Mastering a Culture of Accountability

 
9781599320670: Mastering a Culture of Accountability
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Mastering a Culture of Accountability is a must read for every technology solution provider and IT channel executive. The book covers the three key pillars for business success in a solution provider company: 1) process and systems, 2) measuring and monitoring and 3) communications. This guide offers insight and ideas from over 30 years coaching and consulting to business owners, sales teams and operations personnel on how to achieve the greatest success from your technology delivery business. Strategies and ideas are presented for project businesses, recurring revenue and managed service businesses as well as other service models. Key topics include leadership, finance, operations and of course, sales compensation and motivation - including successful pay for performance plans. A significant portion is dedicated to hiring and recruiting as people are the key differentiator in top businesses! Process and systems are explored helping you increase collections, drive customer satisfaction and build a sticky client base. This guide will provide many golden nuggets for optimizing any solution provider business and invaluable to any technology related vendor or distribution executive seeking to understand the key points of success in these service businesses. It will be a tool you will turn to again and again as you grow your business. This guide has many examples directly from successful companies and also contains recommended reading and contributor profiles from nearly 20 successful solution provider businesses.

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About the Author:

After careers with General Electric, Xerox and others, Larry Kesslin and Chris Winter, principals of 4-Profit, LLC have been noted coaches and consultants within the IT channel sine the mid-1990's. Larry Kesslin is a sought after key note speaker and industry thought-leader having worked with dozens of manufacturers and organizations such as IBM, Cisco, Avaya, EMC, Catalyst, Avnet, Gartner and many others. Chris Winter is a noted analyst and MBA highly skilled at assessment and coaching. 4-Profit is a successful coaching and consulting firm pioneering channel peer group development and delivery with over 10 years experience in general coaching as well as deploying successful peer programs for business owners, sales management and operations management. 4-Profit also manages comparative benchmarking tools to help monitor and develop profitability.

Review:

The business health of our partner community is very important to Cisco and 4-Profit has hit a cord by helping solution providers build more profitable businesses. --Chuck Robbins, SVP of US Commercial Sales, Cisco Systems

Chris and Larry have made a notable contribution to both business and evolution with this brilliant book. The truth resides only in profits and the best path to profits is paved with accountability. --Jay Conrad Levinson, Guerilla Marketing

The business management advice and industry insight that 4-Profit has provided to me has proven to be invaluable. I wish I had all of this information before I got started. 4-Profit is truly one of a kind! --Kenneth Heitner, CEO, Consolidated Technologies, Inc.

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Chris Winter and Larry Kesslin
Published by Advantage (2008)
ISBN 10: 1599320673 ISBN 13: 9781599320670
New Softcover Quantity Available: 1
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