Jumat, 02 April 2010

[D754.Ebook] Download PDF A Summons From Danby Castle (Regency Christmas Summons Book 1), by Jerrica Knight-Catania, Samantha Grace, Lily George, Olivia Kelly, Mari

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A Summons From Danby Castle (Regency Christmas Summons Book 1), by Jerrica Knight-Catania, Samantha Grace, Lily George, Olivia Kelly, Mari

FIVE REISSUED CLASSICS
Re-released classics originally found in: A Summons From the Duke (out of print), and A Summons From His Grace (out of print)

Jerrica Knight-Catania's LOVING MISTER LOCKWELL
Samantha Grace's TWICE UPON A TIME
Lily George's A SECOND CHANCE FOR CHRISTMAS
Marie Higgins's BECOMING A LADY
Olivia Kelly's IT HAD TO BE YOU

  • Sales Rank: #343070 in eBooks
  • Published on: 2015-07-07
  • Released on: 2015-07-07
  • Format: Kindle eBook

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2 of 2 people found the following review helpful.
Love These Tales of the Duke of Danby's Family
By Dee Foster
Loving Mr. Lockwell by Jerrica Knight-Catania
Being the granddaughter of the Duke of Danby & the daughter of his heir isn’t exactly to Isabel Whitton’s liking. After all, it means living in the ancestral home with the Duke; which that isn’t too bad as it give her access to the Duke’s massive library – a place she could spend all her time…alone. The downside – the Duke summons the entire family at least once a year & her quiet solitude is invaded with Whittons.
The latest Christmas gathering is no different than any other gathering with the exception her twin sister has forged a letter to their brother’s best friend inviting him to spend his Christmas with the family in hopes of making him her husband. Something Isabel can’t understand after all she’d rather have her books than a man. That is until the arrival of her twins infatuation & the friend he brought with him…Damien Lockwell.
Damien Lockwell would rather be anywhere than his own home for Christmas. Hence he tags along with his friend to the Duke of Danby’s for Christmas. And after his first interaction with Isabel Whitton he is glad he did.
As these two battle wits & try to keep up with the interactions of her sister & his friend, their own fireworks explode.
A wonderful tale of unexpected love written by the talented Jerrica Knight-Catania.

Twice Upon a Time by Samantha Grace
A summons from their grandfather, the Duke of Danby, is never a pleasant thing. Although Julian Beckford has missed the last several years while living in India. However, his cousin has been subject to each summons (a summons that implies the Duke is in failing health) & is determined to give the old man what he wants by hiring an actress to be his fianc�e & enlists Julian’s help in picking the right actress. Something Julian is less than thrilled about.
All Felicity Halliday wants is to keep her mother & sister together but since her father died it has been almost impossible to make ends meet. Hence, she has started treating the disreputable having learned medicine at her father’s knee which has her coming & going from the theater at late night hours. A time that has her pulled off the street into a waiting carriage with 2 gentleman.
Julian becomes more frustrated as his cousin’s plan gets out of hand when the chosen actress proves difficult to approach much less talk to. However, when things calm down his cousin is able to convince her that it will be monetarily beneficial. But like all his cousins plans there’s a lot of aspects that he hasn’t considered.
Felicity knows that the proper thing to do would be to turn down this offer but the amount of money offered would provide for her family for years. Not to mention it puts her in close proximity to Julian Beckford, someone she has loved from afar for many years after helping tend his ailing aunt. However, Julian doesn’t seem to recognize her. Will Julian eventually recognize her & if he does how will that effect the plan his cousin has?
Samantha Grace writes a lovely tale of past meeting present along with an entertaining & insightful trip from London to the Danby Castle.

Becoming a Lady by Marie Higgins
Dorothy Paxton has lived her entire life despising English gentleman. After all her “father” was one. One that her mother fell madly in love with, became pregnant with Dorothy by, & abandoned by. And the name “Duke of Danby” is the most foul name on earth. Despite her beginnings Dorothy is doing well in America – owning & running her own inn. Her only regret is not being able to provide the best medical care for her ailing half-brother.
Calvin Seton, former military until leg injuries prevented his return, has been sent on a mission by a family friend, the Duke of Danby, find his illegitimate granddaughter in America & bring her home. A mission that may prove to be harder than he thought once he finds Dorothy Paxton – inn keeper with less than ton approved manners.
Calvin eventually convinces Dorothy to sail to England with him in exchange for the much need medical care for her half-brother. Her part of the bargain – meet with the Duke AND take etiquette lessons from her chaperone during the voyage.
As they set sail can Dorothy protect her heart from succumbing to her mother’s fate? Can Calvin let her go since he thinks he’s not worthy of the Duke of Danby’s granddaughter?
A battle of wits, an entertaining voyage & the inevitable meeting with the Duke of Danby written by Marie Higgins is a wonderful tale. Don’t miss out!

It Had to be You by Olivia Kelly
The Duke of Danby – the most hated man in Harry Connolly’s life. After all, if it wasn’t for his “grandfather” Harry’s family wouldn’t have moved to America. His mother & sister wouldn’t have been exposed to scarlet fever & died. His father wouldn’t have taken on a trade he knew nothing about nor would he have succumbed to melancholy after his mother died. So, after all these years, the Duke wants Harry back in England? What better time to expose the man to his family what a cold, bitter man the Duke really is.
The trip to England proves to be a long miserable journey as Harry is still recovering from wounds he incurred while serving the American military. When, only miles from Danby Castle, Harry finds himself trying to find a bit of rest in a church pew when he collapses at the feet of an angel.
Lily Beaumont, vicar’s daughter, has lived her entire life avoiding any form of scandal after all their very livelihood rests with the Duke of Danby. The turmoil of what to do – what is right or avoid scandal – when she finds a stranger collapsed in her father’s church. What is right wins out &, with the help of the town doctor, brings the gentleman back to her home where only her invalid father is in residence at the time.
As Lily tends Harry & Harry recuperates an easy comradery builds between them along with deeper feelings. Alas, Harry has not told Lily the full story of why he’s going to Danby Castle, nor his connection to the old Duke.
When gossips find out there’s a man convalescing in the vicar’s home with no proper chaperone word soon arrives at Danby Castle. And before Harry can tell Lily the truth the truth finds him. Can Lily forgive Harry for keeping things from her? Maybe with a little help from her friends, Harry’s twin cousins?
You’ll have to read this sweet story by Olivia Kelly for yourself to find out what happens at the Duke of Danby’s Ball.

A Second Chance for Christmas by Lily George
Emily Barlow never thought she’d be widowed young. And with her husband well off, she thought she’d never be a widow with no money. But that’s exactly where she has found herself. A penniless widow with a small daughter. With no other option Emily decides to return to her home of 1 more week, pack her things & return to her aunt & uncle’s & beg them to take her in again. A decision she is far from happy with remembering the misery she lived in when she was there before after her parents died. The only bright spot at that time was the handsome Philip Whitton, grandson of the Duke of Danby, a man completely outside her station. Oh but the memories of that love.
Philip Whitton, grandson of the Duke of Danby, 2nd son of Danby’s heir, has been summoned home after 2 years abroad where he’s dulled his senses with alcohol & drugs trying to forget the night he was stood up by Emily Ware. The girl he was planning on proposing to only to find out she was engaged to another. Only the life he had be living has dulled. Maybe the trip home will give him new purpose.
Philip’s travel to Danby Castle & Emily’s trip home to pack have them crossing paths. Paths that maybe fate has had a hand in arranging. Now can fate convince Philip to forgive Emily? Can fate convince Emily that the difference in their stations do not matter. Did the Duke of Danby have a hand in this?
Sweet tale of second chances well written by Lily George.

2 of 2 people found the following review helpful.
Fantastic reorganized collection of favorites
By Kim Moore
I was privileged enough to be an ARC reader! I have read most of these stories in their original publications and loved them. However, the collection brings the stories closer together and makes for an extremely enjoyable weekend read. Ahhh and don't forget there is a second rerelease as well... Summons from the Duke. Happy reading!

1 of 1 people found the following review helpful.
Great Historical Novellas!!
By lisabeth
I was lucky enough to be an ARC reader, and I really enjoyed these stories!! I loved how each stoey was entwined with the others! Love when these authors get together!

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Selasa, 30 Maret 2010

[T792.Ebook] Ebook Download Gemini, by Michel Tournier

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Gemini, by Michel Tournier

Book by Tournier, Michel

  • Sales Rank: #3039673 in Books
  • Brand: Brand: Doubleday
  • Published on: 1981-07
  • Original language: English
  • Number of items: 1
  • Binding: Hardcover
  • 452 pages
Features
  • Used Book in Good Condition

Language Notes
Text: English, French (translation)

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Senin, 29 Maret 2010

[W323.Ebook] PDF Ebook Life (Wisdom Series), by Andrew Zuckerman

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Life (Wisdom Series), by Andrew Zuckerman

Inspired by the idea that one of the greatest gifts one generation can give to another is the wisdom it has gained from experience, award-winning photographer and filmmaker Andrew Zuckerman has captured the voices, physical presence, and written world of iconic over-65-year olds to create profound, honest and truly revealing portraits. Based on his acclaimed large-format book "Wisdom", published in autumn 2008, these new, well-priced smaller books and films - included here on DVDs - provide an extraordinary legacy for the generations that follow and timeless portraits of the common themes that unite us all.

  • Sales Rank: #5270856 in Books
  • Published on: 2009-09-22
  • Original language: English
  • Dimensions: 5.98" h x .87" w x 5.98" l, .94 pounds
  • Binding: Hardcover
  • 160 pages

About the Author
Andrew Zuckerman was born in Washington DC in 1977. After an internship at the International Center of Photography in New York, he attended New York University's School of Visual Arts to study photography and film, and graduated in 1999. His photography and film work has been commissioned extensively for leading international brands and he has received numerous awards. WISDOM, a book, film and traveling exhibition, was launched in October 2008 and is Zuckerman's most ambitious project to date. With the support of Archbishop Desmond Tutu, he travelled the globe to photograph and interview the world's most eminent elders, creating a comprehensive account of their perspectives and an inspirational record to pass down for generations.

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0 of 1 people found the following review helpful.
Wisdom
By Jill
I love this book...but purchased 4 of them...and paid for 4...but only received one....I am a little concerned.

Do you know when my other ones are coming?

thanks
Jill

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Senin, 22 Maret 2010

[H396.Ebook] Download Public Management and the Metagovernance of Hierarchies, Networks and Markets: The Feasibility of Designing and Managing Governance Style C

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Public managers can, to a certain extent, choose between various mana- ment paradigms which are provided by public and business administration scholars and by politicians as well. How do they find their way in this c- fusing supermarket of competing ideas? This book explores how public managers in Western bureaucracies deal with the mutually undermining ideas of hierarchical, network and market governance. Do they possess a specific logic of action, a rationale, when they combine and switch - tween these governance styles? This chapter sets the scene for the book as a whole and presents the - search topic and the research question. 1.1 Problem setting Since the Second World War, Western public administration systems have changed drastically. The hierarchical style of governing of the 1950s to the 1970s was partly replaced by market mechanisms, from the 1980s - wards. In the 1990s, a third style of governing, based on networks, further enriched the range of possible steering, coordination and organisation - terventions. In the new millennium, public sector organisations seem to apply complex and varying mixtures of all three styles of what we will - fine as governance in a broad sense. This development has brought about two problems.

  • Sales Rank: #6776105 in Books
  • Brand: Brand: Physica
  • Published on: 2008-04-09
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.21" h x .94" w x 6.14" l, 1.67 pounds
  • Binding: Hardcover
  • 402 pages
Features
  • Used Book in Good Condition

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From the reviews:

"Louis Meuleman’s doctoral thesis, Public Management and the Metagovernance of Hierarchies, Networks and Markets. The Feasibility of Designing and Managing Governance Style Combinations clearly is an effort to comprehensively understand the ‘why’ and ‘how’ of governance mixtures from the standpoint of public managers. … The book is clearly and thoroughly argued and, as a whole, succeeds in answering the research questions formulated at the outset … . Certainly, this book is a very useful contribution … for scholars as well as practitioners." (Judith van der Veer, Acta Politica, Vol. 44 (4), 2009)

From the Back Cover

What is modern governance? Is it the battle against ‘old-fashioned’ hierarchy, or is it the restoration of key hierarchical values? Is it optimizing network management, or maximizing the benefits of market thinking in the public-sector? This book argues that it is the combination of all this. The next question is: In practice, how do successful public managers design and manage combinations of hierarchical, network and market governance? In other words: what is their rationale to apply metagovernance?

Five case-studies show that metagovernance is a public management requisite: it amplifies the variation of actions public managers can take, and it prevents the three ideal-typical governance styles from undermining each other. Similar cases of strategic environmental policy-making in the United Kingdom, the Netherlands, Germany and the European Commission and one case of community policing in the Netherlands illustrate that successful public-sector managers are dealing with similar metagovernance challenges in different socio-politico-administrative cultures.

"The future will not lie with markets, or hierarchies or networks but with all three and the trick will not be to manage contracts or steer networks but to mix the three systems effectively when they conflict with and undermine one another."

Davis and Rhodes (2000: 25): From hierarchy to contracts and back again: Reforming the Australian public sector.

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Public Management and the Metagovernance of Hierarchies, Networks and Markets: The Feasibility of Designing and Managing Governance Style C PDF
Public Management and the Metagovernance of Hierarchies, Networks and Markets: The Feasibility of Designing and Managing Governance Style C PDF

Rabu, 10 Maret 2010

[T783.Ebook] PDF Ebook Advances in Multi-Band Microstrip Filters (EuMA High Frequency Technologies Series)From Cambridge University Press

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Advances in Multi-Band Microstrip Filters (EuMA High Frequency Technologies Series)From Cambridge University Press

The first of its kind, this work offers a detailed insight into a range of design procedures for dual-band and tri-band microstrip filters, from theory to practical design. Originating from the FP7 MultiWaveS project, this comprehensive resource includes the most recent results from several well-established research groups, as well as detailed coverage of competing approaches, ranging from the conventional approach to advanced multilayer fabrication technologies, and the development and application of several novel geometries and concepts. In-depth coverage of basic theoretical foundations, detailed design procedures and rules, and comparisons of measured and simulated results enable you to select the optimal approach for your purposes and designs, making this an invaluable resource for both students and industry professionals in the field of microwave engineering.

  • Sales Rank: #4141002 in Books
  • Published on: 2015-08-04
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.72" h x .71" w x 6.85" l, .0 pounds
  • Binding: Hardcover
  • 336 pages

About the Author
Vesna Crnojević-Bengin is Associate Professor at the University of Novi Sad, Serbia, as well as leader of the European Microwave Association's topical group MAGEO and Associate Editor of the International Journal of Electronics. In 2005 she received the Yugoslav Microwave Theory and Techniques Award for Scientific Contribution.

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[Q275.Ebook] Ebook Download Saving Kate, by K. Sterling, Abigail Graves

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Saving Kate, by K. Sterling, Abigail Graves

Kate Preston is hiding. She hides behind bright pink hair, tattoos, baggy t-shirts and oversized cardigans. She hides her quietly successful career as an author of really filthy gay erotica and pretends to be just another soccer mom. She hides in the day to day routine of being a single mother to a busy twelve year old. Then a bizarre attack at a grocery store lands Kate in the arms of just the sort of fireman she's fantasized about.

Connor Worthing (fireman from Kate's fantasies) is in the right place at the right time to provide first aid to his secret soccer mom crush after she's injured during a ridiculous brawl. Once he's held Kate in his arms, he's determined to make her his.

“Can you find someone to watch Mabel?” He asked and Kate nodded. “Great. I want to keep you out really late,” he said softly and Kate nodded again. Wait. She frowned and shook her head.
“I don’t know if that’s a good idea,” she mumbled and Connor sighed heavily as he set his coffee on the table.
“Why?” He asked as he took her cup and set it next to his. Kate would have scooted back but his arm slid around her waist.
“I told you,” she said as she leaned back and Connor followed. She set her hands against his chest and for some reason, she didn’t have the strength to push him away. Her fingers pressed and he felt impossibly solid beneath his clothes and Kate’s heart raced. She licked her lips and Connor growled softly as his head tilted toward hers. “I’m in a very different place. You’d be better off with someone with a lot less baggage,” she said breathlessly as Connor’s forehead rested against hers.
“Do you want to spend time with me?” He asked and Kate nodded. It was all she was good for at the moment. “Do you want to go to dinner with me tonight?” She nodded again.
“Are you always this pushy?” She asked and Connor laughed.
“Never. Just with you. I think it’s because you’re so stubborn and won’t let anyone do anything for you,” he admitted and Kate had nothing to say to that as Connor’s hand slid around her jaw. “You have no idea how badly I wanted to kiss you yesterday,” he murmured as his lips brushed against hers.
“Why didn’t you?”
“I try not to take advantage of women with head injuries, as a rule,” he whispered and Kate hummed in agreement.
“My head is fine now. Mostly,” Kate mumbled and she felt his lips curve.
“I’m so glad,” he said. “That’s why I’m going to kiss you and you’re going to let me take you out tonight,” Connor stated before his tongue swept along her lower lip. Heat radiated from Kate’s lip and spread though her body as Connor groaned. His tongue traced her upper lip and the heat settled between Kate’s thighs and she gasped. “Jesus. Is that birthday cake?” He asked hoarsely and it took Kate a moment. She nodded and Connor’s mouth crashed into hers as he eased her onto her back.
Kate’s arms wrapped around his neck and her hands fisted in his hair as his tongue swept between her lips and thrust against hers. Her pulse throbbed deep in her core and Kate clamped her thighs together as slick heat seeped into her panties. Connor angled his head and the kiss became urgent and Kate moaned as the hand around her waist slid to her stomach. She felt the rough heat of his hand against her skin and her leg wrapped around his hip without any conscious direction. Kate’s nerves fizzed anxiously as she waited for his hand to move higher. But it didn’t. She opened her eyes and he was watching her. Waiting for permission. There was another burst of heat within Kate and between her legs and she nodded frantically as she pulled his lips hard against hers.


  • Sales Rank: #376015 in eBooks
  • Published on: 2016-01-24
  • Released on: 2016-01-24
  • Format: Kindle eBook

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0 of 0 people found the following review helpful.
And.......she does it again!
By Swaffy67
Any time K. Sterling drops a book, I immediately stop reading what I'm currently in to so I can read her new book. Yes, she's that good. I absolutely love her writing style - it just clicks with me. I think because my sense of humor is similar and I get her jokes and references. K. Sterling has a unique talent: she is able to write a story that causes you to run through several emotions, you get a physical reaction from reading her books. As this is the first hetero book of hers I have read, I was concerned at first, but my concern was totally unwarranted. This is a beautiful story of loss, strength, devotion, laughter, fear, lust, discovery and acceptance. SPOILER ALERT*******You can relate to both Kate and Connor. There is something poignant about these two people, living a day to day existence, grasping for something and not knowing what it is until they find each other and realize what was missing. I do have to say, these two were smoking hot in the bedroom and I liked how open they both were, especially Connor (yes, the hotel scene was a particular favorite of mine and I did laugh out loud because the reactions were exactly what you would expect). They were equals and they accepted that, there was no power play, only mutual respect and willingness to accept the others flaws. Connor is a loving, considerate man who adored Kate's beat to a different drummer. Kate didn't try to be anyone else, she had the "take me as I am or find the door" attitude, which was refreshing. Was it karmic fate? Who knew a frozen turkey would cause a shift in the universe and bring these two together. I loved Mabel as well, I think because my teenage daughter is similar with a quick wit, an old soul and lots of compassion. We can only hope to find a relationship like that, it's beautiful to read and I find myself jealous. Take the time to read this book, I promise you will not be disappointed.

0 of 0 people found the following review helpful.
Dynamic lovable characters, and wonderful hope !
By D.Hart, RCIS
Terrific romance about a Firefighter and an M/M Romance writer !! Fabulous Firefighter, Connor, meets free-spirited, lively Romance writer, Kate at the grocery store. Kate has a cute 12 Yr. old, -going on 40, and we like these characters immediately. Kate's husband died as a war hero six years ago, and she's not been with anyone since. Connor takes her home after her concussion (funny) and again shows up the next day. Each one is drawn to the other in this adorable, fresh, delightful romance ! It seems so effortless and normal. We get a well written story, amazing characters and hot sexiness, what more do we need ?! I liked Connor, and the fact that he didn't try to worm into Mabel's space right away, and kudos to Kate for keeping things separate. Kate is three years older than Connor, but he's infatuated and not going anywhere. Their first mattress marathon was erotic, sensual, as well as raw and powerful. Great storytelling, dynamic people and wonderful hope. Connor has a (good) secret, but all is not revealed right away because Kate didn't want to know too much personal stuff, in case it didn't work out. They do get to know each other better, and we get more awesome sex, a first time for Connor GIVING anal. He is a fun guy... yet na�ve about some sex, but he catches on, because Kate is totally on board with all the sexy times. She does write hot romance, or fluffy porn as someone called it. Every time she throws him a hardball, he catches it, and he's definitely required to be on his toes.
Highly recommending this terrific tale ! ENJOY !
=======================================

0 of 0 people found the following review helpful.
J. Starling :-)
By hope brown
I love this lady I go hunting for her books. This one I was hesitant about, I had it one whole day before I start reading it, stupid me hell it's K. Sterling. SHE is Good. I thoroughly enjoyed Kate n Connor story. ......

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Senin, 08 Maret 2010

[L811.Ebook] Ebook The SOHO Solution: 21 Selling Strategies For Growing Your Small Business, by Tom Abbott, Don Hutson (Foreword)

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The SOHO Solution: 21 Selling Strategies For Growing Your Small Business, by Tom Abbott, Don Hutson (Foreword)

The SOHO Solution: 21 Selling Strategies For Growing Your Small Business�is the success manual that home based businesses, small business owners and home office entrepreneurs have been looking for. This is an easy-to-read, highly practical book, where in 21 weekly lessons, you'll learn sales and marketing strategies and techniques to help you stop struggling and start selling!�

The strategies introduced in weeks 1 through 6 cover customer fundamentals. These strategies teach you how to save time and money by better understanding your customers and finding more effective ways of reaching them. Weeks 7 through 11 address the second area, product fundamentals. These strategies deal with the importance of branding yourself and your business. The third area, presentation fundamentals, is covered in weeks 12 through 16. These strategies teach you how to convert more leads into sales. Weeks 17 through 21 focus on the fourth area, relationship fundamentals. These strategies demonstrate how your relationship with yourself and others greatly impacts your sales.�By applying the twenty-one weekly strategies in this book, you'll soon begin attracting your ideal target customer, differentiating yourself in the marketplace and converting more leads into sales!
In addition, the foreword was written by Don Hutson, co-author of The One Minute Entrepreneur and The One Minute Manager. The SOHO Solution has also been endorsed by business and sales experts Jim Cathcart, Dr. Peter Legge and Dr. Tony Alessandra.

  • Sales Rank: #5945764 in Books
  • Published on: 2011-05-03
  • Binding: Hardcover
  • 176 pages

Review
The SOHO Solution is a small book with a BIG payoff. This is an easy-to-read, highly practical book, where in 21 short weekly lessons, you can transform your sales from good to great. --Dr. Tony Alessandra, author of The Platinum Rule for Sales Mastery and Collaborative Selling.

They say, nothing happens until someone sells something. If you're looking to increase your income and happiness as a successful small business owner or sales professional, this book is a must read. --Dr. Peter Legge, chairman, CEO, publisher, Canada Wide Media Limited and author of Make Your Life a Masterpiece.

The SOHO Solution is the success manual that small business owners and sales professionals have been looking for. I've read scores of books on success in sales and this is one of the most practical and effective ones I've ever seen.
--Jim Cathcart, author of Relationship Selling and The Acorn Principle.

They say, nothing happens until someone sells something. If you're looking to increase your income and happiness as a successful small business owner or sales professional, this book is a must read. --Dr. Peter Legge, chairman, CEO, publisher, Canada Wide Media Limited and author of Make Your Life a Masterpiece.

The SOHO Solution is the success manual that small business owners and sales professionals have been looking for. I've read scores of books on success in sales and this is one of the most practical and effective ones I've ever seen. --Jim Cathcart, author of Relationship Selling and The Acorn Principle.

From the Author
I'm writing this book because as a fellow SOHO (small office home office) entrepreneur, it's exactly the book I needed when I started my business more than ten years ago. I'm writing this book for you.

From the Inside Flap
This book is structured to walk you through the strategies in a certain order, because the sequence has proven to work for me and countless SOHO entrepreneurs around the world. It's my hope that by applying the twenty-one weekly strategies in this book, you'll soon begin attracting your ideal target customer, differentiating yourself in the marketplace and converting more leads into sales.

Most helpful customer reviews

2 of 2 people found the following review helpful.
A True Education
By Gary Joseph Leblanc
Being a small business owner of 20 years, I was truly impressed with how much I learned throughout every chapter of this book.
Tom Abbott takes you through 21 steps to improved your business, sales and yourself in such a smooth conversational tone that it makes this book a pleasure to read.

1 of 1 people found the following review helpful.
An excellent personal coach for salespeople
By Alison Lester
I spent quite a few years using the Beyond Selling Value approach (book by Mark Shonka and Dan Kosch) to help salespeople improve their approach and avoid the "vendor trap". So I couldn't help comparing The SOHO Solution to this book while I read it.

I definitely prefer The SOHO Solution.

First, Tom Abbott doesn't pad the book. Salespeople are busy, and it always felt to me that Shonka and Kosch overwrote their book. Abbott's book says what's necessary, and doesn't waste your time.

Abbott also writes in an extremely engaging way, including good stories about his own trials and errors and successes during his decade-long development of his sales coaching business. He's not spouting theory. He's explaining practice, and he does so in a very open, friendly manner. And with his book he's actually coaching you, as each chapter ends with a task for the week (all of which are very doable, not at all intimidating, and inclined to make you feel "How can I have waited so long to do this?". It's not a book to read in one sitting, but rather a companion for your own personal 21-week course.

The two books have somewhat different target readers, and this has to be taken into account. BSV is designed for people who already have sales strategies but are finding them unproductive. SOHO is designed to help people grow their small business. As such, SOHO spends a lot of time making sure that small business owners understand the questions they need to be asking themselves about their own business, about their niche, about the industries that will be their best target markets, and about how they can differentiate themselves from their competition. BSV really focuses on the questions salespeople need to ask in order to understand their prospects. They place a great amount of emphasis on pre-meeting research into the prospective client, and offer detailed advice on the dozens and dozens of things to consider in an effort to sell to a key decision-maker. Abbott briefly mentions the need to do research on a prospect, while BSV goes into extreme detail. What Abbott does is take a more emotional approach, talking about how the sales process feels to the prospect, and how to make sure that what is happening fits both the values and the businesses of the buyer and the seller.

Both books offer help with scripting calls and helpful language for developing a partnership. What I like about Abbott's approach is that he trusts you to think for yourself. This is what his tasks are all about. It's not spoon-feeding at all, but rather offering the opportunity to think it through and come up with your own way to represent your business. He's a coach as well as a salesman, after all.

BSV talks about the business fit and the solution fit. SOHO talks about how to sell the benefits of your product or service rather than just the features, since people buy benefits. It's great that Abbott spends a good deal of time (but, as I said, not too much) on this important concept, since salespeople everywhere are still going on sales calls and basically saying "Here are our super products and all the things they have and do. They're really cool. Don't you want to buy them?" Since you can't get someone to buy a benefit unless you can make sure it's a benefit that fits their business, then it's clear that asking questions is key. Abbott suggests that asking questions during the first call and the first meeting will be the way to start the relationship off. He also suggests developing a self-assessment document that prospects can fill out. He talks about the difference between relational selling and transactional selling in a helpful way too. (BSV wants you to do massive amounts of research before the call to the decision-maker. Which does make sense too.)

Because SOHO is focused on small businesses, Abbott knows there can be challenges in terms of process and organization. This is one of the ways this book really stands out. Abbott spends a whole chapter on helping small business owners think through the best way to organize their prospecting information and progress. Remarkably, he also spends a chapter on communication and adapting your style to the buyer. The thinking he employs is similar to DISC, and his concise description of how to communicate with different types will no doubt help a lot of people. There's also emphasis near the end of the book on soliciting and using feedback in order to continue improving. How many busy business owners forget the importance of this?

The one area that Abbot doesn't spend much time on, and where BSV goes into great detail, is ways to get around gatekeepers. Shonka and Kosch seem to be targeting large companies who sell to large companies, but the advice applies to small business as well (we want to sell to big companies too!). Gatekeepers are everywhere in the marketplace, and can make it really difficult to get meetings with key decision-makers.

I still give The SOHO Solution an unreserved five stars, though. It's such an enjoyable read, and there's no doubt in my mind that following the weekly tasks will lead to a much more flourishing business for any reader.

0 of 0 people found the following review helpful.
Action plan for sales success!
By Nishant Kasibhatla
This is a fantastic book on growing small businesses! The 21 Selling Strategies in the book pretty much nail all the things I need to do to grow my business. What I particularly liked is the layout of the content into a weekly action plan. The action plan takes the pressure off and helps me to zero-in on one aspect of my business at one time. I am very impressed by the content in the book - from discovering your niche to qualifying prospects, from discovering ways to reach customers to studying the competitors, from sales scripts to closing techniques! Each week's strategy is packed with powerful techniques and ends with specific action plan. This is a great book and written in simple language! If you own a business and want to take it to the next level, you will find this book VERY useful.

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