The subject of this book is Procurement Excellence of procuring companies which is deemed a highly relevant topic out of two reasons. Firstly, corporate procurement, respectively purchasing management has witnessed a significant boost of importance over the last years. Increased outsourcing of services to suppliers and, simultaneously, commissioning of international subcontractors, have heavily altered the responsibilities and job description of purchasers with regards to their contributio...

Procurement respectively procurement management in companies has received a significant boost in importance in recent years. The increasing outsourcing of services to suppliers and the simultaneous commissioning of international suppliers have changed the tasks and professional profile of buyers in terms of their contribution to corporate value creation. Without procurement management (purchasing management), corporate strategies and the achievement of sustainable competitive advantages ca...

Companies acquire and merge to generate accelerated value growth. But merger integrations pose an enormous challenge to organisations: they are fraught with over-inflated expectations of making rapid synergy gains, laden with pitfalls inherent to complex organisational change, charged with emotion and are often influenced by socio-psychological dynamics. This complicated situation poses risks, and it is no surprise that many merger integrations turn out to be botched jobs.This book...

This book brings home the message that meticulous integration management is the key to success in M&A transactions. Half of all M&A transactions are unsuccessful because many companies embarking on a merger neglect this key success factor. Based on 30 years of experience of corporate mergers and acquisitions as well as the subsequent implementation of growth strategies, the authors have developed a practical manual that helps managers optimize and streamline their growth strategy using per...

Digitisation and digital transformation are not only a topic of the media, but are also taking place in companies. The digital transformation affects the most diverse fields, from procurement to sales and from organisation to strategy development. This task requires the commitment of every company management and cannot simply be delegated. This book aims to help managers and entrepreneurs to set up structures in their organisation that allow them to approach the digital transformation syst...

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 •...

An expert offers a set of rules that will help managers achieve dramatic improvements in operations performance.In recent years, management gurus have urged businesses to adopt such strategies as just-in-time, lean manufacturing, offshoring, and frequent deliveries to retail outlets. But today, these much-touted strategies may be risky. Global financial turmoil, rising labor costs in developing countries, and huge volatility in the price of oil and other commoditie...

What do companies like Google, Uber, Trello, LinkedIN, Huawei, Flixbus or Holiday Check have in common? They all belong to the successful companies that use OKR profitably and for whom OKR makes an important contribution to their corporate success and goal achievement. OKR is a simple, agile approach to setting and implementing strategies in companies that is optimized for complex market situations. Particular attention is paid to not only transferring goals to individual employees in a go...

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with...

Learn from a long-time and successful sales professional the basic rules of selling capital goods. From the inner attitude to the successful conclusion, you will learn in easy language how you can continuously improve. Use the book as a reference and companion in your daily work and you will significantly increase your success.

A Groundbreaking Pricing Model for the New Business LandscapeWhy would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you c...

Building on his pioneering work on the management of technology and innovation in his first book, Managing the Flow of Technology, Thomas J. Allen of MIT has joined with award-winning German architect Gunter Henn of HENN Architekten to produce a book that explores the combined use of two management tools to make the innovation process most effective: organizational structure and physical space. They present research demonstrating how organizational structure and physical space each affect ...