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FF What the Smartest, Most Successful Companies Do Differently
Posted on 2010-08-15
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Title: Winning Behavior: What the Smartest, Most Successful Companies Do Differently Author: Terry R. Bacon Publish date: 2003 Format: chm Language: English Size: 25,9 MB ISBN-10: 0814413676 Description: In a world where new offerings are commoditized as soon as they are recognized - differentiation quickly vanishes. This is true for widgets and professional services alike. So how do you overcome the reality of excess capacity of most everything? Bacon and Pugh bring us an antidote for overcoming the excesses of a market that is characterized by Darwinian behavior. Here the authors provide a portal into Winning More Than Your Fair Share via a very special intangible - WINNING BEHAVIOR. While behavior isn't centric to the ether filled business theory books that are being cranked out by the score, here Bacon and Pugh present clear and concise recommendations that are backed up with something that rings true in every board room, in every country - the evidence of PROVEN RESULTS. As one who has been in the successful driver seat of deals reaching from a few million to more than a billion dollars the wisdom and guidance of the authors has made a difference for my sales force not to mention my career. Seeing the resulting delta between those that have established the quality relationships at each touch point in the customer's organization along with their solid offering compared to those that merely reverse engineer their "copy and paste" proposals quickly clarifies which is the smart path to follow. Seeing is believing! There's nothing quite like putting up that PowerPoint slide that shows the addition of a third comma in the backlog of profitable contracts at your quarterly or annual performance review. Trust that the Gods of the Board Room are far friendlier when the numbers are heading north rather than south. Download:
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