ToolboxGraphics and templates to implement lessons, principles, and approaches. 734 WHAT-WHO-WHYA business solves a problem for a customer. 860 Change FrameworkContext matters. 630 Leadership SupportGet good at getting help. 10 License FeesPerpetual vs. Subscription for Enterprise Value 11 State DefinitionAnswers define an organization’s state 17 Process v ContentBoth beat either. 135 Heat MapValue Creation Initiatives 318 Idea-to-Benefit CycleTurn ideas into reality. 50 Road MapHow to bring a work plan to life. 118 Contract & Govern“If you think you can or you think you can’t…” 347 Client PyramidKnow what you have and what you want. 90 Frames of MindWhat change leaders need to know. 141 DO-SELL-GROWSystem of Systems 156 How to Drive SalesTurn what works into a revenue flywheel. 112 Do & Review CycleWhat, Why, So What, Now What? 99 Missed LiftBehavior Change Takes Conscious Effort 94 Sale or FinancingStep-by-step guide. 346 Run a Great MeetingMeetings make the difference. 151 Leader OverviewManifestation of Leadership 458 Organization StagesConcept through Mature 148 Effective v. MatureMost get it right in their second job out of IBM. 288 Business ModelsPick one and get it right. 58 IN-ONPizza-Making v. Pizza-Making Business 162 Solution ArchitectureHow to build a castle instead of lay bricks. 352 Five Steps to a SaleTeach to sell. 353 Ways to EngageStep Up to Play at the Top. 52 Six P’s to PerformHow to Prepare like a Pro 132 Financial DashboardHow to view PAST, PRESENT, and PLAN. 156 Annual AssessmentsKeep appraisals apart from raises. 81 Alliance ContinuumYou are how you play together. 114 Level TitlesWhat’s in mind when a job is done? 72 StrategyHow to win the game you are playing. 203 OD MethodologyDiagnose before doing. 71 Market SizeGrowth is Good! 72 Shrink to SizeWhat to do in crisis 233 Transformational PlanIt pays to have a plan. 417 Four Kinds of HelpHelp is not all the same. 109 Maturity AssessmentMaturity Mean Progress 251 Initiative GovernancePlan-Do-Review. 205 Leader BehaviorsIdeal leadership traits change with maturity. 1,155 Meeting RecordPower in the pen. 74 Consulting EconomicsBuild castles instead of laying bricks. 283 Initiative-to-ActionTurn initiatives into action. 181 Team Skill MixIdeal skill mix changes with maturity. 133 Goal SettingAim High — Do Better 220 Finance TermsWords matter. 64 Roles to RevenueMaking a sale is more than one job. 249 Proposal PreparationProposal roles and controls. 76 Initiative ProfilesAll change is not the same. 147 New Skill ProgressionNew skills become core in stages. 82 Product ManagementEvery offering needs a CEO. 239 Offering Manager"Lub-Dub": the heartbeat of success. 132 Prospect to CustomerDirect marketing beats advertising. 88 Behavioral InterviewBehavior speaks louder than words. 61 Annual ProcessesIt helps to see the big picture. 260 360 AssessmentsAssessments are not all the same. 57 Executive SessionPreparation Instructions 198 Financial CycleManagement and Control Cycle 236 Exit InterviewTruth matters. 163 Annual GoalsPay for a page of the plan. 44 Tech TaxonomyYou need more than a programmer. 413 Client Interview FormAsk your customer about you. 270 AssessmentFive questions tell all you need to know.