- 55-38-7 rule, 194
- 80/20 rule, 35–36
- A
- Abdominal breathing, 180–182
- chest (costal) breathing, contrast, 180
- Accountability, absence, 150
- Achor, Shawn, 241
- Acquisition discussions, responses, 209
- Action orientation, 118
- Action-oriented characteristic, 75
- Actions, 115f
- Active listening, practice, 203
- Active meditation, 180–182
- Activities
- competition, 95–96
- determination, 167
- knowledge, 126
- processes, 23f
- Advertisements, marketing effect, 110
- Aggravation, 135
- Agreeableness
- antagonism, contrast, 54
- genetic inheritance, 54
- Alexander, F.M., 41
- Alpha state (alpha waves), 60, 181
- Alternatives, search, 135
- Anxiety, 197
- Arden, Ron, 100
- Associating, ability, 47
- Associative-creative intelligence
- educational system recognition, absence, 48
- elements, 47
- Athletes
- fitness, assumption, 29–30
- inner images, usage, 186–187
- professionals, comparison, 22–24
- success factors, 25, 26f
- training, 155
- traits, 24–25
- Auditing/law firm, specialization, 90–91
- Auditors, critical attitudes, 16
- Autosuggestion, 55, 182–186, 188, 199
- Awakened Mind Training (Wise), 60–61
- B
- Bach, Richard, 190
- Balanced Scorecard (BSC)
- Balance, occurrence, 237–238
- Becker, Boris, 25
- Become a Recognized Authority in Your Field (Bly), 102
- Behavioral changes, occurrence, 50
- Beliefs
- impact, 13–14
- negative beliefs, examples, 14
- positive beliefs, phrases, 15
- Belief systems, 12–13
- Beta state, 60
- Big Picture, 39
- Bly, Robert W., 102
- Body/health, importance, 234
- Boutiques, 90–91
- Brain frequencies, types, 59
- Brain waves, 59f
- Brainwave training, 61
- Brand, 85f
- recognition, 97
- strategy, 83, 84–86
- Branding, 85–86
- Breathing, awareness/usage, 180–181, 199
- Buffett, Warren, 19
- Burn-out syndrome, appearance, 26, 69
- Business
- models, challenges, 1
- owners, responsibility, 10
- plan, control, 231f
- Buzan, Tony, 117
- C
- Carpenter effect, 187
- Cases, time calculations (examples), 93
- Certified Valuation Analysis (CVA), becoming, 141
- Chaos, fear, 169
- Character traits, 24–25
- Checklists, usage, 47
- Christiani, Alexander, 44, 47
- Client
- conversations, 200
- trust, soft skills (relationship), 5
- Collective subconscious, 57–58
- Communication, 155, 200–201
- content/subject/relationship levels, 201f
- steps, 204–206, 204f
- tools, 217
- verbal means, 218
- written means, 223
- Companies, marketing activities, 109–110
- Competencies, 78, 179
- Competition-like situation, criteria, 178
- Complaining, problems, 10
- Complexity
- increase, 2, 36
- mastery, 2
- Conditioning, 98
- Conscientiousness
- genetic inheritance, 54
- states, 59f
- unreliability, contrast, 54
- Consciousness, usage, 56, 57f
- Consequences/risks, analysis, 135
- Constructive criticism, usage, 203
- Constructive thinking, 61
- Contacts, making/maintaining/using, 101
- Content levels, relationship levels (contrast), 200–202
- Control, 149–152
- Controlling, task, 152
- Conversational skills (rhetorical skill), 99
- Conversations
- improvement, training (usage), 200–210
- listener, knowledge/expectations, 202
- objective, determination, 201
- opening, hook, 202
- partner, goals (knowledge), 205
- reply/wit/discussion, 206–210
- Corporate brand, 85f, 240
- Corporate goals, 119–121
- Coué, Emile, 13
- Csikszentmihalyi, Mihaly, 76
- D
- Damodaran, Aswath, 106
- Decision making, 129
- approach, 134
- distinctions, 131
- process, steps, 134–137
- uncertainty, impact, 132
- Defeats, impact, 23
- Delta state (delta waves), 59–60
- Die Familienunternehmer, 80–81, 153
- Diet, healthfulness (importance), 30, 169–170
- Differentiation strategy, 34
- Digitalization, 1, 36, 48, 106
- forward-thinking professional, relationship, 86
- Direct mailings, usage, 107
- DISC, 142
- chart, 145
- Personality Test, 142–144, 147–148
- Discipline, importance, 160–161
- Doctrine of autosuggestion, 13
- Dominance, Influence, Steadiness, and Conscientiousness (DISC) Personality Test, 142–144, 147–148
- Domino effect, 39
- Downtime, time blocks, 163–165
- Drucker, Peter F., 4, 112, 120
- E
- Effectiveness, efficiency (relationship), 125f
- Electroencephalogram (EEG), usage, 59
- Elger, Christian E., 50
- Embezzlement audits, CPA involvement, 13
- Empathy (rhetorical skill), 99, 202
- Employees
- development, 140–142
- discussions, 200
- Profile XT test/DISC Personality Test, usage, 147–148
- turnover, focus, 154
- Energy
- Enkelmann, Nikolaus B., 18, 182, 189, 196, 199
- Entry-level profession, directions (receiving), 11
- Ericsson, Anders, 88
- Error avoidance, 44
- European Association of Certified Valuators and Analysts (EACVA), 75, 107
- Evolutionary experience, 57
- Exercise, impact, 30, 169–170
- Expert
- field of activity, determination, 88–91
- positioning, marketing activities (usage), 101–109
- status, buildup, 90
- External management, principle of focus (learning), 34–35
- Extraversion, 53–54
- Extreme Pareto Principle, 37–38, 38f, 159
- Extrinsic motivation, impact, 50, 51
- F
- Facts/problems, determination, 134
- Factual competence, 179
- Family/friends, importance, 234–236
- Feedback, 137, 148
- Fees, realization, 92
- Field of activity, determination, 88–91
- Fighting, ability, 24
- Fixed fee, 92
- Fixed-price project, involvement, 93
- Flow (state), 25, 76
- Focusing question, usage, 38–39
- Focus question, 40
- Ford, Henry, 12
- Functioning partnerships, secrets, 236
- G
- Gamma state, 60
- Gardner, Howard, 44, 45t
- Gatekeeper function, 105
- Gay, Friedbert, 144, 146f
- Geier, John G., 144
- Geniuses, analysis, 44
- Gigerenzer, Gerd, 130–131, 133
- Gladwell, Malcolm, 88
- Glasow, Arnold H., 39
- Goals, 125, 162
- clarity, 25–26, 157
- corporate goals, 119–121
- environment, support (absence), 171
- obstacles, identification, 150
- personal goals, setting, 112–113
- setting, 111, 201
- Great answers, path, 41–42, 41f
- Gut Feelings (Gigerenzer), 130
- H
- Habits, problems, 169–171
- Handouts, usage, 211
- Helplessness, problems, 10
- Hermann, Hans-Dieter, 177, 178
- I
- ID 37 Personality Analysis (Staller/Kirschke), 70
- ID 37 Personality Analysis, The (Staller/Kirschke), 50
- If It's Going to Be, It's Up to Me (Schuller), 55
- If You Can't Measure It, You Can't Manage It (Drucker), 120
- Illnesses, impact, 69
- Imagination, factors, 187
- Imprinting, 69
- Individual behavior, motivations, 70
- Industry expert, 103f
- Inferiority, feelings, 197
- Influence ratio, 194
- Information (perception/processing), sensory channels (usage), 194–195
- In-house business development departments, usage, 80
- Inner images, usage, 186–187
- Intelligence, description, 130
- Intelligences, types, 44, 45t–46t
- Internal control system (ICS), 9, 12, 63–64
- Internal training programs, 140
- Intrinsic motivation, impact, 50, 51
- Intuition, defining, 130
- I. Success Comes from Within (Kahn), 165
- IVA Valuation & Advisory AG Wirtschaftsprüfungsgesellschaft, 91
- J
- Jacobson, Leonore, 15
- Journals, publishing (impact), 104
- K
- Kahn, Oliver, 23, 25, 165
- Kaplan, Robert S., 229
- Keller, Gary, 37, 113, 159, 163
- Key performance indicators (KPIs), 152
- Kinesthesia, 195
- Kirschke, Cornelia, 50, 69, 70, 74
- Knowledge, psychology (impact), 6
- Krampe, Ralf, 88
- L
- Language, clarity, 62
- Law of attraction, 16–17
- Law of cause and effect, 11–12
- Law of correspondence, 17–19
- Law of expectations, 15–16
- Law of faith, 12–15
- Leadership
- quality, question, 127–128
- responsibility, 142
- Lectures, usage, 222–225
- Life
- balance, 228f, 229
- chaos, fear, 169
- decisions, 19
- development, law, 13
- focus question, usage, 40
- meaning, 114f, 163
- motives, 68–69, 71t–74t, 232
- partner, choice, 19
- plan, 231f
- purpose, finding, 113–119
- roles, 116f, 233
- sense, 113
- Likability factor, 100
- Linguistic intelligences, 44, 47
- Logical-mathematical intelligence, presence, 49
- Logo, confidence-building measure, 97
- M
- Malik, Fredmund, 4, 49, 51, 129, 134–135
- Management tasks, 123–124
- Management, term (meaning), 125
- Marketing, 79
- activities, 94, 101–109
- importance, 79–80
- level, 83f
- mix, basis, 86–87
- multiplication marketing, 103f
- plan, 81–83
- strategy, 83–84, 84f
- Marston, William Moulton, 144
- Massillon, Jean-Baptiste, 65
- Mathematical-logical intelligences, 44, 47
- Matthew, Gail, 117–118
- Mayer, Jan, 177, 178
- Meaning/values, importance, 237
- Media, usage, 108
- Meetings, usage, 218–220
- Mehrabian, Albert, 194
- Mental strength, 28–29, 175–176
- Mental training, 13, 15, 28, 40, 56, 61
- importance/levels, 175–180, 180f, 191
- principles/goals, relationship, 176f
- Mental Training (Mayer/Hermann), 178
- Microsoft Teams, usage, 220, 225
- Milestones, 118
- Mindmapping, 118
- Mindmap, usage, 114, 116f, 117, 167
- Mind movies, usage, 186–187
- Mindstorming, 61–62
- Mirror neurons, resonance system, 16
- Mission statements (mini-mission statements), 116–117
- Mood, setting, 65
- Motives, motivations (relationship), 68, 70
- Motive stimulation process, 68
- Multiplication marketing, 103f
- Multitasking, problem, 37, 160
- Mutual trust, absence, 150
- N
- Negative beliefs, 14, 28
- Negative information, ignoring, 58
- Negative thinking, 54
- Negotiations, compromises (relationship), 205
- Networking, process (phases), 101
- Neuroleadership (Elger), 50
- Neurolinguistic Programming (NLP), 17, 204
- Neuroticism, 53–54
- New hires, 142–147
- Newsletters/client circulars, creation, 110
- Newton, Isaac, 11
- Niebuhr, Reinhold, 12
- NonPlusUltra of Repartee, The (Pöhm), 206
- Norton, David P., 229
- P
- Pacing (mirroring), 204–205
- Pain, avoidance, 55
- Papasan, Jay, 37, 113, 159, 163
- Pareto principle, 35, 36f, 37–38
- Pareto rule (80/20 rule), 34–36
- Pareto, Vilfredo, 35
- Passion/enthusiasm, 24
- Peer review, 149–150
- People
- characteristics (DISC personality model), 145f
- development/promotion, 139
- People's business, 86
- Perception, inner world (relationship), 18
- Perfectionism, impact, 155–156
- Performance indicators, 120
- Performance-related fee, 92
- Periodic loads, usage, 30
- Perseverance/discipline, 24, 239
- Personal goals, setting, 112–113
- Personality, 50
- control, benefits, 74
- psychological factors, 53
- Personal productivity, 163, 165f
- Personal work methodology, 157
- Personnel selection, 143
- Peseschkian, Nossrat, 228
- Phone calls, 220–222
- Physical strength (fitness), 29–30
- Planning (task), 123–124, 231–232
- Pleasure, seeking, 55
- Podcasting, 108
- Pöhm, Matthias, 100, 206, 207
- Positioning strategies, 88
- Positive affirmations, 184
- Positive beliefs, 15, 181–182, 184
- Positive language, usage, 203
- Positive thinking, 54, 61
- Possibility Thinker, 56
- Power of Charm, The (Tracy/Arden), 100
- PowerPoint
- orientation guide, 215t
- presentations, usage, 210–215
- PowerPoint Fallacy, The (Pöhm), 100
- Presentation skills (rhetorical skill), 99
- Presentation/speaker characteristics/features, 212
- Presentations, steps, 212f
- Price strategy, 83, 91–94
- Primal knowledge, 57–58, 57f
- Principle of action orientation, 67, 69–70, 75
- Principle of focus, 33–35, 82–83, 112, 114, 160
- Principle of interaction (Newton's third law), 11
- Principle of leveraging strengths, 48
- Principle of ONE Thing, 113, 166
- Principle of positive thinking, 53, 56, 59, 65
- Principle of result (results) orientation, 21–22, 31–32, 51, 126–127, 150, 201
- Principle of reward and punishment, function, 44
- Principle of self-responsibility, 19, 136, 150
- Principle of strength utilization, 49
- Principle of using strengths, 43, 140–141
- Principles, adherence, 3
- Priorities, origin, 163
- Private life, BSC concept (transfer), 232–233
- Private roles, importance, 116
- Problems, perception, 62
- Process knowledge, 126
- Productivity, problems (thieves), 168, 168f
- Professional competence, importance, 95–96
- Professional roles, performing, 114–115
- Professionals
- actions, basis, 32
- activities choice, 102
- athletes, comparison, 22–24
- concentrated reading, 36
- consensus, importance, 134
- decision making, 130, 133
- decisions, types, 132
- development, 140
- exam anxiety, 177
- expert/generalist function, 88
- position, determination, 87
- processes, transferability, 22
- responsibilities, establishment, 136
- success factors, 25, 26f
- Professionals marketing activities, 94–100
- Profession, choice, 19
- Profile XT Test, 142–144, 147–148
- Project management, 124f
- Project managers, tasks, 127–128
- Project planning, 22, 127
- Pygmalion effect, 15–16
- Q
- Quality assurance, 150
- Quality control, 149–150
- Questions, impact, 41, 99, 137
- R
- Rainmakers, 240
- contacts, making, 101
- conversation, style, 100
- impact, 94–95, 97–98
- networking skills, 100–101
- qualities, 98
- rhetorical skills, 99
- Rapport, establishment, 204–205
- Recruitment interviews, 153
- Regeneration, 163, 165
- phases, 30–31
- time allotment, 165
- Regulated fee, 92
- Reiss Motivation Profile (RMP), usage, 69–70
- Reiss, Steven, 68–70, 71t, 74, 113
- Repartee, techniques, 206–207, 208f
- Responsibility, assumption, 19
- Rhetoric, 193, 196f
- Risk buffer, 92
- Risk Savvy (Gigerenzer), 130
- Rosenthal, Robert, 15
- Rules of thumb, 130, 131
- S
- Sales
- competence, 95–96
- negative associations, 95
- pyramid, 96f
- Sanders, Tim, 100
- Sauer, Frank H., 69
- Scheduling, time blocks (usage), 166–167
- Scheelen, Frank, 44, 47
- Schuller, Robert H., 55–56
- Seiwert, Lothar, 144, 146f, 158, 228f
- Self-analysis, usage, 51
- Self-assurance, 24–25
- Self-commitments, 172, 172f
- Self-competence, 179
- Self-confidence, 24–25, 181–182
- Self-esteem, recognition, 197
- Self-fulfilling prophecy, 16
- Self-management, 157–159
- effectiveness/success, 162–163
- principle of focus, learning, 34–35
- tasks/principles, relationship, 158f
- Self-responsibility, 9
- Self-study, 90
- Seminars, presentation, 107
- Sensory channels, usage, 194–195
- Serenity Prayer (Niebuhr), 12
- Services providers
- management, 150
- partners/associates presentation, avoidance, 86
- Services quality, 120–121
- Service strategy, 83, 86–91
- Service teams, success/failure, 144
- Setbacks, impact, 23
- Situation analysis, 87
- Sleep, sufficiency, 30, 169–171
- Social competence, 179
- Social networks (social media), usage, 108
- Soft skills, 5–6, 239–240
- application, 156
- talent/aptitude, distinction, 5
- Soliloquies, basis, 13
- Solution-oriented thinking, learning, 61
- Solution proposals, development, 63
- Specialist expert, status (acquisition), 104–105
- Specialist function, perception, 89–90
- Specialization, differentiation strategy, 34
- Specific, measurable, action-oriented, realistic, and terminable (SMART), 118–120, 119f
- Speech/presentation training, 210–215
- Sports, processes, 23f
- Staller, Thomas, 50, 69, 70, 74
- Stone, Devin James (LegalEagle), 106
- Strength, 43, 51
- focus, opposite, 49
- mental strength, 28–29
- physical strength (fitness), 29–30
- principle of leveraging strengths, 48
- principle of strength utilization, 49
- principle of using strengths, 43
- recognition, 197
- strength-centered life, master plan, 51
- team strength, 27–28
- Strengths, weaknesses, opportunities, and threats (SWOT) analysis, 87
- Stress, 197
- coping skills, 179
- perception, 178–179
- strain, contrast, 178
- Subconscious, 13, 56–57
- Subconsciousness, 57, 57f
- Subject-matter expert, 103f, 105
- Success, 6
- empathy, impact, 202
- habit, 39–40
- importance, 79–80
- lists, 37
- misconceptions, 159f
- planning, importance, 231–232
- steps, 164f
- Superconscious, 57–58
- T
- Talent, aptitude (equivalence), 5K
- Tasks, 3t, 77
- self-management, relationship, 158f
- work characterization, 3
- Team strength, 27–28
- Teamwork, success (process), 146f
- Telephone calls, usage, 220–222
- Telephone/video conferences, usage, 220–222
- Tesch-Römer, Clemens, 88
- Theta state (theta waves), 59–60
- Thinking
- change, 84–85
- negative thinking, 54
- principle of positive thinking, 53
- quality, change, 18
- shift, 172–173
- Thoughts
- attention, 12
- beliefs, equivalence, 13
- causes, equivalence, 11
- focus, 21
- negative thought patterns, impact, 28
- reality, 14
- Time-based fee, 92
- Time blocks, usage, 166–168
- To-do list, usage/problems, 37
- Tools, 3–4, 3t, 155
- Tracy, Brian, 100
- Training, 26–27, 155, 200–210
- brainwave training, 61
- competition, contrast, 178
- internal training programs, 140
- measures, 90
- rhetoric training, 196f
- speech/presentation training, 210–215
- Trust, inspiring, 194
- Tunnel vision, 25
- U
- Uniform hourly rate, disadvantage, 92
- V
- Valuation project, 99, 126–127
- Value drivers, 120
- Values, 69, 232, 235, 237
- Verbal communication, 218, 220
- Vision, shift, 115f
- Visualization
- perspectives, 187–188
- pictures, buildup, 189
- techniques, 28, 186–191
- Voice
- changes, 198–199
- training, 196–200
- Volatile, Uncertain, Complex, and Ambiguous (VUCA), 1–2, 239
- W
- Weekly planning, structure, 167f
- Welch, Jack, 62
- Willpower, 25–26, 161
- Winner's mentality, 24, 25
- Win-win situation/conversation, creation, 202–203
- Wise, Anna, 60
- Work-Life-Balanced-Scorecard, 155, 227, 229–232, 233f
- Work-life balance, importance, 161
- Work, performance (relationship), 233–234
- Written communication, text structure, 224–225
- Written documentation, usage, 206
- Z
- Zero-Based Thinking method, 64–65
- Zoom, usage, 220, 225
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