ORBIT (Observing Rapport Based Interpersonal Techniques) is an approach to interviewing high-value detainees, encompassing not only analysis and research into the methodology, but also a framework for training. ORBIT: The Science of Rapport-Based Interviewing for Law Enforcement, Security, and Military offers comprehensive treatment of ORBIT's unique perspective on human rapport and the role it plays in the interrogation of difficult subjects, including suspects, detainees, and high value targets. Alison and colleagues provide an overview of ORBIT, which was developed from analysis of nearly 2000 hours of recorded interrogations. They go on to define rapport, explaining how and why it works by reference to this corpus of data-by far the largest of its kind in the world. ORBIT reveals what this data shows: that rapport-based methods work, and that coercion, persuasion, and threats do not. Outlining the development of their own unique stance on rapport and its influences, the authors demonstrate, through real-life examples and careful analysis, why harsh methods must be rejected and why compassion and understanding work.

While finding and keeping a core group of clients remains the bread and butter of any consultant's business, doing so is far from simple in a field that's becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape—information technology, virtual organizations, telecommuting—targeting and attracting clients is a greater challenge than ever. To help you meet that challenge head on, Marketing Your Consulting and Professional Services, the bible for consultants and professionals worldwide, has been thoroughly revised and expanded. This brand new Third Edition gives you the tools and the know-how to survive and thrive in today's tough market.

Beginning with a comprehensive overview, this updated resource keeps you abreast of current trends and issues. In addition, you'll find complete coverage of Dick Connor's innovative—and highly effective—Client-Centered Marketing^TM (CCM) approach, a practical "deliverables-driven" system for penetrating specific markets. This easy-to-follow, six-part process helps you achieve a myriad of essential marketing objectives: from expanding services for current clients and capitalizing on the potential within your business to generating profitable growth and managing your image with clients and targets.

With a wealth of new information that focuses on finding and qualifying new clients—what every consultant worries about most—this new edition of Marketing Your Consulting and Professional Services, Third Edition provides essential information on:

• Analyzing your current business or practice—evaluating clients, assessing existing prospects, preparing a strategic profile
• Becoming "client smart"—determining how the niche industry is organized, identifying requirements for success, determining its needs
• Building market awareness—maintaining positive name recognition, establishing your firm's intended image
• Prospecting—acquiring new, high-potential clients, preparing a winning proposal, selling the value-adding solution
• Ensuring client satisfaction—handling service and relationship breakdowns with a practical recovery action sequence

Complete with helpful worksheets and checklists, as well as precise definitions of terminology and an annotated bibliography, Marketing Your Consulting and Professional Services, Third Edition is a must for today's fiercely competitive, highly demanding marketplace.

Praise for the previous edition of Marketing Your Consulting and Professional Services

"Loaded with examples, useful forms, and informative exhibits, Marketing Your Consulting and Professional Services is an extraordinary how-to manual that provides vital step-by-step instruction and advice on how to maximize profitability and success. . . . Marketing is a how-to you shouldn't do without." — Managers Magazine

"This is definitely a 'MUST READ' book for entrepreneurs and business professionals of all types. The attention to detail provides practical insights on the critical keys to marketing success." — Dr. Peter Johnson, Corporate Marketing Strategist

"As today's business environment becomes increasingly competitive, consulting professionals look for fresh approaches and innovative ideas to 'cut through the clutter' and increase their share of business. Marketing Your Consulting and Professional Services provides highly useful information for every professional consultant. It's an essential purchase." — Jonathan D. Blum, Managing Director — Ogilvy & Mather Public Relations, Singapore

"Marketing Your Consulting and Professional Services is excellent. It contains down-to-earth, indispensable tips for marketing consulting services. Vital reading for both beginners and seasoned consultants—worldwide. I wish I had had this daily guide during my rough start." — Dr. Oskar Pack, Management Consultant and Sales Trainer — Euskirchen, Germany

Written by the award-winning storyteller Miri Rodriguez at Microsoft, this bestselling book gets back to the heart of brand loyalty, consumer behavior and engagement as a business strategy by using storytelling to trigger the emotions that humans are driven by. Despite understanding essential storytelling techniques, brands continue to explain how their product or service can help the customer, rather than showcasing how the customer's life has changed as a result of them. This second edition of Brand Storytelling contains new trends in storytelling, as well as expanding on story experience and employee experience. This book will explore the future of brand storytelling in a post pandemic era. New to this edition will also be a 'How to Guide' taking readers through each step of the design thinking process in order to prototype their stories. Brand Storytelling provides a step-by-step guide to assess, dismantle and rebuild a brand story, shifting the brand from a 'hero' to 'sidekick' mentality and positioning the customer as a key influencer to motivate the audience. Clarifying why machine-learning, AI and automation only tell one side of the story, this book will inspire you with cutting edge interviews and case studies from leading brands like Expedia, Coca Cola, McDonalds, Adobe and Google to tap into authentic brand loyalty and human connection.

Communicating effectively is crucial to improving employee engagement, organizational culture, and performance. Learn how to focus your time and resources to make the most positive difference to your organization and its people. Successful Employee Communications explores how to help organizations work with purpose, be better listeners and connect with employees who have higher expectations and new ways of working. Easy-to-follow frameworks and checklists will help you conduct an internal communication audit, develop and measure a communication plan, work with difficult news and behaviour change, and support leaders to be more effective communicators. Written by leading PR and internal communications experts and packed with new case studies and updated content, this second edition of Successful Employee Communications blends theory and practice, sharing insights and lessons from global organizations including AB InBev, Cambridge University, Reckitt and the Organisation for Economic Co-operation and Development (OECD). It is essential reading for anyone responsible for internal communication, employee engagement, organizational culture or employee experience in the new world of work.

A quick and easy formula for selling your product, your service, yourself, that gets results..guaranteed
Whatever you have to sell, be it product or service, this book will show how to create the perfect presentation and nail the sale. Written by the experts at Speechworks, this book arms the huge and guidance-hungry market of salespeople, business presenters, and entrepreneurs with a fool-proof formula for making the perfect pitch every time, whether they're talking to one person or an audience of thousands. With this book you'll find:
* A proven formula for organizing your thoughts for clarity and impact
* Visualization techniques that help you find the most compelling language and anecdotes to captivate even the toughest audiences
* Surefire techniques for increasing your physical presence and personal persuasiveness
SPRING ASHER and WICKE CHAMBERS (Atlanta, Georgia) are partners of Chambers & Asher Speechworks. They are also columnists for The Atlanta Journal/Constitution. For their work as TV producers they have received six Emmy Awards and the Best of Gannet Award for New Programming.
The A to Z guide to making a flawless business presentation.
Thirty-three million business presentations are made each day, most of them by people whose number one fear is public speaking. This is the complete guide to creating winning business presentations and making the perfect pitch. It includes a step-by-step guide that makes it easy to persuade the listener, develop evidence that sells, and create visuals that reinforce the message.
The authors train several thousand executives each year from organizations including MCI, Georgia-Pacific and UPS.
* Offers a foolproof formula: finding the hook, the incentive, and the style to sell anything to anyone.
Spring Asher and Wicke Chambers (both of Atlanta, GA) are partners of Chambers & Asher Speechworks, an organization providing communications consulting services to business professionals and executives.

For undergraduate and graduate courses in Business Communication. The practical advice needed to improve writing and speaking skills for the workplace. Writing & Speaking at Work delivers practical insight and instruction to help students become effective communicators no matter where their careers may take them. Instead of detailing the various communications theories, this text focuses on the two critical communication needs of business people: writing and speaking. The fifth edition features a new chapter on how to prepare executive summaries.

For courses in Intercultural Business Communication. Prepare future managers to face the differences in business communication across cultures. With the globalization of the world economy, it is imperative for current and future managers to be sensitive to the differences they will encounter in intercultural communication. To help make students aware of these differences, Intercultural Business Communication contains practical guidelines and information on how to conduct negotiations across countries, write business letters in different societies, and includes the general dos and don'ts in international business.

For undergraduate and MBA courses in Management Communication, Writing, and Oral Presentations. Also a useful reference for Executive Seminars/Workshops. A brief, professional, reader-friendly guide to improving managerial communication. Guide to Managerial Communication is a clear, concise, practical text for cultivating effective written and oral communication in a managerial, business, government, or professional context.

The Executive Guide to E-mail Correspondence will show you how to rapidly transform basic writing skills into global communications expertise. Geared to the computer-toting professional with little patience for instructions and explanations, The Executive Guide to E-mail Correspondence fills the gap between academic training and real-world writing by providing you with a range of E-mail templates that you can instantly adapt to your business needs.

Irrespective of the interdisciplinary, epistemological, pedagogical or etymological differences in the interpretation of leadership, technological situational happenstances (TSH) is cognitively and effectively used as a trajectory toward transformation of various leadership styles. Commonalities and differences existed in Bass' (1985, 1996, 1997) and Burns' (1978, 2002, 2003, 2006) leadership theories. Some scholars harbor crotchetiness to Bass' and Burns' theories (Keeley, 1995; Mckendall, 1993; Snyder, 1987; White & Wooten, 1986). Other scholars constructively remained neutral to Bass' and Burns' theories (Dmitry, 2007; Yukl, 2006). Without leaders deploying TSH in organizations, information could be distorted and degraded from reaching strategic and tactical planners. Technologies embedded in TSH are used to analyze, synthesize, and triangulate the United States real estate historical trends from 1880s to present. The financial mortgage institutions' unquenchable greed and unethical behaviors of granting mortgage loans to unqualified applicants resulted in toxic documents that cascaded the United States' economy into recession. Bank of America, Merrill Lynch Company, General Motors, and other company's 2nd quarter earnings in 2010 revealed the signs of a painful economic recovery in the United States (Aluya, 2008 & 2010; Austums, 2008; Cho, 2007). Smart analytic sensors reporting and managing technologies that are nonlinear and disruptive in nature now used to reset the industrial standards. Organizations in the 20th century used TSH to reset customers' expectations and creates competitive advantages. Experts concurred that TSH were used to shift the market forces in favor of the disruptors (Babcock, 2009; Dzubeck, 2008; Kelly, 2010; Ritorto, 2010; Yitts, 2006). AOL Time Warner, Hewlett-Packard, UPS, Nokia, and Yahoo were used as case studies. TSH removed the dearth from the anchored business model. Cloud computing and planetary computing introduced to learners in this book.

To date, communication research in accounting has largely focused on the competencies that define what constitutes 'effective communication'. Highly perception-based, skills-focused and Global North-centric, existing research tends to echo the skills deficit discourse which overemphasizes the role of the higher education system in developing students' work-relevant communication skills. This book investigates dominant views about communication and interrogates what shapes these views in the accounting field from a Global South perspective, exploring the idea of 'good communication' in the globalized accounting field. Taking the occupational stereotype of shy employees who are good with numbers but bad with words as its starting point, this book examines language and communication practices and ideologies in accounting education and work in the Philippines. As an emerging global leader in offshore accounting, the Philippines is an ideal context for an exploration of multilingual, multimodal and transnational workplace communication.

DISTINGUISHED FAVORITE: NYC Big Book Award 2021 - Career Everyone has a personal brand, by design or default. Your reputation is one of the most critical determinants of your career success. Control the Narrative makes your reputation work for you by using the power of personal branding to put you in control of the opportunities you attract. For professionals seeking to grow, change or fix their careers, the book shows you how to capitalize on the reputation assets that are relevant to your goals and shed the ones that no longer serve you. If you have made a career mistake and need help repairing your reputation, you'll discover how to assess the situation, break the crisis down into a series of actionable responses and re-establish career viability. To be effective, a personal brand must be authentic. Through the process of personal branding, Control the Narrative helps you uncover the core values that form the foundation of your strategy for building, pivoting or repairing your reputation. This book also shows you how to measure the success of your brand and provides suggestions for modifying your strategy when results aren't what you expected. Filled with real life examples, Control the Narrative provides you with the strategic advice and tactical assets to consistently and confidently create a positive reputation.

The book covers advertising from top to bottom, including the history and development of the advertising industry, the academic thinking that underpins how advertising is practiced today and the strategies used in both conventional and digital advertising today. It offers extensive coverage of traditional and contemporary approaches to all mainstream media, strategy and planning, insights into the creative advertising process and how messages and content are developed and a wealth of contemporary examples from around Europe and beyond. Importantly, the book also includes coverage of the challenges of measuring and delivering tangible results. This book is the essential companion for undergraduate, postgraduate and professional students studying Advertising, Media and related subjects.

The investment in global collaboration technology now exceeds US$45 billion. Professionals who work across cultures face some of the most cognitively, psychologically and emotionally difficult challenges, regardless of whether they work virtually or in person. And they often face these challenges without the help of a corporate guide. Build Your Cultural Agility is that guide. This book offers strategies to help you develop into a successful global professional, one who can comfortably and effectively work in and with people from different cultures. This book helps you leverage your natural strengths while providing suggestions for developing cultural agility competencies. Build Your Cultural Agility focuses on nine specific competencies that comprise cultural agility: three self-management competencies (tolerance of ambiguity, curiosity and resilience), three relationship-management competencies (humility, relationship-building and perspective-taking) and three task-management competencies (cultural minimization, cultural adaptation and cultural integration). Within each chapter, the author provides a case example of that competency in action, explains why the competency is critical for success, offers a self-awareness exercise to help you determine your level of proficiency and concludes with suggestions for self-development.

We all know that stories work. Great stories build rapport with clients and trust between colleagues. They attract investors, convince customers and make you and your business stand out in a world of boring presentations. This book explores the tips and techniques to transform you into a creative business storyteller. It teaches you the structure of stories and how to grab your audience's attention by targeting their feelings, actions and beliefs. You'll learn how the masters of influence--advertisers, psychologists, philosophers, film directors and novelists--appeal to our deepest emotions. From writing a persuasive pitch for a new product to turning dull data into exciting tales, this book will give you the tools to spread your message with style, originality and success.

How to build, design, and deliver a fire-breathing, wing-flapping, roar-bellowing behemoth of a presentation

Unlike most presentation books that say the same things regarding presentation design and delivery (less is more, get rid of bullets and use images, emulate Steve Jobs, and so on), "How to Be a Presentation God" actually divulges step-by-step secrets for how to build, design, and deliver blockbuster presentations.

By providing entertaining and clever presentation insights, veteran presenter Scott Schwertly gives you the in's and out's for presenting yourself, your business, and your cause with an easy-to-implement approach.Focuses on content, design, and deliveryAuthor is a regular speaker at national and regional industry conferences such as PowerPoint Live and Presentation Camps, and is the founder of the award-winning Ethos3 CommunicationsAuthor is the creator of an app, "Present," that landed in the top-20 iPhone apps in the Business category on iTunes

"How to be a Presentation God" will ensure that your presentations reach a new level of effectiveness.

Effective Organisational Communication gives students from all backgrounds the tools to communicate both within and between organisations of all kinds. Its two-part structure enables readers to explore important theoretical perspectives and key communication challenges, while also helping them to develop their own communication skills - such as listening, writing and speaking - in order to achieve specific aims and to engage with different audiences. This combination makes it the perfect resource for anyone who wants to improve their ability to work effectively with others. This heavily revised fourth edition reflects the rapidly changing world of organisational communication, with a special focus on social media and recent developments in advertising, PR and social marketing. Features to aid learning include: * Real-world case studies, from organisations of all kinds, that bring the topics alive. *'Face to face' case studies to connect concepts and issues with typical everyday communication challenges found at university and work. * Up to the minute coverage of international and inter-cultural communication and emerging technologies.* Web links providing a starting point for research and further study on key issues in each chapter.

This book draws on case studies of language management within British organisations to examine the decisions they make about language diversity in their professional communications in order to be successful in a multilingual world. It explores the practices that the organisations use to manage language diversity in interorganisational relationships, and why certain practices occur in some situations and not others. The book highlights how organisations rely on individual employees to perform a variety of language tasks and the implications of this; the effect of English as a global lingua franca; and the translation challenges which organisations face. The book demonstrates that practices to manage language diversity are often a result of the resources organisations have at given moments in time, rather than being part of a deliberate language management strategy.