Under the leadership of Henrik Kniberg they experimented with different team sizes, different sprint lengths, different ways of defining "done", different formats for product backlogs and sprint backlogs, different testing strategies, different ways of doing demos, different ways of synchronizing multiple Scrum teams, etc. They also experimented with XP practices - different ways of doing continuous build, pair programming, test driven development, etc, and how to combine this with Scrum.

    Millions of workers, even those who have carefully chosen careers based on true passions and interests, dread going to work, suffering each day as they trudge to jobs that make them cynical, weary, and frustrated. It is a simple fact of business life that any job, from investment banker to dishwasher, can become miserable. Through the story of a CEO turned pizzeria manager, Lencioni reveals the three elements that make work miserable -- irrelevance, immeasurability, and anonymity -- and gives managers and their employees the keys to make any job more fulfilling.As with all of Lencioni's books, this one is filled with actionable advice you can put into effect immediately. In addition to the fable, the book includes a detailed model examining the three signs of job misery and how they can be remedied. It covers the benefits of managing for job fulfillment within organizations -- increased productivity, greater retention, and competitive advantage -- and offers examples of how managers can use the applications in the book to deal with specific jobs and situations.Patrick Lencioni (San Francisco, CA) is President of The Table Group, a management consulting firm specializing in executive team development and organizational health. As a consultant and keynote speaker, he has worked with thousands of senior executives and executive teams in organizations ranging from Fortune 500 companies to high-tech startups to universities and nonprofits. His clients include AT&T, Bechtel, Boeing, Cisco, Sam's Club, Microsoft, Mitsubishi, Allstate, Visa, FedEx, New York Life, Sprint, Novell, Sybase, The Make-A-Wish Foundation, and the U.S. Military Academy at West Point. Lencioni is the author of six bestselling books, including The Five Dysfunctions of a Team. He previously worked for Oracle, Sybase, and the management consulting firm Bain & Company.

    The second edition of this book helps you prepare for the PMP certification exam using a visually rich format designed for the way your brain works. You'll find a full-length sample exam included inside the book. More than just proof of passing a test, a PMP certification means that you have the knowledge to solve most common project problems. But studying for a difficult four-hour exam on project management isn't easy, even for experienced project managers. Drawing on the latest research in neurobiology, cognitive science, and learning theory, Head First PMP offers you a multi-sensory experience that helps the material stick, not a text-heavy approach that puts you to sleep. This book will help you:Learn PMP's underlying concepts to help you understand the PMBOK principles and pass the certification exam with flying colorsGet 100% coverage of the latest principles and certification objectives in The PMBOK Guide, Fourth Edition, including two new processes: Collect Requirements and Identify StakeholdersMake use of a thorough and effective preparation guide with hundreds of practice questions and exam strategiesExplore the material through puzzles, games, problems, and exercises that make learning easy and entertainingHead First PMP puts project management principles into context to help you understand, remember, and apply them -- not just on the exam, but also on the job.

    With disengagement and turnover on the rise, many managers are scratching their heads wondering what to do. It's not that we dont dream of being great managers, it's just that we havent found a practical and efficient way to do it. Until now . . . The fictional company in this remarkable book is grappling with real problems of high turnover and low morale -- so the managers begin to investigate what really drives the employees. What they discover is that the key to motivation isnt necessarily the promise of a bigger paycheck or title, but rather the fulfillment of crucial personal dreams. They also learned that people at every level need to be offered specific kinds of help and encouragement -- or our dreams will forever remain just dreams as we grow dissatisfied with our lives and jobs. Beginning with his important thought that a company can only become the-best-version-of-itself to the extent that its employees are becoming better-versions-of-themselves, Matthew Kelly explores the connection between the dreams we are chasing personally and the way we all engage at work. Tackling head-on the growing problem of employee disengagement, Kelly explores the dynamic collaboration that is unleashed when people work together to achieve company objectives and personal dreams. The power of The Dream Manager is that simply becoming aware of the concept will change the way you manage and relate to people instantly and forever. What's your dream?

    Fundamental problems, as Einstein once noted, cannot be solved at the same level of thought that created them. What we pay attention to, and how we pay attention - both individually and collectively - is key to what we create. What often prevents us from attending is what Scharmer calls our blind spot, the inner place from which each of us operates. Learning to become aware of our blind spot is critical to bringing forth the profound systemic changes so needed in business and society today. First introduced in Presence, the U methodology of leading profound change is expanded and deepened in Theory U. By moving through the "U" process we learn to connect to our essential Self in the realm of presencing - a term coined by Scharmer that combines the present with sensing. Here we are able to see our own blind spot and pay attention in a way that allows us to experience the opening of our minds, our hearts, and our wills. This wholistic opening constitutes a shift in awareness that allows us to learn from the future as it emerges, and to realize that future in the world. Theory U explores a new territory of scientific research and personal leadership, one that is grounded in real life experience and shared practices. Scharmer shares much from his own personal and professional development, and draws from a rich diversity of compelling stories and examples. Readers will find themselves drawn to new ways of thinking and acting as they read, completing a parallel journey of exploration and discovery. The final chapters lay out principles and practices that allow everyone to participate fully in co-creating and bringing forth the desired future that is working to emerge through us.

    There is a "Facilitator's Guide" which has an introduction to the model, instructions for administering and debriefing the 38-item team assessment, and a script for presentation delivery. In addition, the package also contains a copy of the "Five Dysfunctions of a Team" book and the "Five Dysfunctions of a Team Video Presentation (DVD)," which comes with its own 27-page supplemental guide.Deluxe Facilitator's Guide contents: binder (with tabs and loose-leaf pages), hardcover book, paper assessment, sample participant workbook, poster, CD-ROM, and DVD.

    System Optima Cause and Effect Undesirable Effects and Critical Root Causes Solution Deterioration Physical vs. Policy Constraints Ideas Are NOT Solutions The Five Focusing Steps of TOC 1. Identify the System Constraint 2. Decide How to Exploit the Constraint 3. Subordinate Everything Else 4. Elevate the Constraint 5. Go Back to Step 1, but Beware of ???Inertia??? Throughput, Inventory, and Operating Expense Throughput (T) Inventory/Investment (I) Operating Expense (OE) Which Is Most Important: T, I, or OE? T,I and OE: An Example T, I, and OE in Not-for-Profit Organizations Universal Measures of Value Passive Inventory Active Inventory (Investment) Managing T Through Undesirable Effects The TOC Paradigm Applications and Tools Drum-Buffer-Rope Critical Chain Project Management Replenishment and Distribution Throughput Accountin

    It demonstrates how these virtues promote personal transformation and the attainment of self-fulfillment. It also considers the Christian supernatural virtues of faith, hope and charity without which no study of leadership can be complete. The book's final section, Towards Victory, offers a methodology for the achievement of interior growth tailored to the needs of busy, professional people intent on imbuing their lives with a transcendent purpose. Thus, the aim of Virtuous Leadership is ultimately practical. It is meant to be your guidebook in the quest for moral excellence.

    Now, in Toyota Culture, preeminent Toyota authorities Jeffrey Liker and Michael Hoseus reveal how Toyota selects, develops, and motivates its people to become committed to building high-quality products-and how you can do the same for your company.Toyota Culture examines the "human systems" that Toyota has put in place to instill its founding principles of trust, mutual prosperity, and excellence in its plants, dealerships, and offices around the world. Beginning with a look at the evolution of the Toyota culture and why its people are the heart and soul of the Toyota Way, the authors explain the company's four-stage process for building and keeping quality people: Attract, Develop, Engage, and Inspire.Drawing upon numerous examples from Liker's decades of research as well as Hoseus' insider access as a Toyota manager, Toyota Culture gives you the tools you need to:Find competent, able, and willing employeesStart training and socializing your people as you hire themEstablish and communicate key business performance indicators at every level of your organizationTrain your people to solve problems and continuously improve processes in their daily workDevelop leaders who live and teach your company's philosophyReward top performance-and offer help to those who are strugglingFascinating vignettes of Toyota's innovative culture highlight the nuances of translating and recreating a people-centric culture in factories and offices across the globe. These exclusive, behind-the-scenes details are just what your company needs to successfully learn from The Toyota Culture.

    You'll be taught each and every step of the influence process-including robust strategies for making change inevitable in your personal life, your business, and your world. You'll learn how to:- Identify a handful of high-leverage behaviors that lead to rapid and profound change.- Apply strategies for changing both thoughts and actions.- Marshall six sources of influence to make change inevitable.Influencer takes you on a fascinating journey from San Francisco to Thailand where you'll see how seemingly “insignificant” people are making incredibly significant improvements in solving problems others would think impossible. You'll learn how savvy folks make change not only achievable and sustainable, but inevitable. You'll discover why some managers have increased productivity repeatedly and significantly-while others have failed miserably.

    It was the Protestant ethic whose characteristics--thrift, a respect for enquiry, individualism tempered by a need to cooperate, success as a measure of divine approval--helped to create the conditions which led to America's managerial and corporate success. Thus, the authors contend, the drive, energy and acceptance of innovation, competition, growth and social mobility, all have their origins in the discipline and ethos of America's first wave of European immigrants: the Puritans. And, the authors warn, as Americans distance themselves from core values which produced their nineteenth and twentieth century business and economic successes, they endanger the basis for their prosperity and security.

    The established reliability and validity of the scale make it particularly useful for research and program evaluation.Featuring a spiral binding, the updated ITERS-R offers more practical assistance in the form of additional notes for clarification and an Expanded Scoresheet, which incorporates notes and tables to assist in scoring. However, the items and indicators remain the same as in the original ITERS-R.Convenient organization in seven subscales:Space and Furnishings Personal Care Routines Listening and Talking Activities Interaction Program Structure Parents and Staff Each of the 39 Items is expressed as a 7-point scale with indicators for 1 (inadequate), 3 (minimal), 5 (good), and 7 (excellent). Notes for clarification and questions are included for selected Items.An introductory section gives detailed information about the rationale of the ITERS-R, the process of revision, and the reliability and validity of the scale. Full instructions for administration and scoring, as well as a Scoresheet and Profile that may be photocopied, are included with the scale.

    Related key assumptions are that there is a corresponding "business owner" in each of the brands, and that the "products" are generally online services intended for individuals.

    More than 1,000 albums later, after many landmark recordings and new discoveriesECM stands as a model of musical independence unique in the history of the record industry. This portrait of the label traces how ECM set new standards with meticulously realized productions of improvised and notated music, introduced hundreds of musicians to a wider public, and has changed the way music is played, recorded, and perceived. Much more than a conventional label history, this stunningly illustrated tome celebrates and reflects on the ways in which ECM has grown and changed from its origins in jazz to contemporary classical, and from medieval chant to free jazz and traditional folk music from around the world. It includes extensive interviews with Manfred Eicher, more than 20 specially commissioned essays by an international line-up of music journalists and writers, and more than 100 contributions from artists, composers, designers, and engineers who have worked with the label, and whose voices form an oral history in counterpoint.

    This title is for any business person who wants to increase the impact of their business reports, presentations and information.

    Finely focused on how-to and why throughout, it provides specific tactical guidelines for planning, building, measuring, and managing brand equity. It includes numerous examples on virtually every topic and over 75 Branding Briefs that identify successful and unsuccessful brands and explain why they have been so. Case studies will familiarize readers with the real-life stories of Levi' s Dockers, Intel Corporation, Nivea, Nike, and Starbucks. For industry professionals from brand managers to chief marketing officers.

    But with opportunity comes responsibility. Companies today aren't managing their knowledge workers careers. Instead, you must be your own chief executive officer. That means it's up to you to carve out your place in the world and know when to change course. And it's up to you to keep yourself engaged and productive during a career that may span some 50 years. In Managing Oneself, Peter Drucker explains how to do it. The keys: Cultivate a deep understanding of yourself by identifying your most valuable strengths and most dangerous weaknesses; Articulate how you learn and work with others and what your most deeply held values are; and Describe the type of work environment where you can make the greatest contribution. Only when you operate with a combination of your strengths and self-knowledge can you achieve true and lasting excellence. Managing Oneself identifies the probing questions you need to ask to gain the insights essential for taking charge of your career. Peter Drucker was a writer, teacher, and consultant. His 34 books have been published in more than 70 languages. He founded the Peter F. Drucker Foundation for Nonprofit Management, and counseled 13 governments, public services institutions, and major corporations.

    Ten times. You can't afford not to hire them. But if you haven't been reading Joel Spolsky's books or blog, you probably don't know how to find them and make them want to work for you.In this brief book, Joel reveals all his secrets--from his years at Microsoft, and as the co-founder of Fog Creek Software--for recruiting the best developers in the world.If you've ever wondered what you should be looking for in a resume, if you've ever struggled to decide whether to hire someone at the end of an interview, or if you're wondering why you can't find great programmers, stop everything and read this book.

    The drum, buffer, and rope will become part of the cost accounting lexicon in the future. --Geoffrey Garland, Controller, StacoSwitch, Inc.This is good stuff! Steven Bragg has introduced us to an accounting structure that will enhance our bottom line utilizing throughput accounting methodology. Finally! We have a presentable means to transform a company's financial functions to support the cultural change to throughput accounting. --Rick J. Stevens, President, LeanThinkingbyAccountants, LLCA thought-provoking, insightful, and useful book that explains how older conventions of accounting can lead to poor management decisions. Instead of focusing on typical cost-cutting methods only, Mr. Bragg provides CFOs with a systemic approach on how to instead focus on maximizing profits and become better business partners. --Arif Iqball, Executive Director and CFO, Avon Products Co. Ltd. JapanThroughput Accounting by Steve Bragg presents a new way to evaluate and apply the concepts of cost accounting with greater impact on operational efficiencies. An interesting, understandable, and useful guide for anyone who needs a valuable source of information and ideas relating to financial and accounting affairs. --Carlos Millan, Director of Finance and Operations, NOLA, Grupo QuanamThroughput Accounting addresses every possible area of constraint management that would be of interest to an accountant. This groundbreaking book includes chapters covering financial analysis scenarios with case studies that show specifically how throughput accounting can be used to find the best solutions in a large number of real-world situations.If you are an accounting manager, financial analyst, production planner, or production manager, Throughput Accounting contains the tools you need to improve your company's performance.

    They no longer differentiate. If you don't do something radically different soon, you will become unnecessary to customers.Integrating the most comprehensive research in the selling profession with years of realworld application by leading sales organizations, Huthwaite, Inc., creator of SPIN Selling(R), brings you Escaping the Price-Driven Sale. This book builds on Huthwaite's history of providing groundbreaking concepts with straightforward guidance for execution.Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make the adjustment are doomed to irrelevance.Escaping the Price-Driven Sale reveals how sellers can become differentiators themselves by providing insight that customers cannot find elsewhere.In this book you will discover:The tectonic shift in today's market that has irrevocably changed the nature of consultative sellingFour strategies for selling at a premium--even in a commoditized marketHow to create lasting behavior change, individually and organizationally, to succeed in today's marketplace

    A comparative chart allows readers to evaluate the methods to find the one that seems best for them.

    It is the companion piece to The Five Dysfunctions of a Team: Facilitator's Guide. The workbook gives the workshop participant a structure to engage in exercises and review presented material.

    For relief and inspiration, Conley, the CEO and founder of Joie de Vivre Hospitality, turned to psychologist Abraham Maslow's iconic Hierarchy of Needs. This book explores how Conley's company "the second largest boutique hotelier in the world" overcame the storm that hit the travel industry by applying Maslow's theory to what Conley identifies as the key Relationship Truths in business with Employees, Customers and Investors. Part memoir, part theory, and part application, the book tells of Joie de Vivre's remarkable transformation while providing real world examples from other companies and showing how readers can bring about similar changes in their work and personal lives. Conley explains how to understand the motivations of employees, customers, bosses, and investors, and use that understanding to foster better relationships and build an enduring and profitable corporate culture.

    Bloom has discovered that every enterprise has at least one strategic asset-one existing strength-that can form the foundation for future growth. He calls this an Inside Advantage. This strength usually lies unrecognized in an activity the business is currently performing or in a concept or an idea that the business already owns. Finding this hidden potential and becoming well known for it will grow the business. This strategy reflects Bloom's 45 years of experience in growing businesses and brands of every size and type, including famous companies such as Southwest Airlines, T-Mobile, T.G.I. Friday's, Zales, Nestlé, and L'Oréal, as well as not-so-famous B2B firms, not-for-profit organizations, and start-ups. Now, through his Growth Discovery Process, he is making his strategy available to all people who know their craft but don't know how to craft a growth strategy. Bloom's process is a plain-language path of discovery with only four steps. Whether you are a business leader, a manager, or an entrepreneur, this Growth Discovery Process will enable you to gain a profound insight into the core values of your enterprise. It will guide you to a clear understanding of who your customers are and what your special offerings to those customers should be. Finally, the process will stimulate a host of ideas-what Bloom calls Imaginative Acts-for highlighting your Inside Advantage and making it well known to current and prospective customers. Doing what you're good at and doing it better than anyone else will create growth. The Inside Advantage will help you capture that magic moment when customers will select your product or service over those of your competitors.

    Customers, in turn, are choosing companies and products that satisfy deeper needs for participation, creativity, community, and idealism.In Marketing 3.0, world-leading marketing guru Philip Kotler explains why the future of marketing lies in creating products, services, and company cultures that inspire, include, and reflect the values of target customers.Explains the future of marketing, along with why most marketers are stuck in the past Examines companies that are ahead of the curve, such as S. C. Johnson Kotler is one of the most highly recognized marketing gurus, famous for his 4 P's of Marketing In an age of highly aware customers, companies must demonstrate their relevance to customers at the level of basic values. Marketing 3.0 is the unmatched guide to getting out front of this new tide sweeping through the nature of marketing.

    The accompanying CD includes a practice exam with 200 original questions created by PMPINABOX.

    Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to “win” a deal that he would have closed anyway at the higher price.Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver.Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers—as well as your customers.

    Pub Date: 08 2007 Pages: 288 Publisher: John Wiley Since his 1990 the Landmark book Overcoming Organizational Defenses Chris Argyris has extensively researched and written about how well-meaning smart people create vicious Cycles of Defensive Behavior to protect themselves from embarrassment and threat. In Discussing the Undiscussable. Bill Noonan enlivens the scholarly work of Chris Argyris through the use of reflective exercises and easy-to-read chapters that illuminate the basic human experience endemic to the creation of defensive routines. This book offers hope for altering organizational defensive routines by leveraging the greatest opportunity for change-the way we think and act.Discussing the Undiscussable provides a set of practical how to do exercises for detecting. surfacing. and discussing organizational defensive routines in a safe and productive way....

    KEY TOPICS: Introduces topology as an important and fascinating mathematics discipline to retain the readers interest in the subject. Is written in an accessible way for readers to understand the usefulness and importance of the application of topology to other fields. Introduces topology concepts combined with their real-world application to subjects such DNA, heart stimulation, population modeling, cosmology, and computer graphics. Covers topics including knot theory, degree theory, dynamical systems and chaos, graph theory, metric spaces, connectedness, and compactness. MARKET: A useful reference for readers wanting an intuitive introduction to topology.

    The book covers all that is necessary to develop expertise in system dynamics modelling and through the range of applications makes a persuasive case for the power and scope of the approach. As such it will appeal to practitioners as well as students. Robert Dyson, Professor of Operational Research, Associate Dean, Warwick Business School. Much more than an introduction, John Morecroft's Strategic Modelling and Business Dynamics uses interactive "management flight simulators" to create an engaging and effective learning environment in which readers, whatever their background, can develop their intuition about complex dynamic systems. The numerous examples provide a rich test-bed for the development of systems thinking and modelling skills John Sterman, Jay W. Forrester Professor of Management, MIT Sloan School of Management This book, with its vivid examples and simulators, will help to bring modelling, system dynamics and simulation into the mainstream of management education where they now belong. John A. Quelch, Professor of Marketing, Harvard Business School, Former Dean of London Business School This text fills the gap between texts focusing on the purely descriptive systems approach and the more technical system dynamics ones. Ann van Ackere, Professor of Decision Sciences, HEC Lausanne, Universite de Lausanne Strategic modelling based on system dynamics is a powerful tool for understanding how firms adapt to a changing environment. The author demonstrates the appeal and power of business modelling to make sense of strategic initiatives and to anticipate their impacts through simulation. The book offers various simulators that allow readers to conduct their own policy experiments. Dr. Erich Zahn, Professor of Strategic Management, Betriebswirtschaftliches Institut, University of Stuttgart A website to accompany the book can

    From lean and project management to statistics and data analysis, the DMAIC process is explained in a clear and insightful manner. Figures, tables, references, useful appendices, and a full sample test only add to this book's comprehensiveness.

    Their entrepreneurial prowess and adventurous spirit have spawned countless successes in business. This generation has grown up with more technological advances than any prior group. They have a distinctive way of managing their interests, their businesses, and their lives. And their power is a force to be reckoned with. In Millennial Leaders: 28 success stories from the most brilliant leaders of tomorrow who are already leading today, we explore how to effectively communicate with Gen Y and how to utilize their talents, most of which are entirely foreign to the more seasoned (i.e., older) generations, like the Baby Boomers and Traditionalists. Millennial Leaders features interviews with 25 of these Gen Y leaders, and represents the merging of the authors' leadership capabilities with the talent and skill sets of the experts interviewed.

    Written in an accessible style, this book challenges the notion of the individual or hero leader. Author Simon Western develops the idea of leadership as a distributed process between lots of agents in an organization. In doing so he provides a new framework which readers can use to understand and implement this distributed type of leadership.

    Using a Pivot Table in Microsoft Office Excel 2007 is a quick and exciting way to slice and dice a large amount of data.Carefully explains the benefits of using Pivot Tables for fast data analysis Provides a step-by-step approach to those new to Pivot Tables Offers tips and tricks that cannot be found elsewhere

    The latest edition takes the book into new territory -- the field of digital marketing. It gives the marketer the tools, techniques and structures needed to produce effective and profitable marketing across the direct marketing spectrum, from simple letter to focused web-based campaigns. For anyone involved in direct marketing, this book provides not just the structure for success but also an energizing insight into the techniques behind some of the world's most successful direct marketing campaigns.

    It is the financial issues that give them headaches. Nobody has ever explained how to balance sales against costs, how to interpret financial reports, how to prepare a budget or even how to argue the case for the new equipment their department needs so badly. They have no idea why the company's share price keeps falling and certainly don't understand why this should result in layoffs. In fact, the whole issue of finance is a mystery. Successful management of the finances of a business requires an understanding of some key principles - and that is what Naked Finance is all about. It strips away all the technical issues surrounding financial management and lays bare the principles needed to make sound financial decisions. Firstly, Meckin shows how to identify financial objectives so you know where you are going - explaining the importance of profit and cashflow, how to measure financial performance and which are the key figures to watch. He then outlines how to use financial information to understand what's going on around you, covering the format and content of financial statements and how they can be used to assess past trading performance. Finally he describes how to ensure financial control and create a financial plan so you can take control of where you are going, managing costs, sales, profit and cash flow and long-term projects. Purely and simply, Naked Finance provides the skills necessary to manage a profitable business.

    What is lacking is a practical book that brings these ideas together. 'Riding The Whirlwind' aims to do just that by reconnecting people, teams and organization to create constant renewal of talent & motivation.

    Ken Blanchard, co-author of The One Minute Manager, and Joe Calloway, author of Becoming a Category of One, headline this collection of a dozen interviews with business consultants aimed at providing practical advice for getting things done. Have you ever wondered how those busy, successful people really get things done? This book provides valuable strategies from consultants who are experts in the subject. If you are really serious about getting things done, you will gain valuable insight from these interviews. In addition to Dr. Blanchard and Mr. Calloway, the book includes interviews with Keith Herndon, Ed Kugler, Jean Male, Rick Houcek, Barry Banther, Tom Bay Ph.D., Dr. Gabriela Cora, Brian Brio, Ava Fluty and Dan Maddux.

    Miller's breakthrough 3 Cs Influencing Method will enable you to motivate people to want to help you. Miller and Jackson, will teach you how to unleash the power of the U Perspective to get what you want in every aspect of your life.

    The authors provide a framework for understanding any culture in the world, offering strategies and tactics for getting people from different countries on your side, and detailing the knowledge you need to make the right impression and avoid giving offence. Barry Tomalin is Director of Cultural Training at International House in London, one of the largest language and cultural training organisations in the world, and Visiting Lecturer in Cross-cultural Communication at the University of Westminster.

    As in previous editions, 'Marketing Strategy' strips away the confusion and jargon that surround what ought to be one of the most straightforward areas of modern business. Retaining a clear focus on the relationships between people as the basis of marketing, the book offers analysis of the pivotal role of marketing in the business strategy process. It shows how to: * develop a business strategy* devise a marketing strategy* implement a marketing strategyProviding a good balance between sound theory and practical know-how in an increasingly competitive environment, the book is indispensable for marketing practitioners, general managers and students alike.

    It's also a mine of information, from the essential to the arcane, from the useful to the things you never realized you needed to know. The hundreds of new and expanded entries include an authoritative section on editing for the web, where the Guardian has an international readership of millions. Wise and witty, irreverent and informed, Guardian Style is an essential guide to the use of good English.

    and how we can make things work better. Russell Ackoff is one of the world's top business brains. Herbert Addison has worked for years in business book publishing. Sally Bibb is a pioneer of organizational change. Who better to zero in on organizations, take them apart and then suggest ways of putting them back together - but better?

    It looks at why organizations need to change, the different ways change can be approached, and what makes a process of change management successful. It analyses the change process in an ordered and structured way to help the reader understand the concepts and deal with the unexpected problems that arise.

    Shigeo Shingo will amaze you. Along with Taiichi Ohno, Dr. Shingo co-developed TPS (LEAN) with his deep understanding of how to improve the overall process of production. Dr. Shingo reveals how he taught Toyota and other Japanese companies the art of identifying and solving problems.

    Based on the extensive business experience of five experts, this authoritative guide provides an in-depth look at what every leader must know about managing across departments, functions, divisions, or companies. Drawing on decades of combined experience, John Colley and colleagues detail the wide range of skills, tools, and conceptual understanding as well as the qualities of leadership that a successful general manager must acquire. In an era of specialization and specialists, the authors return due focus to the generalist. No other book so passionately and thoroughly examines the roles and responsibilities of the general manager and the full scope of this distinct, pressure-filled occupation. The authors explore the quantitative and qualitative aspects of the job and discuss how the skilled manager moves an organization from abstract goals to definitive action. For every profit center or plant manager, function head, division president, or CEO, this book is indispensable reading.

    Includes methods of reorganizing, classifying, allocating, aggregating, and reporting actual costs and comparing them with standard costs. Equips experienced cost accountants with a reference tool and students with a thorough textbook. Provides numerous examples, succinct language, chapter review, glossary, and appendices. Includes an abundance of exercises, many of which are based on exam questions from the CPA and CMA exams.

    The authors clearly outline how organizations can create programs to improve hiring and training, make jobs safer, provide a satisfying work environment, and help employees to work smarter. Throughout, they provide practical tips on how to conduct a job analysis, often offering anecdotes from their own experiences.

    The book is also a call for reform. Rakesh Khurana shows that university-based business schools were founded to train a professional class of managers in the mold of doctors and lawyers but have effectively retreated from that goal, leaving a gaping moral hole at the center of business education and perhaps in management itself. Khurana begins in the late nineteenth century, when members of an emerging managerial elite, seeking social status to match the wealth and power they had accrued, began working with major universities to establish graduate business education programs paralleling those for medicine and law. Constituting business as a profession, however, required codifying the knowledge relevant for practitioners and developing enforceable standards of conduct. Khurana, drawing on a rich set of archival material from business schools, foundations, and academic associations, traces how business educators confronted these challenges with varying strategies during the Progressive era and the Depression, the postwar boom years, and recent decades of freewheeling capitalism. Today, Khurana argues, business schools have largely capitulated in the battle for professionalism and have become merely purveyors of a product, the MBA, with students treated as consumers. Professional and moral ideals that once animated and inspired business schools have been conquered by a perspective that managers are merely agents of shareholders, beholden only to the cause of share profits. According to Khurana, we should not thus be surprised at the rise of corporate malfeasance. The time has come, he concludes, to rejuvenate intellectually and morally the training of our future business leaders.

    To be the 'go to' professional for what you do, you must create, build and sustain the best possible name for yourself. It's your most powerful weapon in a cluttered marketplace. Whether you're employed or self-employed, there are rules for building your personal reputation. In this unique book, Rob Brown reveals all the reputation secrets you need to win more business, create more opportunities and attract the wealth, fame and success you deserve. Discover: * What a good reputation can do for you * How to define and design your personal reputation * Over 70 different tools, tips and tactics for building your reputation * The 17 unbreakable laws of building and keeping your good name Having spoken at conferences with Rob, I know his dedication and expertise in this largely untouched field will do wonders for your reputation, your wallet and your opportunities. This book is a 'must read'! Sir Digby Jones, former Director-General, CBI Personal reputation is an elusive reality. Rob Brown shows how clarity of goals and a systematic approach can help anyone improve, sustain and protect their reputation. Whether you are a novice or a master of the reputation universe, Rob's pearls of wisdom will keep you on the right track. Richard Chaplin, Founder and Executive Director, Managing Partners' Forum Absorbing. Helpful. Practical. And important. I strongly recommend this book. David Maister, world authority on managing professional service firms and co-author of 'The Trusted Advisor'

    Written by Steven Bragg, the foremost authority in accounting and controllership issues, the new edition includes:A new, complimentary Web site providing readers with the foundation for creating or enhancing their accounting department policies and procedures manual More coverage of accounting procedures including inventory, billing, cash receipts, pricing, order entry, credit, collections, sales returns, capital budgeting, cash forecasting, payroll, and closing the books Accounting Policies and Procedures Manual is the tool every accounting department needs to regularize and systematize its procedures to match the best in the industry.

    The most intractable family business issues are not the business problems the organisation faces, but the emotional issues that compound them. Applying psychodynamic concepts will help to explain behaviour and will enable the family to prepare for life cycle transitions and other issues that may arise. Here is a new understanding and a broader perspective on the human dynamics of family firms with two complementary frameworks, psychodynamic and family systematic, to help make sense of family-run organisations. Although this book includes a conceptual section, it is first and foremost a practical book about the real world issues faced by business families.The book begins by demonstrating that many years of achievement through generations can be destroyed by the next, if the family fails to address the psychological issues they face. By exploring cases from famous and less well known family businesses across the world, the authors discuss entrepreneurs, the entrepreneurial family and the lifecycles of the individual and the organisation. They go on to show how companies going through change and transition can avoid the pitfalls that endanger both family and company. The authors then apply tools that will help family businesses in transition and offer their analyses and conclusions.Readers should draw their own conclusions from careful examination of the cases, identifying the problems or dilemmas faced and the options for improved business performance and family relationships. They should ask what they might have done in the given situation and what new insight into individual or family behaviour each case offers. The goal is to avoid a bitter ending.

    Regardless of how creative and direct your company's marketing is, it won't be successful unless employees can (and do) deliver upon the brand promises made. Brand Integrity is the point where your company achieves its desired brand image while reaching business results; when employees, customers, partners, and the market understand, believe, and experience that you are who you say you are.

    In Project Management Success with CMMI(R), James Persse demonstrates exactly how to apply CMMI Level 2 to virtually any project, program, or process. User friendly, concise, and easy to follow, this book helps you implement all seven CMMI Level 2 process areas; customize CMMI for your unique projects and organization; and achieve powerful, quantifiable results.The author takes a practical approach to the business and operational needs of project management, carefully linking the realities of business and technical projects with CMMI recommendations. Drawing on his unsurpassed CMMI field experience, Persse presents case studies, anecdotes, and examples--all designed to illuminate what works and what doesn't.Persse introduces the substance and intention of all seven CMMI Level 2 process areas. For each area, he shows how to define goals, implement best practices, understand issues of sizing and scope, and avoid pitfalls and misinterpretations. He is also the first to explain how CMMI can integrate with the tools and skills of the Project Management Institute's Project Management Body of Knowledge, improving the effectiveness of both.Coverage includesUnderstanding project management as value management Planning projects and structuring expectations Monitoring and controlling projects Managing requirements, configurations, and supplier agreements Implementing effective measurement and analysis Assuring process and product quality Project Management Success with CMMI(R) is an invaluable resource for anyone responsible for managing projects, programs, or processes--including those who are new to CMMI and project management.The book's companion Web site (www.prenhallprofessional.com/title/01...) contains an extensive library of downloadable CMMI project management resources corresponding to each of the seven CMMI process areas.

    But what does it really mean to be a CEO? The CEO of one of the world's best known executive search firms answers your questions and sheds insight on what it takes to succeed at the top?

    Credit Risk Management presents step-by-step coverage of:The Credit Process_discussing the operational practices and structural processes to implement and create a sound credit environmentThe Lending Objectives_explaining the credit selection process that is used to evaluate new business, and describing how transaction risk exposure becomes incorporated into portfolio selection riskCompany Funding Strategies_presenting an overview of the funding strategies on some of the more commonly used financial products in the extension of business creditCompany Specific Risk Evaluation_outlining some fundamental credit analysis applications that can be used to assess transactions through the framework of a risk evaluation guideQualitative Specific Risk Evaluation_offering additional approaches to risk evaluate a borrower's industry and managementCredit Risk Measurement_defining the role of credit risk measurement, presenting a basic framework to measure credit risk, and discussing some of the standard measurement applications to quantify the economic loss on a transaction's credit exposureCredit Portfolio Management_exploring the basic concepts behind credit portfolio management, and highlighting the distinctive factors that drive the management of a portfolio of credit assets compared to a single assetCredit Rating Systems_analyzing the pivotal role that credit rating systems have come to play in managing credit risk for lendersThe Economics of Credit_showing how the modern credit risk approach has changed the economics of credit in order to achieve more profitable earnings and maintain global stability in the financial marketsFilled with a wide range of study aids, Credit Risk Management is today's best guide to the concepts and practices of modern credit risk management, offering practitioners a detailed roadmap for avoiding lending mishaps and maximizing profits.

    This book offers no theoretical strategy "frameworks". Nor does it propagate a specific strategy of any kind. It is, quite simply, a "cook book" describing a step-by-step, focused and fast approach for creating a new strategy at medium-sized and large businesses. It is a proven method used by top management consultants to help clients develop new strategies.The Craft of Strategy Formation provides a crisp account of the consecutive steps to take (and pitfalls to watch out for) when typically vague business concerns need to be translated into actionable strategy fast. Featuring the tried-and-tested analytical and organizational approach of top management consultants, this integral account of how strategy is crafted in practice offers a welcome break from traditional handbooks featuring largely isolated frameworks, tools and cases; highly theoretical academic treatises; and largely anecdotal "infotainment" books for the general reader.

    Royalty Rates for Licensing Intellectual Property includes critical information on financial theory, rules of thumb, industry guidelines, litigation based royalty rates, and tables of actual rates from real deals for different industries.

    Each chapter is organized in a practical way-When Do I Begin?-What Should I Do?-How Should I Do It?

    The Strategos Guide to Value Stream and Process Mapping has helpful tips on facilitating group VSM exercises and helps put VSM in the greater Lean context. With photos and examples of related Lean practices, the book focuses on implementing VSM, not just drawing diagrams and graphs. This is the most comprehensive and practical book on the subject to date. With the recent publicity about Value Stream Mapping, many seem to imagine it as another magical answer for all manufacturing problems. In this book, we have taken a practical and realistic point of view, recognizing the benefits as well as the limitations to mapping. This book acquaints the reader with Value Stream Mapping as well as Process Mapping, and thereby provides a dual set of tools. This dual set is far more effective than either technique alone. Overview: Begins with a general introduction to the topic at hand and divides the concepts into easily manageable sections. Leads the reader through Process Mapping Technique from start to finish, present to future. Value Stream Mapping is covered with an equally in-depth analysis that not only explains the virtues of the system, but also acknowledges when it is not necessary. These chapters feature valuable sections with tips for facilitators and planning sessions. The final chapters focus on combining these systems with Lean concepts and manufacturing strategy. Last but not least, the book emphasizes the importance of the human aspect of these systems.

    Why can’t somebody come up with something that works? There has to be a better way! The Good News I’ve never met a CEO who was really happy with the way business development was working. They all end up saying about the same thing. “Traditional solutions fail to produce expected results while regularly generating unexpected costs. There needs to be a better way.” “Why can’t we get this right? It’s not rocket science and we’re supposed to be good at what we do. Why can’t we get this damn thing right?” I remember the look of utter frustration. I had started three companies by then and knew exactly what this CEO was talking about. Business development is the major challenge of every CEO and senior team. Being in business begins with getting business. Get it right and you can win big. Get it wrong and nothing else much matters. For all my experience, I had little to suggest to my frustrated companion – it was very humbling. After we parted, my walk up First Avenue towards my home on 59th Street in Manhattan became the first steps on a decade’s long quest for a solution. During my six tours as CEO I have encountered the same challenges over and over. My frustration grew until there was no way out but to find an alternative approach that really worked. Finding a way to make business development work became a crusade. I got very lucky. My fourth company showed me the way. Six months after my dismal performance in the bar I had the beginnings of a solution. Those first insights formed the core of an innovative, potent and cost-effective approach to business development. Much of the next two decades were been spent developing then refining a solution to what I see as the principal point of pain for most CEOs. During that time I was guided by three goals. • First, the solution had to be head-and-shoulders better than competing strategies. • Second, it had to be highly cost effective – minimizing the drain on critical resources while generating maximum benefits in the form of turbo-charged business development. • And third, it had to work! So, here is the good news – there is a better way and this book is going to show you how to turn all those nagging questions into fading memories.

    Yet, over 80% of all projects start with underestimated schedules and costs and are doomed to exceed projections before they begin. This clear and concise book demonstrates how to establish realistic estimates for successful project completion. It illustrates how to control a project's schedule and costs, but more importantly, it shows the reader how to develop the project's plans and processes so that controlling the schedule and costs are achievable goals.

    With fascinating inside and personal accounts of Blair, Brown, key cabinet members and top civil servants, this title reveals how real progress was made on 17 key targets in public services from 2001 to 2005.

    But while they may understand the skills needed to manage their teams, very few know how to put their knowledge into practice. Now, any manager can get exceptional results and make an important contribution to the organization. Becoming an Extraordinary Manager focuses not just on “understanding” principles of good management, but on taking action. Readers will learn the basic attitude and skills outstanding managers must know, including: • why it’s critical to be interested in, rather than interesting to, their people • the best ways to motivate their team • effective interviewing techniques • conducting a performance review • time management • introducing change • delegation • thinking and acting about their people positively (the self-fulfilling prophecy) • building a high-performance team • retaining top talent • handling performance problems • listening Lively in style and thorough in content, this is the book that gives every manager a complete guide to avoiding the ordinary and becoming the best.

    Whether you work for an organization or yourself, you will benefit by learning how to become business fit—prepared and ready to take on any workplace challenge and succeed.Learn about the power of the four private moves: Stay Well, Stay Focused, Stay Current, and Stay Connected. And then about the public ones: Attract a Following, Take the Lead, and Implement New Ideas.Reinvigorate your confidence, take charge of your business life, and move forward from a position of strength that delivers results—your way.

    Yet that understanding has had almost no effect on the way maps are viewed and used by the general public. In The Natures of Maps, cartographers Denis Wood and John Fels present a compelling exploration of a wide range of maps to answer the question of, as they put it, why maps have “gotten away with it.” To answer that question, the authors turn to a category of maps with a particularly strong reputation for objectivity: maps of nature. From depictions of species habitats and bird migrations to portrayals of the wilds of the Grand Canyon and the reaches of the Milky Way, such maps are usually presumed—even by users who should know better—to be strictly scientific. Yet by drawing our attention to every aspect of these maps’ self-presentation, from place names to titles and legends, the authors reveal the way that each piece of information collaborates in a disguised effort to mount an argument about reality. Without our realizing it, those arguments can then come to define our very relationship to the natural world—determining whether we see ourselves as humble hikers or rampaging despoilers, participants or observers, consumers or stewards. Richly illustrated, and crafted in vivid and witty prose, The Natures of Maps will enlighten and entertain map aficionados, scholars, and armchair navigators alike. You’ll never be able to look at Google Maps quite the same way again.

    Examining the difference between a competent manager and an inspirational one, this book includes action plans, to-do lists and follow-up notes to help you manage yourself - and others.

    . .Most developers, testers, and managers on IT projects are pretty good at recognizing patterns of behavior and gut-level hunches, as in, I sense that this project is headed for disaster.But it has always been more difficult to transform these patterns and hunches into a usable form, something a team can debate, refine, and use. Until now.In Adrenaline Junkies and Template Zombies, the six principal consultants of The Atlantic Systems Guild present the patterns of behavior they most often observe at the dozens of IT firms they transform each year, around the world.The result is a quick-read guide to identifying nearly ninety typical scenarios, drawing on a combined one-hundred-and-fifty years of project management experience. Project by project, you'll improve the accuracy of your hunches and your ability to act on them. The patterns are presented in an easy-reference format, with names designed to ease communication with your teammates. In just a few words, you can describe what's happening on your project. Citing the patterns of behavior can help you quickly move those above and below you to the next step on your project. You'll find classic patterns such as these:* News Improvement* Management By Mood Ring* Piling On* Rattle Yer Dags* Natural Authority* Food++* Fridge Door* and more than eighty more!Not every pattern will be evident in your organization, and not every pattern is necessarily good or bad. However, you'll find many patterns that will apply to your current and future assignments, even in the most ambiguous circumstances. When you assess your situation and follow your next hunch, you'll have the collective wisdom of six world-class consultants at your side.

    One common challenge is the human dimension, in other words, the way people perceive risk and risk management. Risk management processes and techniques are operated by people, each of whom is a complex individual, influenced by many different factors. And the problem is compounded by the fact that most risk management involves people working in groups. This introduces further layers of complexity through relationships and group dynamics. David Hillson's and Ruth Murray-Webster's Understanding and Managing Risk Attitude will help you understand the human aspects of risk management and to manage proactively the influence of human behaviour on the risk process. The authors introduce a range of models, perspectives and examples to define and detail the range of possible risk attitudes; looking both at individuals and groups. Using leading-edge thinking on self-awareness and emotional literacy, they develop a powerful approach to address the most common shortfall in current risk management: the failure to manage the human aspects of the process. All this is presented in a practical and applied framework, rather than as a theoretical or academic treatise, based on the authors' shared experiences and expertise, rather than empirical research. Anyone involved in implementing risk management will benefit from this book, including risk practitioners, senior managers and directors responsible for corporate governance, project managers and their teams. It is also essential reading for HR professionals and others interested in organizational or behavioural psychology. This second edition is updated to strengthen the understanding of individual risk attitudes and reinforce what individuals can do to manage those risk attitudes that are leading them away from their objectives. For people who want to embrace this subject, the book highlights ways forward that are proven and practical.

    Their approach focuses on sound financial practices that will improve the ROI of your project whether it is your first or your hundred-and-first experience." --Barry Van Dyck, PhD Director of Degree Programs, Executive Education, Mendoza College of Business, University of Notre Dame"Project Management Accounting serves as a solid resource for the project manager seeking to leverage the tools of accounting and finance to maximize the quality of project outcomes." --Jeffrey J. Lampe, CFA Vice President, Hopewell Ventures"Project Management Accounting clearly communicates fundamental accounting principles and applies them skillfully to the field of project management . . . even seasoned accounting managers will likely benefit from the application to project management. Talented project managers will find enough finance and accounting tools to transition toward profit and loss responsibility. This book will serve as a handy reference." --Warren Davidson CEO, Global Source Mfg."This is a must-read for everyone in business, whether you have made a career in project management, operations, facilities, or anywhere else. Project Management Accounting provides the framework to understand not only how to manage any project, but how the project interacts with the different functions of the company for the overall good. When applied, [this book] will improve the profitability of the company through an understanding of the costs and benefits of each project." --Michael Alte Management Director, ArvinMeritorToday's project managers need to understand finance and accounting concepts in order to make both informed decisions and a greater contribution to their organization. Written for readers with limited business backgrounds, Project Management Accounting is an invaluable guide to successfully performing projects using sound finance and accounting concepts.With the collected insights of authors and respected industry experts Kevin Callahan, Gary Stetz, and Lynne Brooks, Project Management Accounting offers guidance that project managers can use right away to know how to budget appropriately. Brief in presentation and rich in content, Project Management Accounting equips the leaders of today and tomorrow to hit the ground running with a profound business perspective in their current work and in future projects.

    In The Upside, Adrian Slywotzky provides bold and original ideas for growth breakthroughs as well as the practical tools to use Monday morning, such as•How to change the odds for your next major initiative and create potential industry breakthroughs, as Toyota did with its expanding universe of Prius vehicles. •Shape and exploit risk, don’t be shaped by it. Become a knowledge-intensive business and continuallyincrease the knowledge gap between yourself and rivals, as Coach and Tsutaya of Japan have convincingly done. •A category killer can’t kill what’s not in its category. When basketball legend Bill Russell faced a taller, stronger Wilt Chamberlain, he led the Celtics to victory by inventing a different game. The same thinking lets Target prosper in a Wal-Mart world—and can help you outcompete the “unbeatable” rival in your own industry. •When you come to a fork in the road—take it! Only a fraction of companies survive when industries experience technological or strategic transitions. To be a survivor, learn the secret that enabled Microsoft to weather the advent of the Internet—the art of the double bet. •Stuckinabusinessbox? Findthebiggerbox—and then the biggest.When growth stagnates, capture more of your customer’s dollars through demand innovation and big-box thinking, as companies from Continental AG and Ikea to Procter & Gamble have done. •Your competitors can also be your greatest enablers of profit. Stop competing yourself to death! The key is knowing when to compete and when to collaborate, as Apple has shown with its revolutionary approach to the music business.In the 1980s conventional wisdom was that you could have high quality or low cost, but not both—until Japanese makers of cars and electronics showed otherwise. Now, high quality and low cost are required just to enter the marketplace. Today, we face a similar paradox when it comes to risk and reward. Rather than shrink from the high risk so integral to the tumultuous global economy, Adrian Slywotzky shows how it can be your greatest source of growth and future reward.

    But thinking never occurs in a vacuum. Modern leadership is about shaping the social process of engagement, strategizing and decision-making so that workers can create immeasurable value. This book is about what executives can do to transform the thinking of those around them. It is about the circuitry that lies beneath the change process and the habits and norms that govern business conversations. For every senior person that ever had a sense of déjà vu in the boardroom or was horrified to see great minds producing pulp, this is the book for them. This book will give you exemplary decision-making, quicker organizational change and focussed leadership.

    These selections represent the all-time best the Pfeiffer Annuals and Handbooks have to offer on the topic. The Pfeiffer Book of Successful Leadership Development Tools - Includes an overview of management theorists who have shaped modern thought about organizations and leadership- Contains complete, ready-made training exercises designed to meet a variety of needs for different audiences- Offers inventories that include questionnaires and instruments that help people clarify their own beliefs about leadership

    If employees and managers aren't on the same page about expectations and performance, the working relationship can be seriously harmed. Productive Performance Appraisals gives readers all the easy-to-use tools they need to conduct an effective review -- including sample dialogs, checklists, and forms. The book shows readers how to: * plan and organize the appraisal session * set short- and long-term goals * elicit the employee's input * handle problems and "sticky" subjects such as promotions and disagreements. Now completely updated, the book has new sections on rating employees, justifying scores, and weaving disciplinary language into the review. Readers will also find guidance on developing career plans, keeping consistent records, communicating changes in roles, how reviews are used when determining layoffs, and much more.

    This book describes: How to find the best talent on earth How to create an impossible future and WIN in your business How to create a winning game plan How business can be the ultimate self-development and growth experience

    It illustrates the impact coaching can have and identifies changes in leadership and management demands and expectations. We consider what a coachee gets out of coaching, different formats for coaching and its potential value at Board level, including for the Chief Executive Officer, and for other individuals or groups such as new recruits or those who have just been promoted. We look at the difference between coaching and mentoring and the potential benefits that both can have, especially in combination. We look at how coaching programmes can be introduced effectively and how a leader might introduce coaching in their organisation. We address the international dimension with many organisations looking to ensure that leadership is based on similar values throughout its global reach. This book is unashamedly about business coaching. Quality coaching engagement will impact into an individual's wider life priorities and use of time and energy. But the effective delivery of business priorities has to be at the basis of introducing business coaching. Chapter headings: Effective Engagement The Impact Coaching Can Have Coaching in Context: Changes in Leadership and Management Demands and Expectations What Makes a Good Coach What a Coachee Gets Out of Engaging with Coaching Different Formats for Coaching Coaching and the Chief Executive Different Focuses of Individual Coaching The Difference Between Coaching and Mentoring Meeting Business Priorities Introducing Coaching Programmes in a Whole Organisation Running Coaching in Your Organisation The International Dimension

    Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.  To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team.  Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems don’t raise performance in a lasting way. Instead, the world’s greatest sales teams share six simple but critical practices. For instance, they all:Hire for talent, not skill or even experience Blend positive and negative motivators Measure results instead of micromanaging process The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.

    COBIT enables clear policy development and good practice for IT control throughout organizations. COBIT emphasizes regulatory compliance, helps organizations to increase the value attained from IT, enables alignment and simplifies implementation of the COBIT framework. COBIT 4.1 refines and fine-tunes the material presented in COBIT 4.0 the first major update of the COBITcore content since the release of COBIT 3rd Edition in 2000. COBIT 4.1 includes guidance for boards of directors and all levels of management. It consists of four sections in a single publication: The executive overview The framework The core content (IT process description, control objectives, management guidelines and maturity models) Appendices (mappings, cross-references and a glossary) The core content is divided according to the 34 IT process. Each process is covered in four sections of approximately one page each, combining to give a complete picture of how to control, manage and measure the process. The four sections for each process, in order, are: The IT process description, which summarizes process goals, metrics and practices, and presents a mapping of the process to the process domains, information criteria and IT resources. The control objectives for the process Management guidelines: the process inputs and outputs, a RACI (Responsible, Accountable, Consulted and/or Informed) chart, goals and metrics The maturity model for the process A reference card is included that contains the main reference diagrams from the COBIT 4.1 publication, including the domain/process overview diagram; the process mapping tables; business goals/IT goals/IT processes tables; relationship among processes, goals and metrics; and the COBIT products schematic.

    The emergence of the knowledge economy has demanded that business leaders become global leaders. Successful global leaders are those with strategies for guiding and empowering a diversified workforce operating in different countries, cultures, and time zones so that they can maximize the returns from trading in a worldwide market with distinct local needs. Leadership Without Borders poses the question: What advice do successful global leaders have for future and current global leaders? Part 1 distills the practical insights provided by a large number of global business leaders into five key areas:The personal characteristics required to ensure success as a global leader. The business acumen needed to thrive as a global leader. Methods for expanding global awareness - or "worldview." The people leadership skills and attributes needed to succeed in any environment. Business leadership skills and attributes that will enhance global leadership ability. The practical suggestions in business acumen, worldview, people leadership skills, and business leadership will equip the readers to become leaders in the new borderless marketplace. Each chapter ends with a summary of the global leadership viewpoints presented, to assist you in building your own checklist of global leadership knowledge, skills, and behaviors that you can start to use right away.

    The heavy-handed "command and control" approach to management that has dominated American corporate culture no longer works. Technology, entrepreneurship, and a desire to ask "why?" by modern employees means that today's companies must find a new way-one that doesn't rely on obedience, but instead on self-confidence, collaboration, and loyalty.

    The book provides an analysis of the crucial literature on remuneration and performance management, exploring the main theories, debates and practices. The book seeks to provide students with a thorough understanding of the debates associated with issues of work motivation, pay equity, performance management ethics; the methods of pay and performance management; the systems of performance pay; and the options and issues facing managers. It encourages students to form a critical understanding of the debates it raises by providing an overview of the alternatives.

    To be effective as a project manager, you must know how to make rational choices in project management, what processes can help you to improve these choices, and what tools are available to help you through the decision-making process. Project Decisions: The Art and Science is an entertaining and easy-to-read guide to a structured project decision analysis process. This valuable text presents the basics of cognitive psychology and quantitative analysis methods to help project managers make better decisions. Examples that portray different projects, real-life stories, and popular culture will help readers acquire the essential knowledge and skills required for effective project decision-making. Readers will be able to: -Understand psychological pitfalls related to project management -Establish a creative business environment in their organization -Identify project risks and uncertainties -Develop estimates of project time and cost based on an understanding of human psychology -Perform basic quantitative and qualitative risk and decision analysis -Use event chain methodology in managing projects -Communicate the results of decision analysis to decision-makers -Review project decisions and perform adaptive project management -Establish a project decision analysis process in their organization PLUS -- Test your own judgment through a quiz that examines your intuition!

    With sections on getting started, direct marketing, building customer relations, management and accounting, this text is a bible for small businesses.

    Olivier draws on his intimate knowledge of the play to unmask the secrets of inspirational leadership.

    Written in an informal, first-person style, this useful book fills the gap between the legal and policy issues that are the mainstay of human resources and supervision courses and the real-world needs of managers as they attempt to cope with the human side of their jobs. The author is a noted scholar in both cognitive psychology and organizational studies, and has drawn from extensive personal experience as well as careful observation of good and bad managers. "The Human Element" is organized around six fundamental commitments that good employee managers make in order to succeed. It is filled with practical examples and step-by-step guidelines for performing important tasks and dealing with common problems - everything from how to conduct a meeting, to how to write a code of conduct, to how to diagnose the cause of performance problems. "The Human Element" is designed to reduce the stress of management by providing insight into why employees do what they do, and what to do about it. It is an ideal supplement for any course in "people management," including supervision, HRM, and applied OB courses.