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January 26, 2012

In The Books

Filed under: In the Books — Jon @ 3:48 pm
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It’s that time of year again. We’ve compiled all the great books, ideas, and activities that 800-CEO-READ was involved in over the past year and published them in our annual In the Books publication.

As the intro states:

“At 800-CEO-READ, we don’t come to work everyday just to sell business books. We go to work to try to improve the way business is done.”

This publication is the clearest example of that. Featuring the winners, shortlist, and candidates from the 2011 Business Book Awards, ChangeThis highlights, 8cr events and activities, 100 Best book updates, Author interviews from our blog, and various Jack Covert Selects reviews (as well as some photos from our annual croquet tournament…), this year’s In the Books is another useful (and nice looking!) guide put together by Dylan Schleicher of 800-CEO-READ and Joy Panos Stauber of Stauber Design Studio.

If you’d like a physical copy, send me a note at jon (a) 800ceoread (dot) com and introduce yourself.

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January 25, 2012

ChangeThis: Issue 90

Filed under: ChangeThis — dylan @ 2:29 pm
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GROW: How to Change the Narrative of Business by Jim Stengel

“The business case for brand ideals is not altruism. It’s self-interest and mutual interest. In addition to its wider positive impact, a devotion to brand ideals will do more for your own business and career than any other factor. Maximum business growth and high ideals are not incompatible. They’re inseparable.”

Transcendent Leadership: How to Lead Anyone, Anywhere, Anytime
by Les McKeown

“What if each successive leadership role brought out more of what makes you you, rather than asking you to compromise your core values, bury your deepest wishes, hold ransom your dreams? Having coached and advised hundreds of leaders, I know this isn’t a pipe dream.”

Shift & Reset by Brian Reich

“There are lots of excuses for not making real, demonstrable changes in the way we live, work, and how we interact as individuals and engage in groups/communities. I have heard them all. I have used many of them myself. But they are bullshit. All excuses are.”

It Really is As Simple As ABC: What Leaders Can Learn from Masterful Orators of the Past by Matt Eventoff

“Millions of meetings and presentations occur daily. Each of these presentations is meant to drive ‘someone’ to do ‘something.’ And what do the vast majority of [them] have in common? Unfortunately, they usually fail to get anyone to do anything.”

Make Social Media Sell—Now by Jeff Molander

“The ‘social media revolution’ is over-hyped nonsense. The real business opportunity is to become more relevant and meaningful to customers in ways that create sales.”

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January 24, 2012

Attention Business Authors!

Filed under: Blog — Jon @ 3:40 pm
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The 800-CEO-READ AUTHOR POW WOW
January 13-15, 2013
Austin, TX

**REGISTER EARLY AND SAVE**

NOW THROUGH APRIL 1: $1000
April 1 – October 1: $1250
October through event: $1500

REGISTER HERE!

The Author Pow Wow will not only provide you with all the knowledge you need to do what works, but will also connect you to the people who can help you in the process. During an intimate and intensive two days, authors, soon-to-be authors, publishers, publicists, marketers, agents, speaking experts, social media strategists, and business people who have great ideas to share, gather, listen, converse, and leave more informed and better at what they do. Knowledge and insight are gained, partnerships form, deals get made, and connections are built that lead to possibilities never before imagined.

Hosted since 2005 by 800-CEO-READ at various locations in Chicago, Milwaukee, and Austin, this year we’ll return to sunny Austin, TX, and the historic Driskill Hotel. More info on panels and presentations forthcoming, but expect a broad overview of perspectives from key people in the industry.

Don’t just take our word about what a great event this is. Read what authors Chris Guillebeau and Sally Hogshead had to say:

“Why go to an 8CR Pow-Wow? Simply put: there’s no other event like it. Where else can you talk book strategy with other authors, receive direct input from publishers, and – but wait, there’s more – meet the folks who run the world’s best business book distributorship? The gang in Milwaukee puts on a good show… make the time to attend!” – Chris Guillebeau, (author of The Art of Non-Conformity)

“My first year attending the 800-CEO-READ Author Pow Wow, I met the agents who changed the course of my career. The next year, I met the team who helped me launch and promote my next book, Fascinate. Last year, I gained the very specific insights that are helping to catapult my business in new ways. This event isn’t just about authoring business books– this is the must-attend conference for anyone dedicated to big ideas, high expectations, and long-lasting results.” – Sally Hogshead (author of Fascinate)

Cost includes event sessions, buffet breakfast and lunch served on each day of the event, plus a special group dinner outing.

Hope to see you at the event!

Presented by 800-CEO-READ.

Sponsored by:

 

 

Cave Henricks Communications, Greenleaf Book Group, and Shelton Interactive.

 

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The End of Illness

Filed under: Blog — Jon @ 12:59 pm
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On one hand, this book is not our usual thing. On the other hand, nothing can move forward if our health isn’t in order. So, it’s completely worth pointing out Dr. David B. Agus’ new book, The End of Illness.

The provocative title certainly draws our attention, and we might be expecting a “to-do list” of things we’ve heard before. Certainly, there are some universal truths in here that we’ve heard all our lives (the question is, are we adhering to them?), but also, there are more than a few discoveries in here that might surprise us, about the medical industry, about science, about food, about vitamins (don’t take them?), and about the prevention of a variety of illnesses.

Here are some questions I sent Dr. Agus in reaction to reading it:

Why do you advise individuals to take more control over their own health concerns – isn’t that risky?

Dr. Agus: I advise people to team with their doctor.  Download the personal health questionnaire from www.theendofillness.com and bring all of this information with you to your doctor.  This team approach will yield benefits!

What are some reasons why we need to be more active in maintaining our health more than any other generation?

Dr. Agus: We now have a tremendous knowledge bank on preventive medicine, and I want everyone to use it!  While it is hard to reverse or cure disease like cancer, heart disease or neurodegenerative disease, the data on prevention are real and achievable for all of us.

What are some of the health disadvantages to office work and how might we improve them?

Dr. Agus: The big disadvantage is that you have to sit at a desk normally all day.  Figure out a way to move around.  When someone is coming to meet with you, it is a great sign of respect to have them go on a walk with you and talk, instead of sitting at your desk.  Try and get up and walk around every 20 minutes or so if you can.

How might we be more certain that we’re eating healthy?

Dr. Agus: Eating healthy shouldn’t be complex.  The details are in The End of Illness, but in brief:

1.       Regular schedule
2.       Know where your food is from
3.       Moderation
4.       Variety
5.       Fresh foods
6.       Stay away from processed foods, vitamins and supplements

Is the end of illness really possible?

Dr. Agus: I believe presently (with the current state of science and medicine) we can delay illness to the ninth decade of life.  As to the future, who knows!!! I am optimistic. . .

—

This is a highly interesting book written in a sensible, well-thought out and researched method. None of it shocks the reader into adopting a new lifestyle that seems freakish, yet the simple reality presented here is a logic that very few of us are likely completely in tune with.

You want to be a better manager and leader? You want to create a successful company? You want to work in smarter ways than you have before? Then start with this book, start with your health, and the rest will follow.

 

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January 23, 2012

The Fear Index, a business thriller

Filed under: Excerpts and Essays — Sally @ 12:08 pm
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We’re thrilled (seriously!) to post an excerpt from Robert Harris (best selling author of Fatherland, Pompeii, and The Ghost Writer, which was made into a movie with Ewan McGregor and Pierce Brosnan, and many others) to showcase his new novel

The Fear Index may not be our typical fare, but the novel appeals to us for many reasons: a master storyteller, the drama of hedge fund trading, a really creepy old book–Darwin in this case–, lots of money, and lots of thrills. To start the adventure, read below!

***

The Fear Index
Robert Harris
Knopf | Hardcover | January, 2012 | $25.95 | 978-0-307-95793-1

Learn from me, if not by my precepts, at least by my example, how dangerous is the acquirement of knowledge, and how much happier that man is who believes his native town to be the world, than he who aspires to become greater than his nature will allow. -Mary Shelley, Frankenstein (1818)

Dr. Alexander Hoffmann sat by the fire in his study in Geneva, a half-smoked cigar lying cold in the ashtray beside him, an anglepoise lamp pulled low over his shoulder, turning the pages of a first edition of The Expression of the Emotions in Man and Animals by Charles Darwin. The Victorian grandfather clock in the hall was striking midnight but Hoffmann did not hear it. Nor did he notice that the fire was almost out. All his formidable powers of attention were directed onto his book.

He knew it had been published in London in 1872 by John Murray & Co. in an edition of seven thousand copies, printed in two runs. He knew also that the second run had introduced a misprint-”htat”-on page 208. As the volume in his hands contained no such error, he presumed it must have come from the first run, thus greatly increasing its value. He turned it round and inspected the spine. The binding was in the original green cloth with gilt lettering, the spine-ends only slightly frayed. It was what was known in the book trade as “a fine copy,” worth perhaps $15,000. He had found it waiting for him when he returned home from his office that evening, as soon as the New York markets had closed, a little after ten o’clock. Yet the strange thing was, even though he collected scientific first editions and had browsed the book online and had in fact been meaning to buy it, he had not actually ordered it.

His immediate thought had been that it must have come from his wife, but she had denied it. He had refused to believe her at first, following her around the kitchen as she set the table, holding out the book for her inspection.

“You’re really telling me you didn’t buy it for me?”

“Yes, Alex. Sorry. It wasn’t me. What can I say? Perhaps you have a secret admirer.”

“You are totally sure about this? It’s not our anniversary or anything? I haven’t forgotten to give you something?”

“For God’s sake, I didn’t buy it, okay?”

It had come with no message apart from a Dutch bookseller’s slip: “Rosengaarden & Nijenhuise, Antiquarian Scientific & Medical Books. Established 1911. Prinsengracht 227, 1016 HN Amsterdam, The Netherlands.” Hoffmann had pressed the pedal on the waste bin and retrieved the bubble wrap and thick brown paper. The parcel was correctly addressed, with a printed label: “Dr. Alex- ander Hoffmann, Villa Clairmont, 79 Chemin de Ruth, 1223 Cologny, Geneva, Switzerland.” It had been dispatched by courier from Amsterdam the previous day.

After they had eaten their supper-a fish pie and green salad prepared by the housekeeper before she went home-Gabrielle had stayed in the kitchen to make a few anxious last-minute phone calls about her exhibition the next day, while Hoffmann had retreated to his study clutching the mysterious book. An hour later, when she put her head round the door to tell him she was going up to bed, he was still reading.

She said, “Try not to be too late, darling. I’ll wait up for you.”

He did not reply. She paused in the doorway and considered him for a moment. He still looked young for forty-two, and had always been more handsome than he realised-a quality she found attractive in a man as well as rare. It was not that he was modest, she had come to realise. On the contrary: he was supremely indifferent to anything that did not engage him intellectually, a trait that had earned him a reputation among her friends for being downright bloody rude-and she quite liked that as well. His preternaturally boyish American face was bent over the book, his spectacles pushed up and resting on the top of his thick head of light brown hair; catching the firelight, the lenses seemed to flash a warning look back at her. She knew better than to try to interrupt him. She sighed and went upstairs.

Hoffmann had known for years that The Expression of the Emotions in Man and Animals was one of the first books to be published with photographs, but he had never actually seen them before. Monochrome plates depicted Victorian artists’ models and inmates of the Surrey Lunatic Asylum in various states of emotion-grief, despair, joy, defiance, terror-for this was meant to be a study of Homo sapiens as animal, with an animal’s instinctive responses, stripped of the mask of social graces. Born far enough into the age of science to be photographed, their misaligned eyes and skewed teeth nonetheless gave them the look of crafty, superstitious peasants from the Middle Ages. They reminded Hoffmann of a childish nightmare-of grown-ups from an old-fashioned book of fairy tales who might come and steal you from your bed in the night and carry you off into the woods.

And there was another thing that unsettled him. The bookseller’s slip had been inserted into the pages devoted to the emotion of fear, as if the sender specifically intended to draw them to his attention:

The frightened man at first stands like a statue motionless or breathless, or crouches down as if instinctively to escape observation. The heart beats quickly and violently, so that it palpitates or knocks against the ribs . . .

Hoffmann had a habit when he was thinking of cocking his head to one side and gazing into the middle distance, and he did so now. Was this a coincidence? Yes, he reasoned, it must be. On the other hand, the physiological effects of fear were so directly relevant to VIXAL-4, the project he was presently involved in, that it did strike him as peculiarly pointed. And yet VIXAL-4 was highly secret, known only to his research team, and although he took care to pay them well-$250,000 was the starting salary, with much more on offer in bonuses-it was surely unlikely any of them would have spent $15,000 on an anonymous gift. One person who certainly could afford it, who knew all about the project and who would have seen the joke of it-if that was what this was: an expensive joke-was his business partner, Hugo Quarry, and Hoffmann, without even thinking about the hour, rang him.

“Hello, Alex. How’s it going?” If Quarry saw anything strange in being disturbed just after midnight, his perfect manners would never have permitted him to show it. Besides, he was accustomed to the ways of Hoffmann, “the mad professor,” as he called him-and called him it to his face as well as behind his back, it being part of his charm always to speak to everyone in the same way, public or private.

Hoffmann, still reading the description of fear, said distractedly, “Oh, hi. Did you just buy me a book?”

“I don’t think so, old friend. Why? Was I supposed to?”

“Someone’s just sent me a Darwin first edition and I don’t know who.”

“Sounds pretty valuable.”

“It is. I thought, because you know how important Darwin is to VIXAL, it might be you.”

“‘Fraid not. Could it be a client? A thank-you gift and they’ve forgotten to include a card? Lord knows, Alex, we’ve made them enough money.”

“Yeah, well. Maybe. Okay. Sorry to bother you.”

“Don’t worry. See you in the morning. Big day tomorrow. In fact, it’s already tomorrow. You ought to be in bed by now.”

“Sure. On my way. Night.”

As fear rises to an extreme pitch, the dreadful scream of terror is heard. Great beads of sweat stand on the skin. All the muscles of the body are relaxed. Utter prostration soon follows, and the mental powers fail. The intestines are affected. The sphincter muscles cease to act, and no longer retain the contents of the body . . .

Hoffmann held the volume to his nose and inhaled. A compound of leather and library dust and cigar smoke, so sharp he could taste it, with a faint hint of something chemical-y;formaldehyde, perhaps, or coal gas. It put him in mind of a nineteenth-century laboratory or lecture theatre, and for an instant he saw Bunsen burners on wooden benches, flasks of acid and the skeleton of an ape. He reinserted the bookseller’s slip to mark the page and carefully closed the book. Then he carried it over to the shelves and with two fingers gently made room for it between a first edition of On the Origin of Species, which he had bought at auction at Sotheby’s in New York for $125,000, and a leather-bound copy of The Descent of Man that had once belonged to T. H. Huxley.

Later, he would try to remember the exact sequence of what he did next. He consulted the Bloomberg terminal on his desk for the final prices in the United States: the Dow Jones, the S&P 500 and the NASDAQ had all ended down. He had an email exchange with Susumu Takahashi, the duty dealer in charge of execution on VIXAL-4 overnight, who reported that everything was functioning smoothly, and reminded him that the Tokyo Stock Exchange would reopen in less than two hours’ time following the annual three-day Golden Week holiday. It would certainly open down, to catch up with what had been a week of falling prices in Europe and the United States. And there was one other thing: VIXAL was proposing to short another three million shares in Procter & Gamble at $62 a share, which would bring their overall position up to six million-a big trade: would Hoffmann approve it? Hoffmann emailed “OK,” threw away his unfinished cigar, put a fine-meshed metal guard in front of the fireplace and switched off the study lights. In the hall he checked to see that the front door was locked and then set the burglar alarm with its four-digit code: 1729. (The numerals came from an exchange between the mathematicians G. H. Hardy and S. I. Ramanujan in 1920, when Hardy went in a taxi cab with that number to visit his dying colleague in hospital and complained it was “a rather dull number,” to which Ramanujan responded: “No, Hardy! No, Hardy! It is a very interesting number. It is the smallest number expressible as the sum of two cubes in two different ways.”) He left just one lamp lit downstairs-of that he was sure-then climbed the curved white marble staircase to the bathroom. He took off his spectacles, undressed, washed, brushed his teeth and put on a pair of blue silk pyjamas. He set the alarm on his mobile for six thirty, registering as he did so that the time was then twenty past twelve.

In the bedroom he was surprised to find Gabrielle still awake, lying on her back on the counterpane in a black silk kimono. A scented candle flickered on the dressing table; otherwise the room was in darkness. Her hands were clasped behind her head, her elbows sharply pointed away from her, her legs crossed at the knee. One slim white foot, the toenails painted dark red, was making impatient circles in the fragrant air.

“Oh God,” he said. “I’d forgotten the date.”

“Don’t worry.” She untied her belt and parted the silk, then held out her arms to him. “I never forget it.”

***

Excerpted from The Fear Index by Robert Harris. Copyright (c) 2012 by Robert Harris. Excerpted by permission of Knopf, a division of Random House, Inc. All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.

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January 20, 2012

Friday Links – Alarm Edition

Filed under: Friday Links — dylan @ 11:53 pm
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➻ Umair Haque, author of The New Capitalist Manifesto released by Harvard Business School Press last year, recently asked Is America a Failing State? It’s a dramatic, possibly even hyperbolic question to ask, but one that has become increasingly common as most registered voters say the US is in decline, and don’t believe their children’s standard of living will match their own. Haque looks for solutions:

Perhaps the most vital question is this: what can we do to reverse the decline? The remedy I’ve heard being whispered in the back-slapping corridors of power is what the hoary old wonks call “good governance”—accountability, transparency, and the like, neatly pushing us right back to the status quo ante. But I’d like to challenge that simplistic remedy. After all, what got us there is what got us here. Instead, decline’s moonshot might just be pioneering fundamentally better ways of living, working, and playing; an economy that elevates human potential to a higher apex.

He goes on to suggest five reasons “to reimagine what we want from ‘recovery.’”

  1. You can’t have accountability without working accounts.
  2. Industrial output is not a human outcome.
  3. Transparency doesn’t mean much to the blind.
  4. “Value” depends on what counts as “harm.”
  5. Philosophy isn’t a luxury—it’s a necessity.

For an explanation of each of principles, head over to the original post. He ends his post with a dose of realism, and call to introspection and action.

[T]hough I fist-poundingly believe we can, the fact is, I don’t know if we will turn our fate around. But I do know we probably can’t do it without the courage, wisdom, and determination to look it unflinchingly in the eye.

I also believe we can, and hope we will.

➻ But in a post about Learning leadership from Congress, Seth Godin reinforces the popular skepticism. Venting a bit of frustration over the SOPA/PIPA debate, Seth offers a reverse career guide based on the example set by those “representing us” in Washington.

When did we lose Congress? Not just in terms of losing our respect for just about everyone there (one of the least respected careers in the USA) but in the sense that they no longer even pretend to represent our interests or act as we would act if given the chance?

I’m not so much angry as saddened that it has come to this.

When planning your career, avoid these pitfalls, behaviors evidenced by many elected officials:

  • In all things, look for money first. Listen to people with money, respond to people with money, justify your actions around money. Worth noting that 47% of those in Congress (House and Senate) are millionaires—an even greater percentage than those that are lawyers.
  • Embrace the fact that you don’t know what you’re talking about. Aspire to run systems you don’t understand.
  • Compromise over the important issues, but dig in and fight forever over trivia.
  • Along those lines: focus obsessively on the short run. Even though you are virtually assured of re-election, define the long term as “before the next election.”
  • Take months off from your day job (with pay) to actively campaign for a better job.
  • Blame the system, the other side and your predecessors for the fact that you are not taking brave, independent action.
  • Avoid developing independent thought and analysis. Focus on parroting the work of lobbyists and the party line.
  • When given the choice between being on television or doing hard work, pick television.
  • When a difficult problem shows up, duck
  • Try mightily to outlast passionate resistance by quietly ignoring it and waiting for it to go away.

[...] At least they’ve left us a useful career guide about what not to do in the real world.

So I guess it’s left up to us to do two things: begin enacting the change we want to see in ourselves, and try to stop electing idiots.

➻ But SOPA has been stopped for now. The clearest bit of thinking on why that is so important, I think, is Cory Doctorow’s Lockdown: The Coming War On General-Purpose Computing, in which he envisions the loss of the current copyright wars leading to a world in which governments and big business are able to surveil and even control our actions through the technology we use.

Human rights activists have raised alarms over U-EFI, the new PC bootloader, which restricts your computer so it only runs “signed” operating systems, noting that repressive governments will likely withhold signatures from operating systems unless they allow for covert surveillance operations.

On the network side, attempts to make a network that can’t be used for copyright infringement always converge with the surveillance measures that we know from repressive governments. Consider SOPA, the U.S. Stop Online Piracy Act, which bans innocuous tools such as DNSSec—a security suite that authenticates domain name information— because they might be used to defeat DNS blocking measures. It blocks Tor, an online anonymity tool sponsored by the U.S. Naval Research Laboratory and used by dissidents in oppressive regimes, because it can be used to circumvent IP blocking measures.

In fact, the Motion Picture Association of America, a SOPA proponent, circulated a memo citing research that SOPA might work because it uses the same measures as are used in Syria, China, and Uzbekistan. It argued that because these measures are effective in those countries, they would work in America, too!

It may seem like SOPA is the endgame in a long fight over copyright and the Internet, and it may seem that if we defeat SOPA, we’ll be well on our way to securing the freedom of PCs and networks. But as I said at the beginning of this talk, this isn’t about copyright.

The copyright wars are just the beta version of a long coming war on computation. The entertainment industry is just the first belligerents to take up arms, and we tend to think of them as particularly successful. After all, here is SOPA, trembling on the verge of passage, ready to break the Internet on a fundamental level—all in the name of preserving Top 40 music, reality TV shows, and Ashton Kutcher movies.

The truly scary thought in all of this is the possibility that Ashton Kutcher movies might be preserved to haunt future generations. But it seems my apocalyptic imagination isn’t big enough. It might be even worse than that.

This stuff matters because we’ve spent the last decade sending our best players out to fight what we thought was the final boss at the end of the game, but it turns out it’s just been an end-level guardian. The stakes are only going to get higher.

As a member of the Walkman generation, I have made peace with the fact that I will require a hearing aid long before I die. It won’t be a hearing aid, though; it will really be a computer. So when I get into a car—a computer that I put my body into—with my hearing aid—a computer I put inside my body—I want to know that these technologies are not designed to keep secrets from me, or to prevent me from terminating processes on them that work against my interests.

Last year, the Lower Merion School District, in a middle-class, affluent suburb of Philadelphia, found itself in a great deal of trouble. It was caught distributing, to its students, rootkitted laptops that allowed remote covert surveillance through the computer’s camera and network connection. They photographed students thousands of times, at home and at school, awake and asleep, dressed and naked. Meanwhile, the latest generation of lawful intercept technology can covertly operate cameras, microphones, and GPS tranceivers on PCs, tablets, and mobile devices.

The questions swirling around the issues of piracy, privacy, public access, policy and philosophy are not simple, but a reasoned debate and rational (even if imperfect and evolving) approach should be able to inform the efforts to address each. Subtract the rational debate and throw in a heavy dose of lobbying and money, and you begin to get some frightening proposals and efforts.

➻ If that doesn’t scare you, perhaps Eben Moglen can do the trick. Adrianne Jeffries relates a conversation In Which Eben Moglen Like, Legit Yells at [Her] for Having Facebook, and suggests that participating in social media as it’s currently constructed puts us “in a situation in which you are more heavily surveilled than the KGB or Stasi or Securitate or any other secret police ever surveilled anybody.” In an article in The New York Times about Decentralizing the Internet So Big Brother Can’t Find You, he clarifies his position a bit:

Social networking has changed the balance of political power, he said, “but everything we know about technology tells us that the current forms of social network communication, despite their enormous current value for politics, are also intensely dangerous to use. They are too centralized; they are too vulnerable to state retaliation and control.”

In January, investors were said to have put a value of about $50 billion on Facebook, the social network founded by Mark Zuckerberg. If revolutions for freedom rest on the shoulders of Facebook, Mr. Moglen said, the revolutionaries will have to count on individuals who have huge stakes in keeping the powerful happy.

“It is not hard, when everybody is just in one big database controlled by Mr. Zuckerberg, to decapitate a revolution by sending an order to Mr. Zuckerberg that he cannot afford to refuse,” Mr. Moglen said.

But Moglen isn’t just complaining. He is working with a team of developers to develop solutions and alternatives:

In response to Mr. Moglen’s call for help, a group of developers working in a free operating system called Debian have started to organize Freedom Box software. Four students from New York University who heard a talk by Mr. Moglen last year have been building a decentralized social network called Diaspora.

Mr. Moglen said that if he could raise “slightly north of $500,000,” Freedom Box 1.0 would be ready in one year.

“We should make this far better for the people trying to make change than for the people trying to make oppression,” Mr. Moglen said. “Being connected works.”

According to a recent Co.Design Infographic Of The Day: All About The 2012 Facebook IPO, 1 in 10 humans on Earth currently uses Facebook.

Moglen hasn’t convinced me to get off Facebook (or perhaps more accurately, my wife has convinced me to stay), but he raises legitimate issues. We wouldn’t without question provide most of the information we give up online every day to a government ostensibly elected by us. Why are we so willing to give it up for what essentially amounts to marketing espionage by a company we have no control over. As Douglas Rushkoff says, We’re Are Not Facebook’s Customers, we’re are the product. I believe that there may be value in that to us, to help the companies we purchase from understand what we desire and demand as consumers, but there may be dangers in it as well. We have to be mindful of how we use that technology and how it uses us. We have to use it to engage in citizenship as heartily as we use it to engage in consumerism, and we have to demand more in both roles.

➻ It’s not Freedom Day quite yet, but perhaps one day it will be.

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January 19, 2012

The B2B Executive Playbook

Filed under: Book Reviews,General Business — bob @ 4:56 pm
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Selling to consumers is different than selling to businesses. Most marketers and business strategists understand this empirically, but it doesn’t stop them from trying to use celebrity spokespeople and other tried and true consumer approaches to sell to business markets.

Why is this the case? Why does life in the two eco systems – business-to-consumer and business-to business – require different approaches? Sean Geehan, founder of the Geehan Group, sets out to explain as well as how to find success in The B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth.

Geehan has spent the past 20 years helping to drive growth in B2B companies through his work in executive training and strategic planning. He wrote the book out of frustration as most business books chronicle the successes of business-to-consumer books as well as the fact that many executives are unclear on what is required to grow a B2B company.

Geehan begins the book by explaining the three realities B2B companies labor under:

• The fate of a B2B company rests in the hands of relatively few customer companies. Geehan cites Celestica, a Canadian-based company that provides supply chain services. He writes that Celestica has $7 billion in annual revenue that comes from 100 total customers and contrasts that with Starbucks, which has $10 billion in annual revenue derived from 80 million worldwide customers.

• The fate of a B2B company rests in the hands of just a few people. Here, Geehan cites the case Oracle, where someone whishing to sell to that company, there are one or two decision makers, 65 influencers, and 3 purchasing players making decisions for 22,000 users. Contrast that with iTunes, where one person plays all those roles and decided whether to purchase and is also the end user.

• B2B companies rely upon the knowledge and acumen of customers. B2B decision makers have knowledge extremely valuable to the companies selling to them… In the B2B world, your customers may not be familiar with your offerings per se, but they usually know their industries better than those who supply it, and they know hoe to evaluate you solutions in light of their needs.

Geehan writes that the goal for B2B (and all companies) is to achieve sustainable, predictable, profitable growth. To facilitate that effort, he includes a number of ideas and techniques to help companies sell more and grow. He also includes a chapter on pitfalls to avoid, ideas on social media marketing and a number of case studies.

If you work for a company in the business-to-business space, finally there is a book to help you and your company grow. Consider The B2B Executive Playbook the B2B bible.

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January 18, 2012

Taking People With You

Filed under: Book Reviews — bob @ 11:43 am
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Over the course of several decades in business, David Novak has worked his way up in the Pepsi Cola North America Co. through sales and marketing, into what was then its fast food division. In the late 1990s, the restaurants were spun off into a separate company and Novak went with them. Today he serves as Executive Chairman and CEO of Yum! Brands Inc., owner of the Pizza Hut, KFC and Taco Bell chains.

All that time building businesses, creating products and creating value has taught Novak one thing, which is the subtitle to Taking People With You, and that’s taking people with you is “The Only way to Make BIG Things Happen.” Novak attributes the success the companies he’s bee involved with to the lessons he’s learned and stuck with over the years. These lessons, he says, help get people aligned, enthusiastic, and focused relentlessly on an organization’s mission. The tenets laid out in the book help achieve that. They are based on a trademarked program Novak has developed and uses at Yum! that’s also Called Taking People With You. His approach is less about literally taking people with you, as in promotions and carrying them into your inner circle, than it is about inspiring them to sign on to your vision of the future – a vision that includes them. In the book, Novak tells the story of an experience early in his career in which he had just become head of Pepsi Bottling. Prior to this, he spent the bulk of his career in sales and marketing, so operations were new for him, he wrote. In an effort to learn more about operations, Novak travelled to a plant where he picks up the story:

I was at a plant in St. Louis, conducting a 6:00 A.M. roundtable meeting with a group of route salesman, when, over coffee and doughnuts, I asked what I thought was a pretty straightforward question about merchandising, which is all about the displays and visibility we get in convenience and grocery stores. I wanted to know what they thought was working and what wasn’t. Right away, someone piped up, “Bob is the expert in that area. He can tell you how it’s done.” Someone else added, “Bob taught me more in one day than I’d learned in two years on the job.” Every single person in the room agreed: Bob was the best there was. I looked over at Bob, thinking he must be thrilled by all this praise. Instead, I saw that he had tears running down his face. When I asked him what was wrong, Bob, who had been with the company for over forty years and was about to retire in just two weeks, said, “I never knew anyone felt this way about me.” The rest of my visit to the plant went pretty well, but I walked away that day with an uneasy feeling. It was such a shame that Bob never felt appreciated. It was a missed opportunity for the business, too. We all could have benefited from his expertise, and more people could have learned from him. This guy was clearly great at what he did, but who knows how much better he could have been in a workplace that recognized and rewarded his knowledge. I knew that if he felt overlooked and underappreciated, others at the plant did too.

Novak wrote that the experience profoundly changed him and made him determined to never be the kind of leader who would let someone move through his or her entire career without being appreciated or that she had the potential to be so much more. None of this is as fluffy as it sounds as, in addition to his insightful advice, Novak provides exercises, worksheets and other tools to help executives from any size company bring people with them. And does this stuff work? Consider that Yum! Brands’ stock has grown in value by 13 percent or more for each of the last nine years, that the company operates in 112 countries and employs 1.4 million people. Taking People With You is destined to become a staple on the bookshelves of leaders. The advice is practical, effective and actionable. The cherry on top? Novak is giving his share of the proceeds from the sale of the book to the United Nations World Food Programme.

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January 17, 2012

The 2011 Business Book of the Year Award goes to…

Filed under: Book Awards,Uncategorized — Sally @ 11:22 am
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Great by Choice: Uncertainty, Chaos, and Luck—Why Some Thrive Despite Them All
by Jim Collins & Morten T. Hansen, published by HarperBusiness

Chaos and uncertainty are all around us. The economy is struggling, some have been out of work for years, and entrepreneurs are having a more and more difficult time creating success. Yet despite those things, there are organizations that are extremely successful. Looking at them on the surface, surmising their marketing techniques, management practice, and general strategy does not reveal enough to truly understand the “hows” and “whys” of their success.

Fortunately, ten years after his classic Good to Great, Jim Collins has teamed with Morten Hansen to explain it all. They have spent the last decade digging deep into what makes these companies great, and figuring out how other managers and leaders can make similar choices for their own organizations. Their research is revealed in their new book, Great By Choice: Uncertainty, Chaos, and Luck—Why Some Thrive Despite Them All.

It is a book perfectly suited to our times, containing the extensive research and free-thinking Collins is known for, while also being able to impart confidence in the knowledge that, despite the chaos and uncertainty, it is still your choices and not chance that control your fate. The principles, insights and lessons are presented through a variety of captivating case studies and comparison stories, from deadly vs. successful mountain climbing expeditions to post-9/11 Southwest Airlines. Survival is a strong theme throughout the book, and some of the details about the practices of the survivors, what the authors call the 20 mile marchers, will surprise you.

Where will your company be in 5 years? 10 years? Will it be at all? These might be hard questions to ask, but can be more easily answered once you have an understanding of the principles in this book.

Congratulations to Jim Collins and Morten Hansen on their tremendous achievement in writing this book!

And congratulations again to all the shortlist and category winners in this year’s Business Book Awards!

 

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January 16, 2012

Story Craft

Filed under: Bestsellers,Communication — Sally @ 12:11 pm
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The power of storytelling in business is not a new subject, but it is an under-utilized skill because oftentimes what makes a person a good leader doesn’t make for a good story teller. But a good story isn’t the sole property of the marketing department; instead, anyone can master some basic techniques for selling themselves or their point of view or their long-term vision through story. Here are some of the best books to help you work on your story craft.

The Modern Classic

Story Factor: Inspiration, Influence, and Persuasion through the Art of Storytelling by Annette Simmons, Doug Lipman

“Simmons identifies the six stories you need to know how to tell and demonstrates how they can be applied. The revised edition offers a guide to using storytelling in specific business circumstances, including corporate reorganizations, layoffs, and diversity issues.”


The Master Storyteller

Leader’s Guide to Storytelling: Mastering the Art and Discipline of Business Narrative by Stephen Denning

“This book shows how storytelling is one of the few ways to handle the most important and difficult challenges of leadership: sparking action, getting people to work together, and leading people into the future. Using myriad illustrative examples and filled with how-to techniques, this book clearly explains “how” you can learn to tell the right story at the right time.”

The Best Seller

Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story by Peter Guber

“Peter Guber, whose executive and entrepreneurial accomplishments have made him a success in multiple industries, has long relied on “purposeful story telling” to motivate, win over, shape, engage and sell. Indeed, what began as knack for telling stories as an entertainment industry executive has, through years of perspiration and inspiration, evolved into a set of principles that anyone can use to achieve their goals.”

The Picture Maker

Resonate: Present Visual Stories That Transform Audiences by Nancy Duarte

“Presentations are meant to inform, inspire, and persuade audiences. So why then do so many audiences leave feeling like they’ve wasted their time? All too often, presentations don’t resonate with the audience and move them to transformative action. This book helps you make a strong connection with your audience and lead them to purposeful action.”

The New Kids on the Block

Storybranding: Creating Stand-Out Brands Through the Power of Story by Jim Signorelli

“Modeled after the way stories work, this book provides a unique planning process for creating authentic brand identities. It also reveals a number of concealed traps that other branding approaches often overlook. Drawing on the persuasive power of stories, the author argues that a great deal of wasted effort is put into creating advertising messages that do too much ‘telling’ and too little ‘showing.’”

Power of Storytelling: Captivate, Convince, or Convert Any Business Audience Using Stories from Top CEOs by Jim Holtje

“A guide to crafting unforgettable, attention-grabbing business communications–from speeches and letters to business plans–using stories from the world’s top business leaders. It’s an easy-to-use reference for anyone who needs to lead, inspire, and motivate an audience in a business setting, whether they’re writing speeches, pep talks, interview talking points, employee letters, or Op- Eds.”

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