Features

• This is the only CV book - still - to say anything new
• Since the first edition the concept of the elevator pitch CV has been widely taken up and the book is now endorsed and bought by over 40 business schools and universities across the world
• This makes it the most widely endorsed CV book in the world
• Author is now a full-time guest lecturer on elevator pitching at business schools and universities - the book gets constant year-round promotion
• This new edition has a punchier more explanatory subtitle and brighter jacket
• The new edition also has much more added value in tips, tricks and examples of how to sell yourself to best effect

• Starting a business is not an easy process, there are many emotional issues that will arise. This book illuminates the 10 major emotional challenges that anyone starting a business has to experience, through the eyes of a proven entrepreneur who has experienced both success and failure.
• It is enriched with real anecdotes from entrepreneurs on how to prepare for each of those challenges.
• Compelling: Contains the ten things no entrepreneur can do without.
• Details the emotional journey of the author: Written whilst the author is going through the emotional turmoil of setting a business up. The style and content will really exaggerate this emotional journey.
• Benchmark: The New Business Road Test (9780273708056) has sold 3,212 copies since publication in June 2006.
• The Business Start Up market was worth almost £1.5 million in 2009, representing 4.7% of the total business market Pearson Education is the second biggest publisher in this market, with over 16% market share.

• Financial Times Briefings are designed to give busy decision-makers short, results-focused advice to pressing issues that require hard measurable results.
• There’s a gap in the market: Nothing else out there which condenses high level information targeted at senior managers.
• Strong Branding: The FT connection gives authority to the series. It is a brand that business people trust.
• Clear Structure: Each book follows a logical modular structure, with a clear focus on what senior managers need to know, ask, measure and do to make things happen.
• Expert collaboration: There is a panel of series advisors who are business experts from a range of subject fields and backgrounds.
• FT Briefing: Sustainable Business gives executives the low-down on all the key issues in the critical area of sustainable business, helping businesses improve their strategy for sustainability so they can also provide real business benefit to their organisation.
• Market: Pearson Education is the management market leader with over 24% market share. Management is the biggest market in the business sector and was worth £6 million in 2009.

• Broad appeal -this book is for everyone who is feeling challenged or confused with their current personal or professional situation and who wants some direction and clarity on how to feel happier and more fulfilled.
• The tactics are result-oriented and the book includes many real life examples.
• Market:The Popular Psychology and Personal Development market was worth over £12.5million in 2009, Pearson Education is the second biggest publisher in this market, with almost 12%market share.

• Referrals and recommendations are the most effective driver of new business. In today’s economy, generating referrals through networking is proving to be the most effective and least expensive way of producing new business.
• Recommended will show readers how to implement a simple yet effective strategy they can rely on to source the leads they need to keep their business flourishing.
• Andy Lopata, shows readers how to capitalise on all the potential opportunities held within their own networks, by showing them.
• How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales
• Detailed guidance on how to use LinkedIn to generate referrals
• Practical, takeaway information which can be implemented easily in any business that needs to generate new sales
• Written by a well-known name, Andy Lopata has been christened ‘Mr Network’ by The Sun and listed as one of Europe’s leading business networking strategists by the Financial Times in 2009.

1. Forget traits; it’s behavior that counts
2. Realistic job previews: what you see is what you get
3. Tips for improving employee interviews
4. Brains matter; or when in doubt, hire smart people
5. Don’t count too much on reference checks
6. When in doubt, hire conscientious people!
7. Hire people who fit your culture: my “good employee” is your stinker!
8. Manage the socialization of new employees

9. Why many workers aren’t motivated at work today
10. Happy workers aren’t necessarily productive workers!
11. Telling employees to do their best isn’t likely to achieve their best
12. Not everyone wants to participate in setting their goals
13. Professional workers go for the flow
14. When giving feedback: criticize behaviors, not people
15. You get what you reward
16. It’s all relative!
17. Ways to motivate low-skill, low-pay employees
18. There’s more to high employee performance than just motivation

19. The essence of leadership is trust
20. Experience counts! Wrong!
21. Most people think they know what good leaders look like
22. Effective leaders know how to frame issues
23. You get what you expect
24. Charisma can be learned
25. Make others dependent on you
26. Adjust your leadership style for cultural differences, or when in Rome…
27. When leadership isn’t important

28. Hearing isn’t listening
29. Choose the right communication channel
30. Listen to the grapevine
31. Men and women do communicate differently
32. What you do overpowers what you say

33. What we know that makes teams work
34. 2 + 2 doesn’t necessarily equal 4
35. One bad apple spoils the barrel
36. We’re not all equal: status matters!
37. Not everyone is team material

38. The case for conflict
39. Beware of groupthink
40. How to reduce work-life conflicts
41. Negotiating isn’t about winning and losing

42. Not everyone wants a challenging job
43. Four job-design actions that will make employees more productive

44. Annual reviews: the best surprise is no surprise!
45. Don’t blame me! The role of self-serving bias
46. The case for 360-degree feedback appraisals: more is better!

47. Most people resist any change that doesn’t jingle in their pockets!
48. You can teach an old dog new tricks
49. Use participation to reduce resistance to change

50. First impressions do count!
51. People aren’t completely rational: don’t ignore emotions!
52. Employee turnover can be a good thing
53. Beware of the quick fix