A bold and revolutionary thinker’s legacy for how business canmeet the greatest economic challenge in decades... It’s no secret: everyone knows that the way most companies dothings is screwed up. Surprisingly, though, herein lays the biggestopportunity for improving growth and profitability in a world inwhich consumers are tapped out and competition is coming from thedevastating combination of low-wage countries with highskills. For more than a decade, following his landmark Reengineering theCorporation, Michael Hammer did “deep dives” into the processes ofcompanies in every imaginable business—from oil refineries tosoftware developers, factories, retailers, and hospitals—tounderstand the nuts and bolts of how they do their work, and thento advise them how to do it differently to become faster, cheaper,better. The results were the right product, at the right time, withthe right price and quality—businesses that not only ate thecompetitions’ lunch but their breakfast and dinn

Make every day a WOW day for your customers, your staff—andyour bottom line! “In your hands is a manifesto on how Zapposcompletely blew away the standard of delivering a consumer-centricexperience and a revolutionary company culture. Joseph helps us allunderstand how to achieve a little more of that Zappos magic.”—EricRyan, method cofounder and person against dirty “If you’re lookingfor an inspirational path for creating a likable, trustworthy, andwow! organization, you’ve hit the mother lode.”—Guy Kawasaki,former chief evangelist of Apple and author of Enchantment: The Artof Changing Hearts, Minds, and Actions “This book provides aroadmap to a successful business by taking inspiration and examplesfrom one of the most innovative, progressive companies of our time.Don’t just read it; use it.”—Tony Hawk, professional skateboarderand author of HAWK —Occupation: Skateboarder and How Did I GetHere? The Ascent of an Unlikely CEO “Thanks to Joseph Michelli, youcan learn exactly h

The best organizations have the best talent. . . Financialincentives drive company performance. . . Firms must change or die.Popular axioms like these drive business decisions every day. Yettoo much common management "wisdom" isn’t wise at all—but, instead,flawed knowledge based on "best practices" that are actually poor,incomplete, or outright obsolete. Worse, legions of managers usethis dubious knowledge to make decisions that are hazardous toorganizational health.

In this title, Doc Searls maps out the implications of acustomer-driven business revolution that's flipping the paradigm ofsupply and demand, and putting consumers in charge. Who owns themarketplace? Is it business - or the customer? According to DocSearls, widely-read journalist and blogger and co-author of "TheCluetrain Manifesto", customers are on the verge of becoming trulyfree and independent actors in the marketplace with the power oftelling vendors what they want, how they want it, and where andwhen they should be able to get it. This imperative shift incustomer power will alter the balance of the market and usher inwhat Searls calls the "intention economy". In this book, Searlslays out a map for an economy driven by consumer intent, wherevendors can - and must - respond to the actual intentions ofcustomers, instead of simply vying for customer attention in hopesof selling them what they might want. In the intention economy,individual power increases, demand drives supply, and informationprecedes mone

You can't ask for more than efficient, effective operations.Or can you? Given today's business landscape--increasing customerdemand, global competition, lower trade barriers--being good isn'tenough. This groundbreaking guide provides the knowledge and toolsyou need to transform your organization from a well-run company toa relentlessly innovative company. Innovation expert JeffreyPhillips has helped businesses around the world achieve thedream--the implementation of innovation as a consistent businessdiscipline. In Relentless Innovation, he reveals his secrets forthe first time. Phillips argues that today's typical businessmodels actually impede innovation because they place so much focuson efficiency, cost cutting, and short-term gain. Does thisdescribe your business model? If it does, you need to revisit yourapproach and redefine your idea of what success actually is. Youmay find that your "business as usual" processes actively rejectinnovation efforts. Relentless Innovation has everything you needto

Most of us think of leaders as courageous risk takers,orchestrators of major events-in a word, heroes. Yet while suchfigures are inspiring and admirable, Harvard Business SchoolProfessor Joseph Badaracco argues that their larger-than-lifeaccomplishments are simply not what makes the world work. Whatdoes, he says, is the sum of millions of small yet consequentialdecisions that men and women working far from the limelight makeevery day: how a line worker for a pharmaceutical company respondswhen he discovers a defect in a product's safety seal; how amanager deals with a valued employee suspected of stealing; how atrader handles a transaction error that will cost a clientmoney.Badaracco calls them "quiet leaders"-people who chooseresponsible, behind-the-scenes action over public heroism toresolve tough leadership challenges. These individuals don't fitthe stereotype of the bold and gutsy leader, and they don't wantto. What they want is to do the "right thing" for theirorganizations, their coworkers, and t

Mark Twain once observed, “A lie can get halfway around theworld before the truth can even get its boots on.” His observationrings true: Urban legends, conspiracy theories, and boguspublic-health scares circulate effortlessly. Meanwhile, people withimportant ideas–business people, teachers, politicians,journalists, and others–struggle to make their ideas “stick.” Why do some ideas thrive while others die? And how do we improvethe chances of worthy ideas? In Made to Stick , accomplishededucators and idea collectors Chip and Dan Heath tackle head-onthese vexing questions. Inside, the brothers Heath reveal theanatomy of ideas that stick and explain ways to make ideasstickier, such as applying the “human scale principle,” using the“Velcro Theory of Memory,” and creating “curiosity gaps.” In this indispensable guide, we discover that sticky messages ofall kinds–from the infamous “kidney theft ring” hoax to a coach’slessons on sportsmanship to a vision for a new p

Conquer the greatest challenge of every sales professional:getting face-time with top decision-makers Lots of sales booksfocus on how to make the sale once the salesperson gets in thedoor. SOAR Selling is different; it delivers a proven system forsales professionals in B2B fields to make fewer calls, reach moreexecutives, and get more appointments. The SOAR (Surge ofAccelerating Revenue) process is based on extensive field testsconducted in more than 3,000 live sales calls (by phone and inperson) in key markets throughout the U.S. and Europe. Teamsworking with SOAR won gatekeeper meetings in more than 80% of allcalls made, and overall sales team performance skyrocketed-withmeasurable ROI of up to 2000% realized in as little as 12 weeksfrom program inception. Now, this breakthrough methodology can beyours. Marhnelle and David Hibbard are cofounders of Dialexis, aleading provider of sales training and personal leadership coachingwhose clientele includes Cisco, Apple, AT T, Oracle, andToshiba.

Wake-Up Call for Marketers on What CEOs Want and How toDeliver It….. CEOs are more than frustrated by marketing'sinability to deliver results. Has the profession lost itsrelevance? Nirmalya Kumar argues that, while the function ofmarketing has lost ground, the importance of marketing as amind-set-geared toward customer focus and market orientation-hasgained momentum across the entire organization. This bookchallenges marketers to change their role from tacticalimplementers of traditional marketing functions-like advertisingand promotion-to strategic coordinators of organization-wide,transformational initiatives aimed at profitably delivering valueto customers. Kumar outlines seven strategy-focused,cross-functional, and bottom-line oriented initiatives that can putmarketing back on the CEO's agenda-and elevate its role in shapingthe destiny of the firm.

“I’ve got the name for our publishing operation. We just saidwe were going to publish a few books on the side at random. Let’scall it Random House.” So recounts Bennett Cerf in this wonderfullyamusing memoir of the making of a great publishing house. Anincomparable raconteur, possessed of an irrepressible wit and anabiding love of books and authors, Cerf brilliantly evokes theheady days of Random House’s first decades. Part of the vanguard of young New York publishers whorevolutionized the book business in the 1920s and ’30s, Cerf helpedusher in publishing’s golden age. Cerf was a true personality,whose other pursuits (columnist, anthologist, author, lecturer,radio host, collector of jokes and anecdotes, perennial judge ofthe Miss America pageant, and panelist on What’s My Line? )helped shape his reputation as a man of boundless energy andenthusiasm and brought unprecedented attention to his company andto his authors. At once a rare behind-the-scenes account of bookpublishing and a fascinat

A Harvard Business Review Book. Widely acknowledged as theworld's foremost authority on leadership, John Kotter has devotedhis remarkable career to studying organizations and those who runthem, and his bestselling books and essays have guided and inspiredleaders at all levels. Here, in this collection of his acclaimedHarvard Business Review articles, is an astute assessment of thereal work of leaders, as only John Kotter can offer. To complementthe HBR articles, Kotter also contributes a new piece, a thoughtfulreflection on the themes that have developed throughout his work.Convinced that most organizations today lack the leadership theyneed, Kotter's mission is to help us better understand whatleaders--real leaders--do. True leadership, he reminds us, is anelusive quality, and too often we confuse management duties andpersonal style with leadership, or even mistake unworthy leadersfor the real thing. Yet without leadership, organizations move tooslowly, stagnate, and lose their way. With John Kotter on What

IndexIn these tough economic times, everyone is expectedto produce more with less. And yet, studies have shown that onaverage, employees are working at only a fraction of theirpotential. What are managers to do? How can they inspire theirpeople to perform at their absolute best? Whatever the situation, a good manager can quicklyorganize a group of average performers into a high-functioning teamcapable of achieving tremendous results for the company. The secretis knowing how—and anyone can learn. In Full Engagement!, business success expert Brian Tracyshows managers how they can supercharge their employees’efforts. Packed with powerful, practical ideas and strategies, thiseye-opening guide explains how to: Unlock the potential of each person ? Motivate and inspireemployees to peak performance ? Trigger the “X Factor” thatmaximizes productivity ? Drive out the fears that hold people back? Create a high-trust work environment ? Set clear goals andobjectives ? Recognize, re

In our lightning-fast digital age, a company can facehumiliation and possibly even ruin within seconds of a negativetweet or blog post. Over the last year companies such as BP,Goldman Sachs, and Toyota have experienced serious blows to theirimages that could have had reduced impact if their leaders hadimplemented reputation management into their business strategy andculture. There is no one in either the corporate or academic spherewith greater expertise in the area of corporate reputation than Dr.Daniel Diermeier. An award-winning professor at the Kellogg Schoolof Management, Northwestern University, Dr. Diermeier has blazed apath in understanding the significance of reputation management anddemonstrating how a company can create a program so powerful thatit can help turn a potential public disgrace into a public imagesuccess story.

A "THINK DIFFERENT" APPROACH TO INNOVATION-- Based on the SevenGuiding Principles of Apple CEO Steve Jobs In his acclaimed bestseller The Presentation Secrets of Steve Jobsauthor Carmine Gallo laid out a simple step-by-step program ofpowerful tools and proven techniques inspired by Steve Jobs'slegendary presentations. Now, he shares the Apple CEO's mostfamous, most original, and most effective strategies for sparkingtrue creativity--and real innovation--in any workplace. THE INNOVATION SECRETS OF STEVE JOBS "Steve Jobs has reinvented music distribution, the mobiletelephone, and book publishing. You might want to take a look athow someone creates multi-billion dollar ideas, and turns them intomulti-billion dollar products that everyone loves and admires. Thisbook is not an option. Buy it now, bank it tomorrow." -- JeffreyGitomer, author of The Little Red Book of Selling “In The Innovation Secrets of Steve Jobs, Carmine Gallo capturesthe true mindset of Jobs and Apple. This book is not just for thetechie a

If you’re enrolled in an executive education or MBA program,you’ve probably encountered a powerful learning tool: the businesscase. But if you’re like many people, you may find analyzing casesand writing about them challenging or frustrating. That’s notsurprising—cases are not simple narratives, and good ones aretypically nonlinear and can even be purposefully misleading. Applythe conventional approach to understanding business cases, and youmay waste time (at best) and arrive at weak or meager conclusions(at worst). The Case Study Handbook presents a powerful new approach foranalyzing, discussing, and writing about cases. By using sampleHarvard Business School cases, you’ll master a number of usefultopics, including: How to recognize case situations and apply appropriate tools tosolve problems, make decisions, or develop evaluations How to quickly establish a base of knowledge about a case How to write persuasive case-based essays How to talk about cases effectively

“B.J. Bueno and his team at The Cult Branding Company respectand understand what so many strategists miss: before we can beexperts on product, sales, or the market, we must fi rst be expertson human nature. They have a proven track record of buildinghealthy, sustainable businesses for some of the best brands in theworld—using the very process outlined in this book.” —BERT JACOBS,chief executive optimist, The Life is good Company “B.J. Bueno yetagain deftly captures the essence of what is required to build andsustain a great brand. If you want to attract and retain highlyprofi table “brand lovers” rather than stalk new customers, thencarefully read this book. B.J. wisely outlines why this is vitaland importantly, how to actually do it in today’s marketplace! —DARRYL “DC” COBBIN, president, Brand Positioning Doctors, andformer VP of Marketing, 20th Century Fox “Customers First tells thetruth. I got a shiver up my back reading this book: What if mycompetitors read this and follow B

Most distribution channels are outdated and unwieldy, servingneither customers nor channel partners adequately. Despite newtechnologies that have streamlined many transactions and processes,a general lack of leadership combined with flawed and deeplyingrained structures make distribution channels exceedinglydifficult to change. What companies need, says V. Kasturi Rangan, is a new approach togoing to market—"channel stewardship"—that simultaneously addressescustomers’ best interests and drives profits for all channelpartners. In Transforming Your Go-to-Market Strategy, Rangan showshow any member of a distribution channel can adopt this role andlearn how to shape an effective, constantly evolving, and mutuallybeneficial channel strategy. This book outlines three disciplines that companies must masterto navigate the complex distribution environment successfully: mapthe industry channel, build and edit one’s own channel continuouslyto best serve customers, and align and influence one

Mathematical Analysis (often called Advanced Calculus) isgenerally found by students to be one of their hardest courses inMathematics. This text uses the so-called sequential approach tocontinuity, differentiability and integration to make it easier tounderstand the subject.Topics that are generally glossed over inthe standard Calculus courses are given careful study here. Forexample, what exactly is a 'continuous' function? And how exactlycan one give a careful definition of 'integral'? The latterquestion is often one of the mysterious points in a Calculus course- and it is quite difficult to give a rigorous treatment ofintegration! The text has a large number of diagrams and helpfulmargin notes; and uses many graded examples and exercises, oftenwith complete solutions, to guide students through the trickypoints. It is suitable for self-study or use in parallel with astandard university course on the subject.

Praise For Toxic People "From corporate America to the smallest business owner, this book should be mandatory reading because it provides toxic relief that will put money in your pocket and calm in your personality. A dose of this reading would enhance the success of business school students and smooth out a few bumps in a rocky marriage." Richard L. Labrum, Vice President, Wealth Management, Smith Barney "If you're just sick to death of those people who zap the energy right out of you, Marsha has the cure! In no-nonsense terms, she gives us the pre*ion for dealing with toxic people. She mixes in the right dosage of personal experience, humor, and practical advice to create a compelling message that is highly relevant in our personal and professional lives. I highly recommend this book to everyone interested in cleaning up toxic behaviors!" John Ryan, Vice President, American Express "Marsha Petrie Sue is the Muhammad Ali of communicators. She can dance and look pretty, and

The authors present important research showing thatcorporatist institutions generate smaller non-competitive wagedifferentials than a decentralized system. A theoreticalexplanation is developed based on the hold-up problem ininvestments, arguing that corporatist institutions solve theproblem by specifying ex ante nominal contracts that remove thenecessity of ex post bargaining over the surplus of an employmentrelationship. The authors also argue that such institutions allowsufficient flexibility to accommodate aggregate shocks, even moreso than decentralized systems. Corporatism or Competition? is thefirst book to bring together the mass of research on comparativewage differences, wage movements and employment behaviour indifferent countries with different institutional frameworks, in anorganized and coherent fashion.

YaYa CEO Ferrazzi works with "Inc." writer Raz to explain theguiding principles he has mastered over a lifetime of reaching outto explain what it takes to build the kind of lasting, mutuallybeneficial relationships that lead to professional and personalsuccess.

The practical implementation guide to John Kotter’srevolutionary 8-step change process and the “See-Feel-Change”approach as introduced in Leading Change and The Heart of Change.John Kotter’s change bible Leading Change has sold nearly 490,000copies since publication in 1996 and The Heart of Change,co-written with Dan Cohen, has sold nearly 125,000 copies. Now, DanCohen delivers a highly practical, hands-on complement to both ofthese books in The Heart of Change Field Guide. Filled withpractical tools, checklists and advice, this book will guideleaders and managers step-by-step through real change programswithin their organisations.