One size never fits all : business development strategies tailored for women (and most men)

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Where to find it

Law Library — 3rd Floor Collection (3rd floor)

Call Number
HD30.28 .R44 2014
Status
Available

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Names:

Summary

Women have achieved equality in professional service firms by many metrics (graduates, new hires, new partners) but not in one crucial regard: women still are not rising to top leadership positions. In large part, this is due to a real inequality in the amount of business generated by female partners. Most firms continue to encourage the use of traditional business development strategies, but these strategies have failed women. Through her original research, detailed in the book, Dr. Arin Reeves discovered that women often are more successful in the early stages of business development (networking, establishing relationships), but are blocked by the final stage--asking for business. Reeves discovered why; explains why most women (and also most men) fall prey to this flaw in the traditional business development approach; and then offers a series of alternative approaches that both firms and individual professional women can adopt and institute. Reeves's research and solutions are groundbreaking, and have the potential to revolutionize business development for women--and with it, to finally propel women to the top of firms in numbers equal to their male counterparts.

Contents

  • About the Author p. ix
  • Introduction p. xi
  • Part 1 The Footprint of the One Size p. 1
  • Chapter 1 The Last 6.2 Miles p. 3
  • Chapter 2 The Evolution of the One Size in Business Development p. 17
  • Chapter 3 The One Size Vs. The Right Size p. 27
  • Chapter 4 A Full Measure of the One Size p. 35
  • Part 2 The Fits & The Misfits (And a Few Refits) p. 61
  • Chapter 5 Superstar Sizes Vs. Team Successes p. 63
  • Chapter 6 The Fits & The Misfits Of The One Size p. 75
  • Chapter 7 A New Size: An Experiment p. 89
  • Chapter 8 Collaborative Feet in Competitive Shoes p. 97
  • Chapter 9 Sizing Up Business Development and Sales p. 121
  • Part 3 Designing New Sizes (And Altering The One Size) p. 139
  • Chapter 10 Business Development-Now Available In More Sizes p. 141
  • Chapter 11 Change What You See (Reframe Your Perspective to Resize Business Development) p. 151
  • Chapter 12 Change What You Choose (Refocus Your Goals To Resize Business Development) p. 163
  • Chapter 13 Change What You Say (Revise Your Vocabulary To Resize Business Development) p. 167
  • Chapter 14 Change What You Do (Reshape Your Methods To Resize Business Development) p. 173
  • Chapter 15 Change What Isn't Working (Review And Repeat Your Successes To Resize Business Development) p. 191
  • Conclusion p. 197
  • Notes p. 201
  • Acknowledgments p. 215
  • Index p. 219

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