Cover image for By the numbers : using facts and figures to get your projects, plans, and ideas approved
By the numbers : using facts and figures to get your projects, plans, and ideas approved
McLeary, Joseph Webb.
Publication Information:
New York : American Management Association, [2000]

Physical Description:
xvii, 286 pages : illustrations ; 24 cm
Added Author:
Format :


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HF5718.22 .B9 2000 Adult Non-Fiction Central Closed Stacks

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This is a guide on how to research, select and use numbers to sell a new product idea or a new venture. It also details how to build alliances with key players, build a broad base support, and design a presentation to appeal to a specific audience.

Table of Contents

Forewordp. ix
Acknowledgmentsp. xi
Introductionp. xiii
Chapter 1 Ideas and Idea Peoplep. 1
Do You Have What It Takes?p. 2
Is Your Organization Ready?p. 6
The Creative Companyp. 9
How an Organization Impacts New Ideasp. 15
Teamwork and Creativityp. 17
The Business Life Cyclep. 22
Key Learning Pointsp. 28
Chapter 2 Educate Yourselfp. 29
Your Company's Strategy and Goalsp. 32
Mission and Vision Statementsp. 34
General Business and Economic Conditionsp. 38
Your Market, Your Company, and Your Competitionp. 49
Competitor Datap. 62
Synthesizing and Concludingp. 63
Your Ideap. 64
What Type of Idea Is It?p. 67
Startup Ventures--Often a Special Casep. 70
Idea Life Cyclep. 71
Final Checkingp. 71
Accounting and Financep. 74
Key Learning Pointsp. 75
Chapter 3 Building a Business Casep. 76
Taking the First Stepsp. 77
Is Anyone Interested?p. 78
What Approvals Are Required?p. 81
Number Conceptsp. 85
The Elements of a Business Planp. 96
Putting the Numbers in Your Planp. 113
Backup Informationp. 114
Refining the Planp. 114
Key Learning Pointsp. 115
Chapter 4 Gaining Alliesp. 117
Selling Is Not Just a Numbers Gamep. 117
Methods of Achieving Buy-Inp. 120
Understanding Hidden Goalsp. 126
Make Your Plan Sell Itselfp. 127
Get Your Boss on Boardp. 133
Scaling Brick Walls--The Boss Who Gets in the Wayp. 136
Advocates and Championsp. 139
Build a Network of Supportp. 140
Who Gets the Credit?p. 144
Key Learning Pointsp. 145
Chapter 5 Assessing Your Audiencep. 146
Positioning Is Everythingp. 149
Meeting Audience Needsp. 152
Three Audiences, Including One You Don't Seep. 152
Business Needsp. 154
Whose Decision Is It?p. 159
Style Issuesp. 160
Preferences and Eccentricitiesp. 162
Bigger Audiencesp. 164
Key Learning Pointsp. 172
Chapter 6 Designing Your Presentationp. 174
What Makes an Effective Presentation?p. 176
Who Will Present?p. 177
How Long Is Our Window of Opportunity?p. 179
Which Comes First: The Presenter or the Presentation?p. 180
When to Presentp. 183
Establish a Time Limitp. 184
What to Presentp. 186
Organizing Your Information--After the Introductionp. 187
Presenting Bad Newsp. 189
Tailor Your Style to Your Audiencep. 190
Questions and Answersp. 190
Select Your Audiovisual Mediap. 192
Professional Presentations Vs. Do-It-Yourselfp. 199
Elements That Create Atmospherep. 200
Show and Tellp. 208
Using Charts and Graphsp. 209
Steps to Designing Your Presentationp. 209
What to Includep. 210
Develop Handoutsp. 210
Quality Is Everythingp. 211
Cheaters and Cheat Sheetsp. 212
Key Learning Pointsp. 213
Chapter 7 Preparing to Presentp. 215
Polishing Your Stylep. 217
Learn Your Materialp. 220
To Memorize or Notp. 221
Developing Familiarity with Materialp. 223
If You Must Read--Use Cards or Notesp. 224
Your Voicep. 226
Movement and Gesturesp. 227
Check Your Location and Equipmentp. 229
Rehearsep. 231
Practice Questions and Answersp. 232
Dress for Successp. 235
Dealing with Stage Frightp. 236
Key Learning Pointsp. 237
Chapter 8 Presenting Your Informationp. 239
Getting Readyp. 240
Look Goodp. 241
Feel Goodp. 241
Double Check Arrangementsp. 241
Open the Doors and See All the Peoplep. 243
Let the Meeting Beginp. 244
If You Go Blankp. 246
When to Talk, When to Listenp. 247
Read Your Audiencep. 248
Who to Focus On?p. 251
Taking Notesp. 251
Dealing with Interruptionsp. 252
Soliciting Questionsp. 254
Be Prepared to Negotiatep. 255
Handling Difficult Personsp. 258
In the Event of a Slipupp. 260
Buying Signalsp. 260
Time's Up: Now What?p. 262
Key learning Pointsp. 263
Bibliographyp. 265
Glossaryp. 267
Indexp. 281