Indispensable By Monday : Learn the Profit-Producing Behaviors that will Help Your Company and Yourself

Foreword Joseph Grenny xi

Preface xv

Acknowledgments xvii

Part 1 Help Your Company, Help Yourself 1

What’s in It for You? 3

What Does Indispensability Look Like? 4

Employed? Keep the Job You Have. . . . Unemployed? Get the Job You Want 6

1,800 Business Leaders Can’t Be Wrong: What Your Boss Wants You to Do 9

Do You Bring in More Than You Cost? 12

All Dollars are Not Created Equal: How to Find the Most Valuable Ones 18

The Résumé That Speaks Volumes: Capture Your Contributions 19

Death of the Suggestion Box: May It Rest in Pieces 22

Part 2 Pull Money out of Thin Air 29

Creating Unexpected Profit is Always Your Best Strategy 31

Profit Source 1: Yes, There are Still Costs to Be Cut 31

Profit Source 2: Ansoff Revisited—How to Harvest More Money from Customers 47

Profit Source 3: Refunds and Rebates—Get ’Em While They’re Hot 54

Profit Source 4: Improve Every Process and Earn by Every Improvement 57

Profit Source 5: Catch Costly Mistakes Quickly, Before They Get Out the Door 64

Profit Source 6: If Mistakes Do Get Out the Door, Recover Lost Customers 68

Profit Source 7: Print Money at Work by Doing Your Own Job Better 73

Profit Source 8: How I Spent My Summer Vacation— Finding $500,000 in New Zealand 82

Profit Source 9: Supply Your Suppliers with Profit— Let Them Supply Discounts in Return 88

Profit Source 10: Become Indispensable to Customers by Giving Them Money 90

Profit Source 11: Improve Company Cash Flow and Become a Hero 92

Profit Source 12: Give Your Company an Unexpected Competitive Advantage 100

Profit Source 13: Should You Work More for Less Money or Work Less for More? 114

Profit Source 14: Soft Skill, Solid Results 130

Part 3 Making It All Work . . . Starting Monday Morning 133

Problem Solving: Generate Only the Highest Value Solutions 135

The New and Improved Performance Appraisal 139

If You’re in Sales, Outsell Everyone Else 141

If You’re a Leader, Lead Toward Increased Profits 145

Everything You Need to Know about Accounting—and It’s Not Much 152

About the Author 161

Notes 163

Index 165