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Recommended Books Built to Last : Successful Habits of Visionary Companies, by Jim Collins, Jerry I. Porras, Harper Business Essentials, 1994 Competitive Advantage: Creating and Sustaining Superior Performance, by Michael E. Porter, The Free Press, 1985. That the phrases competitive advantage and sustainable competitive advantage have become commonplace is a testimony to the power of Porter’s ideas. This classic book has guided countless companies in understanding the roots of competition in a way to make strategy both concrete and actionable. This book is good for the professional firm manager and for professionals who advise clients on business strategy. The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It., by Michael E. Gerber, HarperBusiness, 1995. Endless
Referrals: Network Your Everyday Contacts into Sales, by Bob Burg, The Firm of the Future: a Guide for Accountants, Lawyers, and Other Professional services, by Paul Dunn and Ronald J. Baker, John Wiley & Sons, 2003 Getting Rich in America: 8 Simple Rules for Building a Fortune and a Satisfying Life, by Dwight R. Less and Richard B. McKenzie, HarperBusiness, 1999. Even if you never earn more than $50,000 a year, you can still retire a millionaire. This book motivates clients to choose to live a disciplined life, save and invest at least 10 percent of their income, never buy a new car, focus on the long haul and family, and put the resulting savings to work to build a fortune. How to Work a Room: The Ultimate Guide to Savvy Socializing in Person and Online, by Susan RoAne, Harper Resource, 2000 Managing by the Numbers: Monitoring Your Firm's Profitability, by David W. Cottle, American Institute of CPAs, 1993 Managing the Professional Services Firm, by David H. Maister, The Free Press, 1993. One of the best books for CEOs of professional firms. Managing for Profitability: How Winning Professionals Earn What They’re Worth, by David W. Cottle, Hightower Publishing, 1993. Million Dollar Consulting: The Professional’s Guide to Growing a Practice (Second Edition), by Alan Weiss, McGraw-Hill, 1997. Updated, with new information on handling competition, high-tech consulting, and media positioning, this acclaimed how-to resource gives consultants the tools and advice they need to grow a firm that rakes in $1 million a year. Anyone who offers professional advice should read this book. The
Millionaire Next Door: The Surprising Secrets of America's Wealthy,
by Thomas J. Stanley, PhD and William D. Danko, PhD, Longstreet Press, 1996.
It’s not that difficult to join the ranks of Professional’s Guide to Target Marketing: How to Gain Profitable New Business, by David W. Cottle, Commerce Clearing House, 2000 The Professional’s Guide to Value Pricing (Fourth Edition), by Ronald J. Baker, Commerce Clearing House, 2003. Ground-breaking book on pricing professional services. Reengineering the Corporation: a Manifesto for Business Revolution, by Michael Hammer & James Champy, HarperBusiness, 2001. Excellent advice to anyone who consults to clients on business strategy. The Richest Man in Babylon, by George Clason, New American Library, 1991. Millions of readers have profited from these “Babylonian Parables.” This is a great book to give to clients to motivate them to start saving and investing for the future. Secrets of Power Negotiating: Inside Secrets from a Master Negotiator (Second Edition), by Roger Dawson, Career Press, 1999. Presents strategies for becoming a winner at power negotiations, based on the author's cassette programs. Shows how to develop control over the ability to fulfill personal desires, with special tips for business owners, managers, and salespeople. SPIN Selling, by Neil Rackham, McGraw-Hill, 1988. This is the best book I have ever read on selling professional services and service relationships. Start
Consulting: How to Walk the Talk, William L. Reeb, Stephen L.
Winters, True Professionalism, by David H. Maister, The Free Press, 1997. Another of Dr. Maister’s inspirational works. Makes you think about your clients, your services, and your profession. The Trusted Advisor, by David H. Maister, Charles H. Green, Robert M. Galford,, Touchstone division of Simon & Schuster, 2000. Everything David Maister writes is worthwhile. Value-Based Fees: How to Charge—and Get—what You're Worth, by Alan Weiss, Jossey-Bass/Pfeiffer, 2002. Along with Ron Baker’s value pricing books, this is must reading for all professionals. Values-Based
Selling, by Bill Bachrach, Aim High Publishing, The Way to Happiness: A Common Sense Guide to Better Living, by L. Ron Hubbard, Bridge Publications, 1990. This book describes the way I live my life and manage my business. Winning Decisions: Getting It Right the First Time, by J. Edward Russo, Paul J. H. Schoemaker, Margo Hittleman, Currency, 2001.
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