Toolbox Graphics and templates to implement lessons, principles, and approaches. 835 WHAT-WHO-WHY A business solves a problem for a customer. 1,012 Change Framework Context matters. 705 Leader Support Get good at getting help. 393 Idea-to-Benefit Cycle Turn ideas into reality. 187 DO-SELL-GROW System of Systems 175 Heat Map Value Creation Initiatives 188 How to Drive Sales Turn what works into a revenue flywheel. 141 Do & Review What, Why, So What, Now What? 606 Organization Stages Concept through Mature 404 Five Steps to a Sale Teach to sell. 20 License Fees Perpetual vs. Subscription for Enterprise Value 21 Process v Content Both beat either. 75 Road Map How to bring a work plan to life. 137 Contract & Govern “If you think you can or you think you can’t…” 384 Client Pyramid Know what you have and what you want. 94 Frames of Mind What change leaders need to know. 10 PE Works How it works and who wins. 102 Missed Lift Behavior Change Takes Conscious Effort 119 Sale or Financing Step-by-step guide. 435 Run a Great Meeting Meetings make the difference. 168 Leader Overview Manifestation of Leadership 174 Effective v. Mature Most get it right in their second job out of IBM. 326 Business Models Pick one and get it right. 69 IN-ON Pizza-Making v. Pizza-Making Business 195 Solution Architecture Offer to build a castle instead of lay bricks. 387 Ways to Engage Step Up to Play at the Top. 59 Six P’s to Perform How to Prepare like a Pro 147 Financial Dashboard Past–Present–Prospective All in One View 177 Annual Assessments Keep appraisals apart from raises. 88 Alliance Continuum You are how you play together. 128 Level Titles What’s in mind when a job is done? 91 Strategy How to win the game we are playing. 241 OD Methodology Diagnose before doing. 75 Market Size Growth is Good! 79 Shrink to Size What to do in crisis 257 Transformational Plan It pays to have a plan. 459 Four Kinds of Help Help is not all the same. 121 Maturity Assessment Maturity Mean Progress 308 Initiative Governance Plan-Do-Review. 239 Leader Behaviors Ideal leadership traits change with maturity. 1,286 Meeting Record Power in the pen. 82 Consulting Economics Build castles instead of laying bricks. 317 Initiative-to-Action Turn initiatives into action. 195 Team Skill Mix Ideal skill mix changes with maturity. 170 Goal Setting Aim High — Do Better 268 Finance Terms Words matter. 68 Roles to Revenue Making a sale is more than one job. 304 Proposal Preparation Proposal roles and controls. 80 Initiative Profiles All change is not the same. 154 New Skill Progression New skills become core in stages. 95 Product Management Every offering needs a CEO. 305 Offering Manager "Lub-Dub": the heartbeat of success. 154 Prospect to Customer Direct marketing beats advertising. 95 Behavioral Interview Behavior speaks louder than words. 70 Annual Processes A Plan to Plan 299 360 Assessments Assessments are not all the same. 234 Financial Cycle Management and Control Cycle 280 Exit Interview Truth matters. 180 Annual Goals Pay for a page of the plan. 82 Tech Taxonomy You need more than a programmer. 446 Client Interview Form Ask your customer about you. 294 Assessment Five questions tell all you need to know.