Toolbox Manage to Lead Tools and Templates 848 WHAT-WHO-WHY A business solves a problem for a customer. 1,051 Change Framework Context matters. 718 Leader Support Get good at getting help. 406 Idea-to-Benefit Cycle Turn ideas into reality. 197 DO-SELL-GROW System of Systems 188 Heat Map Value Creation Initiatives 192 How to Drive Sales Turn what works into a revenue flywheel. 148 Do & Review What, Why, So What, Now What? 654 Organization Stages Concept through Mature 420 Five Steps to a Sale Teach to sell. 23 License Fees Perpetual vs. Subscription for Enterprise Value 24 Process v Content Both beat either. 83 Road Map How to bring a work plan to life. 140 Contract & Govern “If you think you can or you think you can’t…” 394 Client Pyramid Know what you have and what you want. 98 Frames of Mind What change leaders need to know. 5 Processes Process Mapping Elements 19 PE Works How it works and who wins. 103 Missed Lift Behavior Change Takes Conscious Effort 127 Sale or Financing Step-by-step guide. 444 Run a Great Meeting Meetings make the difference. 1 Initiatives Rack and Stack 170 Leader Overview Manifestation of Leadership 184 Effective v. Mature Most get it right in their second job out of IBM. 344 Business Models Pick one and get it right. 72 IN-ON Pizza-Making v. Pizza-Making Business 209 Solution Architecture Offer to build a castle instead of lay bricks. 394 Ways to Engage Step Up to Play at the Top. 59 Six P’s to Perform How to Prepare like a Pro 156 Financial Dashboard Past–Present–Prospective All in One View 185 Annual Assessments Keep appraisals apart from raises. 91 Alliance Continuum You are how you play together. 141 Level Titles What’s in mind when a job is done? 97 Strategy How to win the game we are playing. 257 OD Methodology Diagnose before doing. 76 Market Size Growth is Good! 81 Shrink to Size What to do in crisis 259 Transformational Plan It pays to have a plan. 487 Four Kinds of Help Help is not all the same. 131 Maturity Assessment Maturity Mean Progress 325 Initiative Governance Plan-Do-Review. 254 Leader Behaviors Ideal leadership traits change with maturity. 1,341 Meeting Record Power in the pen. 84 Consulting Economics Build castles instead of laying bricks. 323 Initiative-to-Action Turn initiatives into action. 197 Team Skill Mix Ideal skill mix changes with maturity. 177 Goal Setting Aim High — Do Better 284 Finance Terms Words matter. 70 Roles to Revenue Making a sale is more than one job. 316 Proposal Preparation Proposal roles and controls. 87 Initiative Profiles All change is not the same. 154 New Skill Progression New skills become core in stages. 100 Product Management Every offering needs a CEO. 328 Offering Manager "Lub-Dub": the heartbeat of success. 168 Prospect to Customer Direct marketing beats advertising. 97 Behavioral Interview Behavior speaks louder than words. 77 Annual Processes A Plan to Plan 311 360 Assessments Assessments are not all the same. 241 Financial Cycle Management and Control Cycle 288 Exit Interview Truth matters. 186 Annual Goals Pay for a page of the plan. 91 Tech Taxonomy You need more than a programmer. 451 Client Interview Form Ask your customer about you. 302 Assessment Five questions tell all you need to know.