Built To Win
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Built To Win
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Author : Hallam Movius
language : en
Publisher: Harvard Business School Press
Release Date : 2009-01-01
Built To Win written by Hallam Movius and has been published by Harvard Business School Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-01-01 with Business & Economics categories.
"Negotiation can make or break your company. Whether winning a key client, making a vital acquisition, or spending less while managing risk, organizations need their negotiators to achieve better deals without wasting time or harming relationships. But if you think sending managers to negotiation skills workshops is enough to keep your company competitive, think again. In Built to Win, respected negotiation experts Hallam Movius and Lawrence Susskind argue that companies waste millions y investing only in off-the-shelf negotiation training for their employees, without addressing organizational barriers to deploying best practices. This groundbreaking book lays out a more holistic--and less expensive--strategy, one that charges leaders with making negotiation a core organizational competence. Drawing on more than forty years of training and consulting work, and grounded in a theory supported by decades of research, Built to Win outlines a prescriptive, tools-driven model for aligning organizational structures, processes, and culture with negotiation goals. Movius and Susskind provide a practical, three-phase model that walks leaders through assessing current negotiation performance, aligning incentives and championing goals, and setting up metrics and systems to perpetuate learning. The result: a world-class negotiating organizatoin capable of: Reaching consistently higher-value agreements that are more likely to be implemented; Defining and calibrating interests and priorities across the organization; Preparing more compelling options for gain by accessing distributed knowledge; Learning from each negotiation to create a competitive advantage; Protecting relationships and reputations. Vividly illustrated with negotiation war stories from many organizations, Built to Wini will help leaders from CEOs to human resources professionals to sales managers transform the art of negotiation into a measurable competitive advantage."--Book jacket.
Customer Understanding
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Author : Annette Franz
language : en
Publisher:
Release Date : 2019-09-03
Customer Understanding written by Annette Franz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-09-03 with categories.
Struggling to ensure that the customer is at the center of all your business does? This book is your guide to putting the "customer" in customer experience. Not sure what that means? Well, for starters, too many executives believe they are delighting their customers. Why wouldn't they think that?! When they focus on growth, those customer acquisition numbers are pretty sweet, but they don't tell the real story. Prioritizing customer retention is critical. But you can't just throw technology at it, give it some lip service, and call it a day. Retention is hard work! You've got to understand who your customers are and what problems they are trying to solve or what jobs they are trying to do. Then you've got to use that understanding to design an experience that helps customers achieve their goals. That's the key to putting the customer in customer experience! Ultimately, you need to bring the customer voice into all meetings, decisions, processes, and designs. The customer must be at the center of all you do. After all, it's all about the customer! In this book, I cover the three approaches to customer understanding: surveys and data, personas, and journey mapping. I could've written the whole book about journey mapping, but there's so much more to building a customer-centric business than journey mapping. The culture must first be deliberately designed to put the customer at the heart of the business. And all foundational elements of a CX transformation must be in place to make that happen. With that knowledge, read this book and: Learn about the three approaches you must use to understand your customers, why you must use them, and how they work together. Create an action plan to ensure insights gleaned from these three approaches are implemented in your organization. Develop and assign personas to your customers in order to better understand their needs, goals, problems to solve, and jobs to be done. Learn the difference between touchpoint maps and journey maps and how touchpoint maps can still be a valuable asset in your customer experience toolbox. Understand why journey mapping is called the backbone of customer experience management - and how to make it so in your organization. Set up and facilitate your own current-state and future-state journey mapping workshops with customers. Set up and facilitate service blueprint workshops with internal stakeholders. Find out how to put the customer at the heart of your business. And more!
Built To Win
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Author : Lawrence Susskind
language : en
Publisher: Harvard Business Press
Release Date : 2009-05-05
Built To Win written by Lawrence Susskind and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-05 with Business & Economics categories.
Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.
Built To Win
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Author : John Schuerholz
language : en
Publisher: Grand Central Publishing
Release Date : 2008-12-14
Built To Win written by John Schuerholz and has been published by Grand Central Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-12-14 with Biography & Autobiography categories.
Lost two Cy Young winners in two years, signed a forty-seven-year-old to be his starting first baseman, played seventeen rookies in 2005, and still took his team to the playoffs: baseball is John Schuerholz's world, and everyone else is just playing in it. In Built to Win, the legendary general manager takes you behind the scenes of the Braves' front office—the most successful in baseball since 1990—and shows how his unique philosophies and leadership techniques have helped Atlanta achieve something no team in sports has ever come close to accomplishing. He candidly peels back the curtain, taking you to his first World Series with the Kansas City Royals and the other moments that defined his career, including his eventual departure to the league doormat Atlanta Braves. No sooner did Schuerholz arrive than they won their first title in 1991—and the rest is history. You'll be there on the incredible night in 1992 when Schuerholz improbably traded for Barry Bonds-only to have the deal nixed at the eleventh hour. You'll see how through shrewd negotiation he swooped in to sign reigning Cy Young-winner Greg Maddux out from under the free-spending Yankees. You'll hear how he dealt with the horrific comments made by John Rocker, helping the Braves overcome the biggest PR nightmare in team history to win yet another division crown. Through the eyes of one of the game's sharpest executives, you'll see why Moneyball only scrapes the tip of Schuerholz's time-tested theories, as well as how he developed the premier scouting system in the majors and a free agent strategy that led the Braves to the top of the heap-fourteen years running. And in the end, you'll see what the rest of the baseball world has known for the better part of two decades: that through the brilliance of John Schuerholz, the Braves have lived with one motto, and one motto alone: "All We Do Is Win."
Built To Win
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Author : Leslie Heywood
language : en
Publisher:
Release Date : 1998-01-01
Built To Win written by Leslie Heywood and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-01-01 with categories.
Built To Win
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Author : Annette Franz
language : en
Publisher: Advantage Media
Release Date : 2022-03-22
Built To Win written by Annette Franz and has been published by Advantage Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-03-22 with categories.
Build a winning organization rooted in ten foundational principles that ensure you drive value for customers and for the business. Customer-centric companies put the customer at the center of all they do; they ensure that they make no decisions without first thinking of the customer and the impact that decision has on her. Annette Franz refers to this as putting the "customer" in customer experience, which means that companies are taking the time to understand who they are and then using that understanding to design a better experience for them. Too often, companies believe they know what's best for the customer and design an experience based on inside-out thinking, only to end up creating frustration and dissatisfaction. Why? Because they haven't really put the customer into the experience (design) at all. But what does it take to ensure that the entire company adopts this mindset, this culture? In Built to Win, learn about the ten critical principles that form the foundation for building such a culture. Build the business with these principles in mind, and you will build to win. Win for the customer, win for the business.
Playing To Win
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Author : Alan G. Lafley
language : en
Publisher: Harvard Business Press
Release Date : 2013
Playing To Win written by Alan G. Lafley and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Business & Economics categories.
Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Built To Win
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Author : Sheri Canady
language : en
Publisher: CreateSpace
Release Date : 2015-01-26
Built To Win written by Sheri Canady and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-26 with categories.
Are you ready to win? Are you ready to navigate past your fears and begin to live the life that you were designed to live? We often allow our fears to hold us back from living the life of our dreams. We often allow our fears to prevent us from operating in our greatness. Every tool that you need to live the life that you desire is already within you...you just have to make the decision to use them. Built To Win is a motivational classic that helps us evaluate the things that may be holding us back in addition to what it takes to overcome those hurdles. Through faith, courage, positivity, and a made-up mind, we can begin to live the life that we were created to live. There is greatness within all of us that is similar to a flame just waiting to grow. It is time for us to grow that flame into a wildfire, unleash our greatness, and ultimately win in life! We truly have what it takes to win...all we have to do is believe.
Built For Growth
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Author : Chris Kuenne
language : en
Publisher: Harvard Business Press
Release Date : 2017-06-06
Built For Growth written by Chris Kuenne and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-06-06 with Business & Economics categories.
A Wall Street Journal Bestseller Are You a Driver, an Explorer, a Crusader, or a Captain? Many factors shape the success or failure of a new business, whether it’s a stand-alone startup or a venture inside a larger corporation. But the most important and least understood of these factors is the personality of the entrepreneur—the particular combination of beliefs and preferences that drives his or her motivation, decision making, and leadership style. And your builder personality is the one resource you can directly control in growing a business that wins. Simply put, who you are shapes how you build for growth. Built for Growth decodes the interplay between builder personality and new business success. Using a patented analytic methodology, authors Chris Kuenne and John Danner discovered four distinct types of highly successful entrepreneurial personalities—the Driver, the Explorer, the Crusader, and the Captain. Each is motivated, makes decisions, manages, and leads their businesses differently. Kuenne and Danner blend pioneering research and exclusive personal interviews to illustrate how each type handles the five dynamic challenges in building a business of lasting value: converting ideas into products, galvanizing individual talent for collaborative impact, transforming buyers into partners, aligning financial and other supporters, and scaling the business. With assessments and tools, including a brief Builder Personality quiz and in-depth profiles of each builder type, Built for Growth is the ultimate guide for how to play to your strengths, complement and compensate for your gaps, and build a successful business—from startup to scale-up. Its vivid stories and practical advice show how you can unlock the potential of your builder personality to shape your business, your team, and your ability to win in the marketplace. Please visit builtforgrowthbook.com to learn more and access the Builder Personality Discovery tool.
Built To Win
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Author : John Schuerholz
language : en
Publisher: Warner Books (NY)
Release Date : 2014-07-03
Built To Win written by John Schuerholz and has been published by Warner Books (NY) this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-03 with BIOGRAPHY & AUTOBIOGRAPHY categories.
The general manager of the Atlanta Braves--the winningest baseball team of the last 15 years--offers a startling look at the wheelings and dealings of Major League Baseball from his long and distinguished career.