ToolboxGraphics and templates to implement lessons, principles, and approaches. 769 WHAT-WHO-WHYA business solves a problem for a customer. 892 Change FrameworkContext matters. 654 Leadership SupportGet good at getting help. 13 License FeesPerpetual vs. Subscription for Enterprise Value 16 State DefinitionAnswers define an organization’s state 21 Process v ContentBoth beat either. 148 Heat MapValue Creation Initiatives 339 Idea-to-Benefit CycleTurn ideas into reality. 60 Road MapHow to bring a work plan to life. 121 Contract & Govern“If you think you can or you think you can’t…” 365 Client PyramidKnow what you have and what you want. 91 Frames of MindWhat change leaders need to know. 146 DO-SELL-GROWSystem of Systems 170 How to Drive SalesTurn what works into a revenue flywheel. 118 Do & Review CycleWhat, Why, So What, Now What? 100 Missed LiftBehavior Change Takes Conscious Effort 101 Sale or FinancingStep-by-step guide. 383 Run a Great MeetingMeetings make the difference. 155 Leader OverviewManifestation of Leadership 508 Organization StagesConcept through Mature 159 Effective v. MatureMost get it right in their second job out of IBM. 304 Business ModelsPick one and get it right. 61 IN-ONPizza-Making v. Pizza-Making Business 171 Solution ArchitectureHow to build a castle instead of lay bricks. 379 Five Steps to a SaleTeach to sell. 368 Ways to EngageStep Up to Play at the Top. 53 Six P’s to PerformHow to Prepare like a Pro 137 Financial DashboardHow to view PAST, PRESENT, and PLAN. 162 Annual AssessmentsKeep appraisals apart from raises. 83 Alliance ContinuumYou are how you play together. 120 Level TitlesWhat’s in mind when a job is done? 78 StrategyHow to win the game you are playing. 221 OD MethodologyDiagnose before doing. 72 Market SizeGrowth is Good! 74 Shrink to SizeWhat to do in crisis 244 Transformational PlanIt pays to have a plan. 426 Four Kinds of HelpHelp is not all the same. 112 Maturity AssessmentMaturity Mean Progress 271 Initiative GovernancePlan-Do-Review. 222 Leader BehaviorsIdeal leadership traits change with maturity. 1,190 Meeting RecordPower in the pen. 76 Consulting EconomicsBuild castles instead of laying bricks. 293 Initiative-to-ActionTurn initiatives into action. 188 Team Skill MixIdeal skill mix changes with maturity. 144 Goal SettingAim High — Do Better 242 Finance TermsWords matter. 66 Roles to RevenueMaking a sale is more than one job. 274 Proposal PreparationProposal roles and controls. 76 Initiative ProfilesAll change is not the same. 149 New Skill ProgressionNew skills become core in stages. 86 Product ManagementEvery offering needs a CEO. 265 Offering Manager"Lub-Dub": the heartbeat of success. 138 Prospect to CustomerDirect marketing beats advertising. 92 Behavioral InterviewBehavior speaks louder than words. 62 Annual ProcessesIt helps to see the big picture. 275 360 AssessmentsAssessments are not all the same. 58 Executive SessionPreparation Instructions 210 Financial CycleManagement and Control Cycle 255 Exit InterviewTruth matters. 169 Annual GoalsPay for a page of the plan. 55 Tech TaxonomyYou need more than a programmer. 432 Client Interview FormAsk your customer about you. 278 AssessmentFive questions tell all you need to know.