Before this current phase of my writing life, I was an adjunct professor at the University of Utah, a consultant in a writing training firm, and the co-founder and CEO of Lore International Institute, an international consultancy dedicated to developing executives through assessments, education, and coaching. In all my consulting work, I was a leader in intellectual property development where I did original research, developed training programs, created assessment instruments, gave speeches and presentations, and wrote many books. Most of the books I wrote were for companies' training programs and are no longer in print. The books listed below, however, are still in print in one form or another and are still available, at least on Amazon.com.
During this phase of my career, I was also a teacher. I led thousands of workshops in the subject areas below and, notably for me, taught several college-level courses at the Utah State Prison. Teaching prisoners was one of the more unusual assignments I had and, in some ways, the most gratifying. Some took college classes to get out of work details; others were serious in trying to better themselves. I also spent decades teaching and advising some of the brightest emerging leaders in the business world, people who are or will be the chief executives and entrepreneurs of tomorrow.
This classic book on the sources of human power explains how people build, use, and lose power, how power works in organizations, and the relationship between power and leadership. Power is the fuel that drives your ability to influence and lead. Throughout history, those skilled at wielding personal and organizational power have been able to lead and motivate others, change minds, shape and create movements, influence social trends, and harness others' energies. If you want to make a difference in any realm of your life, you must have power--and the more powerful you are, the more influential you will be.
Drawn from groundbreaking research on the very nature of power, this book describes the bases of personal power (knowledge, expressiveness, history, character, and attraction) and organizational power (role, reputation, information, resources, and network, combined with the power of will, to motivate, influence, and inspire others. It also explains how you can build each of these power sources.
To learn more about power sources, see www.powerandinfluence.online. This website offers a free Power Sources Self-Assessment (PSSA), which will help you understand the strength of your eleven sources of power.
The Elements of Power is available at Amazon.com.
Knowing how to influence others is crucial to your success. It's found in the simplest interactions with your customers, suppliers, partners, bosses, subordinates, and colleagues as well as your friends and loved ones. The act of influencing is such a part of your daily life that you may not even realize when you are doing it. But to use influence effectively--to inspire and convince others to follow your lead, share your point of view, or buy your products and services--requires adaptability, perceptiveness, and some insight into other people and cultures.
Based on 20 years of research, Elements of Influence demystifies all the fundamentals of influence--the basics you need to know in order to generate more positive outcomes in both work and life. You will learn how to pick up on the societal cues that reveal others' hidden motivations and unlock the secrets to getting what you want while satisfying others in the process.
Filled with exercises and practical applications, this book provides you with the wisdom, strategies, and techniques that will increase your ability to influence others and achieve greater success.
Elements of Influence is available at Amazon.com.
The website www.powerandinfluence.online offers more information on various influence techniques and includes a free Influence Effectiveness Self-Assessment (IESA), which will help you learn how effectively you use the different influence techniques.
What People Want reveals the truth about what it takes to build employee-manager relationships that matter--both to the people involved and to the bottom line. Packed with fascinating results from first-of-its-kind research, this road map through today's workplace of changing demographics, diversity, and difference offers a multitude of tools and advice for building trust, creating a respectful environment, being sensitive to others, setting the right tone, and developing the kinds of relationships that result in lower turnover, higher productivity, and greater employee satisfaction.
"An amazing book--one of the few that both educates and reminds us of what people really want and need from their managers." Michelle Lewis, VP, Corporate Human Resources, E.&J. Gallo Winery
"Argues persuasively that everyone can learn to behave--and possibly even to be--more like a people person. If you know it's important but don't know how to do it, this is the book for you." Dr. Michael Watkins, author The First 90 Days.
"Fills the reader's mind with high-test tips to create more successful and sustained relationships. Terry Bacon offers us all practical interpersonal tips to smooth our trip and really enjoy the ride!" James Brolley, Director, Organizational Development and Training, Harley-Davidson Motor Company.
Effective People Skills has been adopted in college business schools as a text for students studying the art and science of developing effective people skills.
The sections of the book include understanding individual differences, influencing with integrity, communicating effectively, and handling conflict. Among the techniques discussed in the book are knowing yourself, understanding the core concepts of influence, reading influence cues, asking questions, listening, giving and receiving feedback, understanding Aiki principles, handling covert and overt conflict, being assertive, and listening. The book opens with "Twenty Secrets of Interpersonal Effectiveness."
Anyone who works with people or manages others can benefit from this easy-to-read discussion of the core skills needed for building and sustaining effective relationships with others.
This book describes the processes, tools, and techniques for coaching people the way they want to be coached. Effective coaches adapt to their coachees' preferences, including the way people want to be coached, when they want to be coached, and what they want to focus on in coaching. The book is filled with numerous examples of actual coaching dialogues, along with proven coaching techniques.
Effective Coaching describes the adaptive way to help people grow. Based on decades of coaching experience by an author who built a global coaching practice and developed many coaching tools and techniques for, the book describes the differences between directive vs. nondirective, programmatic vs. circumstantial, and specific vs. holistic coaching, and there are eight basic coaching approaches. The secret to effective coaching is adapting your approach to your coachees' preferences. The book explains how to be adaptive as it outlines the process for effective coaching, as well as the skills and attitudes of the best coaches at work or in life. The process includes uncovering the coachees' real needs, setting a coaching contract, motivating action, setting goals, finding options, removing barriers, giving feedback, and following up and encouraging coachees as they grow. Effective Coaching is a practical, hands-on manual loaded with examples, sample coaching dialogues, and proven tools for helping people grow.
This book is available on Smashwords.com.
The Second Edition of Adaptive Coaching, co-authored with Dr. Laurie Voss, is a Training Media Review "BEST2BUY" winner.
Based on over 2,000 case studies of Fortune 500 employees, this book shows how people prefer to be coached--and the powerful results coaches can achieve by being adaptable. It offers key tools and techniques for identifying real needs, negotiating expectations, adapting to different working styles, and helping others change. With numerous examples of coaching dialogues, the book illustrates how to initiate coaching sessions, build rapport, ask probing questions, give feedback, challenge clients, and effectively close coaching sessions.
"Terry Bacon and Laurie Voss are the 'real deal' of the coaching world. The combination of their extensive experience and practical approach makes Adaptive Coaching 2e, a playbook for coaches of all experience levels and backgrounds. Combining their client-based research with great techniques and simple models is brilliant. This goes on my shelf of favorites." Mary Eckenrod, VP, Global Talent Solutions.
"This is a practical, thoughtful tool for anyone involved in coaching--whether they be the coach, the employee, or the manager of a coaching program. The vast and deep pool of experience is translated into a useful, accessible tool." Christine A. Scordato, Director of Learning and Development, Putnam Interests.
The difference between thriving, successful companies and those who flounder or disappear lies in behaviors--specifically, in the kinds of winning behaviors that are the focus of this book. Companies gain ground when they distinguish themselves in positive ways, and lose ground alarmingly fast when they lose sight of customer expectations. The gold standards of behavior differentiation are within reach, if you are willing to fine-tune the engines and practices that drive them.
Today, you can't win customers through high-quality products or good service alone. Your competitors offer those benefits, too. If you want to outperform them, you've got to outbehave them. Winning Behavior shows you how to make the difference at every customer touchpoint.
"An engaging, thoughtful, and intelligent look at what makes the difference between winners and mere survivors in today's tough markets" Jim Osborn, VP of Business Development, INTEC Engineering.
"As stimulating and insightful as anything I've read about winning and keeping customers, and I've been at it for over 25 years." Pat Klein, VP, PCL.
"The authors' numerous examples of behavioral differentiation provide a clear blueprint for improving your business at every touchpoint." Mike Robertson, Manage, Business Development, AMEC E&C Services.
Business is a lot like chess, a battle in which outmaneuvering your opponent requires a delicate balance of planning and responsiveness to unexpected moves. Success depends on confident and flawless execution of specific opening, middle, and endgame strategies.
The Behavioral Advantage reveals the secrets of exemplary business-to-business companies whose extraordinary and lasting success is attributable to exceptional behavior At every point of interaction these organizations make clear, as yours must, that the customer's needs and goals are of paramount importance.
The Behavioral Advantage is packed with examples of how behavioral differentiation propels leading organizations, including Centex Construction Company, Anontus Engineering Group, Harley-Davidson, and many other blue-ribbon companies who, whether they offer products, services, or both, represent the pinnacle of customer-focused behavior.
In routinely outbehaving their competitors, these organizations also outperform them in the market and on the bottom line--leading to sustained growth and maximum stakeholder value. To realize these outcomes in your company, get The Behavioral Advantage.
Powerful Proposals was co-authored with David G. Pugh, the co-author of Winning Behavior and The Behavioral Advantage.
You may know that your company offers top-quality products and services, great value, and a superior customer experience. But if your proposals don't reflect those strengths, you are losing out on many potential customers--and profits. Your proposals must be much more than a description of "what we do." You are asking your potential customers not only to pay you a significant amount of money, but also to invest time, trust, and loyalty. You've got to give them a reason to choose you.
Powerful Proposals presents a step-by-step plan for creating informative, engaging documents that satisfy your customers' needs and feature the solutions your firm can provide. It's an invaluable tool for winning contracts in any market.
"Bingo! At last we have an intelligent, experience-based examination of what it takes to create proposals that will break your company from the pack. Pugh and Bacon know what they['re talking about because they've done what they're talking about." Shari Dunn Krueger, VP, Corporate Relationships, DBM.
"I have been utilizing Pugh's and Bacon's process religiously for over 15 years and can honestly say that it has been the single most contributing factor to my success in sales during that time." Tim Trott, Business Development and Marketing Manager, IDC.
In most businesses, 80% of the revenue comes from 20% of the customers--a disproportionately important group that must be managed in a completely different way. After all, these aren't just In the people you sell to, they're the people you create strategic differentiation with.
Selling to Major Accounts is a complete blueprint for building stronger and more profitable relationships with your key customers. Loaded with tables, checklists, worksheets, and real-life case studies from the author's vast consulting experience, the book supplies the critical strategies and hands-on tactics you need for identifying your key accounts, building an effective account team, analyzing your customers and competitors, developing a winning key account strategy, implementing your plan, managing your account successfully, monitoring your progress, and more.
"In major account selling, a sure recipe for failure is selling harder. Success comes from selling smarter. These thoughtful ideas will help salespeople and their managers move from "business as usual" to a more strategic and more effective approach." Neil Rackham, Chairman of Huthwaite and author of Spin Selling.
It's great to finally have all the 'Best Practices' for strategic accounts in one place! This is a powerful 'how-to' book for sales managers who want to build and sustain major league sales performance." Lynette Demarest, CEO of Demarest & Associates.
Selling a Major Accounts is must reading for anyone who needs a proven method for answering the questions that are difficult but essential for successful business development. Bacon's system works for sales team that will commit themselves to following through on these fundamentals." Jay Kraker, Managing Director, Kraker & Company.
Selling to Major Accounts is available at Amazon.com.