Recommended Reading List



14. Exit Rich: The 6 P Method to Sell Your Business for Huge Profit

Author: Michelle Seiler Tucker & Sharon Lechter

Too many entrepreneurs push off planning for the sale of their business until the last moment. But for a business sell for what it’s really worth-or even more-owners need to prepare for the sale from the very start, using the 6 Ps Method. In Exit Rich, author and M&A advisor Michelle Seiler Tucker joins forces with Sharon Lechter, finance expert and author of Rich Dad, Poor Dad, to create a must-have guide for all business owners-whether they’re gearing up to sell a business now or just getting started building out their company into something to sell for a profit in the future. Seiler Tucker’s twofold approach to selling your business for maximum profit combines two of the most powerful elements of her M&A toolkit: the ST GPS Exit Model and the Seiler Tucker’s Six Ps Method. Combined, these tools provide invaluable insight into the process of preparing a business for sale, finding the right buyers, and staging the sale itself. Throughout the book, Sharon Lechter’s wisdom peppers each chapter in the Counsel from a Mentor’s Perspective section, providing forward-thinking entrepreneurs with the perspective that they need to take control of their business’ future and exit rich.


13. 22 Immutable Laws Of Marketing

Author: Al Ries  Author: Jack Trout

A classic and bestselling book that provides the definitive rules that govern the world of marketing.

Al Ries and Jack Trout, two of the world’s most successful marketing strategists, present 22 tools and innovative techniques for marketing in today’s competitive and global marketplace. They examine marketing campaigns that have succeeded and others that have failed; why good ideas did not live up to expectations; and how some companies went against convention to succeed in their markets.
The real-life examples, commonsense suggestions and killer instincts contained in this book are nothing less than rules by which companies will flourish or fail.


12. Positioning: The Battle for Your Mind

Author: Al Ries

Helps you deal with the problems of communicating to a skeptical, media-blitzed public. This book describes a revolutionary approach to creating a “position” in a prospective customer’s mind-one that reflects a company’s own strengths and weaknesses as well as those of its competitors.


11. How to be a Chief Risk Officer: A handbook for the modern CRO: 2

Author: Jennifer Geary

The world needs excellent Chief Risk Officers. Managing risk matters. It matters to organisations, who need systematic, appropriate controls that don’t stifle them. It matters to the public, who need to trust their institutions. However, most of all it matters to people: to their lives and livelihoods. When risk management fails, there are almost always consequences faced by the innocent.

The CRO role is complex. It requires a grounding in all of the functions of an organisation, from product management to technology to sustainability. Over the past 20 years, since the emergence of operational risk as a standalone discipline, a large volume of often scholarly material has been written on the topic. However, it is hard to find accessible, clear, practical material that an aspiring CRO can immediately put into action.

This book de-mystifies the CRO role and breaks it into its constituent parts; the three fundamental pillars of Culture, Strategy and Execution, and six risk areas, comprising strategic, people, technology, financial, operational and sustainability. It advises on how to build out a risk framework, what skills are needed to build the risk team, and how to use risk information systems.

Drawing on current standards and enriched with expert insight and real-life current examples, it condenses a vast range of knowledge and experience into one accessible read. This book, which can be consumed all at once, or used as a reference, will equip you with the grounding required to be an effective CRO or risk manager. Relevant, practical and authoritative, this is the CRO book that your CEO, Board and team need you to read.


10. Measure What Matters: The Simple Idea that Drives 10x Growth

Author: John Doerr

Measure What Matters is a revolutionary approach to business that has been adopted by some of Silicon Valley’s most successful startups

Measure What Matters is a revolutionary approach to business that has been adopted by some of Silicon Valley’s most successful startups. It is a movement that is behind the explosive growth of Intel, Google, Amazon and Uber and many more.

Measure What Matters is about using Objectives and Key Results (or OKRs) to make tough choices on business priorities. It’s about communicating these objectives throughout the company from entry level to CEO and it’s about collecting timely, relevant data to track progress – to measure what matters.

When Google first started out, its founders had amazing technology, entrepreneurial energy and sky-high ambition but no business plan. John Doerr taught them a proven approach to operating excellence that has helped them achieve greatness. He has since shared OKRs with more than fifty companies with outstanding success.

In this book, Larry Page, Bill Gates, Bono, Sheryl Sandberg and many more explain how OKRs have helped them exceed all expectations and run their organisations with focus and agility


    9. The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success

    Author: William N. Jr. Thorndike

    Meet eight iconoclastic CEOs who helmed firms where returns on average outperformed the S&P 500 by over 20 times. You may not know some of their names (Henry Singleton, Bill Anders, Tom Murphy)―but you will recognize many of their companies (General Cinema, Ralston Purina, The Washington Post Company, Berkshire Hathaway). In this book, you’ll learn the consistent and rational traits that helped these select leaders achieve that exceptional performance. Humble, unassuming, and often frugal, these “outsiders” shunned Wall Street and the press and shied away from hot management trends.


    8. Raving Fans: A Revolutionary Approach to Customer Service

    Author: Ken Blanchard  Author: Sheldon Bowles

    Read this book and turn your customers into raving, spAnding fans!
    The startling new tips and innovative techniques presented in Raving Fans can help anyone create a revolution in any work–place. America is in the midst of a service crisis that has left a wake of disillusioned customers from coast to coast. This brilliantly simple and charming story teaches you how to define a vision and learn what a customer really wants in order to achieve miraculous bottom–line results


    7. Influence: The Psychology of Persuasion

    Author: Robert B Cialdini

    Review For marketers, this book is among the most important books written in the last ten years.–Journal of Marketing Research The material in Cialdini’s Influence is a proverbial gold mine.–Journal of Social and Clinical Psychology Influence should be required reading for all business majors.–Journal of Retailing This book will strike chords deep in the hearts and psyches of all of us.–Best Sellers Magazine From the Back Cover Influence, the classic book on persuasion, explains the psychology of why people say yes–and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You’ll learn the six universal principles, how to use them to become a skilled persuader–and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success. Read more


    6. Now, Discover Your Strengths: The revolutionary Gallup program that shows you how to develop your unique talents and strengths

    Author: Gallup

    Many people have little sense of their talents and strengths, much less the ability to build their lives around them. Instead, they are raised and taught to become experts in their weaknesses — and spend their lives trying to fix them — while their strengths lie dormant.

    Led by Don Clifton, the Father of Strengths-Based Psychology, Gallup created a revolutionary program to help people identify their talents; develop them into strengths; and enjoy consistent, near-perfect performance. Twenty years ago, Gallup released Now, Discover Your Strengths to bring this program to the world.

    At the heart of this book is CliftonStrengths, the assessment that is the product of decades of research and hundreds of thousands of interviews to identify the most prevalent human strengths. CliftonStrengths reveals 34 dominant talent themes that you can translate into personal and career success. To develop this assessment, Gallup conducted psychological profiles with more than 2 million individuals to help people around the world focus and perfect these themes. Since Now, Discover Your Strengths was first released two decades ago, more than 20 million people worldwide have taken the CliftonStrengths assessment.


    5. Snowball: Warren Buffett and the Business of Life: Warren Buffett and the Business of Life

    Author: Alice Schroeder

    Shortlisted for the Financial Times and Goldman Sachs Business Book of the Year Prize 2008

    Recounting the life and times of one of the most respected men in the world, The Snowball is the most fascinating financial success story of our time. Warren Buffett, the legendary Omaha investor has never written a memoir, but finally has given Alice Schroeder unprecedented access to him and all those closest to his work, opinions, struggles, triumphs, follies and wisdom. The result is this personally revealing and complete biography of ‘The Oracle of Omaha’. Fully revised and updated with two new chapters on Buffett and the credit crunch, The Snowball is indispensable reading for those who wish to know the man behind the outstanding achievements.


    4. Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant

    Author: W. Chan Kim Author: Renée A. Mauborgne

    Your Guide to Creating Uncontested Market Space―and Making the Competition Irrelevant

    This international bestseller, embraced by organizations and industries worldwide, challenges everything you thought you knew about the requirements for strategic success.

    Now updated with a new chapter and additional content from the authorsBlue Ocean Strategy argues that cutthroat competition results in nothing but a bloody red ocean of rivals fighting over a shrinking profit pool. Based on a study of 150 strategic moves (spanning more than 100 years across 30 industries), the authors argue that lasting success comes not from battling competitors, but from creating “blue oceans”―untapped new market spaces ripe for growth.

    Blue Ocean Strategy presents a systematic approach to making the competition irrelevant and outlines principles and tools any company can use to create and capture their own blue oceans. A landmark work that upends traditional thinking about strategy, this bestselling business book charts a bold new path to winning the future.


    3. Double Double: How to Double Your Revenue and Profit in 3 Years or Less

    Author: Cameron Herold

    A step-by-step guide to enjoying the roller-coaster ride of growth — while getting the most out of life as an entrepreneur. A growth-focused approach: The book is divided into three sections, which cover planning for fast growth, building a company for fast growth, and leading for fast growth. Each topic the author covers — from creating a vision for the company’s future to learning how to generate free PR for a developing company — is squarely focused on the end goal: doubling the size of the entrepreneur’s company in three years or less. A down-to-earth action plan: Herold’s experienced-based advice never gets bogged down in generalities or theory. Instead, he offers a wealth of practical tips, including: How to design meetings for maximum efficiency; How to hire top-quality talent; How to grow in particularly tough markets; How to put together a board of advisors — even for a smaller company; How even the busy entrepreneur can achieve a work/life balance.


    2. Great by Choice: Uncertainty, Chaos and Luck – Why Some Thrive Despite Them All

    Author: Jim Collins

    Faith . . . family . . . integrity . . . generosity . . . gratitude.

    Ten years after the worldwide bestseller Good to Great, Jim Collins returns with another groundbreaking work, this time to ask- Why do some companies thrive in uncertainty, even chaos, and others do not? Based on nine years of research, buttressed by rigorous analysis and infused with engaging stories, Collins and his colleague, Morten Hansen, enumerate the principles for building a truly great enterprise in unpredictable, tumultuous, and fast-moving times.

    Great by Choice distinguishes itself from Collins’s prior work by its focus not just on performance, but also on the type of unstable environments faced by leaders today. With a team of more than twenty researchers, Collins and Hansen studied companies that rose to greatness – beating their industry indexes by a minimum of ten times over fifteen years – in environments characterized by big forces and rapid shifts that leaders could not predict or control. The research team then contrasted these “10X companies” to a carefully selected set of comparison companies that failed to achieve greatness in similarly extreme environments.


    • The study results were full of provocative surprises. Such as-
    • The best leaders were not more risk taking, more visionary, and more creative than the comparisons; they were more disciplined, more empirical, and more paranoid.
    • Innovation by itself turns out not to be the trump card in a chaotic and uncertain world; more important is the ability to scale innovation, to blend creativity with discipline.
    • Following the belief that leading in a “fast world” always requires “fast decisions” and “fast action” is a good way to get killed.
    • The great companies changed less in reaction to a radically changing world than the comparison companies.

    The authors challenge conventional wisdom with thought-provoking, sticky, and supremely practical concepts. They include 10Xers; the 20 Mile March; Fire Bullets then Cannonballs; Leading above the Death Line; Zoom Out, Then Zoom In; and the SMaC Recipe. Finally, in the last chapter, Collins and Hansen present their most provocative and original analysis- defining, quantifying, and studying the role of luck. The great companies and the leaders who built them were not luckier than the comparisons, but they did get a higher Return on Luck. This book is classic Collins- contrarian, data driven, and uplifting. He and Hansen show convincingly that, even in a chaotic and uncertain world, greatness happens by choice, not by chance.


    1. Good To Great

    Author: Jim Collins

    Can a good company become a great one? If so, how?

    After a five-year research project, Jim Collins concludes that good to great can and does happen. In this book, he uncovers the underlying variables that enable any type of organisation to make the leap from good to great while other organisations remain only good. Rigorously supported by evidence, his findings are surprising – at times even shocking – to the modern mind.

    Good to Great achieves a rare distinction- a management book full of vital ideas that reads as well as a fast-paced novel. It is widely regarded as one of the most important business books ever written.