Power Up Your Profits : 31 Days to Better Selling

Book Description

This book is also available in CD format for the same price of $59.00. There are 10 CDs total.

Customer Reviews:

marketing @ 50,000 ft........2001-12-13

If you know absolutely nothing about professional services marketing and work for a small, local accounting firm, then this book may interest you. Gives a very general understanding of marketing concepts but not enough to really help you do anything. If you work for a Big 5, don't waste your time with this book.

Essential Accountants Marketing Primer.......2001-11-01

Do your firm professionals seem to have a difficult time discharging their marketing and business development responsibilities? If so, this book may be a valuable tool to help them determine exactly what to do and how to do it. Troy has developed a primer on professional services marketing that every firm member can use to begin building their book of business. Every chapter has specific ideas, suggestions and techniques that can be put to work immediately.

The book begins by defining the some goals and parameters for marketing professional services. The goal is not just to get more clients; the goal is to get better clients. That means you have to be careful and deliberate in deciding both how to market and to whom. The idea is that superior service is required to attract and retain the best clients and just selling your services to anyone will not be effective. The professional marketers job is to find our want clients want, and then deliver it. We need to remember that our job is to help clients build their business. In turn, we will be able to build our own.

Troy points out that the essence of all marketing is communication, and in order to communicate with our clients, we have to spend time with them - whether or not we can bill the hours! Professionals who sit in their offices reading periodicals and waiting for the phone to ring are not serious about building their firms. The point is - clients buy us, not just our services, and we are responsible for showing clients why our services are beneficial to them.

The initial focus of marketing accounting firm services is to be sure we do everything to hold on to our best clients. Only when they are being fully served in a superior manner can we switch our attention to getting new clients. Even then, we have to know how we want as clients. David Maister once said that when your are hunting lions, there is no point in shooting rabbits, squirrels and everything else that moves. Troy shows you how to hunt lions.

Troy provides innumerable insights into our marketing responsibilities:

· We have to deliver and discuss EVERY product, otherwise the client may not understand the value.
· We have to take our young people out to client meetings so they can observe and learn appropriate behaviors.
· All marketing is based upon relationships. Those who can establish and nurture the strongest relationships will get the best business.
· You don't have to be am extrovert to market. People buy professional services from those they like and trust. You can only gain this favored position by spending time with them.

And these tidbits are from the first five chapters!!

The book is designed to be a thirty-one day read. Troy suggests you read one chapter a day. That makes the lessons manageable within busy schedules. I promise the book will be full of highlights, underlines and margin notes.

If you are looking for a definition of quality - see Chapter 2.

Looking for ideas on aggressive methods for generating leads - see Chapter 7.

Trying to decide how to analyze current clients and use that information to identify prospects in similar businesses - see Chapter 10.

Want ideas on how to form alliances to expand and enhance the services you can offer - read about coopetition in Chapter 14.

I think you get the point by now. If you want to jumpstart your marketing efforts and empower your business builders, Power Up Your Profits is a great investment for your firm.

Selling Can Be Good For You.......2001-02-06

There's no question about it. A salesman sees the whole world as a universe to be sold to as surely as a surgeon sees all of medicine at the end of a scalpel. Troy Waugh, CPA though he might be, is nevertheless a salesman. He has written an interesting book about it for CPAs. He draws upon his own experience, and supports his point of view with the observations of a great many people who bring authority to the process. For the CPA who wants to know about selling his or her services, this is a valuable and interesting book.

It's interesting, though, to realize how profoundly different people process the same information. Waugh sees the process of bringing one's services to the prospective client as an exercise in selling, with all the optimisms, closing techniques, relationship establishing devices at play. And he's not wrong. It would be hard to deny that his methods work for a lot of people.

But there are other systems and other approaches. In fact, to make a point, he quotes a book (Spin Selling) that is really about a selling system that's very different from his.

The problem of selling for professionals is that nobody can sell a service except, ultimately, the individual who performs the service. This puts the selling role on an individual whose training, and frequently, temperament, is generally inimical to selling and the sales process. Professionals, even those who have sold successfully, don't want to sell. They just want to have sold, without going through the process. They tend to see selling as demeaning and unprofessional. They don't have the salesman's mindset, and take each no as a personal rejection. And yet, if they are to grow a practice, they do have to sell.

Nor do they generally understand the relationship between marketing and selling. How, then, can they be expected to be successful at something they don't fully understand, much less value?

Waugh's book speaks to these people, with guidelines and instructions that are helpful, and even inspirational. He makes and demonstrates several crucial points, such as that better selling helps clients, because better selling educates. He deals with the seller's attitude, which, for professionals, is crucial. He talks about client retention, and getting more from current clients, which is a subject too little addressed. As a former practicing CPA, he clearly understands clients and client relationships.

Book Description

Expert guidance for CPAs who want to become marketing savvy, improve profits, and gain satisfaction
This updated Second Edition demonstrates how combining the power of trust with the power of persuasion can help CPAs sell their services more effectively. Each chapter develops a key concept of marketing or selling that's easy to follow and shows how to apply the concepts to any CPA practice. Through a step-by-step approach to developing and mastering a stronger marketing and sales presence, this book focuses on how to dramatically enhance the reader's growth potential. It presents real-world examples from top CPA rainmakers and other marketing and management gurus, including Tom Peters. This updated second edition offers interviews covering Sarbanes-Oxley and the new accounting rules.
Troy Waugh, CPA (Nashville, TN), is founder, President, and CEO of The Rainmaker Academy, a comprehensive three-year leadership, client service, and practice development training program for CPAs.

Customer Reviews:

Great Book from a Rainmaker's Rainmaker.......2007-06-04

A great general and comprehensive book on marketing for CPAs. Troy Waugh is really "the rainmaker's rainmaker." He has great insight into practice development for professiona service firms, and this book touches all areas. This is a 'must read' for anyone interested in growing a CPA firm.

Must read for anyone in accounting.......2007-03-08

My first boss at Grant Thornton (the best in the business) thrust this into my hands the day I started there in 2003. It opened my eyse to the ways of business development in the accounting profession and taught me lessons I use to this day.

If you are new to professional services, buy this, Tom Sant's Persuasive Proposal Writing, Harry Beckwith's Selling the Invisible and David Maister's Managing the Professional Service Firm. If you are new accouting, add Kaye Vivian's Winning Proposals. It might be hard to find but well worth it.

Long live Troy Waugh.

POWER UP YOUR PROFITS: 31 DAYS TO BETTER SELLING [SECOND EDITION]

Average customer rating:

POWER UP YOUR PROFITS: 31 DAYS TO BETTER SELLING [SECOND EDITION]
Troy Waugh
Manufacturer: John Wiley and Sons Hoboken, NJ
ProductGroup: Book
Binding: Hardcover
ASIN: B000IWZQQ8

Average customer rating:

Clear and to the point!

New philosophy for a changing marketplace

Creating Demand Driven Supply Chains: How to Profit from Demand Chain Management (Chandos Business Guides: Purchasing & Procurement)
James R. Langabeer , and J. Rose
Manufacturer: Chandos Publishing (Oxford) Ltd
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books
Management | Management & Leadership | Business & Investing | Subjects | Books
Purchasing & Buying | Industries & Professions | Business & Investing | Subjects | Books
ASIN: 1902375955

Book Description

In order to maximise profit supply chains must become "demand" driven and this book offers practical advice on this new demand chain and how to use it to gain competitive advantage.

Focusing on the dynamic nature of demand, the linkages between consumer preferences and product profitability, the collaboration between retailers and suppliers in the chain, and the analytics used to comprehensively assess market and product values, the demand chain is becoming the focal point for firms seeking immediate business returns. An acceptance of this new demand chain helps firms understand the performance of their consumers and their product portfolio and offers the immediate benefits of better collaboration, reduced inventories, increased sales and improved forecast accuracy. This improved intelligence will help firms analyse and create demand in order to ensure the right products are produced in the right quantities at a profit maximising price.

The book comprehensively covers the strategic and operational side of demand chains, including a description of the key business processes within the chain.

Creating Demand Driven Supply Chains: How to profit from Demand Chain Management will provide managers with the tools and techniques necessary to re-think their supply chains and transform them into demand driven chains.

Customer Reviews:

Clear and to the point!.......2001-10-10

I really liked this book which explained me, in an intuitive way, what is Demand Driven business all about.
It helps you to take another view of Supply Chain by understanding where the requierements of production come from and to think behind the simple 'reacting' phases that we are generaly use to. Understanding Demand Driven Supply Chain helps to make the right decisions pro-actively and thus reducing resources involved in solving execution problems.

New philosophy for a changing marketplace.......2001-10-05

I was very impressed with this book, and its insight into the changing marketplace. I've found that so many industries, particularly those related to the high-tech field, are becoming commoditized much more quickly than previous industries had. In other words, newer industries/technologies are maturing at a faster rate than ever before. As a result, companies interested in maintaining healthy margins/revenues, need to consider how to stimulate demand for their products. "Demand driven supply chains" provides an interesting and optimistic view of the changes that need to be, and can be, made for companies to remain healthy in a maturing market.

Average customer rating:
Casebriefs: Constitutional Law

Manufacturer: Harcourt Brace Legal and Professional Publica
ProductGroup: Book
Binding: Hardcover

General | Law | Subjects | Books
General | Law | Professional & Technical | Subjects | Books
ASIN: 0159001935

Average customer rating:
Legal Path Series Constitutional Law (Stone)

Manufacturer: Mclaren Legal Publishers LLC
ProductGroup: Book
Binding: Paperback
ASIN: 0976284561

Product Description

This law school study aid is a "keyed" book. It summarizes all of the major cases in the text book to which it is linked and in the order those cases are printed. Our cases are presented in the IRAC format (Issue, Rule, Analysis and Conclusion). Each case uses a text symbol preceding the Issue, Rule, Analysis and Conclusion of the case referenced.

Legal Path Series Constitutional Law (Sullivan)

Average customer rating:

Legal Path Series Constitutional Law (Sullivan)

Manufacturer: Mclaren Legal Publishers LLC
ProductGroup: Book
Binding: Paperback
ASIN: 097628457X

Product Description

Book Description

Dramatic images never before published in a single volume.

High above the dirty window of Earth's atmosphere, the Hubble Space Telescope (HST) enjoys a clear view of the universe. Hubble uses hundreds of the latest, most spectacular images from the HST to illustrate a comprehensive astronomy reference. Stargazers will be astonished to see in color pictures what were once fuzzy photographs, dots on a star map or words in a textbook.

Hubble explains how new discoveries are revising scientific understanding of the Universe. Detailed images of the Eagle Nebula show several fingers rising above a massive gas cloud. At the end of each fingertip -- the width of our solar system -- is the birth of a star.

The book covers the observable universe in six sections:

Stars in the Firmament
Stellar Death and Destruction
Gregarious Galaxies
The Expansive Universe
Solar Systems
The Heavenly Wanderers

Clear and concise text explains the fascinating history of astronomy and the development of the HST. Hubble transports readers to the planets of our solar system and on to galaxies millions -- even billions -- of light years away. These dramatic, unforgettable images will bring into sharp focus how the Universe is unfolding in new and astonishing ways.

Customer Reviews:

Our first clear view of the Universe.......2006-02-27

Circling a few hundred miles overhead is one of the engineering marvels of the late twentieth century: humanity's very own mirror on the universe, the Hubble Space Telescope (HST). Now that we have seen such wonders reflected through its glass, what can we do but venture out into the universe for a closer look?

English astronomer, Robin Kerrod supplies enough explanatory text so that this isn't just another book of beautiful photographs. Among other wonders, we learn about the origins and deaths of stars, cometary knots (which have nothing to do with comets), gaseous stalagmites that have been dubbed 'the pillars of creation,' and protoplanetary disks in the Orion Nebula.

Hubble lets us peer through Titan's atmosphere and into clusters of millions of stars. The planetary nebulae such as the Butterfly and the Spirograph may yield the most beautiful photographs in this book, but it is always the photographs of the vast starfields such as those in the Tarantula Nebula that stop me dead. To think that a few hundred years ago, we were able to count around six thousand stars in the night sky, and now a single photograph yields a million stars in a small pond of gas and dust.

Cosmological theories explode into nonexistence because of these photographs. Others, even stranger are born. The Hubble Deep Field photograph of a small region just north of the Big Dipper (a 120 hour exposure) shows infant galaxies, only a few billion years older than the Universe itself. What will theorists do with this single photograph of a small square of space?

Everyone should own a copy of this book, especially those who are arrogant enough to believe human beings are the center of the Universe. My only problem with some of the double-page photographs is that their most interesting objects are hidden in the book's stitching. This is a very small complaint in the midst of such wonder.

Poorly Executed.......2004-03-24

I just received the book and was fairly disappointed by the overall quality. Except for the cover jacket and the first three double-page photos, the majority of the image reproductions are of poor quality. First, many of the photos look like they were scanned from prints rather than digitally reproduced directly from the original data and show defects like scratches. The photos suffer from a poor selection of dithering pattern used to reproduce the many colors. This gives the overall impression of a grainy photo. Quite a few of the images are displayed at too large a size and have excessive pixellation. A few pages of text were marred with stains or bleed through from the printing process. Finally, about half of the images at the end of the book dealing with the planets are not from Hubble at all. Having seen most of the images in this book in either their native FITS or tif formats I do know what the quality of these should be - and this book ain't it!

The Best Images of the Universe at your Fingertips!!!.......2004-01-13

+++++

The author, Robin Kerrod, an astronomer and accomplished astronomy writer, states in this book's preface the following:

"This book reveals the wonderful, mysterious, and awesome universe of ours...You don't have to be an astronomer to appreciate the...breathtakingly, hauntingly beautiful [colour] images [or pictures], which chronicle frozen moments in the life of the cosmos [or universe]--from the Martian dust storms to...planetary systems [other than our own]; from the birth pangs of young stars to the death throes of ancient ones; from [a very high rate of star formation] in neighbouring galaxies to catastrophic collisions in remote [galaxies]."

Thus, it is the visually stunning and dramatic images that grace all of the 190 pages of this book (published in October 2003) that make it so remarkable. I counted approximately 300 images. Note that of these, about 25 are non-space pictures. My favourite non-space picture is a cutaway diagram of the Hubble Space Telescope (HST) that shows its essential features. Each image or picture is accompanied by an excellent description of what's going on in the picture.

This book's title implies that all the space images have come from the HST (named after the foremost U.S. astronomer Edwin Hubble, 1889-1953). Actually, as the picture credits section reveals, the majority of this book's space images do come from the HST but a small minority of them come from other sources such as Earth-based observatories, artificial satellites (for example, the COsmic Background Explorer or COBE), and space probes (such as Voyager 2).

This book is divided into six chapters that deal respectively with star birth, star death, galaxies, the expanding universe, solar systems, and our solar system's planets. The appropriate pictures are put into each chapter. For example, the first chapter on star birth contains about 35 pictures that deal with star birth.

This is not only a picture book! This book also gives an overview of astronomy. That is, each chapter is accompanied by text that is concise, comprehensive, and well-written. I learned much from the combination of Kerrod's lucid text and the magnificant pictures.

This book also has a seventh section that is divided into two parts. The first part explains details about telescopes in general while the second part discusses details about the HST in particular. Both parts include informative pictures.

What significant space event occurred in 1957? When was the HST put into orbit? The answers to these and other similar questions can be found in the section called "Landmarks in Astronomy." This section lists major astronomical landmarks that occurred between 585 BC and 2010 AD.

Need to find the definition of an astronomical/space/telescope term in a hurry? Then use this book's "Glossary of Terms." Such recent terms as "COSTAR", "proplyd", and "WIMP" are given excellent, concise definitions.

There are two obvious problems I found with this book. First, the text on page 162 is duplicated on page 168. Second, there are no references/notes for the book's text. Some of this text information is very recent and very factual. Thus, it seems to me that this information should be properly referenced. All of the pictures, however, do give credit to their sources.

In conclusion, if you want to learn about the universe and see its glorious wonders, then don't go out and buy an expensive telescope or pay the very large amount to be a tourist on the next Space Shuttle flight. Instead, get this relatively inexpensive book and have the universe at your fingertips!!!

+++++

Chapters also cover the science and astronomy involved.......2004-01-09

Robin Kerrod's Hubble gathers some of the most important, breathtaking images from the Hubble system, from the birthplace of stars and the deaths of massive red stars to planets in the making and documentation supporting the collision of galaxies. This isn't just a picturebook: chapters also cover the science and astronomy involved, making this a perfect choice for any who would learn about the latest findings via Hubble.

Good Coffee Table Material.......2004-01-06

This book is worth a spot on the coffee table (or bookshelf even). It is more than a "pretty face" in that it goes into depth in quite a few areas considered very current research in Astronomy such as MACHOS, WIMPS, and galactic cannibalization (with illustrations, of course). Other than a few glaring mistakes they missed in the editing (like saying the Virgo Supercluster of Galaxies is only 100 light years across - pg. 105) it does a good job. Just keep in mind it is long on great photos and a little brief on some topics. Excellent layout that will please both deep sky explorers and planetary "nuts" alike. Divided into 6 chapters each with its focus on one area (ie. Galaxies, Solar System, Cosmology) and the afterwards about the Hubble Space Telescope history was very interesting and replete with pictures also. What I liked best was how the text with the pictures added rather than detracted from the whole reading experience. The text allowed me to stare at the picture even longer and say "wow" more often when I knew more about what I was looking at.

Book Description

This is the first book on rotational effects in earthquakes, a revolutionary concept in seismology. Existing models do no yet explain the significant rotational and twisting motions that occur during an earthquake and cause the failure of structures. This breakthrough monograph thoroughly investigates rotational waves, basing considerations on modern observations of strong rotational ground motions and detection of seismic rotational waves. The rotational effects are observed first of all near the earthquake sources, but not only; they also appear near seismic stations on account of the properties of media through which the waves propagate. To describe the propagation of such waves, the authors consider structured elastic media that allow for rotational motions and rotational deformations of the ground, sometimes stronger than translational deformations. The rotation and twist effects are investigated and described and their consequences for designing tall buildings and other important structures are presented. The book will change the way the world views earthquakes.

Book Description

Theoretical Advances in Neural Computation and Learning brings together in one volume some of the recent advances in the development of a theoretical framework for studying neural networks. A variety of novel techniques from disciplines such as computer science, electrical engineering, statistics, and mathematics have been integrated and applied to develop ground-breaking analytical tools for such studies. This volume emphasizes the computational issues in artificial neural networks and compiles a set of pioneering research works, which together establish a general framework for studying the complexity of neural networks and their learning capabilities. This book represents one of the first efforts to highlight these fundamental results, and provides a unified platform for a theoretical exploration of neural computation. Each chapter is authored by a leading researcher and/or scholar who has made significant contributions in this area. Part 1 provides a complexity theoretic study of different models of neural computation. Complexity measures for neural models are introduced, and techniques for the efficient design of networks for performing basic computations, as well as analytical tools for understanding the capabilities and limitations of neural computation are discussed. The results describe how the computational cost of a neural network increases with the problem size. Equally important, these results go beyond the study of single neural elements, and establish to computational power of multilayer networks. Part 2 discusses concepts and results concerning learning using models of neural computation. Basic concepts such as VC-dimension and PAC-learning are introduced, and recent results relating neural networks to learning theory are derived. In addition, a number of the chapters address fundamental issues concerning learning algorithms, such as accuracy and rate of convergence, selection of training data, and efficient algorithms for learning useful classes of mappings.

Book Description

California has been isolated from the rest of the world by a supernatural barrier called the Breech. Not only does the state have to contend with economic and social chaos but also with supernatural foes. Vampire hunter Elizabeth and magic-user Angela are mercenary women often tasked with handling such threats. The only problem is that Elizabeth just turned into a vampire and Angela has become a blood thirsty were-kitty! Wackiness ensues as the two try to get their normal lives and inhuman natures to mesh. What exactly do vampires do with the unconscious men after they bear their necks? How does being an oversized cat affect the relationship between you and the neighbor's dog? Happy insanity breaks out as the ladies cope with these and other scenarios. Action, comedy, horror, and twisted humor combine to make this novel a unique read.

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