Book Description

The art of developing the long-term customerrelationships that are the lifeblood of everysuccessful enterprise.
"Sewell's fundamentals are toan entrepreneur what the three R's are to ateacher...required reading." -- Harvey Mackay,author of Swim with the Sharks ... Read more

Reviews (20)

Customer for Life
Summary:

We live in a customer economy. Customers control the way of doing business. It is necessary for the company to put customer¡¦s need at the core. This book provides many practical tactics to turn what customer needs into actions.

Structurally, this book can be divided into three aspects: customer, employees and physical environment. And in each aspect, author will introduce some interesting tactics. For customer aspect, Carl suggests that company should ask customer their preference instead of just assuming what customer like. For employees aspect, Carl realizes that ¡§if you want your employees to be polite to your customer, you have to be polite to your employees¡¨. For physical environment aspect, Carl thinks that ¡§every impression is important¡¨, therefore all physical environment even a restroom should be treated well.

Comment:

Advantages:

Although minor, still need to care

For a student, this book really gives us many practical way of doing business as well as the proper manner when dealing with customers.
One of the insight that this book bring to me is ¡§although minor, still need to care¡¨. Customer will not very appreciate if company does all thing right, since customer think it is company¡¦s responsibility to do so. Also, customer will dissatisfy if company does not do well in a minor aspect such as toilet because customer will afraid how a company treat customer good if they cannot treat toilet well. Overall speaking, this book can give reader understand this concept.

Linkage between customer, employees and physical environment

After reading the whole book, I understand more about the relationship of customer, employees and physical environment. Employees and physical environment are two vital elements which are influence customers directly. Therefore, if company want to retain and satisfy customers, it is critical for them to put effort the aspects of employees and physical environment.

Disadvantage:

Some ideas may not be applied in other industries

Since the author run the business of car dealers, the content inevitable focus on car dealer. This may reduce the attractiveness of this book since some of the tactics cannot apply to other industry.

Customer for Life means business for life
If you want to keep your customers and bring in new ones this is the book for you. Carl not only knows that customers are the life blood of a business but how the employees are a key to it. If you want your dealership (or any business) running at top speed, this is the book to read. I highly recommend it to my dealership clients.

A must read if you want to get better!
I manage a car dealership, and our management team is going to have every employee in the dealership read the book and report on what they learned. It will change their thinking, just like it changed our thinking. It will change yours too. We MUST look at every transaction as a piece to a bigger picture puzzle, and this book reminds us of the the "how's" and "why's."

PS. Even if you are not in the "car business", this book will change the way you think about interacting with people. Simply put, it makes you want to give 110% in everything you do.

Customers for Life
If you just take a portion of what Carl Sewell has done to build his business and implement it into your business, you will see amazing positive results! This book is required reading for my employees!

Customer for life
Summary:

We live in a customer economy. Customers control the way of doing business. It is necessary for the company to put customer¡¦s need at the core. This book provides many practical tactics to turn what customer needs into actions.

Structurally, this book can be divided into three aspects: customer, employees and physical environment. And in each aspect, author will introduce some interesting tactics. For customer aspect, Carl suggests that company should ask customer their preference instead of just assuming what customer like. For employees aspect, Carl realizes that ¡§if you want your employees to be polite to your customer, you have to be polite to your employees¡¨. For physical environment aspect, Carl thinks that ¡§every impression is important¡¨, therefore all physical environment even a restroom should be treated well.

Comment:

Advantages:

Although minor, still need to care

For a student, this book really gives us many practical way of doing business as well as the proper manner when dealing with customers.
One of the insight that this book bring to me is ¡§although minor, still need to care¡¨. Customer will not very appreciate if company does all thing right, since customer think it is company¡¦s responsibility to do so. Also, customer will dissatisfy if company does not do well in a minor aspect such as toilet because customer will afraid how a company treat customer good if they cannot treat toilet well. Overall speaking, this book can give reader understand this concept.

Linkage between customer, employees and physical environment

After reading the whole book, I understand more about the relationship of customer, employees and physical environment. Employees and physical environment are two vital elements which are influence customers directly. Therefore, if company want to retain and satisfy customers, it is critical for them to put effort the aspects of employees and physical environment.

Disadvantage:

Some ideas may not be applied in other industries

Since the author run the business of car dealers, the content inevitable focus on car dealer. This may reduce the attractiveness of this book since some of the tactics cannot apply to other industry. ... Read more

Book Description

Get fast, authoritative answers to today's hottest business law questions with the undisputed leader in the field. Find out the best ways to:

* Interpret the business judgment rule, especially its demands on directors, burden of proof, and allocation of responsibility between shareholders and managers* Apply financial provisions of corporate statutes, such as those dealing with payment of dividends and issuing of shares* Fulfill directors' fiduciary duties, with attention to concepts of care and loyalty, relationship to shareholders, and regulation of proxy voting* Ensure the level of awareness and involvement expected of directors today* Plan and structure business formations and transactions.

The expert authors provide comprehensive, practical coverage of:

* Statutory and judicial corporate law in its contemporary commercial context
* The Revised Model Business Corporation Act and its variations in 20 states
* Corporate law in Delaware, New York, California and other non-Model Act states
* IRS safe harbors and "check the box" rules
* Federal securities law as it affects business activity
* Corporate and securities law governing mergers and acquisitions
* Transfer of control
* Hostile takeovers
* Currently applicable state statutory variations in treatment of limited liability corporations. ... Read more

Reviews (1)

Wonderful Help in the Wide World of Corporations Law
I am enrolled in Corporations I in law school right now and was dying until I purchased this book on the advice of another satisfied student. So far it is such OUTSTANDING resourse I feel like I'm cheating. A lifesaver.

UPDATE: The book was also a lifesaver during the exam I just took. A great resource. ... Read more

Reviews (15)

How to Satisfy a Man Every Time...and Have Him Beg for More!
This book is not worth your time. Author also writes cookbooks, she is just in for money. Not informative, she is not saying anything that you wouldn't know.

She's a fruit loop!
This is an awful book. It was poorly written for one thing (I think she forgot to have it edited). She babbles and repeats herself over and over. She's probably high on the loads of vitamins and minerals she takes! I already thought she was crazy, but the chapter about her being a vegan and telling exactly how much of each vitamin and mineral she takes, what a freak! Why did she think that was relative to the book anyway?
The book simply says that if a wife doesn't pleasure her husband whenever he wants and doesn't keep it exciting he WILL cheat. That's it, that's all the crazy back and fourth babbling says. And wow, the suggestions of roll playing, naughty boy, delivery boy, little kid, schoolgirl and school teacher! I think she's a total perve and I certainly wouldn't allow her around my children.
My darling husband bought this book for me after hearing something on the radio. Kind of scary, but he says he didn't realize know the underlying subject of the book "Be a freak in bed or your husband WILL cheat". I do have to give this book a little credit, however. After reading this I was inspired to read more on the subject. I read "Men are From Mars, Women are From Venus in the Bedroom" by John Gray and Lou Paget's book "How to Be a Great Lover." I did enjoy these books. I thought that John Grays book was very male centered. But to tell the truth ladies, our sex life has improved drastically. We have sex more often and I've found that he's a lot less moody as a result! I was surprised to discover that, for us, sex was a major key to achieving more peace in our relationship.

Not Supportive of Women
I wish that this author would become enlightened enough to realize that women are not responsible for men's behavior. We have enough women-blaming in our society to deal with. To place blame for a man's infidelity on his wife removes his culpability for his own actions. This book borders on misogyny.

From a man's perspective
I picked this book up to peruse when my wife bought it. I ended up reading it cover to cover in a short amount of time. To be quite frank the book offered some insight as to how women may perceive men and where they come from. Some of it, no matter how trite, was correct and actually gave me, as a man, a little insight to myself. One would have to be willing to be a little honest with oneself, though, to really utilize info in this book. It was not until the grande climax of the book that the true dissappointment took hold. A gradual build-up to merely convey that role playing would keep a man from straying. What could have been worthwhile simply faded into a ludicrous farce of self help. If you read it with a trivial mindset you will be fine and be entertained. Anything of value though is lost if you read the last chapter.

PLEASE QUIT WASTING TREES FOR TRASH!!!
Both my friend and I read this book. We both found it offensive and totally wrong. There is soooooo much more to a marriage or any relationship than penis worship. There is nothing wrong with turning your spouse down when they want sex. And they WILL NOT run out cheat just because you did. SEX DOES NOT MAKE A MARRIAGE. It is not the #1 piority in a marriage. It is not the wifes sole responsiblity to make sex exciting. Marriage is a jounry that a couple makes together. Sex is just one of the perks. To actually believe that pretending to be a child to turn your spouse on is sick and disgusting. To pretend to be an older woman seducing the delivery boy would seem to me to incite cheating. How can some one who appears not to be married even think about writing and giving advice on marriage. Waste of time and money. ... Read more

Book Description

TIMELESS LESSONS FROM THE PIONEER OF SUCCESS!

The world's foremost producer of personal development and motivational audio programs now gives you a time-tested formula for self-motivation and achievement.

The landmark bestseller Think and Grow Rich established Napoleon Hill as one of the world's most revered and trusted authorities on personal development. Now, in this rare collection of original recordings, Hill shares the success secrets he learned from the achievers who influenced him -- Carnegie, Edison, Ford and the other legendary leaders of the early 20th century -- and the common set of universal principles that Hill discovered at the root of their success.

The proven wisdom of these timeless principles, revealed in this remarkable program, offer a road map to achievement that will help you:

* Unleash the power of positive thinking
* Gain an unflinching belief in yourself and your ideas
* Motivate others with your enthusiasm and faith
* Develop mental skills needed to transform your ideas into realized accomplishments

You don't need to forge the path to success on your own; with The Science of Personal Achievement, the master will show you the way! ... Read more

Reviews (6)

Success secrets from the Giants
In this great audio program, Napolean Hill shares the secrets he learned from Carnegie, Ford, Edison and other legendary giants of the early 20th century.--- and the common set of universal principles that Hill discovered at the root of their success.

On this two tape set you will learn how to:

* Unleash the power of positive thinking

* Gain an unflitching belief in yourself and others

* Motivate others with your enthusiasm and faith

* Develop mental skils

* Transform your ideas into realized accomplishments

NAPOLEAN HILL also ends the series with his prayer and a special challenge he recieved from Andrew Carnegie.

So much powerful information on just 2 tapes. Good stuff. Thank you Napolean!

Good to Hear the Old Man Speak
I like listening to the inflections and style of that old Napoleon Hill. Keep in mind that the audio is kinda rough to listen to because it was recorded a long time ago. The ideas and thoughts of this person will live on forever.

Excellent !
A tape that you will want to listen to time and time again. Listening to Napoleon Hill himself is mesmerising. His story, his findings and his subsequent philosophy is so easy to understand and even easier to put into action. Good Luck to all who heed his advice !

It will change your Life FOREVER !
These cassettes need but one word; AWESOME! It is obvious that to me that all of today's so-called motivational gurus have taken a page from Napoleon Hill. I understand now that all I ever needed to know about personal achievement and life are contained somewhere within Dr. Hill's Philosophy. I hate to think of all the money I could have saved with those other books and tapes.

POWERFUL!
Learn from the master himself, the one and the only NAPOLEAN HILL! Mr Carnegie's challenge and suggested affirmation to Dr Hill alone is worth the price of these cassettes. I used a variation and doubled my sales in one month! These cassettes and THINK & GROW RICH Provide all of the personal development strategies you'll ever need to succeed! ... Read more

Book Description

Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognize unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives. ... Read more

Reviews (23)

I feel like I should have paid hundreds of dollars!
I just listened to all seven of these CDs, and I feel like I went to a top-level negotiation course. I've never gotten so much expert assistance for less than $20 on audio before!

Roger Dawson says that everything in life is a negotiation, and after listening to this, I'm convinced. Day in, day out, we're constantly trying to get people to give us more of what we want then they are willing to give. Personally, I've always been a little intimidated by having to negotiate for myself. Not anymore! Not only do I realize how important it is for to be able to negotiate, I understand how its is a skill that can be mastered with practice and attention.

Dawson's power negotiation principles make it easy for anyone to stick up for yourself without seeming overbearing-even without letting the other person realize they've giving you what you want!

The bonus CD - on how to buy a car and get a raise - is worth the price of the whole package. I wish I'd had this when I leased my car last year!

I made $150 after reading the first few chapters !!!
This book has been sitting on my shelf since 1984 (God I wish I'd read it long ago) and for some reason I picked it up. WOW is all I can say, after just a few chapters I made $150. I was talking to a sub about some extra work, he was wanting more than I thought was fair, and I used one of the gambits and saved $150 in about 5 minutes (thats an $1800/hr rate)and he was happy with the deal. I would say this is the first book you need to read if your in sales or own your own business or are a manager or buying a car or buying or selling anything. I can honestly say this book will make me a few thousand dollars a year in my business and potentially much much more on bigger deals. I've done a lot of construction business in the past with motel owners from India and they've always spanked me on the negotiations. The motel owners loved to haggle and hammer you down on price. Now I'm armed so I can compete with them. I guess it's like the author said people all over the world grow up learning and praticing negotiating but we don't here in America. But now, at least I do. This is the best business, sales book I have ever read. The methods are simple to use and effective. Over the last 25 years I've read scores of sales books, been to training seminars, visited with very wealthy and sucessful people and nothing comes close to the information in this book, period.

This book fascinated me.
I ordered this book a year or so ago because things like buying my first car or even "bargaining" at a flea market rattled me more than I liked to admit.I always felt I could've done better but not sure where I went wrong.Anticipating a career in business, I knew I'd have to start getting over that - fast - and learn to hold my own no matter how smooth the salesman!Of course, having read nothing much on the topic of negotiation before, all the concepts were fresh and new to me from Chapter One onward.I was very pleasantly surprised at the details provided.

The techniques Dawson teaches were much more advanced than I at first thought practical for my present use, but I was able to put even some of the more advanced concepts to use in my life.Altogether, it was a very instructive lesson in psychology even:Being a Power Negotiator is like being a master of the martial arts. You need complete control of your emotions so that you can clearly observe and evaluate your opponents every move; adapt your strategy as he reveals himself and his weaknesses.Although deception is elemental to negotiating -- and even unethical gambits are included in this book to further prepare the reader for the counter-strike -- Dawson instructs the discipline as an honorable art and emphasizes that the successful, power negotiation ends with both parties feeling that they have won.

Dawson uses plain language with very little jargon to instruct.Mostly he draws from his seemingly endless arsenal of professional negotiating experiences - in political as well as business situations.He even devotes an entire 4-chapter section on an analysis of American & Non-American negotiation characteristics.This is, of course, the only book I've read on negotiation, so I can't compare it to others as far as content.Suffice it to say, I haven't looked elsewhere yet!

Because I'm a poor student with mounting debt, a lot of the book reinforced the depressing reality that you gotta have money to make any.But it inspired me all the same - negotiating is one of the fastests way to make money!If you talk down a seller by a thousand dollars and it took you five minutes... you just made a grand in 5 minutes!Very simple concept - but I'd never thought that way at all.This book improved the way I think so I gotta love it!

The best negotiation book every written
This is simply the best negotiation book ever written. Whether you are in sales as a manager, vp or in the street salesperson, this book should be required reading. Roger's "common sense" techniques, from "flinching" to "using the higher authority" are things people use all the time that work, whether they are aware of it or not. This book isn't just for salespeople. It's for anyone who's looking to improve their lives through verbal communication skills. 5 stars all the way!

A great addition to your personal library
This book is truly a must read! It shows you the intricate details of how to negotiate for anything that you may want. It could be your next salary, car or even the allowance amount for your kids. Mr. Dawson takes you step by step through his win-win negotiating style.

The book will show you the different negotiating gambits that you can use. For example, Mr. Dawson explains gambits such as "Ask for More Than You expect to Get", "Never Say Yes to the First Offer" and many more.

Just a note on Mr. Dawson's writing sytle. I felt that writing could have been more concise. At times, he uses more words than necessary. However, the writing was extremely clear and it made the book so much easier to read.

Overall, this is a great buy. Don't hesitate and pick up a copy. ... Read more

Reviews (1)

Stephen Covey adds tremendous value to business world...
If Peter Drucker is a business "guru", then Stephen Covey is a business "saint"! Covey adds value to people's business and personal lives by promoting humility, courage, integrity, "finding your voice" and more. This easy to listen to recording of a live presentation before a large audience presents a refreshing, energizing and challenging view of the future. Covey presents the timeless principles outlined in "The 7 habits..." and takes them to new levels with great examples, stories, metaphors and even video presentations on the included cd-rom. Very inspiring stuff! ... Read more

Book Description

Mark McCormack provides information that may be new even to experienced negotiators. He describes the qualities of a good negotiator; the features of a win/win negotiation; the most effective (and most desperate) negotiating tactics; and how to reconcile different negotiating styles when they collide. ... Read more

Reviews (6)

Street Smart solutions on Negotiating
Mr. McCormack is as experienced as they come.

The book (like his others) is easy to read and full of gems.

However, He is much more capable in Sales and Management. Delightful book nonetheless.

I also recommend; You Can Negotiate Anything by Herb Cohen.

Unusual and peronal insights into negotiating
I already have read one of his older books what they don't teach you.... I liked that book and it's the same with 'on negotiating'. Mr. McCormack offers unique insights into the negotiating process though on a very personal and unuasal way. In order to get new ideas, to analyse a situation I am in as a negotiator I find his book really helpful. It's more much more interesting than the usual 'sales books' I've read before. And by the way I like to learn from the experiences of other people.

Informative, helpful, not elementary
I enjoy reading Mark McCormack's books. On Negotiating was enjoyable, and provided some helpful things for me to think about and put into practice. However, if you were to buy only one book on the subject of negotiation, this would NOT be the first book to buy. Fisher, Ury and Patton's "Getting to Yes", or Cohen's "You can negotiate anything" are better books to begin with. Either of these books treat the reader more as a beginner and provide a more fundamental discussion than Mark McCormack's book.

On This Book...
I've just finished reading this book and I must say it is a must read for anyone in business who is in a position to do any buying or selling. Everything is a negotiation and this book offers great insights and many "common sense" things that you wouldn't think of when negotiating.

I fully recommend the book!

" Only man negotiates." McCormack is the passkey.
"Question everything" and "Think big,long term" is the premise of this audio cassette program. Does "Breakfast at Wimbledon" ring a bell? Mark McCormack was responsible for negotiating the deal behind the scenes, that would later become a household name and sunday afternoon event. As entrepreneur/owner of IMG(International Management Group)a sports marketing company, started with only $500.00 in capital, later to become a multi-million dollar corporation. Mark McCormack has the credibility and knows the power of negotiating. His teaching on this cassette program is invaluable to the listener, be it a lawyer or a layperson. McCormack is a dealmaker worth investing in. ... Read more

Reviews (1)

Excellent advice!
If we are able to master negotiating techniques our salary, relationships, and the prices we pay for everything change. I only wish this book were longer! ... Read more

Reviews (10)

Great Leadership Book!
I was assigned to read Leadership Jazz by Max Depree. The first chapter really grabbed my attention because Depree had a way of relating everyday experiences with a way to better himself as a leader. The book began with a story about his granddaughter. When she was a baby, a month premature, the nurse told him he must caress her back and tell her that she was loved so the baby would put the voice together with the touch of her grandpa. He says, " A leader's voice is the expression of one's belief and a leader's touch demonstrates competence and resolve." I thought this was a very good way to introduce the topic because it really makes people stop and think what leadership means to them. I was very impressed with this book and I would suggest you read it!

Leadership Jazz
I thoroughly enjoyed reading "Leadership Jazz" because of its easy reading style that enables the reader an ability to relate certain underlying principles with actual experiences. As for the principles presented, I am impressed because the focus is on solid leadership qualities that are genuine, opposed to appearances. As one who has managed people for 20 years, it is a practical and valuable resource. I did, however, bristle each time I read "she" rather than "he", but was able to accept this without too much difficulty. I have purchased a copy of the book for all department heads, and each of my children.

Superior book by Max DePree
In Max Depree's book, Leadership Jazz, the importance of both the leader and the "follower" are explored in great detail. DePree chooses to not only relay what a leader must be in order for an organization to be a success, but he also focuses on what type of employees must be present for a company to achieve a goal. This book goes beyond the normal management book that dictates how to lead with rules and procedures and delves into the communication and respect that must be present at all levels at all times. It is an excellent guide for what should be contemplated, considered, and carried out in a thriving, team-based operation. This book is one that individuals should definitely consider reading if they are looking for this type of material.

Ok Leadership
The Max Dupree book was ok I guess. I read this book for a Communication leadership class and it has some good points and a few that were no good. Dupree writes the book so that about anyone can read and understand but is no thriller. It is based on some solid leadership principles but not all of them. It does give some insights on how to be a more effective leader in the future. It does however have too much emphsis on the "touchy-feely aspect to leadership in my opinion. I probably would not have read the book had I not been assigned but it was not bad but not that good either. What I am most confused about is the use of she and not he, What is up with that?

leadership jazz
Certainly in this work environment of a every decreasing employee pool, this book offers a significant look at what leadership qualities are needed to keep employee turnover at a minimum. ... Read more

Book Description

Coach Mike Shanahan knows about achieving big goals. Armed with his plan, he and his world champion Denver Broncos have elevated themselves to spectacular levels of performance. In three amazing years, they transformed a "mediocre," aging" franchise--and their legendary quarterback who just "couldn't win the big game--into the most feared powerhouse in the league; with back-to-back Super Bowl rings to prove it.

 Now, in Think Like a Champion, Shanahan opens his playbook to show the X's and O's of winning, a detailed game plan to help you storm the field with foolproof strategies, confidence, and the indomitable will to win. Shanahan's principles of success are as deceptively simple as they are challenging:Preparation is keyWhatever the sacrifice, it is worth the price of pursuing your passionBreak down the competition's weakness and learn from their strengths Pick great leaders and give them the power to inspire Set huge goals. It's about work ethic and balance

Armed with his vision, and these proven success principles, you can improve your chances on Game Day--or any day of the week.
... Read more

Reviews (9)

Building success one victory at a time.
I have heard this advice before: If you want to be successful
at something, find the most successful person you can in that area, listen to what they say, and try to follow it. Well, its hard to imagine a football coach more sucessful than Mike Shanahan. Here's a guy who started with a dream: to be a head football coach, started as an unpaid volunteer for a college team, and worked his way to be one of the best, most respected, coaches in the NFL (winning 2 consecutive Superbowls) at a young age.

The great thing is, he has written a book that is designed to help people win beyond football, in any area of life. Shanahan breaks it down for you: the way he prepares, some struggles he's had, some ways he motivates people (including the little things that we learn are so critical), very good wisdom concerning life, and a lot more. Also very critical is the fact that this book is very easy to read and understand.

You even get a bonus section in each chapter written by some of the greatest people and minds in football: Paul Tagliabue, Jerry Rice, Bill Walsh, John Elway, Deion Sanders, Steve Young, George Seifert, Joe Montana, Marcus Allen, Al Michaels, and more. They give their own take on the subject being discussed in the chapter, which is not only informative, but like the book itself, filled with wisdom.

The chapters consist of 16 basic areas to focus on to become successful, things like: Preparing (all of life is preparation, and not preparing is preparing to fail), Sacrificing (don't expect to get anything good done without sacrifice, if it was easy, everyone would do it), Learning (without learning, you will be hopelessly stuck where you are), Detailing (the devil is definitely in the details and that's where things often break down). This is just a taste of the wisdom in this book. Highly recommended for people looking to improve themselves.

What a Success Story! Motivational!
A die-hard Broncos fan from the days dying watching those ridiculous striped socks and watching Fran Tripuka get killed, what a job Shanahan did turning it around into two Super Bowls in a row.

Learning of his background and his principles makes me now not only a more avid Bronco fan, but also a Shanahan fan as well. His perseverance from the days of his kidney injury to how he became part of Sooner coaching staff till today is truly one of principles of success through hard work, not gifts or who you know or any of the other myths most people who never get anywhere fall for and are unmotivated. Most of them just don't ever want to work hard at anything, but have it handed to them. Shanahan disproves all that bunk and shows how it came to be. Unbelievable that when given the Raiders head-job, didn't even have the downpayment for a house.

This guy is very endearing to so many of us who never had the backgrounds for those connections, but wanting something bad enough, and always believing it, achieve it one goal at a time.

Great advice, especially appreciate his concern for balance.

Excellent read. Thanks, Mike, from a new fan and admirer.

"...if you fail to prepare, you prepare to fail."
Straight-forward, crisply articulated and with practically no unnecessary fluff, Mike Shanahan's book, "Think Like a Champion," compellingly argues that the game of life is basically won or lost before the "players" take the field. Shanahan asserts his point of view over sixteen easy-to-digest chapters (each about ten pages or less) on the diffent tenets of becoming the best at what you do.

What I liked about this book is that while the author culls specific examples from his football career, the "moral of the story" is clearly applicable to ANYONE seeking to become the best in any endeavor. Offering an excellent, enjoyable read to both sports enthusiasts and non enthusiasts alike, the author's writing style is to neither excessively arm-wave nor make unsupported generalizations.

In fact, part of the Shanahan's credibility here is in his willingness to name names when providing examples of people living up to a credo espoused in a given chapter or more dramatically, falling short.

Written with humility, Shanahan's book leaves the reader feeling that there is nothing magical to becoming a huge success -- other than having a plan and putting in the blood, sweat and tears required to make that plan a success. Or as the author concludes, citing legendary coach Vince Lobardi, "Your quality of life is in direct proportion to your commitment to excellence." So true.

Great.....if you can decipher all of the football jargon
Mike Shanahan does a wonderful job at getting across the key points of being successful, and the work ethic and dedication needed to get by. I could have done without all of the sideline/football references, but seeing that he eats, drinks, and sleeps football, that may be a bit much to ask. I would recommend this book, but if you're not to savvy about football, it may be a bit rough.

Prepare for Success
I enjoyed this book very much. I am preparing to take the CPA exam. For those of you who aren't familiar with it, the CPA exam is one of the most gruling professional certification exams. I read Shanahan's book to motivate and inspire me to do all that I could to pass the exam before I begin to study.

One phrase in his book sticks out in my mind:

Preparation + Desire + Work Ethic = Luck

I read this quote evey morning before work and every time I start my study. I have this on my review materials and I remember it as I prepare.

I am a huge fan of the Denver Broncos and of Shanahan. Later this year when I pass the exam I will send him a letter thanking him for the motivation. ... Read more

Book Description

The "Greatest Business Book of All Time" (Bloomsbury UK), In Search of Excellence has long been a must-have for the boardroom, business school, and bedside table.

Based on a study of forty-three of America's best-run companies from a diverse array of business sectors, In Search of Excellence describes eight basic principles of management -- action-stimulating, people-oriented, profit-maximizing practices -- that made these organizations successful.

Joining the HarperBusiness Essentials series, this phenomenal bestseller features a new Authors' Note, and reintroduces these vital principles in an accessible and practical way for today's management reader.

Reviews (32)

Stood the Test of Time
This book was written 22 years ago (in 1982) and seems to have stood the test of time. In fact, the business 'ingredients' delineated in this book have been demonstrated in many major corporations since the book was first published.

Essentially the book hinges on 8 basic principles. If any business can put these 8 basic principles into practice, Peters and Waterman say that business can not help but succeed. Now the success may not be as large as Microsoft, but success will occur at one level or the other. If you do not agree then that is fine, Peters and Waterman give several examples of small business that became huge business on the basis of these 8 principles (e.g. Walmart, Hewlett-Packard, Delta Airlines, McDonald's, IBM, etc.). In fact, when you read the book (which is actually structured around describing and demonstrating these 8 principles) you will see why and how these principles actually work.

One of the most interesting things I found in this book was the fact that the 8 principles are essentially common sense ingredients. For lack of better way to describe them, 'boy scout' type principles that can be incorporated into business action on an every day basis.

The book itself is very interesting, easy to read (even if you are not very interested in reading about businesses, business growth and management, etc.) and easy to understand. There are some great business stories about customers, business action, business men and their thinking, etc. Chapter 4 is quite theoretically and somewhat difficult to wade through, but has some great insights on management, measuring earnings, business theories and strategies, and how culture plays a part in business growth based on a businesses values in relation to the culture as opposed to a business values in relation to just making money.

This is one of the better business books I have read in a long while and I do recommend it for anyone who is about to start a business, who actually own a business, or for anyone who merely love reading business books.

Ahead of its time, but a little behind ours
I bought this book after reading many others, some of which referenced this book as "groundbreaking", "a landmark", and the like.While this book makes some good observations, it makes critical mistakes in oversimplifying a lot of its "evidence".Yet it fails to find any ideas that simplify its "eight basic principles".

As an example of a mistaken oversimplification, the book claims that "rationality" always yields negative, i.e. pessimistic, business forecasts, but this fails to understand that projections are guided by assumptions, that in turn are guided by management.Companies that penalize those whose forecasts are too optimistic will encourage its planners to use negative assumptions.Companies that don't, won't.

Many of the "excellent companies" have seen very bad times or were driven out of business completely in the years following the book's release.I think that shows that the authors were missing quite a bit in understanding the real nature of excellence.Fortunately, in subsequent years authors such as John Case (Open-Book Management) and Jack Stack (The Great Game of Business) have hit upon a much simpler yet more complete model for excellence.Not only does their model explain what is correct about The Search for Excellence, but it also explains the correct elements in many management ideas since including "reengineering", "TQM", "Empowerment", and "Six Sigma".I highly recommend their books instead of this one.

The search continues
I read this book again after a gap of nearly 20 years. The world has significantly changed since then and so have the fortunes of many of the "excellent" companies listed in this book. Some have continued to excel, some have made a comeback after facing tough times and some have ceased to exist. Excellence is neither permanent nor an assurance for "lived happily thereafter" ending for a corporate fable. As often mentioned in most management books, the only thing that is permanent is change, and change has been rapid and unforgiving in the last two decades. In this context, is this one time business bestseller flawed in its study and its findings ?. The authors themselves answer this question in their opening remarks - "Authors' Note: Excellence 2003" in this new paperback edition.

Theory first. There is a solid attack on the Rational Model ( over emphasis onquantitative approaches to management )in American business schools which the authors feel is a main cause for the decline of American companies in the third quarter of the twentieth century. The understanding of the human side and aligning people with the Organization's goals through a deep sense of respect and involvement is at the core of success at the excellent companies is the next hypothesis. In their search for excellence, the research leads to eight prominent attributes that are common across the best run companies. All these attributes have direct and significant link to this aspect of the human side of enterprise.

The excellent companies have focussed consciously and consistently on rigorously practicing several of the eight attributes. Failure to focus on these have led to setbacks in subsequent years. An outstanding athlete cannot be expected to win gold at all the Olympics in his lifetime. Athletes age and so do companies say the authors. But is there a prescription against aging for companies that are committed to excellence ?

This book is liable for criticism on the following counts :

- Too much of theory in the first four chapters, mostly borrowed from other earlier management gurus
- Descriptive and repetitive
- Data insufficiency for backing conclusions
- Sample does not cover all industries and restricted to American companies
- Talks of the past and ignores prescriptions for the future
- Attributes need to be ranked and revisited periodically and perhaps a new list might emerge

Several books have been written on this topic since this classic was first published in 1982.Many have addressed the points listed above. But this ground breaking book continues to be the pathfinder in all that has followed. Go back to the analogy of the athlete. A gold is a gold at any contest and this book deserves one for its own excellence.

Still relevant today
Even though Tom Peters admitted in a Fast Company article that some of the data in the book was faked, I still think it is worth reading because it discusses some key concepts.Ideas such as sticking to what you're best at, achieving productivity through people, and being close to the customer are simple, timeless, and most certainly worth studying.

Some argue that several of the companies that were deemed by the study to be excellent back then are no longer excellent and therefore that hurts the credibility of the book.It's a valid point to an extent but history is full of examples of companies that were once great and then faltered for whatever reason.The key is to figure out what the best companies are doing while they are on top and the book discusses this.

One part of the book I didn't like was the initial part of it where they discuss a lot of historical management theory.If the book were published today, I seriously doubt any editor would let them include that part since it's not very readable.Personally, I don't want to have to weed through too many boring parts before I get to the good material.

In summary, I feel "In Search of Excellence" is by far the best Tom Peters book in print and worth reading.

Greg Blencoe
Author, The Ten Commandments for Managers

A classic whose lessons still offer benefits
It is hard to appreciate the impact this book had when it was first released.Some of the cases (business stories) it contains still inspire although some seem a bit dated, but the underlying ideas retain some power if you take time to think about them.As the authors say in the new preface, this is a book about attributes rather than specific recommendations for action.I like their response to those who point out that many of the companies included have since fallen on hard times.They point out that we still learn the past accomplishments of great athletes no longer in their prime.

I think the best points the book makes involve the way people react under pressure in pulling back to numbers, research, and rationality in ways that won't help them.Numbers, research, and rationality are all extremely important, but will not in themselves enable you to innovate and see new ways to compete.Although this isn't in the book, I love the story about the driver side door for the minivans.Chrysler stole the march on that and when one of their competitors was asked why they didn't come out with such an obvious innovation he responded that none of the customers in their focus groups asked for such a feature.Game, set, and match for Peters and Waterman.

This is a book that should still be read.It has a lot more to offer than many business books being printed today at great cost to our forests and our precious time.This is still a keeper. ... Read more

Book Description

They are hooked on your product. Now what? How to ensure an order? The nation's top sales trainer shares the secrets the best salespeople use in the most important and difficult part of the sale--closing. You'll find the answer to almost every objection you've ever faced, or will face in the future. In addition, you'll learn what influences a sale long before you reach the close--for example, would you know what to do if the prospect didn't make eye contact? Or if he/she moved closer to you? Tom Hopkins answers these questions and many more in this invaluable audio. ... Read more

Reviews (4)

It Helps
This is helpful. This can be useful for those that are new to sales. Some of the information should already be intuitively known by people that have common sense. Tom Hopkins is just as good as many of the other sales masters.

Just awful
This audio tape was embarrassingly useless. Hot tips like "don't wear too much jewelry", "where to sit at a conference table", and "use a cell phone and fax machine" don't get the listener anywhere close to understanding how to close a sale, how to overcome buyer hesitation, etc.

Sales Tips That Really Work
Tom has a very easy approach to selling--one that works. He focuses on the words that make all the difference in a sales presentation and puts forward very clear solutions that can gently push the prospect into buying. I love his non-agressive manner which is so different from the pushy sales types that tend to dominate in the market-place today. Use his principles and it could pay for the cost of this cassette many times over.

Essential Knowledge for Sales Professionals
This is a very affordable way to "attend" one of Tom's seminars. This tape runs about an hour and covers all of his principles. Tom is not a self-declared sales guru, spare bedroom consultant, or business philosopher. He has achieved tremendous sales success in the real world. Tom makes just as good a teacher as he does a salesman. You can use Tom's techniques to sell your prospects without them realizing that they're being sold. Tom's the best sales trainer I've come accross. I also recommend Dan Kennedy's paperback "No B.S. Sales Success." ... Read more

Book Description

"Filled with powerful principles that anyone can use to become a top-producing salesperson."

- E. Anthony Reguero, Chartered Financial Consultant

GET THEM TO APPROVE YOUR AGREEMENT

Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation -the close. Whether you1re a newcomer to sales or a savvy pro, Sales Closing For Dummies™ will help you turn opportunity into bottom line results!

BECOME A CHAMPION CLOSER

• Lead a sale without being pushy• Read the signs of an interested potential buyer• Use questioning methods that lead to the close time and time again• Help clients feel good about their buying decisions• Keep your clients' business and develop loyalty

Read by the author. ... Read more

Reviews (3)

ABC ALWAYS BE CLOSING!
I've been in Real Estate sales for just over a year. This is my first "sales" job so I was looking for something to help me with my closing skills. After reading the first 10 chapters of this book, I picked up several techniques and ideas from Tom's strategies that helped me. They helped me so much in fact, that I got two listings in one week! The commission on those two listings totaled $20,610! If I could recommend any sales book for a beginning sales person, or an experienced sales person that just needs some new ideas, this would be it!!!

A must-have for anyone in sales!
I found this book to be very helpful. My close ratio has increased by 150%! But most importantly, now that I have this knowledge I can finally afford a pool table for my basement and daily veterinarian appointments for my cat!

Tom is the Master Closer
I've been involved in sales for over fifteen years and I have yet to see another speaker/author come this close to perfecting and teaching the sales process. There are many other fine teachers, but Tom Hopkins seems to be the easiest to understand and the easiest to follow - even for the newest of my salespeople. And since he applies his disciplines to all industries, this may be the only sales guide you need - what a way to clean up that library! Truly a fine compilation of the best sales closings and how to use them. ... Read more

Reviews (13)

Get the Cliff Notes
There are good ideas, interesting asides, and new philosophical propositions to spare in Money and the Secret of Life. The basic premise--that money is a technology invented, not to accumulate wealth, but to realize human potential--is certainly worth our attention. Needleman is best describing money as the great tool of capitalism and capitalism as a great metaphysical system. The problem with Money and the Meaning of Life is that Jacob Needleman set out to write an inquiry into the spiritual potential of money, then sketched out a history of Western religious thought, and ended up writing a first person narrative full of punch lines thinly disguised as surprise philosophical discoveries. Mixing Max Weber, Guradjieff,Maimonodes, King Solomon, and an anonymous businessman (who really DOES know the meaning of life) could have been a rollercoaster ride full of unexpected connections and insights; what it actually ends up being is long-winded, self-conscious, and pretentious. In terms of the capitalist object, a good product, but, word for word, not exactly a terrific value.

Pretentious, read chapter 20 onward,
I'd give it five stars but 1) It lacks an index. 2) It borders on salve for gilded yuppies much like Chopra's Seven Laws for Spiritual success. Don't feel sorry about making lots of dough, even if it's a immoral occupation - you deserve it was the main message I got. Ok, I know there's more to it than that.

But when the author in Chap 20 says money can buy you everything even love, I was vexed. Or that ethics and morality can be bought and sold like a pair of sneakers.And that unless we buy them, we cannot understand the things we can't buy! So if you're middle class forget understanding higher concepts, you don't got the bucks to buy enlightenment. Hmmm sounds like Sam Walton meets Eckhart meets The Fellowship of Friends. Everything is reduced to transactionalism. No meanings or values only cost.
Your teacher is the Benjamin Franklin in your wallet.

It's odd that Needleman promotes a idea which would condemed by any authentic spiritual tradition in the world.

Overall Prof. Needleman did a good job, but just barely, his style of writing is as usual, excellent. But content wise it is not up to par with his earlier works on philosophy or religion.
The target audience which again seems to be well off folks with guilt trips, yuppies, dot commies, etc. Ought to love it. But start at chapter 20 cause that's where it gets interesting.

If you work hard at a blue collar job skip it, this book is not meant for you. Only wealthy types with spiritual pretensions need apply, since this book is partly derived from seminars he gives around the country based on similar topics for corporate clients.

He also skipped on the psychopathology of wealth and money obsession. Why are so many of the new wealthy class, anti-charity and greedy to the point of amoral? Witness the fraud on Wall Street, how money corrupted our democracy, Dot com swindles or the S&L scandals. He's seems to ignore the corrosive effect money has on people also or why it's worshipped so much in our society. Money counts not character or essence.

...

in God we trust-fund
This book was an enjoyable exploration of what money means to us and what it stands for...and why it has fallen into the cultural shadow.

The author makes a convincing explanation for the numinous power of wealth, a power partly due to the fact that two thousand years of Christianity turned away from matter and the body, which have now had their revenge via the symbol of the almighty dollar, America's real religion.

I almost gave this book a 3 because 1. it has no index, and I hate that; and 2. no effort was made to edit out gender-biased language ("man," "the nature of man," etc.).Oh, and 3. the publisher needs to spend more on the paper:it's no good for penciling notes on.

I'm not certain that the question of the integrity of one's work comes down to the quality of one's attention, as the author seems to maintain.The dilemma, say, of a scientist who designs nuclear weapons and then realizes one day--perhaps when jobs are scarce--that the work is eating up his soul even though it supports his family becomes a real dilemma, not only a problem of the ego that vanishes in the light of understanding.Doing a job he feels to be evil consciously doesn't make it any less evil to him; and consciously quitting and letting his family starve while he looks for work hugely impacts them.In fact, it's his heightened awareness and its unwillingness to "turn away from truth" that deprives him of his ability to feel good about his integrity no matter what he decides.

Needleman is right, though, that we must make peace with our relationship with money if we're to heal the split between our physical requirements and our thirst for meaning.To do that we need more, not less, "materialism," a more conscious probing into matter, the body, the things of the world, which today's electronicized economics have gone far toward dematerializing.

The book reminds me a bit of a quotation by Walter Kaufmann, who wrote about Shakespeare's solution to the dilemma of vocation vs. occupation (remember that, like Beethoven, the world's pre-eminent playwright was also an efficient businessman):

It has almost become a commonplace that the modern artist
has lost contact with his audience and that the public no
longer supports him as in previous ages...Shakespeare came
to terms with the obtuseness of his public: he gave his pearls
a slight odor of the sty before he cast them. Far from cheap-
ening his art, he turned the challenge of a boorish, lecherous,
and vulgar audience to advantage and increased the richness
and the subtlety of tragedy so vastly that age cannot wither it,
nor custom stale its infinite variety.-- Kaufmann, FROM SHAKESPEARE TO EXISTENTIALISM

When Is Money Not Money?
I have been on a never-ending search for a higher-paying, more satisfying job/career my entire life believing totally that this would be the answerto many of my life's challenges and problems.Further, I believed that allof these challenges and problems were for the most part being driven byexternal factors.After reading this book, I appreciate that my searchsurely was and is about more than making money.

The structure of thebook is somewhat like a quilt pieced together of various subject matter,ideas and reflections about money.I had to make an effort to stay withthe flow when I couldn't see where it was going. Perhaps this was astrategy the author choose to use and the one that kept me reading to theend.

It's not a book I was able to rush through because as I read thetruth of what he was saying presented me with quite an accurate and painfulreflection of my own behavior and beliefs about money.I could only read alittle bit of the truth at a time because as I recall hearing once, thetruth will set you free but first it's going to just about kill you.I hadto let it kill me a little bit at a time.

An excellent companion piece tothis book and one that Needleman cites is by Lewis Hyde entitled, "TheGift."

The needle can be found in this haystack...
I took the audio version of this book (as read by the author), and have listened to it three times.There are tremendous segements to this book, but since it doesn't start with, but builds toward, the tale of Giveto Caesar what is Caesar's, it takes a while to see where the first half ofthe material is headed. Instead the first half offers a number ofinteresting, thought provoking, reflections that may be useful for one andall.A bit wordy, but worth the time... ... Read more

Book Description

Convenient and effective Sum and Substance audio series presents the essentials of moot court success in a clear, succinct, time-saving format. Includes quick reference indexing, allowing you to quickly locate all topics in the recording, and informed exam tips to maximize your performance. Sections discuss, among others: introduction to moot court, researching the issues, writing the brief, simple procedural history, rehearsing the oral argument, the art of persuasion, oral argument components, themes, statement of facts, body of argument, tips on concluding, how to listen to your opposition, handling questions, dealing with judges and justices, collateral issues, and demonstration arguments. ... Read more

Book Description

The success of Starbucks Coffee Company is one of the mostremarkable business stories in decades, growing from a single retailstore on Seattle's waterfront to a company with more than one thousandstores nationwide and a new one opening every business day. Starbucks haseffected a fundamental change in American life, turning coffee into anational obsession and establishing the coffee bar as a new fixture ofMain Street - a home away from home for millions of Americans. In PourYour Heart Into It, Howard Schultz, the CEO of Starbucks, shares thepassion, values, and inspiration that drive the success of thisfascinating company. Schultz gives credit for the growth of Starbucks toa foundation of values seldom found in corporate America - values thatplace as much importance on the company's employees as they do onprofits, as much attention to creativity as to growth. Schultz tells thestory of Starbucks in chapters that illustrate the principles which havemade the company enduring, such as "Don't be threatened by people smarterthan you," "Compromise anything but your core values," "Seek to renewyourself even when you are hitting home runs," and, most simply,"Everything matters." For entrepreneurs, marketers, managers, andStarbucks' loyal customers, Pour Your Heart Into It gets to the heartof a company that, according to Fortune magazine, "has changedeverything...from our tastes to our language to the face of Main Street." ... Read more

Reviews (81)

An insightful read - much better than the typical CEO tract
I was pleasantly surprised as that number of insights I picked up in Howard Schultz' tale. He and Dori Jones Yang really appeared to have connected in the writing of this book. There's an effortless flow in the telling that gives you a 'fly on the wall' insider's feel without getting bogged down in coffee arcania or management dribble.

Schultz walks you through some of the thought processes and actions that led to important advancements in Starbucks' success with their customers. And, he's not afraid to point out when he's been dead wrong. He's strong enough to admit being dead set against the Frappuccino & totally missing the boat on what ended up being a blowout product for the company.

One comment - it's hard for me to reconcile Schultz' recent fixation on the Internet, going so far as ruminating about buying Williams-Sonoma for its online potential, with the clear-headed thoughts expressed in this book. [Yes, let's see...I'll have a latte and this leather couch, thanks.] Throughout the book, Schultz shows a complete understanding of a company's need to please Wall Street via growing profits, and also is quite clear of having to evaluate each decision by asking "Will it strengthen or dilute the brand?"

You will never look at Starbucks the same way again
This is one of the best business biographies I have ever read. It is truly inspiring. One simple, and telling, output from reading this book on a plane was that as soon as we landed I headed to the local airport Starbucks for a latte. I rarely even drink coffee! So powerful are the imagery and the passion for coffee in his story that you can almost smell the roasted dark beans, feel them running through your fingers, hear the sounds of the espresso machine and taste the coffee itself!

Why is this imagery so important? Because behind the corporate image of a relentless pac-man like machine churning out new locations at a rate slightly above the national birth rate it seems, is a simple vision of passion for coffee combined with Italian neighborhoods and a warm and friendly place where the worlds best coffee and social friendship intermix. That is what Starbucks was all about.

The book itself is a remarkable insight into this journey. It was even more special for me, as I grew up with Starbucks - literally. When Howard talks about the vision he had to treat even his part time employees with full benefits and ownership in the company through stock, I know it was more than just a nice sounding corporate manta, it really worked. Friends I went to high school with in Bellevue in the mid to late 1980's worked at the first stores, and raved about this little coffee company and couldn't imagine working anywhere else. So, from firsthand experience I can tell you that what he says about the passion and vision coming to life in Seattle is all true

While company history is quite interesting, and the book itself just hums and glides without ever getting mundane, the real gems are in the emotional reality Howard displays. He talks about being overwhelmed to tears, about the rejection he faced while trying to get funding for his fledgling company, about the naysayers and others who nearly took it all away, and the struggle with having a