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by James A. Runde
Unequaled
Title Page
Copyright
Dedication
Preface
Acknowledgments
Part 1: Navigating Your Career (How to Manage Yourself)
Chapter I: What Is There Other Than Brains and Hard Work?
Chapter II: Emotional Quotient (EQ)
Adaptability
Adapting to Adversity
Collaboration
Empathy
Chapter III: The Three Ds: Details, Deadlines, and Data
Details Always Matter
Know Your Deadlines
Get the Data Right!
Chapter IV: Expectations and Evaluations
Promotion Committee
Grab That Cup of Coffee with the Boss
Chapter V: Networking: Risks, Benefits, and Tips
Benefits of Networking
Be Systematic
Icebreakers
Currency
Chapter VI: Where Are You?
How to Be Happier
Create a Roadmap to Your Dream Job
Navigating the Headwinds and Tailwinds of Your Career
Chapter VII: Selling Yourself
Speak Up
Chapter VIII: The Path to Sponsorship
Role Models
Mentors
Sponsors
Chapter IX: Magic Formula
Ability
Opportunity
Courage
Part 2: Becoming More Commercial (How to Work with Your Clients)
Chapter X: Why Is Being Commercial Relevant to You?
Turn Client Relationships into Revenue
How to Be More Commercial
Chapter XI: How to Win Business
The Art of Building Client Relationships
How to Monetize Client Relationships
How to Better Persuade Others
Chapter XII: How to Prepare for the Client Meeting
The Four Rs
Change of Mindset
Have a Strong Opening and Strong Close
How to Ask for the Order
Dealing with Rejection
Chapter XIII: Differentiating Yourself with Clients
Differentiating Yourself through Likability and Trust
Differentiating Yourself through Insight
Using the Apple Five Steps of Service
Chapter XIV: Assessing the Client Situation
Know Your Client's Vital Signs
How to Know if You Are Making Progress with a Client
Chapter XV: How Firm Strategy Is Commercial
Know Your Firm's Strategy
Connect Firm Strategy to Commercial Impact
Clients Hire Your Firm and They Hire You
Trust-Based Client Relationships
Part 3: Becoming an Exceptional Leader
Chapter XVI: Engaging and Leading People
Three Hats
Three Cs of Team Building
Screening Prospective Team Members
Chapter XVII: The War for Talent
The Three Ms
Be Alert to the Three Ds
Values and Culture
Chapter XVIII: Importance of Exceptional Leadership
Herzberg's Motivation-Hygiene Theory
A Team Never Forgets How You Make Them Feel
Importance of Optimistic Leadership
Definition of a Good Boss
Knee-Jerk Reaction
Adaptive Leadership
Chapter XIX: Control the Controllables
Chapter XX: Closing Advice
Ten Books that Might Help You
Highly Practical Tips
Summary
About the Author
Index
End User License Agreement
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Prev
Previous Chapter
Cover
Next
Next Chapter
Title Page
Table of Contents
Title Page
Copyright
Dedication
Preface
Acknowledgments
Part 1: Navigating Your Career (How to Manage Yourself)
Chapter I: What Is There Other Than Brains and Hard Work?
Chapter II: Emotional Quotient (EQ)
Adaptability
Adapting to Adversity
Collaboration
Empathy
Chapter III: The Three
D
s: Details, Deadlines, and Data
Details Always Matter
Know Your Deadlines
Get the Data Right!
Chapter IV: Expectations and Evaluations
Promotion Committee
Grab That Cup of Coffee with the Boss
Chapter V: Networking: Risks, Benefits, and Tips
Benefits of Networking
Be Systematic
Icebreakers
Currency
Chapter VI: Where Are You?
How to Be Happier
Create a Roadmap to Your Dream Job
Navigating the Headwinds and Tailwinds of Your Career
Chapter VII: Selling Yourself
Speak Up
Chapter VIII: The Path to Sponsorship
Role Models
Mentors
Sponsors
Chapter IX: Magic Formula
Ability
Opportunity
Courage
Part 2: Becoming More Commercial (How to Work with Your Clients)
Chapter X: Why Is Being Commercial Relevant to You?
Turn Client Relationships into Revenue
How to Be More Commercial
Chapter XI: How to Win Business
The Art of Building Client Relationships
How to Monetize Client Relationships
How to Better Persuade Others
Chapter XII: How to Prepare for the Client Meeting
The Four
R
s
Change of Mindset
Have a Strong Opening and Strong Close
How to Ask for the Order
Dealing with Rejection
Chapter XIII: Differentiating Yourself with Clients
Differentiating Yourself through Likability and Trust
Differentiating Yourself through Insight
Using the Apple Five Steps of Service
Chapter XIV: Assessing the Client Situation
Know Your Client's Vital Signs
How to Know if You Are Making Progress with a Client
Chapter XV: How Firm Strategy Is Commercial
Know Your Firm's Strategy
Connect Firm Strategy to Commercial Impact
Clients Hire Your Firm and They Hire You
Trust-Based Client Relationships
Part 3: Becoming an Exceptional Leader
Chapter XVI: Engaging and Leading People
Three Hats
Three
C
s of Team Building
Screening Prospective Team Members
Chapter XVII: The War for Talent
The Three
M
s
Be Alert to the Three
D
s
Values and Culture
Chapter XVIII: Importance of Exceptional Leadership
Herzberg's Motivation-Hygiene Theory
A Team Never Forgets How You Make Them Feel
Importance of Optimistic Leadership
Definition of a Good Boss
Knee-Jerk Reaction
Adaptive Leadership
Chapter XIX: Control the Controllables
Chapter XX: Closing Advice
Ten Books that Might Help You
Highly Practical Tips
Summary
About the Author
Index
End User License Agreement
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Guide
Table of Contents
Begin Reading
List of Illustrations
Chapter V: Networking: Risks, Benefits, and Tips
Figure 5.1 Take the Networking Fork
Chapter VI: Where Are You?
Figure 6.1 Boss, Lifestyle, Geography, Pay
Chapter VIII: The Path to Sponsorship
Figure 8.1 Sponsorship Pyramid
Chapter X: Why Is Being Commercial Relevant to You?
Figure 10.1 Steps to Getting the Order
Chapter XI: How to Win Business
Figure 11.1 The Art of Building Client Relationships
Figure 11.2 Client Relationship Diagram
Chapter XII: How to Prepare for the Client Meeting
Figure 12.1 How to Prepare for the Client Meeting
Chapter XV: How Firm Strategy Is Commercial
Figure 15.1 Connect Firm Strategy to Commercial Impact
Chapter XVII: The War for Talent
Figure 17.1 The War for Talent
Chapter XVIII: Importance of Exceptional Leadership
Figure 18.1 The Three
P
s
List of Tables
Chapter X: Why Is Being Commercial Relevant to You?
Table 10.1 Top Skill Shortages Among Graduates
Chapter XI: How to Win Business
Table 11.1 Pitch Time Allocations
Chapter XVIII: Importance of Exceptional Leadership
Table 18.1 Herzberg's Factors for Satisfaction and Dissatisfaction
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