Toolbox Switch to Compact View Switch to Classic view Manage to Lead Tools and Templates 1,111 WHAT-WHO-WHY A business solves a problem for a customer. 1,298 Change Framework Context matters. 989 Leader Support Get good at getting help. 474 Idea-to-Benefit Cycle Turn ideas into reality. 332 DO-SELL-GROW System of Systems 284 Heat Map Value Creation Initiatives 250 How to Drive Sales Turn what works into a revenue flywheel. 192 Do & Review What, Why, So What, Now What? 908 Organization Stages Concept through Mature 521 Five Steps to a Sale Teach to sell. 40 Subscription Pricing Perpetual vs. Subscription for Enterprise Value 41 Process v Content Both beat either. 135 Road Map How to bring a work plan to life. 173 Contract & Govern “If you think you can or you think you can’t…” 559 Client Pyramid Know what you have and what you want. 118 Frames of Mind What change leaders need to know. 23 Processes Process Mapping Elements 68 Private Equity Works How it works and who wins. 118 Missed Lift Behavior Change Takes Conscious Effort 154 Sale or Financing Step-by-step guide. 555 Run a Great Meeting Meetings make the difference. 19 Initiatives Rack and Stack 226 Leader Overview Manifestation of Leadership 273 Effective v. Mature Most get it right in their second job out of IBM. 477 Business Models Pick one and get it right. 91 IN-ON Pizza-Making v. Pizza-Making Business 298 Solution Architecture Offer to build a castle instead of lay bricks. 517 Ways to Engage Step Up to Play at the Top. 80 Six P’s to Perform How to Prepare like a Pro 211 Financial Dashboard Past–Present–Prospective All in One View 233 Annual Assessments Keep appraisals apart from raises. 168 Alliance Continuum You are how you play together. 234 Level Titles What’s in mind when a job is done? 218 Strategy How to win the game we are playing. 394 OD Methodology Diagnose before doing. 90 Market Size Growth is Good! 99 Shrink to Size What to do in crisis 344 Transformational Plan It pays to have a plan. 805 Four Kinds of Help Help is not all the same. 159 Maturity Assessment Maturity Mean Progress 582 Initiative Governance Plan-Do-Review. 459 Leader Behaviors Ideal leadership traits change with maturity. 1,690 Meeting Record Power in the pen. 102 Consulting Economics Build castles instead of laying bricks. 440 Initiative-to-Action Turn initiatives into action. 279 Team Skill Mix Ideal skill mix changes with maturity. 247 Goal Setting Aim High — Do Better 408 Finance Terms Words matter. 83 Roles to Revenue Making a sale is more than one job. 425 Proposal Preparation Proposal roles and controls. 133 Initiative Profiles All change is not the same. 166 New Skill Progression New skills become core in stages. 170 Product Management Every offering needs a CEO. 441 Offering Manager "Lub-Dub": the heartbeat of success. 242 Prospect to Customer Direct marketing beats advertising. 121 Behavioral Interview Behavior speaks louder than words. 148 Annual Processes A Plan to Plan 391 360 Assessments Assessments are not all the same. 329 Financial Cycle Management and Control Cycle 369 Exit Interview Truth matters. 234 Annual Goals Pay for a page of the plan. 203 Tech Taxonomy You need more than a programmer. 594 Client Interview Form Ask your customer about you. 387 Assessment Five questions tell all you need to know.