By the numbers : using facts and figures to get your projects, plan, and ideas approved

Library	Item Barcode	Call Number	Material Type	Item Category 1	Status
Searching... PSZ JB	30000004335505	HF5718.22 B9 2000	Open Access Book	Book	Searching... Unknown
Searching... Razak School	30000005166719	HF5718.22 B9 2000	Open Access Book	Book	Searching... Unknown

This is a guide on how to research, select and use numbers to sell a new product idea or a new venture. It also details how to build alliances with key players, build a broad base support, and design a presentation to appeal to a specific audience.

Foreword	p. ix
Acknowledgments	p. xi
Introduction	p. xiii
Chapter 1 Ideas and Idea People	p. 1
Do You Have What It Takes?	p. 2
Is Your Organization Ready?	p. 6
The Creative Company	p. 9
How an Organization Impacts New Ideas	p. 15
Teamwork and Creativity	p. 17
The Business Life Cycle	p. 22
Key Learning Points	p. 28
Chapter 2 Educate Yourself	p. 29
Your Company's Strategy and Goals	p. 32
Mission and Vision Statements	p. 34
General Business and Economic Conditions	p. 38
Your Market, Your Company, and Your Competition	p. 49
Competitor Data	p. 62
Synthesizing and Concluding	p. 63
Your Idea	p. 64
What Type of Idea Is It?	p. 67
Startup Ventures--Often a Special Case	p. 70
Idea Life Cycle	p. 71
Final Checking	p. 71
Accounting and Finance	p. 74
Key Learning Points	p. 75
Chapter 3 Building a Business Case	p. 76
Taking the First Steps	p. 77
Is Anyone Interested?	p. 78
What Approvals Are Required?	p. 81
Number Concepts	p. 85
The Elements of a Business Plan	p. 96
Putting the Numbers in Your Plan	p. 113
Backup Information	p. 114
Refining the Plan	p. 114
Key Learning Points	p. 115
Chapter 4 Gaining Allies	p. 117
Selling Is Not Just a Numbers Game	p. 117
Methods of Achieving Buy-In	p. 120
Understanding Hidden Goals	p. 126
Make Your Plan Sell Itself	p. 127
Get Your Boss on Board	p. 133
Scaling Brick Walls--The Boss Who Gets in the Way	p. 136
Advocates and Champions	p. 139
Build a Network of Support	p. 140
Who Gets the Credit?	p. 144
Key Learning Points	p. 145
Chapter 5 Assessing Your Audience	p. 146
Positioning Is Everything	p. 149
Meeting Audience Needs	p. 152
Three Audiences, Including One You Don't See	p. 152
Business Needs	p. 154
Whose Decision Is It?	p. 159
Style Issues	p. 160
Preferences and Eccentricities	p. 162
Bigger Audiences	p. 164
Key Learning Points	p. 172
Chapter 6 Designing Your Presentation	p. 174
What Makes an Effective Presentation?	p. 176
Who Will Present?	p. 177
How Long Is Our Window of Opportunity?	p. 179
Which Comes First: The Presenter or the Presentation?	p. 180
When to Present	p. 183
Establish a Time Limit	p. 184
What to Present	p. 186
Organizing Your Information--After the Introduction	p. 187
Presenting Bad News	p. 189
Tailor Your Style to Your Audience	p. 190
Questions and Answers	p. 190
Select Your Audiovisual Media	p. 192
Professional Presentations Vs. Do-It-Yourself	p. 199
Elements That Create Atmosphere	p. 200
Show and Tell	p. 208
Using Charts and Graphs	p. 209
Steps to Designing Your Presentation	p. 209
What to Include	p. 210
Develop Handouts	p. 210
Quality Is Everything	p. 211
Cheaters and Cheat Sheets	p. 212
Key Learning Points	p. 213
Chapter 7 Preparing to Present	p. 215
Polishing Your Style	p. 217
Learn Your Material	p. 220
To Memorize or Not	p. 221
Developing Familiarity with Material	p. 223
If You Must Read--Use Cards or Notes	p. 224
Your Voice	p. 226
Movement and Gestures	p. 227
Check Your Location and Equipment	p. 229
Rehearse	p. 231
Practice Questions and Answers	p. 232
Dress for Success	p. 235
Dealing with Stage Fright	p. 236
Key Learning Points	p. 237
Chapter 8 Presenting Your Information	p. 239
Getting Ready	p. 240
Look Good	p. 241
Feel Good	p. 241
Double Check Arrangements	p. 241
Open the Doors and See All the People	p. 243
Let the Meeting Begin	p. 244
If You Go Blank	p. 246
When to Talk, When to Listen	p. 247
Read Your Audience	p. 248
Who to Focus On?	p. 251
Taking Notes	p. 251
Dealing with Interruptions	p. 252
Soliciting Questions	p. 254
Be Prepared to Negotiate	p. 255
Handling Difficult Persons	p. 258
In the Event of a Slipup	p. 260
Buying Signals	p. 260
Time's Up: Now What?	p. 262
Key learning Points	p. 263
Bibliography	p. 265
Glossary	p. 267
Index	p. 281

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