Economics Books

This is a great tool to use continuously to help focus one's thoughts and actions on setting goals and staying on track to realize them. Keep it handy, it will help you every day of the year with it's timeless and practical applications.

I know opening success 2000 has changed my life for the good, and has unmasked my true life and purpose.

I love this book and am grateful for having it as a resource to share with my coaching clients. It's practical, with steps that make sense for being happy and fulfilled in your career and life as a whole. It's all about integration and the author is a fabulous model for that in her life.

Success 2000 is a basic tool in my coaching toolbox. It is the starting point for all of my clients, whether they are seeking a change of employment, feeling unsure of their future, or looking for fulfillment in life. I have suggested for family, friends and those inquiring about coaching to read this book as a way of beginning to examine what is important in their lives. Are most people innately able to look at themselves and figure out what to do next? I know I was not able to do so, despite having advanced professional training in an allied medical field. I did not know where to start to make the changes I felt somehow were necessary for me to find fulfillment. Vicki Spina presents a user friendly format to assist the reader in self-assessment, and to start the process of reflection which precedes change. I appreciate the straight-forward philosophy and techniques which gently move the reader forward on the search for meaning. This is a book worth reading and rereading. It is a great resource for learning to move from A to Z in finding what one wants in life.

This book is a practical and fun guide which will help you become successful focussing/defining your goals and working towards whatever you wish to have greater success in. Whether you need a drastic change or just a tune up. This book is the ticket! I just loved it! Thanks Vicki for sharing your experience, knowledge and caring.

This book becomes more relevant every year! For organizations that want responsible employees, it challenges leadership to consider the assumptions that drive traditional HR performance appraisal processes - most importantly those arising from the common `parental' or `patriarchy' model of leadership and organizational development.

In this research-based analysis of the multiple purposes of performance appraisal, a labor attorney and an experienced HR professional team-up to explain why appraisals backfire - and they clearly accomplish that key goal of the book. In particular they explain why, in a world in which 98% of people see themselves as being in the top half of performers, the requirement to force-rank employees is a demoralizing and demotivating policy - if you then connect pay raises to this policy, it is a policy to pay money to demotivate the majority of staff! What responsible leader wants their name on such a policy?

So, is there a solution? Yes, but not a ready-made one. Because the authors recognize that the performance appraisal process is only a part of a highly integrated organization framework (the authors refer to this as `The System' - others ask you to think 7-S model) that drives organizational effectiveness, the book does not recommend a one-size-fits-all solution to replacing performance appraisals. Instead, it recommends that the reader make a paradigm shift away from the patriarchy model to a more adult to adult concept, think about what the organization really wants to accomplish (what problem is to be addressed), and provide choices for different individual situations. The book is not an easy read, nor does it provide a feel good solution - it is recommended for thoughtful practitioners who want to know what questions to ask for their situation, rather than what answers others have found for their own, perhaps very different, situation.

If you grapple with performance appraisal, then it might be worth thinking through the assumptions that you have built your performance appraisal system upon. And that's how Tom and Mary's book can help. They describe a series of assumptions that most performance appraisal systems are based on, and they offer up some more useful (and more reality-based) assumptions that provide the foundations for a more effective alternative (not an improvement - a completely different concept altogether).

Even if you aren't convinced to let go of traditional performance appraisal methods, you will still glean some valuable pearls from this book, that can help with problems you're currently having with appraisal.

Extensive research, good case studies, knowledgeble discussion of legal issues are strengths of this book. However, there are numerous weaknesses:
1 Linking enlightened management directly to ineffective appraisal systems. They are not nedessarily related.
2 Not acknowledging managers insight on employees performance.
3 Assuming apprasials are generally a high corporate priority compared with other management activities.
4 Not recommending one or two focused appraisal functions as an alternative to no appraisals.
5 Not providing an explaination of how to administer most pay raise systems (Hay for example).
6 Not clearly identifying how the rating drives pay, promotion and bonus. An alternative is required.
7 Not disussing how requirements may vary by industry job specifics or the impact of enviromental factors, such as, confidentiality and raises based on senioity. jrj

Get past the title, and the authors' "we are totally right" style, and you'll find good material in here. "This book is about ... choos[ing] ... the most effective ways of working with people, [and] refocusing on outstanding organizational performance."

It tells you why most formal appraisal systems have a lot of good goals, but the negative side-effects of trying to reach them through a regular, compulsory, recorded system prevent most people from reaching them. Suggests abolishing the single system, reviewing the goals, and setting up multiple voluntary systems to do the job better.

Read this book to remind yourself what real personal and group improvement communication is about, so that you can include it in your daily work.

I seached out this book when I was tasked to be part of creation of a review process for my smallish company. "Abolishing Performance Appraisals" operated as a great resource during the process.

Especially helpful were the case studies, which pointed out how real companies were creating alternatives to clunky performance appraisals.

This book is a must have for people starting a business. I haven't entered ANY business venture without first consulting with this book. I also had the wonderful opportunity to learn with Ed Rogoff himself, he is a very knowledgeable, straight-forward man, and his book is 100% reflective of his real life traits and experience. Great Job Ed!



Elkin

Ed Rogoff has written a must buy for those planning on starting or expanding their business. He takes you through a step-by-step plan from your initial idea to your grand opening. Examples, forms and common pitfalls are all covered in an easy to follow system. If you want to make your dream a reality, "Bankable Business Plans" will get you started.

Chapter 10 in this book opened my eyes to a publication produced each year by the Risk Management Association (RMA). It's called the "Annual Statement Studies - Financial Ratio Benchmarks" and is a compilation of information supplied by member banking institutions that get their information from small business loan applicants. The author of Bankable BPs says a sound business plan must favorably compare to the information in the RMA publication, or it probably will not help the loan applicant get her funds.

I recommend after reading Bankable BPs that anyone creating a business plan will do themselves a favor by examining the RMA publication to use as a guide for creating meticulous financial projections included in their business plan. Don't write the business plan first, and then compare it to the RMA publication figures. Instead start with the figures and then write the business plan.

Another similar (but not as good) publication you might want to look at is called "Financial Studies of Small Business" written by Financial Research Associates.

Besides the impressive information contained in Chapter 10 of Bankable BPs, I thought the book was a great read on the subject of putting together a business plan. The author is an associate professor at one of the CUNY schools in New York. I would have liked the book better if he had not emphasized that a business plan was a tool to help raise capital. But he does point out that a business plan is an important tool for running a small business, too.

The author listed 10 action steps necessary to create a business plan:

1. Define the business
2. Figure out initial needs
3. Outline how the business expects to make money (business model)
4. Perform market research (study industry, competitors, and potential customers)
5. Write a marketing plan
6. Describe sales effort as it relates to marketing
7. Systematize operations & team building
8. Decide on capital requirements
9. Put together pro forma financials
10. Write the business plan in an acceptable format

I'm pretty sure the author felt the action steps were meant to be done in the above order. I tend to agree with the list of action steps, but not the particular order. I think #8 and #2 should be sequenced just after #9. I find it hard to believe it is possible to decide on capital resources BEFORE you have figured out the pro forma financials. And, without knowing the capital resources needed, it seems to me it is hard to determine what the initial needs of the business will be.

All in all, this was a very informative books and I am sure it will be a very helpful book to anyone who has to put together a business plan. 5 stars!

Ed Rogoff gives an in depth but workable plan for developing a new business. "Bankable Business Plans" gives you what you need to go from your initial idea to your financial source. Examples, forms and step-by-step instructions are included in this comprehensive book. This book is a must for business owners of any size business.

This book is terrific because it directly addresses the issue that probably undermines more business plans than any other: unrealistic assumptions. After 20 years as a banker and financial advisor to growth companies, both large and small, I believe that professional equity investors judge entrepreneurs by their ideas, their ability, and the reasonableness of their assumptions. Aggressive business plan assumptions raise significant doubts in the minds of investors, who don't just want 25% IRRs but want 25% IRRs that are achievable. Rogoff wisely advises entrepreneurs to ground their plans in reality, using solid industry data and benchmarking techniques. He teaches you to think like an investor or banker before writing your plan. Very solid advice. A must-read before going to market with your plan.

It's hard to explain just how good this book is, but I'm going to try.

When I first ran across this book (late '90s), I had no prior call center analytic experience, but used this book to save my company over $4 million a year. It explains the basics of call center management, analytics & behavior so simply and effectively that you are likely to make huge value changes just by implementing those basics.

If you are already a call center whiz, and your company's call center are running smoothly with excellent customer service levels, there is still value here, but it's modest.

If your company is NOT doing its blocking and tackling, with repsect to its call centers, then this is a gold mine.

It literally is the highest ROI book I have ever purchased in terms of time and money.

The perfect book for the people that are managing the call centers. Especially when call center is just a part of your responsibility and you need a comprehensive and ehhaustive in-depth description of call center activities. Great book. Good for both excecutives to understand what the call center managers are doing (even in terms of languages they speak, very usefull, if you are not able to undestand sometimes the cc managers you need the book) and call centers managers in order to understand how to present their work to the executives.

We were in the process of re-organizing our call center and based on the excellent reviews that I read, I choose this book. Well, the reviews were right. This book is excellent. It is very well written and explains all aspects of organizing and analyzing a Call Center. We have ordered a total of 6 copies and they are being utilized by the V.P. of Operations, Operations Manager, IT dept, and the Customer Service Dept.

This is excellent book to get started on concepts, key metrics in call center. I really liked the writting style and the way author has explained different concepts. I had no background in call center and I could comprehend almost all the concepts in this book.

I would recommend this book to any one who wants to know concepts, metrics and KPI within a call center environment.

I've generally been an IT Director and Project Manager, so I read this book to get a better idea of my customers' needs. I was pretty excited to discover that there's at least one good summary of what call centers do and how they do it. For my own sake--and perhaps yours--here's my summary of Brad and Julia's summary:

1. Incoming call center management is the art of having the right number of skilled people and supporting resources in place at the right times to handle an accurately forecasted workload, at service level and with quality.

2. Though average call load may be predictable, calls arrive randomly--which means that they often bunch up.

3. A service level is defined as "X percent of calls answered in Y seconds", not as "X percent answered" or "Average Speed of Answer". (The ASA is skewed by the bad times when calls bunch up.) Abandonment rates matter, too, but fixing abandonment problems usually means fixing service levels.

4. Service level and quality don't conflict. If you try to fix service level with poor quality, it comes back to bite you with more calls and demoralized reps.

5. A good forecasted call load--including talk time, after-call work, and volume--is critical for budgeting people and circuits. Often, a good forecast should predict load by the half hour, using previous data, knowledge of upcoming plans, and good judgment.

6. To determine staffing needs, use a variation of the Erlang C formula. Its input is the number of reps, number of callers forecasted, and the time to serve each caller; its output is a prediction of waiting time. (Even better, add an input for response time, and you'll get the percentage who'll wait longer than that!) If agents have different skills, you'll need forecasts and calculations for each set of agents.

7. More staff, less waiting, fewer phone lines for people on hold. Less staff, more waiting, more phone lines. Formulas exist for phone lines, too.

8. Not everyone scheduled is always working on customer service. Schedule accordingly. Be clever about work schedules to get the right number working at the right time. Service level results tell you whether you got it right.

9. If you have too few reps on duty, queues get long (service level goes down), more circuits are needed, and customers get frustrated, sometimes abandoning the call. If you have too many reps on duty, you spend too much paying for them to wait.

10. Give senior managers good reports, but make sure they understand the points above.

11. Monitor the number of calls in the queue and the longest current wait. Service level and other metrics tell more about the past than the present. Be ready with plans for unexpected load (reassigning, rerouting, delay announcements, busy signals).

12. There are lots of tools and graphs to measure aspects of quality. Use them to identify root causes, not beat your employees. Reps should adhere to schedules, and do good work. Use monitoring capabilities to coach. Measuring based on "calls per hour" is unreliable, and invites cheating.

13. Customers are getting more demanding, automated systems are taking the easy calls, so reps have to be better trained and more skilled.

14. Create a good environment that uses technology well.

The book was written in 1997, and I don't know whether it's been updated. The authors have some commentary about email-based, web-based, and CTI-based systems, but the next edition might want to say more about the similarities and differences between those and the traditional call center.

Overall, I'm happy to understand more about the math and science behind this discipline. As another reviewer commented, it's clear that IT Help Desks have something to learn from the Call Center experience.

Think about your daily physical exercise regimen. Now compare that to the mental exercise routine you use in your journey to become a life-long learner. Come up a little short? The Daily Drucker will help.

In my book, Mastering The Management Buckets: 20 Critical Competencies for Leading Your Business or Non-profit, "The Drucker Bucket" honors Peter Drucker, the father of modern management, who was welcomed to his heavenly home in 2005, just a few days shy of his 96th birthday. His seminal book, Management: Tasks, Responsibilities, Practices, runs 839 pages. Here's the Drucker Bucket core competency:

"We are privileged to be leaders and managers and we steward that privilege by being lifelong learners and practitioners in the art of management. We don't just give lip service to management--we are disciplined students of great leadership and management thinkers like Peter Drucker, Ken Blanchard and others."

I encourage my clients to read at least one book by Peter Drucker every year. If you're in management, why would you not want to learn from the management guru? To dip your toe in the Drucker Bucket, read The Daily Drucker.

Bestselling author Bob Buford, who graciously wrote the foreword to my book, mentions Drucker in the foreword, "Peter always said, `The purpose of management is not to make the Church more businesslike, but more Church-like." Drucker was a gift to all of us. This is the perfect book.

I think one has to be mature enough to understand, at least on some level, and appreciate the wisdoms of Mr. Drucker collected in this compact and very intense book, but once you get them, you become a different person.

This book offers excellent insight into Drucker's writings on business philosophy. For those who have never read Drucker at all, this book is a great starting point, as it encapsulates much of his writing into a single volume. The book is of particular value to anyone working in a service-related company, especially in a society where knowledge is one of the most powerful assets managers are required to protect and preserve.

An entry from January 7th reads: "Knowledge workers own the means of production...the organization needs them more than they need the organization..." The action point listed is, "Attract and retain the highest producing knowledge workers by treating them and their knowledge as the organization's most valuable assets."

The information provided in this book, when put into practice, will help any manager become more efficient and reflective about how her/his actions fit into the bigger picture. The foreword, by Jim Collins, author of Good to Great, is also very worth reading and gives a little-seen and inspirational glimpse of Drucker.

The book was in good condition and was delivered on time. It is a great read!!

Every morning when you get to your office, you boot up your computer and you wait - conservatively - 2 minutes. During those 2 minutes, you should be reading that day's entry in the "Daily Drucker." Whether the Topic of the Month is "decision-making," "leadership" or "organizational behavior," Drucker's signature style will clear your head and give you a "swing thought" for the rest of the day. A daily dose of Drucker will remind you how you "should" run your business day, in order to be effective, rather than running things the way they really "are."
If you make his insights your own, you will learn about yourself and your organization. Eventually, you will reach your goals.
Unlike other books, this one does not contain a sustained argument, so it doesn't become dull. And, many of the quotes might be regarded as some of Drucker's most user-friendly. Plus, each quote is capped off with an "action item" by the editor, Maciarello, who does an admirable job in teasing out some of the implications of Drucker's writing.
P.S. This is the perfect gift to give an executive.

One of the most enlightening books I have ever read. It delivers, in spades, a strategy for gaining positive publicity. On the way, it provides extremely interesting and thought provoking insight into how the media (and media professionals) operates.

The book is logically structured, with each chapter building on the previous. The result is a memorable system, as opposed to a jumble of rules.

Each chapter provides valuable insights into the how's and why's of gaining access to media. The insight that had the most impact on me was that you have a client relationship with reporters. The only thing is, the reporter is the client. That insight alone was worth the price of the book.

This is a great read, and a must-have on your short list if you're interested in Media Relations. Mark breaks down his book into easy to digest chapters, with real world examples of how each media rule works. By the time you get done with this book, you'll have it highlighted, with notes and ideas written in the margins, eager to try them out for your cause. Then you'll read it again to see what you missed the first time!

I'm getting ready to return to college and get my degree in Communications/PR. After seeing Mark give a presentation at a luncheon, getting the chance to read his book and taking the opportunity to talk with him, I was convinced more than ever to stay on track. I'm hoping to use the ideas in his book to stun my professors. Thanks Mark!

I don't think anyone can read Feeding the Media Beast and not be entertained. Better yet they will learn valuable insights about dealing with the media. There has always been a mystique about the media, that somehow they are greater beings than mere mortals. Mathis easily puts that to rest through his personal stories and often humorous examples. Mathis knows the media and is generous in his willingness to share.

Once anyone with a product to sell or something to promote figures out that the media need US they will be halfway to meeting their goal. Knowing how the game is played, and how important we are to them, is what Mathis does an excellent job of teaching.

Prepare. That is the key principle that Mathis shares and that we need to remember over and over. The media can be intimidating and daunting if we allow it, but with the information in Feeding the Media Beast it doesn't have to be. The media should be our best friend and after reading this book you'll feel much more confident and remember that they need us.

If you have any interest in working with the media successfully, read this book. Before you write a press release, before you call a journalist, and definitely before you accept an interview, listen to what Mark Mathis has to say about the nature of the media industry. His experience and his insights are invaluable. Initially I had thought that the cartoon on the front and the constant reference to the media as a "Beast" seemed infantile, and then I realized that this is in keeping with the message. The media IS infantile. Modern media is hardly a mature form of communication--it's more like a three-year-old throwing a tantrum. Why it's that way is a subject for sociologists and philosophers. All I'm concerned with is how to work with this three-year-old, and this book shows me the way.

Mathis' book is *excellent*, but government communicators should also see a book written by a Washington pro, see Media Relations Handbook for Agencies, Associations, Nonprofits and Congress. The Handbook is written by Brad Fitch, who has more than a decade of Washington PR experience, with a Foreword by Mike McCurry.

What others have said about Fitch's book (about which you can see more at MediaRelationsHandbook.com ):

"Great advice for beginners and experienced media hands. If you are a media relations professional--either beginner or seasoned veteran--this is the book for you. Brad Fitch, who spent many years fielding reporters' tough questions on Capitol Hill, has written a timely, practical guide to handling media relations that is filled with solid professional advice. What goes into a press release? How do you develop a strategic message? You've got a digital camera and a fax machine, but what else does your office need to effectively handle the media? Before you start talking to a reporter, do you know the difference between 'on the record,' 'off the record,' and 'background'? When there's an immediate crisis in your organization, what are the eight mistakes that you absolutely must avoid? How do you handle your paranoid boss when he or she has to confront the press? You'll find the answers to these and many other everyday problems in this book. Fitch also gives valuable advice on how to set up an effective website and how to use e-mail for optimum communications. Excellent book for professionals who work in federal or state agencies, trade associations, non-profits, state legislatures or Congress. It's the only handbook you'll ever need."
-- Dennis W. Johnson, college professor and former Capitol Hill senior staffer

"Provides valuable advice for those who flack for a living."
-- Roll Call

"A superb blend of theory and practice, written by someone who uses words like Gallup uses polls."
-- Steve O'Keefe, author "Complete Guide to Internet Publicity" and Adjunct Faculty, Tulane University College

"Uncertain how to interest the press in your pressing issue? Having difficulty preparing your media-unfriendly boss for a tough interview? Worried about the next communications crisis and how to handle it? Brad Fitch answers those questions and many more in this crisp, clear and completely useful book."
-- Tucker Carlson, Co-Host CNN Crossfire, author

"A seminar from TheCapitol.Net is one of the best ways to learn from the experts about how Washington really works. Now all that insight and information has been packed into this invaluable volume. I suggest you read it, and become your own expert."
-- Steven V. Roberts, syndicated columnist, TV and radio analyst, college professor

"Brad Fitch has performed an admirable public service by giving public relations students and professionals alike an indispensable tool. His book provides a road map on both the practicalities and principles of PR, and he shows that honest PR is not an oxymoron. Now it's up to all of us in the media and spin industries to keep our end of the bargain."
-- Ed Henry, Congressional Correspondent, CNN (formerly Senior Editor of Roll Call)

"This volume is an invaluable road map to the mean streets of a city where information is power and power is everything. Brad Fitch has written a rich 'how-to' lesson for pros and for novices who must negotiate the competitive landscape of America's new media."
-- Ann Compton, White House Correspondent, ABC News

"Media Relations Handbook is to political campaigns what The Art of War is to military campaigns: an essential strategic reference that winners should never be without."
-- James Carville, Co-Host CNN Crossfire, author

If you're a government communicator, you should get both Feeding the Media BeastAgain and Fitch's book, MediaRelationsHandbook.com , or search Amazon using the ISBN: 1587330032

This is one of the most useful books I've read to date on bringing a product to market. It covers all the basics and then some. I have recommended it to all my friends!

People may joke that Tamara Monosoff became a millionaire with the help of suckers like me buying her book. THAT IS NOT THE CASE! She is an extremely intelligent and fascinating woman. If you cannot launch your own business after reading her book, it is in no way Tamara's fault. I am amazed at how much time and effort she obviously devoted to writing this book. Just when I would ask myself a question regarding something she wrote, she was answering it in the very next sentence. The book is FULL of helpful examples, websites, and addresses. I would STRONGLY recommend this book to anyone.

This book is well worth the money. Short and sweet review and gets to the point now go buy this book!

I thought the first thing I needed to do with my invention was make a prototype. NO! Tamera says the first thing I need to do is get a spiral notebook and keep a hand-written ledger of everything I do, chronologically, to protect myself in court. I NEVER would have thought of that.

She explains step by step what to do next and HOW to do it: how to do market research, patent research, etc. But most of all, she gets right to the meat of everything. Tamera does not fill up her pages with fluff to make a dreary fat book. She guides us through the steps and all the way, she recounts how one particular mom handled these steps. She also puts in so many other examples from other mom inventors along the way.

It seems so easy, and she is inspiring. When I was a stay home mom, I felt overwhelmed, and out of touch with the professional world. Husbands and family aren't always necessarily supportive. Tamera says don't let any of that hold you back: you are much smarter than you think, so get that idea to market!

This is such an amazing book. Tons of great information, advice, references, and examples. Reading this book has made me want to start my own business, rather than just try to sell my idea. It is overwhelming, but so exciting at the same time!!! Thank you so much for such an incredible guide!!!!

Andrea and Tina's book is chock full of practical advice and unexpected success tips. It's a fun and quick read. A great guide for entrepreneurs - whether you're just starting out or you're a veteran looking to boost your business.

If you are an entrepreneur (especially a coach) - you need this book! With this book and with Andrea Lee's other book Multiple Streams of Coaching Income, I have doubled my income (and I was already making 6 figures.)

Get this book NOW!

This book was a real delight.

I came away with a whole fistful of nuggets that I immediately have begun to implement in my business to propel it to the next level.I highly recommend it to any business owner who is ready to expand their thinking and attract gobs more money and meaning.

Wondering how real-life experiences relate to business? Want to learn savvy business strategies that produce a win-win for you and your customers? And have fun (the book cover says it all)?

That's what authors, Tina Forsyth and Andrea J. Lee, share in their hot-off-the-press book, Money, Meaning, and Beyond.

These two ladies deliver out-of-the-box thinking with practical applications. It's one of the few books that truly operates like a manual to be referred to often for inspiration and fine-tuning your business.

P.S. If you like Money, Meaning and Beyond, there are promotions at the back of the book for additional products and services that more than pay for the book itself. Now, how's that for a deal!

Andrea and Tina have done it again! In Money, Meaning and Beyond they have dropped nugget after nugget for building a business that is fulfilling and financially successful. Page after page gave me ideas and suggestions that I can easily implement.

The book is quite interesting and motivating, although I found the technique put forward by Costell very money oriented. If your high-tech product doesn't show a clear dollar saving for the client (i.e. it is for research purposes), the method will be hard to implement.

I have found this book to be exceptionally thorough and detailed in its approach to the sales cycle. The science of sales success efficiently and easily lays out the process that creates measurable value added results. This is a must read for manager and sales rep alike.

A great reference for every sales campaign. A practical sales process with measurable results for you and your customers.

Your customers will appreciate this approach as you skillfully guide them in improving their business and achieving their goals.

Repeatable process, a great tool for Sales Managers. Helps to get everyone on the same page and speak the same language. Great for forecasting accuracy and determining the stage of the sales process for each account. Makes strategizing effective and more successful...cha-ching!!!

The Science of Sales Success is a spectacular book written for today's proactive sales professional. If you're a fly by the seat of your pants salesperson, this book is not for you; continue dialing for dollars and pray for the best. If you're looking to journey from being perceived as another commdity vendor to an industry expert who can deliver measurable results to C-level customers within targeted market segments, The Science of Sales Success lays out a practical, logical methodology to get you there. Goes way above and beyond other sales books including "The New Strategic Selling," "Solution Selling," Spin Selling," and "Selling With Integrity," by providing readers with eleven sales management templates (invaluable tools), that can be customised to their specific products and services on an individual sale basis as they move from the initial planning stage to obtaining a signed purchase order. No fluff here, just a battle-tested system designed to achieve results written by an in-the-trenches sales veteran. HIGHLY RECOMMENDED!

Mr. Selzner's bookis a thorough and readable guide to how to write white papers. He defines what a white paper is, provides examples of white papers, provides detailed guidance on how to write different types of white papers, and identifies difficulties writers often encounter and how to overcome them. A excellent guide and resource on white papers.

Michael A. Stelzner's Writing White Papers: How to Capture Readers and Keep Them Engaged describes a detailed step-by-step program for creating effective white papers and leveraging them into corporate and small business profits.

Based on Michael's years of experience, and on-going research conducted with over 600 write paper writers and users, nothing has been left to chance. Among the things you'll learn:
* Why white papers succeed
* Who uses white papers
* How do they use them?
* How white papers differ from other marketing communications
* Different types of white papers
* How to choose the right title
* Research and interview tips and techniques
* White paper design guidelines

There's even several samples of completed white papers, plus tips for locating additional sources, such as a discussion forum for white paper users and writers.

Although aimed at writers and users of white papers, Stelzner's book has lessons to teach a broader audience of authors and writers. Any self-employed professional interested in writing a book to promote their competence and expertise and will Michael Stelzner's Writing White Papers an excellent guide to creating trade books and e-books.

I needed this book very much. Now that I've got it on time in the mail, I've passed White Paper class and learned (finally) how to write them! Thank you so much! Free delivery works great!

This is a well written guide to developing white papers that is perfect for the novice or the professional. The book is easy to read and the principles easy to apply. I will use it as reference book for years to come. Jeb Blount, author of PowerPrinciples: Do you have the Winning Edge?

I thought I had a pretty good understanding of white papers; how to write them and how to use them effectively. Then I read WRITING WHITE PAPERS by the King of white papers, Michael Stelzner. This book put white papers in a whole new light for me. When I reviewed Dan Kennedy's book, "The Ultimate Sales Letter", I said that no one should even attempt to write a sales letter without first reading Kennedy's book. Ditto here. Don't even think about attempting to construct a white paper without first learning from the white paper master.

Stelzner takes the reader by the hand and walks you through the world of white papers, beginning with a succinct definition and the four primary types of white papers. From here, you'll learn how white papers should be used and the basic elements that all white papers should contain. Once this basic information is clearly defined, we follow Stelzner's ten-step process of writing white papers. The rest of the book is a compelling study of these ten steps.

Throughout the book, the text is laced with clear examples. Everyone will find their own favorite chapter along the way. For me, it was Chapter 5, particularly time saving research techniques. In just minutes on the computer, I was saving hours of time on google, simply by using the proper search techniques, making google searches much more effective.

Once your white paper education here is complete, Stelzner concludes with a chapter on Marketing with White Papers. I believe, for the writer, there is much to learn here on how to effectively "pitch" a potential client on whether or not to commission a white paper for their company or product.

The Appendix contains a Quick Start Guide, a pair of well-crafted white papers samples, and white paper resources. I don't believe much has been left out here. This is a pretty conclusive guide, with the exception of maybe Stelzner sharing advice on how to go about landing such clients as Microsoft, Motorola and FedEx. Maybe that will be in the next volume.