Book Description

Doug Hall has been called America's #1 New Product Idea Man by Inc. Magazine, A&E Top 10 and CIO Magazine, a title earned due to his outstanding work with such industry leaders as American Express, Ford Motor Company, Disney, Johnson & Johnson, Hewlett-Packard, Tropicana, AT&T and Frito-Lay.

After 10 years with Procter & Gamble Co., where he became that company's first "master marketing inventor," he now runs the Eureka Ranch, a work-hard, play-hard haven where he helps companies create breakthrough ideas for new products and services. This work, in combination with his years of consulting and researching, led directly to Jump Start Your Business Brain, the best piece of good news for business owners to appear in the last ten years.

Jump Start Your Business Brain is must-have information for business people everywhere, especially small business owners.Why? Because author Doug Hall is on a personal quest--a Robin Hood-like mission to translate the wisdom he's discovered researching top corporations into no-fail, practical tactics for small and medium sized businesses.

Jump Start Your Business Brain is packed with hard-won insight as to what truly works in the marketplace.To make it accessible to all, Doug transforms this real-life market intelligence into six scientific laws that, when applied with diligence, can make any business overflow with good fortune. Readers will learn how to:

* Increase sales by 10 to 50% by sharpening customer communications--not by spending additional money
* Transform business offerings to enjoy a higher profit margin
* Take charge of their future by increasing their skills at identifying and exploiting business opportunities

What makes this business book different from all the rest? Its laws of success are developed on scientific data and original research drawn from over 4,000 new products and services and over 6,000 front-line development groups.

Even better, the purchase of this book also entitles the reader to conduct a Merwyn simulated test market on the probability of success for their own business plan/idea.Merwyn, the computer "brain trust" for all Doug's data and research, will run an Idea Scan (via a single-use password protected within the book--a $500 value) which will allow crucial analysis for their business.

Finally, the promise of these scientific laws spring to life for the reader in dozens of small business success stories, including Village Pottery, Mo Hotta Mo Betta, College of Piping, Woolly Ware, Island Winds, Cavendish Figurines, Seasons in Thyme and Island Pewter.

Every copy of Jump Start Your Business Brain provides customers with access to one FREE Merwin Idea Scan--a $500 value!

Merwyn is a simulated test marketing system for business ideas. It allows test marketing of a new business, product, service or advertising idea before investing time and money in its execution.

Marketplace data indicates that ideas selected to go to market are successful only 25% of the time.An 845-case validation found Merwyn to have a 70% to 90% accuracy picking winners--thus dramatically reducing business risk. Merwyn's accuracy comes from:

1) Modeling what customers "do" as opposed to what they "say,"
2) Analyzing probability of success relative to millions of data points and
3) Eliminating the emotional bias that is common when pursuing new ideas. ... Read more

Reviews (33)

A marketing genius shares his method
BUY THIS BOOK, and make yourself a business success. Find the secrets to Happiness, Joy, and True Love in the pages of this book!!!!
(okay so I used some of his principles to help sell the book). This book is very different from his first book on creativity. The focus is on marketing ideas, and making those ideas a success. Doug's first book was filled with great information, but a little hard to read. Jump Start your business brain, is not only filled with excellent, practical information, but is extremely well written. I found it very easy reading. He talks a lot about the, "MERWYN", system which is fascinating in itself. He has applied scientific methods to evaluating the success of ideas. So the first part is a marketing primer. The second part is how to get more and better ideas. No one does this better than Doug. He does repeat some of the tools if you read the first book, but the explanations and examples are much clearer. If you have a small business, or just want to own a well-written book on business oriented creativity, this is a MUST BUY, book. Plus, he includes a real bonus of a "FREE", idea evaluation. I am a trainer in innovation, and creativity. I have read hundreds of books on creativity. This is my new favorite! ...

Science and Practically Meet with Explosive Force
Doug Hall is a Chemical Engineer by education, a master marketer by training and experience. He's a superior innovator. No, he's a research-based stimulator who helps corporate executives innovate and follow-through to sell their products and services at high profits. You could be one of those successful corporate executives if you read this book and follow the abundant advice.

You're not a big-shot executive of a major well-funded corporation? Not a problem. Hall's specialty is helping small companies (97 percent of American companies earn less than $1 million in revenue in a year) achieve greatness. Yes, he works with large clients like Mattel, AT&T, Johnson & Johnson, Pepsi-Cola, Tyson Food Service, and John Hancock Insurance. The learning he gleans from them is then shared with smaller companies as Hall enjoys his role as a modern-day corporate Robin Hood. His readers are the beneficiaries of his knowledge, insight, and experience.

If you've read marketing books, some of Hall's urgings will sound familiar. He's a self- admitted follower of marketing guru David Ogilvy. But, that's just the beginning. Hall will take you to the next level. Before I even finished the book, I was re-writing my firm's marketing messages.

In the first part of the book, Hall delves into what he calls the Three Laws of Marketing Physics. You'll learn about Overt Benefit, Reason to Believe, and Dramatic Difference. The concepts presented will awaken your thinking and fuel your idea generator. This section is valuable for readers who need to understand the principles that underlie what Hall prescribes. The second section jumps into the nitty-gritty, exploring the Three Laws of Capitalist Creativity: Explore Stimuli, Leverage Diversity, and Face Fears.

In addition to the inspiring flow of material in the chapters themselves, you'll find value in the frequently asked questions sections, the bibliography, and the index-which you'll probably use liberally as you convert the book from a good read to a powerful tool. Think you know a lot of this stuff already? Take the Quick Quiz at the start of the book and you'll discover there's more to learn. Doug Hall will be your teacher.

What a disappointment
I buy about a book a week from Amazon and never write reviews - but I have to on this one.

Did you buy one of the original Apple Ipods? All the PR and reviews got your expectations up - only to find out that they went cheap on the battery. It lasts about 3-minutes. Big disappointment. It was capable of so much more.

Same with this book. I LOVED Hall's first book. Great breakthrough stuff. So when this one was released I got in the pre-publication line. I saved the book for a Saturday cross-country plane ride ready to savor. Had the highlighter all ready and - bummer. Couldn't believe it.

It's the equivlant of "Eat plenty of vegetables, get plenty of sleep and brush your teeth every day." Mundane, sophormoric stuff to be associated with the name Doug Hall. Not at all in the same league as his first book - a masterpiece. This guy is so much better than this cute little book of lists. I'll buy his next one, pay money to go see him - but this isn't the Doug Hall of the first book.

Tried and true ideas, reasonably well presented.
The book is full of marketing truisms that are presented better elsewhere, but set forth here as if they were new discoveries. For example, "benefits sell more than features." Well, duh! You already know this if you have read a single introductory marketing text. That said, the book's positive point is the energy with which he conveys the information, and it is a reasonably engaging read. The negative point is the ego of the author rises to the level of distraction.

So what's with all the glib five star reviews this book has received? Was I missing the point, was I reading a different book, or were there a few reviews planted by the publisher?

Pea-brained
I'm sorry but this is one more of those mass produced pea-brained books on creativity written by people who never had a worthwhile idea in their life. One has to wonder why the author isn't out there getting rich with all of his creativity instead of conning people to buy books and pay for seminars. ... Read more

Book Description

This book includes a new strategic concept to enable managers to understand and anticipate where the value in their business is headed. It identifies and articulates the key principles that form the basis of a sound strategy: understanding the customer and innovative business design. Techniques to help companies develop profitable business models are described. It shows companies how to act aggressively to capitalize on the opportunities they create. ... Read more

Reviews (11)

Mastering an "Acquired Skill"
According to Slywotsky, there are three phases of what he calls "value migration": In "inflow," the initial phase, a company starts to absorb value from other parts of its industry because its business design proves superior in satisfying customers' priorities; the second phase, "stability," is characterized by business designs that are well matched to customer priorities and by overall competitive equilibrium; in "outflow," the third phase, value starts to move away from an organization's traditional activities toward business designs that more effectively meet evolving customer priorities. Slywotsky explains that Part I of this book describes the basic rules of Value Migration" and the workings of what he refers to as "the new game of business." As when playing chess, winning at this game requires an understanding of the individual pieces (i.e. when to deploy them and how to capture them). One must master basic moves and simple techniques such as openings, traps to avoid, end-game moves, etc. It is also important to understand the the importance of controlling (as in chess) "the four central ones." In business as in chess, one must become familiar with certain "basic patterns" which will ultimately determine success or failure. These "patterns" are examined in Part II. There are seven: Multidirectional Migration (from steel to materials), Migration to a Non-Profit Industry (airlines), Blockbuster Migration (pharmaceuticals), Multicategory Migration (coffee), From Integration to Specialization (computing), From Conventional Selling to Low-Cost Distribution, ands finally, From Conventional Selling to High-End Solutions. Slywotsky shifts his attention in Part III to explaining how to play the Value Migration "game" well on a day-to-day basis. He identifies certain specific initiatives to take which help to (a) avoid value loss and (b) preempt the next cycle of value growth. "The final chapter of the book focuses on the increasingly high-stakes nature of the decisions that determine future value growth."

There are more than a dozen charts which effectively illustrate Slywotsky's key points. For example, Figure 15-1 presents "The Grand Masters of Value Growth" and identifies them, their key moves, and the value each created (in terms of billions of dollars) from 1980 until 1994. All of these visionary leaders (Welch, Walton, Vagelos, Gates, Petersen, Grove, Malone, Platt, Noorda, Iverson, and Kelleher) focused on making the right moves and thereby created enormous value for their respective companies. "Business chess is a game that is as demanding as [football and basketball], but in very different ways. It is not physical stamina, but stamina of thought. It is not transactional concentration, but constant shuttling between a focus on the current move and imagining the next several moves out. It is an unrelenting exercise of matching patterns on the current game board to the countless patterns in your mind." Slywotsky concludes the final chapter with a suggestion that this question be asked: What five moves will capture most of the given industry's value growth? "Give yourself a couple of months to analyze and assimilate the grand masters' key moves. Then come back and determine the five (or fewer) critical moves for your company." In this exceptionally thought-provoking book, Slywotsky indicates why he would be an indispensable guide throughout that difficult but necessary process.

High level view
This book presents a very high level strategic view of business. Slywotzky emphasizes the value of a good business design vs reliance on technology for growth.For example, there is the simplified view of why IBM became a slogging giant in the early 90s. Lou Gerstner would certainly like to add to it

However there is good set of tools to understand your business better. I find his radar screen tool particularly useful to visualize business competitors and analyze the direction of value migration.

All said, this book is worth reading..just don't expect ttoo much.

Insightful and influential
I discovered this book during a business trip to Phoenix in 1996, and it still occupies a space on my special shelf of books that have deeply influenced me.

As the most basic level the concept of value migration is business design, and the ability of that design to evolve in a dynamic market. The simple map of where your business, which is a function of design, is summed up in three states: value inflow, stability or outflow.

At a more complex level, this book provides seven patterns that serve as markers to show how value can migrate from one business (or industry) to another. The final part of this book shows how the concepts and patterns can be applied in your own business.

The foregoing may erroneously give the impression that this book is heavy on concept and lite on practicality. It's not. The material is meticulously presented, reinforced by recognizable examples drawn from industries, and prescriptive measures are laid out with realism and pragmatism. The concepts are what have influenced me. After reading this book I've looked at certain industry trends differently, and after eight years my observations bear out the premise of this book. This is highly actionable information that is invaluable to any company that wants to prevent the outflow of value, while capitalizing on stability and finding ways to create inflow. A more recent book that meshes nicely with this one is "The Ultimate Competitive Advantage: Secrets of Continually Developing a More Profitable Business Model" ISBN 1576751678. In fact, that book extends this book in many ways, especially with respect to business design, and further proves the concepts Slywotzky set forth in this book in 1996.

Great book!!
This book is a must for consultants and managers in general. It provides you with basic understanding of how the value proposition that companies have to deliver to customers has changed and will keep on going. Since the very first pages Slywotsky challenges you to think about the issue customer needs vs. customer priorities, and explains how the business design should change accordingly to these priorities. A must buy.

A whole new way of thinking for me
I normally do not read business books of this book's scope; however, it was recommended by my co-author for an article on which we were collaborating. Our challenge was to support the assertion that the U.S. software industry is being supplanted by India, and a shift in off-shore development resources from the U.S. consumer to Indian provider is actually moving to Indian consumer to Russian and Egyptian providers. This is obviously value migration in its truest form and is consistent with the ideas set forth by Mr. Slywotzky in this book.

Using the inflow-stability-outflow model that is one of the basic paradigms in this book, we developed a model upon which we were able to build a case supporting our assertion. More interestingly, the whole concept and numerous case studies that reinforce it throughout the book provided me with a deeper understanding of the macro and micro issues of value migration - this was eye-opening.

My favorite chapter is at the very end of the book. Titled, "Five Moves ... or Fewer," it showed how major companies captured or recaptured the biggest share of value available, and each of the examples involved five or less moves. I was personally fascinated.

Although my initial reason for reading this book was to research an article, it has changed my way of thinking on a number of levels that go well beyond a single-topic research project. The writing style is clear and engaging, and the concepts and ideas ring true. I am giving this remarkable book 5 stars and highly recommend it to anyone who wants to see a bigger picture of economics or develop a keen business strategy. ... Read more

Book Description

Written for SAP consultants and customers, this guidebook helps you to set up the authorization concept in the R/3 System. Using step-by-step instructions, it shows you how to use the Profile Generator during and after the R/3 implementation. ... Read more

Reviews (2)

Has potential needs more indepth content
This book follows the traditional format of SAP Made Easy Guides. It covers Authorizations fairly well but still lacks the complete content that Authorizations Administrators need. 75% of the Authorization features are covered, hopefully the next version will include all the features. Yes, the book is useful, but not needed if you already have an excellent understanding of the tool in prior versions of SAP

Security Administrator
Excellent guidebook in administrating SAP Security. I rely heavily on this book and OSS notes to do my job efficiently and productively. ... Read more

Book Description

Emphasizing change and innovation in the 21st century, Strategic Marketing Management offers comprehensive coverage of current concepts and a variety of timely cases. Anderson and Vincze prepare students to recognize, embrace, and manage change by focusing on higher-level strategic issues and decision making in marketing management. The Second Edition features a new integrated approach that combines both theory and cases in a single volume for easy reference and evaluation. One of the most up-to-date collections available, the comprehensive cases have all been class-tested and cover a range of small, medium, and large organizations across several industries and environments—from product, service, consumer, business-to-business, and commercial to non-profit marketing. A number of cases focus on social responsibility issues and provide an in-depth examination of individual decisions instead of just a simple overview of events.

Helpful Chapter Summaries allow students to both preview major concepts before reading each chapter and review key ideas afterwards. Figures and tables throughout each chapter highlight important points and serve to further illustrate the material. New mini-cases offer more choices for flexible casework in and outside of class and the new Marketing Plan appendix can be assigned throughout the semester—both features reflect the authors' increased focus on critical thinking and application-based learning. Experiential exercises encourage students to practice applying chapter concepts to real-world scenarios, and end-of-chapter Study Questions act as a springboard for meaningful class discussion and test how well students have mastered the material. In addition, a convenient marginal glossary allows students to quickly review definitions as they read, providing immediate reinforcement of important terms.

• New! Dynamic topics include globalization, emerging technologies, the information age economy, and changing managerial hierarchies and organizations, as well as ethical, social, and environmental issues.
• New! All boxed inserts have been replaced or updated to remain current. Each chapter includes the following boxes: Innovate or Evaporate, Marketing and Entrepreneurship, Managing Change, Marketing in the Global Village, Its Legal But Is It Ethical?, and Marketing in the Information Age inserts.
• New! Mini-cases with exercises, called Marketing Management in Action: Closing Case, now appear at the end of each chapter and illustrate the real-world application of key concepts by allowing students to practice making decisions based on what they have read. These shorter cases can easily be assigned for homework by instructors who need a concise alternative to the longer and more involved cases at the end of the textbook.
• New! All chapter-opening vignettes are either new or updated, and profile actual companies to demonstrate the relevance of chapter content.
• New! A Marketing Plan Appendix reinforces the text's overall strategic focus by providing students with detailed, step-by-step guidelines on how to create a complete marketing plan.
• New! Over 50% of the cases are entirely new to this edition and profile a range of companies, including Phillip Morris, Inc., Target, Nike, and America Online. The Instructor's Resource Manual features extensive notes on each case to help instructors facilitate class discussions.

Reviews (21)

Far and away worst Goldratt
I have thouroughly enjoyed Goldratt's other books--each taught me a new framework and how to apply it. Each taught in an interesting and easy to follow manner, and applied the framework to many different problems. This book didn't do that. It restated that the concepts that we learned in the Goal, Critical Chain, and Its not Luck are good and still apply, but doesn't add anything new. As far as I can tell, the only new idea briefly appears in the last chapters-- dollar-day metrics; and seems to appear from out of the blue. On the positive side, the style of writing hasn't changed much-- its still easy to read. If you've read the previous Goldratt books, don't bother. If you haven't, don't bother--go read them!

Equal to The Goal
If you're wondering why you didn't get a powerful return on your new ERP system, read this. Just as Eli's first book, The Goal, explained why manufacturing (in the '80's) was doing so poorly, Eli and his co-authors provide an equally lucid look at why ERP systems so seldom produce the return the vendors promise. Written in a story form, it identifies the problems faced by ERP system companies, systems integrators, and of course, their clients, the manufacturing companies.

There are also glimpses of what makes advanced planning and scheduling important, an interesting way of developing a pull-based supply chain, and a VERY interesting perspective on getting supply chain partners to collaborate. The book is not meant as an exhastive reference, but only a means to get you to think. It succeeds.

I would have given it 5 stars, but there are too many typos, and I think they could have gone more deeply into many of the subjects they brushed over. It would have been more satisfying to have a little more depth at the expense of breadth.

Worst of the TOC Novels
This book has very little new material from previous TOC books. It doesn't lead the reader as well as The Goal or It's Not Luck. In short it is a "Rah-Rah" book telling the reader how great TOC is without giving much detail and in the context of a novel that doesn't create a great amount of character sympathy. I really don't understand how a man as brilliant as Goldratt could have written this. Get The Goal, It's Not Luck, and the appropriate textbook(s) to implement TOC in your business.

Student's point of View
I'm a student at Tec de Monterrey, in Mexico City. I've been assigned to read The Goal, it wasn't luck and this necessary but not suficient. I have to say that when i read the goald and it's second part i really loved the book. I was introduced to this concepts like DBR and inventory management. While i was reading necessary... i thought, this is by far the worst book written by this author (also read the race).

As a novel there's nothing exciting about it, is not that the other's had me in the edge of my chair, but at least there u could feel the threat was bigger, closing the factory and selling three of them.

And here trying to use TOC and DBD in the technology environment just doesn't work. U could see where the book was going to end, probably cause we are living in that time where u have to make the future.

Absolutely necessary
This book is a journey of about a year and a quarter into the ERP market through the eyes of a hypothetical company BGSoft and its implementation partner KPI Solutions. Scott the CEO of BGSoft is a visionary who delivers business results for his clients through his ERP software. Lenny the head of Development, Gail his marketing chief and Maggie of KPI are the other key players in this novel.

Like any other technology company BGSoft faces the uphill task of growing 40 % every year if it has to keep the analysts happy and retain its stock price. It is a key player in the ERP market and its customers are primarily Fortune 1000 companies who can afford the investments and fuel the growth that BGSoft is aiming at. Suddenly Scott realizes that most of the big companies have already adopted ERP and their next best bet is to look for mid size companies. If there are no more deer left in the forest then one has to go after the rabbits. Hunting for rabbits needs the same effort and results in lesser meat per win. Can BGSoff continue to grow at the same rate?

Now there is an unusual call from Craig, CEO of Pierco one of BGSoft's largest customers. Thanks to a new Director, his Board has asked him to justify the investment that he has made in ERP. Call it by whatever name or any flavor of the latest technology jargon, the Board wants to know the impact on two important measures - top line and bottom line. The story now takes a very interesting turn, turning away from the routine issues of features, schedules, budgets, bugs, staffing and project management that are characteristic of any ERP company. The primary issue then becomes delivering true business value that customers can get from IT solutions rather than implementing software from leading vendors on fancy technologies.

Once again, it is worthwhile to mention - Top line and Bottom line - what comes in from the customers and what is retained for the shareholders. Get this right or get out of here is the message for all CEOs. BGSoft now sees a paradigm shift - they need to sell value and not just software.

ERP implementations are typically seen as automating data flow across different functions in an organization. True, it enables to break walls within but sadly the rules of the game continue to remain unchanged, defeating the purpose of better information flow. Technology is necessary, but not sufficient is the core theme of this book.

In the process of helping Craig to find justification for his investment in BGSoft' ERP, we get a deep inside view of Pierco's operations. Excess inventory, production bottlenecks and plenty of infighting between functions who are expected to work towards common goals. Performance measures continue to aim at locally optimal solutions ignoring the final impact on customer service.

Scott is quick to introduce the concepts of TOC- Drum-Buffer Rope method and Buffer management in Pierco. This releases forty percent capacity but causes an unexpected problem- plenty of inventory. TOC concept is then extended to distribution and soon across the entire operations of Pierco. Inventory is kept close to the plant and shipments to warehouses are based on replenishment of actual sales. The entire process shifts from "Push" to "Pull". The results are dramatic. Craig is celebrating!

Craig calls on Scott and Maggie with a proposal to extend the solution to all his vendors and clients. Internet technologies would help. He is keen to focus on his business and not worry about software, hardware, upgrades and the hassles of the IT function. If KPI could help him, he is willing to part with half a percent of his revenues for the services to begin with and then it would jump to one percent a year.

Focus on results for the business, and keep the software simple. Do not allow the tendency of adding feature after feature to complicate the ERP. Extend the solution across the entire supply chain to service the end customer as one logical entity. The top line and bottom line would head north, is a very clear message from this book. ... Read more

Book Description

"Teams that embrace bold goals and breakthrough strategies can accomplish remarkable results. This book will be invaluable to anyone embarking on that path."
– Bart Butzer
Executive Vice President, Target Corporation

"Yellow’s continued industry leadership will result in large part from embracing Bill Davidson’s philosophy and approach."
– Bill Zollars
CEO, Yellow Corporation

"Strategic change is a high-risk, high-returnproposition. Davidson’s framework provides a sure, firm foundation for success."
– Roger MacFarlane
CEO, UTi Worldwide

"This is a serious piece of work which should be required reading for all business leaders. If you plan on remaining or becoming number one in your industry, have your top management team read this right away."
– Bob Herson
CEO, Executive Focus International, Inc.

"I could not put it down–stunning insights into corporate strategy and tactics."
– Randall Lunn
General Partner, Palomar Ventures ... Read more

Reviews (4)

Breakthrough
Breakthrough is an outstanding book. Davidson gives first-hand experiences with numerous successful breakthrough companies and synthesizes practical principles on how to craft and achieve the "Outrageous Objectives" of your company's next success cycle. I disagree with the reader below. While Good to Great is also an excellent book, Breakthrough provides deeper insights into the essential ingredients of breakthrough and gives more valuable, real world examples to illustrate them.

Breakthrough
This book contains an extraordinary amount of very valuable material in a short and readable format. There are several new ideas in here that capture critical emerging trends in management. The idea of enterprise strategy, and the leadership model that goes with it, is a key, contrarian take on what works in the world of business. The depth of research underlying the
book gives great weight to what might otherwise be dismissed because it challenges our prevailing assumptions. There are many

powerful examples descibed in detail, and the author brings you inside a number of fascinating organizations, with a close-up, real-time view of leaders in action. There are also two very useful frameworks - one for strategy formulation includes some new thinking on the difference between segments, niches and mainstsream markets that sheds new light on strategic positioning. The author summarizes the experience of dozens of successful breakthrough companies in an AIM, Ready, Fire framework that captures their best practices. The final chapter on leadership also gives new thoughts on what it takes to lead a breakthrough company.

Ho-hum stuff
I disagree with the reader below who says it's the next Good to Great, one of the all-time best business books (my copy is totally dog eared, and I loan it out all the time). I didn't find anything new in this book, and I worked at two of the companies the author "studied" in his research. I say there's no need for a new Good to Great (it's timeless, in my opinion) and certainly no need for an also-ran like this one.

The Next "Good to Great"
Former Dartmouth and USC Business professor Bill Davidson has written a fascinating and lively book about businesses that reach that elusive next level of success.
Based on a 10-year study of more than 30 "breakthrough" companies, Davidson shows how remarkable companies prosper buy setting bold, outrageous "breakthrough" strategies and go after them with a vengeance and singular passion.
A great book - a blueprint for the next 10 years of business. ... Read more

Book Description

World-class rock climber Todd Skinner is also one of today's most sought-after motivational speakers for business audiences. Whenever he describes his history-making sixty-day free climb of the 20,500-foot Trango Tower in the Karakoram Himalayas (shown on the jacket), people are in awe of his stamina, skill, ambition, and determination. They are also eager to apply his lessons in their professional and personal lives.

Skinner argues that everyone has a mountain to climb, whether it's meeting your annual sales target or launching a new product or getting your department to improve its teamwork. And he stresses that you should set your goals even higher than you normally would, and constantly look beyond the current summit to the next one. For instance, instead of aiming for 10 percent revenue growth, go after a seemingly impossible 50 percent target, and then think of new ways to get there.

In both rock climbing and business, you must define your exact mission, assemble the right team, make the critical transition from preparation to action, have courage when crossing difficult terrain, and weather the storms well. Skinner offers fresh insights into all of these topics and explains principles such as:
* how you think is more important than what you know
* pick teammates for what they will do, not what they have already done
* make decisions in answer to the mountain
* fall toward the summit
* see each challenge as part of a bigger picture, your lifelong ascent

Beyond the Summit presents fresh and inspiring advice on leadership, teamwork, and decision-making skills, combined with an epic adventure tale. ... Read more

Reviews (5)

Can Change Your Thinking
Todd Skinner has written a book that invites you to change how you think about challenges and obstacles. Especially pertinent were his specifics such as considering "measuring your progress from where you are to the summit" instead of where you began. There are several "aha" moments to be found in Beyond the Summit that do not ask you to understand a complex model of management or leadership, that are quite profound and immediately useful. Practical and inspirational.

Powerful, challenging, inspiring
Is there a better metaphor for success in your endeavors than mountain climbing? So if you want the ultimate in success why not study the ultimate in mountain climbing. The lessons that Todd Skinner brings down from the summit are striking, challenging and forcefully introspective. Having read "Beyond the Summit" I found myself frequently putting the book down long enough to ask myself where I might find my personal 'first ascension.' An incredible book with a powerful story and life-changing lessons.

Fantastic
Having just heard Todd speak, I must say, he is by far one of the most influential people I have ever heard in person.

A Refreshing Read
I'm one of the lucky people who have heard Todd Skinner present "Beyond the Summit." I wondered how his presentation would translate into written form. What I found when I read "Beyond the Summit," was an elegant, down to earth, kinda zen-like model on how to fully live a life - or conduct a business ascent. I found the philosophy inspiring and practical and the story as fascinating as the first time I heard it. This will be a book that I read at the beginning of each year to keep me on the right path.

Above and Beyond
Skinner offers an interesting twist to the standard "set goals" strategy for personal and business success. According to Skinner, it is better to establish outlandish goals and motivate yourself to achieve something above the common "10% above last years sales," approach.

Skinner's ideas are clearly presented and successfully motivate the reader to re-attempt the goal approach to superior performance. While I am weary of being told to set goals, I enjoyed testing his hypothesis that setting outlandish goals will generate brainstorming and subconcsious thinking that wil help you reach these new goals. Set a goal to read this book. If nothing else, you will be reminded that goals (as we are always told according to some ancient Yale study)can help you achieve new heights in your career or personal aspirations. ... Read more

Book Description

A complete guide to leveraging the power of Sarbanes-Oxley–specifically for nonprofits

The first book to discuss the implications of Sarbanes-Oxley legislation as it relates to nonprofit organizations, Sarbanes-Oxley for Nonprofits is an essential guide for all nonprofit executives and boards who want to know how the new legislation can enhance their organization's mission.

By establishing a "platinum standard" of operations and governance within nonprofit organizations, executives and board members will be better equipped to attract high-quality staff and board members, as well as the attention of donors and other potential funding sources. Sarbanes-Oxley for Nonprofits presents the best practices that have emerged from the Public Company Accounting Reform and Investor Protection Act (Sarbanes-Oxley) in a manner that explains their source and value to the nonprofit organization.

Written for both small and large nonprofits, Sarbanes-Oxley for Nonprofits includes:

• Practices intended to establish a "platinum standard" of operations and governance within the nonprofit
• Coverage of audits, financial statements, board activities and decision making, how to teach board members to read and interpret financial statements, conflicts of interest, whistle-blower protection, and how to leverage these standards to gain a competitive advantage
• Sarbanes-Oxley best practices and the organizational culture
• Sample documents, forms, and checklists to introduce these best practices into any nonprofit organization
• And much more!

Book Description

Designing a Document Strategy, by Kevin Craine, MBA, is a book for managers, technicians and consultants who want to implement a document strategy for a large organization. The book describes a five-phase process that will guide readers through the design of document strategy tailored to their particular situations.Cause-effect diagrams, flow charts, and return on investment are presented in easy to understand terms. Case examples demonstrate how the methods in the book can be applied in the real world. As a result, readers are better prepared to take meaningful and informed action.Whatever decisions and recommendations readers ultimately make, they will be more likely to bring about real-world, bottom-line benefits.There is no better educational resource on designing a document strategy than this book. ... Read more

Reviews (5)

Great resource
This book is a great resource for those of us in the information and document processing industry. It is put together in such a way as to walk you through a methodology that is complete, well rounded, and ultimately...profitable. Kevin Craine stands as a much needed voice in the industry, full of passion and conviction. He's done a good job applying techniques and methods from proven areas of business strategy development and casting them with a "document focus." The result is a practical reference, plus added thoughts and insights that make you think, ponder and act.

Not the Reference for which I was looking
This book is a hodge podge of thrown together design and development techniques. A sprinkling of Deming, a spoon of Drucker and a heap of "personal interviews".

What is missing is a complete, well thought-out and useful methodology. This book was not without some good information, but it just wasn't enough nor was it well organized enough for me to recommend as a reference.

Valuable Tool
I ordered a copy of this book about a month ago and ended up giving it to my vice president...so now I'm back to get additional copies for my department. The author does an excellent job defining what a document strategy should be and demonstrating how important documents are to running a successful business. The approach is practical and in-depth without being overwhelming and overfilled with jargon. I found it to be an very valuable tool, and plan to use it with my staff to design strategies to help us save money and better communicate with our customers through our documents.

Well written and useful
This book is well written and useful. It was recommended to me by one of our hardware suppliers and I'm glad I took the time to read it. Recently, my management assigned me to lead a team to put together a document strategy, but we did not know how to approach it. After several frustrating meetings not getting anywhere I started to use the book as an outline. Now we have several initiatives underway that I'm certain will save us hard dollars. Not only is the book a useful tool, it's easy and fun to read. We've purchased several to give to our bosses.

Ground-Breaking, a Must Have Book!
There is a lot of talk about the importance of a document strategy in the information technology business. Most of what you hear is either entirely technical or mostly philosophical. Neither is much practical use in the real-world. "Designing a Document Strategy" is the first book to provide a workable process to design a strategy.

Craine presents material from a number of areas, including Total Quality Management, Organizational Development, and Info Technology, and compiles it into a method that is both inspiring and pragmatic. This book is a must-have for anyone who is struggling to better manage information and corporate communications. ... Read more

Book Description

Writing Business Plans That Get Results shows you how to create a business plan that works. Packed with straightforward question-and-answer exercises for writing each section of your plan, this easy-to-use guide tells you:

• Exactly what to include in each section of your plan
• The most efficient ways to evaluate and present your company's products and services, marketing strategies, organizational structure, plans to achieve goals, competitors' strengths and weaknesses, and more
• How to expertly determine cash needs, appropriate financing sources, payback terms, and potential returns for investors
• Simple ways to make realistic projections for cash flow, profit and loss, and the balance sheet

• Tailor each part of your plan to the various needs of bankers, venture capitalists, partners, suppliers, accountants, lawyers, customers, and other readers
• Structure and arrange the components of your plan for greatest impact
• Anticipate all questions that plan reviewers will ask
• Critique and package your plan for winning results

Reviews (1)

A great business plan book!
Contains insightful tips and helpful questions to help business plan writers generate ideas and keep moving. As the founder of BizPlanIt.Com, an internet-based business plan consulting firm, I can state with experience that this book is a must have for serious business plan writers. ... Read more

Book Description

Full of valuable tips, techniques, illustrative real—world examples, exhibits, and best practices, this handy and concise paperback will help you stay up to date on the newest thinking, strategies, developments, and technologies in balanced scorecard.

"This book provides the executive with a balanced view of the motivation, leadership, process, and technology required to enable Balanced Scorecard.Filled with examples and insights, it is a must—read."
–John V. Harker
Chairman and CEO, InFocus Corporation

"Balanced Scorecard can be a challenge to implement, especially in small companies.This book has mastered the art of communicating how to do it successfully in both small and large businesses as well as in government.Rich with content–yet simple to read, understand, and, most importantly, implement–this book makes Balanced Scorecard understandable and relevant to creating success."
–Patrick M. Cox
Chairman and CEO, Qsent, Inc. ... Read more

Reviews (1)

Cuts to the chase - practical approach
I've read a number of BSC books, from Kaplan & Norton's original classic, to later works, and this is one of the very few that goes into practical implementation and management of a balanced scorecard.

What makes this book better than the others I've read is the way the author points out the pitfalls as well as the advantages of implementing and using this tool. He is objective and, more importantly, experienced, which is evidenced by how he places the BSC in context. This context is shown in the gap he uncovers between strategic themes, mission/vision/values, competencies, and purpose, and initiatives, objectives, measures and targets. The BSC fills that gap - if properly done and all of the key factors are understood.

I liked the way this book uncovers subtle key factors, such as the differences between strategy and operational effectiveness (often mistakenly viewed as the same thing), and what you should and should not be measuring. I also liked the way strategic themes were defined as a concept, as well as the use of tool called a paradox map to verify the alignment of tasks to strategy.

The bulk (and value) of this book is the implementation plan, which is governed by six critical success factors necessary to implement a BSC. It is here that the book shines because the implementation is laid out as a project (in fact, one of the six CSFs is to treat the implementation as a project), and is achievable with no non-value added steps.

If you want to gain an objective view of balanced scorecards and their value, and a pragmatic approach to implementing one, this book is the one I recommend. ... Read more

Reviews (3)

Behind Expectation
For the past 4 years working in an Investment Bank I've read many business plans.
Don't expect too much from this reading. I'll recommend it just to beginners.

Highly Recommended
A very consise and well written guide. An excellent reference to have at your side while writing a business plan. I find it extremely useful. My only complaint is on the poor graphics in the book, especially since the author repeatedly stresses the importance of graphics in a business plan.

A good book for a novice starter
A simple and illustrative business plan manual, providing vital layout, advise to enhance high points, which every plan requires. ... Read more

Book Description

Bankable Business Plans reveals the secret of creating a compelling and successful business plan for anyone who ever dreamed of starting or expanding an enterprise. This invaluable book guides readers through a comprehensive, step-by-step process to produce a professional-quality business plan that will attract the financial backing entrepreneurs need. Bankable Business Plans is the only book on the market that demonstrates how to make each business plan uniquely suited to every endeavor. It is also the only book which explains how to employ the guidelines that banks, venture capital firms and the Small Business Administration use to grant loans and other financial support to businesses. By describing how to apply the relatively unknown, but easily available Risk Management Association data to each business concept, author Edward Rogoff provides a virtual answer key to anyone seeking financial support for a business idea.Rogoffs years of experience in both founding and improving startup and established companies, as well as teaching entrepreneurship to college graduate and undergraduate students, enables him to delineate the elements that make a business plan attractive to investors and lenders. Bankable Business Plans is essential for anyone interested in opening a business, expanding an existing enterprise, or simply testing the financial reality of a dream. ... Read more

Reviews (24)

A Bankable Resource
I bought this book because my job includes helping nonprofit organizations analyze their businesses and undertake effective business planning. As I read the book, it became clearer to me that my own nonprofit organization desperately needed a business plan -- and I found myself grateful for the path outlined in Bankable Business Plans to guide us through the process. While Mr. Rogoff's work is geared toward for-profit companies I found this book extremely helpful -- clear, encouraging and occasionally humorous. Perhaps the most important thing Mr. Rogoff makes clear is that the job of a business plan is to convince others to invest in a venture -- as such, we must be clear that our ventures are worthy of investment...

Invaluable for Entrpreneuers and Students
I am a professor at the University of Missouri School of Journalism and I teach a course titled The Economics and Finance of the Media. The final project in the course is to write a business plan, and Rogoff's Bankable Business Plans is a required text in the course. It is a perfect guide for students and entrepreneuers who want to write an excellent business plan. I've looked for years for a book that would guide students through the maze of creating a good business plan, and Rogoff's book does this. It is well organized, thorough, and full of practical advice.

You can bank on this book
This book is terrific because it directly addresses the issue that probably undermines more business plans than any other: unrealistic assumptions. After 20 years as a banker and financial advisor to growth companies, both large and small, I believe that professional equity investors judge entrepreneurs by their ideas, their ability, and the reasonableness of their assumptions. Aggressive business plan assumptions raise significant doubts in the minds of investors, who don't just want 25% IRRs but want 25% IRRs that are achievable. Rogoff wisely advises entrepreneurs to ground their plans in reality, using solid industry data and benchmarking techniques. He teaches you to think like an investor or banker before writing your plan. Very solid advice. A must-read before going to market with your plan.

A Must for Business Owners
Ed Rogoff has written a must buy for those planning on starting or expanding their business. He takes you through a step-by-step plan from your initial idea to your grand opening. Examples, forms and common pitfalls are all covered in an easy to follow system. If you want to make your dream a reality, "Bankable Business Plans" will get you started.

Must for Business Owners
Ed Rogoff gives an in depth but workable plan for developing a new business. "Bankable Business Plans" gives you what you need to go from your initial idea to your financial source. Examples, forms and step-by-step instructions are included in this comprehensive book. This book is a must for business owners of any size business. ... Read more

Amazon.com

If "networking" was the battle cry of the business world at the tail end of the 20th century, Melissa Giovagnoli and Jocelyn Carter-Miller hope to make "networlding" its call to arms in the new millennium. Giovagnoli, a consultant and speaker, and Carter-Miller, a Motorola executive, agree that one-to-one connectivity is still the key to professional advancement. However, they believe their updated concept will prove more effective in coming years because, if properly implemented, it will forge deeper bonds and lead to greater opportunities than its more superficial predecessor ever could. In Networlding, the authors explain their practice as a "purposeful process of collaboration" among individuals who "share similar intent, values, goals, and interests." They then lay out a seven-step system for developing such mutually beneficial personal relationships, ranging from the establishment of "a values-rich foundation" through the formation and cultivation of a circle of "connections" with whom you "co-create opportunities" that move everyone ahead. There are plenty of specifics, exercises, and real-life examples here for those serious about attempting this technique. It should prove applicable for almost anyone in any type of business situation and virtually any stage of his or her career. --Howard Rothman ... Read more

Reviews (19)

Networlding is far more than networking
I was very energized by this book, because it reminded me of what business and personal relationships should be all about. These two authors bring together an insightful yet practical approach to mutually rewarding and effective relationship building. This guide to collaboration goes far beyond "Rolodex-building" inherent in "networking", and instead emphasizes deeper longer-term alliances that accelerate success of EACH Networlder. The step-by-step techniques promise to enable more successful Knowledge Management and online collaboration initiatives by dealing effectively with the human factors issues which are frequent roadblocks. This book pools the experience of one of the most successful business relationships consultants (Melissa Giovagnoli) with a Chief Marketing Officer who has a wealth of experience in strategic alliances (Jocelyn Carter-Miller of Motorola). I'm sending a copy to two top executive friends of mine, who I'm sure will enjoy and pass on this book to management in their organizations.

Bill Bahr, VP, IBEX Systems
I was looking for a way to rejuvenate my community service club. Despite a year of applauded community service and excellent reviews for club management, members were leaving because of "lack of time" (code word, I believe, for the club's lack of value, especially as relates to business networking opportunities). In researching the literature on networking, I came across an outstanding book I heartily recommend, at least for the positive results in increasing membership in my club. To you help your club or to help yourself achieve success in your professional career and personal life, try reading Networlding, a book about enlightened networking. Networlding shows you how to effectively and efficiently build, maintain, and employ mutually supportive relationships based on shared values. Emphasis on clarity and specificity of goals and the ability to communicate them, as well as fairness of exchange at a multiplicity of levels, are the keys to Networlding's "win-win" success formula. Included are an overview of Networlding's ten golden rules, as well as a seven-step guide to Networlding's ascending journey. Now you can make a positive, socially responsible difference without losing yourself or others in the process. Whether you need ideas or introductions, or just want to "do well by doing good," this book is a powerful life tool!

Do Not Waste Your Time With This Book!
Some people write books for the sake for writing. Some people claim to be smarter than others by assunming others are stupid. Both are true for this book!

It is always annoying to read books that tell nothing but common knowledge. The authors recycle ideas from any five books that one can find from library, then put them in an order that is not necessarily logical anyway. For example, after claiming how great this "networlding" idea is, the book suggest you start with "friends, family, cusotmers, colleagues, vendors" with probably average 5 lines of explanation under each. Sounds intriguing, eh? The book suggests some important quality for one to be succcessful in "networlding": "supportive, continuous communicating, good listener, responsible, influential, knowledgeable, empathic, appreciative..." and again providing five line explanation. How original is this? I guess if I look up any dictionary, I can find another couple thousand words that I can argue that if you don't have them, you are not going to be successful, in anything, networlding or not!

What is the most annoying about this book is that it tries to differentiate so called "networlding" with the networking people know. If the concept of networlding had been so different, then it would have been acceptable. Instead, the book assumes that every "networker" just constantly passes out business cards. It is almost offensive to any networkers with reasonable skills. For example, one of the most important messages in the book is that "networlders" discreminate their network by value. First, any people into network knows about this. Second, the examples provided in the book to prove this are nothing new - so and so and so and so are good friends, then suddenly one day one finds a job for another. Logically, such examples don't even support the arguments.

Unfortunately, there are tons of books out there that do not offer anything other than common knowledge that no one can object. Good books, however, offer original ideas or constructive suggestions. This is not a good book. This is a book that the authors simply assume the readers are stupid. Do not waste your time on it.

Networlding
Is swapping business-cards a waste of time? Yes, and no! This book is about taking networking to the next level - Networlding. Networking is for lazy people!

The book includes a step-by-step approach to the 'art' of networlding. Basically the book is about managing your relationships, and building/developing relationships with people who share your set of values and beliefs. It will introduce a risk to your relationships since you will be communicating your goals and values early on in the process - risking rejection. This is probably a more honest approach, and definitely the best way to find and build mutually beneficial, win-win relationships.

How do you accomplish this? The book suggests a seven step process - cycle that repeat itself. It all starts with finding out what means the most to you - your foundation. You will then learn to populate your primary, secondary and possibly tetriary circle depending on the nature of your current relationships. How do you create a mutual exchange, and nurture your relationships is the next question. Before it is time to re-create your networld, the book will discuss how to co-create opportunities.

I liked the book! I have not yet implemented its strategies, but it immediately made me think about relationships in a new way, to be more concerned with maintaining the right relationsships and finding the give-take balance. If I ask for information, I try to give something back. This is an area of my life that will continue to be important, and I'm convinced that I will apply the parts from the book that I find useful. I'm sure that there is at least a few tips that you will find useful in this book!

Viral marketing at the personal level, November 9, 2002
I found the book fascinating. Couldn't put it down. For those of you in the marketing world viral marketing (or word of mouth, or buzz...all the same thing) thrives on virusworthiness, defined as an ability to stand out from the crowd. That's what this book shows you how to do, not on a product level, but on a personal level. After filling my copy with marginal notes and underscores I started over again with Chapter three to more clearly establish the goals and values that make my relationships more valuable, both to myself and my partners. This book gives you an opportunity to reinvent yourself. Without a clearly defined direction in life many of us engage in meaningless, for both parties, relationships that consume precious time and go nowhere. Melissa and Jocelyn have presented a roadmap out of this morass. Anyone with ambitions for growth, whether personal or corporate-wise, needs to postion themselves within the proper environment. The seven step plan outlined in this book is as potent a personal marketing plan as any marcom strategy statement I have written in 25 years of developing marketing strategies for many of the nations leading software companies. ... Read more

Book Description

Easy-to-follow and understand, The Systems Thinking Approach to Strategic Planning and Management presents the first practical application of "systems thinking", a concept first introduced by Peter Senge in the Fifth Discipline as a new, better and elegantly simple A-B-C approach to strategic management, planning, and change. It provides a unique Systems Thinking Approach' that places equal emphasis on planning, strategies, and change management processes in support of customer satisfaction. ... Read more

Reviews (1)

Systematic approach
As a person who is responsible for corporate planning for my company, I found this book extremely helpful in putting ideas and thoughts into structure, and thus able to approach strategic planning and management in a more systematic manner. Planning framework designed by using this Systems Thinking approach can be easily communicated to parties involved in the planning process, and be understood, accepted.
For independent consultants whom are looking for an approach to carry out their practises in this areas, this book is helpful too.
However, if you are looking for concise strategic planning implementation process, this book is somehow lacking. For that, I would like to recommend you to "Team-based strategic planning: A complete guide to structuring, facilitating, and implementing the process" by C. Davis Fogg. ... Read more

Book Description

Offers a comprehensive approach to strategic planning: how to formulate strategic plans that will develop the company's strengths, be responsive to changing business conditions, and chart a productive and profitable company future. Provides numerous charts, worksheets, and other resources.

... Read more

Book Description

Scenario planning allows companies to move away from linear thinking and better understand external change. Eight years (and 30,000 copies) after publication Scenarios is still acknowledged as the definitive work in the field. Now, Kees van der Heijden brings his bestseller up to date, following up on his original case studies and adding significant new material. The Second Edition changes focus slightly by providing more in-depth analysis and application of the concept of the 'strategic conversation'. While maintaining the underlying rigour of the first edition, van der Heijden revisits the text to make it far more practical and accessible, and in doing so gives you the tools you need to set out and negotiate a successful future course for your organization in the face of significant uncertainty. ... Read more

Reviews (7)

More than just scenarios, a book on strategic thinking & mgt
Disclaimer: This review is one of the assignments in a graduate course on forecasting.

First, I should say that this is an amazing book, but not necessarily an easy read. However, it repays the effort needed. A previous reviewer commented on the difficulty of the writing. I find the same thing, but it can be marked down to the Dutch/German writing style, which is both compact and tends toward longish sentences. Essentially this means that some sentences have to be read twice before the idea is absorbed. Let me be clear, this activity is well worth it!

This book is more than just about scenarios, offering a convincing and comprehensive understanding of how scenarios can and should be used as a form of strategic management.

Along the way, the reader is treated to clear and helpful explanations of such things as "the business idea of an organization" (ch. 3), "articulation of the business idea" in scenarios (ch. 8), "option planning" (ch. 11), and "the management of change" (ch. 12), among others.

Overall, scenarios as practiced and understood by Van Der Heijden (who spent 35 years at Shell and 6 years as an academic before writing this book), are useful tools. They are foremost organizational tools which are best used by entire organizations, not the solitary planner at their workbench.

If you want to understand how the future can be more accurately perceived (though not predicted), and how organizational learning can actually happen, then this is a worthy addition to the library of any management strategist or student of the future.

Great content but writing style makes for hard reading
Frankly I'm surprised at all the glowing reports without someone mentioning that this isn't the easiest book to read. Not that the language is difficult. Rather the sentences are long and often unclear, and there are too many reference to past and future chapters.

I'd suggest reading a few paragraphs before purchasing the book. You might