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Results Reading List
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Results Best Practices-for Executives
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What follows is a list of the best material we’ve encountered on creating greater results. We’ve only included works that we’ve read, thought highly of, and that will help you create greater results.

But before launching into the list, please join us in

Recognizing Our Teachers,

the authors whose wisdom, understanding and efforts to convey it to others have been foundational in the creation of our programs. Our heartfelt thanks to you all.

And Now, the List…

If you click on a linked citation, you can find out more about the book, and if you wish, obtain your own copy.

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Advertising (see Marketing below)

Business Models (see also Growing and Entrepreneurship)

  1. Doris Christopher, The Pampered Chef: The Story of One of America's Most Beloved Companies. Warren Buffett’s foreward (he bought the company) is priceless, as is Doris Christopher’s accomplishment.
  2. W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant
  3. Robert Kiyosaki, with Sharon Lechter, Rich Dad's Before You Quit Your Job: 10 Real-Life Lessons Every Entrepreneur Should Know About Building a Multimillion-Dollar Business. Details the notion that a business succeeds or fails before it ever opens, because of its design.
  4. Adrian Slywotzky, The Art of Profitability. A tour of powerful ways that a business can make money.

Cost Management

  1. Robert Kaplan and Robin Cooper, Cost & Effect: Using Integrated Cost Systems to Drive Profitability and Performance
  2. Gary Cokins, Alan Stratton and Jack Helbling, An ABC Manager’s Primer
  3. Gary Cokins, Activity-Based Cost Management- Making It Work: A Manager’s Guide to Implementing and Sustaining an Effective ABC System
  4. Jeremy and Tony Hope, Transforming the Bottom Line: Managing Performance With Real Numbers
  5. Mohan Nair, Activity-Based Information Systems: An Executive’s Guide to Implementation

Customer Care

  1. Ken Blanchard and Sheldon Bowles, Raving Fans: A Revolutionary Approach to Customer Service
  2. Frederick Reichheld, The Loyalty Effect: The Hidden Force Behind Growth, Profits and Lasting Value

Customer Value

  1. Bradley Gale, Managing Customer Value: Creating Quality and Service That Customers Can See

Doing Business Online

  1. Bryan and Jeffrey Eisenberg, Call to Action: Secret Formulas to Improve Online Results (about improving your Web site’s conversion)
  2. Steve Krug, Don't Make Me Think: A Common Sense Approach to Web Usability (2nd Edition)
  3. Patricia Seybold with Ronni Marshak, customers.com: How to Create a Profitable Business Strategy for the Internet and Beyond

Growing and Entrepreneurship (see also Business Models)

  1. Ken Blanchard and Sheldon Bowles, Big Bucks: How to Make Serious Money for Both You and Your Company (about forming the mindsets crucial to achieving lasting and meaningful success)
  2. Robert H. Bloom, The Inside Advantage: The Strategy that Unlocks the Hidden Growth in Your Business (a step-by-step map for growing a revenue stream, by discovering the growth engine that’s right inside the business)
  3. Ram Charan, Profitable Growth Is Everyone’s Business: 10 Tools You Can Use Monday Morning
  4. _________ and Noel Tichy, Every Business Is a Growth Business: How Your Company Can Prosper Year After Year
  5. Paul Hawken, Growing a Business (one of the finest books we’ve seen on the calling of entrepreneurship.)
  6. Adrian Slywotzky, How to Grow When Markets Don’t
  7. Richard White, The Entrepreneur’s Manual (this book is gold, but it’s out of print. Amazon may be able to get it for you.)
  8. Harvard Business Review on Strategies for Growth

Marketing and Advertising

  1. Geoff Ayling, et. al., Rapid Response Advertising
  2. Harry Beckwith, Selling the Invisible: A Field Guide to Modern Marketing
  3. ___________, The Invisible Touch: The Four Keys to Modern Marketing
  4. Malcolm Gladwell, The Tipping Point: How Little Things Can Make a Big Difference
  5. Chip and Dan Heath, Made to Stick: Why Some Ideas Survive and Others Die
  6. Sam Hill and Glenn Rifkin, Radical Marketing
  7. Al Ries and Jack Trout, Positioning: The Battle for Your Mind
  8. Rick Ott, Creating Demand: Move the Masses to Buy Your Product, Service, or Idea
  9. Al Ries and Jack Trout, The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk
  10. Seth Godin, Permission Marketing
  11. Roy Williams, The Wizard of Ads: Turning Words Into Magic and Dreamers Into Millionaires

Management

  1. Jim Collins, Good to Great: Why Some Companies Make the Leap… and Others Don’t (discoveries about the mindsets and pathways that lead to greater results)
  2. George Labovitz and Victor Rosansky, The Power of Alignment: How Great Companies Stay Centered and Accomplish Extraordinary Things
  3. Dan Thomas, Business Sense: Exercising Management’s Five Freedoms
  4. Ken Blanchard, Gung Ho: Turn on the People in Any Organization
  5. Covey, Stephen, Principle-Centered Leadership

Shareholder Value

  1. Anne Ameels, Werner Bruggeman and Geert Scheipers, Value-Based Management: Control Processes to Create Value Through Integration—A Literature Review
  2. Al Ehrbar, EVA: The Real Key to Creating Wealth
  3. Nathaniel Mass, The Relative Value of Growth, Harvard Business Review, April 2005 (shows how to determine whether increasing profit margins or growing revenue will have a bigger effect on share price)
  4. Daniel J. Obrycki and Rafael Resendes, Economic Margin: The Link Between EVA and CFROI, Chapter 7 in Value-Based Metrics: Foundations and Practice, edited by Frank J. Fabozzi and James L. Grant.

Six Sigma

  1. Subir Chowdhury, The Power of Six Sigma: An Inspiring Tale of How Six Sigma Is Transforming the Way We Work (a lucid, short story-like overview of the technique and its benefits)
  2. Peter Pande, Robert Neuman and Roland Cavanagh, The Six Sigma Way: How GE, Motorola and Other Top Companies Are Honing Their Performance (an in-depth treatment with examples)

Strategy and Strategic Planning

  1. Michael Porter, Competitive Strategy: Techniques for Analyzing Industries and Competitors
  2. __________, Competitive Advantage
  3. W. Chan Kim and Renée Mauborgne, Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant
  4. Henry Mintzberg, The Rise and Fall of Strategic Planning
  5. Gary Hamel and C. K. Prahalad, Competing for the Future: Breakthrough Strategies for Seizing Control of Your Industry, and Creating the Markets of Tomorrow
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