Continuous self improvement and development is
critical to the success of all professionals. This bibliography is intended as a source of
a variety of ideas to stimulate your thinking.
Some of these are handbooks and practical
texts, some represent the latest in management "fads," some stimulate thought on
the philosophy of business and leadership. We don't agree with all the ideas presented in
these books and don't subscribe to the "trendy management fads" presented in a
number of these publications. They all, however, present notions worth considering.
a convenience to you, we have become an Amazon.com
associate. You can purchase any of these books conveniently just by
following the "Buy It Now" link.
We provide our clients selected books, reprints and
magazines addressing key issues they face. In addition, we provide our analysis of the key
issues addressed in the book. To join the
Book Group, please follow the link.
Speed Of Trust: The One Thing That Changes Everything, Steven
M.R. Covey, et. al, 2006, Free Press. A great book on developing and
maintaining trust---critical for any organization.
Coaching: Making The Leap From Sales Manager To Sales Coach,
Linda Richardson, 1996, McGraw-Hill. This has been around for a long
time, but it's a great guide for any sales manager.
Check: The Irreverent Guide To Outsmarting, Outmanaging, and
Outmarketing Your Competition, Guy Kawasaki, 2008, Portfolio
Hardcover. The title really says everything. I would add that
it's the only guide an entrepreneur needs.
Sense Of Urgency, John P. Kotter, 2008, Harvard Business Press.
A must read for any leader or executive. Focuses on creating real
urgency in a company, not meaningless activity.
To Big Companies, Jill Konrath, 2005, Kaplan Business. A great
pragmatic guide about how to get into new customers and sharpen your
approach to selling. This book has won wide and well deserved acclaim.
Four Hour Workweek, Timothy Ferriss, 2007, Crown Books. At
first this is deceiving, the more you get into the book, Tim's insights are
very interesting. Worth reading and adapting.
Ultimate Question, Driving Good Profits and True Growth, 2006,
Bain and Company. This provides the most focused approach in Customer
Satisfaction I have ever encountered. The approach and lessons of this
book are critical to every business executive.Buy
Inconvenient Truth: The Planetary Emergency of Global Warming And What
We Can Do About It, 2006, Rodale Books. Fantastic tutorial
on an issue that impact all our lives. Read it, pass it around, take
Advantage, Yves L. Doz and Gary Hamel, 1998, Harvard Business School Press.
Just reread this book. While this is an older book, it's insights on
the value of alliances and partnering are very good. A good tutorial
or refresher for any business development manager or alliance manager.
Billion Customers, James McGregor, 2005, Wall Street Journal
Books. The China market is the largest
and fastest growing in the world. This book provides interesting
insight into doing business in China.
the Value of Partnering, Larraine Segil, 2004, AMACOM. A
little disappointing on the metrics piece, but some interesting case
studies. A good read on partnering.
Four Obsessions Of An Extraordinary Executive, A Leadership Fable,
Patrick Lencioni, 2000, Jossey Bass. A fast read, recommended by a
client. Some simple lessons, too often forgotten.
Art Of The Start: The Time Tested, Battle Hardened Guide For Anyone
Guy Kawasaki, 2004, Portfolio Hardcover.
This is mandatory reading for all start-ups. It's
a great guide to help new entrepreneurs focus on the most critical things in
starting their company.
Maps: Converting Intangible Assets Into Tangible Outcomes,
Robert Kaplan and David Norton, 2004, Harvard Business School Press.
Extensions of their work on Balanced Scorecards. Provides valuable
tools to help assure company processes are aligned in creating customer
It Now .
Selling, Michael Bosworth and John Holland, 2003,
McGraw-Hill. I have to admit, I still prefer Mike's Solution
Selling, but this is a powerful guide to helping improve your focus on
the customer and creating value for them.
It Now .
Conversations: Achieving Success
At Work And Life,
One Conversation At A Time,
Scott, 2002, Viking Books.
This is a must read for anyone in business.
It is a practical guide to improving the quality of the
conversations you have with your customers, peers, superiors,
subordinates, family and friends. It is results oriented and helps
focus discussions around clear and compelling communication.
It Now .
Begin The World Anew, Bernard Bailyn, 2003, Knopf. This
is a fascinating analysis of the thought processes and debates of the
American leaders at the formation of the US. The struggle in
balancing idealism, realism and pragmatism in creating the foundation for
the establishment of the Constitution and the American form of government
provides valuable lessons for any organization.
It Now .
New Kind Of Science, Stephen Wolfram, 2002, Wolfram Media.
An interesting discussion of Wolfram's insights into cellular automata and
other topics. Reasonably easy for the layperson to skim, I wouldn't
recommend detailed reading to all but the most serious. However it
provides provocative thinking about new ways to look at and analyze
problems. Many useful business and social applications.
It Now .
Says Elephants Can't Dance, Inside IBM's Historic Turnaround,
Louis V. Gerstner, Jr., 2002, Harper Business. A lot has been said
about this book that I don't need to repeat. An interesting read
that you can learn from.
It Now .
and Strong's Six Sigma Pocket Guide, Rath and Strong, 2000.
A useful guide to the tools used in Six Sigma. Using these tools is
critical at all levels of management.
It Now .
Logic Of Failure, Recognizing and Avoiding Error
Situations. Dietrich Dorner, 1996, Perseus Books. Though
this was originally published some years ago, I just picked it up and
found a great diagnosis about why we fail, as well as ideas for avoiding
it. A thoughtful book worth reading.
It Now .
The Discipline Of Getting Things Done, Larry Bossidy and Ram
Charan, 2002, Crown Business. If only for the title as a constant
reminder that execution is all that counts.
It Now .
To Great, Jim Collins, 2001, Harper Business Books. The
fundamental premises of the book are important to think about in building
businesses. Some of the examples are
unclear or stretched a little, but still this is worthwhile to read.
It Now .
Straight From The Gut, Jack Welch with John Byrne,
2001, Warner Business Books. From Jack Welch, about Jack, GE,
leadership! Jack's views with examples throughout his career. Great book by a great business leader.
Channels of Distribution, Kenneth Rolnicki, 1998, AMACOM. For people
new to developing and implementing sales channels, this book offers a good
and Butter : What a Bunch of Bakers Taught
Me About Business and Happiness, Tom McMakin, 2001, St. Martins
Press. I've met with Tom several times and am impressed with his insight,
value system, principles and down-to-earth approaches to leadership and
business. This book is an outstanding articulation of those
the Sales Force: Redefining Selling to Create and Capture Customer Value,
Rackham and John R. Deincentis, 1999, McGraw Hill. Sound thinking on
building high performance sales organizations. Buy
Six Sigma Way, Pande, Neuman, Cavanagh, 2000, McGraw
Hill. Good summary of Six Sigma and implementation of the approach
in an organization. Buy
Of A Venture Capitalist, Ruthann Quindlen, 2000, Warner
Books. Entertaining and informative view of the world of VC's.
Must read for start-ups in developing their business plans and thinking
about raising capital. Buy
The New Competitive Advantage, Bill Jensen, 2000 Perseus
Books. Great message, we all have a tendency of making things more
complicated than they need be. Buy
Channel Advantage, Lawrence G. Friedman and Timothy R. Furey,
Butterworth-Heineman, 1999. Buy
End of Marketing As We Know It; Sergio Zyman, Harper Collins,
1999. Great pragmatism in developing and implementing marketing
Rules For The New Economy, Kevin Kelly, Viking, 1998.
Provides a nice perspective of some of the new business models behind much
of the "new economy." Good ideas, but blend them with some
of the old rules, as well. Buy
A Business And Its Beliefs, Thomas J. Watson, Jr., McGraw-Hill, 1963. Still appropriate
thoughts on business.
Being Digital, Nicholas Negroponte, Vintage Books, 1995. Stimulating thoughts on
what might be. Buy
Benchmarking, The Search For
Industry Best Practices That Lead To Superior Performance, Robert C. Camp, ASQC Quality Press, 1989. The classic handbook on
The Speed Of Change In The Connected Economy; Stan Davis and
Christopher Meyer, Warner Books, 1999.
Built To Last, Successful
Habits Of Visionary Companies, Collins and Porras, 1994, Harper
Books. A classic on characteristics of EXCELLENCE companies.
Must read. Buy
Competing For The Future, Prahalad
and Hamel, 1994, Harvard Business School Press. Another classic that
introduced the concept of building companies around core
competencies. Must read. Buy
Consultative Selling, Mack Hanan, Amacom, 1990. This is the current edition. The first
edition was better. One of the original texts on becoming customer focused and solutions
Control Your Destiny Or Someone
Else Will, Noel M. Tichy & Stratford Sherman,
Currency-Doubleday, 1993. We are always interested in what drives GE and Jack Welch.
Crossing The Chasm,
Geoffrey A. Moore, Harper Business. Critical to developing and introducing new
Rediscover the Transforming Power Of Conversation; Linda Ellinor
and Glenna Gerard, John Wiley and Sons, 1998. In the very least, read
the foreword, and example of great conversation and interesting thinking.