Index

  • 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
    • basis, 32
    • failure, 75
  • 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
    • connection, 58–59
  • 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
  • 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
    • replacement, 181–182
  • 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
    • practicing, 56, 64
  • 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
    • absence, 84
  • 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
    • programming, 191
  • 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
    • complexity, increase, 2
  • 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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