Introduction, 17; SECTION 1: UNDERSTANDING THE CONCEPT, 19; Chapter 1, Sellers and Buyers, 21; Questions to Begin, 21; Roles and Responsibilities, 23; Expanding Your Influence, 24; The Question Continuum, 27; Establishing the Premise, 28; Selling Yourself First, 31; Sellers Are Great, Buyers Are Better, 31; A Concise Review, 33; Chapter 2, Tangible Products vs. Intangible Ideas, 35; Teeing It Up, 35; Tangible Products, 36; Formal Processes Are Never Haphazard, 37; Too Busy to Think, 38; Intangible Ideas, 40; One More Look, 41; A Concise Review, 42; Chapter 3, Two Fundamental Truths, 43; The Way You Do What You Do, 43; Two Practical Questions, 46; Decision-Makers Are Key, 48; Fundamental Truth #1: Passion and Emotion, 49; Fundamental Truth #2: Logic and Rationale, 50; If This, Then That, 52; A Concise Review, 53; Chapter 4, Two Foundational Objectives, 55; Knowing Where You’re Going, 55; A Plan Takes Shape, 59; First One, Then the Other, 61; Foundational Objectives Prioritized, 66; Losing the Right to Be Heard, 67; Jack and Rick’s Postscript, 69; A Concise Review, 71; SECTION 2: SETTING THE STAGE, 73; Chapter 5, The Foundation of Influence, 75; Intentional Influence, 75; The Five C’s of Influence, 76; A Concise Review, 84; Chapter 6, Starting Strong, 85; The Risk Reward, 85; First Steps, 86; A Concise Review, 90; Chapter 7, Opening Statements, 91; Time Is Money, 91; They Know a Thing or Two, 92; Creative Ownership, 93; Self-Inflicted Wounds, 95; No Small Talk, 96; Start Strong, 97; A Concise Review, 100; Chapter 8, Five Key Questions, 101; Questions Propel Learning, 101; The Question Continuum, 102; Patience Is a Virtue, 103; Charting the Flow, 105; Five Key Questions, 110; Sequence Happens, 111; A Concise Review, 112; Chapter 9, How Much Will It Cost?, 115; A Critical Juncture, 115; How Much Will It Cost?, 116; Three Wrong Answers, 118; The Proof Is in the Preparation, 122; Taking Care of the Little Things, 128; Direct and Indirect Costs, 129; The “Cost” Proof, 132; Never Pad, 133; Stand Firm, 133; Batting .500 Is Not the Objective, 136; A Concise Review, 137; Chapter 10, What Are the Benefits?, 139; How Much Is Too Much?, 139; The Most Important Question, 142; What Benefits Can Be Expected?, 143; The “Benefits” Proof, 145; The Plausibility Factor, 147; Legitimately Defensible, 149; In the Spirit of Full Disclosure, 152; A Concise Review, 153; Chapter 11, How Much Time Will It Take?, 155; Simple as 1–2–3, 155; When Can You Start?, 156; How Much Time Will It Take?, 157; The “Time” Proof, 159; Time Is Money, 160; Unidentified Needs and Expectations, 162; Always Pad, 163; A Concise Review, 166; Chapter 12, How Difficult Will It Be to Implement?, 169; Plan, Communicate, Execute, 169; The Biggest Challenge Yet, 173; Too Much May Not Be Enough, 174; It’s Not My Job, 175; How Difficult Will It Be to Implement?, 177; The “Implementation” Proof, 179; Overview/Project Highlights, 183; Overview/Recommended Implementation Plan, 183; Project Organization Chart, 183; Project Communication Strategy, 185; Hypersensitivity Is Nonsense, 187; A Concise Review, 190; Chapter 13, What Are the Possible Consequences?, 193; Expect the Unexpected, 193; Unintended Consequences, 195; Opportunities, Complacency, Execution, 196; The Parable of the Talents, 199; Proof Free, 200; What Are the Consequences of Not Taking Action?, 201; The Three Don’ts, 202; A Firm Commitment, 203; Benefits, Benefits, Benefits, 207; A Concise Review, 211; SECTION 4: REALIZING THE PAYOFF, 213; Chapter 14, What Now, What Next?, 215; Cliff Hangers or Happy Endings?, 215; This Is the Beginning, 220; “Bearing” the Burden, 221; Wins and Losses, 222; “I Suck at Quitting”, 224; A Concise Review, 227; Chapter 15, Loose Ends, 229; Transformation Begins Here, 229; Charting Your Results, 230; What about Brenda?, 235; The Process in Practice, 236; FAQs, 238; Yesterday, 243; A Concise Review, 246; Conclusion, 247; “It Doesn’t Work!”, 247; Trust Yourself, 249; About the Author, 251
