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"Soundview Executive Book Summaries" - 5 new articles

  1. A Powerful System for Achieving Breakthrough Career Success
  2. Turning Around the Troubled Company
  3. New Summaries to Make an Impact
  4. How a Funny Name and Six Core Values Revolutionized Convenience
  5. What is a Responsible Entrepreneur?
  6. Search Soundview Executive Book Summaries
  7. Prior Mailing Archive

A Powerful System for Achieving Breakthrough Career Success

TURBOCOACH

With numerous words of wisdom for improving yourself, your field, your productivity and your business, coaching experts Brian Tracy and Campbell Fraser present a complete personal coaching program in TurboCoach. Filled with tools, exercises and stories that offer the building blocks of a personal strategic plan, TurboCoach creates a complete foundation on which readers can develop the knowledge, skills, habits and activities that can take them to the next level of business success.

The first part of TurboCoach describes a process for helping the reader gain clarity in his or her personal life and business life. Each chapter begins with probing questions that encourage the reader to focus on a specific aspect of him – or herself, and ends with an exercise that helps him or her apply the answers to daily life.

Your Personal Strategic Plan

For example, the first chapter, “Create Your Personal Strategic Plan,” starts with the questions, “In the past six months, have you given any thought to setting specific career or business goals for yourself?” and “If you have set goals for yourself, do you have a schedule for achieving them?” The chapter ends with an application exercise that includes questions such as, “What is your career or business purpose? Whose lives does your career or business serve?” and “What one goal, if you achieved it, would help you the most in realizing your ideal career or business vision?” By asking these types of questions, and providing the guidance that drives readers to answer them with purpose and direction, the authors help readers focus on their goals and contemplate a broader perspective of themselves.

The second part of TurboCoach shows readers how they can increase their productivity. The tools the authors offer include 11 keys to increasing productivity, Pareto’s Law (the 80-20 Rule), zero-based thinking, effective delegation, the power of leverage, and Ricardo’s Law of Comparative Advantage and the Parthenon Principle. This last principle can be summed up in the simple sentence, “Small improvements in multiple areas can result in large improvements in results.” The authors write, “Like the Parthenon, your career or business is also supported by pillars, each of which is central to its integrity and survival.” If you want a career or business that is built to last, then you must base it on rock-solid principles. As each pillar is strengthened in a small way, the durability of the entire structure changes dramatically. The authors point out that improvements in just 10 percent of each of the core systems of a business — sales, service, pricing, promotion, referrals, productivity and profitability — will virtually double the productivity and the profitability of the overall enterprise.

Grow Your Business

The third part of TurboCoach, “Grow Your Business,” provides readers with seven essential strategies to increase revenues in any organization. These are:

1. Make more sales. Expanding your customer base is the best way to do this.
2. Sell more often to existing customers. Look for ways to increase the number of times you sell to an existing customer in any given period.
3. Sell something else. Ask yourself, “What else would my customers buy?”
4. Make larger sales. How might you increase the dollar size of your average sale?
5. Increase your price. Increasing the perceived value of your offering can justify a higher price to your customer.
6. Make more profitable sales. Knowing the profitability of your individual customers and products can be a key to increasing net revenues.
7. Reduce your selling costs. Examining your sales process is the first step to doing this.

Once this base is in place, the authors describe ways to increase customer satisfaction, build business through referrals, create a marketing plan and create a personal brand. Their laws of personal branding include rules on specialization, leadership, personality, distinctiveness, visibility, congruence and persistence. They explain that the time and energy anyone invests in building a powerful, personal brand will pay huge dividends because people will trust him or her and willingly accept his or her suggestions and recommendations.

While describing how to maximize an organization’s profits, the authors explain the importance of habitually examining the profitability of employees, customers, sales and marketing initiatives, products and markets, and show readers how they can develop the discipline to become an industry leader.

     


Turning Around the Troubled Company

Turning around floundering companies requires effective management at all levels of the organization. But how is this achieved? What must management do to be effective?

Jim Burkett knows something about making the right things happen. He has turned around twenty-eight underperforming and troubled companies, from Fortune 500 companies to smaller public and private companies, throughout the United States, Canada, and Europe.

Burkett has come up with a tool kit for turning around companies that includes:

  • Planning
  • Organizing
  • Measuring performance
  • Executing
  • Following-up
  • Real-time reporting
  • Problem solving

If you are facing the daunting task of helping to turn around your company, then you’ll want to join us for our Soundview Live webinar The Learned Disciplines of Management, coming up on July 29th. You’ll hear more about his tool kit along with practical examples of how turnarounds can happen.

Join us and invite your whole management team. And make sure to bring your questions to post for Jim to answer during the webinar.

     

New Summaries to Make an Impact

We all want to make an impact. Whether you’re trying to close a big sale, communicating a message to your clients, or leading your employees through effective decision-making, you are looking to make an impression. Soundview has three new Soundview Executive Book Summaries that help you make an impact in the workplace.

Now available for download:

the_innovative_sale

– by Mark Donnolo

The Innovative Sale by Mark Donnolo. Sales and creativity expert Mark Donnolo details six Innovative Sale principles –– pattern, variety, unity, contrast, movement and harmony –– that can be used to create better value propositions and assess your team’s Creative Quotient for Sales. This guide will help you incorporate creativity into your sales practices and better understand your customers.

 

 

brief

– by Joseph McCormack

Brief by Joseph McCormack. Senior marketing executive Joseph McCormack offers a step-by-step approach to getting to the point quickly and delivering every message with maximum impact. Brief describes how to use BRIEF maps, narratives and visual media to make your message more compelling. A master of brevity says less and gets more done –– learn how.

 

 

judgment_on_the_frontlines

by Chris DeRose and Noel Tichy

Judgment on the Front Line by Chris DeRose and Noel M. Tichy. Management experts Chris DeRose and Noel M. Tichy explain why frontline employees are so important and why it is crucial to involve them in decision making. Judgment on the Front Line provides a five-step process for building a frontline-focused organization and includes examples of frontline leadership in action.

     


How a Funny Name and Six Core Values Revolutionized Convenience

THE WAWA WAY

Win the Hearts of Your Customers

In August 2011, Philadelphia magazine described a burly, 300-pound, 24-year-old man named Jeremy Plauche, getting the logo of a convenience store called Wawa tattooed on his inner biceps. Plauche, according to the magazine, works night shifts for the rescue squad in Millville, NJ, but is originally from Louisiana. “I tried to explain to my friends there what Wawa was and what it means to people who live up here… and they kind of didn’t believe me,” Plauche tells the magazine. “Wawa is part of our culture. It’s part of our way of life.”

From the couples who marry at the Wawa where they met to the Facebook group People Who Miss Wawa How, consisting of former Wawa customers who have left the chain’s service area (Pennsylvania, New Jersey, Delaware, Maryland, Virginia and now Florida), Wawa is indeed a way of life for its fans. How does a regional convenience store elicit such devotion from its customers and even its employees (like those who kept a store on Long Beach Island open during much of Superstorm Sandy even though some had had their houses washed out to sea)? The history and principles of Wawa, as presented by former Wawa CEO Howard Stoeckel in a new book, The Wawa Way, can offer lessons for any business seeking to engender fanatic customer and employee loyalty.

Private and Shared Ownership

One key to Wawa’s success, according to Stoeckel, is its unique ownership structure. Nearly 40 percent of the company is owned by the Employee Stock Option Plan (ESOP), with the rest owned by Wood family members. The shared ownership with Wawa “associates” motivates all employees to make the stores a success, Stoeckel writes. Perhaps even more important, Wawa does not face the short-term pressures of a public company. “We’re not making decisions, as a lot of companies do, based on what Wall Street analysts or minority investors will think,” Stoeckel writes. “We’re making decisions based on the best long-term interests of the business.” One example are the concrete posts in front of every store to prevent customers parked in front of the store from accidentally plowing into the store (as happened a number of times). Deciding to put the posts in front of every single store “was hard to justify in terms of return on investment, but in terms of living our values and protecting people, it was the right thing to do.”

The Six Core Values

The true secret to Wawa’s success, however, is that it lives its six core values, Stoeckel writes. The ESOP and concrete barriers are just two examples of Wawa’s core value of “valuing people.” Stoeckel also recounts numerous stories of how associates “delight customers,” from bringing a Thanksgiving dinner to a wheelchair-bound customer who would be alone for the holiday, to lending a $200 coffee pot to a customer when the store ran out of coffee-to-go boxes (the customer cared for an invalid spouse and usually bought a coffee-to-go box every morning). The Wawa Way is also filled with examples of how the company follows its remaining four core values: “embrace change,” such as the decision to add fuel to its business model; “do things right,” “do the right thing,” and “have a passion for winning.”

Any company will have ups and downs, and Stoeckel is candid about some mistakes the company has made – including a poorly thought-out strategy for adding fuel to the mix in the 1980s and some questionable products. Wawa continues to excite the passion of its customers, however, because as it moves through different strategies and decisions, it continues to remain true to its core values and traditions. This is a manual on delighting customers.

     

What is a Responsible Entrepreneur?

“Responsible entrepreneurs are a special breed, seeking to transform industries and even society itself. They challenge and refine cultural assumptions, laws, regulations, and even the processes of governance. This requires them to do and think far beyond what is usually required of business leaders.” Carol Sanford

In Responsible Entrepreneur, Carol Sanford, one of the most trusted names in responsible business development, offers a blueprint for this new kind of business leadership, describing the means by which any entrepreneur can pursue a higher order of work.

Sanford maps this journey through four archetypes:

•The Realizing Entrepreneur:  Industry Game-Changer (Steve Jobs, Sarah Slaughter)

•The Reconnection Entrepreneur: Society Game-Changer (Richard Branson, Cheryl Contee & Kipp Baratoff)

•The Reciprocity Entrepreneur: Culture Game-Changer (Oprah Winfrey, Michiel Bakker & Annalie Killian)

•The Regenerative Entrepreneur: Governance Game-Changer (Larry Page, Jay Coen Gilbert & Shainoor Khoja)

We have invited Carol to our upcoming Soundview Live webinar, The Responsible Entrepreneur, to give you a better understanding of which archetype most aligns with your goals, so that you can learn how to grow your business into a powerful platform that can leverage change, and even change the foundations that create our most pressing problems and issues.

For entrepreneurs seeking to pursue world-changing results, or impact investors looking to align their capital with their values, The Responsible Entrepreneur provides the frameworks to build a business and to evaluate and direct investments to create the greatest benefit for all stakeholders. For anyone who wants to make a difference in the way businesses affect the world, The Responsible Entrepreneur lays out ways to make that aspiration focused and doable.

Join us on July 24th for our webinar with Carol Sanford, and bring your questions to post during the live event.

     



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