Services Safari

Thomas L. Friedman: The World Is Flat: A Brief History of the Twenty-first Century
Friedman's work looks at the world and how connectivity, technology, commerce and more have converged to 'flatten' the world. The book contains numerous examples based on the author's personal interviews and travels. A very easy read that covers a complex and interwoven issue. If you're new to the implications of a flatter world, then pick this up. For some of us, the real road warriors of business, it's a reminder of how much things have been changing lately.

Geoffrey A. Moore: Dealing with Darwin : How Great Companies Innovate at Every Phase of Their Evolution
Geoff is someone I count as a smart friend although most of our interaction has been too infrequent and telephone based for this last decade. I've read all of his prior works and this one is a departure from prior pieces. This book addresses innovation in detail. Innovation is a subject that intrigues me and I've worked with an Arizona State Univ. professor on better researching and understanding the discipline. Geoff's take is quite well researched. Geoff ties innovation to the different stages of a product's life cycle. A good read

Michael T. Bosworth: Solution Selling: Creating Buyers in Difficult Selling Markets
This book help define how many consultants sell services

Gerald Zaltman: How Customers Think: Essential Insights into the Mind of the Market
If most purchase decisions aren't rational but many IT consultants are, this book helps understand how non-tech types buy and think

Frederick Newell: Why CRM Doesn't Work: How to Win by Letting Customers Manage the Relationship
Excellent perspective to help understand how service professionals need to interact with prospects/clients

Michael Nick: ROI Selling : Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle
Solid resource in helping consultants, pre-sales and sales professionals focus value messages

Mitch Peterson: Building Professional Services: The Sirens' Song
A primer for execs moving into a services operations role