by Paul and Sarah Edwards

A huge book packed with practical advice to help the self employed to market their services and products.

by Harry Bedwith

You can't touch, hear, or see your company's most important products. . . . So how do you sell, develop, make them grow? That's the problem with services.

This "phenomenal" book, as one reviewer called it, answers that question with insights on how markets work and how prospects think. A treasury of hundreds of quick, practical, and easy-to-read strategies, Selling the Invisible will open your eyes to new ideas in this crucial branch of marketing, including:

• Why focus groups, value-price positioning, discount pricing, and being the best usually fail
• The vital role of vividness, focus, "anchors," and stereotypes
• The importance of Halo, Cocktail Party, and Lake Wobegon effects
• Marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of the Matterhorn
• Dozens of proven yet consistently overlooked ideas for research, presentations, publicity, advertising, and client retention . . . and much more.

Based on the author's twenty-five years of experience with thousands of business professionals, this book delivers its wisdom with unforgettable and often surprising examples--from Federal Express, Citicorp, and a growing Greek travel agency to an ingenious baby-sitter, Fran Lebowitz, and the colors of oranges and lemons.

The first guide of its kind and a book already causing a sensation in the business community, Selling the Invisible will help anyone marketing a service, a product, or a career. Read it, and you almost certainly will understand why two advance readers call it the best book on business ever written.

by C.W. Allen

This user friendly manual is a complete home study course for establishing and effectively administering your Corporation, Limited Liability Company or Limited Partnership.

Compiled by corporate strategists, this manual provides complete details addressing why you should incorporate your business, how to totally maximize corporate advantages, and maintain critical elements of the ongoing corporation.

 

by Barry Moltz

Advice about starting a business never sounded like this! Beginning with "must be crazy," serial entrepreneur and angel investor Barry Moltz offers the true insider's scoop on new business start-ups. With doses of irreverence and humor, the return-to-basics guide focuses on what comes before the bottom line. Addressing passion-the ultimate entrepreneurial fuel-relationships, failure, and authenticity, Moltz incorporates stories from his entrepreneurial colleagues and shows what it takes to integrate personal and professional life to achieve the highest satisfaction. Moltz describes the ups and downs and emotional trials of running a start-up business and invites readers to let go of the myths and expectations that can hamstring them emotionally while getting their businesses up and running.

In a helpful, heartfelt, and often humorous way, Moltz reassures entrepreneurs that they are not alone-whatever their form of craziness-and that they can retain self-worth and sanity as they ride the start-up roller coaster. Showcasing the varieties of new venture craziness, entrepreneurs at all ages and stages in their business-building processes will realize they too can succeed. Jolts of passionate entrepreneurial wisdom energize these anecdotes, with such ideas as:

• People-not capital-are the true currency.
• Passion keeps everything going.
• Relationships and authenticity are the drivers in this business climate.
• There is no perfect idea and no magic bullet.
• Don't expect your path to be a straight line.

Incorporating lessons from the boom and bust 1990s, the realignment of business and personal values in the wake of terrorism, and proven ways to nurture the human dimension in business, these are voices to help all business owners find and trust their own entrepreneurial passions. After all, says the author, "The worst they can do is eat you!"
 

by Alan Weiss

"A profoundly practical guide to all consultants who wish to grow their practices."-Thomas R. Horton, Chairman Emetrius, American Management Association.

Smaller staffs, greater job complexity, and higher performance goals are boosting the demand for consultants. Updated, with new information on handling competition, high-tech consulting, and media positioning this acclaimed how-to resource gives consultants the tools and advice they need to grow a firm that rakes in a $1 million a year. Step by step it shows how to raise capital, reel in new clients, set fees, accelerate growth, and more.
 

By Ram Charan

The book that shows how to get the job done and deliver results . . . whether you’re running an entire company or in your first management job

Larry Bossidy is one of the world’s most acclaimed CEOs, a man with few peers who has a track record for delivering results. Ram Charan is a legendary advisor to senior executives and boards of directors, a man with unparalleled insight into why some companies are successful and others are not. Together they’ve pooled their knowledge and experience into the one book on how to close the gap between results promised and results delivered that people in business need today.

After a long, stellar career with General Electric, Larry Bossidy transformed AlliedSignal into one of the world’s most admired companies and was named CEO of the year in 1998 by Chief Executive magazine. Accomplishments such as 31 consecutive quarters of earnings-per-share growth of 13 percent or more didn’t just happen; they resulted from the consistent practice of the discipline of execution: understanding how to link together people, strategy, and operations, the three core processes of every business.

Leading these processes is the real job of running a business, not formulating a “vision” and leaving the work of carrying it out to others. Bossidy and Charan show the importance of being deeply and passionately engaged in an organization and why robust dialogues about people, strategy, and operations result in a business based on intellectual honesty and realism.

The leader’s most important job—selecting and appraising people—is one that should never be delegated. As a CEO, Larry Bossidy personally makes the calls to check references for key hires. Why? With the right people in the right jobs, there’s a leadership gene pool that conceives and selects strategies that can be executed. People then work together to create a strategy building block by building block, a strategy in sync with the realities of the marketplace, the economy, and the competition. Once the right people and strategy are in place, they are then linked to an operating process that results in the implementation of specific programs and actions and that assigns accountability. This kind of effective operating process goes way beyond the typical budget exercise that looks into a rearview mirror to set its goals. It puts reality behind the numbers and is where the rubber meets the road.

Putting an execution culture in place is hard, but losing it is easy. In July 2001 Larry Bossidy was asked by the board of directors of Honeywell International (it had merged with AlliedSignal) to return and get the company back on track. He’s been putting the ideas he writes about in Execution to work in real time.

by Ken Blanchard

Your customers are only satisfied because their expectations are so low and because no one else is doing better. Just having satisfied customers isn't good enough anymore. If you really want a booming business, you have to create Raving Fans."

This, in a nutshell, is the advice given to a new Area Manager on his first day--in an extraordinary business book that will help everyone, in every kind of organization or business, deliver stunning customer service and achieve miraculous bottom-line results.

Written in the parable style of The One Minute Manager, Raving Fans uses a brilliantly simple and charming story to teach how to define a vision, learn what a customer really wants, institute effective systems, and make Raving Fan Service a constant feature--not just another program of the month.

America is in the midst of a service crisis that has left a wake of disillusioned customers from coast to coast. Raving Fans includes startling new tips and innovative techniques that can help anyone create a revolution in any workplace--and turn their customers into raving, spending fans.

by Michael E. Gerber

In this first new and totally revised edition of the 150,000-copy underground bestseller, The E-Myth, Michael Gerber dispels the myths surrounding starting your own business and shows how commonplace assumptions can get in the way of running a business. Next, he walks you through the steps in the life of a business--from entrepreneurial infancy, through adolescent growing pains, to the mature entrepreneurial perspective, the guiding light of all businesses that succeed--and shows how to apply the lessons of franchising to any business, whether or not it is a franchise. Finally, Gerber draws the vital, often overlooked distinction between working on your business and working in. your business. After you have read The E-Myth Revisited, you will truly be able to grow your business in a predictable and productive way.