Secrets of Business Value
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Table of Contents

INTRODUCTION

PART I INTRINSIC BUSINESS VALUE

CHAPTER 1 The Value of Business Value
Evolution of the Services sector; current and future value; intrinsic value.

CHAPTER 2 Exit Strategy is Growth Strategy
The Exit - 3 different approaches; the 7 value components; due diligence.

CHAPTER 3 Transcending Value: The Three Imperatives
Current and future value; the 3 imperatives for building current and future value: the 12 key questions; what is the `Bell’ curve?; Intellectual Property; managing and protecting IP.

PART II THE COMPETITIVENESS SUITE

CHAPTER 4 Every Business Should Have One: a Compelling Uniqueness.
Core Identity; the differentiators; the unique value proposition.

CHAPTER 5 Transformational Selling in the 21st Century
Strategic and consultative selling; the right mental attitude; from data, to information, to knowledge, to insight; the TARGET sales process; the seven requirements of every prospective client; the question funnel.

CHAPTER 6 Transformational Marketing in the 21st Century
Brand touch-points; the client decision process; the missing link in lead generation; target definitions; the 17 second pitch; marketing programmes for new and existing clients; IBM’s virtuous sales & marketing cycle.

PART III OPERATIONAL EXCELLENCE

CHAPTER 7 The Post-Corporate World: Business Architecture in the 21st Century
Organisation philosophy & approach; organisation health; 21st Century processes; people engagement; team building & retention; succession planning; the responsibility matrix.

CHAPTER 8 No More Fear, Uncertainty and Doubt: Control of the Business
Financial control and future certainty; The cash hiatus; Systems, workflow and process; key performance indicators; BD `Surround Sound’; measuring business development in professional services; sales forecasting; the control panel.

PART IV SURFING THE CURVES

CHAPTER 9 The Business Model Blueprint for the 21st Century
The business model (BM) definition; business model components; managing the blueprint for innovation and the next `Bell’ curve.

CHAPTER 10 No More Business Plans: Creating Strategy and the Annual Operating Plan (AOP)
Planning perspective; the strategy phase; the operations phase: the contingency phase

PART V LEADERSHIP AND THE FUTURE

CHAPTER 11 Great Leadership in the 21st Century
Management and leadership distinctions; the cycle of business; the leadership role; leadership personality characteristics; personal leadership skills; the Foundation Leadership Processes; the Leadership Protocols

CHAPTER 12 The Future of the Services Sector and Closing Thoughts
Service sector growth; future implications for the delivery of services.

RESOURCE CENTRE

APPENDIX I Cultural Values
APPENDIX II Market Positioning and Value
Proposition Questionnaire
APPENDIX III Logistics detail for Executive Marketing Programmes
APPENDIX IV Examples of Due Diligence Scrutiny Questions
APPENDIX V Management of Intellectual Property Rights
APPENDIX VI Basic Financial Statements
APPENDIX VII Documentation Checklist

ABOUT THE AUTHOR

About the Author

Peter Robinson owns one of the leading business mentoring and executive coaching practices in the Thames Valley. This follows a long and successful career in the corporate world. He was CEO & General Manager of Hitachi Data Systems in the UK. He has also served in senior global sales and marketing management positions with the IBM Corporation, Fujitsu Technology Solutions (North America) and the Recall Corporation. He has also owned and run several small-to-medium enterprises, including an interim management practice and a ladies clothes boutique. The techniques, principles and methodologies described in this book have enabled thousands of business owners to fully realise and benefit from the true value of their businesses. This book will show you how.

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