{"product_id":"g2-building-the-next-generation-9781119370062","title":"G2 Building the Next Generation","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eVital guidance to ensuring the future of your firm\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eG2: Building the Next Generation\u003c\/i\u003e provides financial advisory firms with a clear roadmap to management succession. Based on the author''s 17 years of experience with over 1,000 firms, this book provides a systematic process to help you identify, develop, and install the new leadership that will guide your firm''s future. Extensive statistical research backs proven strategies for structuring management and succession, overcoming obstacles, selling equity, and more, while expert guidance walks you through the process and warn you of potential pitfalls along the way.\u003c\/p\u003e \u003cp\u003eA generation of entrepreneurs used their talent and ambition to build an industry; to ensure that their success lives on, those leaders now face the formidable challenge of succession. With the future of your firm at stake, how do you recruit, train, mentor, and develop the next generation of professionals, owners, and leaders? This book shows yo\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePreface\u003c\/p\u003e \u003cp\u003eAcknowledgments\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Who Are G2?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining G2\u003c\/p\u003e \u003cp\u003eDeveloping the Next Generation Is Critical\u003c\/p\u003e \u003cp\u003eJust Hiring Them Is Not Enough (But Start There)\u003c\/p\u003e \u003cp\u003eWhat G2 Professionals Need\u003c\/p\u003e \u003cp\u003eG2 Needs to Take Over Client Relationships\u003c\/p\u003e \u003cp\u003eG2 Are the Future\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Career Track\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Advisory Career Track\u003c\/p\u003e \u003cp\u003eNon-Client-Facing Career Tracks\u003c\/p\u003e \u003cp\u003eProgressing through the Career Track\u003c\/p\u003e \u003cp\u003eBeing Flat\u003c\/p\u003e \u003cp\u003eTop Performers\u003c\/p\u003e \u003cp\u003eReaching the End of the Track\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Recruiting G2\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBeginning with the End in Mind\u003c\/p\u003e \u003cp\u003eHiring Levels\u003c\/p\u003e \u003cp\u003eBecoming the Employer of Choice\u003c\/p\u003e \u003cp\u003eAdvertising\u003c\/p\u003e \u003cp\u003eRecruiting in Small Markets\u003c\/p\u003e \u003cp\u003eScreening\u003c\/p\u003e \u003cp\u003eInterviewing\u003c\/p\u003e \u003cp\u003eOpportunistic Hiring\u003c\/p\u003e \u003cp\u003eExperienced Hires\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Taking Over Client Relationships\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is a Lead Advisor?\u003c\/p\u003e \u003cp\u003eQualities of a Trusted Advisor\u003c\/p\u003e \u003cp\u003eTransitioning the Lead to G2\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 How Advisory Firms Develop New Business\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Business Development Process\u003c\/p\u003e \u003cp\u003eWhen and How Clients Act\u003c\/p\u003e \u003cp\u003eExisting Clients as a Referral Source\u003c\/p\u003e \u003cp\u003eSome Theories about Referrals\u003c\/p\u003e \u003cp\u003eOther Referral Sources\u003c\/p\u003e \u003cp\u003eBeyond Referrals\u003c\/p\u003e \u003cp\u003eThe Simple Mathematics of Reputation-Based Selling\u003c\/p\u003e \u003cp\u003ePrinciples of Business Development\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Be a Business Developer\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Four Stages of Learning to Develop New Business\u003c\/p\u003e \u003cp\u003eSolving a Puzzle\u003c\/p\u003e \u003cp\u003eFinding Your Mentor\u003c\/p\u003e \u003cp\u003eLearning to Ask Questions and Listen\u003c\/p\u003e \u003cp\u003eFinding Your Specialty\u003c\/p\u003e \u003cp\u003eDeveloping a Niche\u003c\/p\u003e \u003cp\u003eFollowing a Disciplined Process\u003c\/p\u003e \u003cp\u003eBe Persistent\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Managing People\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining Management\u003c\/p\u003e \u003cp\u003ePrioritizing Management and Communication\u003c\/p\u003e \u003cp\u003eAccepting Responsibility\u003c\/p\u003e \u003cp\u003eProviding Feedback\u003c\/p\u003e \u003cp\u003eDealing with Poorly Performing Team Members\u003c\/p\u003e \u003cp\u003ePerformance Evaluations\u003c\/p\u003e \u003cp\u003eBeing a Mentor\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Managing Up\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSpeaking Up\u003c\/p\u003e \u003cp\u003eGetting Involved\u003c\/p\u003e \u003cp\u003eTaking Responsibility for Your Team\u003c\/p\u003e \u003cp\u003eSupporting Your Colleagues\u003c\/p\u003e \u003cp\u003eMeasuring Your Criticism\u003c\/p\u003e \u003cp\u003eManaging Your Own Expectations\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Managing Yourself\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining Balance of Life\u003c\/p\u003e \u003cp\u003eBalancing Time\u003c\/p\u003e \u003cp\u003eDealing with Weaknesses\u003c\/p\u003e \u003cp\u003eThoughtful Communication\u003c\/p\u003e \u003cp\u003eOn the Value of Conflict\u003c\/p\u003e \u003cp\u003eLooking at Your Own Plate\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Owner, Manager, and Leader\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining Owner, Manager, and Leader\u003c\/p\u003e \u003cp\u003eManagement\u003c\/p\u003e \u003cp\u003eLeadership\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Adding Owners: The Firm Perspective\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCriteria for Ownership\/Partnership\u003c\/p\u003e \u003cp\u003eAdmission Process\u003c\/p\u003e \u003cp\u003eAdding Family Members as Partners\u003c\/p\u003e \u003cp\u003eLaying the Foundation for New Partners\u003c\/p\u003e \u003cp\u003eTackling Buy-In Financing and Valuation\u003c\/p\u003e \u003cp\u003eOnboarding Partners\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Buying Equity: The G2 Perspective\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Does It Mean to Be an Owner?\u003c\/p\u003e \u003cp\u003eKey Questions to Ask\u003c\/p\u003e \u003cp\u003eShould You Buy Equity?\u003c\/p\u003e \u003cp\u003eThe Characteristics of Equity\u003c\/p\u003e \u003cp\u003eUnderstanding Your Ownership Agreement\u003c\/p\u003e \u003cp\u003eSmall Firms and Family Firms\u003c\/p\u003e \u003cp\u003eOwner Compensation\u003c\/p\u003e \u003cp\u003eWhat If the Ownership Agreement Isn’t Right for You\u003c\/p\u003e \u003cp\u003eUnderstanding the Valuation and the Price\u003c\/p\u003e \u003cp\u003eOrganizing Your Personal Finances\u003c\/p\u003e \u003cp\u003eBeyond the First Purchase\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 The Ownership and Governance Foundation for G2\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCareer Investment\u003c\/p\u003e \u003cp\u003eStability and Governance\u003c\/p\u003e \u003cp\u003eElements of Governance\u003c\/p\u003e \u003cp\u003eGovernance as a Function of Size\u003c\/p\u003e \u003cp\u003eReviewing Your Governance Model\u003c\/p\u003e \u003cp\u003eAchieving Results\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Succession\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDifferent Aspects of Succession\u003c\/p\u003e \u003cp\u003eInternal Succession of Ownership\u003c\/p\u003e \u003cp\u003eFinding the Motivation\u003c\/p\u003e \u003cp\u003eThe Big Transaction\u003c\/p\u003e \u003cp\u003eA Large Number of Small Transactions\u003c\/p\u003e \u003cp\u003ePassive Ownership\u003c\/p\u003e \u003cp\u003eThe Intermittent Transaction\u003c\/p\u003e \u003cp\u003eEquity-Based Compensation\u003c\/p\u003e \u003cp\u003eProfits Interest Options\u003c\/p\u003e \u003cp\u003eNonvoting Shares\u003c\/p\u003e \u003cp\u003eSynthetic Equity\u003c\/p\u003e \u003cp\u003eMergers Facilitating Succession\u003c\/p\u003e \u003cp\u003eCreating a Permanent Firm\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Keeping Up with the Industry\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBeing a Student of the Industry\u003c\/p\u003e \u003cp\u003eDeveloping Your Industry Connections\u003c\/p\u003e \u003cp\u003eBenchmarking Your Client Services\u003c\/p\u003e \u003cp\u003eLearning Best Practices\u003c\/p\u003e \u003cp\u003eParticipating in External Training\u003c\/p\u003e \u003cp\u003eContributing to the Industry\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Conclusion\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFrom G2 to G3\u003c\/p\u003e \u003cp\u003eA Note of Optimism\u003c\/p\u003e \u003cp\u003eBibliography\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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