Toolbox Switch to Compact View Switch to Classic view Manage to Lead Tools and Templates 1,381 WHAT-WHO-WHY A business solves a problem for a customer. 1,566 Change Framework Context matters. 1,238 Leader Support Get good at getting help. 525 Idea-to-Benefit Cycle Turn ideas into reality. 510 DO-SELL-GROW System of Systems 374 Heat Map Value Creation Initiatives 296 How to Drive Sales Turn what works into a revenue flywheel. 323 Do & Review What, Why, So What, Now What? 1,442 Organization Stages Concept through Mature 600 Five Steps to a Sale Teach to sell. 56 Subscription Pricing Perpetual vs. Subscription for Enterprise Value 79 Process v Content Both beat either. 178 Road Map How to bring a work plan to life. 205 Contract & Govern “If you think you can or you think you can’t…” 818 Client Pyramid Know what you have and what you want. 138 Frames of Mind What change leaders need to know. 35 Processes Process Mapping Elements 125 Private Equity Works How it works and who wins. 142 Missed Lift Behavior Change Takes Conscious Effort 184 Sale or Financing Step-by-step guide. 667 Run a Great Meeting Meetings make the difference. 40 Initiatives Rack and Stack 280 Leader Overview Manifestation of Leadership 365 Effective v. Mature Most get it right in their second job out of IBM. 599 Business Models Pick one and get it right. 115 IN-ON Pizza-Making v. Pizza-Making Business 514 Solution Architecture Offer to build a castle instead of lay bricks. 680 Ways to Engage Step Up to Play at the Top. 199 Six P’s to Perform How to Prepare like a Pro 248 Financial Dashboard Past–Present–Prospective All in One View 293 Annual Assessments Keep appraisals apart from raises. 332 Alliance Continuum You are how you play together. 276 Level Titles What’s in mind when a job is done? 473 Strategy How to win the game we are playing. 464 OD Methodology Diagnose before doing. 107 Market Size Growth is Good! 126 Shrink to Size What to do in crisis 483 Transformational Plan It pays to have a plan. 1,335 Four Kinds of Help Help is not all the same. 241 Maturity Assessment Maturity Mean Progress 866 Initiative Governance Plan-Do-Review. 713 Leader Behaviors Ideal leadership traits change with maturity. 2,103 Meeting Record Power in the pen. 128 Consulting Economics Build castles instead of laying bricks. 611 Initiative-to-Action Turn initiatives into action. 422 Team Skill Mix Ideal skill mix changes with maturity. 391 Goal Setting Aim High — Do Better 627 Finance Terms Words matter. 110 Roles to Revenue Making a sale is more than one job. 521 Proposal Preparation Proposal roles and controls. 193 Initiative Profiles All change is not the same. 210 New Skill Progression New skills become core in stages. 241 Product Management Every offering needs a CEO. 574 Offering Manager "Lub-Dub": the heartbeat of success. 296 Prospect to Customer Direct marketing beats advertising. 249 Behavioral Interview Behavior speaks louder than words. 245 Annual Processes A Plan to Plan 491 360 Assessments Assessments are not all the same. 411 Financial Cycle Management and Control Cycle 485 Exit Interview Truth matters. 289 Annual Goals Pay for a page of the plan. 378 Tech Taxonomy You need more than a programmer. 862 Client Interview Form Ask your customer about you. 468 Assessment Five questions tell all you need to know.