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Preeminent business author and global consultant David Maister presents this enhanced podcast series exploring the themes found in his new book Strategy and the Fat Smoker. Each episode is accompanied by a supplementary pdf discussing the related chapter from David's new book. Copyright: ℗ & © 2001-2008 David Maister Wed, 07 May 2008 19:00:00 +0200 E-book pdf summary of chapter 10
attached file: type: application/pdf size: 493.32 KB here Wed, 07 May 2008 19:00:00 +0200 Too often, companies look to training as a stand-alone solution for behavioral changes in their employees. However, training is a wonderful last step in a committed process towards a common goal, but an almost useless first step.
attached file: type: audio/mpeg size: 14.21 MB here Wed, 23 Apr 2008 19:00:00 +0200 E-book pdf summary of chapter 9.
attached file: type: application/pdf size: 496.89 KB here Wed, 23 Apr 2008 19:00:00 +0200 With so many approaches an organization can take to management, only one of these approaches will, in the long run, produce enduring profitability and abundant business generation. Why are so few firms willing to invest the time?
attached file: type: audio/mpeg size: 12.06 MB here Wed, 09 Apr 2008 19:00:00 +0200 E-book pdf summary of chapter 8.
attached file: type: application/pdf size: 492.81 KB here Wed, 09 Apr 2008 19:00:00 +0200 The basis for any successful marketing effort is the ability of the provider to convince the buyer that they are truly interested in them and are genuinely trying to help. This is however, rarely the focus of marketing discussions within any firm.
attached file: type: audio/mpeg size: 13.09 MB here Wed, 26 Mar 2008 18:00:00 +0100 E-book pdf summary of chapter 7.
attached file: type: application/pdf size: 493.28 KB here Wed, 26 Mar 2008 18:00:00 +0100 Trusting relationships in business are built on the same formulae as trusting relationships in personal life. We will look into some of the cues one can take from personal life to enhance ones professional standing.
attached file: type: audio/mpeg size: 14.35 MB here Wed, 12 Mar 2008 18:00:00 +0100 E-book pdf summary of chapter 6.
attached file: type: application/pdf size: 501.4 KB here Wed, 12 Mar 2008 18:00:00 +0100 The Fat Smoker Syndrome, the inability to do the things we know will help us accomplish our long-term goals, finds no better illustration than in the area of client relations. We will look into different types of client relations and relative merits of
attached file: type: audio/mpeg size: 18.86 MB here Wed, 27 Feb 2008 18:00:00 +0100 E-book pdf summary of chapter 5.
attached file: type: application/pdf size: 497.02 KB here Wed, 27 Feb 2008 18:00:00 +0100 For any organization to achieve a unified, forward momentum, it must first have a solid set of rules and goals for its members to agree upon. We will discuss a number of integrating concepts aimed at getting all players on the same page.
attached file: type: audio/mpeg size: 17.65 MB here Wed, 13 Feb 2008 18:00:00 +0100 Firm-wide strategy often assumes firm-wide consensus. However, it is rarely the case that all players within any given firm are team oriented. We will discuss some of the widely held player preferences and prescribe alternatives in dealing with them.
attached file: type: audio/mpeg size: 14.72 MB here Wed, 06 Feb 2008 18:00:00 +0100 E-book pdf summary of chapter 4.
attached file: type: application/pdf size: 496.85 KB here Wed, 30 Jan 2008 18:00:00 +0100 E-book pdf summary of chapter 3.
attached file: type: application/pdf size: 496.53 KB here Wed, 30 Jan 2008 18:00:00 +0100 A career path is rarely a series of logical steps towards resulting in an ultimate goal, but is more often a series of experiments seen through by the drive and determination to find the next challenge. We will explore this principle in this podcast.
attached file: type: audio/mpeg size: 11.58 MB here Wed, 16 Jan 2008 18:00:00 +0100 E-book pdf summary of chapter 2.
attached file: type: application/pdf size: 492.84 KB here Wed, 16 Jan 2008 18:00:00 +0100 One of the hardest things for a professional to do is to turn down work and everyone has an excuse as to why they shouldn’t. We will learn why the refusal of work that is contrary to your strategy is essential to building a distinguished and special
attached file: type: audio/mpeg size: 11.9 MB here Wed, 02 Jan 2008 18:00:00 +0100 E-book pdf summary of chapter 1.
attached file: type: application/pdf size: 492.74 KB here Wed, 02 Jan 2008 18:00:00 +0100 A strategy, like any other lifestyle altering decision, requires the discipline stick to the plan. Without this determination, most strategic planning is a complete waste of time. We will discuss the tools necessary to do what is obvious but not easy
attached file: type: audio/mpeg size: 13.27 MB here Mon, 22 Oct 2007 19:00:00 +0200 We will close this series with a proverb that I use to conclude many of my seminars. It illustrates that what most businesses need, is not clarification on what is the right thing to do, but the courage to not give in to short term gratification.
attached file: type: audio/mpeg size: 1.91 MB here Mon, 08 Oct 2007 19:00:00 +0200 Everything in we want in life must be given to us by another human being. This being the case, a key question in the early stages of a relationship is, how do you get another human being to want to give these things to you?
attached file: type: audio/mpeg size: 3.33 MB here Mon, 24 Sep 2007 19:00:00 +0200 Professionals at any given time can be one of three things: dynamos, cruisers or losers. What are the percentages in your organization and how will you as a manager motivate and excite in order help under-performers and create dynamos?
attached file: type: audio/mpeg size: 7.38 MB here Mon, 10 Sep 2007 19:00:00 +0200 Marketing services that excite you to clients that you are interested in brings the odds of winning business significantly higher. However, this appears to be the route less taken in most professional lives. The question is, is this acceptable?
attached file: type: audio/mpeg size: 6.85 MB here Mon, 27 Aug 2007 19:00:00 +0200 sides of the fence. We will discuss how to thwart this cycle at the root by demonstrating your capabilities first and building a reputation as a trustworthy provider.
attached file: type: audio/mpeg size: 10.68 MB here Mon, 13 Aug 2007 19:00:00 +0200 In the marketing of professional services, you can come across in one of two ways to the buyer. You are either interested in them, or you are interested in their cash. We will show why the former is the key to successful business marketing.
attached file: type: audio/mpeg size: 3.37 MB here Mon, 30 Jul 2007 19:00:00 +0200 Most professional organizations spend the overwhelming majority of their non-billable, business generating hours on chasing new clients even though it has the least probable R.O.I. We will examine the alternatives and their relative effectiveness.
attached file: type: audio/mpeg size: 12.83 MB here Mon, 23 Jul 2007 19:00:00 +0200 There is far more to building a relationship than the point of any given conversation and there is no “going through the motions” or baseline communications. Learn two of the most important aspects of communication in relationships.
attached file: type: audio/mpeg size: 3.24 MB here Mon, 16 Jul 2007 19:00:00 +0200 In business development it is too often the case that professional strive for the transaction in the short term and neglect the essential foundations for building a lasting business relationship. We will discuss two distinct mindsets for coming to mark
attached file: type: audio/mpeg size: 4.02 MB here Mon, 09 Jul 2007 19:00:00 +0200 All marketing and selling questions boil down to one basic query: How do people buy? To learn the answer to this, one only needs to look as far as their own experience in buying to find that it’s not only about qualifications but also about trust.
attached file: type: audio/mpeg size: 5.76 MB here Mon, 02 Jul 2007 19:00:00 +0200 Often times there is a degree of laziness in communication on the part of the professional that is incredibly alienating to the client. Learn a simple exercise that will help you better understand and fulfill your clients’ wants and needs.
attached file: type: audio/mpeg size: 4.22 MB here Mon, 25 Jun 2007 19:00:00 +0200 The standard marketing practice of proposals and assertions fails in respect to building relationships. We will discuss one of many tactics aimed at earning and deserving existing and new client business through demonstration rather than assertion.
attached file: type: audio/mpeg size: 6.62 MB here Mon, 18 Jun 2007 19:00:00 +0200 In order for the employees of an organization to raise their performance, those in managerial roles must first be held accountable for their own performance. We will discuss one way that this accountability could be installed inside an organization.
attached file: type: audio/mpeg size: 5.21 MB here Mon, 11 Jun 2007 19:00:00 +0200 Commonly used tactics in management such as performance appraisals, go against every rule of family life. In this episode, you will learn how the interpersonal, emotional, and psychological skills implemented in family interactions are the very same th
attached file: type: audio/mpeg size: 3.56 MB here Mon, 04 Jun 2007 19:00:00 +0200 Careful attention to language and an understanding of the best way to present issues are key interpersonal skills. Listen to and learn from an example of phenomenal use of language.
attached file: type: audio/mpeg size: 3.51 MB here Mon, 28 May 2007 19:00:00 +0200 Getting another human being to fulfill their potential is a general process akin to the process of parenting or coaching. What are the steps to unleashing the true potential within an individual?
attached file: type: audio/mpeg size: 6.74 MB here Mon, 21 May 2007 19:00:00 +0200 Everything you want in life must be given to you by others. The key question in getting what you want is whether you engage with others as “them”, people you want something from, or as “us”, people who are part of a relationship with you.
attached file: type: audio/mpeg size: 3.58 MB here Mon, 14 May 2007 19:00:00 +0200 Often times, the coaching or managing role of a professional group leader is neglected in favor of revenue generation and client service. Learn the various reasons that this is a poor economic choice and ways to invest in and nurture the coaching role
attached file: type: audio/mpeg size: 6.37 MB here Mon, 07 May 2007 19:00:00 +0200 Organizations accomplish their missions when the people who comprise that organization are excited and passionate about their work. Learn how to create this environment in your workplace.
attached file: type: audio/mpeg size: 4.18 MB here Mon, 30 Apr 2007 19:00:00 +0200 The main trait that qualifies a manager is not about intellect or rationality. The job of the manager is to build organizations that accomplish their mission through an ability to deal with people as people.
attached file: type: audio/mpeg size: 4.5 MB here Mon, 23 Apr 2007 19:00:00 +0200 Motivating people to perform to their greatest potential is a multifaceted skill. Learn the traits, tactics, and dialect to be an effective manager.
attached file: type: audio/mpeg size: 10.77 MB here Mon, 16 Apr 2007 19:00:00 +0200 All companies know what they need to do to be successful. The trick is to have the determination and courage to not give into the temptation of short-term gains.
attached file: type: audio/mpeg size: 4.52 MB here Mon, 09 Apr 2007 19:00:00 +0200 The goals of an organization are only attainable through the mobilization of the organization as a whole. How does your organization measure up?
attached file: type: audio/mpeg size: 4.5 MB here Mon, 02 Apr 2007 19:00:00 +0200 In order to succeed, a professional firm must have values, principles and standards. These should not exist as goals or aspirations, but as solid bottom lines that the professionals within the firm must live up to.
attached file: type: audio/mpeg size: 2.85 MB here Mon, 26 Mar 2007 19:00:00 +0200 In business many factors lead to ultimate financial and business success. The challenge is to identify which factors tend to drive other factors and hence, where you really should start to launch the sequence that leads to ultimate profitability.
attached file: type: audio/mpeg size: 5.46 MB here Mon, 12 Mar 2007 18:00:00 +0100 Burnout, the imposter syndrome and the motivation spiral are all key components in a loss of momentum. How does the high-flying professional maintain the momentum that has brought them to their esteemed position?
attached file: type: audio/mpeg size: 10.9 MB here Mon, 05 Mar 2007 18:00:00 +0100 One of the most common plagues in professional life is procrastination. The key is: Don’t panic! Learn this and several other tools for dealing with this phenomenon.
attached file: type: audio/mpeg size: 10.26 MB here Mon, 26 Feb 2007 18:00:00 +0100 Self-promoting and networking are sometimes the hardest thing for professionals to do. Learn tips and techniques to get past your resistance and tap into your potential for success in self-promotions in any context.
attached file: type: audio/mpeg size: 10.79 MB here Mon, 19 Feb 2007 18:00:00 +0100 Over the course of your career development, what is it that you will be recognized for? Through the presentation of a conceptual model, learn four distinctive roles you can play on your path to greatness.
attached file: type: audio/mpeg size: 15 MB here Mon, 12 Feb 2007 18:00:00 +0100 Learn crucial effective management lessons from the intuitive managerial approach of Jerry Labbate.
attached file: type: audio/mpeg size: 12.03 MB here Mon, 05 Feb 2007 18:00:00 +0100 Accepting the role of manager means accepting the responsibility not only for your own actions, but also for the actions of your entire organization. Learn the necessary skills to excite, energize, organize, and produce with your team.
attached file: type: audio/mpeg size: 9.6 MB here Mon, 29 Jan 2007 18:00:00 +0100 How do you insure a proper understanding of the wants and needs of the client or boss who delegates the task at hand? Become skilled at RECEIVING the work assigned to you – and find the confidence to take the initiative to do the job right.
attached file: type: audio/mpeg size: 14.84 MB here Mon, 22 Jan 2007 18:00:00 +0100 Building mutually beneficial, mutually supportive relationships is as important in business as it is in personal life. You can improve your relationships with the Six Rules of Romance.
attached file: type: audio/mpeg size: 14.57 MB here Mon, 15 Jan 2007 18:00:00 +0100 How do you cultivate trust in the early stages of a business relationship? The key to being trusted is being truly trustworthy. Learn to master the four main components that convey trustworthiness.
attached file: type: audio/mpeg size: 11.13 MB here Mon, 08 Jan 2007 18:00:00 +0100 Developing your interpersonal skills can improve both your personal
and professional life. It is never too early (or too late!) to learn
how to earn and deserve trust.
attached file: type: audio/mpeg size: 14.13 MB here Mon, 18 Dec 2006 18:00:00 +0100 Learn powerful exercises to harness your most valuable professional asset: non-reimbursed time. To neglect your non-billable hours is to neglect your future.
attached file: type: audio/mpeg size: 12.37 MB here Mon, 11 Dec 2006 18:00:00 +0100 Instead of just milking your existing job skills, here's how you can build new ones to increase your career opportunities.
attached file: type: audio/mpeg size: 15.23 MB here Mon, 04 Dec 2006 18:00:00 +0100 What does it take to insure a lifetime of fulfilling and exciting career choices? Learn how to coordinate your own Personal Strategic Plan.
attached file: type: audio/mpeg size: 10.79 MB here Mon, 27 Nov 2006 18:00:00 +0100 John Byrne shares the lessons of his personal career trajectory from business journalist to Fast Company editor to Executive Editor of BusinessWeek, and discusses how managing a knowledge-based company is similar to running a professional business.
attached file: type: audio/mpeg size: 14.34 MB here Mon, 20 Nov 2006 18:00:00 +0100 Drive, engagement, and passion are more important than even talent to professional success but are often missing from professionals' lives. Learn how to increase the fun in your professional life in order to increase your career success.
attached file: type: audio/mpeg size: 10.93 MB here Mon, 13 Nov 2006 18:00:00 +0100 What is the difference between a technician and a professional? David Maister pin-points the key attitudes and character traits that make the true professional in today's business world.
attached file: type: audio/mpeg size: 11.87 MB here Wed, 08 Nov 2006 18:00:00 +0100 Business Masterclass host David Maister shares his insights into how his writing and consulting career came about and what those experiences taught him - along with specific takeaway lessons to make your career more exciting, fulfilling and successful
attached file: type: audio/mpeg size: 11.68 MB here Mon, 16 Oct 2006 19:00:00 +0200 How does a manager get his or her operation to begin to behave strategically? What systems are needed and what personal behavior by the manager?
attached file: type: audio/mpeg size: 11.59 MB here Mon, 09 Oct 2006 19:00:00 +0200 How can companies get started on operating strategically with a minimum of bureaucracy and planning? How to focus on the four key improvement areas of all sensible strategic plans.
attached file: type: audio/mpeg size: 9.88 MB here Mon, 02 Oct 2006 19:00:00 +0200 Modern organizations often have complex structures with departments, industry teams, major account teams and geographic locations. How does a company ensure that these overlapping structures function smoothly together?
attached file: type: audio/mpeg size: 14.04 MB here Mon, 25 Sep 2006 19:00:00 +0200 What is the key ingredient in the successful implementation of any multidisciplinary and/or geographic expansion strategy? Expansion is not what you do in order to achieve excellence - it's what you are allowed to do after you have achieved it.
attached file: type: audio/mpeg size: 15.55 MB here Mon, 18 Sep 2006 19:00:00 +0200 What are the separate goals that professional businesses seek in engaging in mergers? We identify a number of types of mergers and examine the pro's and con's of each of them.
attached file: type: audio/mpeg size: 15.92 MB here Mon, 11 Sep 2006 19:00:00 +0200 How do you ensure that your firm is good at identifying emerging needs, examining them and devising responses? A set of managerial processes is described to ensure that an professional business can evolve along with its marketplace.
attached file: type: audio/mpeg size: 12.19 MB here Mon, 04 Sep 2006 19:00:00 +0200 In an organization where every decentralized operating unit is responsible for its own strategic plan, what is the role of the company itself? This seminar explores how to ensure that the company or firm acts as more than just a holding company.
attached file: type: audio/mpeg size: 11.57 MB here Mon, 28 Aug 2006 19:00:00 +0200 How do you get people in multiple disciplines, industries and offices to work for the good of the firm? A wide variety of approaches, ordered from high to low effectiveness are discussed.
attached file: type: audio/mpeg size: 14.06 MB here Mon, 21 Aug 2006 19:00:00 +0200 What do Goldman Sachs, McKinsey, Accenture, Latham and Watkins and Hewitt Associates have in common? A commitment to a model of professional business management which stresses teamwork, collaboration and and institutional loyalty.
attached file: type: audio/mpeg size: 14.06 MB here Mon, 14 Aug 2006 19:00:00 +0200 Why don't most firms actually live up to the standards and values espoused in their mission statements? Because it's one thing to say you believe in something; it's another to be willing to be held accountable.
attached file: type: audio/mpeg size: 11.59 MB here Mon, 07 Aug 2006 19:00:00 +0200 Why do most firms in an industry end up looking very similar, offering the same services to the same clients, stressing the same client benefits? Because they don't have the courage to accomplish true differentiation by saying no to off-strategy work.
attached file: type: audio/mpeg size: 12.21 MB here Mon, 31 Jul 2006 19:00:00 +0200 What do the Most Successful Businesses in a 139-business, 15-country database do to achieve doubled margins and doubled growth rates? Appoint managers who know how to excite, enthuse and energize their people.
attached file: type: audio/mpeg size: 10.42 MB here Mon, 24 Jul 2006 19:00:00 +0200 Why is Strategy Like Staying Fit? Because we know what to do, why to do it and how to do it, but still not everybody does the right things. Why strategy is more about developing resolve than is about analytical plans.
attached file: type: audio/mpeg size: 13.65 MB here Sun, 16 Jul 2006 19:00:00 +0200 What is a Strategy and How Do You Develop One? This episode explains the sources of competitive advantage, and describes a process to be followed to identify a competitive strategy.
attached file: type: audio/mpeg size: 10.26 MB here Mon, 10 Jul 2006 19:00:00 +0200 Reviewing the podcast series, the final episode examines the reasons someone would want to perform the managerial role, and provides guidance to further reading on the subject.
attached file: type: audio/mpeg size: 7.86 MB here Mon, 03 Jul 2006 19:00:00 +0200 This episode debunks the commonly-held myth that formal performance evaluation systems and compensation schemes are the keys to managing professionals. It shows why pay schemes can, and usually do, backfire.
attached file: type: audio/mpeg size: 14.79 MB here Mon, 26 Jun 2006 19:00:00 +0200 Groups function best when the group itself defines the rights and obligations that group members have to each other. This episode explains precisely how to accomplish that goal.
attached file: type: audio/mpeg size: 18.93 MB here Mon, 19 Jun 2006 19:00:00 +0200 This episode moves beyond the topic of managing individuals and |
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