The journey of a business-from a small start-up to a large company ready for an initial public offering (IPO)-is fraught with pitfalls and landmines. To scale a company, one needs to do more than just expand distribution and ramp up revenue. Scale entails a long-term vision that includes putting in place a timeline to achieve anticipated milestones, hiring and managing the right talent, sourcing capital to support expansion and building in simple yet effective processes as well as technology. Scaling requires the founders and the leadership team to understand the different pieces of the puzzle of scale and the components of organization-building. From Pony to Unicorn lucidly describes the X-to-10X journey that every start-up aspiring to become a unicorn has to go through. The book effortlessly narrates the fundamental principles behind scaling. Peppered with anecdotes, insights and practical wisdom, the book is a treasure trove of lessons derived from the authors' rich personal experiences in both building and guiding several start-ups that went on to attain the 'unicorn' status and became public-listed companies. Guaranteed to make for a very interesting read, the book will be useful to entrepreneurs, leaders and investors involved in scaling start-ups.

"The wise man knows he doesn't know. The fool doesn't know he doesn't know." Lao Tzu "In the West they only respect experts. But the expert mind is the closed mind." Shunryu Suzuki What's the most important step in fixing a puncture? It isn't jacking up the car, or taking the wheel off, or finding the puncture. There's something more fundamental than any of those. Something without which you can't even begin to fix a puncture. The most important step is finding out you've got a puncture. Without that you can't do anything. Instead of saying, "It's just a bit bumpy, must be the road," and carrying on, you must acknowledge that something has changed and you don't know what that is. If you don't admit you don't know what's happening, you can never find out. If you don't find out, you can never change it. The most important step, always, is admitting you don't know. That's the power of ignorance. In this latest collection of real-life stories, Dave Trott provides lessons about problem solving and creative thinking that can be applied in advertising, business, and the wider world. With his trademark wit, wisdom and critical eye, he shows how great problem solvers and creative thinkers are those who are not afraid to say "I don't know."

Businesses that tend to flourish during any given time period usually reflect the aspirations and attitudes of the prevailing culture. More specifically, the managers within these businesses reflect these characteristics. The challenge to management therefore is to read and interpret subtle cultural shifts and to understand how these shifts impact the role of business in society. These facts beg the questions What is the prevailing culture of the twenty-first century going to be? and How is this culture going to be reflected in the attitudes and aspirations of business management? The author of this remarkable book argues that the dominant culture will best be described as aesthetic in nature. The manager views his or her role as essentially artistic, seeking excellence in the craft rather than the pursuit of profit as the highest good.

Parts one and two describe the existing models of management, the technical manager and the moral manager, and explain why they are no longer suitable. Then, incorporating business ethics, postmodern theory, virtue-ethics theory, and examples drawn from industry, Dobson convincingly argues the emergence of a new management paradigm. Part three describes the new model of management as artistic and aesthetic enterprise and the manager as artisan. Business scholars and theorists, practicing managers, and students will all find this book fascinating and useful in preparing for business in the coming century.

You can change your company's culture. Organizational culture often feels like something that has a life of its own. But leaders are the stewards of a company's culture and have the power to shape and even change it. If you read nothing else on building a better organizational culture, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you identify where your culture can be improved, communicate change, and anticipate and address implementation challenges. This book will inspire you to: See what your company culture is currently like--and what it could be Explore your company's emotional culture Gather input on what needs to be fixed or initiated Improve collaboration Foster a culture of trust Articulate the new culture's mission, values, and expectations Deal with resistance and roadblocks This collection of articles includes "The Leader's Guide to Corporate Culture," by Boris Groysberg, Jeremiah Lee, Jesse Price, and J. Yo-Jud Cheng; "Manage Your Emotional Culture," by Sigal Barsade and Olivia A. O'Neill; "The Neuroscience of Trust," by Paul J. Zak; "Creating a Purpose-Driven Organization," by Robert E. Quinn and Anjan V. Thakor; "Creating the Best Workplace on Earth," by Rob Goffee and Gareth Jones; "Cultural Change That Sticks," by Jon R. Katzenbach, Ilona Steffen, and Caroline Kronley; "How to Build a Culture of Originality," by Adam Grant; "When Culture Doesn't Translate," by Erin Meyer; "Culture Is Not the Culprit," by Jay W. Lorsch and Emily Gandhi; "Conquering a Culture of Indecision," by Ram Charan; and "Radical Change, the Quiet Way," by Debra E. Meyerson.

While covering many traditional areas of finance and accounting, this innovative, comprehensive treatment of asset management brings together for the first time in one volume vital information on profitability, risk, working capital and cash management, portfolio management, accounts receivable and inventory management, and capital budgeting. In addition, comprehensive treatment of mergers and acquisitions is provided, including an examination of the strategies underlying mergers and acquisitions, financial implications, federal taxation, and accounting standards.

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to challenge, teach, help, give insight, or sell value. And a relentless onslaught of me-too competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling Sales EQ to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You ll learn: * How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no * How to master 7 People Principles that will give you the power to influence anyone to do almost anything * How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle * How to Flip the Buyer Script to gain complete control of the sales conversation * How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged * How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections * How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling * How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process * How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers * And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Migrant workers live in a transnational world that spans the boundaries of nation-states. Yet for undocumented workers, this world is complicated by inflexible immigration policies and the ever-present threat of enforcement. Workers labeled as “illegals� wrestle with restrictive immigration policies, evading border patrol and local police as they risk their lives to achieve economic stability for their families. For this group of workers, whose lives in the U.S. are largely defined by their tenuous legal status, the sacrifices they make to get ahead entail long periods of waiting, extended separation from family, and above all, tremendous uncertainty around a freedom that many of us take for granted—everyday mobility. In Milking in the Shadows, Julie Keller takes an in-depth look at a population of undocumented migrants working in the American dairy industry to understand the components of this labor system. This book offers a framework for understanding the disjuncture between the labor desired by employers and life as an undocumented worker in America today.

Self-awareness is the bedrock of emotional intelligence that enables you to see your talents, shortcomings, and potential. But you won't be able to achieve true self-awareness with the usual quarterly feedback and self-reflection alone.

This book will teach you how to understand your thoughts and emotions, how to persuade your colleagues to share what they really think of you, and why self-awareness will spark more productive and rewarding relationships with your employees and bosses.

This volume includes the work of:

- Daniel Goleman

- Robert Steven Kaplan

- Susan David

HOW TO BE HUMAN AT WORK.

The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

You are shrunk to the height of a penny and thrown in a blender. The blades start moving in sixty seconds. What do you do? If you want to work at Google, or any of the world’s top employers, you’ll need to have a convincing answer to this and countless other baffling puzzles. Are You Smart Enough to Work at Google? Reveals the new extreme interview questions in the postcrash, hypercompetitive job-market and uncovers the extraordinary lengths to which the best companies will go to find the right staff. Bestselling author William Poundstone guides readers through the surprising solutions to over a hundred of the most challenging conundrums used in interviews, as well as covering the importance of creative thinking, what your Facebook page says about you, and what really goes on inside the Googleplex. How will you fare?

The go-to handbook for building a flourishing healthcare practice.  Are you a student or healthcare practitioner - newly qualified or experienced - who is looking to build a thriving business? In her new book, Hannah Charman will answer all your questions, breaking down the steps for building a prosperous healthcare practice. Within these pages, readers will learn that successful practice comes from a combination of being in the right headspace, and having the practical skills needed to find, market and sell to the right clients. This book combines both aspects throughout and is honest but positive about the difficult aspects of practice that are rarely talked about. Each chapter is broken down into elements which are quick and easy to read reflecting that practitioners are busy people, with plenty of exercises to aid self-reflection and problem solving.

Many business owners downplay the importance of managing their finances—until they’re in trouble.  When a business can’t meet payroll and supplier bills are overdue, when a loyal customer leaves and there’s a huge tax bill looming, that’s when owners discover the 101 Dumb Financial Mistakes they’ve been making. 101 Dumb Financial Mistakes and How to Avoid Them helps business owners prevent these mistakes before it is too late and they are in the middle of a financial crisis.  Ruth King’s 101 Dumb Financial Mistakes and How to Avoid Them reveals common mistakes that can happen in any business: from pricing and Profit & Loss Statement issues to theft and Balance Sheet mistakes. With over 40 years of experience working with business owners, Ruth King has seen these mistakes repeatedly. She created 101 Dumb Financial Mistakes and How to Avoid Them as a resource for business owners to avoid many common mistakes by providing them the tools they need to avoid sleepless nights and worry. 

What is complexity science? What is management? And how are the two linked? The potential of complexity science in the fields of management and organization studies has been explored before, yet there is little agreement on what complexity science truly is. Lissack and Rivkin, along with a panel of distinguished academics and executives, identify critical topics in the study of complexity science. They reveal complexity science to be a process, one seeking and understanding of the systems we inhabit, and ways of applying that understanding to the management of organizations.

Complexity science is not a management fad, and the authors do not treat it as such. Instead, they offer useful and fascinating viewpoints on how work is managed in an age of business uncertainty, and how it can be more successfully managed with the aid of this rapidly evolving new field of science. Their multidisciplinary book combines systems theory, statistical modeling, and individual and organizational learning in an innovative new context. The volume takes a pragmatic approach: if it works, it's right. And complexity science, say the authors, work extremely well. This book is an important resource for upper level executives, specialists in organizational behavior, and their colleagues in the academic community.

To compete in today's business environment, corporations must be globally responsive--particularly when it comes to the often-neglected task of human resource management. HR executives must view policies and practices from the host country's standpoint, not just their own. Dr. Duane argues this point in his challenging new book. In doing so he provides a detailed comparative analysis of how the human resource function is planned and executed by corporations in four dominant areas of the world. Neither a superficial gloss nor a collection of readings but an integrated, easily accessed discussion and reference, Dr. Duane's book offers a persuasive argument against the most common practice of expatriate assigments. Scholars, researchers, and upper level students will find the book espcially enlightening. Their corporate counterparts in decision-making capacities will find it an especially useful tool.

Duane begins by arguing that the success of multinational organizations depends on their ability to direct host-country operations effectively, and this includes the often-neglected task of how to manage people. He turns to the hotly contested debate over the use of expatriate assignments and argues that while these may have worked well in the past, they are now too expensive, too impractical, and thus they are becoming obsolete rapidly. He goes on to investigate human resource management systems in four important sections of the world: the U.S. and Canada, Western Europe, Eastern Europe and the newly independent states, and the Middle East. Each chapter focuses on several crucial topics; among them, are the labor market context, the acquisitions and protection of human resources, and the management of labor relations. There is also an extensive appendix of Web page addresses where continuously updated information on the topics Duane covers can be obtained.

Quick, practical management advice from Harvard Business Review to help you do your job better. Drawing from HBR's popular Management Tip of the Day newsletter, this concise, handy guide is packed with easy-to-read tips on a broad range of topics, organized into the two major skills every manager must master: managing yourself and managing your team. Management Tips 2: From Harvard Business Review puts the best management practices and insights, from top thinkers in the field, right at your fingertips. Pick it up any time you have a few minutes to spare, and you'll have a fresh, powerful idea you can immediately put into action. With this handy book as your guide, you'll stand the best chance of succeeding in your role as a manager.

What does it mean to be yourself at work? As a leader, how do you strike the right balance between vulnerability and authority? This book explains the role of authenticity in emotionally intelligent leadership. You'll learn how to discover your authentic self, when emotional responses are appropriate, how conforming to specific standards can hurt you, and when you need to feel like a fake. This volume includes the work of: Bill GeorgeHerminia IbarraRob GoffeeGareth Jones This collection of articles includes: "Discovering Your Authentic Leadership" by Bill George, Peter Sims, Andrew N. McLean, and Diana Mayer; "The Authenticity Paradox" by Herminia Ibarra; "What Bosses Gain by Being Vulnerable" by Emma Seppala; "Practice Tough Empathy" by Rob Goffee and Gareth Jones; "Cracking the Code That Stalls People of Color" by Sylvia Ann Hewitt; "For a Corporate Apology to Work, the CEO Should Look Sad" by Sarah Green Carmichael; and "Are Leaders Getting Too Emotional?" an interview with Gautam Mukunda and Gianpiero Petriglieri by Adi Ignatius and Sarah Green Carmichael. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

This impressive new source is the first book to give school administrators and nonspecialist legal advisors practical working knowledge of the legal principles, judicial interpretations, and case law relating to organized sports in an academic environment. The judicial opinions that comprise the bulk of the text have been edited and supplemented with notes and comments explaining the principles and applications that will help administrators avoid potential liability.

The book is organized into four sections which cover the main areas of legal concern. The first section examines the athlete's right of participation and the equal opportunity provisions that currently apply. The second looks at the problem of reconciling the civil rights of participants with the disciplinary authority of administrators. The final two sections deal with products liability of equipment manufacturers and tort liability of program sponsors. The authors' comments accompany every case cited, and the legal principles and judicial interpretations relating to each. No school can afford to be without this essential tool for understanding the legal pitfalls involved with running a sports program.

It's Robert Kiyosaki's position that, 'It is our educational system that causes the gap between the rich and everyone else.' He laid the foundation for many of his messages in the international best-seller Rich Dad Poor Dad - the #1 personal finance book of all time - and in Why the Rich Are Getting Richer, he makes his case... In this book, the reader will learn why the gap between the rich and everyone else grows wider; why savers are losers; why debt and taxes make the rich richer; why traditional education actually causes many highly educated people - such as Robert's poor dad - to live poorly. In this book, the reader will find out why going to school, working hard, saving money, buying a house, getting out of debt, and investing for the long term in the stock market is the worst financial advice for most people. In this book, the reader will find out why real financial education may never be taught in schools. In this book, Robert shares the answers found on his life-long search, after repeatedly asking the question, 'When will we learn about money?' In this book, the reader will find out 'What financial education is... really.'

Reap the benefits of a diverse workforce. If you read nothing else on promoting diversity and realizing its benefits, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you create a culture that seeks and celebrates difference. This book will inspire you to: Identify and address bias Short-circuit discrimination instead of unintentionally feeding it Attract, retain, and engage talented people who represent myriad identities Ensure that everyone has equal access to growth opportunities Trade outdated policies for practices that are proven to foster inclusion Harness employees' unique skills and perspectives to transform how your company operates This collection of articles includes "Making Differences Matter: A New Paradigm for Managing Diversity," by David A. Thomas and Robin J. Ely; "Why Diversity Programs Fail," by Frank Dobbin and Alexandra Kalev; "'Numbers Take Us Only So Far,'" by Maxine Williams; "Race Matters: The Truth About Mentoring Minorities," by David A. Thomas; "Leadership in Your Midst: Tapping the Hidden Strengths of Minority Executives," by Sylvia Ann Hewlett, Carolyn Buck Luce, and Cornel West; "What Most People Get Wrong About Men and Women," by Catherine H. Tinsley and Robin J. Ely; "Hacking Tech's Diversity Problems," by Joan C. Williams; "Why Men Still Get More Promotions Than Women," by Herminia Ibarra, Nancy M. Carter, and Christine Silva; "When No One Retires," by Paul Irving; "Neurodiversity as a Competitive Advantage," by Robert D. Austin and Gary P. Pisano; "Managing Multicultural Teams," by Jeanne Brett, Kristin Behfar, and Mary C. Kern; and "7 Myths About Coming Out at Work," by Raymond Trau, Jane O'Leary, and Cathy Brown.

The information revolution has ushered in a data-driven reorganization of the workplace. Big data and AI are used to surveil workers and shift risk. Workplace wellness programs appraise our health. Personality job tests calibrate our mental state. The monitoring of social media and surveillance of the workplace measure our social behavior. With rich historical sources and contemporary examples, The Quantified Worker explores how the workforce science of today goes far beyond increasing efficiency and threatens to erase individual personhood. With exhaustive detail, Ifeoma Ajunwa shows how different forms of worker quantification are enabled, facilitated, and driven by technological advances. Timely and eye-opening, The Quantified Worker advocates for changes in the law that will mitigate the ill effects of the modern workplace.

With powerful, clearly written advice on how to control and to reduce dramatically unemployment insurance compensation taxes, here is an authoritative, useful guide to the UIC system. The authors draw upon their extensive experience to detail intricacies and pitfalls in the UIC system; they provide principles and strategies to help employers avoid them. With information on documenting and warning employees in cases where discharge may be imminent, proper use of the information in this book can help protect a company against unwarranted UIC tax charges. The authors also guide employers through the appeals process, demonstrating how to prepare, organize, and present a UIC case. Also included are myths and misconceptions about the UIC system, a look inside a local UIC office, and in-depth examination of how to deal with the UIC decision process, from the local office to the highest level of administrative appeal.

This guide is an indispensible tool for anyone involved in hiring, discharging, or dealing with unemployment issues. Complete with sample forms and letters, a sample script of a typical UIC hearing, and comprehensive glossary, Controlling Unemployment Insurance Costs is a unique resource for employers in the private sector, and can also be used effectively by federal, state, and local government agencies. Human resource managers in universities and schools, non-profit organizations, and attorneys and paralegals will also find it valuable.

This is an open access book under CC BY-NC-ND.This open access book is a comprehensive solution proposed by Dr. Chen Dongsheng for the issues of medical care, pension, and fund raising in the era of longevity. This book studies the relationship among aging population, economic development, and business model innovation. It integrates multi-disciplinary, multi-industry, and multi-professional research and thinking to focus on how to meet the challenge of aging population from business perspective. The author analyzes the keys and experience for Taikang to get successful in this area. The arrival of the "Era of Longevity" not only creates new business opportunities, but also changes the economy, governance, and cultural ecology of the society. It is of interest to the readers in business and policy-making.