In Case Interview Secrets, you'll discover step-by-step instructions on how to dominate what many consider to be the most complex, most difficult, and most intimidating corporate job interview in the world—the infamous case interview. Victor Cheng, a former McKinsey management consultant, reveals his proven, insider's method for acing the case interview. Having personally secured job offers from McKinsey, Bain & Company, Monitor, L.E.K, Oliver Wyman, and A.T. Kearney, he has also been a McKinsey case interviewer—providing you with a hands-on, real-world perspective on what it really takes to land job offers.Cheng’s protégées work in all the major strategy management consulting firms, including McKinsey, The Boston Consulting Group, Bain & Company, Monitor Company, A.T. Kearny, Oliver Wyman, L.E.K, Roland Berger, Accenture, and Deloitte, as well as in the strategic planning departments of numerous Fortune 500 companies. Whether you’re an undergraduate, MBA, PhD, or experienced-hire applicant candidate, you’ll discover: What case interviewers really say about you behind closed doors but wouldn’t dare tell you—until now The subtle yet specific performance differences that separate those who get management consulting offers from those who don’t The 10 biggest mistakes candidates make in case interviews (and how to avoid them) The 3 specific things interviewers expect in the first 5 minutes of a case that often decide the outcome on the spot An insider’s take on what interviewers really look for and why—and how to give them what they want

"If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place." --Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT."Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming." --Paul H. Zipkin, Vice-Dean, The Fuqua School of BusinessIt's been called "a breeding ground for gurus." McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as "In Search of Excellence" author Tom Peters, Harvey Golub of American Express, and Japan's Kenichi Ohmae.When Fortune 100 corporations are stymied, it's the "McKinsey-ites" whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management.He shows you how McKinsey-ites think about business problems and how they work at solving them, explaining the way McKinsey approaches every aspect of a task:How McKinsey recruits and molds its elite consultants;How to "sell without selling";How to use facts, not fear them;Techniques to jump-start research and make brainstorming more productive;How to build and keep a team at the top its game;Powerful presentation methods, including the famous waterfall chart, rarely seen outside McKinsey;How to get ultimate "buy-in" to your findings;Survival tips for working in high-pressure organizations.Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, THE MCKINSEY WAY is fascinating reading that empowers every business decision maker to become a better strategic player in any organization.

An introduction to the most enduring ideas on management from Harvard Business ReviewChange is the one constant in business, and we must adapt or face obsolescence. Yet certain challenges never go away. That's what makes this book "must read." These are the 10 seminal articles by management's most influential experts, on topics of perennial concern to ambitious managers and leaders hungry for inspiration--and ready to run with big ideas to accelerate their own and their companies' success.If you read nothing else - full stop - read: Michael Porter on creating competitive advantage and distinguishing your company from rivals John Kotter on leading change through eight critical stages Daniel Goleman on using emotional intelligence to maximize performance Peter Drucker on managing your career by evaluating your own strengths and weaknesses Clay Christensen on orchestrating innovation within established organizations Tom Davenport on using analytics to determine how to keep your customers loyal Robert Kaplan and David Norton on measuring your company's strategy with the Balanced Scorecard Rosabeth Moss Kanter on avoiding common mistakes when pushing innovation forward Ted Levitt on understanding who your customers are and what they really want C. K. Prahalad and Gary Hamel on identifying the unique, integrated systems that support your strategy

The acclaimed bestseller about visual problem solving-now bigger and better"There is no more powerful way to prove that we know something well than to draw a simple picture of it. And there is no more powerful way to see hidden solutions than to pick up a pen and draw out the pieces of our problem."So writes Dan Roam in The Back of the Napkin, the international bestseller that proves that a simple drawing on a humble napkin can be more powerful than the slickest PowerPoint presentation. Drawing on twenty years of experience and the latest discoveries in vision science, Roam teaches readers how to clarify any problem or sell any idea using a simple set of tools.He reveals that everyone is born with a talent for visual thinking, even those who swear they can't draw. And he shows how thinking with pictures can help you discover and develop new ideas, solve problems in unexpected ways, and dramatically improve your ability to share your insights.Take Herb Kelleher and Rollin King, who figured out how to beat the traditional hub-and-spoke airlines with a bar napkin and a pen. Three dots to represent Dallas, Houston, and San Antonio. Three arrows to show direct flights. Problem solved, and the picture made it easy to sell Southwest Airlines to investors and customers.Now with more color, bigger pictures, and additional content, this new edition does an even better job of helping you literally see the world in a new way. Join the teachers, project managers, doctors, engineers, assembly-line workers, pilots, football coaches, marine drill instructors, financial analysts, students, parents, and lawyers who have discovered the power of solving problems with pictures.

"If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place." --Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT."Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming." --Paul H. Zipkin, Vice-Dean, The Fuqua School of BusinessIt's been called "a breeding ground for gurus." McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as "In Search of Excellence" author Tom Peters, Harvey Golub of American Express, and Japan's Kenichi Ohmae.When Fortune 100 corporations are stymied, it's the "McKinsey-ites" whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management.He shows you how McKinsey-ites think about business problems and how they work at solving them, explaining the way McKinsey approaches every aspect of a task:How McKinsey recruits and molds its elite consultants;How to "sell without selling";How to use facts, not fear them;Techniques to jump-start research and make brainstorming more productive;How to build and keep a team at the top its game;Powerful presentation methods, including the famous waterfall chart, rarely seen outside McKinsey;How to get ultimate "buy-in" to your findings;Survival tips for working in high-pressure organizations.Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, THE MCKINSEY WAY is fascinating reading that empowers every business decision maker to become a better strategic player in any organization.

The essence and success of The Tao of Coaching has always been its focus on the practical tips and techniques for making work more rewarding through the habit of coaching - and this philosophy continues to underpin this brand new reissue.The book's premise is simple: that to become an effective coach, managers and leaders need master only a few techniques, even though mastery obviously requires practice. Each chapter focuses on a specific technique - or Golden Rule - of coaching to help practice make perfect.Tried and tested by generations within and beyond the workplace, this succinct and engaging book gives readers the tools to:- create more time for themselves, by delegating well- build, and enjoy working with, effective teams- achieve better results- enhance their interpersonal skills.It demonstrates that coaching is not simply a matter of helping others and improving performance, but is also a powerful force for self-development and personal fulfilment.

Consulting may be defined as the art of influencing people at their request. The Secrets of Consulting takes you behind the scenes of that art, explaining in detail why the world of consulting seems so irrational, and some very practical steps you can take to make it more rational. Topics Gaining control of change, marketing and pricing your services, what to do when they resist your ideas, and more.The Secrets of Consulting has been used in dozens of different fields. If you are a consultant, or ever use a consultant, this book is for you. The author draws on his 50+ years of consulting experience to share his secrets about the often irrational world of consulting. "This is a great book. Period! ...this advice is clearly applicable to more than just consulting; it is applicable to life in general." "The book is truly wonderful. A must have!" - Amazon reviews

You think you have a winning strategy. But do you?Executives are bombarded with bestselling ideas and best practices for achieving competitive advantage, but many of these ideas and practices contradict each other. Should you aim to be big or fast? Should you create a blue ocean, be adaptive, play to win—or forget about a sustainable competitive advantage altogether? In a business environment that is changing faster and becoming more uncertain and complex almost by the day, it’s never been more important—or more difficult—to choose the right approach to strategy.In this book, The Boston Consulting Group’s Martin Reeves, Knut Haanæs, and Janmejaya Sinha offer a proven method to determine the strategy approach that is best for your company. They start by helping you assess your business environment—how unpredictable it is, how much power you have to change it, and how harsh it is—a critical component of getting strategy right. They show how existing strategy approaches sort into five categories—Be Big, Be Fast, Be First, Be the Orchestrator, or simply Be Viable—depending on the extent of predictability, malleability, and harshness. In-depth explanations of each of these approaches will provide critical insight to help you match your approach to strategy to your environment, determine when and how to execute each one, and avoid a potentially fatal mismatch.Addressing your most pressing strategic challenges, you’ll be able to answer questions such as:What replaces planning when the annual cycle is obsolete? When can we—and when should we—shape the game to our advantage? How do we simultaneously implement different strategic approaches for different business units? How do we manage the inherent contradictions in formulating and executing different strategies across multiple businesses and geographies?Until now, no book brings it all together and offers a practical tool for understanding which strategic approach to apply. Get started today.

“The secret for success in attracting, winning, retaining and growing client business – whether working as an independent or for a firm.”Mike Lander, CEO, Consulting Strategies Ltd “Richard knows what clients value and provides clear, practical and experienced guidance on how to become and more importantly, be recognised and selected as the best.”Mike Lander, CEO, Consulting Strategies Ltd WHAT DOES IT REALLYTAKE TO BE A SUCCESSFUL MANAGEMENT CONSULTANT? The secret of being a successful management consultant is to focus on the genuine needs of the client. As a consultant, you must develop the skills that enable you to understand these needs, deliver real value to your clients and help them get the results they want. The Management Consultantis your ultimate guide to success as an expert professional consultant. It reveals the skills and attributes that make great consultants and shows you how to develop these to provide genuine client centric consulting. Whether you’re already working as a consultant, starting out on your own, or just considering the profession - this book is essential reading. It will also help those who train, employ or work with consultants regularly. EVERYTHING YOU NEED TO KNOW, DO AND DELIVER TO BE A GREAT MANAGEMENT CONSULTANT Learn the answers to the critical questions you need ask to be a top management consultant such as: \nHow should you identify and define the services you will offer? Why do clients buy consultancy and what are they looking for? How can you bring maximum value to the client’s organisation? How do you engage clients and win work? How can you deliver results that will be sustainable for your client? How do you establish long-term relationships that bring you repeat business with clients? When should you say ‘no’ to a consulting engagement? How do you navigate your way through potential ethical dilemmas that face consultants? DISCOVER THE CLIENT-CENTRIC APPROACH TO SUCCESSFUL CONSULTING

"This is the practical approach I wish I had come across much earlier in my career." Cynthia Pexton-Shaw Whether 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 consultantthan 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 attributesto 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 

An expert discussion of the timeless fundamentals and latest tools that form the foundation of successful influencing\nRenowned consultant and author Peter Block delivers the latest and fourth edition of his best-selling Flawless Consulting, an intuitive and insightful step-by-step guide to the five phases of effective consulting. The book offers a deep exploration of the skills, tools, and behaviors required to successfully influence others. You'll see exactly what you need to say and do to help others achieve their goals, whether you are an internal or external consultant or anyone in a leadership position who wants to build effective partnerships in business, healthcare, education, or community work.\nAlong with newly updated examples, case studies, stories, and suggestions for putting the flawless consulting process into everyday practice, you'll find: A new section for consultants living in a highly virtual world that explains how to achieve authentic engagement with your clients in virtual and hybrid environments Invaluable information for leaders and internal consultants operating within their organizations Concise and digestible techniques for successful contracting and discovery\nFor over 40 years Flawless Consulting has been the go-to guide to building trust and structuring meaningful partnerships with others for greater influence and impact. This latest edition ensures that the book will remain the gold standard in the industry for many years to come.

The Wall Street Journal calls Case in Point the MBA Bible! The world’s foremost authority on case interviewing and bestselling author Marc Cosentino demystifies the case interview process, which is not only used for recruiting in consulting but also in private equity, strategic planning, marketing, logistic, operations, and human capital. He takes you inside a typical interview by exploring the various types of case questions, and he shares with you the acclaimed Ivy Case System. It will give you the confidence to answer even the most sophisticated cases. Now in its eleventh edition, Case in Point is the most current and up-to-date book on the subject, and reflects all the latest changes in the case interview process —with plenty of graphs and lessons built in. The book includes dozens of strategy cases, with case starts exercises, 21 ways to cut costs and much more. Case in Point11 helps you build your case cred from start to finish.

The Unbeatable, Updated, Comprehensive Guidebook For First-Time ConsultantsGetting Started In ConsultingMore people than ever are making the jump from corporate offices to home offices, taking control of their futures, being their own bosses, and starting their own consultancies. Consulting is a bigger business than ever and growing every day.For almost a decade, Alan Weiss's Getting Started in Consulting has been an indispensable resource for anyone who wants to strike out on his own and start a new consulting business. It provides a rich source of expert advice and practical guidance, and it shows you how you can combine low overhead and a high degree of organization to add up to a six- or even seven-figure income. You'll learn everything you need to know about financing your business, marketing your services, writing winning proposals, meeting legal requirements, setting fees, keeping the books, and much more.This new Third Edition of Getting Started in Consulting is more comprehensive, up to date, and practical than ever. In addition to the nuts-and-bolts basics, you'll also get a wealth of new information and resources:How to leverage new technologies to lower your business costs and increase your profitsA budget sampler that shows you how best to maximize an initial start-up investment of $5,000, $10,000, or $20,000Free downloadable tools and forms to help you design and start your business quickly and easilyNew interviews with consultants who achieved rapid success, including their personal stories and most effective techniquesBrand-new references, examples, and appendicesIf your dream in life is to get out of the office and out on your own, consulting is a great way to make it happen. Make sure you do it right?and do it profitably?with Getting Started in Consulting, Third Edition.

Timeless advice from the pages of Harvard Business Review You want the most important ideas on management all in one place. Now you can have them--in a set of HBR's 10 Must Reads. We've combed through hundreds of Harvard Business Review articles on strategy, change leadership, managing people, and managing yourself and selected the most important ones to help you maximize your performance.This six-title collection includes only the most critical articles from the world's top management experts, curated from Harvard Business Review's rich archives. We've done the work of selecting them so you won’t have to. These books are packed with enduring advice from the best minds in business such as: Michael Porter, Clayton Christensen, Peter Drucker, John Kotter, Daniel Goleman, Jim Collins, Ted Levitt, Gary Hamel, W. Chan Kim, Renee Mauborgne and much more.The HBR's 10 Must Reads Boxed Set includes:HBR's 10 Must Reads: The EssentialsThis book brings together the best thinking from management's most influential experts. Once you've read these definitive articles, you can delve into each core topic the series explores: managing yourself, managing people, leadership, strategy, and change management.HBR's 10 Must Reads on Managing YourselfThe path to your professional success starts with a critical look in the mirror. Here's how to stay engaged throughout your 50-year work life, tap into your deepest values, solicit candid feedback, replenish your physical and mental energy, and rebound from tough times. This book includes the bonus article "How Will You Measure Your Life?" by Clayton M. Christensen.HBR's 10 Must Reads on Managing PeopleManaging your employees is fraught with challenges, even if you're a seasoned pro. Boost their performance by tailoring your management styles to their temperaments, motivating with responsibility rather than money, and fostering trust through solicited input. This book includes the bonus article "Leadership That Gets Results," by Daniel Goleman.HBR's 10 Must Reads on LeadershipAre you an extraordinary leader--or just a good manager? Learn how to motivate others to excel, build your team's confidence, set direction, encourage smart risk-taking, credit others for your success, and draw strength from adversity. This book includes the bonus article "What Makes an Effective Executive," by Peter F. Drucker.HBR's 10 Must Reads on StrategyIs your company spending too much time on strategy development, with too little to show for it? Discover what it takes to distinguish your company from rivals, clarify what it will (and won't) do, create blue oceans of uncontested market space, and make your priorities explicit so employees can realize your vision. This book includes the bonus article "What Is Strategy?" by Michael E. Porter.HBR's 10 Must Reads on Change ManagementMost companies' change initiatives fail--but yours can beat the odds. Learn how to overcome addiction to the status quo, establish a sense of urgency, mobilize commitment and resources, silence naysayers, minimize the pain of change, and motivate change even when business is good. This book includes the bonus article 'Leading Change," by John P. Kotter.About the HBR's 10 Must Reads Series:HBR's 10 Must Reads series is the definitive collection of ideas and best practices for aspiring and experienced leaders alike. These books offer essential reading selected from the pages of Harvard Business Review on topics critical to the success of every manager. Each book is packed with advice and inspiration from the best minds in business.

From a Stripe and Google executive, a practical guide to company building and scaling the most important resource it has: its people.Selected for "Best Books of 2023" by Bloomberg and The Economist!“Whether you are a new manager or a CEO, there are going to be moments when you feel alone and need help. Odds are, the advice you need is in Scaling People. You are going to pull this book off your shelf over and over!"—Kim Scott, New York Times bestselling author of Radical Candor and Just WorkA leader at both Google and Stripe from their early days, Claire Hughes Johnson has worked with founders and company builders to try to replicate their success. The most common questions she’s asked are not about business strategy—they’re about how to scale the operating structures and people systems of a rapidly growing startup.Scaling People is a practical and empathetic guide to being an effective leader and manager in a high-growth environment. The tactical information it puts forward—including guidance on crafting foundational documents, strategic and financial planning, hiring and team development, and feedback and performance mechanisms—can be applied to companies of any size, in any industry. Scaling People includes dozens of pages of worksheets, templates, exercises, and example documents to help founders, leaders, and company builders create scalable operating systems and lightweight processes that really work.Implementing effective leadership and management practices takes effort and discipline, but the reward is a sustainable, scalable company that’s set up for long-term success. Scaling People is a detailed roadmap for company builders to put the right operating systems and structures in place to scale the most important resource a company has: its people.

McKinsey & Company's bestselling guide to teaching corporate valuation - the fully updated seventh editionValuation: Measuring and Managing the Value of Companies, University Edition is filled with the expert guidance from McKinsey & Company that students and professors have come to rely on for over nearly three decades. Now in its seventh edition, this acclaimed volume continues to help financial professionals and students around the world gain a deep understanding of valuation and help their companies create, manage, and maximize economic value for their shareholders.This latest edition has been carefully revised and updated throughout, and includes new insights on topics such as digital, ESG (environmental, social and governance), and long-term investing, as well as fresh case studies. For thirty years, Valuation has remained true to its basic principles and continues to offer a step-by-step approach to teaching valuation fundamentals, including:Analyzing historical performance Forecasting performance Estimating the cost of capital Interpreting the results of a valuation in context Linking a company's valuation multiples to core performance driversThe University Edition contains end-of-chapter review questions to help students master key concepts from the book.Wiley also offers an Online Instructor's Manual with a full suite of learning resources to complement valuation classroom instruction.

The number one guide to corporate valuation is back and better than everThoroughly revised and expanded to reflect business conditions in today's volatile global economy, Valuation, Fifth Edition continues the tradition of its bestselling predecessors by providing up-to-date insights and practical advice on how to create, manage, and measure the value of an organization.Along with all new case studies that illustrate how valuation techniques and principles are applied in real-world situations, this comprehensive guide has been updated to reflect new developments in corporate finance, changes in accounting rules, and an enhanced global perspective. Valuation, Fifth Edition is filled with expert guidance that managers at all levels, investors, and students can use to enhance their understanding of this important discipline. Contains strategies for multi-business valuation and valuation for corporate restructuring, mergers, and acquisitions Addresses how you can interpret the results of a valuation in light of a company's competitive situation Also available: a book plus CD-ROM package (978-0-470-42469-8) as well as a stand-alone CD-ROM (978-0-470-42457-7) containing an interactive valuation DCF modelValuation, Fifth Edition stands alone in this field with its reputation of quality and consistency. If you want to hone your valuation skills today and improve them for years to come, look no further than this book.

This book is not about leadership, at least in the way we normally think about it. Leadership is not about position, or authority. It's not about big speeches or grand visions. Leadership is engaging others to solve daunting challenges. Those challenges appear in our professional lives, in our communities, our families--and they seem unsolvable, beyond our ability to see what needs to be done or outside our capacity to make the changes needed. They are not. Because, leadership is an activity--small actions taken in moments of opportunity. And as you start to look around, you can begin to see more of those moments, seize the opportunity in those moments. Most importantly, you can help others see those opportunities too. That's why everyone can lead and the real power to solve our most important challenges is when everyone leads.

The acclaimed bestseller about visual problem solving-now bigger and better"There is no more powerful way to prove that we know something well than to draw a simple picture of it. And there is no more powerful way to see hidden solutions than to pick up a pen and draw out the pieces of our problem."So writes Dan Roam in The Back of the Napkin, the international bestseller that proves that a simple drawing on a humble napkin can be more powerful than the slickest PowerPoint presentation. Drawing on twenty years of experience and the latest discoveries in vision science, Roam teaches readers how to clarify any problem or sell any idea using a simple set of tools.He reveals that everyone is born with a talent for visual thinking, even those who swear they can't draw. And he shows how thinking with pictures can help you discover and develop new ideas, solve problems in unexpected ways, and dramatically improve your ability to share your insights.Take Herb Kelleher and Rollin King, who figured out how to beat the traditional hub-and-spoke airlines with a bar napkin and a pen. Three dots to represent Dallas, Houston, and San Antonio. Three arrows to show direct flights. Problem solved, and the picture made it easy to sell Southwest Airlines to investors and customers.Now with more color, bigger pictures, and additional content, this new edition does an even better job of helping you literally see the world in a new way. Join the teachers, project managers, doctors, engineers, assembly-line workers, pilots, football coaches, marine drill instructors, financial analysts, students, parents, and lawyers who have discovered the power of solving problems with pictures.

With over 33,500 copies sold of the previous edition, the winning formula of this incredibly successful book will remain the same. From SWOT analysis and core competencies to risk reward analysis and the innovation circle, Key Management Models explains each model in a clear, structured and practical way. There is a brief overview of each of the 61 essential models that spans no more than 3-4 pages. For each model you will find: * The model in a nutshell ('the big idea') * Its applicability ('when to use it') * The practicalities of applying it ('how to use it') * A critical appraisal ('the final analysis') The PERFECT reference book, no matter what business you're in.

Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors.In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

#1 NEW YORK TIMES BESTSELLER • Brené Brown has taught us what it means to dare greatly, rise strong, and brave the wilderness. Now, based on new research conducted with leaders, change makers, and culture shifters, she’s showing us how to put those ideas into practice so we can step up and lead.Don’t miss the five-part Max docuseries Brené Brown: Atlas of the Heart!ONE OF BLOOMBERG’S BEST BOOKS OF THE YEARLeadership is not about titles, status, and wielding power. A leader is anyone who takes responsibility for recognizing the potential in people and ideas, and has the courage to develop that potential.When we dare to lead, we don’t pretend to have the right answers; we stay curious and ask the right questions. We don’t see power as finite and hoard it; we know that power becomes infinite when we share it with others. We don’t avoid difficult conversations and situations; we lean into vulnerability when it’s necessary to do good work.But daring leadership in a culture defined by scarcity, fear, and uncertainty requires skill-building around traits that are deeply and uniquely human. The irony is that we’re choosing not to invest in developing the hearts and minds of leaders at the exact same time as we’re scrambling to figure out what we have to offer that machines and AI can’t do better and faster. What can we do better? Empathy, connection, and courage, to start.Four-time #1 New York Times bestselling author Brené Brown has spent the past two decades studying the emotions and experiences that give meaning to our lives, and the past seven years working with transformative leaders and teams spanning the globe. She found that leaders in organizations ranging from small entrepreneurial startups and family-owned businesses to nonprofits, civic organizations, and Fortune 50 companies all ask the same question:How do you cultivate braver, more daring leaders, and how do you embed the value of courage in your culture?In Dare to Lead, Brown uses research, stories, and examples to answer these questions in the no-BSstyle that millions of readers have come to expect and love.Brown writes, “One of the most important findings of my career is that daring leadership is a collection of four skill sets that are 100 percent teachable, observable, and measurable. It’s learning and unlearning that requires brave work, tough conversations, and showing up with your whole heart. Easy? No. Because choosing courage over comfort is not always our default. Worth it? Always. We want to be brave with our lives and our work. It’s why we’re here.”Whether you’ve read Daring Greatly and Rising Strong or you’re new to Brené Brown’s work, this book is for anyone who wants to step up and into brave leadership.

In Michael Bungay Stanier's The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can work less hard and have more impact.Drawing on years of experience training more than 10,000 busy managers from around the globe in practical, everyday coaching skills, Bungay Stanier reveals how to unlock your peoples' potential. He unpacks sevenessential coaching questions to demonstrate how--by saying less and asking more--you can develop coaching methods that produce great results.Get straight to the point in any conversation with The Kickstart QuestionStay on track during any interaction with The Awe QuestionSave hours of time for yourself with The Lazy Question, and hours of time for others with The Strategic QuestionGet to the heart of any interpersonal or external challenge with The Focus Question and The Foundation QuestionFinally ensure others find your coaching as beneficial as you do with The Learning QuestionA fresh innovative take on the traditional how-to manual, the book combines insider information with research based in neuroscience and behavioural economics, together with interactive training tools to turnpractical advice into practiced habits. Witty and conversational, The Coaching Habit takes your work--and your workplace--from good to great."Coaching is an art and it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide and answer, or unleash a solution. giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. In this practical and inspiring book, Michael shares seven transformative questions that can make a difference in how we lead and support. And he guides us through the tricky part - how to take this new information and turn it into habits and a daily practice." --Brené Brown, author of Rising Strong and Daring Greatly"Michael Bungay Stanier distills the essentials of coaching to seven core questions. And if you master his simple yet profound technique, you'll get a two-fer. You'll provide more effective support to your employeesand co-workers. And you may find that you become the ultimate coach for yourself."--Daniel H. Pink, author of To Sell Is Human and Drive"What can you do to become a better leader? Michael asks and answers this question by offering aspiring leaders seven thoughtful questions that will change their leadership habits. This book is full of practical,useful and interesting questions, ideas and tools that will guide any leader trying to be better."--Dave Ulrich, co-author of The Why of Work and The Leadership Code"Michael's intelligence, wit, articulateness and dedication to the craft of coaching shine forth in this brilliant how-to manual for anyone called to assist others. Even after four decades of my own experience in thisarena, The Coaching Habit has provided me with great takeaways."--David Allen, author of Getting Things Done"The Coaching Habit is funny, smart, practical, memorable and rounded in currentbehavioural science. I found it highly valuable for my own work and collaborations."--James Slezak, Executive Director of Strategy, New York Times

Build a thriving 21st-century consultancy with an all-new edition of the classic bestseller In a world of rapidly evolving technologies and business paradigms, your consulting business needs to radically adapt its techniques and models. Taking full measure of these changes, Alan Weiss, the "Rock Star of Consulting," will guide you through the process with a revised and completely updated sixth edition of his authoritative guide to consulting success. Weiss updates his time-tested model for creating a flourishing consulting business, while showing you the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition, he offers you invaluable guidance on raising capital, attracting clients, and creating an airtight marketing strategy. This new edition is packed with step-by-step advice on how to: Use volatility and disruption as offensive weapons Maximize fees by adopting a "value mindset" Build a successful model for marketing remotely Master cutting-edge technology to reach the broadest audience Form powerful alliances to increase reach and impact Think branding--and think global Generate six-figure projects, six-figure retainers, and seven-figure incomes Million Dollar Consulting has been the go-to classic for consultants for nearly 25 years. With cutting-edge new content, Alan Weiss will show you how to grow your business into a seven-figure firm today.

You need to learn to manage a study like a McKinsey or BCG consultant, without having to work at the firm, and develop deep insights.Now in its 10th year of publication, in its 2nd edition and having been used in over 150 countries, this book summarizes the teaching of the author and the eminent ex-McKinsey, BCG et al. partners who produce all our content on StategyTraining.com. This is the companion guide to our popular book, The Strategy Journal.Follow an engagement team as they assist a large company in diagnosing and fixing deep and persistent organizational issues over an 8-week assignment. Learn how they successfully navigate a challenging client environment, frame the problem and limit the scope, develop hypotheses, build the analyses and provide the final recommendations.For the last 10 years you have seen us solve significant business problems and publish them on StrategyTraining.com. These include helping a bank enter the US market, merging IT companies, developing a digital strategy for a bank, launching an electric car business and more. This book summarizes the underlying process common to all those studies.You will learn how to:Define the problem statement.Build a unique framework for the problem.Prioritize the framework for analyses.Develop hypotheses.Prepare tests for the hypotheses.Collect data for the tests.Build a storyboard.Yet, studies are about managing teams of consultants. This book shows you how to use the tools, and the soft skills, to manage the study and team:Project chartersProject logicTimelinesOpportunity chartsBenefits chartsTop-down vs Bottom-up analysesFocus interviewsInternal / Client project update meetingsPre-PresentsImplementation PlanningQuick win developmentManaging a client workshopWritten as a story running week by week, the book takes you into a study, as seen through the eyes of the business case leader. You can follow step-by-step as the team prepares for the study, all the way to the final report. You will be able to see the analyses produced and slides developed.Clients who have used the book report:Greater influenceGreater recognitionRapid promotionsFaster projectsDeeper insightsA sense of purposeRESERVE YOUR SPOT FOR FREE EPISODES FROM EX-MCK ET AL. PARTNERS AT FIRMSCONSULTING.COM/PROMO

The Challenge:Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning.But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness?The Study:For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great?The Standards:Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck.The Comparisons:The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good?Over five years, the team analyzed the histories of all twenty-eight companies in the study. After sifting through mountains of data and thousands of pages of interviews, Collins and his crew discovered the key determinants of greatness -- why some companies make the leap and others don't.The Findings:The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include: Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness. The Hedgehog Concept: (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence. A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology. The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap.“Some of the key concepts discerned in the study,” comments Jim Collins, "fly in the face of our modern business culture and will, quite frankly, upset some people.”Perhaps, but who can afford to ignore these findings?

The new edition of bestselling real-world guide to consultancy success, from the “Rock Star of Consulting” Alan WeissThe second edition of The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice remains the most comprehensive and practical guide to the consulting profession, from launch to high growth, from marketing to implementation. Legendary consultant, speaker, and bestselling author Alan Weiss shows you how to create an independent or boutique consulting practice and take it to seven-figure success. Step-by-step, this invaluable resource guides you through attracting clients, maximizing your value, and achieving your career goals.In the decade since the first publication of The Consulting Bible, an array of significant developments has dramatically impacted the consulting profession: shifts in social consciousness, the Covid-19 pandemic, tele-consulting and virtual meetings, the globalization of the economy, the growth of social media, and many more. This exhaustively revised new edition provides specific approaches and techniques for mastering the new consulting environment and turning volatility and disruption into unlimited opportunities. Designed to help you become the authority and expert that organizations turn to again and again, this book is your one-stop resource for: Building a strong global brand that draws people to you Marketing remotely to reduce costs and allow for higher fees Mastering the latest implementation techniques Forging strong relationships with the buyers of a new generation Selecting the consulting methodology that best fits your requirements Writing proposals and creating testimonials and references Using advanced technology to sell and deliver your servicesWritten for newcomers and veterans alike, The Consulting Bible: Everything You Need to Know to Create and Expand a Seven-Figure Consulting Practice, Second Edition, is essential reading for every solo consultant, entrepreneur, and principal of a small consulting firm.

Scientists have proven that stories make the brain light up in ways no other form of communication does. Using story frameworks as a communication device for data will help make your recommendations stick and be acted on.Organizations use data to identify problems or opportunities. The actions others may need to take today from your insights in data could reverse or improve the trajectory of your future data. So, communicating data well, drives very important outcomes.Even though most roles depend on data, communicating well is the top skill gap in roles using data. The essential skill for today’s leaders (and aspiring leaders) is shaping data into narratives that make a clear recommendation and inspire others to act.Almost every role today uses data for decision making. As you grow in your career, you can become a strategic advisor and ultimately a leader using data to shape a future where humanity and organizations flourish.Duarte and her team have culled through thousands of data slides of her clients in technology, finance, healthcare, and consumer products, to decode how the highest performing brands communicate with data.DataStory teaches you the most effective ways to turn your data into narratives that blend the power of language, numbers, and graphics. This book is not about visualizing data, there are plenty of books covering that. Instead, you’ll learn how to transform numbers into narratives to drive action. It will help you communicate data in a way that creates outcomes both inside and outside your own organization. It will help you earn a reputation as a trusted advisor, which will advance your career. it will help your organization make faster decisions and inspire others to act on them!Nancy Duarte is one of the preeminent storytellers in American business and the acclaimed author of Slide:ology, Resonate, and the HBR Guide to Persuasive Presentations comes this book that will help you transform numbers into narratives.

Be more effective with less effort by learning how to identify and leverage the 80/20 principle: that 80 percent of all our results in business and in life stem from a mere 20 percent of our efforts.The 80/20 principle is one of the great secrets of highly effective people and organizations.Did you know, for example, that 20 percent of customers account for 80 percent of revenues? That 20 percent of our time accounts for 80 percent of the work we accomplish? The 80/20 Principle shows how we can achieve much more with much less effort, time, and resources, simply by identifying and focusing our efforts on the 20 percent that really counts. Although the 80/20 principle has long influenced today's business world, author Richard Koch reveals how the principle works and shows how we can use it in a systematic and practical way to vastly increase our effectiveness, and improve our careers and our companies.The unspoken corollary to the 80/20 principle is that little of what we spend our time on actually counts. But by concentrating on those things that do, we can unlock the enormous potential of the magic 20 percent, and transform our effectiveness in our jobs, our careers, our businesses, and our lives.

The Consultant with Pink Hair is the story of Andrew Braun and Lou Di Angelo, partners in a fictional management consulting practice struggling with the real life challenges of being just another consulting firm in a crowded marketplace. They battle low margins, late nights responding to crazy RFPs, confusing branding advice, and the pressure of too much revenue coming from one big client--and the disaster when that client walks away.

GET THE MAXIMUM IMPACT WITH THE MINIMUM EFFORT.\nThe Pyramid Principle is the international best-seller on how to think creatively, reason lucidly and produce crisp, clear, compelling business writing. \nJoin the tens of thousands of people worldwide who have benefited from Barbara Minto’s technique, to present your thinking so clearly that the ideas jump off the page and into the mind of the reader.\nCan your writing do without it?

Please Read Brand New, International Softcover Edition, Printed in black and white pages, minor self wear on the cover or pages, Sale restriction may be printed on the book, but Book name, contents, and author are exactly same as Hardcover Edition. Fast delivery through DHL/FedEx express.

The Wall Street Journal calls Case in Point the MBA Bible! Cosentino demystifies the consulting case interview. He takes you inside a typical interview by exploring the various types of case questions and he shares with you the acclaimed Ivy Case System which will give you the confidence to answer even the most sophisticated cases. The book includes over 40 strategy cases, ten case starts exercises and 21 ways to cut costs, plus much, much more!For Kindle edition, best viewed on a tablet, using a basic Kindle distorts the book and you lose graphs.

Imagine, if you can, the world of business - without corporate strategy. Remarkably, fifty years ago that's the way it was. Businesses made plans, certainly, but without understanding the underlying dynamics of competition, costs, and customers. It was like trying to design a large-scale engineering project without knowing the laws of physics. But in the 1960s, four mavericks and their posses instigated a profound shift in thinking that turbocharged business as never before, with implications far beyond what even they imagined. In The Lords of Strategy, renowned business journalist and editor Walter Kiechel tells, for the first time, the story of the four men who invented corporate strategy as we know it and set in motion the modern, multibillion-dollar consulting industry:Bruce Henderson, founder of Boston Consulting GroupBill Bain, creator of Bain & CompanyFred Gluck, longtime Managing Director of McKinsey & CompanyMichael Porter, Harvard Business School professorProviding a window into how to think about strategy today, Kiechel tells their story with novelistic flair. At times inspiring, at times nearly terrifying, this book is a revealing account of how these iconoclasts and the organizations they led revolutionized the way we think about business, changed the very soul of the corporation, and transformed the way we work.

Product Description \nThe 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom for all consultants, negotiators, and advisors.\\nIn today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one’s discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients.\\nIn this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters.\\nThis immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect.\nThe Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.\n Review \n“\nThe Trusted Advisor is a foundational text for any consulting professional looking to build, sustain, and grow their client relationships. I have leveraged its guiding principles and its exceedingly practical advice to reimagine what it means to demonstrate trust—and have urged the many colleagues to whom I have gifted the book to do the same. Twenty years since it was first published,\nThe Trusted Advisor is more relevant and valuable than ever, helping professionals navigate constant disruption—so we can do the same for our clients.”\n—Janet Foutty, U.S. executive chair, Deloitte \\n“A rich source of examples and experiences that guide the development of truly special relationships with one’s clients.”\n—Rich Lesser, CEO, Boston Consulting Group\\n“Full of both sage wisdom and applicable advice,\nThe Trusted Advisor has helped elevate the work of an entire generation of advisors, and I know it will continue to be an invaluable resource for generations to come.”\n—Kelly Grier, managing partner U.S. and Americas, EY\\n“For many years\nThe Trusted Advisor has been Forrester’s handbook for delivering outstanding customer service—whenever we lost our way, this book’s wisdom and straight talk would snap us right back on track. This is my favorite book to give to clients—I’m so glad that I can now pass on an updated new edition.”\n—George Colony, chairman and CEO, Forrester Research \\n“Maister, Green, and Galford share intuitive frameworks, evidence-based insights, and practical actions to grow from an expert to a trusted advisor. This book stands the test of time and is required reading for anyone who wants stronger professional (and personal) relationships.”\n—John J. Kalamarides, president, Prudential Group Insurance\\n“\nThe Trusted Advisor will be invaluable to all professionals, young and old. Anyone who earns his or her living by giving advice should read this book.”\n— John Quelch, Leonard M. Miller University Chair Professor, University of Miami\n About the Author \nDavid H. Maister is widely acknowledged as the world’s leading authority on the management of professional service firms. Beginning four decades ago, David has advised firms in a broad spectrum of professions, covering all strategic and managerial issues, spanning the globe. A native of Great Britain, David holds degrees from the University of Birmingham, the

Product Description \nGet your team on the same page with TeamWork.\nDo you wish your employees felt more energized and engaged? Would you like them to be on the same page and fully aligned with your goals?\nYour business success depends on your ability to align and develop the people who work for you. High-performance teams are built intentionally by leaders who understand the three essential components of growth: alignment, development, and transition. \nTeamWork breaks each of these components down into actionable processes, with steps you can take immediately to start making a difference today. Learn how to create teams that work the way you want them to. Then, discover ways to scale those teams, keeping them aligned with your objectives—and with each other—as your business grows.\nIf you want your teams to excel, TeamWork can fast-track your path to a winning business with a thriving culture.TeamWork breaks each of these components down into actionable processes, with steps you can take immediately to start making a difference today. Learn how to create teams that work the way you want them to. Then, discover ways to scale those teams, keeping them aligned with your objectives—and with each other—as your business grows.If you want your teams to excel, TeamWork can fast-track your path to a winning business with a thriving culture.\n Review \n"No great business was built alone. You need a team to 10X your business, and\n TeamWork gives you the roadmap for scaling your team."\\nGrant Cardone, real estate mogul and author of the New York Times bestseller The 10X Rule\\n"The culture of your organization is created either by design or default. In\nTeamWork, Natalie Dawson shares how to create a culture by design so you can attract the right fabulous people, create an exciting work environment, and build an incredible company. Business truly is a team sport. Natalie shows you how to create the right team!"\\nSharon Lechter, co-author of New York Times bestsellers Rich Dad Poor Dad and Exit Rich\\n"TeamWork takes the guesswork out of building a great team."\\nJim Trevling, Co-Owner of Boston's Pizza and star of Dragon's Den\\n"TeamWork is a must-read for all leaders who want to create a winning culture." \\nPaul Wille, Chief Operating Officer at Wunderman Thompson\n About the Author \nNatalie Dawson is an expert in developing people and building scalable teams. She has interviewed, hired, trained, and led thousands of employees over the course of her career, most recently as Executive Vice President and Partner of Cardone Ventures, a management consulting, joint ventures, and private equity firm that helps business owners achieve their personal, professional, and financial goals through the growth of their businesses. Her specialty lies in aligning employees with business objectives—for measurable returns on investment.\\nHaving attended the London School of Economics, Natalie uses her unique blend of operational and financial skill sets to oversee eight-figure operating budgets by inspiring and aligning the people who drive them.

Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence.Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters.In Emotional Intelligence for Sales Success, you’ll learn: how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts which EI skills are most common among top sales producers, and much more.Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships.Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

What's your ONE thing?People are using this simple, powerful concept to focus on what matters most in their personal and work lives. Companies are helping their employees be more productive with study groups, training, and coaching. Sales teams are boosting sales. Churches are conducting classes and recommending for their members.By focusing their energy on one thing at a time people are living more rewarding lives by building their careers, strengthening their finances, losing weight and getting in shape, deepening their faith, and nurturing stronger marriages and personal relationships.YOU WANT LESS. You want fewer distractions and less on your plate. The daily barrage of e-mails, texts, tweets, messages, and meetings distract you and stress you out. The simultaneous demands of work and family are taking a toll. And what's the cost? Second-rate work, missed deadlines, smaller paychecks, fewer promotions--and lots of stress.AND YOU WANT MORE. You want more productivity from your work. More income for a better lifestyle. You want more satisfaction from life, and more time for yourself, your family, and your friends.NOW YOU CAN HAVE BOTH ― LESS AND MORE. In The ONE Thing, you'll learn to: cut through the clutter achieve better results in less time build momentum toward your goal dial down the stress overcome that overwhelmed feeling revive your energy stay on track master what matters to youThe book has: Made on more than 575 appearances on national bestseller lists Been #1 Wall Street Journal bestseller, New York Times bestseller, and USA Today bestseller Been translated into 40 languages Won 12 book awards Voted Top 100 Business Book of All Time on GoodreadsThe ONE Thing delivers extraordinary results in every area of your life--work, personal, family, and spiritual. WHAT'S YOUR ONE THING?

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

The real-world guide to selling your services and winning more client businessFollowing in the tradition of David Maister's The Trusted Advisor and Ford Harding's Rain Making, How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job―not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients.Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Winner of the International Book Awards for General BusinessWinner of the Readers' Favorite International Book Award for Non-Fiction BusinessIt’s been over a decade since Verne Harnish’s best-selling book Mastering the Rockefeller Habits was first released. Scaling Up (Rockefeller Habits 2.0) is the first major revision of this business classic which details practical tools and techniques for building an industry-dominating business. This book is written so everyone ― from frontline employees to senior executives ― can get aligned in contributing to the growth of a firm. Scaling Up focuses on the four major decision areas every company must get right: People, Strategy, Execution, and Cash. The book includes a series of new one-page tools including the updated One-Page Strategic Plan and the Rockefeller Habits ChecklistTM, which more than 40,000 firms around the globe have used to scale their companies successfully ― many to $10 million, $100 million, and $1 billion and beyond – while enjoying the climb!