Reading List

Dig into these practical books for gold

Business Etiquette
by Ann Marie Sabath
Make the individual with whom you’re dealing feel as though he or she were the most important person in the world.

by Suzette Haden Elgin
Brings home the importance of paying attention to communication styles.

Creating Rainmakers
by Ford Hardin
Tackles the issues of turning reluctant professionals into sellers.

Dig Your Well Before You Are Thirsty
by Harvey Mackay
Networking to improve your business and personal life.

Effective Executive
by Peter Drucker
Getting results.

Flawless Consulting
by Peter Block
The right way to work with clients, step-by-step.

Give and Take
by Adam Grant
You are not in it alone.

How to Read a Person Like a Book
by Gerald Nierenberg and Henry C. Calero
Understanding body language.

How to Win Friends and Influence People
by Dale Carnegie
The classic book on interpersonal relations – and still operative after all these years.

Never Eat Alone
by Keith Ferrazzi
Networking and enjoying it.

Persuasive Business Proposals
by Tom Sant
A good overview of what it takes to put it in writing.

The Secrets of Consulting
by Gerald Weinberg
Dealing with irrational clients rationally.

SPIN Selling
by Neil Rackham
Breaks down how to ask questions.

Successful Proposal Strategies for Small Businesses
by Robert S. Frey
Specifically focuses on federal government proposals.

Talking from 9 to 5
by Deborah Tannen
Women and men at work – what she meant is not what he heard and vice versa.

10 steps to creating high-scoring proposals
by Bob Lohfeld
It is about strengths and weaknesses.

To Sell is Human
by Daniel Pink
New ideas on selling backed by research.

Trusted Advisor
by David Maister, Charles H. Green and Robert M. Galford.
How to handle yourself with customers.

You Can Negotiate Anything
by Herb Cohen
Win-win tactics for long-term relationships.