New Releases by Ram Charan

From the bestselling author of What the CEO Wants You to Know? How to rethink sales from the outside in We have to face the truth: the process of selling is broken. Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they don''t, a lingering malaise sets in. More than ever these days, the sales process tends to be a war about price-a frustrating, unpleasant war that takes all the fun out of selling. But there''s a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how his or her business works, so you can help make it work better. It sounds simple, but there''s a catch: you won''t be able to do that with your traditional sales approach. Instead of starting with your product or service, start with your customer''s problems. Focus on becoming your customer''s trusted partner, someone he can turn to for creative, cost-effective solutions that are based on your deep knowledge of his values, goals, problems, and customers. This book defines a new approach to selling which Charan calls value creation selling-that while radical is nonetheless practical. VCS has been battle-tested in companies in a variety of industries, such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable you to: • Gain a deeper knowledge of your customer''s problems • Understand how your customer''s company really makes decisions • Help your customer improve margins and drive revenue growth • Connect sales with other key functions such as finance and manufacturing • Come up with new customized offerings • Make price much less of an issue VCS gets you out of the hell of commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins, and higher revenue growth, built on win-win relationships that deepen over time. Someday, every company will listen more closely to the customer, and every manager will realize that sales is everyone?s business, not just the sales department?s. In the meantime, this eye-opening book will show you how to get started.

The new grand theory of leadership by Ram Charan . . . The breakthrough book that links know-how—the skills of people who know what they are doing— with the personal and psychological traits of the successful leader.How often have you heard someone with a commanding presence deliver a bold vision that turned out to be nothing more than rhetoric and hot air? All too often we mistake the appearance of leadership for the real deal. Without a doubt, intelligence, vision, and the ability to communicate are important. But something big is missing: the know-how of running a business—the capacity to take it in the right direction, do the right things, make the right decisions, deliver results, and leave the people and the business better off than they were before.For well over four decades, Ram Charan has been learning in the most visceral way the underlying reasons why leaders succeed and fail. As one of the most influential advisers to top management teams of leading companies around the world, he has had a front-row seat to observe the cause and effect of leadership practices and behaviors.Ram Charan’s insight into the real content of leadership provides you with the eight fundamental skills needed for success in the twenty-first century: • Positioning (and, when necessary, repositioning) your business by zeroing in on the central idea that meets customer needs and makes money• Connecting the dots by pinpointing patterns of external change ahead of others• Shaping the way people work together by leading the social system of your business• Judging people by getting to the truth of a person• Molding high-energy, high-powered, high-ego people into a working team of leaders in which they equal more than the sum of their parts• Knowing the destination where you want to take your business by developing goals that balance what the business can become with what it can realistically achieve• Setting laser-sharp priorities that become the road map for meeting your goals• Dealing creatively and positively with societal pressures that go beyond the economic value creation activities of your businessKnow-How is the missing link of leadership. By showing how the eight know-hows link to, interact with, and reinforce personal and psychological traits, Ram Charan provides a holistic and innovative portrait of successful leaders of the twenty-first century.

In this ground-breaking new book, Ram Charan, co-author of the bestselling Execution, redefines leadership by focusing on eight specific practical skills that, if mastered, are guaranteed to bring success.1. Positioning ­­ ­&s

The coauthor of the international bestseller Execution has created the how-to guide for solving today’s toughest business challenge: creating profitable growth that is organic, differentiated, and sustainable. For many, growth is about “home runs”—the big bold idea, the next new thing, the product that will revolutionize the marketplace. While obviously attractive and lucrative, home runs don’t happen every day and frequently come in cycles. Products like Kevlar, Teflon, and the Dell business model for selling personal computers may be once-in-a-decade phenomena. A surer and more consistent path to profitable revenue growth is through “singles and doubles”—small day-to-day wins and adaptation to changes in the marketplace that build the foundation for substantially increasing revenues. The impact of singles and doubles can be huge. They are not only the basis for sustained revenue growth but, in fact, the foundation for home runs. Singles and doubles provide the discipline of execution, an absolute necessity for successfully bringing a breakthrough technology to market or implementing a new business model. Inherent in this way of thinking is the revolutionary idea that growth is everyone’s business—not solely the concern of the sales force or top management. Just as everyone participates in cost reduction, so must everyone be engaged in the growth agenda of the business. Every contact of each employee with a customer is an opportunity for revenue growth. That includes everyone from the people working in a company’s call center handling customer inquiries and complaints to the CEO. In this trailblazing book, Ram Charan provides the building blocks and tools that can put a business on the path to sustained, profitable growth. For more than twenty-five years, Ram Charan has been working day in and day out with companies around the world. The ideas he has developed for solving the profitable revenue growth dilemma facing many businesses are based on personally seeing what works in real time. These are ideas that have been tested across industries and that deliver results, and they can be put to use starting Monday morning.

本书阐明了企业持续赢利的10个工具,即“持续赢利,人人有责”、“不断实现点滴增长,不必坐等突破性增长”、“正确应对组织内部影响赢利的消极想法”等。

Papers presented at the International Symposium on the Chemistry and Applications of Alkoxy, Aryloxy and Allied Derivatives, held at Jaipur during 10-12 January, 2002.

A powerful lesson in what is really important in business, this remarkable book by an ultimate insider takes the lessons of the peddler and reveals how they can be used by the rest of us. Reminiscent of bestsellers such as "Who Moved My Cheese?" and" The One-Minute Manager, What the CEO Wants You to Know" is simple, direct, and of immense use to everyone in business.

What''s the number one item on every company''s agenda? Profitable Growth. Every Business Is a Growth Business is your one-stop guide to making profitable growth happen. It''s a radical and refreshing source of ideas, inspiration, and common sense, all based on the unparalleled experience and access of Ram Charan and Noel Tichy. Charan and Tichy have worked with some of the world''s leading executives--people such as Jack Welch of GE, Eckhard Pfeiffer of Compaq, Larry Bossidy of Allied Signal, John Reed of Citigroup, Dick Brown of Cable & Wireless, Alex Trotman and Jacques Nasser of Ford, and the senior management of Coca-Cola--who have transformed their companies into profitable growth machines. Every Business Is a Growth Business is a distillation of what the authors and these unique leaders have learned about profitable growth: If your business isn''t growing sustainably and profitably, it''s dying. Any business can grow profitably. There is no such thing as a mature business. A company grows because growth is in the corporate mindset, created by the company''s leaders. The mindset of growth starts at the top, but it must reach all the way to the bottom. Sustainable growth is profitable and capital-efficient. "Broadening your pond," changing your company''s genetic code, developing a growth strategy from the outside in, and other unique ideas. Every Business Is a Growth Business includes inside accounts of how GE Medical, Allied Signal, Compaq, Citibank, Reynolds and Reynolds, Praxair, and GE Capital developed profitable growth strategies. It includes "The Handbook for Growth," a highly practical guide that will be an immense help as you and your team develop your company''s profitable growth strategy.

On the life and works of Saṅghī Jhūnthārāma, 19th century high ranking official of Jaipur, Princely State.

Study of selected works of Rāmacaraṇa Śarmā Vyākula, b. 1930, Hindi poet.

Festschrift honoring D.S. Kothari, 1906-1993, Indian scientist and educationist; comprises contributed research papers.

“คุณรู้หรือไม่ เหตุใดผู้นำเก่งๆ จึงตัดสินใจเชิงธุรกิจผิดพลาด?” การตัดสินใจทางธุรกิจ (Making Smart Decisions) เป็นหนึ่งในหนังสือชุด "คัมภีร์สำหรับผู้บริหารจากมหาวิทยาลัยฮาร์วาร์ด" ที่ได้รวบรวมสุดยอดกลยุทธ์และคำแนะนำจากผู้เชี่ยวชาญด้านการตัดสินใจเชิงธุรกิจอันชาญฉลาดและทรงประสิทธิผล หนังสือเล่มนี้จะทำให้คุณรู้ทันหลุมพลางทางความคิดที่ดักรอกระบวนการตัดสินใจ การตัดสินใจเชิงธุรกิจที่ให้ผลดีกว่าเดิม รู้จักเทคนิคเลือกใช้ข้อมูลประกอบการตัดสินใจ และวิธีเพิ่มประสิทธิภาพในการทำงานขององค์กรด้วยการกำหนดหน้าที่การตัดสินใจให้ชัดเจน • รู้ทันหลุมพรางทางความคิดที่เป็นกับดักกระบวนการตัดสินใจ • การตัดสินใจเชิงธุรกิจที่ให้ผลดี ถูกต้อง และชัดเจน • เทคนิคเลิกใช้ข้อมูลประกอบการตัดสินใจ • วิธีเพิ่มประสิทธิภาพในการทำงานขององค์กรด้วยการกำหนดหน้าที่การตัดสินใจให้ชัดเจน