POINT FOCAL. You may already be a high achiever. But what if you E SSENTIAL BUSINESS KNOWLEDGE FOR HIGH ACHIEVERS

Transcription

1 FOCAL POINT Brain Tracy A PROVEN SYSTEM TO SIMPLIFY YOUR LIFE, DOUBLE YOUR PRODUCTIVITY AND ACHIEVE ALL YOUR GOALS You may already be a high achiever. But what if you could double your income, increase your time off and improve your relationships? What if you could become more productive, more successful and happier while working fewer hours with less stress? To double your income, increase your time off and become more productive, you need to find your focal point. The focal point is the most important thing you can do in any given moment to attain maximum results in any part of your life. The Focal Point process allows you to concentrate your efforts on high-value activities. This saves you time and means that all your efforts are creating the results that you want to achieve. Brian Tracy s Focal Point Process has previously only been available to his private clients many of whom willingly pay thousands of dollars for this invaluable information. Now you can learn to use the power of the Focal Point process to revolutionise your life and improve your results out of sight. IN THIS SUMMARY Unlock Your Full Potential 2 Make a Habit of Success 3 Seven Lessons for the 21st Century 7 A Sense of Destiny 8 Finding your focal point will help you become more effective at work, increase your income and give you greater freedom. This process will help you reach a satisfying balance between personal relationships and work, and experience more joy with your family and friends. You will gain control of your money and achieve financial independence. Your health and fitness will improve, and you will have time to work on your personal growth. You will enjoy spiritual development and create change in your community. Through the power of the Focal Point Process, you will be able to achieve all of this and more. You will develop your own plan for achieving fast and fantastic results in every important part of your life. E SSENTIAL BUSINESS KNOWLEDGE FOR HIGH ACHIEVERS

2 ABOUT THE AUTHOR Brian Tracy is one of the most successful motivational speakers and consultants in the world. Each year he addresses up to 450,000 people in America and around the globe. His clients include IBM, Arthur Andersen and the Million Dollar Round Table. He is the best-selling author of many books, including Maximum Achievement, Advanced Selling Strategies and The 21 Success Secrets of Self-Made Millionaires. UNLOCK YOUR FULL POTENTIAL The central concept behind the Focal Point process is clarity. Through this process you will develop clarity about who you are and what you really want. You will learn to achieve your goals faster and more easily than you can now imagine. To improve the quality of your life and work, there are essentially four things that you can do: 1. You can do more of certain things. You can do more of the things that are of greater value to you and bring you rewards and satisfaction. 2. You can do less of certain things. You can cut down or discontinue activities that don t help you achieve your goals and may even be standing in your way. 3. You can start doing new things making new choices, learning new skills, beginning new projects or activities. 4. You can stop doing certain things. You can stand back and re-evaluate your life. You can choose to discontinue activities that are not taking you where you want to go. You can dramatically improve your quality of life almost overnight. All it takes is the desire to change, the decision to take action, the discipline to practice your new behaviours and the persistence to keep at it until you get the results you want. With the Focal Point Process you can double your income and double your time off. Many people are able to accomplish this in as little as thirty days. THREE QUESTIONS FOR HIGH PRODUCTIVITY 1. What are my highest-value activities? Constantly ask yourself what are the things you do that contribute the most value to your work. 2. Why am I on the payroll? Figure out what it is that you have been hired to accomplish in terms of measurable results. 3. What is the most valuable use of my time right now? This is the key question in personal and time management. Ask it every hour of every day. You should be working on this most of the time, if not all the time. FROM THE AGE OF MANPOWER TO THE AGE OF MINDPOWER Many people are trapped in an old paradigm. They believe that the only way to increase their income is to increase the amount of work they do or the number of hours they spend in the office. But this old way of thinking just leads to an exhausting dead end. We have moved from the Industrial Age, through the Service Age and into the Information Age. In the Information Age, knowledge is the primary resource and the most valuable factor of production. Now it is not manpower that moves mountains it is mind power. The world has changed dramatically and we need to change with it. In the new information economy, the way we think and get results is dramatically different. Today, we are paid for accomplishments not activities. We are paid for outcomes rather than inputs. Your rewards are determined by the quality and quantity of your results. THE GRAND SLAM FORMULA S Simplify Simplify your time and your life by stopping as many lowvalue activities as possible. This will free up more time to do the things that really make a difference. L - Leverage Leverage your strengths and abilities to achieve more. Use other people s knowledge, energy, money, successes, failures, ideas and contacts to help you achieve your goals faster. A Accelerate These days, everyone has a need for speed. Always find ways to do things faster for the key people and customers in your life. M Multiply Multiply yourself by working with other people who have skills and abilities that complement your own. Your ability to assemble a team of excellent people is a key to creating long-term success. THE TOP 20% We are all aware of the 80/20 rule that 80% of our results come from 20% of our activities. Identify the things you do that contribute the greatest value to you and your company. 2 To order individual summaries or books, simply contact our Customer Care People on

3 Resolve to spend more time on your top 20% of most productive activities and less time on the 80% of lowvalue, time-consuming tasks. Downsize, delegate, outsource or discontinue as many of the 80% tasks as you can. You will become more productive. Your output, productivity and performance will gradually improve. Your contribution will be valued more highly because you will be completing more tasks of higher value. You will be getting twice as much done in the same amount of time so you can afford to double your time off. What you concentrate on grows. As you concentrate your efforts on your most productive tasks, they will take up more of your time and attention. Your results will improve automatically. To succeed with this process, it s essential that you take responsibility for yourself and your life. That means, whatever conditions exist in your life, you accept complete responsibility for them without blaming others or making excuses. Only then do you have the power to change what you don t like. See yourself as self-employed regardless of who signs your paycheque. You are responsible for selling yourself in a competitive marketplace. Instead of making excuses, you ll start making progress. MAKE A HABIT OF SUCCESS Our habits account for almost everything we do. Successful people have good habits that enhance their lives. Habits are learnable skills you can learn any habit you choose. Good habits are hard to develop but easy to live with. Bad habits are easy to develop but hard to live with. Form good habits and make them your masters. DOUBLE YOUR PRODUCTIVITY Think through your work before you start your day. Clarity is everything. To achieve more, you need to be absolutely clear about what you want to accomplish. Then identify and implement the best way to achieve it. Take a step back from the situation. Get your ego out of the way. Be more concerned about what s right than who s right. Ask yourself: Is this working?. If you encounter resistance or stress, question your methods. Ask yourself if there is a different way of achieving your goals. MANAGE YOUR TIME, MANAGE YOUR LIFE Effective people allocate their time carefully. They invest time in thinking about how they are going to spend their days. They make every minute count. Effective people plan their time in tight ten and fifteen minute segments. As a result they accomplish a great deal more than the average person. Time management is really life management. When you love your life, you love every minute of it. You become very careful about misusing or wasting a single precious second. IT S A SIMPLE TASK TO MAKE THINGS COMPLEX, BUT A COMPLEX TASK TO MAKE THEM SIMPLE MEYER S LAW FIVE QUESTIONS FOR OPTIMUM PERFORMANCE 1. What am I trying to do? Define your ideal outcome or ultimate goal. Be sure that you, and your team, are crystal clear about the desired outcome before you get to work. 2. How am I trying to do it? Ask yourself if you are using the best method to achieve your desired results. Remain open to the possibility that you may be wrong. Think things through, analyse your approach and make sure this is the best way to approach your objective. 3. What are my assumptions? Question your assumptions about the market, the actions or performance of others, the underlying motives of key players and the outcome of future events. Remember: Errant assumptions lie at the root of most failures. 4. What if my assumptions were wrong? Consider what would happen if the things that you believe to be true turned out to be otherwise. Maybe someone you are negotiating with is only using the negotiation with you to get a better deal elsewhere. Be willing to question your most cherished assumptions. 5. What would I have to do differently if my key assumptions were wrong? What would you do if your approach failed miserably? Do you have alternatives? If you were not doing it this way, would you start the process over again? Be willing to ask How else could I go about achieving the same result? SEVEN KEYS TO HIGHER PRODUCTIVITY 1. Work harder at what you do. When you re at work, work hard all the time. Don t waste time socialising with friends. Put your head down and work full blast for the entire day. This alone will enable you to double your productivity. 2. Work faster. Sharpen your sense of urgency. Don t waste time, To subscribe contact Standford Management Institute at 3

4 get on the job and keep a fast tempo in your work activities. Move faster from task to task. You ll be amazed at how much more you can accomplish simply by picking up the pace. 3. Work on higher-value activities. The number of hours you work is nowhere near as important as the quality of the goals you achieve. The more time you spend on high-value tasks, the greater results you will obtain from every hour you invest. 4. Do things you are better at. When you work on tasks that demand your special talents, skills and expertise you can achieve much more in a shorter period of time. Work at getting better at the important things you do. Nothing will increase the quality and quantity of your output faster than honing your most valuable skills. 5. Bunch your tasks. Doing several similar activities at once increases your productivity in two ways. By grouping similar tasks together you don t waste time doing them in dribs and drabs. And as you work, you get faster and move more quickly along the learning curve. Each subsequent task takes less time. 6. Simplify your work. Consolidate several parts of your job into a single task so that the number of steps is reduced. Eliminate as many low-value activities as possible. 7. Work longer hours. Although one of your goals is to double your time off, it is true that you can increase your productivity by arriving at work a little earlier and staying a little later. You can start the day before the average person, as well as missing the traffic. These extra hours are all you need to become one of the most productive and highest paid people in your field. TAP YOUR MOST PRECIOUS RESOURCE Your mind is your most precious resource. Over the years, many successful people have been asked what they think about most of the time. Their answers seem to be the same wherever they are in the world, and in whichever field they excel. Successful people spend most of their time thinking about what they want and how to go about getting it. Unsuccessful people spend their time thinking about the past, their problems and blaming people and circumstances for their predicament. They slip into the bad habit of thinking and talking about their problems most of the time which only makes the situation worse. YOU ARE WHERE YOU ARE AND WHAT YOU ARE, BECAUSE OF YOURSELF AND NOTHING ELSE. NATURE IS NEUTRAL. NATURE DOESN T CARE. IF YOU DO WHAT OTHER SUCCESSFUL PEOPLE DO, YOU WILL ENJOY THE SAME RESULTS AND REWARDS THAT THEY DO. IF YOU DON T, YOU WON T. A landmark study at the University of Pennsylvania showed that the predominant quality of successful people is optimism. They maintain a positive mental attitude to themselves, to others and to life in general. The more optimistic you are, the more successful you will be in every area of your life. You are likelier to be happier, wealthier and live longer than those with a less positive attitude. You will feel better, have more energy and be more creative. Developing the habit of optimism will do more to ensure your success and happiness than any other action you can take. THE MENTAL FITNESS PROGRAM If you want to be physically fit, you need to work out. You need to do a series of different exercises to ensure you achieve a state of maximum fitness and maintain it. To improve your mental fitness, there is a set of mental exercises you can follow to help you cultivate a positive attitude. If you follow this mental workout regularly, soon you will automatically respond in a positive way to everything that happens to you. THINK ABOUT THE FUTURE The most successful people are future-oriented. They don t waste time thinking about the past and carrying blame or resentment. Think about the future. Think about the things that you want to experience in your life and work. Write a list of your dreams. Successful people have a very clear vision of their ideal future and they work to make it a reality in the present. CREATE A FIVE-YEAR VISION When conducting a strategic planning exercise, I go around the room and ask executives to project themselves five years into the future. I ask them to imagine that their company is the very best in its industry and has been chosen for a special report in the national press. We focus on the three to five visions that this company could achieve in five years. When the vision is clarified we set strategy by asking How could we turn this vision into a present reality?. Asking how forces you to be positive and future-oriented. It generates curiosity and creativity. The more you ask 4 To order individual summaries or books, simply contact our Customer Care People on

5 how you could accomplish your dreams, the more insights and ideas you will have to bring your visions to life. TAKE A TEST EVERY DAY All of life is a test. You are constantly being tested by the ups and downs and unexpected events of daily life. The greatest test of all is your ability to think and talk about the future, your plans, goals and dreams. This must become the focal point of your thinking. THINK ABOUT YOUR GOALS The second attitude that will be a key to your success is goal-orientation. Successful people think about their goals and how they are going to achieve them most of the time. The key to goal setting is to write it down. Setting goals is easy. It is a skill that can be learned with practice. Think about your goals day and night. Ask yourself How? Once you have mastered the art of goal setting, you can accelerate your success beyond your wildest dreams. COMMIT TO EXCELLENCE To be truly successful, you must be committed to excellence. Resolve to join the top 10% of your field, no matter how long it takes. Everyone who is at the top of their field had to start somewhere usually at the bottom! Make a decision to be excellent at what you do and start doing something every day to develop yourself professionally. When you become excellent at what you do, your life will change dramatically. You will feel great about yourself and you will be admired and respected by your peers. Nothing will help you achieve your vision as much as improving your skills and committing yourself to professional excellence. FOCUS ON RESULTS Successful people are constantly thinking about the results they expect from themselves. Result orientation means that you make a list of everything you have to do before you begin. Organise your list by priority and value. Select the most important thing on the list and concentrate single-mindedly on accomplishing that task. Persevere without distraction until it is complete. Be sure you know your highest value activities and your key result areas. Identify the one activity you can do that will make the biggest difference to your company. And make sure the results are measurable. IF YOU CAN T MEASURE IT, YOU CAN T MANAGE IT. In the end, getting results is what it s all about. The quality and quantity of your results decides the quality and quantity of your rewards. CONCENTRATE ON SOLUTIONS The next attitude to cultivate is a focus on solutions. Unsuccessful people think and talk about their problems all the time. They become negative, angry and pessimistic. But when you think and talk about solutions, you become optimistic, positive and creative. The more you focus on solutions, the more effective you become at creating solutions. DEDICATE YOURSELF TO LIFELONG LEARNING To be truly successful, you need to focus on your own growth. Your life only gets better when you get better. Your mind is like a muscle you need to use it or it will wither away. You have enormous reserves of untapped energy. You have the ability to learn and become competent in more areas than you can dream of. Invest 3% of your income back into yourself for the rest of your life. For every dollar you invest in your mind, you can earn $10, $20, $100 or $1000 back in personal income. Read books, listen to audio programs and attend seminars. Many people talk about books, tapes or seminars that paid for themselves 1000 times over in as little as a year. To earn more, learn more. DO IT NOW! The final mental exercise in this workout is action. Successful people are action-oriented. Today everyone is in a hurry, so speed is equated with quality. If you act quickly when people approach you with a need or a question, they will assume that your work is better and more valuable than that of those who move slowly. If you move fast, you will increase your energy, gain more experience and learn more. The faster you learn and gain experience, the more you will accelerate your success. The faster you move, the better the quality of your life in almost every area. EFFECTIVE GOAL SETTING Follow this simple formula for setting and achieving goals: 1. Decide exactly what you want in every area of your life. Clarity is vital. 2. Write your goals down very clearly. Make them measurable. Goals that are not written down are merely fantasies. 3. Set a deadline for your goal, and if necessary, set subdeadlines to mark the way. 4. Make a list of everything you will have to do on the way to achieving your goal. To subscribe contact Standford Management Institute at 5

6 5. Organise your list into a plan, by prioritising the steps to reach your goal. Rework your plan until it is complete. 6. Take action on your plan immediately. Do something, anything, however small, that is part of your plan for achieving your goals. Most people don t achieve their goals because they don t take action. 7. Resolve to do something each day that advances you towards your goals. WHAT ARE YOUR BUSINESS VALUES? The starting point for business success, whether for yourself or your company, is to identify your values. Clarifying your values enables you to determine what is most important to you and focus on it. Your values will determine what you feel is important, right and worthwhile in the human condition. They decide your emotions, the kind of people you like to be around, the type of work you want to do, and the way you respond to the world in general. People are happiest and most fulfilled when their lives are consistent with their highest values and their most deeply held convictions. Unhappy, underachieving people are often unclear about their values and regularly compromise them. Stress and unhappiness result when you compromise your values in some part of your life. Your choice of values determines your character and personality. It dictates your choices and priorities. Your values determine what you will do and what you won t. What are your values? What do you believe in? What do you stand for? What do you stand up against? Identify the three to five values that are most important to you and examine your current behaviour to see how consistent it is with the values you have chosen. Select one value which you feel is more important than any other. Make this your focal point in your behaviour and decision-making. FOUR KEYS TO CAREER SUCCESS 1. Specialisation Specialisation is your ability to channel your energies into a vital area of measurable value to your company or your customers. Your area of specialisation is a critical factor in your long-term success. 2. Differentiation Differentiation is what sets you apart from the competition. If customers or co-workers were asked about your area of excellence, what would they say? What do you do better than anyone else? When do you feel you are performing at your peak? If you don t have an area of excellence develop one today! 3. Segmentation Segmentation is the process of defining your most valuable customer clearly. Once you know who is your most important customer, you can concentrate your efforts on satisfying that particular customer better than anyone else. You can change the entire definition of your business by identifying your ideal customer and focusing your efforts on them. 4. Concentration Concentration is your ability to focus single-mindedly on serving your specific market segment, by creating products and services that are excellent for your customer base. DEVELOP WINNING BUSINESS AND CAREER HABITS First you shape your habits, then your habits shape your life. Developing good habits is an ongoing responsibility. It is too important to be left to chance. Your goal is to develop habits in each area of your life which make it easier for you to achieve better and better results. Some valuable habits shared by many successful people are punctuality, good time management, self-discipline, single-minded concentration, an ability to complete tasks and thoughtfulness. You can develop all of these habits through repetition. You can develop any habit you think would be desirable simply by taking daily action to reinforce it. Select one behaviour consistent with the habit you want to develop and practice it every single day. Before you know it, it will become as natural to you as breathing. The difference between success and failure is action. Talk is cheap action is priceless. ACHIEVE FINANCIAL INDEPENDENCE One of your highest responsibilities to yourself and your family is to achieve financial independence so that you never need to worry about money again. Making a million dollars is a lot easier than many people realise. If you saved $100 per month from the time you were 20 until the time you were 65, and invested the money in a well-managed mutual fund you would earn an average of 10.8% interest. At that rate, $100 per month would mature to over $1,200,000 when you reach retirement age. So why don t more people make a million dollars in their lifetime? First, people assume that it isn t possible. Or, they fail to make a firm decision to save, invest and keep on saving. They hope and wish to start, but they don t take action. Finally, if they do believe it s possible, and they do make a decision to start, they procrastinate. They put it off month after month, year after year, until it s too late. The most financially successful people are those with a 6 To order individual summaries or books, simply contact our Customer Care People on

7 long time horizon. They think and plan ten, fifteen and twenty years ahead. They organise daily and weekly goals that are consistent with the long term goals they want to achieve. You can change your entire life by changing the order of your priorities. Take the goal of financial independence and move it to the top of your hierarchy. Self-made millionaires think about financial independence most of the time. They organise their lives around saving and investment. They think about new opportunities to earn or acquire money and they are always looking for the most lucrative ways to invest their savings. It s unlikely you are going to win the lottery. In all probability, no distant relation is going to die and leave you a fortune. You are not going to strike gold or oil, or make a lucky break on the stock market. The only way you are going to achieve financial independence is by saving and investing, month after month, year after year. FOLLOW THE RULE AND BREAK THE LAW Parkinson s law says that expenditures invariably rise to meet income. The more you earn, the more you spend. Even if your income increases by 100% or 200%, your expenses will eventually increase to eat up the whole amount. Financial success comes from breaking Parkinson s law. To be financially successful, you must refuse to allow your expenditures to increase at the same rate (or a faster rate) than your income. Here is a rule that can virtually guarantee you become wealthy over the course of your lifetime. Any time you receive an increase in pay or salary, save and invest 50% of the increase and spend 50% of the increase whether it be on improving your standard of living or developing your professional skills. Resolve today to save half of any increase in your salary for the rest of your career. This discipline alone will help you achieve financial independence. BECOME EVERYTHING YOU ARE CAPABLE OF BECOMING It is a cliché that the average person uses only ten percent of his or her potential. Studies undertaken at Stanford University s Brain Institute show that it is actually closer to just 2%. Nature is very generous she provides us with an abundance of abilities and possibilities most of which will go unrealised throughout our lives. Essentially we are all quite similar. We all have the same brain structure. Everyone has a range of talents and abilities. Some of us start with greater natural or social advantages, but on average, each of us has the ability to develop far beyond anything we have achieved so far. THE 1,000 PERCENT FORMULA The 1,000 Percent Formula is based on the law of incremental improvement. Change and progress take place slowly. Significant and lasting changes rarely happen in quantum leaps. By setting goals and priorities and focusing on high-value activities, you can increase your overall productivity and performance by 1/1,000 in the next twenty-four hours. Keep doing it every single day and you will be surprised at the progress you will make. Every improvement in any part of your work affects other parts of your life at the same time. As you become more skilled at managing your time, you will become more productive with your customers and clients. You will be surprised how quickly you can move to the top of your field by increasing your productivity by just improving by 1/1000 each day. THE SEVEN STEPS TO 1,000 PERCENT 1. Wake up two hours before your first appointment and read for one hour in your field. 2. Rewrite and review your major goals each day before you start work. 3. Plan every day in advance. Make a list of everything you need to do the night before and let your mind work on it while you sleep. 4. Always concentrate your efforts on the most valuable use of your time. 5. Listen to audio programs and motivational tapes in the car. 6. After each experience, ask yourself two questions: What did I do right? and What would I do differently? 7. Treat everyone you meet like a million dollar customer. Treat your co-workers the same way you would treat a valued customer of your firm. And treat the people at home as if they were the most valuable people in the world to you because they are. SEVEN LESSONS FOR THE 21ST CENTURY 1. Your life only gets better when you get better. Your outer world reflects your inner life. If you want to see improvement in the outside world, start by working on yourself. The good news is that there is no limit to how much you can improve yourself and your life. 2. It doesn t matter where you re coming from; all that matters is where you re going. To subscribe contact Standford Management Institute at 7

8 Never let the past hold you back. Learn from history and let it go. The past is over and it can t be changed. Stay focused on the future it is only limited by your imagination. 3. Anything worth doing well is worth doing poorly at first. Everything worth doing is hard before we become skilled at it. Many people don t realise their full potential because they try something new and it doesn t work perfectly the first time. If it s worth doing well, it s worth doing badly the first time, and the second time, and every time, until you master it. 4. You are only as free as your options. Your personal freedom is determined by your choices and the options available to you. The more options you have the greater freedom and self-confidence you have. Keep developing new options throughout your career. Don t hang all your hopes on a single possibility. 5. Within every problem or difficulty is the seed of a greater opportunity. Look for the good in every situation. Look for the valuable lesson buried within life s difficulties or setbacks. You will always find a positive in every situation if you look for it. 6. You can learn anything you need to learn and achieve any goal you set for yourself. You are a learning machine. Anything that anyone else has learned is something that you can learn too. Within reason, you can acquire any knowledge, skill or ability you need to rise to the top of your field. When you live in truth with yourself and others, and follow your inner voice, you will make your life something truly wonderful and inspiring. A SENSE OF DESTINY Peter Daniels, an Australian millionaire and motivational speaker, read over 500 biographies and autobiographies of famous men and women. He found that all these well-known people had one quality in common: a sense of destiny. They believed that their lives had a special purpose, that they were put on this earth to achieve something significant and lasting. What kind of difference do you want to make in the world? What do you want to be famous for? What do you want to be the legacy you leave to future generations? ALL OF LIFE IS ACTION AND PASSION. NOT TO BE INVOLVED WITH THE ACTIONS AND PASSIONS OF YOUR TIME IS TO RUN THE RISK OF HAVING NOT REALLY LIVED AT ALL. What is your passion? What is going on in the world that gets you fired up? What motivates you to action, what attracts you, what do you talk about, argue about, care about? To find meaning in our lives, we need to be committed to a cause that is greater than ourselves. Only then can we rise above our perceived limitations and put our heart and soul into making a difference in the world. 7. The only real limits on what you can do or be are the limits you accept in your own mind. Your mind is the most powerful force in your life. Your thoughts shape your life and create the conditions you experience every day. By changing the way you think you can revolutionise your life and create the life you always dreamed of. Change your mind and your world today. THE HIGHEST GOOD The highest human good is peace of mind. You can measure your success at any given time by the level of happiness and peace of mind you are experiencing, how good you feel about yourself and your world. Peace of mind is only possible when you feel completely satisfied and content. It comes when you follow your intuition, and do and say what feels right for you. When you discipline yourself to live in harmony with your deepest spiritual values, you will transform your character. You will become a better person and experience a newfound sense of peace and clarity. Bringing Essential Knowledge to Busy People A 12 month subscription of 36 summaries costs AUD$259 To subscribe, contact Standford Management Institute at: Tel: or Fax: (02) info@standford.com.au PO BOX 184, Crows Nest, NSW 1585, Australia ACN Standford Guarantee of Quality We recognise that sometimes a summary may not be relevant to your situation. In this instance, we will be happy to exchange it for another from our extensive library Standford Management Institute. Reproduction in any form without the express written consent of SMI is prohibited.