THE MCGRAW-HILL EXECUTIVE MBA SERIES Readers look to The McGraw-Hill Executive MBA series for straight-talking, technique-filled books written by frontline executive education professors and modeled after the programs of top business schools. Managerial Leadership provides a four-tiered approach that helps professionals from all walks of life develop strong management and leadership skills. Top leadership models
and frameworks, tools for assessing leadership strengths, techniques for handling change and growth, and more make this book a veritable learning laboratory.

Is Six Sigma the exclusive domain of manufacturing and service operations, or can excellence be mandated (and achieved) throughout an entire organization? This refreshing book reveals how to apply the legendary quality assurance program across all departments and processes, creating a permanent, company-wide Six Sigma culture.

Author
Alan Larson, a Motorola veteran, has created a simple and practical Continuous Improvement model, and offers a strategy for managing the change to Six Sigma-driven operations and philosophy. Larson’s approach is based on the seven key elements of Six Sigma:

* Focus on customer satisfaction
* Use of data and systems
* Setting improvement goals
* Team approach
* Employee involvement
* Defining roles
* Personal growth

Field-proven in organizations of all types, Larson’s methodology can help any company make quality a real and viable strategic objective.

Over 100,000 copies sold!

Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients’ businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter.

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying
consultative selling, including:

* outsourcing * Internet sales
* gainsharing as an alternative to price * value-added reselling *
cost-control purchasing * and more

The book still includes the same great features that have made it a steady seller for over two decades — from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic
sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels.

Expert guidance on exploring and choosing a career in computers Ideal if you are a college-bound student or are thinking about making a career change, Careers in Computers offers necessary information needed to explore the profession and then narrow it down to a job that suits you. It details the responsibilities, education and training required, and employment outlooks for dozens of satisfying careers in the computer field.

* This is the first book to deliver specific guidelines for integrating
mobile and wireless technologies into a business organization to
enhance business processes, reduce operating expenses, or produce
additional revenue streams

* Builds off the material from Cap Gemini Ernst & Young Guide to
Wireless Enterprise Application Architecture (0-471-20951-1), which
described how to build a wireless enterprise application architecture
for optimum performance
* Presents a proprietary, step-by-step
methodology that shows how to identify opportunities to integrate
mobile technologies into an organization
* Describes the strategic
framework and development approach used by experienced project teams
for building a mobile technology solution
* Features extensive real case studies from Microsoft and Cap Gemini Ernst & Young’s extensive business portfolio

Game theory–the study of how competitors act, react, and interact
in the strategic pursuit of their own self-interest–has become an
essential competitive tool in today’s business arena. Game Theory at Work provides
examples of how businesspeople can use this time-proven approach to
successfully meet competitive challenges and, more often than not,
claim the upper ground in each battle before it begins.

Game Theory at Work steers
clear of the opaque mathematics and pedagogy that so often hamper
practitioners of game theory, relying instead on lively case studies
and examples to illustrate its remarkable methods in action. Complex
yet comprehensible, it provides you with:

• Methods for applying game theory to every facet of business
• Strategies for instantly improving your position in virtually any negotiation
• Game theory techniques to increase the output–and value–of each employee

At its essence, business is a game, albeit a profoundly serious game that must always be played to win. Game Theory at Work is
the first plain-English examination of the use of game theory in
business. Let it provide you with the intellectual tools you need to
instantly understand every game you’re playing, use that knowledge to
your advantage, and consistently maximize your finish-line payoff.

A groundbreaking guide to mastering the most important leadership skills Great Communication Secrets of Great Leaders gives anyone from managers to executives an unparalleled opportunity to do just that. John Baldoni explores the communication styles of many of the world’s most influential leaders and extracts powerful lessons that leaders of all stripes can use to improve their communication skills and overall leadership effectiveness. Drawing upon his years of experience as a top leadership consultant, visionary and coach, Baldoni: Reveals the communications secrets of Jack Welch, Rudy Giuliani, Colin Powell, Peter Drucker, Winston Churchill, Steve Jobs, Katharine Graham, and many other influential leaders Distills the proven communication techniques of today’s greatest leaders into core strategies and step-by-step solutions Develops guidelines for making the most of computer-aided presentations, videoconferencing, and other new technologies.

This world-wide best-selling book highlights the most recent trends and developments in global marketing with an emphasis on the importance of teamwork between marketing and all the other functions of the business. It introduces new perspectives in successful strategic market planning, and presents additional company examples of creative, market-focused, and customer-driven action. Coverage includes a focus on marketing in the 21st Century that introduces the new ideas, tools and practices companies will need to successfully operate in the New Millenium. Chapter topics discuss building customer satisfaction, market-oriented strategic planning, analyzing consumer markets and buyer behavior, dealing with the competition, designing pricing strategies and programs, and managing the sales force. For marketing managers who want to increase their understanding of the major issues of strategic, tactical, and administrative marketing along with the opportunities and needs of the marketplace in the years ahead.

“If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place.” –Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT.

“Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming.” –Paul H. Zipkin, Vice-Dean, The Fuqua School of Business

It’s been called “a breeding ground for gurus.” McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as “In Search of Excellence” author Tom Peters, Harvey Golub of American Express, and Japan’s Kenichi Ohmae.

When Fortune 100 corporations are stymied, it’s the “McKinsey-ites” whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm’s well-honed practices in problem solving, communication, and management.

He shows you how McKinsey-ites think about business problems and how they work at solving them, explaining the way McKinsey approaches every aspect of a task:

*How McKinsey recruits and molds its elite consultants;
*How to “sell without selling”;
*How to use facts, not fear them;
*Techniques to jump-start research and make brainstorming more productive;
*How to build and keep a team at the top its game;
*Powerful presentation methods, including the famous waterfall chart, rarely seen outside McKinsey;
*How to get ultimate “buy-in” to your findings;
*Survival tips for working in high-pressure organizations.
Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, THE MCKINSEY WAY is fascinating reading that empowers every business decision maker to become a better strategic player in any organization.