\u003cbr\u003e References\u003cbr\u003e Index\u003cbr\u003e About the Authors","brand":"American Psychological Association","offers":[{"title":"Default Title","offer_id":49408240779607,"sku":"9781433837876","price":39.6,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781433837876.jpg?v=1730502104"},{"product_id":"organizational-architecture-designs-for-changing-organizations-9781555424435","title":"Organizational Architecture: Designs for Changing","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eReveals emerging techniques for answering the challenges senior managers face today: improving organizational quality, inspiring team performance, and creating powerful long-range strategy. Presents a proven model for understanding organizations and demonstrates how it can be used to effect positive change in organizational systems.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Designing and implementing an organization that is effective for a particular business is one of the most significant and highly leveraged responsibilities of senior executives. Organizational Architecture is unique in fully exploring the various structural options available in meeting this responsibility, while at the same time giving invaluable information on the implementation process itself.\" (Roger G. Ackerman, president, Corning, Inc.)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction: Organizational Architecture: A Metaphor forChange.\u003cbr\u003e \u003cbr\u003e ARCHITECTURES OF CHANGE.\u003cbr\u003e \u003cbr\u003e 1. From Machine Bureaucracies to Networked Organizations: AnArchitectural Journey.\u003cbr\u003e \u003cbr\u003e 2. Designing Organizations That Have Good Fit: A Framework forUnderstanding New Architectures.\u003cbr\u003e \u003cbr\u003e DESIGNING FORMAL ORGANIZATIONAL ARRANGEMENTS.\u003cbr\u003e \u003cbr\u003e 3. Managing the Dynamics of Acquisitions: Successfully Moving fromDecision to Integration.\u003cbr\u003e \u003cbr\u003e 4. Building Strategic Partnerships: Creating and Managing EffectiveJoint Ventures.\u003cbr\u003e \u003cbr\u003e 5. Designing High-Performance Work Systems: Organizing People,Work, Technology, and Information.\u003cbr\u003e \u003cbr\u003e TRANSFORMING THE INFORMAL ORGANIZATION.\u003cbr\u003e \u003cbr\u003e 6. Implementing Total Quality Management: A Process of CulturalChange.\u003cbr\u003e \u003cbr\u003e 7. The Capacity to Act: Creating a Context for Empowerment.\u003cbr\u003e \u003cbr\u003e 8. Teaching Organizations to Learn: The Power for ProductiveFailures.\u003cbr\u003e \u003cbr\u003e DESIGNING SENIOR MANAGEMENT.\u003cbr\u003e \u003cbr\u003e 9. Strategic Selection: Staffing the Executive Team.\u003cbr\u003e \u003cbr\u003e 10. Teamwork at the Top: Creating Executive Teams That Work.\u003cbr\u003e \u003cbr\u003e 11. Strategic Choice: Engaging the Executive Team in CollaborativeStrategy Planning.\u003cbr\u003e \u003cbr\u003e THE ROAD FROM DECLINE TO COMPETITIVENESS.\u003cbr\u003e \u003cbr\u003e 12. Key Leverage Points for Improving CompetitivePerformance.\u003cbr\u003e \u003cbr\u003e 13. Organizational Architecture for the Twenty-First Century.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49410177106263,"sku":"9781555424435","price":49.88,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781555424435.jpg?v=1730509208"},{"product_id":"mastering-management-consultancy-9781789550795","title":"Mastering Management Consultancy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003ci\u003eMastering Management Consultancy\u003c\/i\u003e is a comprehensive guide for all consultants looking to provide a first-class service to their clients and who wish to become expert practitioners.\u003cp\u003eCalvert Markham shows how consultants can develop their performance in a wide range of areas, including:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eProduct development and marketing consultancy.\u003c\/li\u003e\n\u003cli\u003eSelling and managing consultancy projects.\u003c\/li\u003e\n\u003cli\u003eConsultancy problem solving.\u003c\/li\u003e\n\u003cli\u003eRunning a consultancy business.\u003c\/li\u003e\n\u003cli\u003eManaging client relationship\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Legend Press Ltd","offers":[{"title":"Default Title","offer_id":49412650008919,"sku":"9781789550795","price":25.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781789550795.jpg?v=1730517485"},{"product_id":"smart-things-to-know-about-consultancy-9781841124384","title":"Smart Things to Know About Consultancy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eSmart Things to Know About Consultancy provides the complete guide for those aspiring to set themselves up in consultancy. It covers the basics of starting out on your own, deciding service range, branding and fee policy, through to bringing in the business, writing persuasive proposals and styles of working.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eWhat is Smart?  \u003cp\u003eAcknowledgements.\u003c\/p\u003e \u003cp\u003ePreface.\u003c\/p\u003e \u003cp\u003eIntroduction: The Nature of Consultancy.\u003c\/p\u003e \u003cp\u003eDeciding the Service Range.\u003c\/p\u003e \u003cp\u003eSetting Fees and Fee Policy.\u003c\/p\u003e \u003cp\u003eImage and Profile.\u003c\/p\u003e \u003cp\u003eYour Target Market.\u003c\/p\u003e \u003cp\u003ePromoting Your Business.\u003c\/p\u003e \u003cp\u003ePersonal and Professional Selling.\u003c\/p\u003e \u003cp\u003eWriting Persuasive Proposals.\u003c\/p\u003e \u003cp\u003eStyles of Working.\u003c\/p\u003e \u003cp\u003eCareer Options.\u003c\/p\u003e \u003cp\u003eAfterword .\u003c\/p\u003e \u003cp\u003eReferences.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":49413350392151,"sku":"9781841124384","price":13.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781841124384.jpg?v=1730519850"},{"product_id":"management-consulting-9781847209108","title":"Management Consulting","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis important title brings together some of the most influential papers that have contributed to our understanding of management consultancy work. This research review encompasses the breadth of conceptual and empirical perspectives and explores those key ideas that have helped to advance our knowledge of this intriguing area.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\u003ci\u003e‘This compendium is essential reading for management consulting practitioners and HR managers serious about their craft. It belongs in the libraries of specialist corporations and governments. It is well organised and referenced. The overview presented by the editors presents an extremely focussed overview of the breadth of the work which encompasses the fullness of the profession.’\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eContents:  Volume I  Acknowledgements  Introduction\tStephanos Avakian and Timothy Clark   PART I\tTHE HISTORICAL EMERGENCE OF MANAGEMENT CONSULTING 1. Matthias Kipping (2002), ‘Trapped in Their Wave: The Evolution of Management Consultancies’ 2. Denis Saint-Martin (2000), ‘The Management Consulting Industry: History and Structure’ 3. Christopher Wright (2000), ‘From Shop Floor to Boardroom: The Historical Evolution of Australian Management Consulting, 1940s to 1980s’ 4. Matthias Kipping (1999), ‘American Management Consulting Companies in Western Europe, 1920 to 1990: Products, Reputation, and Relationships’ 5. Christopher D. McKenna (1995), ‘The Origins of Modern Management Consulting’  PART II\t PERSPECTIVES ON MANAGEMENT CONSULTING WORK A\tThe Organizational Development Perspective 6. Edgar H. Schein (1988), ‘Introduction’ 7. Edgar H. Schein (1990), ‘A General Philosophy of Helping: Process Consultation’ 8. David A. Kolb and Alan L. Frohman (1970), ‘An Organization Development Approach to Consulting’ 9. Danielle B. Nees and Larry E. Greiner (1985), ‘Seeing Behind the Look-Alike Management Consultants’ 10. John Bessant and Howard Rush (1995), ‘Building Bridges for Innovation: The Role of Consultants in Technology Transfer’ 11. Seymour Tilles (1961), ‘Understanding the Consultant’s Role’  B\tThe Critical Perspective 12. Warner Woodworth and Reed Nelson (1979), ‘Witch Doctors, Messianics, Sorcerers, and OD Consultants: Parallels and Paradigms’ 13. Berit Ernst and Alfred Kieser (2002), ‘In Search of Explanations for the Consulting Explosion’ 14. Johan Berglund and Andreas Werr (2000), ‘The Invincible Character of Management Consulting Rhetoric: How One Blends Incommensurates While Keeping them Apart’ 15. Brian P. Bloomfield and Ardha Danieli (1995), ‘The Role of Management Consultants in the Development of Information Technology: The Indissoluble Nature of Socio-political and Technical Skills’ 16. Keith Grint and Peter Case (1998), ‘The Violent Rhetoric of Re-Engineering: Management Consultancy on the Offensive’ 17. Mats Alvesson (1993), ‘Organizations as Rhetoric: Knowledge-Intensive Firms and the Struggle with Ambiguity’ 18. Timothy Clark and Graeme Salaman (1998), ‘Telling Tales: Management Gurus’ Narratives and the Construction of Managerial Identity’  PART III\t INDUSTRY DYNAMICS AND THE MANAGEMENT OF KNOWLEDGE A     Institutionalisation \/ Regulation of Industry 19. Timothy Clark (1993), ‘The Market Provision of Management Services, Information Asymmetries and Service Quality – Some Market Solutions: an Empirical Example’ 20. Johannes Glückler and Thomas Armbrüster (2003), ‘Bridging Uncertainty in Management Consulting: The Mechanisms of Trust and Networked Reputation’ 21. Royston Greenwood, Stan X. Li, Rajshree Prakash and David L. Deephouse (2005), ‘Reputation, Diversification, and Organizational Explanations of Performance in Professional Service Firms’ 22. Roy Suddaby and Royston Greenwood (2001), ‘Colonizing Knowledge:  Commodification as a Dynamic of Jurisdictional Expansion in Professional Service Firms’ 23. Alfred Kieser (2002), ‘On Communication Barriers Between Management Science, Consultancies and Business Organizations’  B Knowledge Sharing 24. Morton T. Hansen, Nitin Nohria and Thomas Tierney (1999), ‘What’s Your Strategy for Managing Knowledge?’ 25. Morten T. Hansen and Martine R. Haas (2001), ‘Competing for Attention in Knowledge Markets: Electronic Document Dissemination in a Management Consulting Company’ 26. Laura Empson (2001), ‘Fear of Exploitation and Fear of Contamination: Impediments to Knowledge Transfer in Mergers Between Professional Service Firms’ 27. Timothy Morris (2001), ‘Asserting Property Rights: Knowledge Codification in the Professional Service Firm’   Volume II  Acknowledgements  An introduction by the editors to both volumes appears in Volume I  PART I\tORGANIZATIONAL LEARNING AND KNOWLEDGE MANAGEMENT A\tInstrumental Perspectives on Learning 1. Chris Argyris (1976), ‘Single-Loop and Double-Loop Models in Research on  Making’ 2. N. Anand, Heidi K. Gardner and Tim Morris (2007), ‘Knowledge-Based Innovation: Emergence and Embedding of New Practice Areas in Management Consulting Firms’ 3. Andreas Werr and Torbjörn Stjernberg (2003), ‘Exploring Management Consulting Firms as Knowledge Systems’ 4. Ariane Berthoin Antal and Camilla Krebsbach-Gnath (2001), ‘Consultants as Agents of Organizational Learning’ 5. Irma Bogenrieder and Bart Nooteboom (2004), ‘Learning Groups: What Types are There? A Theoretical Analysis and an Empirical Study in a Consultancy Firm’ 6. James J. Chrisman and W. Ed McMullan (2004), ‘Outsider Assistance as a Knowledge Resource for New Venture Survival’  B\tManagement Fashion 7. Stephen R. Barley and Gideon Kunda (1992), ‘Design and Devotion: Surges of Rational and Normative Ideologies of Control in Managerial Discourse’ 8. Eric Abrahamson (1996), ‘Management Fashion’ 9. Alfred Kieser (1997), ‘Rhetoric and Myth in Management Fashion’ 10. John Gill and Sue Whittle (1993), ‘Management by Panacea: Accounting for Transience’ 11. Chester S. Spell (2001), ‘Management Fashions: Where Do They Come From, and Are They Old Wine in New Bottles?’ 12. Paula Phillips Carson, Patricia A. Lanier, Kerry David Carson and Brandi N. Guidry (2000), ‘Clearing a Path Through the Management Fashion Jungle: Some Preliminary Trailblazing’ 13. Eric Abrahamson and Gregory Fairchild (1999), ‘Management Fashion: Lifecycles, Triggers, and Collective Learning Processes’ 14. Robert J. David and David Strang (2006), ‘When Fashion is Fleeting: Transitory Collective Beliefs and the Dynamics of TQM Consulting’ 15. Jos Benders and Kees van Veen (2001), ‘What’s in a Fashion? Interpretative Viability and Management Fashions’  PART II THE CLIENT-CONSULTANT RELATIONSHIP  \t A\tThe Process and Boundaries of Intervention 16. Barbara Czarniawska and Carmelo Mazza (2003), ‘Consulting as a Liminal Space’ 17. Siw M. Fosstenløkken, Bente R. Løwendahl and Øivind Revang (2003), ‘Knowledge Development through Client Interaction: A Comparative Study’ 18. Donald Hislop (2002), ‘The Client Role in Consultancy Relations During the Appropriation of Technological Innovations’ 19. Chris McGivern (1983), ‘Some Facets of the Relationship Between Consultants and Clients in Organizations’ 20. Jim Kitay and Christopher Wright (2003), ‘Expertise and Organizational Boundaries: The Varying Roles of Australian Management Consultants’ 21. Stuart Macdonald (2006), ‘From Babes and Sucklings: Management Consultants and Novice Clients’ 22. Guy G. Gable (1996), ‘A Multidimensional Model of Client Success When Engaging External Consultants’ 23. Fiona Czerniawska (1999), ‘Changes in the Client-Consultant Relationship’  B\tThe Consultant-Client Relationship as Part of Wider Contexts of Interests 24. Don A. Moore, Philip E. Tetlock, Lloyd Tanlu and Max H. Bazerman (2006), ‘Conflicts of Interest and the Case of Auditor Independence: Moral Seduction and Strategic Issue Cycling’ 25. Ulrich Hagenmeyer (2007), ‘Integrity in Management Consulting: A Contradiction in Terms?’ 26. Monder Ram (1999), ‘Managing Consultants in a Small Firm: A Case Study’ 27. Robin Fincham (1999), ‘The Consultant-Client Relationship: Critical Perspectives on the Management of Organizational Change’ 28. Andreas Werr and Alexander Styhre (2003), ‘Management Consultants – Friend or Foe? Understanding the Ambiguous Client-Consultant Relationship’ 29. Andrew Sturdy (1997), ‘The Consultancy Process – An Insecure Business?’ 30. Susan Meriläinen, Janne Tienari, Robyn Thomas and Annette Davies (2006), ‘Management Consultant Talk: A Cross-Cultural Comparison of Normalizing Discourse and Resistance’ 31. Brian P. Bloomfield and Ardha Best (1992), ‘Management Consultants: Systems Development, Power and the Translation of Problems’","brand":"Edward Elgar Publishing Ltd","offers":[{"title":"Default Title","offer_id":49413659558231,"sku":"9781847209108","price":586.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781847209108.jpg?v=1730520952"},{"product_id":"economic-advice-and-rhetoric-why-do-consultants-perform-better-than-academic-advisers-9781848442634","title":"Economic Advice and Rhetoric: Why do Consultants","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis book compares the approaches of consultants and academic advisers and provides an in-depth analysis of their advice argumentation. Both compete on the market for economic advice, with consultants enjoying a larger market share and usually obtaining higher fees. However, academics criticize them for overcharging, shallowness, and quick-and-dirty methods. So, are consultants? clients misled or even cheated? Not necessarily. The book reveals that academics have drawbacks as well; their arguments are less balanced than those of consultants and their estimates contradict each other more. \u003cp\u003e\u003cbr\u003e\u003cbr\u003e\u003ci\u003eEconomic Advice and Rhetoric\u003c\/i\u003e argues that clients should be cautious, challenging academics to reconsider their understanding of consulting practices. Onno Bouwmeester illustrates that the instrumental concept of academic advice as assumed by mainstream economists and policy scientists does not guide the practice of academic advisers and thus creates wrong expectations. He deconstructs the current understanding of academic advice, and counters the view held by critical academics that consultants? rhetoric is misleading by comparing it to the rhetoric of academics. \u003cbr\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eThis rhetorical analysis will be informative to academics and advisors with an interest in the subject of consulting. Students aiming to become consultants, as well as consultants who want to learn more about academic advisers as their competitors, will also find this book an invaluable resource.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\u003ci\u003e‘In this well-written book Bouwmeester examines how consultants compare with academic advisers in offering consulting services to clients. . . Bouwmeester’s effort in exploring the study of rhetoric makes a positive contribution to the literature by providing a useful theoretical framework. Bouwmeester contributes to our understanding of the relationship between consultants and academic advisors in ways that have not been documented before. Such a contribution is important as it opens up new research opportunities and discussion for understanding the similarities, but also differences, between the two groups.’\u003c\/i\u003e -- Stephanos Avakian, Management Learning\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eContents: Preface  1. Introduction: Consultants and Academics in Competition  2. Consultants’ and Academics’ Views on Advice  3. Advice Analysis and Rhetoric  4. Espoused Theory of Advice Argumentation  5. Advice on Further Growth of Amsterdam Airport  6. Advice on Liberalization in the Electricity Market  7. Conclusions and Discussion  8. Advice on Advice   Reports Discussed in the Cases  References  Index","brand":"Edward Elgar Publishing Ltd","offers":[{"title":"Default Title","offer_id":49413755928919,"sku":"9781848442634","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"pushing-the-boundaries-recollections-of-a-mckinsey-consultant-9781910649657","title":"Pushing the Boundaries: Recollections of a","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis is the autobiography of one of the most influential management consultants of recent times. Herbert Henzler grew up in the German village of Neckarhausen during the Second World War. Starting his career as a sales apprentice with Shell, he went on to study at the universities of Saarland, Ludwig-Maximillian and California, Berkeley, where he received his PhD in economics. In 1970, Henzler accepted an offer to join McKinsey \u0026amp; Company, a rapidly growing firm that would eventually become the world's leading consultancy group. Working in its German office, Henzler quickly rose to Partner in 1975 and then Director in 1978. His spectacular rise continued when, in 1985, Henzler became head of McKinsey's German office and one of the most powerful management consultants in the world. Honest and at times direct, this book provides a rare insight into the world of management consultancy and how one man made it to the top by constantly pushing the boundaries.","brand":"LID Publishing","offers":[{"title":"Default Title","offer_id":49414414401879,"sku":"9781910649657","price":15.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781910649657.jpg?v=1730523518"},{"product_id":"consultation-to-family-business-enterprises-an-international-perspective-9783030720216","title":"Consultation to Family Business Enterprises: An","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWhile family businesses have existed for millennia all over the world, it is only in the past few decades that professional consultants have been utilized to help them function more effectively. This engaging, up to the minute volume explores the varied and complex world of family enterprises as they now exist in the third decade of the 21st century. Attention is given to the factors unique to family businesses in their attention to perpetuating family values, traditions, loyalties and their legacy to future generations. Consultants may be drawn from law, finance and accounting, organizational psychology, or family psychology (with its special emphasis on understanding the family relationship system). The book describes methods of assessment and how to effectively communicate the results as well as techniques of consulting and provides an invaluable description of what is necessary to be and become a family business consultant.\u003cbr\u003e Readers will benefit from explorations of\u003cul\u003e\n\u003cli\u003eA new model featuring 8 inter-related business domains \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eCybersecurity issues and how to handle them\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eWorking collaboratively with financial and legal professionals\u003c\/li\u003e\n\u003cli\u003eComprehensive coverage of research based assessment instruments\u003c\/li\u003e\n\u003c\/ul\u003eGiven that over 85% of the businesses in the world, from small to multinational in size and scope are family businesses, the enormous amount of information conveyed in this volume can be extremely valuable to professional consultants and those in the C Suite (CEO’s, CFO’s, COO’s) in helping businesses operate at maximum efficiency, productivity, profitability and satisfaction to all involved.\u003cbr\u003e\u003cbr\u003e\u003ci\u003e\"Throughout this well organized and well written book, the authors raise the pivotal questions that form the basis for becoming and being an exceptional family business consultant. Psychologists can learn to transform family business conundrums into healthy interactions between the family members of the enterprise before, during, and after transitions of the company. The various aspects of serving as a consultant are fleshed out in the carefully-researched chapters. Case studies show the patterns of behavior that can lead to continuing multigenerational successes or hard dissolutions. Their new model entitled “The Dynamic Interactive Multifactorial Family Enterprise Ecosystem Model” constitutes a major contribution to the field. The best part of the book remains its celebration of the importance and richness of family businesses across generations that will inspire any reader.\"\u003c\/i\u003e\u003cbr\u003e\u003ci\u003e\u003cbr\u003e\u003c\/i\u003eG. Andrew H. Benjamin, JD, PhD, ABPPPast President, American Academy of Couple \u0026amp; Family Psychology\u003cbr\u003ePast President, American Board (ABPP) of Couple \u0026amp; Family Psychology Clinical Professor of Psychology \u0026amp; Affiliate Professor of Law, University of Washington\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e","brand":"Springer Nature Switzerland AG","offers":[{"title":"Default Title","offer_id":49415631602007,"sku":"9783030720216","price":71.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9783030720216.jpg?v=1730527584"},{"product_id":"an-ancient-greek-philosophy-of-management-consulting-thinking-differently-about-its-assumptions-principles-and-practice-9783030909581","title":"An Ancient Greek Philosophy of Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eManagement consultancy practice is particularly concerned with helping clients implement strategic organisational change. But what exactly are organisations, and management consultancy interventions in them? Management consulting is said to be a knowledge-intensive industry. But what kind of knowledge do management consultants possess, and how far can we rely on it? Management consultants are often criticised for unethical exploitation of their clients. But how ought management consultants to behave in order to meet acceptable ethical standards?\u003c\/p\u003e  These are questions about the philosophical topics of ontology, epistemology and ethics. The ancient Greek philosophers thought deeply about these topics, and their ideas remain fresh and relevant even to so modern a subject matter as management consulting. Writing between the end of the sixth and the end of the fourth century BCE, these philosophers were drawing upon an intellectual tradition that was very different from our own, and were responding to social and economic conditions that were wholly unlike ours. Approaching these philosophical questions from a perspective that is radically different from our own, their work provides a rich resource for novel thinking about management consulting.\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e  \u003cp\u003eFrom the speculations of the Presocratic philosophers Heraclitus, Parmenides, Leucippus and Democritus about the nature of the universe to the thought of Socrates, Plato and Aristotle about the nature of human beings, this book uses the work of these great thinkers as a lens through which to study major philosophical questions about management consulting. Examined in this way, many established assumptions and principles of management consultancy practice seem questionable, and new ways of thinking possible.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e1. Learning from Ancient Greek Philosophy.- 2. Aristotle and the Function of Management Consultants.- 3. Aristotle and Management Consultants’ Ethical Obligations.- 4. Aristotle and Ethical Choices of Clients.- 5. Plato and the Ethics of Management Consultancy Interventions.- 6. Heraclitus and the Nature of Management Consultancy Interventions.- 7. Plato on Leadership.- 8. Plato, Aristotle and Management Consultancy Knowledge.- 9. Management Consulting and Heraclitus’s Unity of Opposites.\u003cp\u003e\u003c\/p\u003e","brand":"Springer Nature Switzerland AG","offers":[{"title":"Default Title","offer_id":49415658504535,"sku":"9783030909581","price":85.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9783030909581.jpg?v=1730527684"},{"product_id":"marketing-fur-unternehmensberatungen-b2b-marketing-im-digitalen-wandel-9783111374499","title":"Marketing Für Unternehmensberatungen:","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"Walter de Gruyter","offers":[{"title":"Default Title","offer_id":49416220311895,"sku":"9783111374499","price":23.7,"currency_code":"GBP","in_stock":true}]},{"product_id":"unternehmensnachfolge-die-kunst-des-loslassens-9783525403983","title":"Unternehmensnachfolge Die Kunst des Loslassens","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eMut zum Abschied: Es gibt ein Leben nach der UnternehmensÃbergabe!","brand":"Vandenhoeck \u0026 Ruprecht","offers":[{"title":"Default Title","offer_id":49419420270935,"sku":"9783525403983","price":28.8,"currency_code":"GBP","in_stock":true}]},{"product_id":"konflikt-und-streit-wie-wir-konstruktiv-mit-ihnen-umgehen-9783662498637","title":"Konflikt und Streit: Wie wir konstruktiv mit","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIn diesem Ratgeber macht Rainer Sachse Ihnen – auf Basis der klärungsorientierten Psychotherapie – Mut, bei Konflikt und Streit privat wie beruflich zu gegenseitigem Verstehen und tragfähigen Kompromissen beizutragen. Konflikte spielen im Leben jedes Menschen eine zentrale Rolle: Sie treten auf zwischen Arbeitskollegen, zwischen Mitarbeiter und Chef, zwischen Freunden, in Familien, in Partnerschaften. \u003c\/p\u003e\u003cp\u003eGeschrieben für alle, die in Alltag und Beruf Konflikte erleben und sie konstruktiv lösen wollen. Auch für Streitschlichter, Mediatoren, Moderatoren. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eAus dem Inhalt\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eWas ist ein Konflikt? Wie geht man konstruktiv mit Konflikten um? Wie löst man Konflikte? Wie findet man tragfähige Kompromisse? Was können zwei Interaktionspartner tun, um zu einer guten Konfliktbewältigung zu gelangen? Und wann hilft ein Moderator?\u003c\/p\u003e\u003cp\u003e\u003cb\u003eDer Autor\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eProf. Dr. Rainer Sachse ist Psychologischer Psychotherapeut, Begründer der „Klärungsorientierten Psychotherapie“ und Leiter des Instituts für Psychologische Psychotherapie (IPP) in Bochum. Er macht komplexe psychologische Sachverhalte allgemein verständlich und stellt sie humorvoll und einfühlsam dar.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eVon der Normalität von Konflikten.- Konflikte und Konfliktbearbeitung.- Faktoren einer guten Konfliktbearbeitung.- Verweigerung und interaktionelle Spiele.- Konfliktmanagement durch einen Moderator.- Beispiel: Konfliktgespräch in der Paartherapie.- Ein weiteres Beispiel aus der Paartherapie.- Beispiel für eine Konfliktbearbeitung. \u003c\/p\u003e","brand":"Springer-Verlag Berlin and Heidelberg GmbH \u0026 Co. KG","offers":[{"title":"Default Title","offer_id":49420185862487,"sku":"9783662498637","price":19.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9783662498637.jpg?v=1730541090"},{"product_id":"wirksamkeit-von-fuhrung-und-selbstfuhrung-in-veranderlichen-zeiten-der-fuhrungs-tetraeder-r-ein-systemisches-coaching-und-beratungsmodell-9783662677841","title":"Wirksamkeit von Führung und Selbstführung in","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eFührung und Selbstführung ist in veränderlichen Zeiten wichtiger denn je. Das titelgebende systemisches Coaching- und Beratungsmodell „Führungs-Tetraeder®“ versteht sich als Navigationsinstrument zum Lokalisieren von Entwicklungspotentialen und Strategieentwicklung in konkreten Führungssituationen. Dabei wird Organisations- und Entwicklungspsychologie mit systemischem Denken in der Führungsarbeit für Beratung, Coaching und Reflexion verknüpft.\u003c\/p\u003eDer „Führungs-Tetraeder®“ liefert ein klares Strukturangebot im Spannungsfeld Ergebnisorientierung  –  Verhalten – Selbstführung, der Wahl der Bearbeitungsperspektive, der Steuerung des Komplexitätsgrades, dem Erkennen von Wirksamkeiten und Wechselbeziehungen, dem Entwickeln von Perspektiven und Strategien zum Stärken der Leistungsfähigkeit und Heben von Potentialen. Zusätzlich wird themenspezifisch ergänzendes Material auf der SpringerLink-Seite digital bereitgestellt.\u003cp\u003e\u003c\/p\u003e\u003cp\u003eDas Buch richtet sich an Führungskräfte, Human Resources Verantwortliche, Personalentwickler, Organisationsentwickler, Change Manager, Berater, Coaches und Supervisor und alle an Führungsarbeit-Interessierte.\u003cbr\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eEinführung und Leseleitfaden.- 1 Systemisch Beraten und systemisch Führen.- 2 Der Führungs-Tetraeder® und seine Elemente.- 3 Selbstführung.- 4 Führungsverhalten.- 5 Bezug auf Jetzt und Zusammenfassung.- 6 Meta- und Grundprinzipien für unsere systemische Praxis.\u003c\/p\u003e","brand":"Springer-Verlag Berlin and Heidelberg GmbH \u0026 Co. KG","offers":[{"title":"Default Title","offer_id":49420220793175,"sku":"9783662677841","price":32.99,"currency_code":"GBP","in_stock":true}]}],"url":"https:\/\/bookcurl.com\/collections\/consultancy.oembed?page=4","provider":"Book Curl","version":"1.0","type":"link"}