Book Description
How to Succeed in Commercial Real Estate is a comprehensive, practical book for those considering entering the field of commercial real estate, those just beginning in the business, as well as experienced brokers and sales managers who want to evaluate and strengthen their current strategies—especially those related to listings, negotiations, contracts, and sales.
The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas -retail, office, industrial, and investment—as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approach to selling, the author shows brokers that they don't have to sacrifice integrity and ethics to remain competitive and deal oriented. The book includes detailed coverage of
• Choosing a company and a specialty that's a good fit for you.
• Sales strategies and sales points specific to commercial real estate, including practical suggestions for countering other brokers.
• The importance of focusing on exclusive listings, how to find and get the best prospects, and the most effective strategies for marketing the property.
• Standard parts and points of negotiation for contracts and forms, including earnest money agreements, leases, options, listings, counter offers, and fee schedules.
• Rent and how it is calculated and quoted, including triple net, modified net, gross, and full service leases.
• Technical knowledge including agency, law, appraisal, taxation, zoning, surveys, environmental investigations, investment analysis, risk comparison, exchanges, financing, and property management.
•The pros and cons of going independent and how to decide if it's the right move for you.
Written in an engaging, straight-talk style, the author shares a wealth of other practical knowledge reaped from 30 years in the business.
Customer Reviews:
Great book for a primer on commercial real estate.......2007-09-01
Don't be mislead by the introduction to the author at the start of the book. The author appears to have been a professional student in his younger days, who had no idea what he wanted to do in life. He has two liberal art undergraduate degrees from two different colleges with a major in philosophy, then he started to work in his dad's commercial real estate firm. I thought oh boy! Do I really need to waste my time on this book?
The book is an excellent primer for those who might be interested in selling commercial real estate. It would even be a worthwhile read for most residential RE agents. It covers many areas which could transfer knowledge to residential agents. While I can see some of the reviewers would be disappointed because it includes many basics in real estate a person considering entering the field should know and gives them a feel for what it's like to work in the field. The author has a variety and good understanding of the entire field of commercial RE, as has had many management positions within the field. What more this isn't book written by someone who has never been in real estate. There are plenty of those books in the market place. Likewise this is not a book about how to get rich quick, which are plentiful in the market place.
Is the book general - yes! Is it informative - yes! Is it interesting reading - yes! If you're a pro in commercial real esate with over ten years experience it's not the book for you.
Informative.......2007-08-24
I would say the book was pretty informative and relatively insightful. It seems there are very few good books on commercial real estate brokerage - and I would recommend this one.
The book is a good broad brush of concepts...if you hunger for knowledge about commercial real estate, this is a good book.
Superb !!.......2007-03-02
As the title and description clearly indicates , this books teaches you the way to make it to the top in commercial real estate brokerage by someone who "has been there" in the ultra competitive (and many times cuthroat) world of commercial brokerage ; This type of education is a must if you expect to make it. As a mid level producer , i already started to use some of his advice and it has helped me to jump to the next level and if you want to make the best of it i recommend you read it twice.You will grow your career by leaps and bounds !!
Should be titled "How to Succeed in Commercial Real Estate BROKERAGE".......2007-02-12
I was disappointed with the book. I expected a book that would describe how to succeed in commercial real estate for someone wanting to buy and lease out commerical properties. This book hardly touched on the topics I wanted to learn about, such as what makes a property a good investment, how to do due diligence on a property when considering it for purchase, tips on finding a good investment and why it's so hard, pros and cons of development vs buying an existing building, etc. I would have appreciated if the front cover would have made the target audience clearer. Read the table of contents carefully before making the assumption I did!
Definitely worth the Read.......2007-01-26
This book maintains a no-nonsense strictly business approach to commercial real estate. The author has some *VERY* good points on countering your competitions sales pitches, and this alone is worth the read. Aside from the fact that the book has well developed chapters, clear concise writing, and few if any mistakes.
Amazon.com
For over a dozen years, Carnegie Mellon University instructor and corporate consultant Robert Kelley has studied the difference between superior workplace performers and their average peers. After determining that such stars are made, not born, he identified the game plan many use to secure better jobs, higher pay, and top career opportunities. How to Be a Star at Work: Nine Breakthrough Strategies You Need to Succeed describes these tactics--which he dubs initiative, networking, self-management, perspective, followership, leadership, teamwork, organizational savvy, and show-and-tell--and explains how to incorporate them into real-life work situations. --Howard Rothman
Book Description
"Do you know what it takes to be a star at work? Robert Kelley has the answer." --Fast Company
STARS ARE MADE, NOT BORN
Find out what separates stars from average performers
Learn how to be the top pick for the choice jobs
Use nine star-performer strategies to become a member of the select "ten-for-one" club, with ten times the productivity of the average worker
Find out how using the nine strategies enables you to out-perform people with supposedly better credentials
New in this edition: special insights for women and members of minority groups
Customer Reviews:
SO - SO .......2007-07-07
A few good suggestions and some interesting perspectives on what it takes to succeed in the workplace.
Re-Strategize for Glowing Success Potential At Work.......2006-06-21
OK, with all of the efforts of Human Resources these days to hire the right people, still about one out of every ten recruits run circles around the others. These recruits are solid gold. Were they born that way? Can they be made? Can they be recognized? The author attempts to answer this question from insights derived from a study conducted at Bell Labs. Everyone was interviewed and surveyed. The top producers were found by survey of both management and staff. The discoveries are very interesting. The statement is made that to become a star performer you don't need super IQ, great self-confidence, or silky smooth social skills. You just need to change your strategies. We have all seen people succeed without these characteristics - here's why.
All participants in the study were asked to rank nine work strategies in their order of importance. Now, here is the crux of the book... everyone thought that these items were important, but not only did they have them in reverse orders, they gave different meaning to the terms. So how do winners think and what order do they rank for importance in business strategy?
1. Initiative - going beyond the job - adding bold ideas - efforts to better it for everyone - tenacity - some personal risk - goes far beyond taking on projects for personal publicity
2. Networking - developing pathways to knowledge - sharing knowledge - establishing networks before they need them - goes far beyond just knowing people to get ahead for yourself
3. Self-Management - increase your value by increasing your skill - experiment with better habits - goes far beyond just mananging time
4. Perspective - seeing from a variety of views and opinions of the five Cs - the customer - the colleagues - the competitors - the company's - and creative views possibly involving other industires - this is far from just personally making your perspective thought well of
5. Followership - cooperating with a leader for goal achievement - can disagree with a leader by adding facts and seeking advice - this goes far beyond just doing as you are told
6. Leadership - using your influence to convince a group to accomplish - qualities of knowledge, caring, push-through - not just giving commands
7. Teamwork - taking joint ownership - everyone agreeing on a mission - it's not just doing your own job
8. Organizational Savvy - knowing how to navigate the organization to get things done - not just who to kiss up to
9. Show and Tell - persuading the right audience with the right message to deliver valuable information effectively - it is much more than showing off for personal gain
The author speaks of staying aligned with the critical path. That is the most direct value-added route that can be plotted from the work of an employee to a delighted customer to an improved bottome line.
Your heart must be large to understand this book and the meaning of the survey.
Five Stars Shining Brightly
It boils down to this- take initiative, network and broaden your perspective.......2006-02-16
Robert E. Kelley has outlined several strategies for turning yourself into a recognized asset for your company, improving your productivity and building a stellar career.
· Exercise your initiative. Go beyond your job description. Look for solutions to problems at work. Help out your co-workers.
· Develop effective work habits. Prioritize your job-related activities by how crucial they are to the overall goals of your organization. Review your productivity on a regular basis.
· Put together an expert network. It's not enough to become an expert at something, unless you are able to work with other experts to innovate and add value.
· Learn to see issues as others see them. Seek out learning experiences that will help you to see the big picture from the perspective of a customer, colleague, competitor, manager and from a creative point of view.
· Use teams to your best advantage. Check to see if the company supports teamwork. Is teamwork more often cooperative or competitive? Once you commit to a team, be proactive.
· Be the kind of follower leaders want. Don't follow as a sheep or a yes-man. Be dependable, competent, conscientious, and cooperative.
· Earn your status as a leader through expertise, people skills or an ability to create momentum.
· Learn the unwritten rules of the game. Know where to go, who to talk to, and what to do in order to get things done.
· Communicate effectively. Tailor your message to your audience.
Good Reference for 'Brainpowered' Workers.......2003-07-20
This is a good guide to success in the workplace for engineers and other 'brainpowered' workers. Dr. Kelly, professor at Carnegie-Mellon's business school, writes of nine 'breakthrough' strategies to move ahead of the pack, into the 'A player' ranks. While the somewhat cheesy title implies that this is a guide for lazy people (the 'C players') to sneak their way up the ladder, this is in reality a well-written and well-researched book that is strictly for highly-motivated workers that just need a little added 'edge'.
The tips Dr. Kelly provide seem to be common sense, but we all see hard-working 'B players' every day that neglect these at their own peril. (If it were as easy to spot one's own faults as it is to spot faults in others, this book wouldn't be necessary.)
It doesn't cover everything, of course, and the strategies aren't necessarily easy to implement, but it's a good starting point for someone truly motivated to improve their promotability. To that end, I'd personally recommend reading Stephen Covey's "The 7 Habits of Highly Effective People", Dale Carnegie's "How to Win Friends and Influence People", and this book.
Emotional intelligence in the work place........2003-05-30
This is an excellent book. The nine strategies make perfect sense. They are innovative, and will work for you. This is how to apply all your intelligences within the workplace and not just your IQ. You will recognize the ones who apply these strategies. They are the ones who may not have MBAs from Harvard, but yet are well liked and respected and go up the corporate ladder seemingly effortlessly.
The author strategies are also quite original. He stresses how strong "followership" is just as important if not more as "leadership." This is a really important point that is rarely mentioned in management seminars.
If you are a Harvard MBA, good for you. Nevertheless, this book will be invaluable to your success as it will give you the strategies and people skills you may need to truly leverage the superior business education you got.
Book Description
In an era of mixed media messages, in which brands are extended to the breaking point and complex marketing theories compete for attention, it is more difficult than ever to create effective brands. Allen Adamson offers a refreshingly simple solution: Bring back the basics of good branding and ensure success. Build a brand on a good idea that you test. Make sure the design and message of your brand fits the brand's true meaning, and stay away from unnecessary and complicated strategies. Drawing on his years of experience working with some of the world's top brands, from GE to IBM, Adamson shows how to communicate with customers and make your brand resonate. He also gives a behind-the-scenes look at his work with traditional names like Maxwell House as well as newcomers like JetBlue and iPod, explaining what they do right--and wrong.
Customer Reviews:
Loved the book.......2007-08-25
Adamson writes in a down to earth fashion about branding. I loved the examples that were given. This is a must read for the marketing strategist. This should be used in the classroom at B-schools around the country.
Hmmm not that good........2007-05-16
I sincerely expected more about this book since it provides perspective of the agency to client's work. Is informative but not very inspiring.
Simply Said........BrandSimple should be required reading. .......2007-02-19
Having spun my storytelling skills from broadcasting and print to the corporate world, I often questioned whether I was looking at things through the same lens as those that had spent their entire careers in marketing. I'd seen the 300 page briefs on my client's desks and wondered whether there was something they knew that I didn't - why it all appeared to be so complicated.
I picked up BrandSimple questioning whether I was on the right track and put it down, with complete confidence that "Simple" is better. Allen Adamson lifts the curtain and reveals the wizardry behind some of the world's best branding campaigns and proves that what we do isn't magic, it's simply a matter of listening to our client's stories - finding the right words to tell them - and then making sure the client makes good on their promise.
I plan on giving Allen's book to every client that wonders why I ask so many questions before developing a creative campaign, so they'll understand that those 6 words that make up a tagline are more than just a phrase........but their story.
BrandSimple should be required reading for anyone that's interested in a career in branding. At the very least, universities should consider attaching it to every diploma they hand out to advertising and marketing graduates. It's a gift that will absolutely launch their students in the right direction.
Lori Weiss
Creative Strategist / Corporate Storyteller
Constant Reminder - Simple Wins.......2007-02-05
Allen's message and supporting stories are dead-on right, keep it simple stupid. Too many brand owners, brand managers and business managers seem to believe that branding is a complicated. This could not be farther from the truth and this book makes the case that focus and sticking to the basics will win every time. BrandSimple is one of those books which anyone who has any brand interaction should read every year as a reminder that the basics win.
This is THE brand book to read.......2007-02-03
I've just finished reading BrandSimple and thoroughly enjoyed it. The book is engaging, well structured, devoid of hyperbole and one can't argue with the Allen Adamson's reasoning. If you have to choose one book on brand this is the best one I've read.
Book Description
What Sticks
is the one book that explains exactly how marketing and advertising works today! Based on new insights from analysis of over $1 billion worth of advertising.
Decades ago it was okay to believe, as retail magnate John Wanamaker did, that “Half the money I spend on advertising is wasted; the trouble is, I don’t know which half.” However, today the stakes are much higher. Marketing thought leaders Rex Briggs and Greg Stuart estimate that $112 billion in advertising spending in the U.S. alone is wasted, cutting deeply into company profits.
What Sticks uncovers bold new insights from the largest-ever global marketing research project among 30 Fortune 200 companies, including: Procter & Gamble, Johnson & Johnson, Kraft, McDonalds, Unilever, Ford and others. This is a comprehensive and solutions-oriented book that outlines how any marketer, at any level, can guarantee their advertising succeeds.
Marketers cannot ignore the findings or the solutions revealed in What Sticks, such as:
* Why 47% of the advertising campaigns studied didn’t work and what you can do to guarantee yours does
* How to spend the same advertising budget, but get better results
* How to get your CFO and CEO to eagerly increase your marketing & advertising budget
* How to forecast next year’s advertising budget (Hint: It’s not by using last year’s spending!)
* How to immediately fix your advertising by applying these principles and real nuggets of wisdom
Revitalize your advertising and join the new marketing revolution at www.whatsticks.NET
Customer Reviews:
Still Worth It.......2007-05-14
Although helpful, this book broke its promise. It preached of advertising accountability and offered fancy formulas to measure failure and success. But as far as offering realistic ways to initially track such numbers, it skirted the issue almost entirely. Nevertheless, it's witty, provocative and educational. Of anyone, this book is best for readers who actively hire ad agencies.
Marketing is not just Advertising!.......2007-03-16
I bought the book after reading the foreword by Steven D. Levitt, author of Freakonomics. His remarks gave me full assurance that I would gain uncommon insights into marketing that were backed by hard data.
Levitt's remarks that convinced me were "Marketing is messy, but not impossible...It is messy because there are lots of variables such as competitive spending, unobserved fluctuations in demand, and a complex array of intersecting media...big electronics firms advertise more before Christmas. Are their sales high because they advertise more, or do they advertise more because their sales are high? It is hard to know for sure...This book is going to rile a lot of feathers. It may get messy -- just the way I like it."
After reading sections of the book, I am very fascinated at the Freakonomics analytics used to examine the mix of marketing, advertising and ROI.
Save Your Money.......2007-02-09
Great title. Great cover design. Anaemic content.
"What Sticks" falls short by not providing detailed examples of how the algorithm for determining success actually works. Namedropping is brought to a new level as "Fortune 500" company names fall from the sky.
Dig out your umbrella and a shovel because that is what you will need to read this book.
Send your money to the Red Cross or some other worthy cause, but do not waste it on this paltry book.
The Best Advertising Book Since Ogilvy on Advertising.......2007-01-13
Whether you are a seasoned marketing veteran or a young person aspiring to a marketing career, you must buy this book.
My credentials: I am a 15 year veteran of the advertising agency of the business (starting at Ogilvy & Mather), then the lead marketing analyst at Forrester Research for 8 years. I've known Rex and Greg for years, and have admired the innovation and leadership they have brought to the industry. I'm now CMO of a social media analysis firm.
They have accomplished something extremely rare with this book: created something that a beginner should read to learn the immutable basics of advertising, but that a veteran like me also needs to read in order to learn new techniques and insights enabled by new technologies. The result is a book that avoids the hysteria currently gripping the marketing world that the old mass marketing model is dead. the consumer is totally in control, while providing a clear roadmap, strategies, and tools to evolve marketing based on intelligent experimentation, hard facts about what works, and, perhaps most importantly, how to guide this evolution within a framework that doesn't completely disrupt the typical company's marketing culture.
Key to these are the concepts of ROMO (Return on marketing objective), COP (Communications Optimization Planning) and 70-20-10 (the formula to allocate the marketing budget to deliver on key business objectives while also testing and learning). [...].
Talk about a "lite" read - this is rediculous.......2007-01-10
Another biz book that has no more content that a magazine article. Complete rip off. The authors should be ashamed....
Book Description
This easy-to-read guidebook shows readers how to motivate, manage and empower others to meet their business or personal goals. Whether you're a layman or a professional coach, this book will help you help others succeed. Essential reading for: CEOs making changes; managers motivating teams; Human Resources professionals; corporate trainers and coaches; entrepreneurs starting out; Consultants working with clients; parents of difficult teenagers; and anyone responsible for the success of others.
Customer Reviews:
A MUST-READ for All Who Desire Successful Results.......2007-05-11
Coaches, Leaders, Parents, Teens, Educators, Employers, Employees, Anyone with a Pulse:
If you genuinely care about your success or the success of another...If you or someone you love desires better...You can save yourself the frustration of trying to figure out which book will deliver results.
Chapter Six is my favorite. By itself, it stands above the crowd and shows the way to achievement by teaching how-to:
+ Improve Knowledge
+ Sharpen Skills
+ Build Confidence
+ Motivate - Others & Yourself
+ Discover why most people don't take the action they need to succeed.
+ Who wouldn't want to know this?
Though the utility of some of the charts are not immediately obvious, they quickly become useful tools because the authors present solid substance and real-world examples over fluff and fiction.
This book is easy to read and the proven methods are easy to implement.
For yourself or someone you love, I highly recommend is as an opportunity to grow into the life you desire. You can make a difference. Will you?
There are better books around on coaching.......2007-04-06
If you think on starting to coach co-workers, family, friends, team, thumb around and look for another book. The authors start mentioning you can read the book from cover to cover (what I did). I would recommend reading it upside down.
Writing is not clear enough, and, unless you are an experienced and enthusiastic coach, nothing will make sense for you.
On their defense I have to say the version I read was translated into Portuguese and some of the essence may have been lost in the process.
Solid guide for coaching.......2007-01-16
If you want to know what coaching is all about, this is a great place to start. I've read other coaching books which were long on theory and short on practicality. This book stays useful and reasonably easy to read throughout. There were legitimate takeaways and I have a couple of the exercises book marked. The end gets a little off subject, but anytime a book provides legitimate takeaway value, it's worth a shot.
The Definitive book on Coaching.......2005-11-08
There are a lot of good books about coaching but this is the only MUST READ.
Germaine and Jed use their extensive experience to teach the reader how to be an effective coach. Their examples are relative and real and will get you the information you need with the least amount of reading.
This book is elegant in its efficiency and brevity.
You can read other books on coaching but in my experience you can not learn more.
Germaine and Jed, my sincere thanks for a great book.
Excellent Book Re: Coaching.......2005-09-08
I have been cosidering pursuing a career as a "life coach" for some time now. In an effort to ensure that this is the correct path for me, I decided to purchase this book to enhance my knowledge of what coaching is all about - hoping that it would give me an "eagles-eye" view of what to expect, and the tools I may be using.
After reading "Coach Anyone...", I can honestly say that I have obtained a much better idea of the role of the life coach. On top of this, it provided me with many different ideas, models & methods to consider using in my own practice, as well as ways to counter the pitfalls that may occur. Ideas on how to build a coaching business is also included.
Overall, I would highly recommend this book to both the novice and professional alike. Whether you've already started your coaching career, or are just wondering what coaching is all about, this book will provide invaluable insights to help you along the way.
Customer Reviews:
So, True.......2006-10-26
In the last couple of years several books have been published focusing on the huge, largely untapped, and unfocused upon, regional/local markets of people in LDC nations. Focusing on the needs, preferences, and wants of the people in these markets pave the way for mutual benefits and stronger symbiotic relationships. Authors Vijay Mahajan and Kimini Banga continue this relevant discourse with "The 86 Percent Solution." Their focus on the 'local and regional' instead of a national market is important for knowledge and understanding. Instead of focusing on national borders, businesspeople are focusing on Shanghai, Mumbai, town X, or city Y, or region Z. Not the "Indian Market, Chinese Market," or "Russian market." The crux likes back to this fact: eighty-six percent of the people on planet Earth earn less than $10,000 USD per year.
Many points in this book are common sense. If you're doing business in an area, then of course you have to learn about local area, and a neighborhood's conditions, wants, and needs. There is focus on marketing here, which seems to mean: dump products down people's throats and profit from it at the same time. (I understand the necessity for mutual benefits.) But at times this book sounds like "How to do business in LDC regions for dummies." To be fair, the information in this book is needed by many that come to foreign countries with very little insight into "how things really work" at the local and cultural level. This includes not only market needs, but how to behave, be culturally sensitive, and understand local, cultural etiquette. I frequently witness first-hand MBA grads and experienced western business people come to a foreign country with immense business, product knowledge, and marketing expertise. And they fall flat on their faces because they didn't have the proper information, training, and exposure to culturally deal with the local people. Oft-times these people didn't consider this knowledge or awareness to be important.
With globalization and increasing WTO-country membership, this book and others will be increasingly important to those doing business overseas and having business relationships with customers, employees, fellow managers, and even strangers. Cultural awareness is often equally just as important as "business knowledge." Sometimes, it's more important.
A note by the authors on English as the International Language:
The authors claim that English may not be the International Business Language in the future. This assertion is completely false and without merit. The authors state that "If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent."
Yes, business people need to learn foreign languages. True, it's important for foreigners to study and attempt to learn the local language of a region if they are going to do business and/or live somewhere for a period of time. It leads to more cultural understanding and less instances of mis-communication. But the demand for English is skyrocketing in China and many other countries of the world. The demand for learning other non-English languages will increase - but the demand to learn and use English will not decrease. It will continue to grow, and much faster than other languages.
The contention that students and future business people from all over the world will learn Mandarin, Arabic, and Hindi because the *number* of people who speak these languages is greater, is oversimplified and unrealistic.
Just ask the Chinese: "Do you want foreigners to learn Mandarin?" Or, is it better for Chinese people to learn English?
The Chinese want to learn English. They also benefit tremendously from foreigners *not* learning Chinese. Ask a Vietnamese, Russian, Korean, Japanese, American, or German if they want to spend over 7+ years studying intensive Mandarin?
Chinese and Arabic speakers who learn English can communicate and do business all over the world in all continents. Mandarin speakers can do business only in certain parts of China. Big difference.
Non-native English speakers currently outnumber native English speaker by 4 to 1, and this gap is increasing.
Kudos to Mahajan and Banga for this book and their work in this field, which is finally getting more attention. Attention that is just, and far over due.
A related point:
The recent Nobel Prize awarded to Mohammed Yunus and his Grameen Bank for his micro-loans provided directly to poor people living in rural areas who are otherwise considered "not bankable." Most banks focus on large public projects and require collateral and credit. These large projects often involve corruption and embezzlement. The percentage of borrowers who repay their loans under Yunus's micro-lending program is very high. It works.
This is an informative and helpful book.
Tactical/Neighborhood Implementation for Ethical Profit from the Poor.......2006-03-16
This book is best appreciated if you have first read C.K. Prahalad's "The Fortune at the Bottom of the Pyramid," William Grieder's "The Soul of Capitalism," and Stuart Hart's "Capitalism at the Crossroads." It is a tactical or foreign neighborhood (both in the Third World and in the immigrant sections of the First World) implementation manual for profiting from sales to the poor.
It makes many obvious points as well as many not so obvious points, and I will not list them here. This is a book that requires patience and careful reading. The author has brought forward a great deal of detail in a very easy to read way.
I will end with thought that the Wharton School's publishing arm has really catalyzed for me with these varied book. The five billion at the bottom of the pyramid are the last remaining super-power on this planet. The good news is that we can profit from enriching them. The bad news is that we still have morons in power that think we can keep them down by using guns. Newsflash: there are not enough guns on the planet to keep the five billion and their off-spring from over-running us. Capitalism, and the rapid nurturing of indigenous self-sustaining wealth that includes the rapid education of women (which leads to saner men, less disease, limited growth) is our only salvation.
This book is one of a handful that could be said to be truly revolutionary in terms of transforming the planet from one beset by poverty, to one inspired by entrepreneurship at the neighborhood level.
Very unique look into the biggest market for years to come........2006-01-17
The 86 Percent Solution : How to Succeed in the Biggest Market Opportunity of the Next 50 Years (Hardcover)
by Vijay Mahajan, Kamini Banga
ISBN: 0131489070
The authors provide a very unique look into the biggest market for years to come.
The book The 86 Percent Solution provides rich insights into the emerging markets where per capita incomes of individuals is as low as $300 but still provide tremendous scope for growth.
Developing markets offer the greatest potential for gains unheard of in the developed markets. To venture into these markets companies will have to (un)learn all that worked elsewhere. The things that worked in developed economies and the basic presumptions made will not work in most developing nations of today. The concept of consumer is king is a myth in these places, where in fact a consumer is a person with limited purchasing power, bargaining power and storage capacity.
What works for marketing Fast Moving Consumer Goods won't work for Consumer Durables or for Services. Even though developing markets seem risky as there is little or no credit risk monitoring at the dealer level besides the usual problems of lack of infrastructure there will always be a first mover advantage for companies willing to invest in infrastructure.
Products like water filtration systems for individual homes will find a ready market where potable drinking water is unheard of. In the rural markets even with the sweltering heat it is difficult to sell an air conditioner where uninterrupted power supply is neither available nor expected.
To sell in these markets region specific plans rather then country specific ones will need to be formulated and implemented, due to the fragmented nature of the markets having their own special needs.
Through various example the authors explain all that works and doesn't work and why.
This book is a must read for all those who wish to tap this market and also all those who always wondered why all their wining strategies which worked so well for them for so many years everywhere else, just don't work in these markets.
The coauthor Vijay Mahajan is a former dean of the Indian School of Business and holds the John P. Harbin Centennial Chair in Business at McCombs School of Business, University of Texas at Austin.
The coauthor Kamini Banga is an independent marketing consultant and managing director of Dimensions Consultancy Pvt. Ltd.
Expert Guidance to Almost Unlimited Opportunities.......2006-01-05
With regard to the meaning and significance of the title, Mahajan and Banga explain that 86% of the world has a per capita gross national product (GNP) of less than $10,000 per year. So what? Not only do those markets represent the future of global commerce; "they also present rich opportunities for companies that have the imagination and creativity to envision [consumers within those markets]. But you won't recognize these opportunities through the lens of the developed world. You won't reach these consumers through the market strategies that work in the 14 percent markets. Developing markets have no smooth superhighways, no established consumer markets, no distribution networks, and, in many cases, no electricity. Developing markets are younger, behind in technology (but rapidly catching up), and inexperienced as consumers. These markets are very different. Yet with creative solutions tailored to their distinctive characteristics, ...you can realize the rich opportunities of these 86 percent markets."
Mahajan and Banga have carefully organized their material within eleven chapters which range from a rigorous analysis of "the lands of opportunity" to a "Conclusion" in which they explain why the markets in underdeveloping countries "not to be missed." More specifically, they discuss what they describe as a "complex tapestry" of convergent civilizations in which there really do seem to be almost unlimited opportunities to increase both the standard of living and quality of life for hundreds of millions of consumers. The challenge for those companies which attempt to market various goods and services in those markets is to understand their unique characteristics. To me, it seems at east as important to understand what they are not as it is to understand what they are...or can (and will) become.
Here are two brief excerpts and then a checklist which, I hope, indicate the scope and depth of Mahajan and Banga's analysis.
"There is no Chinese market. There is a market in Shanghai, or in a neighborhood in Shanghai. There is no Indian market. There is a market in Mumbai or Chennai, or in their local neighborhoods. Developing countries are a collection of fragmented local markets in a country that is gathered loosely under a single flag." (Page 77)
"Think English is the language to know for business? Maybe not for long. Consider that Mandarin Chinese has the largest number of speakers in the world -- a billion, including second-language speakers. This is followed by English, with about half as many speakers, and then Spanish, Hindi, Arabic, Bengali, and Russian. If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent." (page 83)
Which strategies will be most effective when "taking the market to the people"? Mahajan and Banga suggest seven:
1. Position for the paanwalla (i.e. small shop)
2. Create multiple levels of distribution (e.g. Hindustan Lever's "Project Shakti" based a direct-to-home model involving self-help groups, each comprised of 10-15 underprivileged women)
3. Use distribution bubbles (i.e. carnivals, market days, and vans which come and go) to find customers where they are
4. Take the bank out of the branch (e.g. Citibank's use of vans and a network of 9,000 direct-selling agents, called "Citi Friends," who visit homes)
5. Develop on-the-ground insights (i.e. understand and adapt to local aND even neighborhood regulations and conditions)
6. Create distribution systems from scratch (e.g. a new distribution system, based on grassroots networks, which built a supply chain for a camel's milk dairy in Mauritania)
7. Use existing networks creatively (e.g. the "dabbawala system" in Mumbai, India, probably the world's most efficient lunch delivery system which collects 175,000 home-cooked meals from workers' homes and delivers them to their offices)
Thoughtfully, Mahajan and Banga provide a section at the end of each of the first ten chapters, "The 86 Percent Solution," which summarizes key points and facilitates subsequent review of them. Before concluding their brilliant book, Mahajan and Banga share these thoughts when explaining why numbers are on the side of the developing world: Population Equals Profits. "The transformation is just beginning. There will be hiccups along the way and further surprises over the next two decades as the next `Chinas' and `Indias' emerge. The only certainty is the the 86 percent markets are here to stay. These markets are young and growing. Even though they won't become developed tomorrow,,, they are the future. And the companies that can develop the right solutions to meet their needs will find a rich source of growth."
Who will derive the greatest benefit from Mahajan and Banga's book? In my opinion, they are decision makers in two different categories of companies: Those which now market or are about to market in underdeveloping countries, and, other companies which now do business with -- or plan to do business with -- those in the first category. I also think this book will be of substantial interest and value to public officials who are now actively involved with helping to support global commerce.
Congratulations to Mahajan and Banga on a brilliant achievement!
The markets are there, but the rules are vastly different..........2005-12-16
Business is obviously always on the lookout for growth opportunities. In the book The 86% Solution - How To Succeed In the Biggest Market Opportunity of the 21st Century by Vijay Mahajan and Kamini Banga, the argument is made (and quite effectively) that the largest new markets are in the developing countries... 86% of the world. However, the rules are significantly different in those markets...
Contents: The Lands of Opportunity; Don't Build a Car When You Need a Bullock Cart; Aim for the Ricochet Economy; Connect Brands to the Market; Think Young; Grow Big by Thinking Small; Bring Your Own Infrastructure; Look for the Leapfrog; Take the Market to the People; Develop with the Market; An Opportunity Not to Be Missed; Index
Many companies that have tried to move into these developing countries did so by following the same rules that worked in the richest 14% of the world. They more often than not failed miserably. The economies are different, the purchasing power is different, and the market plays by different rules based on culture. The authors do an excellent job in showing how a different approach to these markets are necessary in order to succeed. For instance, in "Grow Big by Thinking Small", they explain that developing country consumers are using to buying what they need when they need it, and only the amount they immediately need. They often don't have either the space to store bulk quantities nor the extra income to stockpile. Trying to sell laundry detergent for 100 loads will fail. Selling enough soap for one load for a few pennies will work. The margins are thin, but the volume is huge. Your company needs to figure out how to make it all work. In "Take the Market to the People", you'll learn that the concept of going to the nearest Wal-Mart is completely unknown. Your "store" may be a stall at a weekly market bazaar or a person cycling your wares from village to village. You better understand that and package/price accordingly. And what do you do when you're marketing electrical items in a country where power is normally unavailable for hours each day? That's your new reality...
For any business or entrepreneur looking to tap into the vastly underserved global markets, this book is required reading. Even if you're just moderately interested in business and markets, the information here is fascinating. What we consider normal, really isn't...
Book Description
Shelves full of business books have told women that the only way to win at work is to be like a guy. The truth is that science shows that the brains of men and women work differently. Here are proven techniques to maximize the intrinsic and instinctive strengths of women for the workplace.Despite steady advancement, part of the reason for women's continuing struggle for success is a very personal challenge: They feel uncomfortable doing anything that feels like self-promotion.That's why Ronna Lichtenberg, corporate veteran turned highly sought-after management consultant, built a program for women that works with their unique advantages.Starting with recent developments in brain sex research and moving through social stereotypes, Lichtenberg takes a fresh look at how women relate to work and shows them how to use their gifts to get what they want. The book includes easy-to-use tools, tips on managing communication styles, and exercises that have been honed in Lichtenberg's many workshops.Whether giving women pragmatic advice on what to do about that infuriating boss, how to know how much money they should be making (and how to get it), or how to follow up without feeling like a beggar or a stalker, Lichtenberg is real, and really funny at the same time. Her advice ushers in a new world of possibilities for women who are ready for a success that feels right.
Customer Reviews:
Learning to promote, or "pitch", ME Inc. on and off the job.......2005-04-16
I found this book to be easy-to-read, informative, and interesting.
The author tells you the what, the why, and the how of specific elements of "pitching" and she includes colorful examples to make her point.
She clearly breaks down the process of "pitching" into key elements and describes how to maximize the effectiveness of each element while including the major concerns of the other party.
(If anyone has seen the movie "Working Girl" with Melanie Griffith and Sigourney Weaver, you know how much work Melanie puts into her "pitch" and about the conflict between the "pink" woman, Melanie, and the "blue" woman, Sigourney.
This book describes certain elements of that movie to a T!)
The book hit the nail on the head when it said that as a woman you could jeopardize your chances of success if you are too feminine or too masculine. (This is not immediately obvious in most professions, and I have found that this is quite a fine line to walk in and out of the workplace.) Adjusting your style to suit the comfort level of your audience and being able to attend to the verbal and nonverbal behaviors of your audience are also discussed in this book.
Anyone that has tried not to pitch like a girl, female or male, has learned that what may seem like a simple natural motion into a complicated series of motions of from a specific grip on the ball, flex the wrist, position the arm, rotating the shoulder, twisting at the waist, leaning back, and moving my weight to the front foot for the throw.
What women might think is an innate ability to throw a baseball, or "pitch", is a very specific sequence of motions carefully learned over and made to look effortless through practice and refinement.
Thank goodness that someone could break down the motions of promoting the best of my skills and qualities to another person, for explaining how we are "pitching" all the time in our lives and the importance being able to do it effectively, and for explaining how "blue" people, "pink" people, and people with "stripes" are different.
This book helped me assess my audience more accurately, make adjustments to my "pitch" to increase my effectiveness, and decrease my level of stress while "pitching"!
weLEAD Book Review from the Editor of leadingtoday.org.......2005-03-27
Pitch Like a Girl is a book that at first glance gives the impression of simply being a primer for females in the modern workplace. As a male reader, my initial reaction was there wouldn't be much in it for me. I was wrong! The author has done an excellent job of revealing the clear and significant differences between men and woman in the workplace. Modern culture perpetuates a silly myth that men and woman are equal in every way... they just have a few parts different in anatomical design. The plain truth as Ronnie Lichtenberg explains is that we are "wired differently". This does not make one sex better or superior than another. We are unique by design and react differently in various situations. Men and woman also approach problems and challenges from different perspectives. This is as it should be, and trying to be something you are not, or conforming to others' expectations only leads to frustration.
Pitch Like a Girl is a refreshing book because the author believes women in the workplace don't have to change who and what they really are to succeed. She believes the real secret to success is to tap "more fully and consciously into the woman you already are". Litchenberg proposes that the key to fulfillment is to bring more of yourself to work, and to receive more back from it. To promote this she encourages the reader to discover their own "pitch". The "pitch" may be different for each individual, but as a powerful tool it will help you to exercise your natural skills of persuasion to influence others toward your point of view. This is accomplished by developing the skill set most women have acquired by nurturing and building personal relationships.
I enjoyed reading Pitch Like a Girl and it reminded me of the many barriers that still exist in the workplace for women. It also highlights the problems created when talented females feel forced to think and react just like their male counterparts. This fine publication is a pleasure to read and many parts are Lichtenberg's own autobiography which helps explain her philosophy and passion. The book is broken down into five chapters and each is seasoned with checklists, sidebars and thought-provoking questions. Pitch Like a Girl also includes some self-analysis testing and even has one appendix for guys to read.
Overcoming cultural expectations can be difficult. But, to be successful and fulfilled at the same time means being who and what you are intended to be on the inside and outside. This book will appeal to both female and male readers because it teaches us to respect each other for our mutual differences. When you understand and appreciate these differences, and view them as genuine strengths, you know that what the French mean when they say, "viva la difference".
A slap to the forehead!.......2005-03-04
Ronna Lichtenberg's Pitch Like a Girl reached the top of my reading stack just in time! I was literally in the midst of sending out promotional packets for my new business when I realized I needed to hold the mail until I finished her book. Ronna's practical advice was like a slap to the forehead - of course I should frame it that way, of course that's what potential clients will need to hear! Even my therapist agreed with Ronna's idea of selling my business as Me, Inc. instead of "just" . . . me. This is a great tool for women who struggle to sell themselves. Gini Hamilton, Communications Consultant.
A book for both genders........2005-01-31
Pitch Like A Girl is a book for both genders. Although this book is addressed to women, if you are a man, you'll find most of it applies to you, too. Because, as Lichtenberg amply illustrates, there may be fixed tendencies arising from "hard-wiring" in the different male and female brains and hormonal systems, but tendencies are subject to manipulation by socialization, by learning and by choice. So, we all end up with both blue (traditionally male) and pink (traditionally female) characteristics.
Ronna Lichtenberg provides her readers with three exceptional tools to improve communication and transactions across the styles that divide us:
1) She simplifies relevant scientific literature on the roles played by physical, psychological and sociological gender differences and makes it easy to understand and interesting to read.
2) She provides handy set of color-coded categories for how those differences work. That set is very useful for accurately interpreting other people's words, behaviors, expectations and intentions.
3) She gives exact, specific instructions on how to use your new understanding to get ahead in business -- and get what you want elsewhere.
In Pitch Like A Girl, you will learn to how to recognize and value both blue and pink characteristics (and your own particular blend) and use your tendencies for your highest benefit. You'll appreciate that the so-called "gender gap" in communicating is really a "pink" and "blue" gap that occurs within genders as well. So you'll be better able to talk to, negotiate with and make presentations to anyone by identifying his or her overall tendencies. In that, this excellent book adds substantially to the literature on male-style and female-style communication (such as Deborah Tannen's books You Just Don't Understand and That's Not What I Meant).
Of course, the book is about more than communications. The author's expression of the need for assertiveness and self-promotion in what she calls the "Me, Inc." approach is of interest to both "pinks" and "blues". As the saying goes, if I had a nickel for every time I explained the concept to both male and female clients, well...I'd have a whole lot of nickels. Let me just say, if you only get this one concept out of this and apply it, you'll be much more effective as an employee, an entrepreneur, a boss or whatever else you are. It is golden.
For women in particular, though, Lichtenberg addresses in depth issues all women face, pink, blue or evenly-striped. Issues that men are unlikely to face for many physical and cultural reasons. Best of all, she doesn't just help you understand them, she has ideas for exactly what to do about them. Men can just skip on to the generically useful parts.
Great insights for professional and personal success.......2005-01-19
I picked up a copy of this book after reading a glowing review in USA Today, and am really grateful I read the paper that day. Pitch Like a Woman is filled with smart, funny, practical insights into the best ways to reach your professional goals--and your personal ones as well. Author Ronna Lichtenberg's discussion of the different ways that men's and women's brains are wired and the pragmatic implications of those findings for how we conduct ourselves in the workplace is fascinating, not to mention incredibly useful. So are her specific tips for understanding your true goals, framing a pitch so that the recipient really hears and is receptive to your message and going after what you want in a way that is effective without being off-putting to others or somehow untrue to who you really are. I'd highly recommend this book--for working women, certainly, but there are plenty of wonderful insights here for men as well.
Book Description
He guided LSU to its first football championship in forty-five years. He turned down countless offers from professional teams to stay with the job he loves. Now Nick Saban reveals the secrets that will help you lead and succeed at work and in life.
Excellence doesn’t happen overnight. It comes from hard work, consistency, the drive to be the best, and a passion for what you do. Few understand this better than Nick Saban, the hottest college football coach in the game. Now, in How Good Do You Want to Be?, Saban shares his winning philosophy for creating and inspiring success.
In more than three decades as a player and coach, Saban has learned much about life and leadership, both on the field and off. Working alongside some of the game’s legends, including Super Bowl winner Bill Belichick and coaching legend Jerry Glanville, he saw firsthand how great leaders encourage greatness in others. In this candid, insightful guide, he shares such acquired wisdom as
•
Organization, Organization, Organization
Create an environment where everybody knows his or her responsibilities–and each is responsible to the entire group.
•
Motivate to Dominate
Understand the psychology of teams and individuals, and use that knowledge to breed success.
•
No Other Way than Right
Practice ethics and values–and demand the same from your team.
•
Look in the Mirror
Maintain an understanding of who you are by knowing your strengths and your weaknesses.
How Good Do You Want to Be? is more than the story of how Nick Saban motivates his staff and players to excel–it is also the memoir of one of America’s most successful coaches. Filled with instructive anecdotes and illuminated by never-before-told stories of his life and career, this is a book that challenges and inspires us all to be our best.
From the Hardcover edition.
Customer Reviews:
Decent ideas - Not bad for a first effort.......2007-09-25
This is a good read for students of leadership, with plenty of good ideas that readers can adopt. While most of the components of his philosophy are fundamental (hard work, integrity, communication skills, balance, etc.), there are actually some original ideas that run counter to those pitched in typical success/leadership books. This is where I believe the value lies. Examples include focusing on the process - not the goals, setting a start time but not an end time, and playing to dominate (no matter what the score).
Like him or not, Saban has a unique system that works (assuming he stays around long enough to implement it). This book is worth a read...
Messenger vs. The Message.......2007-09-06
I bought and read this book before Nick Saban left LSU. Regardless of what you think of Nick's subsequent career moves, the lessons presented in the book are solid, relevant and a good read for anyone middle school and upwards.
Since the jacket cover has been changed to reflect Nick's new team, I just wonder if the paperback edition has all references to LSU edited out???
This is one you've got to read.......2007-05-07
This is one of the best I've read this year. The message applies not only to football, but to everyday living. I bought a copy for myself and my teenage sons.
Saban is a liar.......2007-02-14
I would not read or listen to anything this douche writes ever again. As talented as he is, he is not to be trusted and the"cat is out of the bag" with his players and assistants now. Watch his demise unfold at Alabamma. His next book will be "How I slit my wrists with a paper cut."
CHARACTER, LOYALTY, COMMITMENT???.......2007-02-14
$aban uses the words Character, Loyalty & Commitment throughout this book...Obviously this is a clear case of, "Do as I say, NOT as I Do". Mr. Webster define's Hypocrite as, "one who pretends to be pious, virtuous, etc. without really being so"...How many time will they change the color of his shirt on this book's cover?
Book Description
Seize the opportunity and watch the money roll in
Don't be paralyzed by fear of making mistakes and losing money. Buying a rental house should be one of the safest investments you make, and you already have the skills you need to succeed. You just need to learn how to use them.
In How to Succeed and Make Money with Your First Rental House, Douglas Keipper tells the true story of how he overcame his fear of real estate investing and made money on his first rental house. Keipper uses his experience as an example as he walks you step by step through the entire process of buying, renovating, renting, and managing a rental house. And you'll learn from his mistakes, not your own! Find out how easy it is to supplement your income with the most popular investment vehicle in the country. Let Keipper show you how to:
- Prequalify for low-cost loans
- Connect with the right loan broker, realtor, and subcontractors
- Find the right house at the right price and make a great deal
- Save money on renovations that produce higher rents
- Find and qualify top-quality tenants
- Protect your investment with the right lease and always get paid on time
Download Description
Firsthand advice on overcoming fear of failure and getting started in real estate investing
In How to Make Money and Succeed with Your First Rental House, Douglas Keipper tells the true story of how he overcame his fear of real estate investing and made money on his first rental house. He provides a formula for renovating and renting houses while taking advantage of the new tax law and shows novices how to avoid the common mistakes. With this book, anyone can learn to supplement their income and get into the most popular investment vehicle in the country.
Douglas A. Keipper (Duluth, CA) is an Atlanta-based financial advisor, who began investing in real estate when the slumping stock market threatened his family's financial security.
Sean Lyden (Cartersville, GA) is a nationally recognized columnist and feature writer on marketing and entrepreneurial issues.
Customer Reviews:
good for newbie investor.......2006-09-08
Wouldn't rate the book high for technical merit or depth of knowledge but as a new investor gives glimse of what is involved in rental property. Good job Doug
Good First Step.......2005-09-10
This book is a good start for potential investors. It gives a brief overview of all of the essentials. However, one criticism is that it focuses on the Georgia real estate market. If you are looking for a more national perspective, you may want to keep searching.
Nice Primer.......2005-09-09
Cute, fun, great place to start for someone who is contemplating investing in rental housing. It was an easy read and an entertaining story about how one person got started. It wasn't a "how to" guide, however. I read it, loaned it to a friend, and haven't missed it. I have since purchased books that are more useful as reference material, if not as entertaining to read. If you're wondering if buying and rental properties is for you - this book is interesting. If you've decided to take the plunge and do it, you're going to need some more serious material.
Money better spent elsewhere..........2005-05-13
I have read about 10 real estate investment books within the last 6 months, and despite the Amazon.com user reviews, this book probably was the least informative, least well written, and least organized of the lot. The author refers to his real estate investment experience several times throughout the book, yet he discusses only the single property he has purchased, disqualifying him as a mentor in my mind. He write without technicality, and fills much of the book quoting other "real estate gurus" and citing summaries of text he has read. I am really surprised that this book was rates so highly on this site, because it really has been a disappointment and waste of time. By the way, some of the best books I have read have been written by Dolf De Roos. Best of luck to you all.
Entertaining story, lacks details and insights.......2005-05-08
This book basically tells the story of buying and renting a single family rental. It takes you through the day-to-day process of getting financing, finding a house, repairing it, marketing it, qualifing a tenant, getting paid. Basically it tells you what to expect, the ups and downs. The problem is that it seriously lacks in details and good insights. It reads like a beginner REI book written by a beginner. Another tip-off is the author keeps mentioning Carton Sheets (Mr. Get Rich Infomercial) and Robert Kiyosaki (author of the vapid "Rich Dad, Poor Dad" book series) two scam artist that give real estate investing a black eye. If you are looking for a great beginner investor book read "Rental Houses for the Successful Small Investor".
Book Description
Why do good teams fail? Very often, argue Deborah Ancona and Henrik Bresman, it is because they are looking inward instead of outward. Based on years of research examining teams across many industries, Ancona and Bresman show that traditional team models are falling short, and that what’s needed--and what works--is a new brand of team that emphasizes external outreach to stakeholders, extensive ties, expandable tiers, and flexible membership.
The authors highlight that X-teams not only are able to adapt in ways that traditional teams aren’t, but that they actually improve an organization’s ability to produce creative ideas and execute them—increasing the entrepreneurial and innovative capacity within the firm. What’s more, the new environment demands what the authors call “distributed leadership,” and the book highlights how X-teams powerfully embody this idea.
Customer Reviews:
Good new insights in teams.......2007-10-15
X-Teams is a well-written book on teams with an important new message. This is: well working teams should look outside as much as inside. In this review, I doubted between a 3 and a 4 star rating, though I decided on 4 stars.
The book is divided in 3 parts. The first part tries to explain why our mental model about teams might result into bad teams. The second part is the main content of the book and it talks about what X-Teams are and how you can try to create them. The third part talks about implementation issues.
Part 1 shows examples of teams which follow traditional team models and yet fail. Their mistake is that they are too much inwards focused and do not pay attention to the changing world out there.
Part 2 explains what X-Teams are. X-Teams are based on 3 principles:
- External activity
- Extreme execution
- Flexible phases
External activity is the main principle and it focuses on the fact that teams need to not just focus on themselves but at the same time keep in touch with the outside environment and coordinate their work within their context. Teams do this by scouting outside, coordinating their work with others and staying in contact with the management. Extreme execution is about the team work itself. Even though they need to keep track with the outside, they still need to get work done and focus on the work inside the team also! Principle one and two together give a balanced message about teams. The third principle is, in my opinion, somewhat odd compared to the first two. It talks about that teams typically need to go through three phases and what they need to do in these phases.
The rest of part two talks about building a team support structure.
Part 3 talks about the implementation of X-Teams. I found this part very disappointing and think the book would have been better without it (reason for doubting to go to stars). It talks about setting up a X-Team program and gives some examples.
All in all, the beginning of the book is really good. Halfway I started losing some of my interest and I was getting bored with the repetition. Though the message of the book is an important one. I'd recommend to read the book and read chapter 1-5, then stop :)
Looking outward instead of being insular..........2007-09-22
Much of the literature you read on building teams in the workplace deal with the internal interactions of the group... how they get along, building morale, etc. Deborah Ancona and Henrik Bresman offer up a different take on team success in the book X-teams: How to Build Teams That Lead, Innovate and Succeed. Given my experience over the years, their methodology is likely to be more successful than the conventional approach.
Contents:
Part 1 - Why Good Teams Fail: Into a Downward Spiral; A Changing World
Part 2 - What Works: X-Team Principle 1 - External Activity; X-Team Principle 2 - Extreme Execution; X-Team Principle 3 - Flexible Phases; X-Factors - The X-Team Support Structure
Part 3 - How To Build Effective X-Teams: Tools for X-Teams - From Theory to Action; Crafting an Infrastructure for Innovation - The X-Team Program; X-Teams - Distributed Leadership in Action
Notes; Index; About the Authors
The most noticeable difference between the conventional team and the X-Team is the focus of their activity... external. Instead of spending time waiting for the team to gel and feel secure, waiting for the rules and directions to be established, Ancona and Bresman advocate for an external focus. Get out in the field immediately and start talking to the potential customers and clients. This tilt towards immediate action may well lead to a moderate level of confusion and frustration on the team in the early days, but the net result is a quick start and insights that can't be gleaned from existing knowledge. Couple this with active "ambassadorship" and flexible membership and team roles, and things get done rather than just being talked about. The authors have done a lot of study and research in this field, and many of the examples (both good and bad) are real companies with actual teams that created successful products. This emphasis on real world results is good, as otherwise this could come across as a nice academic exercise with no track record to back it up.
This would make a good read for team leaders and management who are dissatisfied with how their teams are currently functioning (or not, as the case may be). There's no promise that following these steps will make your next project smooth and successful, but it could significantly increase the odds of showing results.
Excellent book!.......2007-07-23
X-Teams is great book for those who participate on or manage any type of team within the corporate environment. The theme is that successful teams spend more time externally focused rather than internally focused on their team itself. The last 1/3 of the book are very practical tools and tips for establishing and managing successful teams. These are concepts learned from countless interviews and intensive research over the years by the leadership team at MIT. I highly recommend this book.
Xtreme Teams.......2007-07-09
Great book, really puts in perspective what we've all been taught about teamwork about focusing within the team members and not looking to the outside. It's a very concise and easy read for anyone.
A new teamwork model that combines an internal focus with an external approach.......2007-06-05
Years ago, I read Organizing Genius in which co-authors Warren Bennis and Patricia Ward Biederman examine a number of what they call "great groups" that reveal "the secrets of creative collaboration." One of their most important points is introduced in the first chapter: "None of us is as smart as all of us." That is to say, the "Great Man" theory is invalidated by the achievements of truly creative teams such as those at the Disney studios which produced so many animation classics; at Xerox's Palo Alto Research Center (PARC) which developed the first personal computer; at Apple Computer which then took it to market; in the so-called "War Room" which helped to elect Bill Clinton President in 1992; at the so-called "Skunk Works" where so many of Lockheed's greatest designs were formulated; at Black Mountain College which "wasn't simply a place where creative collaboration took place. It was about creative collaboration"; and at Los Alamos (NM) and the University of Chicago where the Manhattan Project eventually produced a new weapon called "the Gadget."
I mention all this by way of introducing my reactions to X-Teams in which Deborah Ancona and Henrik Bresman assert that in recent years, the world has changed and the old model (i.e. one with an internal focus but lacking an external approach) "doesn't work so well anymore." The title of this book refers to teams that lead, innovate, and succeed in a rapidly changing environment. According to Ancona and Bresman, an X-team differs from a traditional team in three main ways. "First, to create effective goals, plans, and designs, members must go outside the team; they must have high levels of external activity...Second, X-teams combine all of that productive activity with extreme execution inside the team. X-teams develop internal processes that enable members to coordinate their work and execute effectively while simultaneously carrying out activity...Third, X-teams incorporate flexible phases, shifting their activities over the team's lifetime."
Note the emphasis on extensive ties to those outside the given organization who enable teams to venture beyond traditional boundaries, coordinate their activities, and adapt ov
General
| Business & Investing
| Subjects
| Books
Negotiating Commercial Real Estate Leases
The Site Book : A Field Guide to Commercial Real Estate Evaluation (Mesa Professional Development Series)
A Master Guide to Income Property Brokerage : Boost Your Income By Selling Commercial and Income Properties , 4th Edition
Commercial Real Estate Investing 12 Easy Steps to Getting Started
Confessions of a Real Estate Entrepreneur: What It Takes to Win in High-Stakes Commercial Real Estate
