Many companies are not single businesses but a collection of businesses with one or more levels of corporate management. Written for managers, advisors and students aspiring to these roles, this book is a guide to decision-making in the domain of corporate strategy. It arms readers with research-based tools needed to make good corporate strategy decisions and to assess the soundness of the corporate strategy decisions of others. Readers will learn how to do the analysis for answering quest...

The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated!Sales compensation WORKS!Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss.More a...

Since the publication of the original edition, the importance of interpreting business data has become mission critical for professionals in all types of businesses.  These professionals have discovered the benefits of business analysis to address their organizations most crucial strategic and tactical challenges.  The Second Edition of this successful guide to business analysis, shows readers how to apply analytical tools without having to mire themselves in advanced math or arcane theory...

You've been charged with growing your business. Incremental growth can no longer deliver the results you need. You need truly dynamic growth - and you need to achieve it without risking a hugely expensive gamble. How can you encourage innovative new ventures and pursue ambitious growth while minimizing risk?In Discovery-Driven Growth, authors McGrath and MacMillan show how companies can plan and pursue an aggressive growth agenda with confidence. By carefully framing their strategi...

To financial advisors who ask, “Who has the time and money for marketing?” the authors have an important piece of advice: Treat your practice like a small business, or you will be put out of business.In an economy in flux, prospective clients are hesitant to put their financial future in the hands of just anyone. This is where Marketing for Financial Advisors comes in. The definitive marketing book designed specifically for financial advisors, it provides all the basic mar...

The key to a professional-quality business plan. This best-selling book has been updated to include crucial information on diagnosing and measuring customer satisfaction. How to Write a Business Plan, Fourth Edition not only puts all the facts and planning formats you need right at your fingertips, but also gives you the latest thinking on effective business planning. It shows you how to organize and implement the planning process from beginning to end and translate your plan into action You ...

One of the oldest myths in business is that every customer is a valuable customer. Even in the age of high-tech data collection, many businesses don't realize that some of their customers are deeply unprofitable, and that simply doing business with them is costing them money. In many places, it's typical that the top 20 percent of customers are generating almost all the profit while the bottom 20 percent are actually destroying value. Managers are missing tremendous opportunities if they a...

A REVOLUTIONARY NEW PERSPECTIVE ON HOW PRICING REALLY WORKS“Contextual Pricing delivers a knock-out punch to complacent and low-return pricing approaches. . . . This book is full of intriguing, fresh insights which will expand your perspective on what is possible in maximizing revenue from your company’s products and services.”—Mark Greatrex, Chief Marketing Officer, Cox Communications, and former SVP, Global Still Beverages, The Coca Cola C...

Sara Josephine Baker grew up questioning everything. She also grew up doing a lot of things that only boys were supposed to do. She mostly did them with her father and younger brother.Then when she was sixteen, Jo's world fell apart. Her father and brother died within months of each other.Jo thought it was her job to help support the family, so she went to college and became a doctor. But her first year she only earned 185 dollars. Nobody wanted a woman doctor, not even the...

THE DEFINITIVE M ARKETING GUIDE FOR THE 21st CENTURYEverything You Need to Plan Your Strategy and Achieve Your GoalsFrom Fortune 500 consultant Robert J. Hamper--the man who wrote the book on strategic marketing--comes a powerful new blueprint for growth in today's economy. Combining time-tested marketing tools with the latest global trends, this ready-to-use book guides you through every step of the strategy process.Packed with essential charts, forms, and fill-i...

This primer enables professionals with technical expertise to collaborate with their business-side colleagues. Emphasizing brevity and clarity, it gives technical staff answers to their most pressing questions about economics, finance, marketing, strategic decision-making, accounting, management, and related subjects. It does not offer condensed 1st year MBA courses; instead, it presents streamlined concepts and insights that are easy enough to be accessible and challenging enough to hold ...

Valuable business skills from a leading project management expertTo make the leap from average to superior, you must develop the skills to manage each project like a small business. The Business-Savvy Project Manager thoroughly explains key concepts, principles, and tools for project managers to provide organizations with superior return-oninvestment and top performance. From portfolio management and strategic alignment to calculation of economic metrics a...