{"product_id":"unequaled-isbn-9781119081456","title":"Unequaled","description":"\u003cb\u003eThe \u003ci\u003ereal\u003c\/i\u003e secret to career success and what it takes to get ahead is EQ\u003c\/b\u003e\u003cbr\u003e \u003cp\u003e\u003ci\u003eUNEQUALED\u003c\/i\u003e is the client service professional's guide to getting ahead and achieving professional goals. You're smart and hard working, but guess what—so is everyone else. So how do you stand out? You need to distinguish yourself in order to get ahead, but simply being good at your job is not enough. Moving up is about soft skills, networking, client connections, emotional intelligence, and your personal reputation. This book is a frank and candid guide to what it really takes to succeed in the field, packed with insights, stories, and actionable tips based on the author's 40 years at Morgan Stanley. You'll learn how to lead, when to follow, and how to build the reputation you need to get ahead in a competitive field.\u003c\/p\u003e \u003cp\u003eThis book shows you how to step up your relationships, strengthen your soft skills, and build your brand for success.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDifferentiate yourself and expand your career\u003c\/li\u003e \u003cli\u003eBuild relationships through planning and preparation and deliver commercial results\u003c\/li\u003e \u003cli\u003eLead effectively, increase productivity, and build a better work environment\u003c\/li\u003e \u003cli\u003eBuild, enhance, and leverage your personal brand to support your own success\u003c\/li\u003e \u003cli\u003eNetwork effectively to find mentors and sponsors\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eRealizing your career goals means being visible, having influence, and crafting a reputation as a valuable contributor while delivering outstanding results. \u003ci\u003eUNEQUALED\u003c\/i\u003e shows you how to adapt yourself, collaborate with colleagues, influence clients, and become an excellent boss.\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1. Navigating Your Career (How to Manage Yourself ) 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eI. What Is There Other Than Brains and Hard Work? 3\u003c\/p\u003e \u003cp\u003eII. Emotional Quotient (EQ) 5\u003c\/p\u003e \u003cp\u003eAdaptability 6\u003c\/p\u003e \u003cp\u003eAdapting to Adversity 7\u003c\/p\u003e \u003cp\u003eCollaboration 8\u003c\/p\u003e \u003cp\u003eEmpathy 9\u003c\/p\u003e \u003cp\u003eIII. The Three Ds: Details, Deadlines, and Data 13\u003c\/p\u003e \u003cp\u003eDetails Always Matter 15\u003c\/p\u003e \u003cp\u003eKnow Your Deadlines 17\u003c\/p\u003e \u003cp\u003eGet the Data Right! 19\u003c\/p\u003e \u003cp\u003eIV. Expectations and Evaluations 23\u003c\/p\u003e \u003cp\u003ePromotion Committee 24\u003c\/p\u003e \u003cp\u003eGrab That Cup of Coffee with the Boss 26\u003c\/p\u003e \u003cp\u003eV. Networking: Risks, Benefits, and Tips 29\u003c\/p\u003e \u003cp\u003eBenefits of Networking 31\u003c\/p\u003e \u003cp\u003eBe Systematic 31\u003c\/p\u003e \u003cp\u003eIcebreakers 32\u003c\/p\u003e \u003cp\u003eCurrency 33\u003c\/p\u003e \u003cp\u003eVI. Where Are You? 35\u003c\/p\u003e \u003cp\u003eHow to Be Happier 37\u003c\/p\u003e \u003cp\u003eCreate a Roadmap to Your Dream Job 38\u003c\/p\u003e \u003cp\u003eNavigating the Headwinds and Tailwinds of Your Career 39\u003c\/p\u003e \u003cp\u003eVII. Selling Yourself 41\u003c\/p\u003e \u003cp\u003eSpeak Up 42\u003c\/p\u003e \u003cp\u003eVIII. The Path to Sponsorship 45\u003c\/p\u003e \u003cp\u003eRole Models 45\u003c\/p\u003e \u003cp\u003eMentors 46\u003c\/p\u003e \u003cp\u003eSponsors 48\u003c\/p\u003e \u003cp\u003eIX. Magic Formula 51\u003c\/p\u003e \u003cp\u003eAbility 51\u003c\/p\u003e \u003cp\u003eOpportunity 52\u003c\/p\u003e \u003cp\u003eCourage 52\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2. Becoming More Commercial (How to Work with Your Clients) 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eX. Why Is Being Commercial Relevant to You? 57\u003c\/p\u003e \u003cp\u003eTurn Client Relationships into Revenue 58\u003c\/p\u003e \u003cp\u003eHow to Be More Commercial 59\u003c\/p\u003e \u003cp\u003eXI. How toWin Business 63\u003c\/p\u003e \u003cp\u003eThe Art of Building Client Relationships 67\u003c\/p\u003e \u003cp\u003eHow to Monetize Client Relationships 69\u003c\/p\u003e \u003cp\u003eHow to Better Persuade Others 72\u003c\/p\u003e \u003cp\u003eXII. How to Prepare for the Client Meeting 75\u003c\/p\u003e \u003cp\u003eThe Four Rs 75\u003c\/p\u003e \u003cp\u003eChange of Mindset 78\u003c\/p\u003e \u003cp\u003eHave a Strong Opening and Strong Close 79\u003c\/p\u003e \u003cp\u003eHow to Ask for the Order 81\u003c\/p\u003e \u003cp\u003eDealing with Rejection 82\u003c\/p\u003e \u003cp\u003eXIII. Differentiating Yourself with Clients 85\u003c\/p\u003e \u003cp\u003eDifferentiating Yourself through Likability and Trust 85\u003c\/p\u003e \u003cp\u003eDifferentiating Yourself through Insight 87\u003c\/p\u003e \u003cp\u003eUsing the Apple Five Steps of Service 89\u003c\/p\u003e \u003cp\u003eXIV. Assessing the Client Situation 91\u003c\/p\u003e \u003cp\u003eKnow Your Client’s Vital Signs 91\u003c\/p\u003e \u003cp\u003eHow to Know if You Are Making Progress with a Client 92\u003c\/p\u003e \u003cp\u003eXV. How Firm Strategy Is Commercial 95\u003c\/p\u003e \u003cp\u003eKnow Your Firm’s Strategy 95\u003c\/p\u003e \u003cp\u003eConnect Firm Strategy to Commercial Impact 96\u003c\/p\u003e \u003cp\u003eClients Hire Your Firm and They Hire You 97\u003c\/p\u003e \u003cp\u003eTrust-Based Client Relationships 100\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3. Becoming an Exceptional Leader 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eXVI. Engaging and Leading People 105\u003c\/p\u003e \u003cp\u003eThree Hats 108\u003c\/p\u003e \u003cp\u003eThree Cs of Team Building 111\u003c\/p\u003e \u003cp\u003eScreening Prospective Team Members 112\u003c\/p\u003e \u003cp\u003eXVII. The War for Talent 117\u003c\/p\u003e \u003cp\u003eThe Three Ms 119\u003c\/p\u003e \u003cp\u003eBe Alert to theThree Ds 121\u003c\/p\u003e \u003cp\u003eValues and Culture 123\u003c\/p\u003e \u003cp\u003eXVIII. Importance of Exceptional Leadership 125\u003c\/p\u003e \u003cp\u003eHerzberg’s Motivation-Hygiene Theory 125\u003c\/p\u003e \u003cp\u003eA Team Never Forgets How You Make Them Feel 127\u003c\/p\u003e \u003cp\u003eImportance of Optimistic Leadership 128\u003c\/p\u003e \u003cp\u003eDefinition of a Good Boss 130\u003c\/p\u003e \u003cp\u003eKnee-Jerk Reaction 132\u003c\/p\u003e \u003cp\u003eAdaptive Leadership 134\u003c\/p\u003e \u003cp\u003eXIX. Control the Controllables 137\u003c\/p\u003e \u003cp\u003eXX. Closing Advice 139\u003c\/p\u003e \u003cp\u003eTen Books that Might Help You 139\u003c\/p\u003e \u003cp\u003eHighly Practical Tips 142\u003c\/p\u003e \u003cp\u003eSummary 145\u003c\/p\u003e \u003cp\u003eAbout the Author 147\u003c\/p\u003e \u003cp\u003eIndex 149\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eJAMES A. RUNDE\u003c\/b\u003e became America's longest-serving investment banker at a single institution in May 2014 by celebrating forty years at Morgan Stanley. He is corporate director specializing in strategic and financial advice, best known for his role in advising the United Parcel Service on its IPO in 1999.    \u003c\/p\u003e\u003cp\u003e\u003ci\u003eUnEQualed\u003c\/i\u003e is a candid and unconventional guide to getting ahead and achieving your professional goals. You are smart and hardworking, but so is everyone else you work with. In order to distinguish yourself and get ahead, you need to go beyond your job description. Moving up is about emotional intelligence (EQ), soft skills, networking, visibility, client connections, and maintaining a stellar personal reputation. This book tells you what it really takes to succeed in your field. It is packed with insights, stories, and actionable tips based on the author's 40 years at Morgan Stanley, one of Wall Street's premier firms. You will learn how to lead, when and how to take a chance and use your intuition, and how to get more responsibility sooner in order to accelerate your progress in any competitive profession. \u003c\/p\u003e\u003cp\u003eAdapted from James A. Runde's presentations to major corporations and universities, \u003ci\u003eUnEQualed\u003c\/i\u003e is a step-by-step guide showing you how to network effectively to find mentors and sponsors, gain respect and be heard, deliver commercial results, build and lead engaged teams, and get promoted. EQ is critical in any job today, and Runde explains clearly how to hone this aspect of your personality to adapt to changes, collaborate with colleagues, influence clients, and become an admired boss. \u003ci\u003eUnEQualed\u003c\/i\u003e's time-tested, practical insights about flourishing in the professional world will help anyone seeking a fulfilling and successful career.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eADVANCE PRAISE FOR UNEQUALED\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"This book is a testament to Jim Runde's contributions to the investment banking industry and his invaluable insights and mentoring of colleagues over four decades. Runde presents an indispensable guide to those who would like to refine their performance, build and maintain client relationships, advance their careers, lead with exceptional ideas, and distinguish themselves as professionals.\" \u003cbr\u003e\u003cb\u003e—COLM KELLEHER,\u003c\/b\u003e PRESIDENT, MORGAN STANLEY\u003c\/p\u003e \u003cp\u003e\"There could not be a better compass with which to navigate a career in any service profession than this gem of a book. This is a must-read for any young banker, lawyer, or other professional.\"\u003cbr\u003e\u003cb\u003e—THOMAS J. REID,\u003c\/b\u003e MANAGING PARTNER, DAVIS POLK\u003c\/p\u003e \u003cp\u003e\"Jim Runde's book answers the many questions professionals would benefit from asking but often don't. His practical advice and clear, simple guidance on what to do, and how to behave on critical dimensions of client service are tips from which all service professionals could benefit. I wish I had read them during, not after, my 27-year career in consulting.\" \u003cbr\u003e\u003cb\u003e—NORA AUFREITER,\u003c\/b\u003e DIRECTOR EMERITUS, MCKINSEY \u0026amp; COMPANY\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eUnEQualed\u003c\/i\u003e gives great practical advice for those early in their careers and even on down the road to any CEO. Runde shares his own career experiences, both the positive and the painful, so you won't have to learn the hard way. An essential read to achieve your personal best!\" \u003cbr\u003e\u003cb\u003e—W. RODNEY McMULLEN,\u003c\/b\u003e CHAIRMAN AND CHIEF EXECUTIVE OFFICER, THE KROGER CO.\u003c\/p\u003e \u003cp\u003e\"Read this book. Runde makes a strong case that it takes much more than book smarts and hard work to build a successful career. Runde's commonsense guide shares what will make all the difference in achieving excellence.\" \u003cbr\u003e\u003cb\u003e—RONALD L. SARGENT,\u003c\/b\u003e CHAIRMAN AND CEO, STAPLES, INC.\u003c\/p\u003e \u003cp\u003e“This book is a testament to Jim Runde’s contributions to the investment banking industry and his invaluable insights and mentoring of colleagues over four decades. Runde presents an indispensable guide to those who would like to refine their performance, build and maintain client relationships, advance their careers, lead with exceptional ideas, and distinguish themselves as professionals.”\u003c\/p\u003e \u003cp\u003e—\u003cb\u003eCOLM KELLEHER,\u003c\/b\u003e PRESIDENT, MORGAN STANLEY\u003c\/p\u003e \u003cp\u003e“There could not be a better compass with which to navigate a career in any service profession than this gem of a book. This is a must-read for any young banker, lawyer, or other professional.”\u003c\/p\u003e \u003cp\u003e—\u003cb\u003eTHOMAS J. REID,\u003c\/b\u003e MANAGING PARTNER, DAVIS POLK\u003c\/p\u003e \u003cp\u003e“Jim Runde’s book answers the many questions professionals would benefit from asking but often don’t. His practical advice and clear, simple guidance on what to do, and how to behave on critical dimensions of client service are tips from which all service professionals could benefit. I wish I had read them during, not after, my 27-year career in consulting.”\u003c\/p\u003e \u003cp\u003e—\u003cb\u003eNORA AUFREITER,\u003c\/b\u003e DIRECTOR EMERITUS, MCKINSEY \u0026amp; COMPANY\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eUnEQualed\u003c\/i\u003e gives great practical advice for someone early in their careers and even on down the road to any CEO. Runde shares his own career experiences, both the positive and the painful, so you won’t have to learn the hard way. An essential read to achieve your personal best!”\u003c\/p\u003e \u003cp\u003e—\u003cb\u003eW. RODNEY MCMULLEN,\u003c\/b\u003e CHAIRMAN AND CHIEF EXECUTIVE OFFICER, THE KROGER CO.\u003c\/p\u003e \u003cp\u003e“Read this book. Runde makes a strong case that it takes much more than book smarts and hard work to build a successful career. Runde’s commonsense guide shares what will make all the difference in achieving excellence.”\u003c\/p\u003e \u003cp\u003e—\u003cb\u003eRONALD L. SARGENT,\u003c\/b\u003e CHAIRMAN AND CEO, STAPLES, INC.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990434889957,"sku":"NP9781119081456","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119081456.jpg?v=1761787815","url":"https:\/\/k12savings.com\/products\/unequaled-isbn-9781119081456","provider":"K12savings","version":"1.0","type":"link"}