Proven techniques and invaluable advice for writing winning business proposals—revised and updated!What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition.Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initi...

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...

Industry after industry is becoming technology-driven as software rapidly eats the world. As it spreads, so do complexity and opportunity. There are clear signs that the traditional B2B business model designed 125 years ago as a simple “make, sell, ship” approach for early manufacturing companies is no longer capable of delivering the full potential of high-tech and near-tech solutions. B4B seeks to frame what is possible in an age where suppliers are connected to their customers in real t...

The Balanced Scorecard translates a company's vision and strategy into a coherent set of performance measures. The four perspectives of the scorecard--financial measures, customer knowledge, internal business processes, and learning and growth--offer a balance between short-term and long-term objectives, between outcomes desired and performance drivers of those outcomes, and between hard objective measures and softer, more subjective measures. In the first part, Kaplan and Norton ...

Project Quality Management: Why, What and How, Second Edition demonstrates how to implement the general methods defined in A Guide to the Project Management Body of Knowledge—Fifth Edition (PMBOK® Guide) and augments those methods with more detailed, hands-on procedures that have been proven through actual practice. This edition presents case examples that illuminate the theory of quality planning, assurance, and control with real-world narratives, including situation, analysis, and lesson...

When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship.In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to:create...

With sales of more than 160,000 copies, Fundamentals of Project Management has helped generations of project managers navigate the ins and outs of every aspect of this complex discipline. Using a simple step-by-step approach, the book is the perfect introduction to project management tools, techniques, and concepts. Readers will learn how to: • Develop a mission statement, vision, goals, and objectives • Plan the project • Create the work breakdown structure • Produce a workable schedule •...

Set the bar for outstanding performanceA follow-up to the top-selling Perfect Phrases for Performance Reviews, this book provides managers with phrases and goals that describe expected future performance from their direct reports. A timesaving job aid for any performance review or plan, the book:Makes it easy for managers to set high performance goals for executives, management, or non-managers employeesIncludes many categories of g...

How do you measure and report your IT services and processes? Which metrics matter the most to senior executives?Finally, here is a book that shows you how! Not theory, but a practical guide that shows you the operational metrics to use and how these can be calculated into key performance indicators (KPIs) and critical success factors (CSFs) that resonate with senior management. In this book, you will learn about the following:Defining and building a compreh...

Hailed by one reviewer as the creative business "bible," and considered the authoritative book on the subject for over ten years, The Business Side of Creativity is back, updated and revised to include even more invaluable facts, tips, strategies, and advice for beginning creatives.Every year the market for creative services expands, but the competition is increasing even faster. Today, success hinges not on talent alone, but on a thorough understanding of...

Imagine if you could identify your business’s most profitable customers, craft a better marketing strategy to communicate with them, and inspire them to buy more? Well now you can. And the best part is that you can do it using the data you already have.Today, everything we do creates data, and the volumes are enormous. Virtually every time someone views something online, enters search on Google, or even surfs the web on a smart phone, another chunk gets added – in real time - to th...

Organizations are constantly struggling with complex development projects and are in search for a few, straightforward, and easy to learn methods to help deal with their problems. For this reason, more and more software companies are rapidly turning to Agile development to cope with fast changing markets, unknown or changing product requirements, borderless competition, and to solve complex problems. Yet little has been written to guide product managers through the transition in working wi...