THE OUTWARD MINDSET:

SEEING BEYOND OURSELVES

HOW TO CHANGE LIVES AND
TRANSFORM
ORGANIZATIONS
The Arbinger Institute

Unknowingly, too many of us operate from an inward

mindset - a narrow-minded focus on self-centered goals
and objectives. When faced with personal ineffectiveness
or lagging organizational performance, most of us
instinctively look for quick-fix behavioral band-aids, not
recognizing the underlying mindset at the heart of our
most persistent challenges.

Through true stories and simple yet profound guidance

and tools, The Outward Mindset enables individuals and
organizations to make the one change that most
dramatically improves performance, sparks collaboration,
and accelerates innovation - a shift to an outward
mindset.

The Arbinger Institute is a worldwide training, consulting,

and coaching organization whose programs and
methodologies are based on forty-five years of research in
the psychology of human behavior and motivation and
more than thirty-five years of experience working with
organizations worldwide. Headquartered in the United
July 2016 States, Arbinger has operations around the world,
£12.99 €15.99 $16.95 including throughout the Americas, Europe, Africa, the
192 pages Middle East, India, Oceania, and Asia. To learn more about
ISBN: 9781626567153 how Arbinger's work can help you or your organization,
please visit www.arbinger.com.
 FROM CRISIS TO CALLING:
FINDING YOUR MORAL
CENTER IN THE TOUGHEST
DECISIONS
Sasha Chanoff, David Chanoff

As a young aid worker, Sasha Chanoff was sent to

evacuate a group of refugees from the violence-torn
Congo. But when he arrived he discovered a second group.
Evacuating them too could endanger the entire mission.
But leaving them behind would mean their certain death.

All leaders face defining moments, when values are in

conflict and decisions impact lives. Why is moral courage
the essential factor at such times? How do we access our
own rock-bottom values, and how can we take advantage
of them to make the best decisions? Through Sasha's own
extraordinary story and those of eight other brave leaders
from business, government, nongovernment
organizations, and the military, this book reveals five
principles for confronting crucial decisions and inspires all
of us to use our moral core as a lodestar for leadership.

Sasha Chanoff is founder and executive director of

RefugePoint, a nongovernmental organization that finds
lasting solutions for refugees. He is the winner of the
Charles Bronfman Prize and the Gleitsman International
Activist Award, given by the Harvard Center for Public
Leadership. Sasha is a fellow and grantee of Ashoka,
Echoing Green, the Draper Richards Kaplan Foundation,
July 2016 and other organizations sponsoring social justice and
£13.99 €17.99 $18.95 humanitarianism.
256 pages
ISBN: 9781626564497 David Chanoff, PhD, has written on literary history,
foreign policy, refugee issues, education, religion, and
other subjects for publications such as the New York Times
Magazine, Washington Post, American Scholar, and Journal
of American Education. He has authored or coauthored
eighteen books, including several on the Vietnam War and
the Holocaust.
 BREAKING THE TRUST
BARRIER: HOW LEADERS
CLOSE THE GAPS FOR HIGH
PERFORMANCE
JV Venable

For former US Air Force Thunderbirds' commander and

demonstration leader JV Venable, inspiring teamwork was
literally a matter of life and death. On maneuvers like the
one pictured on the cover, the distance between jets was
just eighteen inches. Closing the gaps to sustain that kind
of separation requires the highest levels of trust.

On the ground or in the air, from line supervisor to CEO, we

all face the same challenge. Our job is to entice those we
lead to close the gaps that slow the whole team down -
gaps in commitment, loyalty, and trust. Every bit of closure
requires your people to let go of biases and mental
safeguards that hold them back. The process the
Thunderbirds use to break that barrier and craft the
highest levels of trust on a team with an annual turnover of
50 percent is nothing short of phenomenal. That process is
packaged here with tips and compelling stories that will
help you build the team of a lifetime.

Colonel JV Venable (USAF, Ret.) is a Fighter

Weapons School graduate who went on to lead the
USAF Thunderbirds and a combat group of 1,100
American airmen in the Persian Gulf.

July 2016
£13.99 €17.99 $18.95
176 pages
ISBN: 9781626566101
 75 WAYS FOR MANAGERS TO
HIRE, DEVELOP, AND KEEP
GREAT EMPLOYEES
Paul Falcone

Every HR executive has a laundry list of things they wish

managers knew: best practices that would enable the
entire organization to operate more effectively, and
transform the managers that followed them into
exceptional - and highly promotable-leaders. Now in this
accessible and practical playbook, HR expert and author
Paul Falcone takes readers from successful recruiting to
retaining, with all the advice you need to overcome your
toughest people challenges.

Paul Falcone is an HR executive who has worked at

organizations including Paramount Pictures,
Nickelodeon, and Time Warner. He is the author of
many top-selling books including 2600 Phrases for
Effective Performance Reviews (ISBN
9780814472828).

July 2016
£15.99 €19.99 $21.95
336 pages
ISBN: 9780814436691
 BUILDING WEALTH ONE
HOUSE AT A TIME, UPDATED
AND EXPANDED, 2/E
John W. Schaub

Real estate expert John W. Schaub’s revised and

expanded edition of his essential real estate investing
guide.

The collapse in real estate prices from 2007 through 2012

was the most significant event in the real estate industry
since the Great Depression. But today, with the real estate
market rebounding, a new generation of investors is
entering the field, eager to make their fortune.

With Building Wealth One House at a Time, 2/e author and

real estate expert John W. Schaub returns to provide
investors with a practical way to create wealth through an
ethical approach of buying, financing, and managing
property. Through his unique nine-step program, the
author explains how to accumulate one million dollars’
worth of houses debt free in any market, while earning a
steady cash flow for life. This guide presents fresh
strategies for buying and financing property, reflected in six
new chapters on topics such as real estate cycles,
financing real estate purchases, negotiation techniques and
retirement investing.

John W. Schaub is a nationally recognized real estate

author and investor with nearly forty years of experience.
July 2016 He teaches real estate acquisition, management, and
£23.99 €29.99 $30.00 investment through his seminars, home-study courses, and
newsletters.
256 pages
ISBN: 9781259643880
 VALUING SMALL BUSINESSES
Shannon P. Pratt

An updated edition of the bestselling guide to valuing

everything from mom-and-pop stores to businesses
worth $5 million or more.

Valuing Small Businesses takes valuation professionals and

small business owners step-by-step through the process of
determining the exact worth of a company using the most
up-to-date methods and resources available. It covers
everything from estate plans and employee stock
ownership plans to corporate partnership
dissolutions/buyouts.

• Most valuation books are written specifically for

business valuators or focus on the valuation of
businesses of all sizes; Valuing Small Businesses is
unique in that it concentrates specifically on valuing
small businesses
• Features 40% new and updated material; several
chapters have been expanded based on feedback
from readers and various valuation societies,
including ASA, AICPA, and NACVA
• Includes case studies revealing the most common
valuation methodologies and how they are used for
various purposes

Shannon Pratt (Portland, OR) teaches business valuation

courses for the American Society of Appraisers, the
American Institute of Certified Public Accountants, and the
July 2016 Association of Mergers & Acquisitions Advisors. He
£91.99 €114.99 $120.00 frequently speaks on the subject at national legal,
608 pages professional, and trade associations.
ISBN: 9780071807616
 ENTREPRENEURS IN EVERY
GENERATION: HOW
SUCCESSFUL FAMILY
BUSINESSES DEVELOP
THEIR NEXT LEADERS
Allan Cohen, Pramodita Sharma

Families are complicated; family businesses even more so.

Like other companies, family-run enterprises must develop
leadership and entrepreneurial skills. But they must also
manage family dynamics that rarely mirror the best
practices in the latest Harvard Business Review.

Allan Cohen and Pramodita Sharma, scholars with deep

professional and personal roots in family businesses, show
how enterprising families can transmit the hunger for
excellence across generations. Using examples of firms
that flourished and those that failed, they describe the
practices that characterize entrepreneurial individuals,
families, and organizations and offer pragmatic advice that
can be tailored to your unique situation.

Allan R. Cohen is the Edward A. Madden Distinguished

Professor of Global Leadership at Babson College. He
spent seven years as Babson College's chief academic
officer, leading major curriculum and organizational
changes. He has an MBA and a DBA from Harvard and is
the coauthor of the bestselling books Managing for
July 2016 Excellence and Influence without Authority.

£20.99 €26.99 $28.95 Pramodita Sharma is the Sanders Chair & Professor of
264 pages Family Business at the University of Vermont and a visiting
ISBN: 9781626561663 professor at the Kellogg School of Management. She has a
PhD from the University of Calgary and honorary
doctorates from Jönköping University in Sweden and
Witten/Herdecke University in Germany. She is the editor
of Family Business Review.
 SMART MOM, RICH MOM:
HOW TO BUILD WEALTH
WHILE RAISING A FAMILY
Kimberly Palmer

Of all life's financial shocks, few compare to bringing home

an infant. Just one tiny person costs $250,000 to raise-not
including college!

Smart Mom, Rich Mom explores how women today are

navigating the financially challenging career/parenting
years. Written by a national money columnist and mom of
two, the book chronicles people who have stayed in the
game-full-time, freelance, self- employed, and more-and
emerged more prosperous and empowered. Kids change
our lives, adding joy but draining bank accounts.

Smart Mom, Rich Mom helps you adopt healthy habits-and

make hard decisions-that pay off in abundance.

Kimberley Palmer is the senior money editor at US News

& World Report and pens their popular Consumer blog. The
author of The Economy of You (ISBN 9780814432730), she
has appeared on NBC’s Today Show, CNBC, CNN, and local
television and radio shows across the country to talk about
smart financial decisions.

July 2016
£10.99 €13.99 $14.95
256 pages
ISBN: 9780814436806
 THE XIAOMI WAY:
CUSTOMER ENGAGEMENT
STRATEGIES THAT BUILT
ONE OF THE LARGEST
SMARTPHONE COMPANIES
IN THE WORLD
Li Wanqiang

The cofounder of “China’s new smartphone king” (CNN)

reveals the strategy that launched his company to the
top of the industry in record time.

How did Xiaomi become the third largest smartphone seller

in the world - in just four years? The answer is in The
Xiaomi Way, written by the company’s co-founder.

In an extraordinarily competitive industry, Xiaomi has risen

to the top echelon through innovative marketing and
visionary business strategy. The Xiaomi Way describes in
detail the three pillars of each. Its marketing maxims are:
Open R&D to users, create an interactive design, and
promote through word-of-mouth. Its strategy tenets are:
Create products that are “in,” turn users into fans,
promote through social media. All put together, these six
principles have created a company that many are
comparing to Apple. More than a business strategy book,
The Xiaomi Way is sure to grab the interest of anyone
August 2016 interested in business innovation and great business
success stories.
£22.99 €27.99 $35.00
256 pages • This book is a bestseller in China, with 400,000 copies sold
ISBN: 9781259584534 in just three months
• The third largest smartphone manufacturer in the world,
Xiaomi will help promote the book
• Preface is written by Xiaomi’s CEO, Lei Jun, who is
considered to be the Steve Jobs of China and was named
2014 Businessman of the Year by Forbes Asia
• The author was named by Fortune as a “Chinese business
elite under 40” and by CBNweekly as one of “China’s top 50
business innovators”
• Bonus: The book includes 46 posters illustrating Xiaomi’s
dynamic marketing and advertising style

Li Wanqiang is the co-founder of Xiaomi.

 ANALYZING COMPLEX
APPRAISALS FOR BUSINESS
PROFESSIONALS
Shannon P. Pratt, John Lifflander

For business professionals who aren’t appraising

experts - an easy-to-understand guide to evaluating
complex commercial, business, and industrial
entities.

This detailed overview of the procedures and practices

necessary to appraise a wide range of properties includes
introductory and overview chapters and instruction on how
to review residential, commercial, industrial, machinery and
equipment, and business appraisals. Each of these three
segments explores the applicable appraisal theory, which
is then followed by an explanation of the most common
methodologies for that particular discipline and examples
of its application.

• The ups and downs in real estate and business

values are central to the ongoing problem of the U.S.
economy; as a result, business and property
appraisal has become a central concern of bankers,
attorneys, loan officers, accountants, and other
stakeholders who are not typically experts in the
area
• The book contains easy-to-grasp analogies; for
example, the search for comparable properties for
commercial and industrial valuations is compared to
August 2016 the average shopper seeking to purchase personal
$75.00 products
608 pages • Pratt is a globally renowned expert on the subject,
ISBN: 9780071812931 and Lifflander has appraised facilities owned by
General Motors, Chrysler Corporation, Hewlett-
Packard, Microsoft, Alcoa, Nike, Kimberly Clark,
Frito-Lay, and many others

Shannon P. Pratt is among the best-known authorities in

the field of business valuation and has written numerous
books on the subject. He is Chairman and CEO of Shannon
Pratt Valuations, Inc.; Publisher Emeritus for Business
Valuation Resources, LLC; and a member of the board of
directors of Paulson Capital Corp.

John Lifflander is the author of numerous publications,

instructor, and expert witness in complex valuation
litigation with over thirty years of appraisal experience. He
is the CEO of Covenant Consultants, Inc.
 MAKE YOUR OWN WAVES:
THE SURFER’S RULES FOR
INNOVATORS AND
ENTREPRENEURS
Louis Patler

Like the ocean, the marketplace constantly changes and

today's cresting reward becomes tomorrow's crashing risk.
Before you venture out, take a lesson from the experts: big
wave surfers. Like successful entrepreneurs, they rely on
preparation, passion, and persistence-and they relish a
challenge. So it's no surprise that countless surfers have
pioneered products and launched thriving businesses
(GoPro Cameras, O'Neil, Reef, Quicksilver).

Packed with stories of surf innovators, entrepreneurs, and

legends, Make Your Own Waves reveals 10 rules of the
water, including:

• Learn to swim-the basics set the stage for everything

• Get wet-you can't succeed if you stick to the shore
• Always look "outside"-watch for what's coming or you
may miss a better opportunity
• Commit, charge, shred-you have to go all out to be all in
• Never turn your back on the ocean-always stay in touch
with the marketplace and the customer
• Stay stoked-desire drives success

Even the best surfers fall, but they learn from their
August 2016 wipeouts and paddle back out to once again push the
£15.99 €19.99 $21.95 edge, knowing that with big waves come big
192 pages opportunities.
ISBN: 9780814437230
Louis Patler is a longtime surfing enthusiast and President
of The B.I.T. Group, a strategic consulting and training
company whose clients include Dell, Safeway, Wells Fargo,
BAE Systems, and GAP. A New York Times bestselling
author, two of his previous books were included on Steve
Jobs' recommended reading list.
 THE HEALTHY WORKPLACE
HOW TO IMPROVE THE
WELL-BEING OF YOUR
EMPLOYEES - AND BOOST
YOUR COMPANY’S BOTTOM
LINE
Leigh Stringer

Is your workplace working for you and your employees?

Studies show that unhealthy work habits, like staring at
computer screens and rushing through fast-food lunches
are taking their toll in the form of increased absenteeism,
lost productivity, and higher insurance costs-but it doesn't
have to be that way.

Companies such as Google, Apple, Aetna, and Johnson &

Johnson have used innovative techniques to incorporate
healthy habits and practices into the workday and into
their culture-with impressive ROI. Packed with real-life
examples and the latest research, The Healthy Workplace
proves that it pays to invest in your people's well-being
and reveals how to:

• Create a healthier, more energizing environment

• Reduce stress to enhance concentration
• Inspire movement at work
• Use choice architecture to encourage beneficial behaviors
August 2016 • Support better sleep
£20.99 €25.99 $27.95 • Heighten productivity without adding hours to the
256 pages workday
ISBN: 9780814437438
Filled with tips for immediate improvement and guidelines
for building a long-term plan, The Healthy Workplace will
boost both employee well-being and the bottom line.

Leigh Stringer is Senior Workplace Expert for EYP

Architecture & Engineering and is researching employee
health and productivity in conjunction with the Harvard
School of Public Health, the Center for Active Design, and
other leading organizations.
 HOW TO GET A JOB YOU
LOVE 2017-2018 EDITION
John Lees

Drawing on 25 years’ experience of training recruiters and his

work as one of the UK’s best known career strategists John
Lees presents How To Get A Job You Love - the definitive
careers guide for the UK market.

This book not only helps you answer the question 'what kind
of work would suit me best?' but shows you how to overcome
personal constraints explore and connect and land a job that
feels worth doing at least three days out of five.

“From getting ahead to changing your career

completely this book is great guide to navigating the
treacherous waters of the modern workplace.”
Rhymer Rigby, writer of the FT's Careerist column and author
of 28 Business Thinkers Who Changed the World and The
Careerist
“An excellent guide to enable students and
professionals to understand themselves and apply this
knowledge to create fulfilling and impactful careers in
today’s global employment market”
Yasmina Mallam-Hassam, Careers Consultant Team Manager
Imperial College Business School UK
"John Lees' approach works because he gives readers
simple practical steps to help flip their mindsets into
the more daring exploratory and confident mode
September 2016 needed for career transition success."
£12.99 €15.99 $24.00 Stuart Lindenfield, Head of Transitions Practice Reed
296 pages Consulting.
ISBN: 9780077179540
John Lees is one of the UK’s best-known career strategists.
Jacket Not Final How To Get A Job You Love continues to be one of the best-
known career brands in the UK. John is a regular keynote
speaker and has run workshops in the USA, Switzerland,
South Africa, Australia, and New Zealand.
 THE INNOVATION SECRETS
OF STEVE JOBS: INSANELY
DIFFERENT PRINCIPLES FOR
BREAKTHROUGH SUCCESS
Carmine Gallo

Now in paperback - the “Think Different” approach to

innovation based on the guiding principles and enduring
legacy of Apple’s legendary CEO Steve Jobs.

Celebrating the life and legacy of one of the most

influential innovators of all time, The Innovation Secrets of
Steve Jobs has become a landmark in the field, as powerful
and inspirational as the man himself. This essential guide
shows readers how to apply Steve Jobs’s seven principles
of innovation to any field, dream, or endeavor.

For Jobs, Apple’s slogan “Think Different” was more than a

marketing tool. It was a way of life - a powerful, positive,
game-changing approach to innovation that anyone can
use to unlock creative potential, turn passions and ideas
into revolutionary products, and captivate customers by
doing what we love.

• This paperback edition of the innovation classic includes a

new introduction celebrating Jobs’s remarkable life and
legacy
• These innovation secrets, like Steve Jobs himself, will
continue to inspire, challenge, and motivate us all for
September 2016 generations to come
£13.99 €18.99 $18.00
• Gallo’s techniques have been successfully implemented by
288 pages his clients, who include Fortune 100 executives, startup
ISBN: 9781259835896 entrepreneurs, and small business owners

Carmine Gallo is the author of seven books, including the

Wall Street Journal bestseller The Presentation Secrets of
Steve Jobs and the award-winning The Innovation Secrets
of Steve Jobs. He is also the author of the bestseller Talk
Like TED: The 9 Public Speaking Secrets of the World's Top
Minds. He is a popular Forbes.com columnist, keynote
speaker, and communications coach whose techniques
have been implemented by Fortune 100 companies. His
clients include Intel, Coca-Cola, Chevron, SanDisk, and
Pfizer.
 THE PRESENTATION SECRETS
OF STEVE JOBS: HOW TO BE
INSANELY GREAT IN FRONT
OF ANY AUDIENCE
Carmine Gallo

Now in paperback - the Wall Street Journal bestseller that

reveals the secrets behind Steve Job’s legendary
presentations, with a new introduction about his legacy.

Celebrating the inspiring life and vision of Apple’s game-

changing CEO, The Presentation Secrets of Steve Jobs has
become the essential go-to guide for top-level executives,
middle managers, organizational speakers, startup
entrepreneurs, and pretty much anyone who needs to
engage, persuade, and captivate an audience.

This is as close as they’ll ever get to have the master

presenter himself speak directly in their ear.
Communications expert Carmine Gallo has studied and
analyzed the very best of Jobs’s performances, offering
point-by-point examples, tried-and-true techniques, and
proven presentation secrets that anyone can master.
Readers will learn how to take charge of a room, create an
inspiring brand story, deliver unforgettable moments - and
do it powerfully, effortlessly, and effectively.

Carmine Gallo is the author of seven books, including the

Wall Street Journal bestseller The Presentation Secrets of
September 2016 Steve Jobs and the award-winning The Innovation Secrets
£13.99 €18.99 $18.00 of Steve Jobs. He is also the author of the bestseller Talk
Like TED: The 9 Public Speaking Secrets of the World's
288 pages
Top Minds. He is a popular Forbes.com columnist, keynote
ISBN: 9781259835889 speaker, and communications coach whose techniques
have been implemented by Fortune 100 companies. His
clients include Intel, Coca-Cola, Chevron, SanDisk, and
Pfizer.
 THEORY U: LEADING FROM
THE FUTURE AS IT EMERGES,
2/E
C. Otto Scharmer

Ten years ago, Otto Scharmer invited us to see the world

in new ways and in so doing discover a revolutionary
approach to leadership. Now Scharmer has revised,
updated, streamlined, and enhanced his seminal text.

In Theory U, Scharmer shows that what we pay attention

to and how we pay attention are key to what we create.
What prevents us from attending to situations more
effectively is that we aren't fully aware of and in touch with
the inner place from which attention and intention
originate. This is what Scharmer calls our blind spot. By
moving through Scharmer's U process, we consciously
access the blind spot and learn to connect to our authentic
self - the deepest source of knowledge and inspiration - in
the realm of “presencing,” a term coined by Scharmer that
combines the concepts of presence and sensing.

This second edition features a new preface in which

Scharmer identifies five transformational social trends he's
seen emerge in the past decade and describes how
practitioners around the world have adapted and applied
the U process to an amazingly diverse number of
innovation projects in business, government, and civil
society. There are also eight color pages of drawings by
artist Kelvy Bird that illustrate and illuminate the concepts
September 2016 in the book and new resources for applying the lessons of
£28.99 €36.99 $39.95 the book. Theory U offers a rich diversity of compelling
592 pages stories, examples, exercises, and practices that allow
ISBN: 9781626567986 leaders and entire organizations to shift awareness,
connect with the best future possibility, and gain the
ability to realize it.

C. Otto Scharmer is a senior lecturer at the

Massachusetts Institute of Technology and the founding
chair of the Presencing Institute. He is faculty chair of
MIT's IDEAS program; visiting professor at Tsinghua
University, Beijing; and a co-founder of the Global
Wellbeing and Gross National Happiness Lab, which links
innovators from Bhutan, India, China, Brazil, Europe, and
the United States to prototype profound innovations in
government, business, education, and civil society. He is
the co-author of Leading from the Emerging Future and
Presence.
 HIRING AND FIRING: THE
BRIAN TRACY SUCCESS
LIBRARY
Brian Tracy

Hiring and firing are hard to get right - and potentially

costly to get wrong. Two of the most crucial tasks you face
as a manager, they are vital to both the success of the
enterprise…and your own career.

No need to worry. This handy guide breaks down the

simple but powerful strategies you can use to bring better
employees on board…and weed out the weaker ones.

Featuring techniques that business expert Brian Tracy has

identified as the most effective and that he himself
employs, Hiring & Firing reveals how you can write
appealing and accurate job descriptions, find suitable
candidates, use the Law of Three when interviewing, ask
the right questions, probe past performance, listen for the
questions that indicate interviewees are qualified and
serious, dig deep when checking references, negotiate
salary, start new employees off strong, provide clear
direction and regular feedback, document performance
problems, de-hire gracefully and create an appropriate
severance package.

Hiring and firing are key to improving your team and

reaching your goals. This indispensable little book helps you
eliminate the guesswork and make the best decisions for
your business.

Brian Tracy is a bestselling author and the Chairman and

CEO of Brian Tracy International. One of the top business
speakers and authorities in the world today, he has
consulted for more than 1,000 companies and addressed
more than 5,000,000 people in 5,000 talks and seminars
worldwide.

September 2016
£7.99 €8.99 $9.95
112 pages
ISBN: 9780814437513
 SECOND SHIFT: THE INSIDE
STORY OF THE KEEP GM
MOVEMENT
David Hollister, Ray Tadgerson, David Closs, Tomas Hult

A prescriptive guide to the model behind the successful

“Keep General Motors” campaign.

In 1997, General Motors prepared to pull out of Lansing,

MI, the home of Oldsmobile for nearly 100 years. In
response, an unlikely team of government, business, labor,
education, and community leaders joined together to
convince the company to stay and invest over a billion
dollars instead. The “Keep GM” campaign’s wild success
showed how a collaborative approach to solving complex
problems could turn a crisis into a mutually beneficial
opportunity for an entire region.

Written by Lansing’s mayor at the time, David Hollister,

Second Shift tells the inside story of the campaign and
details the “Second Shift model” that brought competing
community, business, and policy leader interests together
to achieve a common goal. Hollister and his co-authors
provide takeaways, metrics, and lessons, along with
guidelines and a blueprint for implementation, from this
successful model, and looks at case studies of other
industries and regions that have used similar approaches
to keep businesses running and communities vibrant.

David Hollister is the former mayor of Lansing,

September 2016 Michigan (1993-2003) and currently the Director of the
$30.00 Michigan Department of Labor and Economic Growth.
256 pages
ISBN: 9781259643811 Ray Tadgerson is the former President and CEO of
C2AE and served as the senior strategic and marketing
advisor to Mayor David Hollister.

David Closs is Professor, McConnell Endowed Chair, and

Chairperson of the Department of Supply Chain
Management in the Eli Broad College of Business at
Michigan State University and serves as a Senior Advisor
to Michigan's Governor on the Commission for Logistics
and Supply Chain Collaboration.

Tomas Hult is Professor, Byington Endowed Chair, and

Director of the International Business Center in the Eli
Broad College of Business at Michigan State University
and one of the world's leading authorities on strategic
management, global supply chains, and complex
multinational corporations.
 PRESENTATION SKILLS FOR
MANAGERS, 2/E
Kerri Garbis

New edition of one of the Briefcase Books Series

bestsellers, fully rewritten for today’s busy
manager.

McGraw-Hill’s successful Briefcase Books Series is filled with

strategies and advice to help managers become more
capable, efficient, effective, and valuable to their
organizations. Featuring eye-catching icons, checklists, and
sidebars to guide readers step-by-step through everyday
workplace situations, these books are a practical, go-to
resource for the contemporary manager.

Presentation Skills for Managers, 2/e, is a fully rewritten

edition of this essential skill-builder, specifically crafted for
today's busy manager looking to create compelling,
persuasive presentations, utilizing both modern technology
and time-tested methods to engage any audience.

Using her unique background in both the business and

acting worlds, author Kerri Garbis provides brand new
insights on effective performance, storytelling, acting
techniques, content creation, audience analysis criteria,
and advice on overcoming common presentation obstacles.

Kerri Garbis is a professional actress and the President

and co-founder of Ovation Communication, a boutique
consulting and training firm specializing in holistic
presentation, communication, and relationship-building
September 2016 skill development.
£14.99 €19.99 $19.00
144 pages
ISBN: 9781259643965
 PREDICTABLE PROSPECTING:
HOW TO RADICALLY
INCREASE YOUR B2B SALES
PIPELINE
Marylou Tyler, Jeremey Donovan

The eagerly awaited follow-up to Predictable Revenue,

the breakout bestseller hailed as “Silicon Valley’s sales
bible” (Inc.com).

This powerhouse of a book shows B2B sales organizations

how to generate new opportunities, build sales consistently,
and focus on high revenue accounts with higher probability.
It’s the most reliable and predictable prospecting system
available, developed by the co-author of the bestselling
Predictable Revenue and the author of the international
bestseller How to Deliver a TED Talk.

Following a proven step-by-step framework, B2B sales

leaders can turn any organization into a high-performance
business development engine. They’ll learn how to target
and track ideal prospects, optimize contact acquisition,
continually improve performance, and achieve revenue
goals - quickly, efficiently, and predictably.

• A proven B2B sales system from the coauthor of the

bestselling Predictable Revenue and the author of the
international bestseller How to Deliver a TED Talk
• This powerful book extends the original model that has
September 2016 helped thousands of companies grow their sales
£19.99 €25.99 $25.00 • Bonus: Readers receive online access to sample materials,
208 pages worksheets, and blueprints
ISBN: 9781259835643
Marylou Tyler is the bestselling coauthor of Predictable
Revenue: Turn Your Business into a Sales Machine with the
$100 Million Best Practices of Salesforce.com. A successful
trainer and consultant, she advises Fortune 1,000
companies on how to improve the sales process,
specifically the assembly, activation, and optimization of
the outreach sales channel-the most consistent,
predictable, and scalable model for generating new
business opportunities.

Jeremey Donovan is the author of the international

bestseller How to Deliver a TED Talk. He is Head of Sales
Strategy at Gerson Lehrman Group (GLG). Previously,
Donovan was Chief Marketing Officer of American
Management Association International. Prior to joining
AMA, he served as Group Vice President of Marketing at
Gartner Inc., the world's leading information technology
 DISRUPTIVE MARKETING:
WHAT GROWTH HACKERS,
DATA PUNKS, AND OTHER
HYBRID THINKERS CAN
TEACH US ABOUT
NAVIGATING THE NEW
NORMAL
Geoffrey Colon

Now that 75 percent of screen time is spent on connected

devices, digital strategies have moved front and center of
most marketing plans.

But what if that's not enough? What if most people ignore

company messages? What if consumer engagement never
goes further than the "like" button? A sobering reality is
hitting marketers. Technology hasn't just reshaped mass
media, its altering behavior as well. And getting through to
customers will take some radical rethinking.

First step is to toss the linear plan. Next is to strip away

conventions, open your mind, and join Disruptive Marketing
on a provocative, fast-paced tour of our changing
world…where selling is dead, but ongoing conversation
thrives, where consumers generate the best content about
brands, where people tune out noise and listen to feelings,
where curiosity leads the marketing team and where
growth depends on merging analytics with boundless
creativity.

Packed with trends, predictions, interviews with big-think

marketers, and stories from a career spent pushing
boundaries, this book will propel you out of your comfort
zone and into the disruptive mindset you need for future
success.

Geoffrey Colon is a Communications Designer and Social

Data Expert at Microsoft, and was previously Vice President
of Digital Strategy at Ogilvy & Mather.
September 2016
£18.99 €22.99 $24.95
256 pages
ISBN: 9780814437391
 FUNDAMENTALS OF PROJECT
MANAGEMENT, 5/E
Joseph Heagney

Boasting sales of more than 180,000 copies, Fundamentals

of Project Management has helped generations of project
managers navigate the ins and outs of every aspect of this
complex discipline.

But much has changed in recent years. Fully updated in

accordance with the latest version of the Project
Management Body of Knowledge (PMBOK®), the fifth
edition of this classic text remains the perfect introduction
to the subject.

• The book contains new information and expanded

coverage on topics including estimating; stakeholder
management; procurement management; creating a
communication plan; project closure; the road to PMP
certification; and much more
• Chock full of tool, techniques, examples, and
instructive exercises, this up-to-the minute guide will
help you plan and execute projects on time, on
budget-and with maximum efficiency

Joseph Heagney has been President of QMA International,

LLC, since 2001, providing a wide range of management
learning solutions. He was previously the Global Practice
Leader for Project Management Best practices at the
American Management Association, where he currently
September 2016 serves as a faculty member.
£13.99 €16.99 $17.95
240 pages
ISBN: 9780814437360
 THE ETIQUETTE EDGE:
MODERN MANNERS FOR
BUSINESS SUCCESS, 2/E
Beverly Langford

Intelligence, ambition, and skill will start you on the road to

success, but without strong communications skills, social
savvy, and a sense of appropriate behavior…you won't get
far.

The Etiquette Edge gives you a crash course on modern

business manners. New advice explains how to navigate
sticky situations at work, including digital inter actions that
are easy to misinterpret-and hard to mend. From
interviewing etiquette and dress codes to working in close
quarters and communicating upward, you'll master the
essentials of making a great impression and building
relationships, including how to be smart about how-and
when-you use your smartphone, handle difficult
conversations with tact and finesse, check texts and emails
for content and tone, create a polished image on social
media and conduct meetings (in person, online, or over
lunch) with poise and confidence.

In our era of entitlement, saying thank-you and giving

praise are increasingly rare - but these simple acts are far
from empty gestures. They're refreshing reflections of
respect. Inconsiderate people and poor conduct may
permeate the workplace, but success comes to those who
play by a better set of rules.
September 2016
£11.99 €14.99 $16.00 Beverly Langford, Ph.D., is President of LMA
256 pages Communication, a training, coaching, and consulting firm
ISBN: 9780814437629 specializing in strategic communication and interpersonal
effectiveness. She teaches graduate business
communication at Georgia State University.
 THE REFERRAL OF A
LIFETIME: THE NETWORKING
SYSTEM THAT PRODUCES
BOTTOM-LINE RESULTS, 2/E
Tim Templeton

Nobody likes cold calls. And nobody really needs to make

them. The Referral of a Lifetime teaches a step-by-step
system that will allow anyone to generate a steady stream
of new business through consistent, qualified referrals from
existing customers, colleagues, and friends while retaining
and maximizing business with existing customers.

Through an entertaining fictional story, Tim Templeton

emphasizes the importance of applying the golden rule in
business - developing better relationships with
customers by putting the relationship first, rather than
just making the sale. This is the foundation on which his
system is built, and it's not something you can fake. But
simply treating people well isn't enough. Templeton offers
a proven system that allows you to highlight your body of
work and authenticity and then proactively reach out to
customers to make sure they refer you to others.

In this completely updated and expanded edition,

Templeton introduces the concept of the Perfect Client
Avatar, a detailed profile of your ideal client that you share
with your best clients so they know whom to refer to you.
And he adds a new dimension to his process: social proof,
an important by-product of social media. Studies have
shown that recommendations from other people are the
September 2016 most persuasive way to “prove” your trustworthiness.
£15.99 €18.99 $20.95 Templeton explains how to reach the tipping point on
208 pages online reviews, testimonials, and case studies of satisfied
ISBN: 9781626568518 clients so you can expand your business 24/7. You'll be
adding clients while you sleep!

Your customers, colleagues and friends already know every

new contact you will ever need to succeed. When you
apply Tim Templeton's system, they will naturally refer
those potential new customers to you.

Tim Templeton is a speaker, coach, and consultant and is

CEO of Consulting Gold, a company that helps clients
increase revenue and profitability by implementing the high
-touch-high-tech processes of its referral system and
selected partners. Formerly, he was CEO of MasterTrack
International Inc., where he shared his message and
systematic client acquisition processes for entrepreneurs,
professionals, and companies in multiple countries.