Strategy Discovery

"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.

Personal, useful, actionable and grounded in research, this book will shift your thinking from "strategy development" to "strategy discovery" to enable you to deal with today’s business challenges, engage your staff and boost your business performance. Management teams and boards are facing disruption on all sides, from morphing customer preferences to the COVID pandemic to climate change. At the same time they are floundering in strategy confusion with too many concepts and not enough clarity. In this book, strategy expert and regular Harvard Business Review author Graham Kenny releases managers and directors from their strategy haze. His simple and effective framework allows managers to navigate the current maze of ideas and approaches and maximize their competitive advantage. Kenny’s readable style is equally effective: each chapter begins with an engaging story, then builds on this with cases, client examples, sidebars and more, ending with a series of action points to provide a pathway to success. CEOs, senior-level and middle managers across all functions and sectors, including private, public and not-for-profit organizations, who discuss and set strategy for their organization or business unit will appreciate the articulated framework, illustrative anecdotes and positive encouragement this book offers.

The collation of large electronic databases of scienti?c and commercial infor- tion has led to a dramatic growth of interest in methods for discovering struc- res in such databases. These methods often go under the general name of data mining. One important subdiscipline within data mining is concerned with the identi?cation and detection of anomalous, interesting, unusual, or valuable - cords or groups of records, which we call patterns. Familiar examples are the detection of fraud in credit-card transactions, of particular coincident purchases in supermarket transactions, of important nucleotide sequences in gene sequence analysis, and of characteristic traces in EEG records. Tools for the detection of such patterns have been developed within the data mining community, but also within other research communities, typically without an awareness that the - sic problem was common to many disciplines. This is not unreasonable: each of these disciplines has a large literature of its own, and a literature which is growing rapidly. Keeping up with any one of these is di?cult enough, let alone keeping up with others as well, which may in any case be couched in an - familiar technical language. But, of course, this means that opportunities are being lost, discoveries relating to the common problem made in one area are not transferred to the other area, and breakthroughs and problem solutions are being rediscovered, or not discovered for a long time, meaning that e?ort is being wasted and opportunities may be lost.

New strategies and techniques for today's fast-paced discoveryprocess Today, the pressure is on for high-throughput approaches toaccelerate the generation, identification, and optimization ofmolecules with desirable drug properties. As traditional methods ofanalysis become antiquated, new analytical strategies andtechniques are necessary to meet sample throughput requirements andmanpower constraints. Among them, mass spectrometry has grown to bea front-line tool throughout drug discovery. Integrated Strategies for Drug Discovery Using Mass Spectrometryprovides a thorough review of current analytical approaches,industry practices, and strategies in drug discovery. The topicsrepresent current industry benchmarks in specific drug discoveryactivities that deal with proteomics, biomarker discovery,metabonomic approaches for toxicity screening, lead identification,compound libraries, quantitative bioanalytical support,biotransformation, reactive metabolite characterization, leadoptimization, pharmaceutical property profiling, sample preparationstrategies, and automation. THIS BOOK: * Clearly explains how drug discovery and mass spectrometry areinterconnected * Discusses the uses and limitations of various types of massspectrometry in various aspects of drug discovery * Prominently features analytical applications that requiretrace-mixture analysis * Provides industry applications and real-world examples * Shares historical background information on various techniques toaid in the understanding of how and why new methods are now beingemployed to analyze samples

Discovery Practice, Ninth Edition gives you hard-nosed, trial-tested guidance through all the intricacies of what to do, whether to do it, and how to do it -- at every stage of the discovery process. Turn to this trusted guide for thorough, up-to-date clarification of: Insurance discoverability Discovery abuse -- its penalties and sanctions Confidentiality and discovery of trade secrets Use of experts Use of investigation files Use of witness statements Protective orders Invoking Rule 29 powers Tapes and telephones depositions Using the Manual for Complex Litigation Foreign discovery Discovery in administrative hearings Discovery in arbitration. Plus detailed coverage of such cutting edge areas as e-mail depositions and FOIA proceedings. Appendices include ready to adapt sample forms. Now, with all the practice tips and valuable strategies packed into Discovery Practice, you can Facilitate early and thorough disclosure of information Quickly determine a core of undisputed facts Intensively promote and pursue a negotiated settlement. Discovery Practice, Ninth Edition gives you hard-nosed, trial-tested guidance through all the intricacies of what to do, whet

Effective Discovery: Techniques and Strategies That Work is a comprehensive practical guide to "paper" discovery and related undertakings—discovery conferences, plans, reports, and orders; disclosures; interrogatories; requests for production; physical and mental exams; requests for admission; electronic discovery; motions; and subpoenas. This informative and eminently readable text takes litigators through the stages of discovery, addressing: discover objectives, planning, strategies, ethics, and rules; when and how to use discovery devices alone and in combination; how to assess which discovery devices will work best in your circumstances; how to draft discovery designed to get needed information; how to respond when the other side is evading—or refusing—your discovery; proportionality—assessing when enough is enough, too much, or not nearly enough; what judges want and don’t want—and the Laws of Unintended Consequences and What Goes Around, Comes Around. The book is a companion to NITA’s best-selling The Effective Deposition. Together, the two volumes provide an in-depth guide to discovery in all its forms.

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Making strategic decisions is a fundamental skill for leaders and managers. However, in a business environment that is in a constant state of change, making strategic decisions has never been more difficult. Strategic Decision Making addresses this challenge by providing a framework that can be used to make sound decisions in an uncertain world. Structured around the core concepts of framing, experimenting and scaling, this book will ensure that efforts are focused where the need is greatest, that interventions are tested, evaluated and revised if necessary and that successful initiatives are effectively rolled out across the business. Packed with real world examples and backed up by academic research, Strategic Decision Making will allow today's leaders and the leaders of tomorrow to make successful and defensible business choices. It shows how to: avoid decision-making bias, overcome organizational inertia, manage the difficulties of rigid organizational structures and avoid being side tracked by outdated or irrelevant experience. Essential reading for business practitioners and management students alike, this comprehensive guide provides a robust approach to achieving strategic success.