INTRODUCTION: THE BIG PICTURE 17
The Importance Of Looking Outward: Business Students, The General Student Population And The Common Trap 17
Do You Need A Degree? 20
The Obsolescence Of Education 21
Discipline 22
Responsibility 22
Learning 22
BODY: 24
PART ONE: COLLEGE LIFE 24
CHAPTER 1: OFF SEASON PLANNING 24
Functions: What's What And Who Is It For? 24
Accounting 24
Decision Sciences & Quantitative Analysis 26
Entrepreneurship 26
Finance 27
Human Resources, Management & Organizational Behavior 28
Management Of Information Systems 28
Marketing 29
International Business 30
Electives: Choose Wisely – Who Moved The Cheese? 30
Choosing Your Major: Is That Your Final Answer? 31
CHAPTER 2: TRAINING CAMP - IN THE CLASSROOM 34
Professors 34
The Good, The Bad And The Ugly 34
The Good 34
The Bad 34
The Ugly 35
Beauty Is In The Eye Of The Beholder 35
Expect The Unexpected 36
Who's Who And How To Handle Each One 36
The Lifelong Academic 36
The Business Minded Academic 37
The Seasoned Executive 38
The Burned-Out Executive 38
The Young Maverick 39
The Manager On The Rebound 39
The Nervous Academic 39
The Short-Changed Professor 40
Teacher Hours 40
Challenging Them Versus Heckling Them 41
Learning Through Osmosis 42
Mentors 42
Counselor Or Advisor 43
Your Partner In Crime 43
Father Figure 43
The Critic 44
Contacts 44
Beware 44
Academic Contract 45
Stepping Out Of Others' Shadows 46
Stinkin' Feet 46
Daddy's Shoes 48
Big Brother 48
A Little Bit Of Patience, A Lot Of Success 49
Seizing The Moment 50
Students 51
Out With The Old, In With The New 51
Blurry Lines 52
Teammate Or Opponent? 52
Colleague Or Competitor 52
Friend Or Foe? 53
Enemy Or Ally? 53
Parts, Pride, Profit, Patriotism And Penalty 54
All About The Bottom Line 54
All About Victory 55
Class Is In Session: Lectures 56
To Go Or Not To Go? 56
Avoiding Surprises 56
The Inside Scoop 56
The Whole Truth… 56
Critical Path: When You Must Go 57
The First Class 57
The First Week 57
The Lecture Before The Exam 57
During Others' Presentations 57
What To Do When You Miss A Class 58
Ask Around 58
Contact Teacher 58
Class Discussions 59
Size Matters 59
A Taste Of Things To Come 59
Large Versus Small 60
"Hello? Hello? Anybody Home?..... Think McFly, Think." 61
Don't Just Do Something, Sit There! 61
Hear, Understand, Remember, Interpret, Evaluate, Respond 61
How Does It Relate To Business In General? 62
Apply To Other Classes In Your Major. 62
Apply To Other Classes In Business. 62
Apply To Other Majors. 62
Debates 63
I've Got The Power 63
Position 63
Legitimate 64
Reward 64
Coercive 64
Information 64
Personal 64
Rational 65
Expert 65
Referent 66
Charisma 66
Setting An Example: Stand Up And Shout 66
Presence Versus Attendance 66
Here Is Your Future Boss 67
Chain Of Command 68
President / Professor 68
Vice-President / Coach 70
President / Coach / Player 71
Finding Equilibrium In Exchanges 72
People Precede Profit 73
The Ugly Truth 74
Perception Is Everything 74
Confrontation And Intimidation 75
Slippery When Wet 75
CHAPTER 3: SCHOOL POLITRICKS & RED TAPE 76
Schedules 76
The Classes 76
Research The Class 76
Familiarize Yourself With The Professor 76
Credit 76
Fit In The Schedule 77
Pick What You Like 77
The Booking 77
Use Your Head, Call Ahead 77
Substitutes 77
Go Over It 78
Administration 78
Deadlines 78
The Paper Trail 78
Financial Aid 78
Advisors 79
Faculty 80
Fellow Classmates 80
The Game: Avoiding Enemies 82
PART TWO: PRACTICE MAKES PERFECT 83
CHAPTER 4: BATTING PRACTICE - IN THE STUDY 83
Exams 83
Study Tricks 83
Class Notes 83
Take Notes In Textbook 83
Highlight What Is Repeated 83
Be Concise 83
Add Notes From Other Classes 84
Add Examples From Industry 84
Revise Notes 84
Problems 84
Accounting 84
Decision Sciences & Quantitative Analsyis 86
Marketing 86
Management, Human Resources And Organizational Behavior 87
Finance 88
Management Of Information Systems 89
Projects 89
Choosing The Perfect Topic: Individual Or In Group 89
Pick An Interesting Topic 89
Research 90
Pick A Topic Where Research And Facts Exist 90
Inquire: Do You Smell What I'm Cooking? 91
Get In The Driver's Seat 91
Reassess 91
Identify 92
Plan 92
Breaking Down A Problem 92
Macro (Industry) Versus Micro (Firm) 92
Operations Versus Finances (Income Statement Approach) 93
Income Statement Versus Balance Sheet 93
Write In A Consistent Style 93
Follow Up 93
Set Deadlines 94
Individual Projects 94
Move! 94
Consult The Professor 94
Research 94
Outline 94
Guiding Light 95
Approve 95
Draft 95
Edit 95
Touch Up 95
Group Projects 95
The Draft – Choosing The Team: Checklist Required 95
Schedule Conflict 96
Topic 96
Friend Or Foe 96
Recruit From Different Majors 97
Leadership: Assume A Role 98
International Flavor 99
Gender Mix 99
Earn The Votes 100
Gameplan 100
Winning 100
Competition 100
On Your Marks… 101
Understanding Each Member 101
Level Playing Ground 102
Motivation 103
Cheerlead 103
Teamwork 103
Individuality Versus Teamwork 104
We All Make It Or Nobody… 106
Team Sports Versus Individual Sports 106
We Win Together, We Lose Together 106
Give and Take 107
The Sum Is Greater Than The Individual Parts 108
Whose Team Are You On Anyways? 111
A Necessary Evil 111
The End Goal 111
Celebrate 112
The Teacher, Coach, Quarterback And The Waterboy 112
CHAPTER 5 - STAYING AHEAD OF THE CURVE: GOING THE EXTRA MILE 116
Business Magazines: Breeze On Through To The Other Side 116
Title Descriptions: This Job's For You 119
Chief Executive Officer (CEO) 120
Chairman of the Board 120
Chief Financial Officer (CFO) 121
Chief Information Officer (CIO) Or Chief Technology Officer (CTO) 121
Chief Marketing Officer (CMO) 122
CHAPTER 6 - SHOW TIME: SCORING IN THE RED ZONE 123
Exams 123
Essays 123
Read Question 123
Highlight The Important 123
Outline 123
Blitz 123
Reread 124
Multiple-Choice 124
Time Per Question 124
Move On 124
Plug It In, Plug It In 124
The Ultimate Sales Pitch: Tips For A Stellar Presentation 125
Finalize The Pitch 125
Understand Your Audience 125
Content Is King! 125
What Is The Big Idea? 125
Frame The Message 125
Give Industry Examples 126
Set A Tone 126
The Mechanics 126
Make The Person That Is Most Nervous Go First - Sometimes. 126
Being The First Group To Present? 127
Presentation 128
PowerPoint Or Slides 128
Achtung Baby! 128
Information Overload 128
Read My Lips: Engage The Audience 129
Take Your Time 129
Come Again? Repeat The Question Please 130
The Final Product: A Killer Document 130
Presentation 131
A Cover To Judge A Book By 131
Consistency 131
Eye Grabber 131
Vicious Spiral 132
Table Of Contents 132
Bibliography 132
Index 133
Success Versus Failure 133
Perception 133
Define Success 134
Baby Steps: "Measures Of Merit" 134
From Concept To Reality 135
Envision A Dream But Visualize The Outcome 135
Decide On A Course, Focus On The Goal, Formulate The Strategy, Establish Steps And Act 135
Design, Implement, Create And Execute 136
Setting Goals 137
Motivation 137
Respect 137
Appreciation 137
Over Achievers 138
Need To Have Positive Reinforcement 138
Nice To Have Positive Reinforcement But No Need For It 139
Praise 141
Do You Want It? 142
Double Edged Sword: Risk Versus Return 142
Not All Risks Taken Lead To Great Results 142
Overcoming Setbacks 143
Analyze The Process 145
Assess The People 146
Be Tough 146
Be Fair 146
Temporary Or Permanent Setback? 147
Was This The War Or Just A Battle? 148
Remain Positive 148
What Goes Up What Must Come Down 148
What Is Down Must Come Up 149
Marathon Or Race 149
The Empire Strikes Back 150
Grades 152
PART THREE: TEMPTATIONS, DISTRACTIONS AND THE OUTSIDE WORLD 155
CHAPTER 7: MUCH ADO ABOUT EVERYTHING 155
Balancing Work With School While Studying 155
Get Your Butt Out Of Bed 155
Waves Today, Smooth Sailing Tomorrow 155
Synergy Baby, Syner-What? 155
Doughboy In The House 157
All In The Family 157
Welcome To Temptation Campus: Sex, Drugs And Rock 'n' Roll 159
Partying 159
Look Around 159
Be Selective 160
Find Out Details 160
Do Not Be Snobby 160
Spread The Word 160
Do Not Be Shy 161
Let's Dance 161
Alcohol 161
Drink After School Hours 161
Drink At Night 162
Water Is OK 162
Hangover Remedies 162
Responsible Drinking 162
Pickled Liver? 163
Beer: Quality, Not Quantity 163
Wine 163
Hard Drinks 163
Champagne 163
Drugs 164
Food 165
Time's Top 10 165
Tomatoes 165
Spinach 167
Red Wine 167
Red 168
Cabernet Sauvignon 168
Merlot 168
Pinot Noir 169
Shiraz 169
Zinfandel 169
White 169
Aligoté 169
Chardonnay 170
Gewurztraminer 170
Riesling 170
Sauvignon Blanc 170
Nuts 170
Broccoli 171
Oats 171
Salmon 171
Sushi 171
Garlic 172
Green Tea 172
Blueberries 172
Matters Of The Heart 173
Rhodes Scholar? 173
Relationships: Questions To Ask Yourself, Things To Look Out For 173
Are You Ready For A Relationship Or Do You Prefer To Be Single? 173
Advantages Of Relationships 173
Disadvantages Of Relationships 174
Long Distance 174
What Is Priority 1? 175
Seize The Moment 175
Be Yourself 175
Just A Gigolo… 176
Tug Of War 176
Who Are You? 176
What Do You Want? 176
Eureka! 177
Game Of Chess 177
Drop Hints 177
Mixed Vibrations 178
The Chase 180
Step By Step 180
People Like Challenges 180
Friend Or More 181
Voice Some Interest 181
Let The Other Person Be In Control 182
Date 182
Conversation Is King 182
Do Not Volunteer Info 182
Mutual Playing Ground 182
Make Eye Contact 183
Do Not Play The 3rd Degree 183
Leave Exes At Home 183
Kiss On The Cheek 183
Take It Easy, Take It Slow 183
The Gig 183
I Love */$%?&! 183
Communication Breakdown 184
Sacrifice 184
Once A Cheater, Always A... 184
Reality Strikes… 185
Perspective 186
Batter Up 186
Online Dating 186
Sex 188
Meet You On The Rooftop... 188
Money 189
Credit Cards 189
Do You Need One? 189
Buyer Beware 190
Why Do You Need One? 190
Call And Inquire 190
Get The Agent's Name 191
Everything Should Be Documented 191
What You Do Today Will Impact You Tomorrow 191
What To Use Them For 192
What Not To Use Them For 192
Pay Everything Off 192
Pay At Least The Minimum Amount 192
Pay Something Every Month 193
Have The Right Card 193
Cash Advance – Step Away From The ATM 193
Are You Interested? 194
Check Your Statement 194
Don't Run With Scissors... Walk 194
One More Thing 194
Communicate With Bank 195
Stress 195
Identify The Triggers 195
Modify Your Reactions 195
Body And Mind 196
Support Network 196
Fraternities & Sororities 196
Contacts And Connections 196
Come Here Brotha! 197
Sisters Come Correct... 197
What Have You Done For Me Lately? 197
Hazing 198
Where Are They Now? 198
Size Matters 198
Sports & Athletics 199
Play To Win 199
Hate To Lose 200
Think Original 200
You're An Athlete And A Scholar 201
Contacts 201
Military Education 201
World 202
World Wide Web 202
Webisize Your Class 203
If You Build It, They Will Come… 203
Early In The Product Life Cycle 203
The Conception 203
The Infant 204
The Toddler 204
The Adolescent 204
The Young Adult 205
Giving Back While In School 206
Students Associations 208
Please The Masses 209
Cater To The Niches 209
Goal 209
Bring Companies 209
Reach Outside 210
Professors Available To All 211
Follow The Demand, Ask Students Whom They Wish To Hear And Go Get Them 211
Tutoring And Teacher's Assistants 211
Follow The Example 211
Lead By Example 212
PART FOUR: STATE OF MIND 214
CHAPTER 8: RISE TO THE OCCASION & BREAK AWAY FROM THE PACT 218
The Id: Satisfying Our Personal Desires 218
Be Passionate 219
Speculate 219
Be Ambitious 220
Be Impatient 221
Think Of Yourself 221
Be Quick Or Be Dead 222
Blitz 223
Be Driven – Better Yet, Drive! 223
Pride 223
Block The Noise Out 224
Stick To Your Guns 224
Confidence Versus Arrogance 225
CHAPTER 9: UNDERSTANDING THE RULES OF ENGAGEMENT 226
The Superego: The Ideal Climb To The Top 226
Be Unselfish, Generous And Share 226
Share Your Knowledge 227
Be Humble And Modest 227
Give To Take 228
Respect Everyone 228
Be Responsible 229
Understand Your Competition 229
Measure The Return, Take Acceptable Risk 229
Too Smart For Your Own Good 230
Give Praise 230
Learn From Failures 231
Show Class 232
Demonstrate Etiquette 233
Social Settings 233
Be Polite 233
Speak Softly 233
Temper Temper 233
Let Others Finish 234
Never Get A Laugh At Someone Else's Expense 234
Letter Etiquette 234
Message 234
Short And Sweet 234
Mistakes 234
Hook 235
Phone Etiquette 235
Do Unto Others What… 235
Speak To The Right Person 235
Short And Sweet 235
Introduce Yourself 235
Refer To Previous Meeting(s) 235
Summarize 236
Message Etiquette 236
Short And Sweet 236
Hook 236
Email Etiquette 236
Do Not Use Slang 236
Relax There With The Punctuation Cowboy!!! 237
Be Careful 237
Include Previous Correspondence 237
Leave Your Signature 237
Address It To Those That Care 237
Use The Bcc: When It Makes Sense 237
Beware Of The Bcc: 238
To: Versus Cc: 238
Subject Matter 238
Fear 238
Intimidation 240
Criticism 240
Study The Source 240
Why The Criticism? 241
Negative Is Destructive 241
Positive Is Constructive 241
Personal 241
Professional 242
Punishment? 242
Shutting Up The Critics 242
Leave The Bitter For The Gin 242
Maintain Your Credibility 243
Remain Diplomatic 243
Apologize When You Must 244
CHAPTER 10: SURVIVING, MOVING & THRIVING 245
The Ego: Take Your Vision And Build Your Dream 245
Learn 245
Separate Need To Know From Nice To Know 245
Be Versatile And Remain Independent Of Others 245
Open Your Blinders 245
Remain Determined 246
Stay Positive 246
Negativity Breeds Negativity 247
Stay Confident 248
Grace Under Fire 249
Trust 249
Motivation 250
Execution 251
Timing 252
Be The Consummate Professional 253
Do Not Be Close-Minded When You Are Looking For A Job 253
Piece Of The Puzzle 253
You're Not Special 254
Build Step By Step 254
Understand Your Weaknesses 254
Know Your Audience 254
Leave Your Integrity Intact 254
Be Fair 256
Be Patient 256
Avoid Mistakes 256
Be Grateful 256
Be Classy 257
Have A Vision 258
Be Committed To Excellence 258
CHAPTER 11 – FINAL COUNTDOWN: THE HOME STRETCH 259
Study Or Work 259
Do You Use This Stuff? 260
The Little Engine That Could… 260
Are You Experienced? 264
When Do You Use This Stuff Anyway? 264
Searching For Work: Being On The Lookout 266
Careers And What To Expect From Each 266
Accounting 266
Decision Sciences & Quantitative Analysis 267
Finance 267
Marketing 267
Management 267
Entrepreneurship 268
Other Careers 268
The Right Outlook 268
Bide Your Time 268
Set It Up Just Right 269
Do Not Feel Obliged… 269
First Impressions 269
Setting 269
Who Is Your Audience? 270
Examine And Listen 270
Common Ground 270
Marketing Yourself 270
Be Yourself 270
Dress To Impress 270
Close Shave (for the male reader) 271
Speak Clear 271
Remember Names 271
Jokers Beware 271
Introduce Others 271
Leave an Impact! 271
Networking: Contact This! 272
Business Cards 272
Headhunters 272
Job Fairs 273
Show That You Are Unique 274
Walk Around And Get A Feel 274
Take A Practice Swing 274
Remain Confident 274
Remain Positive. 274
Don't Go ''Tossing Salad'' Now... 275
Respect Them And Respect Their Mandate. 275
What To Expect? 275
What Not To Do? 275
Leave On A Good Note 275
Follow Up 276
Sticking Out Of A Crowd: Standing Out From The Pile And Grabbing Attention 276
From Résumé To CV 278
CV 278
Résumé 278
Key Points: CV Or Résumé 278
Cover Letter 279
What Makes For A Good Cover Letter? 279
How Did You Hear About The Opening? 279
Why Are You Interested In The Position? 280
Why Are You The Perfect Candidate? 280
Hook, Line, Sink 280
The Phone Call 280
Interviews 281
Before 281
Do Your Homework 281
Dress 281
Be Punctual 281
"They Will Be With You In A Second" 281
During 282
Shake Hands 282
Body Language 282
Smile 282
Listen 282
Play The Part 282
Do Not Interrupt 283
Do Not Argue 283
Role-Play 283
Names 283
Show Time 284
Say Thanks 284
What Role Will You Play? 284
After 284
Follow Up 284
Graduation 285
Valedictorian Speech 285
The Real Deal 285
It Was The Summer Of … 286
Race Or Marathon? 287
An Early Sabbatical? 289
Volunteer 289
Help Out 289
Travel 289
Should I Stay Or Should I Go? 290
Want To Settle Down Or Move Up? 290
Pay 291
Expenses 291
Culture, Religion 291
Settling In The New City Or Mixing It Up In Your Career 291
Letters Of Recommendation 291
Important In The Overall Evaluation 292
This Is Your Candidate, I'm Telling You… 292
Don't Be Shy 292
What Is Important? 292
Familiarity 292
Be Clear 293
Break It Down 293
Why Them? 293
Thank Them 293
Do The Legwork 293
Let's Get Personal 293
Take It Easy! 293
Choosing The Right Career Path For You 294
Being Comfortable In Your Own Skin. 294
Are You An Entrepreneur? 294
Dilution 295
Smart Money 296
Respect 296
Communication Breakdown 296
What Do Investors Look For? 297
AIDA 298
How Do You Attract? 298
Raise Their Interest Level 298
Brew The Desire 299
Action, Not Words! 299
KISS 299
ABC 299
It's All About The Company 300
Is Bigger Better? 300
Company Goals Versus Personal Ones... 300
Level Of Control 300
Seeing Beyond, Seizing The Opportunity, Winning And Staying On Top 301
Recognize An Opportunity 301
CONCLUSION 308
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