World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.
Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers—from consulting firms to large banks—to confront a series of difficult challenges: How do we create an ‘all-for-one, one-for-all’ culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?" How do we mobilize the right people, resources, and ideas—across a multitude of organizational and geographic boundaries—into each and every client relationship?" How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships? All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships—what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm—the institution—must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.
Use the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client’s issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client. Drawing on the author’s bestselling Power Questions, this short e-book shows you how to: Sequence your agenda and use questions at the right moments in the sales process Establish yourself as an expert through credibility-building questions rather than slide presentations Draw out the client’s agenda of essential priorities and goals Position your proposal to win by meeting eight key preconditions before you submit it Unblock a sale that is stalled Power Questions to Win the Sale is a practical roadmap for balancing advocacy and inquiry during the sales process and winning new business more consistently and confidently.
Use the power of questions to deepen and grow your client relationships The right question can shift a conversation from the analytical to the emotional, from the details to the big picture, and from the past to the future. The result? Deeper client knowledge, more intimate relationships, and a clear understanding of how you can add more value. Power Questions to Build Clients for Life shows how to use strategic questions to implement nine essential clients-for-life strategies. You’ll learn: How to select the right clients to begin with Growth strategies to broaden your relationships Techniques for building personal relationships with your clients Powerful questions to help you connect in the C-Suite Ten questions you must ask your clients every year in order to assess your relationship health Power Questions to Build Clients for Life gives you both the strategies and the key questions to develop trusted partnerships with your most important clients.
The growth of global finance since 1960 constitutes one of the most important transformations in social relations during the twentieth century. Using historical, statistical, and graphical techniques, State Institutions, Private Incentives, and Global Capital examines three important aspects of this phenomenal shift in the international political economy. First, Andrew Sobel explores the reawakening of the international financial markets, mapping their extraordinary transformation since the early 1960s and discussing the role of politics in that metamorphosis. The author then offers a fresh understanding of the systematic differences in access for borrowers in this rapidly transforming and expanding global capital pool. He then demonstrates the influence of political factors in producing differential access to the global capital pool. Showing how the character and stability of a country's political system affects investors's decisions to invest in that country, Sobel breaks new ground in understanding the basis for the frequent admonitions by the World Bank and others that a stable political and legal system are essential for states to attract significant foreign investment. With the growing debate about the effect of financial interdependence on the ability of states to conduct economic policy and indeed to preserve their independence in the face of unprecedented economic linkages, this book will be of interest to political scientists and economists as well as policy makers concerned with the impact of financial globalization and the causes of differentials in access to capital. Andrew C. Sobel is Assistant Professor of Political Science and Resident Fellow, Center in Political Economy, Washington University, St. Louis. He is the author of Domestic Choices, International Markets: Dismantling National Barriers and Liberalizing Securities Markets.
Focuses on a micro approach to political economy that grounds policy choices in the competitive environments of domestic politics and decision-making processes.
An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
With American leadership facing increased competition from China and India, the question of how hegemons emerge—and are able to create conditions for lasting stability—is of utmost importance in international relations. The generally accepted wisdom is that liberal superpowers, with economies based on capitalist principles, are best able to develop systems conducive to the health of the global economy. In Birth of Hegemony, Andrew C. Sobel draws attention to the critical role played by finance in the emergence of these liberal hegemons. He argues that a hegemon must have both the capacity and the willingness to bear a disproportionate share of the cost of providing key collective goods that are the basis of international cooperation and exchange. Through this, the hegemon helps maintain stability and limits the risk to productive international interactions. However, prudent planning can account for only part of a hegemon’s ability to provide public goods, while some of the necessary conditions must be developed simply through the processes of economic growth and political development. Sobel supports these claims by examining the economic trajectories that led to the successive leadership of the Netherlands, Britain, and the United States. Stability in international affairs has long been a topic of great interest to our understanding of global politics, and Sobel’s nuanced and theoretically sophisticated account sets the stage for a consideration of recent developments affecting the United States.
The Relationship Laws that Drive Success There are powerful but invisible laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed. When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work. Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You’ll read about: The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships. The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generations How one of the authors flew halfway around the world and used Law 18—“Make them curious”—to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship. The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It’s Law 25: “Build your network before you need it.” Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.
Twenty editions of the litigation manual were published by the American Civil Liberties Union, the last in 1997. Members of the Freedom of Information Act litigation community were becoming increasingly restive as a new edition did not appear. So the ACLU signed over copyright to the James Madison Project, which worked with the Electronic Privacy Information Center to publish an updated edition. It is for plaintiffs seeking disclosure under the US Freedom of Information Act, the Privacy Act, the Government in the Sunshine Act, and the Federal Advisory Committee Act. It is not indexed. Annotation copyrighted by Book News, Inc., Portland, OR.
World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.
Acclaimed for its thorough presentation of mediation, moderation, and conditional process analysis, this book has been updated to reflect the latest developments in PROCESS for SPSS, SAS, and, new to this edition, R. Using the principles of ordinary least squares regression, Andrew F. Hayes illustrates each step in an analysis using diverse examples from published studies, and displays SPSS, SAS, and R code for each example. Procedures are outlined for estimating and interpreting direct, indirect, and conditional effects; probing and visualizing interactions; testing hypotheses about the moderation of mechanisms; and reporting different types of analyses. Readers gain an understanding of the link between statistics and causality, as well as what the data are telling them. The companion website (www.afhayes.com) provides data for all the examples, plus the free PROCESS download. New to This Edition *Rewritten Appendix A, which provides the only documentation of PROCESS, including a discussion of the syntax structure of PROCESS for R compared to SPSS and SAS. *Expanded discussion of effect scaling and the difference between unstandardized, completely standardized, and partially standardized effects. *Discussion of the meaning of and how to generate the correlation between mediator residuals in a multiple-mediator model, using a new PROCESS option. *Discussion of a method for comparing the strength of two specific indirect effects that are different in sign. *Introduction of a bootstrap-based Johnson–Neyman-like approach for probing moderation of mediation in a conditional process model. *Discussion of testing for interaction between a causal antecedent variable [ital]X[/ital] and a mediator [ital]M[/ital] in a mediation analysis, and how to test this assumption in a new PROCESS feature.
Consumer electronics and computers redefined life and work in the twentieth century. In Inventing the Electronic Century, Pulitzer Prize-winning business historian Alfred D. Chandler, Jr., traces their origins and worldwide development. This masterful analysis is essential reading for every manager and student of technology.
Emphasizing conceptual understanding over mathematics, this user-friendly text introduces linear regression analysis to students and researchers across the social, behavioral, consumer, and health sciences. Coverage includes model construction and estimation, quantification and measurement of multivariate and partial associations, statistical control, group comparisons, moderation analysis, mediation and path analysis, and regression diagnostics, among other important topics. Engaging worked-through examples demonstrate each technique, accompanied by helpful advice and cautions. The use of SPSS, SAS, and STATA is emphasized, with an appendix on regression analysis using R. The companion website (www.afhayes.com) provides datasets for the book's examples as well as the RLM macro for SPSS and SAS. Pedagogical Features: *Chapters include SPSS, SAS, or STATA code pertinent to the analyses described, with each distinctively formatted for easy identification. *An appendix documents the RLM macro, which facilitates computations for estimating and probing interactions, dominance analysis, heteroscedasticity-consistent standard errors, and linear spline regression, among other analyses. *Students are guided to practice what they learn in each chapter using datasets provided online. *Addresses topics not usually covered, such as ways to measure a variable’s importance, coding systems for representing categorical variables, causation, and myths about testing interaction.
Apocalypse Now, Braveheart, The Longest Day, Lawrence of Arabia, The Red Badge of Courage, Saving Private Ryan ... Since the advent of the motion picture, war movies have depicted soldiers in the heat of battle, from the heroic to the barbaric, from the noblest warrior to the most craven coward -- and they grip audiences like no other films. But how well do you really know the best of the cinematic battlefield? Here are 100 of the greatest war movies of all time, each accompanied by an overview and analysis by film expert and author Andrew J. Rausch, plus a Platoon of questions that will have you screaming Tora! Tora! Tora! Book jacket.
Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers—from consulting firms to large banks—to confront a series of difficult challenges: How do we create an ‘all-for-one, one-for-all’ culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?" How do we mobilize the right people, resources, and ideas—across a multitude of organizational and geographic boundaries—into each and every client relationship?" How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships? All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships—what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm—the institution—must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.
Born of a belief that economic insights should not require much mathematical sophistication, this book proposes novel and parsimonious methods to incorporate ignorance and uncertainty into economic modeling, without complex mathematics. Economics has made great strides over the past several decades in modeling agents' decisions when they are incompletely informed, but many economists believe that there are aspects of these models that are less than satisfactory. Among the concerns are that ignorance is not captured well in most models, that agents' presumed cognitive ability is implausible, and that derived optimal behavior is sometimes driven by the fine details of the model rather than the underlying economics. Compte and Postlewaite lay out a tractable way to address these concerns, and to incorporate plausible limitations on agents' sophistication. A central aspect of the proposed methodology is to restrict the strategies assumed available to agents.
This new book by Andrew Fede considers the law of freedom suits and manumission from the point-of-view of legal procedure, evidence rules, damage awards, and trial practicein addition to the abstract principles stated in the appellate decisions. The author shows that procedural and evidentiary roadblocks made it increasingly impossible for many slaves, or free blacks who were wrongfully held as slaves, to litigate their freedom. Even some of the most celebrated cases in which the courts freed slaves must be read as tempered by the legal realities the actors faced or the courts actually recognized in the process. Slave owners in almost all slave societies had the right to manumit or free all or some of their slaves. Slavery law also permitted people to win their freedom if they were held as slaves contrary to law. In this book, Fede provides a comprehensive view of how some enslaved litigants won their freedom in the courtand how many others, like Dred and Harriet Scott, did not because of the substantive and procedural barriers that both judges and legislators placed in the way of people held in slavery who sought their freedom in court. From the 17th century to the Civil War, Southern governments built roadblock after roadblock to the freedom sought by deserving enslaved people, even if this restricted the masters' rights to free their slaves or defied settled law. They increasingly prohibited all manumissions and added layers of procedure to those seeking freedomwhile eventually providing a streamlined process by which free blacks "voluntarily" enslaved themselves and their children. Drawing on his three decades of legal experience to take seriously the trial process and rules under which slave freedom cases were decided, Fede considers how slave owners, slaves, and lawyers caused legal change from the bottom up.
An award-winning cognitive scientist offers a counterintuitive guide to cultivating imagination. Imagination is commonly thought to be the special province of youth—the natural companion of free play and the unrestrained vistas of childhood. Then come the deadening routines and stifling regimentation of the adult world, dulling our imaginative powers. In fact, Andrew Shtulman argues, the opposite is true. Imagination is not something we inherit at birth, nor does it diminish with age. Instead, imagination grows as we do, through education and reflection. The science of cognitive development shows that young children are wired to be imitators. When confronted with novel challenges, they struggle to think outside the box, and their creativity is rigidly constrained by what they deem probable, typical, or normal. Of course, children love to “play pretend,” but they are far more likely to simulate real life than to invent fantasy worlds of their own. And they generally prefer the mundane and the tried-and-true to the fanciful or the whimsical. Children’s imaginations are not yet fully formed because they necessarily lack knowledge, and it is precisely knowledge of what is real that provides a foundation for contemplating what might be possible. The more we know, the farther our imaginations can roam. As Learning to Imagine demonstrates, the key to expanding the imagination is not forgetting what you know but learning something new. By building upon the examples of creative minds across diverse fields, from mathematics to religion, we can consciously develop our capacities for innovation and imagination at any age.
Human societies have not always taken on new technology in appropriate ways. Innovations are double-edged swords that transform relationships among people, as well as between human societies and the natural world. Only through successful cultural appropriation can we manage to control the hubris that is fundamental to the innovative, enterprising human spirit; and only by becoming hybrids, combining the human and the technological, will we be able to make effective use of our scientific and technological achievements. This broad cultural history of technology and science provides a range of stories and reflections about the past, discussing areas such as film, industrial design, and alternative environmental technologies, and including not only European and North American, but also Asian examples, to help resolve the contradictions of contemporary high-tech civilization.
Written by leading researchers, the 2nd Edition of the Dictionary of Computer Vision & Image Processing is a comprehensive and reliable resource which now provides explanations of over 3500 of the most commonly used terms across image processing, computer vision and related fields including machine vision. It offers clear and concise definitions with short examples or mathematical precision where necessary for clarity that ultimately makes it a very usable reference for new entrants to these fields at senior undergraduate and graduate level, through to early career researchers to help build up knowledge of key concepts. As the book is a useful source for recent terminology and concepts, experienced professionals will also find it a valuable resource for keeping up to date with the latest advances. New features of the 2nd Edition: Contains more than 1000 new terms, notably an increased focus on image processing and machine vision terms; Includes the addition of reference links across the majority of terms pointing readers to further information about the concept under discussion so that they can continue to expand their understanding; Now available as an eBook with enhanced content: approximately 50 videos to further illustrate specific terms; active cross-linking between terms so that readers can easily navigate from one related term to another and build up a full picture of the topic in question; and hyperlinked references to fully embed the text in the current literature.
Make and test projects are used as introductory design experiences in almost every engineering educational institution world wide. However, the educational benefits and costs associated with these projects have been seldom examined. Make and Test Projects in Engineering Design provides a serious examination of the design of make and test projects and their associated educational values. A taxonomy is provided for the design of make and test projects as well as a catalogue of technical information about unconventional engineering materials and energy sources. Case studies are included based on the author’s experience of supervising make and test projects for over twenty-five years. The book is aimed at the engineering educator and all those planning and conducting make and test projects. Up until now, this topic has been dealt with informally. Make and Test Projects in Engineering Design is the first book that formalises this important aspect of early learning in engineering design. It will be an invaluable teaching tool and resource for educators in engineering design.
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