Toolbox Graphics and templates to implement lessons, principles, and approaches. WHAT-WHO-WHY A business solves a problem for a customer. Change Framework Context matters. Leadership Support Get good at getting help. Idea-to-Benefit Cycle Turn ideas into reality. Consulting Economics Build castles instead of laying bricks. How to Run a Great Meeting Meetings make the difference. Effectiveness v. Maturity Most get it right in their second job out of IBM. Roles to Revenue Making a sale is more than one job. How to Drive Sales Turn what works into a revenue flywheel. Solution Architecture How to build a castle instead of lay bricks. Five Steps to a Sale Teach to sell. Proposal Preparation Proposal roles and controls. Annual Assessments Keep appraisals apart from raises. Level Titles What’s in mind when a job is done? OD Methodology Diagnose before doing. Transformation Plan It pays to have a plan. Sale or Financing Step-by-step guide to a sale or financing with sample artifacts. Initiative Governance Plan-Do-Review. Leadership Traits by Stage Ideal leadership traits change with maturity. 360 Assessments Assessments are not all the same. Do & Review Cycle What, Why, So What, Now What? Meeting Record Power in the pen. Leader Overview Manifestation of Leadership Initiative-to-Action Turn initiatives into action. Stages of Venture Maturity Concept, Startup, Credible, Sustainable, Mature Team Skill Mix Ideal skill mix changes with maturity. Finance Terms Words matter. Contract & Govern “If you think you can or you think you can’t, you’re probably right.” Product Management Every offering needs a CEO. Prospect to Customer Direct marketing beats advertising. Behavioral Interview Behavior speaks louder than words. Executive Session Prep Preparation Instructions Annual Financial Cycle Management and Control Cycle Exit Interview Truth matters. Annual Performance Goals Pay for a page of the plan. Organization Background Help us help you! Taxonomy of Technologists You need more than a programmer. Client Interview Form Ask your customer about you. Performance Assessment Five questions tell all you need to know.