The Scrum Field Guide

The Scrum Field Guide PDF Author: Mitch Lacey
Publisher: Addison-Wesley Professional
ISBN: 9780133853629
Category : Business & Economics
Languages : en
Pages : 448

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Book Description
The Scrum Field Guide will give students skills and confidence to learn Scrum rapidly and successfully. Long-time Scrum practitioner Mitch Lacey identifies major challenges associated with early-stage Scrum adoption, as well as deeper issues that emerge after companies have adopted Scrum, and describes how other organizations have overcome them. Students will learn how to gain "quick wins" that build support, and then use the flexibility of Scrum to maximize value creation across the entire process.

The Scrum Field Guide

The Scrum Field Guide PDF Author: Mitch Lacey
Publisher: Addison-Wesley Professional
ISBN: 0321554159
Category : Computers
Languages : en
Pages : 415

Get Book

Book Description
Thousands of IT professionals are being asked to make Scrum succeed in their organizations–including many who weren't involved in the decision to adopt it. If you're one of them, The Scrum Field Guide will give you skills and confidence to adopt Scrum more rapidly, more successfully, and with far less pain and fear. Long-time Scrum practitioner Mitch Lacey identifies major challenges associated with early-stage Scrum adoption, as well as deeper issues that emerge after companies have adopted Scrum, and describes how other organizations have overcome them. You'll learn how to gain “quick wins” that build support, and then use the flexibility of Scrum to maximize value creation across the entire process. In 30 brief, engaging chapters, Lacey guides you through everything from defining roles to setting priorities to determining team velocity, choosing a sprint length, and conducting customer reviews. Along the way, he explains why Scrum can seem counterintuitive, offers a solid grounding in the core agile concepts that make it work, and shows where it can (and shouldn't) be modified. Coverage includes Getting teams on board, and bringing new team members aboard after you've started Creating a “definition of done” for the team and organization Implementing the strong technical practices that are indispensable for agile success Balancing predictability and adaptability in release planning Keeping defects in check Running productive daily standup meetings Keeping people engaged with pair programming Managing culture clashes on Scrum teams Performing “emergency procedures” to get sprints back on track Establishing a pace your team can truly sustain Accurately costing projects, and measuring the value they deliver Documenting Scrum projects effectively Prioritizing and estimating large backlogs Integrating outsourced and offshored components Packed with real-world examples from Lacey's own experience, this book is invaluable to everyone transitioning to agile: developers, architects, testers, managers, and project owners alike.

The Professional Scrum Master (PSM I) Guide

The Professional Scrum Master (PSM I) Guide PDF Author: Fred Heath
Publisher: Packt Publishing Ltd
ISBN: 1800200498
Category : Computers
Languages : en
Pages : 174

Get Book

Book Description
Go from absolute beginner to passing your PSM I exam first time with this comprehensive guide. Packed with practical examples, this book is updated for the latest Scrum guidelines to turn you into a Scrum Master! Key FeaturesGo from absolute beginner to exam-ready with detailed explorations of Scrum use-casesUnderstand the different applications of agile concepts, and how to best apply them to your businessDiscover expert tips and work with real-world examples to pass the PSM I certification exam first timeBook Description Ever wondered why you'd use Scrum over other process frameworks? Or what makes Agile just so agile? Or why you should bother with the PSM certification? This book has you covered. The Professional Scrum Master (PSM I) Guide is a comprehensive tutorial that will not only introduce you to the basics of Scrum, but build you up to be ready to pass your PSM I exam first time round. Where other books avoid detail, this guide provides you with detailed practical examples to take you from being an apprentice to becoming a master. Assuming you're a total beginner, this book will introduce you to Scrum methodologies with detailed use cases, teaching you the secrets of Scrum in such a way that you'll be well-equipped for the PSM I exam. This book demonstrates the real-world applications of Scrum in a variety of scenarios, all with practical examples. You'll understand why the structure of your Scrum team matters, what you can achieve with properly planned sprints, and how to create and manage sprint and product backlogs. The chapters are regularly concluded with quizzes relevant to the exam, reinforcing the values you learn on your journey. Finally, it concludes with some exam preparation and myth-dispelling to make sure you have an edge when it comes to earning your certificate. This is a guide that'll ensure you won't fall behind in an ever increasingly agile world. What you will learnGet to grips with Agile development and Scrum from the ground upUnderstand the roles and responsibilities within the Scrum teamDiscover how to conduct Scrum events and create Scrum artifactsExplore real-world scenarios and use cases for Scrum in actionDevelop an in-depth understanding of how to run a successful sprint to deliver results quicklyBe fully prepared and able to pass your PSM I exam first timeWho this book is for Assuming no prior knowledge of Scrum, this book is for professionals who want to build a strong foundation in Scrum practices with the intention of passing the PSM I exam. If you're a product owner or project manager looking to stay relevant in an agile world, this book is essential to helping you become a Scrum Master.

The Agilist’s Guidebook – a reference for agile transformation

The Agilist’s Guidebook – a reference for agile transformation PDF Author: CHANDAN LAL PATARY
Publisher: Zorba Books
ISBN: 938745665X
Category : Technology & Engineering
Languages : en
Pages : 288

Get Book

Book Description
The Agilist’s Guidebook- A Reference for Organizational Agile Transformation, this workbook is for all Agilist who choose to enable organizational agile transformation. Competitive pressure and fundamental changes will remain the hallmark of the business environment. Thus the need for new and upgraded skills will continue. Lifelong learning is not simply an educational concept; it is a business necessity. This workbook has emphasized pragmatic challenges we come across during agile transformation and how we can fortify ourselves to surmount all these challenges. This workbook consists of five distinct areas like Organizational coaching, the overall mindset of the team members, Leadership capability, Building a high-performance team, Organization development (Structure and Culture). These five pillars are five elements of the Panch Bhoota Model. If these five elements are not purified or malfunctions,we become ill. As an organization is not a machine, it is an organism, leaders have to take care of these five elements by learning about them and strengthening these elements so that the organization does not get affected by a foreign threat, much like a virus or a bacteria. The political, economic, social, technological, legal environment can threaten an organizations survival. When the organization is stable in these five elements, it can cope with any challenge thrown by the external environment. This workbook will feature some of the challenges and approaches in handling these areas. This workbook will guide the reader to evaluate their present skills and take action wherever improvement is desired. The author has highlighted many Mindmaps, checklist, thought-provoking questions for the readers to reflect on and take action, and has emphasized many case studies in this book to make the book practical for the reader. The author had shared many theoretical concepts for the reader to do further research in and enhance learning in those areas. This workbook is a compendium means it is a compilation of concise but detailed information about a specific subject, in this case, Organizational Agile transformation.

The Scrum Fieldbook

The Scrum Fieldbook PDF Author: J.J. Sutherland
Publisher: National Geographic Books
ISBN: 0525573216
Category : Business & Economics
Languages : en
Pages : 0

Get Book

Book Description
Based on years of work in the field with scores of companies, including Bosch, 3M, Schlumberger, and Rio Tinto, The Scrum Fieldbook delivers a hands-on, practical approach to rapidly delivering value for companies and organizations. Scrum is the secret weapon behind some of today’s most successful companies. Businesses like Google, Facebook, Amazon, and Apple use Scrum to drive incredibly fast innovation, laser focus on customers, and continuous improvement, and to decrease decision times in order to reshape the world. Scrum is the most utilized Agile framework. In recent years, its use has exploded across the corporate world, far beyond its software and technology roots. J. J. Sutherland and the team at Scrum Inc. have dramatically improved performance at global banks, utility providers, medical device manufacturers, mining giants, and firms on the cutting edge of genetic science. Scrum has helped companies large and small thrive in the age of disruption. In Sutherland’s first book, the national bestseller Scrum: The Art of Doing Twice the Work in Half the Time, coauthored with his father, Jeff, the co-creator of Scrum, he laid out the Scrum framework used by almost all of today’s leading technology companies. In The Scrum Fieldbook, he draws on his firm’s extensive experience in the field to take leaders, managers, and employees deeper into the specific challenges and new opportunities organizations face in an Agile transformation. He shows how the Scrum framework can be successfully applied to any project in any industry, from automobile manufacturers in the U.S. and Europe to nonprofits in Africa, from home renovation contractors in Minnesota to gas exploration companies in South America, from fighter plane builders in Sweden to U.S. Navy Special Forces teams in regions of the world we can’t mention.

Scrum for the Rest of Us!

Scrum for the Rest of Us! PDF Author: Brian M. Rabon
Publisher:
ISBN: 9781457525803
Category : Computers
Languages : en
Pages : 92

Get Book

Book Description
Scrum For The Rest Of US offers practical advice, questions and answers, and tips for avoiding common mistakes with Scrum. Author Brian Rabon provides the latest Scrum knowledge from his interactions with hundreds of companies using Scrum today. The more tricks you know, the more knowledge about common pitfalls you have, the better your Scrum knowledge, the more likely you are to succeed with Scrum. In this book, Rabon gives you everything you needincluding: *When and why to use Scrum *In-depth coverage of the roles, meetings, and artifacts in Scrum *Frequent questions and answers *Common pitfalls and how to avoid them *All without any references to software development ABOUT THE AUTHOR Brian M. Rabon, CST, PMP is passionate about helping both companies and individuals grow, today he does this through teaching Agile methods as a Certified Scrum Trainer. Brian has an extensive background as a practitioner of Agile methods he has gained valuable insights that he uses to explain key concepts. As a professional member of the National Speakers Association and a regular presenter at every major Agile conference, Brian has helped thousands understand the fundamentals of Agile. Through this practical field guide, Brian will guide you through the fundamentals of Scrum and how they can be applied to improve your work.

Field Guide to Project Management

Field Guide to Project Management PDF Author: David I. Cleland
Publisher: John Wiley & Sons Incorporated
ISBN:
Category : Business & Economics
Languages : en
Pages : 656

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Book Description
Publisher Description

A Field Guide to the Amphibians and Reptiles of Madagascar

A Field Guide to the Amphibians and Reptiles of Madagascar PDF Author: Frank Glaw
Publisher:
ISBN:
Category : Amphibians
Languages : en
Pages : 495

Get Book

Book Description
Features over 700 species of Madagascar's amphibians and reptiles plus coverage of the island's flora, invertebrates, freshwater fishes, and birds. Individual species accounts provide the biology and description of all Malagasy amphibians and reptiles. Illustrated with over 1500 color photographs, range maps, illustrated ID keys, and extensive bibliography.

Your Guide to Passing the PSM I Assessment

Your Guide to Passing the PSM I Assessment PDF Author: Emma Key
Publisher:
ISBN: 9780648990802
Category :
Languages : en
Pages :

Get Book

Book Description
A reference book for helping individuals to pass the Professional Scrum Master (Level 1) assessment with Scrum.org; a globally recognised certification for professionals who either already work in or intend to work in the field of Agile and Scrum as a Scrum Master.

The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue

The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue PDF Author: Andrew Dietz
Publisher: McGraw Hill Professional
ISBN: 0071825894
Category : Business & Economics
Languages : en
Pages : 240

Get Book

Book Description
YOUR GAME PLAN FOR WINNING BUSINESS RELATIONSHIPS Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself--a touchdown, a goal, a home run--is the closing play. But you can't get there without great opening plays. In the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers--and that's what The Opening Playbook helps you to do. Business development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm. Taking on the role of your coach, Dietz shows you "game footage" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . . Throughout The Opening Playbook, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges). The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook. PRAISE FOR THE OPENING PLAYBOOK: "Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches." -- James H. Gilmore, coauthor, The Experience Economy and Authenticity "Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you." -- Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration "If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life "Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" -- Bill Cates, author of Get More Referrals Now and Beyond Referrals "Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." -- Alan Deutschman, author of Walk the Walk and Change or Die

The Scrum Field Guide

The Scrum Field Guide PDF Author: Mitch Lacey
Publisher: Addison-Wesley Professional
ISBN: 9780133853629
Category : Business & Economics
Languages : en
Pages : 448

View

Book Description
The Scrum Field Guide will give students skills and confidence to learn Scrum rapidly and successfully. Long-time Scrum practitioner Mitch Lacey identifies major challenges associated with early-stage Scrum adoption, as well as deeper issues that emerge after companies have adopted Scrum, and describes how other organizations have overcome them. Students will learn how to gain "quick wins" that build support, and then use the flexibility of Scrum to maximize value creation across the entire process.

The Scrum Field Guide

The Scrum Field Guide PDF Author: Mitch Lacey
Publisher: Addison-Wesley Professional
ISBN: 0321554159
Category : Computers
Languages : en
Pages : 415

View

Book Description
Thousands of IT professionals are being asked to make Scrum succeed in their organizations–including many who weren't involved in the decision to adopt it. If you're one of them, The Scrum Field Guide will give you skills and confidence to adopt Scrum more rapidly, more successfully, and with far less pain and fear. Long-time Scrum practitioner Mitch Lacey identifies major challenges associated with early-stage Scrum adoption, as well as deeper issues that emerge after companies have adopted Scrum, and describes how other organizations have overcome them. You'll learn how to gain “quick wins” that build support, and then use the flexibility of Scrum to maximize value creation across the entire process. In 30 brief, engaging chapters, Lacey guides you through everything from defining roles to setting priorities to determining team velocity, choosing a sprint length, and conducting customer reviews. Along the way, he explains why Scrum can seem counterintuitive, offers a solid grounding in the core agile concepts that make it work, and shows where it can (and shouldn't) be modified. Coverage includes Getting teams on board, and bringing new team members aboard after you've started Creating a “definition of done” for the team and organization Implementing the strong technical practices that are indispensable for agile success Balancing predictability and adaptability in release planning Keeping defects in check Running productive daily standup meetings Keeping people engaged with pair programming Managing culture clashes on Scrum teams Performing “emergency procedures” to get sprints back on track Establishing a pace your team can truly sustain Accurately costing projects, and measuring the value they deliver Documenting Scrum projects effectively Prioritizing and estimating large backlogs Integrating outsourced and offshored components Packed with real-world examples from Lacey's own experience, this book is invaluable to everyone transitioning to agile: developers, architects, testers, managers, and project owners alike.

The Professional Scrum Master (PSM I) Guide

The Professional Scrum Master (PSM I) Guide PDF Author: Fred Heath
Publisher: Packt Publishing Ltd
ISBN: 1800200498
Category : Computers
Languages : en
Pages : 174

View

Book Description
Go from absolute beginner to passing your PSM I exam first time with this comprehensive guide. Packed with practical examples, this book is updated for the latest Scrum guidelines to turn you into a Scrum Master! Key FeaturesGo from absolute beginner to exam-ready with detailed explorations of Scrum use-casesUnderstand the different applications of agile concepts, and how to best apply them to your businessDiscover expert tips and work with real-world examples to pass the PSM I certification exam first timeBook Description Ever wondered why you'd use Scrum over other process frameworks? Or what makes Agile just so agile? Or why you should bother with the PSM certification? This book has you covered. The Professional Scrum Master (PSM I) Guide is a comprehensive tutorial that will not only introduce you to the basics of Scrum, but build you up to be ready to pass your PSM I exam first time round. Where other books avoid detail, this guide provides you with detailed practical examples to take you from being an apprentice to becoming a master. Assuming you're a total beginner, this book will introduce you to Scrum methodologies with detailed use cases, teaching you the secrets of Scrum in such a way that you'll be well-equipped for the PSM I exam. This book demonstrates the real-world applications of Scrum in a variety of scenarios, all with practical examples. You'll understand why the structure of your Scrum team matters, what you can achieve with properly planned sprints, and how to create and manage sprint and product backlogs. The chapters are regularly concluded with quizzes relevant to the exam, reinforcing the values you learn on your journey. Finally, it concludes with some exam preparation and myth-dispelling to make sure you have an edge when it comes to earning your certificate. This is a guide that'll ensure you won't fall behind in an ever increasingly agile world. What you will learnGet to grips with Agile development and Scrum from the ground upUnderstand the roles and responsibilities within the Scrum teamDiscover how to conduct Scrum events and create Scrum artifactsExplore real-world scenarios and use cases for Scrum in actionDevelop an in-depth understanding of how to run a successful sprint to deliver results quicklyBe fully prepared and able to pass your PSM I exam first timeWho this book is for Assuming no prior knowledge of Scrum, this book is for professionals who want to build a strong foundation in Scrum practices with the intention of passing the PSM I exam. If you're a product owner or project manager looking to stay relevant in an agile world, this book is essential to helping you become a Scrum Master.

The Agilist’s Guidebook – a reference for agile transformation

The Agilist’s Guidebook – a reference for agile transformation PDF Author: CHANDAN LAL PATARY
Publisher: Zorba Books
ISBN: 938745665X
Category : Technology & Engineering
Languages : en
Pages : 288

View

Book Description
The Agilist’s Guidebook- A Reference for Organizational Agile Transformation, this workbook is for all Agilist who choose to enable organizational agile transformation. Competitive pressure and fundamental changes will remain the hallmark of the business environment. Thus the need for new and upgraded skills will continue. Lifelong learning is not simply an educational concept; it is a business necessity. This workbook has emphasized pragmatic challenges we come across during agile transformation and how we can fortify ourselves to surmount all these challenges. This workbook consists of five distinct areas like Organizational coaching, the overall mindset of the team members, Leadership capability, Building a high-performance team, Organization development (Structure and Culture). These five pillars are five elements of the Panch Bhoota Model. If these five elements are not purified or malfunctions,we become ill. As an organization is not a machine, it is an organism, leaders have to take care of these five elements by learning about them and strengthening these elements so that the organization does not get affected by a foreign threat, much like a virus or a bacteria. The political, economic, social, technological, legal environment can threaten an organizations survival. When the organization is stable in these five elements, it can cope with any challenge thrown by the external environment. This workbook will feature some of the challenges and approaches in handling these areas. This workbook will guide the reader to evaluate their present skills and take action wherever improvement is desired. The author has highlighted many Mindmaps, checklist, thought-provoking questions for the readers to reflect on and take action, and has emphasized many case studies in this book to make the book practical for the reader. The author had shared many theoretical concepts for the reader to do further research in and enhance learning in those areas. This workbook is a compendium means it is a compilation of concise but detailed information about a specific subject, in this case, Organizational Agile transformation.

The Scrum Fieldbook

The Scrum Fieldbook PDF Author: J.J. Sutherland
Publisher: National Geographic Books
ISBN: 0525573216
Category : Business & Economics
Languages : en
Pages : 0

View

Book Description
Based on years of work in the field with scores of companies, including Bosch, 3M, Schlumberger, and Rio Tinto, The Scrum Fieldbook delivers a hands-on, practical approach to rapidly delivering value for companies and organizations. Scrum is the secret weapon behind some of today’s most successful companies. Businesses like Google, Facebook, Amazon, and Apple use Scrum to drive incredibly fast innovation, laser focus on customers, and continuous improvement, and to decrease decision times in order to reshape the world. Scrum is the most utilized Agile framework. In recent years, its use has exploded across the corporate world, far beyond its software and technology roots. J. J. Sutherland and the team at Scrum Inc. have dramatically improved performance at global banks, utility providers, medical device manufacturers, mining giants, and firms on the cutting edge of genetic science. Scrum has helped companies large and small thrive in the age of disruption. In Sutherland’s first book, the national bestseller Scrum: The Art of Doing Twice the Work in Half the Time, coauthored with his father, Jeff, the co-creator of Scrum, he laid out the Scrum framework used by almost all of today’s leading technology companies. In The Scrum Fieldbook, he draws on his firm’s extensive experience in the field to take leaders, managers, and employees deeper into the specific challenges and new opportunities organizations face in an Agile transformation. He shows how the Scrum framework can be successfully applied to any project in any industry, from automobile manufacturers in the U.S. and Europe to nonprofits in Africa, from home renovation contractors in Minnesota to gas exploration companies in South America, from fighter plane builders in Sweden to U.S. Navy Special Forces teams in regions of the world we can’t mention.

Scrum for the Rest of Us!

Scrum for the Rest of Us! PDF Author: Brian M. Rabon
Publisher:
ISBN: 9781457525803
Category : Computers
Languages : en
Pages : 92

View

Book Description
Scrum For The Rest Of US offers practical advice, questions and answers, and tips for avoiding common mistakes with Scrum. Author Brian Rabon provides the latest Scrum knowledge from his interactions with hundreds of companies using Scrum today. The more tricks you know, the more knowledge about common pitfalls you have, the better your Scrum knowledge, the more likely you are to succeed with Scrum. In this book, Rabon gives you everything you needincluding: *When and why to use Scrum *In-depth coverage of the roles, meetings, and artifacts in Scrum *Frequent questions and answers *Common pitfalls and how to avoid them *All without any references to software development ABOUT THE AUTHOR Brian M. Rabon, CST, PMP is passionate about helping both companies and individuals grow, today he does this through teaching Agile methods as a Certified Scrum Trainer. Brian has an extensive background as a practitioner of Agile methods he has gained valuable insights that he uses to explain key concepts. As a professional member of the National Speakers Association and a regular presenter at every major Agile conference, Brian has helped thousands understand the fundamentals of Agile. Through this practical field guide, Brian will guide you through the fundamentals of Scrum and how they can be applied to improve your work.

Field Guide to Project Management

Field Guide to Project Management PDF Author: David I. Cleland
Publisher: John Wiley & Sons Incorporated
ISBN:
Category : Business & Economics
Languages : en
Pages : 656

View

Book Description
Publisher Description

A Field Guide to the Amphibians and Reptiles of Madagascar

A Field Guide to the Amphibians and Reptiles of Madagascar PDF Author: Frank Glaw
Publisher:
ISBN:
Category : Amphibians
Languages : en
Pages : 495

View

Book Description
Features over 700 species of Madagascar's amphibians and reptiles plus coverage of the island's flora, invertebrates, freshwater fishes, and birds. Individual species accounts provide the biology and description of all Malagasy amphibians and reptiles. Illustrated with over 1500 color photographs, range maps, illustrated ID keys, and extensive bibliography.

Your Guide to Passing the PSM I Assessment

Your Guide to Passing the PSM I Assessment PDF Author: Emma Key
Publisher:
ISBN: 9780648990802
Category :
Languages : en
Pages :

View

Book Description
A reference book for helping individuals to pass the Professional Scrum Master (Level 1) assessment with Scrum.org; a globally recognised certification for professionals who either already work in or intend to work in the field of Agile and Scrum as a Scrum Master.

The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue

The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue PDF Author: Andrew Dietz
Publisher: McGraw Hill Professional
ISBN: 0071825894
Category : Business & Economics
Languages : en
Pages : 240

View

Book Description
YOUR GAME PLAN FOR WINNING BUSINESS RELATIONSHIPS Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself--a touchdown, a goal, a home run--is the closing play. But you can't get there without great opening plays. In the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers--and that's what The Opening Playbook helps you to do. Business development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm. Taking on the role of your coach, Dietz shows you "game footage" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . . Throughout The Opening Playbook, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges). The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook. PRAISE FOR THE OPENING PLAYBOOK: "Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches." -- James H. Gilmore, coauthor, The Experience Economy and Authenticity "Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you." -- Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration "If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life "Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" -- Bill Cates, author of Get More Referrals Now and Beyond Referrals "Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." -- Alan Deutschman, author of Walk the Walk and Change or Die