Unequaled
Реклама. ООО «ЛитРес», ИНН: 7719571260.
Оглавление
Runde James А.. Unequaled
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
WILEY END USER LICENSE AGREEMENT
Отрывок из книги
When a team of us worked on the United Parcel Service IPO, it was the largest IPO in history at that time. A group from Columbia Business School read about the deal in the Wall Street Journal and asked if I would give a speech explaining how we had won such a large piece of business. This deal was unusual because UPS chose Morgan Stanley to be the lead underwriter without talking to any other investment banks.
The speech that I made to the Columbia Business School students discussed the importance of emotional intelligence quotient (EQ), trust-based client relationships, and other soft skills. The presentation was well received, and word-of-mouth created demand at IBM, Princeton University, Davis Polk & Wardwell, and throughout Morgan Stanley. I heard the presentation was popular because I was authentic in telling stories and explaining what I had learned both from my mistakes and from the experience of others. Audiences also told me they liked hearing practical advice from a practitioner.
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That's who should read this book. So why should you read it?
Banks and other professional services firms are facing a shortage of talent, especially talent with the right mindset, which means a proven ability to network, create trust-based client relationships, lead people, embrace the firm's strategy and culture, and deliver commercial results. My goal in this book is to help you to learn from my experience – and my mistakes – so that you can be the right talent with the right mindset at every stage of your career.
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