Executive Engagement Strategies

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

Create a culture of engagement and build high-performance culture The Engagement Equation explains the drivers of employee engagement, and how you can use improved engagement to execute strategy, reduce costs, and meet your organizational goals. This book describes a unique engagement model that focuses on individuals' contribution to a company's success and personal satisfaction in their roles. Aligning employees' values, goals, and aspirations with those of the organization is the best method for achieving the sustainable employee engagement. The Engagement Equation is designed to provide a framework that will help you move the needle on engagement. Explains how to plan and execute a sustainable organization-wide engagement initiative Shows how to avoid the engagement survey analysis-paralysis trap Shares ways to align employee contribution with strategy Encourages leaders to pay attention to and better understand your organizational culture, and much more Ultimately, it's the daily dynamics at play in your team, your division, and your organization that matter most.

The only practical guidebook and desk reference for executives and front-line management seeking to apply a strategic and systematic approach to achieving organizational objectives and improving shareholder value and share-price performance in public and privately held organizations, government, and not-for-profits. This book offers a formal framework for the application of engagement principles across the enterprise and details the numerous tactics and applications of engagement in all segments of business and the economy. Enterprise Engagement differs from the traditional approach to employee and customer engagement in that it aligns engagement strategies and tactics across the organization to ensure efficiency and measurable success.Enterprise Engagement: The Roadmap is designed for the senior leaders in charge of strategic and tactical engagement plan development and for the front-line managers involved with implementation. It provides a desk reference to all the engagement strategies and tactics and how to better align them to achieve strategic or tactical goals. It provides a guide to developing ISO Annex SL and ISO 1001- compliant strategies and for auditing engagement processes, as well as information on engagement careers and applications for engagement in government and not-for profits. "By the time I finished reading Enterprise Engagement: The Roadmap my copy was filled with Post-it notes highlighting information I knew I would need to reference later. This book provides a complete guide to almost everything an organization needs to implement a strategic approach to engaging everyone in organizational goals in a systematic way." - Grace Swanson, Vice President, Human Capital, Accumold "As a professor of marketing and entrepreneurship for most of my career, and founder of two leading companies in sales and marketing management, I know that delivering promises is one of the most critical strategies for success. Yet too many organizations fail to address the importance of engaging all stakeholders in organizational goals. Enterprise Engagement: The Roadmap is the only book I know that focuses on how to apply a strategic and tactical approach to engagement across the enterprise in a systematic way." - Gary Rhoads, Stephen Mack Covey Professor of Marketing at the Marriot School of Business at Brigham Young University and Chairman of Xvoyant"I have spent much of my career helping organizations develop great cultures, and in the end a successful strategy requires a CEO-led approach to connecting employees, managers, customers, vendors, suppliers, the community - everyone inside and outside the organization who has a stake in its success. I have repeatedly referenced almost every chapter in Enterprise Engagement: The Roadmap since the first edition came out, as it's the only book I know of that puts together in one place all the tactics needed to address engagement to achieve organizational results." - Barbara Porter, Executive Director, Ernst & Young"The world of organizational management has talked about the issue of engagement for going on two decades, and it's clear that despite all the discussion and expenditures on motivational speakers, leadership coaching, rewards and recognition, permission marketing, innovation, diversity, etc., little has changed. Enterprise Engagement: The Roadmap provides a game plan for a strategic and systematic approach that connects the dots between all stakeholders and the tools needed to engage them in the organizational mission." - Dr. Ron McKinley, Vice President, Chief Standards Officer, Director, University of Texas Medical Branch Healthcare Management Institute, and Chair of ISO Technical Committees 260, Human Resource Management and 304, Healthcare Organization Management

Six Sigma changed the face of manufacturing quality. Now, HumanSigma is poised to do the same for sales and service organizations. Human Sigma offers an innovative, research-based approach to one of the toughest challenges businesses face today: how to effectively manage the employee-customer encounter to drive business success. Based on research spanning 10 million employees and 10 million customers around the world, the Human Sigma approach combines a proven method for assessing the health of the employee-customer encounter with a disciplined process for improving it. Human Sigma is based on five rules to bring excellence to how employees engage and interact with customers: RULE #1: E Pluribus Unum. Employee and customer experiences must be managed together — not as separate entities. RULE #2: Feelings Are Facts. Emotions drive and shape the employee-customer encounter. RULE #3: Think Globally, Measure and Act Locally. The employee-customer encounter must be measured and managed at the local level. RULE #4: There Is One Number You Need to Know. Employee and customer engagement interact to drive enhanced financial performance. And this interaction can be quantified and summarized with a single performance metric. RULE #5: If You Pray for Potatoes, You Better Grab a Hoe. Good intentions alone do not constitute a plan of action. Sustainable improvement in the employee-customer encounter requires disciplined local action coupled with a companywide commitment to changing how employees are recruited, positioned in roles, rewarded and recognized, and importantly, how they are managed. Essential reading for global business leaders, Human Sigma shows how sales and service companies can flourish in the new global economy. It reveals a profoundly different method for managing human systems for growth. Blending strategic analysis with hands-on, practical steps and advice, Human Sigma will change how you view your work, your employees and your customers forever.

"If you think you know everything it takes to attain associate/employee engagement, put yourself to the test. This book provides a holistic approach to engagement that will create the competitive edge required to succeed in this economy." --Sharon S. Bilgischer, senior manager, logistics global talent, curriculum and documentation, Wal-Mart Stores, Inc. There is clear and mounting evidence that employee engagement keenly correlates to individual, group, and corporate performance in areas such as retention, productivity, customer service, and loyalty. This timely treatment provides a comprehensive framework, language, and process that genuinely connects "People" strategy with "Business" strategy. It offers a research-based blueprint for looking at employee engagement with the same regularity and importance as any other aspect of the organization.

"In this book, renowned thought leader and speaker Bob Kelleher makes the case that employee engagement is a recipe for sustained high performance across all staff levels"--P. [4] of cover.

Managers are flooded with theories, concepts, and ideas for how to improve employee engagement—but what works, and what doesn’t? This book helps managers cut through the clutter of all those strategies and find the one that works for them. Beginning with the myths and realities of employee engagement, authors Davila and Piña-Ramirez highlight the importance of organizational culture and context when it comes to keeping employees invested in the organization. Understand the various stages of employee engagement. Consider change management as a critical issue in employee engagement. Learn how to maintain that engagement throughout your employees’ careers.

When healthcare employees are engaged in their work, patient outcomes are likely to improve. So it’s essential for leaders in healthcare organizations to pay attention to how their employees feel about their work. “Employee Engagement in Healthcare” makes a case for employee engagement and provides a road map for assessing and improving engagement. Author Jill Christensen describes the leadership traits that drive employee engagement and the elements of a successful engagement strategy. This issue of TD at Work includes: · case studies of healthcare organizations that improved engagement · a six-step employee re-engagement strategy · guidance for creating a core team · strategies for improving communication · an employee engagement implementation checklist.

As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.

A non-biased, grounded, and practical approach to employee engagement For managers and business leaders who want to enhance performance, this easy-to-use guide to employee management offers real solutions for getting workers engaged and increasing productivity. It explains what employee engagement is, why it matters, what the benefits of it are, what helps and hinders it, how to measure it, how to put theory into action when trying to create it. As an added benefit, it offers plenty of advice on how managers can keep themselves engaged, even during the toughest of times.