Ledelse & strategi

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Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!

In Everybody Matters, CEO Bob Chapman and bestselling author Raj Sisodia challenge traditional thinking about how to run a business and how to be an inspirational leader. Starting in 1997, Barry-Wehmiller CEO Bob Chapman has pioneered a dramatically different approach to leadership that creates off-the-charts morale, loyalty, creativity, and business performance. At Barry-Wehmiller, every single person matters, just like in a family. That's not a clich on a mission statement; it's the bedrock of the company's success.In Everybody Matters, Chapman and co-author Raj Sisodia show how any organization can stop viewing its employees are simply func tions, to be moved around, 'managed' with carrots and sticks, or discarded at will. By doing so, disengaged workers begin to share their gifts and talents toward a shared future. Uninspired workers stop feeling that their jobs have no meaning. And everyone stops counting the minutes until it's time to go home.Everybody Matters chronicles Chapman's journey to find his true calling and provides clear steps to transform your own workplace, whether you lead two people or two hundred thousand.'If you're ready for a new way of doing business, this is the book for you' Daniel H. Pink, author of To Sell Is Human and Drive'Bob Chapman is on a mission to change the way businesses treat their employees' Inc.magazine

The international best-seller by MJ DeMarco has sold over 350,000 copies worldwide and has been translated in over 15 languages -- the entrepreneurial bible that is revolutionizing business, personal finance, lifestyle, and success!

As business struggles to adapt to a rapidly changing world, managers are bombarded with a bewildering array of schemes for how to be a boss and make an organization tick. It's tempting to be seduced by futurist fantasies where every company has the culture of a startup, and where employees in wacky, whimsical office settings, liberated from hierarchies and bosses that oppress them, are the foundation for breakthrough performance."Get real," warn Nicolai J. Foss and Peter G. Klein. These fads ironically lead to micromanaging and, often, to disaster. Companies and societies, they show, need authority and hierarchy to coordinate work, including creative work. And, counterintuitively, Foss and Klein illustrate how the creative use of authority and hierarchy helps companies to be more agile and flexible, enabling educated, motivated people and teams to thrive.And not a moment too soon: Foss and Klein provide evidence that global challenges such as the proliferation of artificial intelligence, economic disruption, empowered knowledge workers, and black swan events such as the pandemic actually make hierarchy and the job of the manager more important than ever.

"Toyota Kata gets to the essence of how Toyota manages continuous improvement and human ingenuity, through its improvement kata and coaching kata. Mike Rother explains why typical companies fail to understand the core of lean and make limited progressΓÇöand what it takes to make it a real part of your culture."ΓÇöJeffrey K. Liker, bestselling author of The Toyota Way"[Toyota Kata is] one of the stepping stones that will usher in a new era of management thinking."ΓÇöThe Systems Thinker"How any organization in any industry can progress from old-fashioned management by results to a strikingly different and better way."ΓÇöJames P. Womack, Chairman and Founder, Lean Enterprise Institute"Practicing the improvement kata is perhaps the best way we''ve found so far for actualizing PDCA in an organization."ΓÇöJohn Shook, Chairman and CEO, Lean Enterprise InstituteThis game-changing book puts you behind the curtain at Toyota, providing new insight into the legendary automaker''s management practices and offering practical guidance for leading and developing people in a way that makes the best use of their brainpower.Drawing on six years of research into Toyota''s employee-management routines, Toyota Kata examines and elucidates, for the first time, the company''s organizational routines--called kata--that power its success with continuous improvement and adaptation. The book also reaches beyond Toyota to explain issues of human behavior in organizations and provide specific answers to questions such as:How can we make improvement and adaptation part of everyday work throughout the organization?How can we develop and utilize the capability of everyone in the organization to repeatedly work toward and achieve new levels of performance?How can we give an organization the power to handle dynamic, unpredictable situations and keep satisfying customers? Mike Rother explains how to improve our prevailing management approach through the use of two kata: Improvement Kata--a repeating routine of establishing challenging target conditions, working step-by-step through obstacles, and always learning from the problems we encounter; and Coaching Kata: a pattern of teaching the improvement kata to employees at every level to ensure it motivates their ways of thinking and acting.With clear detail, an abundance of practical examples, and a cohesive explanation from start to finish, Toyota Kata gives executives and managers at any level actionable routines of thought and behavior that produce superior results and sustained competitive advantage.

An explosive, deeply reported exposé of McKinsey & Company, the international consulting firm that advises corporations and governments, that highlights the often drastic impact of its work on employees and citizens around the worldMcKinsey & Company is the most prestigious consulting company in the world, earning billions of dollars in fees from major corporations and governments who turn to it to maximize their profits and enhance efficiency. McKinsey's vaunted statement of values asserts that its role is to make the world a better place, and its reputation for excellence and discretion attracts top talent from universities around the world. But what does it actually do?In When McKinsey Comes to Town, two prizewinning investigative journalists have written a portrait of the company sharply at odds with its public image. Often McKinsey's advice boils down to major cost-cutting, including layoffs and maintenance reductions, to drive up short-term profits, thereby boosting a company's stock price and the wealth of its executives who hire it, at the expense of workers and safety measures. McKinsey collects millions of dollars advising government agencies that also regulate McKinsey's corporate clients. And the firm frequently advises competitors in the same industries, but denies that this presents any conflict of interest.In one telling example, McKinsey advised a Chinese engineering company allied with the communist government which constructed artificial islands, now used as staging grounds for the Chinese Navy-while at the same time taking tens of millions of dollars from the Pentagon, whose chief aim is to counter Chinese aggression.Shielded by NDAs, McKinsey has escaped public scrutiny despite its role in advising tobacco and vaping companies, purveyors of opioids, repressive governments, and oil companies. McKinsey helped insurance companies' boost their profits by making it incredibly difficult for accident victims to get payments; worked its U.S. government contacts to let Wall Street firms evade scrutiny; enabled corruption in developing countries such as South Africa; undermined health-care programs in states across the country. And much more.Bogdanich and Forsythe have penetrated the veil of secrecy surrounding McKinsey by conducting hundreds of interviews, obtaining tens of thousands of revelatory documents, and following rule #1 of investigative reporting: Follow the money. When McKinsey Comes to Town is a landmark work of investigative reporting that amounts to a devastating portrait of a firm whose work has often made the world more unequal, more corrupt, and more dangerous.

Broken promises, missed deadlines, poor behavior - they don't just make others' lives miserable; they can sap up to 50 percent of organizational performance and account for the vast majority of divorces. This title offers the tools for improving relationships in the workplace and in life and for resolving all these problems - permanently.

The path toward becoming an effective leader begins with leading the person who matters most--you.

Start a successful online business and be your own boss! Being an online entrepreneur means more than just building a website and this book breaks down everything you need to know to be successful.

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.Cialdini’s Principles of Persuasion:ReciprocationCommitment and ConsistencySocial Proof Liking AuthorityScarcityUnity, the newest principle for this editionUnderstanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

The Five Dysfunctions of a Team Workshop Team Assessment is a 38-item paper handout that is an excellent team development tool. A key component of the facilitator-lead Five Dysfunctions of a Team Workshop, the Team Assessment delivers what the name implies "a team assessment" rather than an individual self-assessment.

11.000 solgt. De sidste 30 års forskning viser, at to ud af tre forandringsprocesser ikke skaber mere værdi for organisationen. Men når medarbejderne har ejerskab til formålet med forandringen og er involverede i at udvikle og afprøve løsninger, så lykkes det otte ud af ti gange.Men hvordan involvere uden at miste styringen? Og hvordan styre uden at miste ejerskabet? Fair proces er en forskningsbaseret og praktisk tilgang til forløbsstyring af involverende forandringsprocesser. En tidlig udgave af bogen vandt i 2012 en pris på den nordamerikanske forskerpraktiker- konference “Academy of Management” i Boston. Uddrag af bogen er bragt i Harvard Business Review. ”Fair proces bør være obligatorisk læsning for alle ledere i og af forandringsprocesser. Den er systematisk og lettilgængelig og har solid evidensforankring. Man får sin ledelsesværktøjskasse udvidet med et power tool." Charlotte Buch Gøthgen. Viceklinikchef, Aalborg Universitetshospital ”Fair proces er den tilgang til forandringer, jeg har manglet i mit virke som leder i en videnstung virksomhed, hvor forandringer er hverdag. For den praksisorienterede byder den på mange brugbare redskaber. Hermed varmt anbefalet.” Morten Holst Bjørno. Produktionschef, Martin Professional A/S ”Fair proces er en af de mest anvendelige bøger om forandringsledelse, jeg har læst - en kærkommen how-to-do-it-bog, med en solid teoretisk forankring!” Martin Gredal. Skoleleder, Rosenlundskolen ”Fair proces er et fantastisk arbejdsredskab til en leder, der arbejder med forandrings-processer. Når jeg roser bogen så vældigt, er det, fordi fair proces giver vejledninger på, hvad der kan virke, og hvorfor det virker, og konkrete vejledninger, som er lige til at gå ud og bruge.” Marietta Rosenvinge. Leder af Døgncentret Frederikshavn

Provides a revolutionary approach to project management that helps to transform everything from software companies to the US military to healthcare in major American hospitals. This book explains how it operates and how it can be made to work for anyone, anywhere? It tells how to how to define, what it is that you are seeking to achieve?

THE HUGE INTERNATIONAL BESTSELLERA former FBI hostage negotiator offers a new, field-tested approach to negotiating - effective in any situation. 'Riveting' Adam Grant 'Stupendous' The Week'Brilliant' Guardian. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion. PRAISE FOR NEVER SPLIT THE DIFFERENCE' My pick for book of the year. Forbes: Who better to learn [negotiation] from than Chris Voss, whose skills have saved lives and averted disaster?Daily Mail: Filled with insights that apply to everyday negotiations.Business Insider: It's rare that a book is so gripping and entertaining while still being actionable and applicable.Inc.: A business book you won't be able to put down.

Det ER muligt som muligt at indfri kravene til effektivitet uden at bede medarbejderne om at løbe stærkere. Der findes en måde, hvor du både kan skabe et større udbytte med den samme indsats og samtidig højne motivation og trivsel blandt dine medarbejdere. Bogen giver dig løsningen trin for trin.Mange har fejlagtigt den opfattelse, at effektivitet handler om tempo. Men man kan sagtens løbe stærkt og udrette en masse uden at være spor effektiv. Effektivitet handler om, hvordan vi i fællesskab indretter arbejdspladsen, fordeler vores opgaver og udnytter vores ressourcer og styrker, så de skaber mest mulig værdi – og mest mulig arbejdsglæde for medarbejderne.Trine Kolding demonstrerer gennem casehistorier fra bl.a. Arbejdernes Landsbank, Retten på Frederiksberg, Aarhus Universitet og Novo Nordisk, hvordan andre har arbejdet med at blive mere effektive sammen. Og de gode råd og redskaber gør bogen let at bruge.Almindeligvis er det den enkelte medarbejders effektivitet, der er i fokus. Men Trine Kolding viser i Effektive sammen, at det er i fællesskabet, at man opnår størst mulig værdi.

Lærebogen er tilpasset fagbeskrivelsen for projektledelse under studieordningen for Akademiuddannelsen i Ledelse samt Akademiuddannelsen i Innovation, Produkt og Produktion. Ligeledes er lærebogen tilpasset fagbeskrivelsen for projektledelse på HD 1. del.Vi har med entusiasme skrevet denne bog om projektledelse for at give vores version af projektledelse og hvordan, vi mener projektledelse kan forstås i en nutidig sammenhæng med skyldigt hensyn til ovenstående fagbeskrivelser.Trojkas lærebog om projektledelse fornyer synet på projektledelse ved at belyse og perspektivere det analytiske perspektiv i form af ydrestyring med det systemiske perspektiv i form af indrestyring.I 2. udgave af Projektledelse er der sket en udbygning af forståelsen af det dynamiske projektteam samt af kropssprogets betydning for kommunikation og skabelse af relationer i projektarbejdet.Der er ligeledes sket en fornyelse af det grafiske udtryk i 2. udgave af Projektledelse. Herved fremstår bogen endnu mere indbydende og læsevenlig.Bogen henvender sig til læsere som ønsker en indføring og perspektivering af projektledelse på et højt fagligt niveau i kombination med en praktisk tilgang. Bogen skal dels ses som en indføring i fagområdet projektledelse for den nye projektleder og dels en videreførelse af projektforståelsen for den mere erfarne projektleder.Med bogen Projektledelse fuldender Trojka sit udvalg af fagbøger inden for ledelses- og organisations-området. Bogen Projektledelse kan derfor med fordel anvendes i forlængelse af Trojkas lærebøger Ledelse i praksis samt Organisation.Specifikt henvender bogen sig til uddannelsesområderne: AU i ledelse, AU i Innovation, Produkt og Produktion samt til HD 1. del.Lærebogen er generelt velegnet til markedsføringsøkonom, finansøkonom, handelsøkonom, logistikøkonom, serviceøkonom, akademiøkonom / merkonom, HA, HD, ingeniøruddannelser og andre videregående uddannelser samt kursusforløb, hvor projektledelse indgår i uddannelsesforløbet.Undervisningsmaterialet omfatter foruden lærebogen også online materialer på bogens website på Trojka.dk. Det er bl.a. muligt at downloade PowerPoints med alle lærebogens figurer. Gå ind på https://trojka.dk/Trojka.aspx klik på ONLINE TROJKA og vælg iTrojka. I den viste bogreol klikkes på ikon med bogens forside.Juni 2021Niels Vestergaard OlsenSusanne Muusmann Lassen

The Challenge Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? The Study For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great? The Standards Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck.The Comparisons The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good? Over five years, the team analyzed the histories of all twenty-eight companies in the study. After sifting through mountains of data and thousands of pages of interviews, Collins and his crew discovered the key determinants of greatness -- why some companies make the leap and others don't. The Findings The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include:Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness. The Hedgehog Concept (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence. A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology. The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap.Some of the key concepts discerned in the study, comments Jim Collins, "e;fly in the face of our modern business culture and will, quite frankly, upset some people. Perhaps, but who can afford to ignore these findings?

To be a top performer in the digital economyto become truly future readyyou need a playbook. Now you have one.It seems like almost every company you can think ofincluding your ownhas embarked on a digital transformation journey. The problem is, many companies start down the road without a good sense of where they are going or a clear idea of how they will create and capture digital value. Not surprisingly, this leads to problems: failure to realize the value from digital in their bottom lines, wasted resources and effort, added complexity and dysfunction.This compact, no-nonsense book provides a solution. In their years of working with senior executives around the world, MIT research scientists Stephanie Woerner, Peter Weill, and Ina Sebastian noticed that these leaders knew they had to transform their businesses, but lacked a coherent framework and a common languagea playbookto guide and motivate their employees and keep everyone focused on a common goal.Future Ready is that playbook. Based on years of rigorous research with data from more than a thousand companiesBBVA, CEMEX, DBS, Fidelity, Maersk, and many othersthe book provides a powerful, field-tested four pathways framework that offers insights into the important dimensions at which a firm must excel in order to be competitive, as well as the organizational disruptions that every firm must manage as part of the transformation journey.The book includes instructive examples, sharp analyses, assessments to help companies benchmark themselves against top performers, and many illuminating visuals to help crystallize the data and ideas.Woerner, Weill, and Sebastian show that the goal isn't digital transformation but rather a profound business transformation. Future Ready is your essential guide for becoming a top performer in the digital economy.

What if you could combine the agility, adaptability, and cohesion of a small team with the power and resources of a giant organization?When General Stanley McChrystal took command of the Joint Special Operations Task Force in Iraq in 2003, he quickly realized that conventional military tactics were failing. The allied forces had a huge advantage in numbers, equipment and training - but none of the enemy's speed and flexibility.McChrystal and his colleagues discarded a century of conventional wisdom to create a 'team of teams' that combined extremely transparent communication with decentralized decision-making authority. Faster, flatter and more flexible, the task force beat back al-Qaeda.In this powerful book, McChrystal and his colleagues show how the challenges they faced in Iraq can be relevant to any leader. Through compelling examples, the authors demonstrate that the 'team of teams' strategy has worked everywhere from hospital emergency rooms to NASA and has the potential to transform organizations large and small.'A bold argument that leaders can help teams become greater than the sum of their parts' Charles Duhigg, author of The Power of Habit'An indispensable guide to organizational change' Walter Isaacson, author of Steve Jobs

This new edition of a landmark text in HRM provides comprehensive coverage including two new chapters on ethics and green HRM. It takes a critical approach and focuses on the global implications of HR practice and management. Its extensive suite of pedagogical resources include ample cases and vignettes, video interviews and an interactive ebook.