Consultancy Books

Book SynopsisAngelThink 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. The 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. In short, he tells founders exactly what they need to know to make angels say yes. It's the goldmine book every founder wishes they already had at the outset of their journey.

Read more less

Book SynopsisBeside talent and a sterling portfolio, what can world-class consultants like Deloitte & 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

Read more less

Book SynopsisAnother 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.Trade ReviewAuthor, speaker and management consultant Lencioni (The Three Signs of a Miserable Job) 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. (Feb.) (PublishersWeekly.com, February 22, 2010)Table of ContentsIntroduction vii The Fable Part One: Theory 3 Part Two: Practice 17 Part Three: Research 69 Part Four: Testimony 119 The Model The Origins of Getting Naked 195 Naked Service Defined 197 Shedding the Three Fears 201 Broader Applications of Nakedness 214 Acknowledgments 215 About the Author 219

Read more less

Book Synopsis

Read more less

Book SynopsisIn an era of increasing complexity in healthcare, consultants can help organizations address inefficiencies, improve patient experiences, and set overall strategy. The most successful consultants do so through a lens of authenticity, recognizing that earning their clients’ trust is key to achieving their full potential in this critical role.The Healthcare Consultant’s Handbook: Career Opportunities and Best Practices offers insight into the essential role of the healthcare consultant. Author Scott A. Mason draws on more than 40 years of experience to reveal the realities of management consulting for healthcare organizations and the traits and strengths necessary for success. He looks at the common challenges healthcare consultants face and how best to overcome them.The book explores the role of the independent consultant, offers practical guidance on what to expect when working for a consulting firm and reveals what it takes to be an exceptional consultant. Various types of consulting are identified, along with types of consulting firms—profiling several prominent companies—and strategies for determining what type of firm is the best fit.Mason also provides a detailed look at: Myths surrounding healthcare consulting The client–consultant relationship from all perspectives Unique elements of the healthcare sector that consultants often focus on Differences between healthcare consulting and general management consulting Key lessons learned from challenging client engagements With this book, new and prospective healthcare consultants will gain a greater understanding of the craft and practical insight into what truly makes a consultant exceptional. 

Read more less

Book SynopsisDescribes the consulting approaches and methods applied to various types of management and business problems, organizations and environments.

Read more less

Book Synopsis Louise Wickham has over 35 years of business experience, both within companies and as a consultant, working for a wide range of consumer-facing businesses and the not-for-profit sector.    Jeremy Wilcock is Lecturer in International Marketing at the University of Hull. He has 27 years of industrial experience with a major multi-national where he worked on numerous internal consultancy projects. He has lectured regularly in subjects including strategic management and business analysis at undergraduate and postgraduate level, and has supervised student consulting projects. Table of Contents Part 1: Management consulting in context and how it adds value 1 The nature of management consulting and how it adds value 2 Consulting: the wider context and consulting process 3 Consulting across borders and cultures Apollo Tech Solutions case study: Part One Part 2: Project proposal and start-up 4 Selling the project 5 Defining the destination and developing a strategy 6 Evaluating client capabilities and business opportunities Apollo Tech Solutions case study: Part Two Part 3: Undertaking the project 7 How to work with clients and teams 8 Managing the client during the project 9 Creative approaches for developing solutions 10 Managing the project tasks Apollo Tech Solutions case study: Part Three Part 4: Delivering the product to the client and beyond 11 Communication skills and presenting your ideas 12 Post project and consulting as a career Apollo Tech Solutions case study: Part Four Appendix: Example of a consulting report

Read more less

Book SynopsisIf 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.

Read more less

Book SynopsisTable of ContentsForeword Robert Herjavec, Shark Tank xi Preface: Pre-Game Pep Talk xiii Part I Prep Through Open 1 Chapter 1 Game-Time Mentality 3 Chapter 2 The Players, the Field, the Shot Clock 9 Chapter 3 My First Close 19 Chapter 4 All In with LA Real Estate and BRAVO TV 23 Negotiating Is All 24 Going Hollywood, TV Time 25 Chapter 5 Rules of the Game: First Impressions 31 Impressions Matter 32 10 Rules to Make a Positive First Impression 35 Chapter 6 The Dream Team: You Can’t Do It Alone 39 Chapter 7 Fresh Eyes on the Prize 45 Chapter 8 All About the Open 51 Know More than the ’Hood 52 Watch Your Back 55 Networking and Giving to Get 56 Chapter 9 Open Houses for Clients, Brokers, and Insiders 59 Don’t Tour, Sell 59 Broker’s Opens 61 Insider Opens and Strategic Alliances 62 Chapter 10 Create an In-Your-Face Brand, 24/7 65 Working the Web: Social Media and the Press 66 Give Expert Advice 68 Concierge Extraordinaire 70 Chapter 11 Golden Hammers and 20 Questions for Sellers 73 Shut Up and Listen 73 The Altman 20 (Questions for Sellers) 76 Chapter 12 Size Up the Property: Pricing and Timing 81 Reading the Property: Questions I Ask Myself 82 Let’s Talk Pricing 84 Chapter 13 Close the Open on Sellers: Talk Marketing, then Sign 89 Chapter 14 Close the Open on Buyers: The Altman 12 93 Chapter 15 Off to Work: Take a Breath First 99 Part II The Work 101 Chapter 16 Working with Buyers: Part Chemistry, Part Therapy 103 Assessing Personality Types 104 Analyzing the Buyer 105 Calming the Buyer’s Fears 106 Chapter 17 Strategizing with Sellers: Getting Ready for War 109 The Battle Plan 109 Managing the Troops 111 Chapter 18 Weapons: Listing Language, Interior Design, and Staging 113 A Killer Description 113 Killer Design 115 Staging for Battle 116 Chapter 19 The Killer Combo: Drone and 360° Photos Plus Staging 119 Chapter 20 On the Battlefield: More on Open Houses and Broker’s Opens 125 Who to Invite? 127 Work the Party 128 What About Neighbor(hood)s? 129 Sell Strong Points and Knowledge 130 Chapter 21 Price Drops Are Not Always Downers 133 Chapter 22 Go Win the War 139 Part III The Close 141 Chapter 23 Making an Offer 143 Settling on the Price 144 Inspections and Contingencies 149 More Deal Sweetener Details 152 As for Curve Balls: Play by Your Rules and Get the House 154 Chapter 24 Getting an Offer 157 Chapter 25 Multiple and Counteroffers 161 Negotiating on the Clock 162 No Rules? Use Hammers for Leverage 165 Chapter 26 Psyching Out Business Styles 171 Chapter 27 Putting on the Poker Face 177 The Anger Hammer 177 Know the Classic Hard-Baller Moves 182 Use Confidence to Grab the Hammer 184 Chapter 28 The Walk-Away 187 How to Walk Away 190 Chapter 29 Be a Shark: Eat, Swim, Devour 193 Part IV Plays from the Book 195 Chapter 30 Play #1: Damn, the Studio Head’s Pissed 197 Chapter 31 Play #2: Three Clients, One Property 199 Chapter 32 Play #3: The Middle Men Kings 201 Chapter 33 Play #4: The Most Expensive Garage Ever Sold 203 Chapter 34 Play #5: The Paramedics of Real Estate 207 Chapter 35 The Final Play: Confession 209 Acknowledgments 213 About the Author 215 Index 217

Read more less

Book SynopsisTable of ContentsPreface xvii Section 1 Now 1 1 The Death of Business as Usual 3 It’s All Change 3 Truth, Knowledge, Vision 4 Constant Beta 9 Digital Assets and Liabilities 10 Digital Business Transformation: Why It’s More Than Just Technology 12 2 The Four Forces of Connected Change 15 Customer Behaviors 16 Technological Change 18 Business Models 23 Societal Change 26 3 What Is Slowing Down Established Businesses? Blocks, Brakes, and Behaviors 31 Top-down Decision Making 33 Organizational Silos 33 Legacy Technology 36 Short-termism 38 Talent Shortages 38 Values and Culture (and Purpose) 40 “Not Invented Here” 41 Section 2 Next 45 4 Characteristics of a Digital Business 47 The Inconvenient Truth 47 Decoding What Digital Companies Do Well 49 Decoding How They Do It 52 5 The Big Hairy Audacious Goals (BHAGs) of Digital Business Transformation 57 The Two BHAGs of Digital Business Transformation 58 Goal 1: Developing the Muscle of Continuous Change (the PS How) 59 Goal 2: Building the Capability to Identify and Realize Value (SPEED) 61 6 Strategy 65 Swarm Intelligence 65 The Role of Strategy 66 Anchor Strategy on Your Customer, Not Your Competition 67 Determine “Where to Play” by Looking at Your Market Differently (the D-3 Model) 68 “How to Win”: View Your Transformation as a Portfolio of Moves 71 Build “Your” Capabilities: The Partner Ecosystem 73 Bringing Products to Market: The Elusive Product-Market Fit 75 7 Product 77 Operating in Constant Beta 77 The Relentless Hunt for Value 79 The Inconvenient Truths of Product 79 The Forces of Change in Product 81 Agile, Lean, and DevOps 82 Banking Case Study: Transforming Product 85 8 Experience 89 Everything in Your Business Contributes to Your Customer Experience 89 What Is Experience, Anyway? 90 Orienting to the Customer 93 Brand Is the Experience and Experience Is the Brand 95 Data and Computation 100 What Makes a Great Experience? LEAD (Light, Ethical, Accessible, Dataful) 104 9 Engineering 107 Technology as a Cost Center to Technology as a Value-driver 108 Spaghetti Tech: The Layers of Enterprise IT 110 Moore’s Law 110 Legacy Technology 111 The Impact of Product and Rise of Engineering 112 Technology and Engineering 114 Architecture: Cloud 115 Microservices 116 Ways of Working: Agile, Lean, DevOps 118 Engineers 119 Automation 120 It’s All About the Talent 120 10 Data 123 Data as an Asset 125 Getting Started with Data 126 Utility: How Do You Get Useful Data on the Right Audience? 128 Data Architecture: Is the Data in a Format and Structure That Are Accessible? 130 Data Science and Artificial Intelligence 131 Designing for Data: How Do You Design Your Products, Services, and Experiences to Collect Data? 133 Ethics: How Does Becoming Data-led Impact Your Ethical Responsibility? 133 11 Leading a Gryphon Organization 137 Learning to Think Differently 138 Characteristics of a Gryphon Organization 140 Section 3 How 147 12 Components of Successful Digital Business Transformations 149 1. Always Remember the Ultimate Goals of Digital Business Transformations (the DBT BHAGs) 149 2. Align the Team Around a Shared Vision 150 3. Get C-level Buy-In 151 4. Anchor in Outcomes 151 5. Seize Your Quick Wins and Communicate 152 6. Move Fast 153 7. Be Thoughtful About Your Governance Choices 154 8. Choose Partners Who Will Co-create and Are a Fit for Your Team 155 9. Keep Your Teams Small and Cross-functional 156 10. Consider New Approaches to Funding That Match the Way Projects Work 157 13 What Transformation Journeys Actually Look Like 159 They Are Never a Straight Line 159 They Require Treating Digital as More than a Channel 161 They Are Almost Always Driven by Uncertainty 163 Without a Clear Vision, Functions Get Disconnected Fast 165 The Many Paths to Transformation 166 14 The Beginning 169 Why There Is No “End” 169 Where Do We Go from Here? 170 What’s in Your Digital Moat? 173 What Are You Building? 173 Everyday Superheroes 174 Notes 177 Acknowledgments 185 Index 189

Read more less

Book SynopsisThe practical toolbox for readers of Million Dollar Consulting 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. 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).Table of ContentsAcknowledgments xiii Introduction xv Section 1 Office and Practice Management 1 Equipment Checklist and Commentary 1 Client File Checklist and Commentary 4 Insurance Checklist and Commentary 6 Professional Assistance Checklist and Commentary 9 Time and Space Allocation Checklist and Commentary 12 Section 2 Sales and Marketing 17 Web Site Checklist and Commentary 17 E-Mail Checklist and Commentary 20 Press Kit Checklist and Commentary 22 Sample Biographical Sketch 24 Sample Character Reference 26 Proposal Checklist and Commentary 26 Proposal Template 28 Proposal Cancellation Clauses Templates 33 Simple Letter of Agreement Template 34 Cold Call Telephone Script Checklist and Commentary 35 Cold Call Telephone Script 38 Cold Call Letter Checklist and Commentary 39 Cold Call Letter 40 Meeting Preparation Checklist and Commentary 41 Networking Checklist and Commentary 43 Networking Follow-Up Note 44 Advertising and Listings Checklist and Commentary 45 Sample Advertisement 46 Fee Setting Checklist and Commentary 48 Closing the Sale Checklist and Commentary 49 Section 3 Self-Development 53 Reading Materials Checklist and Commentary 53 Associations Evaluation Checklist and Commentary 55 Rebutting Objections Checklist and Commentary 57 Learning from Setbacks Checklist and Commentary 60 Section 4 Travel 63 Clubs Checklist and Commentary 63 Transportation and Lodging Checklist and Commentary 66 Road Warrior Support Checklist and Commentary 69 Section 5 Project Delivery 73 Sponsor Checklist and Commentary 73 Interview Checklist and Commentary 75 Focus Group Checklist and Commentary 77 Template for Focus Group Rules 80 On-Site Observation Checklist and Commentary 81 Coaching Checklist and Commentary 84 Coaching Rules of Engagement Template 86 Section 6 Debriefings Checklist and Commentary 87 Report Checklist and Commentary 89 Client Satisfaction Survey Template 91 Forms 93 Invoices 93 Invoice Template 94 Expense Reimbursement 95 Expense Reimbursement Template 95 Overdue Payments 95 Overdue Payments Template 97 Writing an Article Checklist and Commentary 98 Template for an Article 100 Letter to Magazine Editor Template 100 Subcontracting 101 Subcontracting Contract Template 102 Follow-Up Letters 104 Follow-Up Template for New Prospects 104 Follow-Up Template for Failure to Make Contact 105 Section 7 Financial 107 Taxes Checklist and Commentary 107 Investment Checklist and Commentary 109 Retirement Checklist and Commentary 111 Credit Line Checklist and Commentary 113 Bookkeeping Checklist and Commentary 115 Payroll Checklist and Commentary 116 Section 8 Legal 119 Incorporation Checklist and Commentary 119 Trademark, Service Mark, Registration Checklist and Commentary 122 Copyright Checklist and Commentary 124 Contracts Checklist and Commentary 126 Section 9 Advanced Marketing 129 Publishing Articles and Columns Checklist and Commentary 129 Inquiry Letter Template 132 Template for an Article 133 Book Publishing Checklist and Commentary 134 Template for Book Preparation 136 Template for a Book Proposal 138 Letter to a Literary Agent Template 146 Interview Checklist and Commentary 147 Interview Response Template 150 Radio Interview Request Template 151 Professional Speaking Checklist and Commentary 151 Speech Development Template 154 Speech Evaluation Template 155 Promoting Public Speaking Template 157 Speakers Bureau Inquiry Letter Template 161 Letter to Trade Association Director Template 162 Letter to Visitors or Convention Bureau Template 163 Speaking Contract Template 165 Advance Speaking Requirements Template 166 Speaking Requirements Sheet Template 167 Speech Introduction Template 168 Newsletter Checklist and Commentary 169 Newsletter Format Template 171 Newsletter Subscription Offer Template 172 Forecasting Checklist and Commentary 173 Forecasting Template 175 Qualifying System Template 175 Referrals Checklist and Commentary 177 Referrals Request Template 179 Repeat Business Checklist and Commentary 180 Repeat Business Suggestion Template 181 Passive Income Checklist and Commentary 182 Teleconference Template 185 International Business Checklist and Commentary 186 Alliances Checklist and Commentary 188 Retainers 191 Section 10 Maximizing Success 193 Life Balance Checklist and Commentary 193 Reinvention Checklist and Commentary 196 Selling Your Firm Checklist and Commentary 198 Appendix Example of Trademark Registration 204 Example of Web Site Home Page 206 Bibliography 207 General Business and Consulting 207 Cold Calls 209 Publishing Assistance 210 101 Questions for Any Sales Situation You’ll Ever Face 211 Sample Position Paper or White Paper 222 Index 227 About the Author 237

Read more less

Book SynopsisReal-world tools to build your venture, grow your business, and avoid mistakes Startup, Scaleup, Screwup is 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. Equal 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 busTable of ContentsPrologue ix 1 Persistence of Vision: Inspire team members, customers, and investors with a Product Vision: a mental image of your desired future 1 2 Stories of Your Life and Others: Discover the Business Lifecycle of startups and scaleups and reflect on exploration, execution, and Product/Market Fit 7 3 Picking Up the Pieces: Make a Business Quilt by remixing the Lean Canvas and Business Model Canvas and adding a dimension of time 21 4 The Persona Protocol: Better understand your target customers and their Jobs to Be Done by creating Lean Personas 35 5 Fortune’s Wheel: Figure out your Unique Value Proposition by investigating the customer’s Pains and Gains and making a Value Proposition Wheel 41 6 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 7 The Lunatic Cafe: Meet every day with your team for a Daily Cafe and Work Out Loud by sending each other Daily Updates 55 8 Streams of Silver: Visualize your work with Kanban Boards and optimize the workflow with Work in Progress Limits 61 9 The Invention of Everything Else: Discover the Innovation Vortex, which emerged by combining the Design Thinking approach with the Lean Startup method 67 10 The Terminal Experiment: Validate hypotheses with Lean Experiments so that you can Pivot, Patch, or Persevere on your way to Business/Market Fit 77 11 Fables and Reflections: Get together with your team for an Agile Retrospective to do some reflection and work on your Improvement Backlog 87 12 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 13 The Entropy Tango: Keep a Product Backlog with Minimum Viable Features and Experiment Stories updated through ongoing Backlog Maintenance 103 14 A Pleasure to Burn: Keep an eye on your progress with Burn-down Charts, Burn-up Charts, or Cumulative Flow Diagrams 113 15 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 16 The Enigma Score: Start workforce planning and talent management in your business with Hiring Scorecards that help you avoid culture misfits 129 17 Standard Hero Behavior: Learn a good approach to Job Interviews using a combination of Behavioral Questions and Behavioral Tests 135 18 The Darkest Road: Manage the expectations of stakeholders with a Product Roadmap, created with experiments, outcomes, and a Rolling-Wave Planning 141 19 Ghost Writer in the Sky: Set yourself up for content marketing and e-mail marketing with a Content Calendar and a Content Backlog 149 20 Million-Dollar Gamble: Aim for Agile Funding of your business with small batches, small budgets, and keeping multiple options open 155 21 Spheres of Influence: Get insights into the creation of a Pitch Deck and learn about the essential and the optional slides 167 22 Heart Journey: Describe the optimal customer journey and user experience with a Journey Map and discover the Moments of Truth 177 23 A Pirate’s Tale: Find your way on the path to success, from awareness to revenue, measured with the Pirate Metrics 185 24 Test of the Twins: Learn about Growth Hacking and Conversion Rate Optimization with Split Tests, Multivariate Tests, and Cohort Analysis 193 25 Culture Clash: Identify Core Values, create a Culture Code, and use stories and rewards to prepare your business for scaling 201 Epilogue 209 Acknowledgments 213 About the Author 215 Index 217

Read more less

Book SynopsisCoaching 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.

Read more less

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

Read more less

Book SynopsisExplore 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.Table of ContentsForewordThomas H. Davenport Preface Introduction: Fail Fast, Learn Faster 1. A Little History of Big Data 2. Think Different: Becoming Data-Driven 3. Insight and Knowledge: Data, Science, and Facts 4. The State of Data in the Corporate World Today 5. The Great Challenge: Establishing a Data Culture 6. The Rise of the Chief Data Officer 7. Data Responsibility: A Word on Data Ethics 8. Data, Disruption, and Innovation 9. A Glimpse of the Future: Data-Driven AI 10. Data-Driven Leadership: One Company’s Odyssey Conclusion: The Data Journey Acknowledgments About the Author Index

Read more less

Book SynopsisThis volume focuses on a relatively neglected area of management consulting, the education of consultants. In today's business world, we find training programs provided by consultancies, certification programs provided by professional organisations, on-the-job training of consultants with formal or informal supervision, self-taught professionals, and some academic programs and courses. Is that enough? No, better consultants are needed to handle the complexity and changing nature of business. Academe is in the best position to provide the critical thinking preparation necessary. Yet, academic institutions have been slow in embracing this challenge. The role of academia needs to grow in magnitude and in certain directions that educate consultants beyond industry training practices. Chapter authors provide examples of innovative programs, topical approaches for courses, and thoughtful reflections on the role academia can play in preparing better consultants. There are lessons for business schools, consultancies, and aspiring and practising consultants.Table of ContentsPreface, Anthony F. Buono. Introduction, Susan M. Adams and Alberto Zanzi. PART I: PROGRAM INNOVATIONS. Upgrading Problem-Based Learning by Involving Consulting Professionals, G. M. (Bud) Smith, Jr. and Deborah Good. Bridging the Divide: Enhancing the Real-World Experience in a Management Consulting Course, Tom Cooper and Dennis Hanlon. A Springboard for Further Learning: Teaching Seasoned Practitioners by Harnessing Their Experience, Hans Vermaak. The IFF-M/O/T Master Program in Organisation Development, Ralph Grossmann, Klaus Scala, and Kurt Mayer. Preparing and Training Better Consultants Through the Socioeconomic Approach to Management Curricula, Henri Savall, Véronique Zardet, Marc Bonnet, and Michel Péron. Want Higher Impact Consulting? Use Yourself as an Instrument of Change, Miriam Y. Lacey. PART II: TOPICAL APPROACHES. Intervening and Interventions: An Overview, Léon de Caluwé. Consultants and Persuasive Argumentation, Onno Bouwmeester. Academic Storytelling Consultancy Supporting a Local Arts Scene: An Agential Realist and Socioeconomic Approach to Management Perspective, David M. Boje and Joe Gladstone. Virtual Project Consultants: A Time-Driven Decision-Making Model, Velvet Weems-Landingham.

Read more less

Book SynopsisThe “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. This 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. The 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.Table of Contents1. 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

Read more less

Book SynopsisThis 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 & 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.

Read more less

Book SynopsisIs this the right book for me?If 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:What makes a successful consultantSetting a clear vision Assessing resources How to write reports and give presentationsBuilding up your customer facing skillsDealing with difficult clientsBalancing your work with the rest of your life.Containing 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.Successful Consulting includes:Chapter 1: What do you want from this?Chapter 2: Consulting excellence at workChapter 3: What makes a successful conTrade ReviewThis 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 BusinessTable of Contents : Chapter 1 What do you want from this book? : Why this book is different : Using this book as a self employed consultant : Using this book as a corporate consultant Chapter: 2 Consulting excellence at work : Voices of three successful consultants : Common success factors Chapter 3: What makes a successful consultant? : Putting yourself in the client’s place : Client concerns when hiring : The worst sins a consultant can commit : Definitions of success Chapter 4: Setting a clear vision : The power of belief : Creating a compelling goal : Testing your outcome Chapter 5: Bringing power to your aim : Will I really achieve my outcome? : Finding your commitment strategy : Moving from thinking to making it happen Chapter 6: Assessing your resources : Do you value what you already have? : Do you treasure your resources? : Do you know what you are good at and how to increase your choices? : Obtaining feedback : Receiving feedback : Chapter 7 Tools to make it happen : Acting as if : Using positive energy : Check your language : Sight, sound or feelings? : Knowing your learning style : Taking the best from role models : Finding good mentors : Chapter 8 Client Project Management : The Project Manager : Scoping the Project : Setting the Specification : Creating the Project Framework : Chapter 9 Managing Client Expectations : Over commitment : Project Delays : Meeting Deadlines : Handling Client Delays : Agreeing Completion : Chapter 10 Avoiding project pitfalls : Agreeing the specification : Contract renegotiation : Contract cover : Reading the signs : Prevention plan : Chapter 11 Image : What is image? : Matching the client : The image consultant’s view : Image from the inside : Chapter 12 Writing a client report : Your attitude to report writing : An easy method : Your readers : Structure : Mind maps : Chapter 13 Giving a client presentation : Dealing with nerves : Knowing your audience : Style of delivery : Use of language : Creating images : Structuring content : Getting good feedback : Chapter 14 Running A Client Workshop / Project Meeting : Assembling the right people : Briefing the essentials : Facilitating a discussion : Dealing with awkward questions : Winning commitment : Chapter 15 Building Client Relationships : Listening : Creating rapport : Filters and styles : Chapter 16 Handling client politics : Political structure : Political intelligence Chapter 17 Influencing: & Negotiation : Elements of influence : The win/win approach to negotiation : The other party’s interests : Chapter 18 Dealing with difficult clients : Insecure : Angry : Obstructive : Antagonistic : Abusive : Chapter 19 Dealing with internal relationships : Working alone on site : Working in a team : Working with other contractors : Chapter 20 Marketing Your Services : What are you selling? : The lure of the brochure : The value of personal contacts : Review of marketing tools : Chapter 21 Starting & Running Your Own Business : Three success stories : Critical success factors in running a consulting business : Start-up case histories : Finance, tax and legal status : Choosing an accountant : Minimising set up costs : Setting fee levels Chapter 22: Balancing your work with the rest of your life : Recognising the pressures of your role : Pushing back on clients : Creating personal balance : Analysing your time : Chapter 23 Going Forward : Key messages to take with you : References : Index

Read more less

Book SynopsisThis is the practical approach I wish I had come across much earlier in my career. Cynthia Pexton-ShawWhether you are just starting out, considering or already working as a consultant this book is essential reading, enabling you to understand the needs of your client and to get the result they want.There are more factors to consider in order to be a successful management consultant 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.This book contains the tools, tactics, secrets and attributes to develop and become a successful management consultant. The contents include chapters on the key processes such as: The business of consultancy Marketing and selling consultancy projects Overview of the delivery process Entry, Contracting, Diagnosis, Intervention and Closure And the essential underpinning skills such as: Analytical tools and techniques Reporting and Influencing clients Designing, delivering training sessions and workshops The practice environment ''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''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''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

Read more less

Book Synopsis

Read more less

Book SynopsisThe 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.

Read more less

Book Synopsis

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less

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

Read more less