What Great Salespeople Do (Pb)
Build better relationships and Sell More Effectively With a Powerful SALES STORY"Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; best case, we can argue with the customer about numbers--purely a left brain exercise, which turns buyers off. This book explains a better way."--John Burke, Group Vice President, Oracle Corporation"Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being."--Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone"Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers."--Gerhard Gschwandtner, publisher of Selling Power"This book breaks the paradigm. It really works miracles!"--David R. Hibbard, President, Dialexis Inc(TM)"What Great Salespeople Do humanizes the sales process."--Kevin Popovic, founder, Ideahaus(R)"Mike and Ben have translated what therapists have known for years into a business solution--utilizing and developing one's Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great."--Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLCAbout the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework--helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer's skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences "storiable" using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyersBreakthroughs in neuroscience have determined that people don't make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
Marketing for Financial Advisors (Pb)
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 marketing skills you need to attract high-net-worth clients quicker and in greater numbers than ever. Putting the authors'proven techniques to use, you can immediately build your client base by: Establishing brand and reputational awareness Developing a differentiated value proposition Creating a "word-of-mouth" army Understanding your clients' psychology Focusing on a niche segment of clients Building a sophisticated marketing campaign Writing an effective marketing plan Determining the ROI of your marketing spendFaculty members of the Wharton School's marketing department, the authors base much of their advice on a study of more than 800 financial advisors. Throughout the text, proven marketing approaches are combined with real-world insights from these successful advisors.Marketing for Financial Advisors opens the door to an entirely new perspective on your business. You will begin to view yourself as an entrepreneur and understand that an investment in marketing is an investment in the future of your business.Whether you already run a successful financial advisory firm or plan to start one, you must build customer relationships through marketing if you want to survive and profit for years to come. Take your first steps as a small-business entrepreneur using Marketing for Financial Advisors as your guide.
Management Lessons from the Mayo Clinic (Pb)
Management Lessons from Mayo Clinic reveals for the first time how this complex service organization fosters a culture that exceeds customer expectations and earns deep loyalty from both customers and employees. Service business authority Leonard Berry and Mayo Clinic marketing administrator Kent Seltman explain how the Clinic implements and maintains its strategy, adheres to its management system, executes its care model, and embraces new knowledge - invaluable lessons for managers and service providers of all industries.Drs. Berry and Seltman had the rare opportunity to study Mayo Clinic's service culture and systems from the inside by conducting personal interviews with leaders, clinicians, staff, and patients, as well as observing hundreds of clinician-patient interactions. The result is a book about how the Clinic's business concept produces stellar clinical results, organizational efficiency, and interpersonal service.By examining the operating principles that guide every management decision at this legendary healthcare institution, the authorsDemonstrate how a great service brand evolves from the core values that nourish and protect it Extrapolate instructive business lessons that apply outside healthcare Illustrate the benefits of pooling talent and encouraging teamwork Relate historical events and perspectives to the present-day Mayo Clinic Share inspiring stories from staff and patients An innovative analysis of this exemplary institution, Management Lessons from Mayo Clinic presents a proven prescription for creating sustainable service excellence in any organization.
Capitalizing Your Technology to Disrupt and Dominate Your Markets
Every business today has some technology as part of its strategy. Inevitably, it is becoming harder for many CEOs to effectively lead their R&D efforts at the same time that their investment in tech keeps growing. Even startup founders can find themselves flustered when trying to understand whether a particular issue is genuinely impossible to solve, getting the team to provide reliable estimates, and having their top tech leaders speak in plain words as opposed to jargon.This book helps them bridge the culture gap between the C-suite and R&D, covers frequent tech-related decisions and issues, and provides a way to unlock tech as an offensive weapon and a strategic differentiator. To create an environment where technology is not merely an execution mechanism but acts as a fulcrum for strategic opportunities, one must put a particular leadership team in place and equip them with digital literacy.Based on the author's experience and discussions with hundreds of executives worldwide, he short-circuits common failure patterns and enables nontechnical senior leaders to act with more certainty and clarity regarding their tech efforts. Startups and tech efforts initiated without enough understanding of the technical aspects often have to be scrapped and started from scratch within 18 months. This can make or break certain endeavors, and as the author has helped his clients avoid these problems, the book will help the readers establish a sturdy foundation to work from.This book covers clear guidelines for founders, executives, and senior leaders that are not tech-savvy. These include establishing a tech organization, making the first key hires, assessing the relevance and risk involved in different options, and creating a healthy connection as opposed to a tech silo. On top of that, it will include lessons and case studies that stem from experience in the "Startup Nation," such as how to inject chutzpah into daily discussions and create an organization with habitual innovation.
High-Performance Buildings
This book provides a blueprint for action for readers making decisions about how to improve the energy efficiency and performance of new or existing buildings. Suitable for both seasoned veterans and new managers, it takes an objective and orderly approach to what is often a complex, costly, and time-consuming process. The book presents fundamental principles illustrated with case studies. It thoroughly covers the topics in a concise, technically accurate way. The book is designed for architects, engineers, and construction managers.
Energy and Analytics
This book details how to leverage big data style analytics to manage and coordinate the key issues in both energy supply and demand. It presents a detailed explanation of the underlying systems technology that enables big data in buildings and how this technology provides added cost benefit from efficiency, onsite solar, and electricity markets.
Manager's Guide to Preventive Building Maintenance
This book is a comprehensive guide for developing an effective preventive maintenance program for any facility. Topics include facility inspection and assessment, effective lubrication practices, commercial roofing repair, indoor air quality management, applicable government codes, standards and regulations, detailed preventive maintenance proce
AI Handbook for HR
Ready for the next revolution in recruiting? This ground-breaking guide will make you a pioneer in the use of artificial intelligence. Discover how ChatGPT can help you successfully manage your daily HR tasks and challenges. Here you will find customised templates, step-by-step instructions and useful commands. Learn how to check and adjust the quality of ChatGPT generated texts. The future of recruitment starts here and now. Are you ready to actively shape it? Discover additional resources and webinars on our website: www.hraidvisors.com to take your recruiting to the next level of KI. The journey to the future begins now!
Report on the Development of Cruise Industry in China (2021)
Capitalizing Your Technology to Disrupt and Dominate Your Markets
Every business today has some technology as part of its strategy. Inevitably, it is becoming harder for many CEOs to effectively lead their R&D efforts at the same time that their investment in tech keeps growing. Even startup founders can find themselves flustered when trying to understand whether a particular issue is genuinely impossible to solve, getting the team to provide reliable estimates, and having their top tech leaders speak in plain words as opposed to jargon.This book helps them bridge the culture gap between the C-suite and R&D, covers frequent tech-related decisions and issues, and provides a way to unlock tech as an offensive weapon and a strategic differentiator. To create an environment where technology is not merely an execution mechanism but acts as a fulcrum for strategic opportunities, one must put a particular leadership team in place and equip them with digital literacy.Based on the author's experience and discussions with hundreds of executives worldwide, he short-circuits common failure patterns and enables nontechnical senior leaders to act with more certainty and clarity regarding their tech efforts. Startups and tech efforts initiated without enough understanding of the technical aspects often have to be scrapped and started from scratch within 18 months. This can make or break certain endeavors, and as the author has helped his clients avoid these problems, the book will help the readers establish a sturdy foundation to work from.This book covers clear guidelines for founders, executives, and senior leaders that are not tech-savvy. These include establishing a tech organization, making the first key hires, assessing the relevance and risk involved in different options, and creating a healthy connection as opposed to a tech silo. On top of that, it will include lessons and case studies that stem from experience in the "Startup Nation," such as how to inject chutzpah into daily discussions and create an organization with habitual innovation.
Improving Supply Chains in the Oil and Gas Industry
This book analyses and proposes solutions to one of the core challenges faced in the Maintenance, Repair and Operations (MRO) supply chains in the oil and gas industry, a field that is currently impacted by low oil prices, emerging technologies and a societal transition to cleaner energies. It describes the end-to-end nature of the oil and gas supply chain, and challenges paradigms and accepted ways of working within the industry - such as wastes driven by broken interfaces, naivete regarding supply chains, and the practice that considers re-organisation to be the answer to these challenges - and identifies opportunities to shift this paradigm towards reliability and value. Moreover, the book shares the authors' front-line experience and encourages readers to consider deploying the solutions presented in their own contexts. The insights from the book's 12 modules are based on personal experiences and are industry-generic, allowing them to be transferred to other MRO supplychains. Readers are encouraged to use this book as a reference for their own supply chain transformations. The book is primarily intended for practitioners, including chief operating officers, chief financial officers, chief supply chain officers, engineers and heads of procurement, purchasing, operations, and materials management.
African Air Transport Management
This book provides a comprehensive overview of the African air transport market from a strategic management perspective. Drawing on well-grounded theories, research applications and real-world case studies, it examines competition dynamics, interconnectivity, the growth of low-cost carriers, and demand patterns in air transport for both passenger and cargo traffic. It also presents an expert analysis on the introduction of the Single African Air Transport Market (SAATM), made possible by the liberalization of the air transport market, from a regulatory perspective. Based on the results of the analysis, the book evaluates both the benefits and limitations of an open skies agreement. Furthermore, it shed lights on the challenges and complexities of African public infrastructure investments and airport financing, discusses the impact of COVID-19, and provides strategic recommendations for airlines. The book is aimed at professionals in aviation and airline industries and students interested in the African air transport market.
Smart Business and Digital Transformation
Beginning in the mid-2010s, the Fourth Industrial Revolution has seen remarkable changes in information technology that have blurred the boundaries between the physical, digital and biological worlds. Industry 4.0 has enabled so-called smart factories in which computer systems equipped with machine learning algorithms can learn and control robotics with minimal need for human input. While smart technology has enabled many manufacturing businesses to increase efficiency and cut costs, many others are still struggling with implementing it. This book aims to help students, practitioners and industry leaders to become change agents and take their first steps on the path of transformation. Smart Business and Digital Transformation addresses the challenge of becoming "smart" from three different perspectives: smart factory, smart industry and smart environment. Covering technologies including the Internet of Things (IoT), cloud, artificial intelligence (AI), mobility, 5G and big data analytics, the book shows how enterprises can take advantage of them and ultimately beat the competition. The book considers the importance of operational processes, business models and organisational culture. The contributing authors and editors, based at Corvinus University, present a multidimensional picture of Industry 4.0 which is both diverse in its voices and unified in its vision. Smart Business and Digital Transformation meets the growing demand for a textbook that not only presents the latest concepts and theories but is also practical for planning, managing and implementing digital transformation in practice. The chapters include case studies to demonstrate the practical applications, and each chapter ends with review and discussion questions to develop students' skills and competencies. Students of business and digital transformation on advanced undergraduate and MBA courses will find it an indispensable guide to a vibrant and challenging topic.
Training Impact measurement
This book provides a practical and intuitive model for measuring the effectiveness of technical training programs, addressing the challenges faced by technical training managers and other technical managers in justifying the return on investment for large-scale and investment-intensive training programs.The 4-tier Return on Expectations (ROE) framework presented in this book, developed through years of research, observation, and experience, aims at reducing the pains of technical business managers while presenting and return on investment (ROI) of their training programs.This book reduces your pains by eliminating the need to dollarize every piece of training investment. It also makes you less dependent on practically difficult methods to compute a defendable ROI. Instead, it will guide you on clarifying your and your stakeholders' expectations and then presenting a return on expectations, using the most relevant metrics and practical approach to calculate four indices: training reaction index, improvement index, effectiveness index, and impact index.​​​​​​​By using a feedback-based and data-driven approach, this book enables technical training managers or training leaders handling large-scale programs to collect data, measure key indicators, and compute indices that provide evidence of the effectiveness of their training programs, ultimately helping them communicate the value and effectiveness of your training programs to executives. Never again would you return to your traditional methods.
Improving America’s Schools Together
The first definitive text on continuous improvement in school district-university partnerships, covering improvement methods, theory, research, and real cases across the country with practical improvement tools that can be adapted to any setting.
Successful Digital Transformation Initiatives in Smes
While it is clear that workforce involvement is fundamental for the success of digital transformation, it is also evident that insufficient attention has been paid to emerging strategies to convince employees to become involved. To do so, this book considers Relational Goods, the intersubjective and reflexive relationships existing between employees, within the DOI framework to evaluate how they influence digital transformation success alongside innovation traits, time and communication channels. The focus for this book is SMEs, as these businesses experience greater difficulties than their larger counterparts in keeping up with the digital revolution. The authors develop the Relational Goods model to a refined DOI framework including the role of relationship and managerial support in the adoption of technologies that may transform the business. It will be of great interest to scholars and students of management, digital transformation and SMEs, as well as HRM professionals.
Research Methods for Operations and Supply Chain Management
Research Methods for Operations and Supply Chain Management, third edition, is a toolkit of research approaches primarily for advanced students and beginner researchers, but also a reference book for any researcher in operations and supply chain management (OSCM).Many students begin their careers in research limited by the one or few approaches taken by their department. The concise, accessible overviews found here equip them with an understanding of a variety of methods and how to use them, enabling students to tailor their research project to their own strengths and goals. The more seasoned researcher will find comprehensive descriptions and analyses on a wide variety of research approaches.This updated and enhanced edition responds to the latest developments in OSCM, including the growing prominence of services and production of intangible products, the complete supply chain, and the increasing use of secondary data and of mixed approaches. Alternative research approaches are included and explored to help with the planning of research. This edition also includes expanded literature reviews and analysis to guide students towards the next steps in their reading, and more detailed step-by-step advice to tie theory with the research.Including contributions from an impressive range of the field's leading thinkers in OSCM research, this is a guide that no one embarking on an OSCM research project should be without. Previous editions of this book were published under the title Research Methods for Operations Management and Researching Operations Management.
Industry 4.0
The Fourth Industrial Revolution, also known as Industry 4.0, refers to the industrial paradigm bringing together the digital and physical worlds through the cyber-physical Systems, enhanced by the Internet of Things aimed to increase the effectiveness of human-machine cooperation (HMC). This book deals with issues related to the challenges of Industry 4.0 that are faced by enterprises and universities. Contrary to most publications on the subject, it covers both technological and business aspects of these challenges and shows how strong they are intertwined, bringing new value to readers. The book also presents new findings that will guide enterprises through Industry 4.0.This book offers readers an in-depth discussion of important areas of enterprises' activities in the context of Industry 4.0. The first area concerns human resources management; in particular, what new employee competencies will be needed on the labor market, how to use modern concepts (e.g. design thinking), and how to manage multi-national teams of employees. The second area is related to marketing and covers issues regarding customized products. The third area is devoted to technical aspects such as autonomous vehicles, Internet of Things (IoT), radio-frequency identification (RFID) systems, and Bluetooth Low Energy (BLE) technology. The fourth area concerns IT systems, including systems that support work and business management, strategic information systems, and cyber-physical systems.Aimed at researchers, academics, practitioners, and students, it will be of value to those in the fields of human resource management, marketing, organizational studies, and management of technology and innovation.
Asian Development Outlook (ADO) 2023
This publication highlights brighter economic prospects for Asia and the Pacific amid ongoing challenges. It forecasts growth across the region's developing economies of 4.8% this year and in 2024, up from 4.2% in 2022. The reopening of the People's Republic of China (PRC) will boost regional economic growth through supply chain linkages and demand for goods and services. Growth in the PRC is expected to rebound to 5.0% this year from 3.0% in 2022. Healthy domestic demand in India will also support regional growth: India is forecast to grow by 6.4% in 2023. Growth in the Caucasus and Central Asia, the Pacific, and Southeast Asia will be lifted as tourism recovers. Meanwhile, headline inflation is expected to decelerate from 4.4% in 2022 to 4.2% this year and 3.3% in 2024. However, higher debt and interest rates have magnified financial stability risks, as evidenced by recent banking sector problems in the United States and Europe. An escalation in the Russian invasion of Ukraine could cause renewed surges in commodity prices, stoking global inflation and inducing further monetary tightening. Further, climate change and global fracturing remain persistent challenges. To confront these challenges, policy makers need to strengthen policies to ensure financial stability and actively support multilateralism to deepen regional cooperation.
Learning Experience Design Essentials
Design Learning Experiences, Not EventsLearning Experience Design Essentials explores how new instructional designers and those looking to build their skills and align their function to the business can blend content and context to elevate learning experiences. Expert Cara North maps out the skills and capabilities that define the work learning experience design (LXD) professionals do.Cara lays out an LXD process to guide readers in creating effective experiences. It includes the all-important task analysis to understand the shoes your learners walk in while performing at work. Other steps include creating assessments, conducting usability testing, and messaging the why behind the learning experience.Traditional instructional design places undue emphasis on dumping training content on learners through a combination of information, media, and technology. What's missing is the context of how learning happens and the understanding that learning is a process, not a one-time event.This book will help you craft a 30/60/90-day plan to apply the concepts throughout. By the end, you'll feel confident saying "yes" to the simple question, "Would you want to take your own learning experiences?"
Data Ethics
Data-gathering technology is more sophisticated than ever, as are the ethical standards for using this data. This second edition shows how to navigate this complex environment.Data Ethics provides a practical framework for the implementation of ethical principles into information management systems. It shows how to assess the types of ethical dilemmas organizations might face as they become more data-driven. This fully updated edition includes guidance on sustainability and environmental management and on how ethical frameworks can be standardized across cultures that have conflicting values. There is also discussion of data colonialism, the challenge of ethical trade-offs with ad-tech and analytics such as Covid-19 tracking systems and case studies on Smart Cities and Demings Principles. As the pace of developments in data-processing technology continues to increase, it is vital to capitalize on the opportunities this affords while ensuring that ethical standards and ideals are not compromised. Written by internationally regarded experts in the field, Data Ethics is the essential guide for students and practitioners to optimizing ethical data standards in organizations.
Operations Management in Japan
This book provides insights into Japanese production and operations management through the roles and human resource management of Japanese manufacturing engineers and how their roles contribute to efficient manufacturing.The book looks at six industries i.e. automobile, electronics, business machine industries of the parts processing and assembly sector, steel, chemical and pharmaceutical industries of the material processing sector, and 13 Japanese leading multinational companies. It also compares Japanese automotive firms with their German, French, and American counterparts. The analysis reveals that many managers, employees, and scholars underappreciate the roles and contributions of manufacturing engineers in the United States.The book will offer invaluable lessons to management scholars interested in operations management and global supply chains, especially in the context of the Japanese manufacturing industry.
Social Protection and Informal Workers in Sub-Saharan Africa
The promotion of social protection in Sub-Saharan Africa happens in a context where informal labour markets constitute the norm, and where most workers live uncertain livelihoods with very limited access to official social protection. The dominant social protection agenda and the associated literature come with an almost exclusive focus on donor and state programmes even if their coverage is limited to small parts of the populations - and in no way stands measure to the needs. In these circumstances, people depend on other means of protection and cushioning against risks and vulnerabilities including different forms of collective self-organizing providing alternative forms of social protection. These informal, bottom-up forms of social protection are at a nascent stage of social protection discussions and little is known about the extent or models of these informal mechanisms.This book seeks to fill this gap by focusing on three important sectors of informal work, namely: transport, construction, and micro-trade in Kenya and Tanzania. It explores how the global social protection agenda interacts with informal contexts and how it fits with the actual realities of the informal workers. Consequently, the authors examine and compare the social protection models conceptualized and implemented 'from above' by the public authorities in Tanzania and Kenya with social protection mechanisms 'from below' by the informal workers own collective associations. The book will be of interest to academics in International Development Studies, Political Economy, and African Studies, as well as development practitioners and policy communities.
Human-Centered Lean Six SIGMA
This book focuses on the human side of organizational culture. The authors approach organizational culture from the perspective of alignment to mission, vision, and values. Using a Lean Six Sigma structure, the sequence of chapters begins with the organization and its structure, then drills through strategic, operational, and tactical levels of process and behavior which establish and grow the overall culture of the organization over time. The book begins with foundational principles of organization, through the necessity of aligning processes and systems to mission and vision, assessment, gap analysis for improvement, prioritization, and chapters on qualitative and quantitative approaches for reducing variation and improving systems and behavior.Through this book, readers will: Learn the foundation and core concepts of the organization Discover the "right" focus of shifting the culture of the organization Recognize the building blocks of organizational culture and how to integrate them into a successful, customer-focused system of interconnected processes Focus on people as drivers of technology, rather than the reverse Explore techniques to address the challenges and concerns of today's training and deployment for organizational performance excellence Use the chapters as short discussions or training workshops for either internal education or public/private technical education.
Competitive Digital Innovation
Innovative digital technologies are forcing companies to rethink how they compete. The focus of digital innovation in business has shifted from internal transformation within firms to their market interface and ecosystems. While opportunities for innovation in internal operations are well established, it's less clear how to leverage technology at the market interface. This often has strategic implications, and the goal of this book is help you connect digital innovation to business strategy. By understanding how to leverage digital technologies, you can redefine your market-facing business processes, your products, services and even your business models and stay competitive in today's hybrid markets. This book provides a coherent and comprehensive approach to not just survive but rather thrive in the 21st Century global marketplace. With global, real-world examples and original frameworks, this is an ideal bookfor executives and anyone who wants to understand digital strategy. Highly practical but infused with rigorous research, it shows you how your business can use digital technologies to compete in today's hybrid markets.
Human-Centered Lean Six SIGMA
This book focuses on the human side of organizational culture. The authors approach organizational culture from the perspective of alignment to mission, vision, and values. Using a Lean Six Sigma structure, the sequence of chapters begins with the organization and its structure, then drills through strategic, operational, and tactical levels of process and behavior which establish and grow the overall culture of the organization over time. The book begins with foundational principles of organization, through the necessity of aligning processes and systems to mission and vision, assessment, gap analysis for improvement, prioritization, and chapters on qualitative and quantitative approaches for reducing variation and improving systems and behavior.Through this book, readers will: Learn the foundation and core concepts of the organization Discover the "right" focus of shifting the culture of the organization Recognize the building blocks of organizational culture and how to integrate them into a successful, customer-focused system of interconnected processes Focus on people as drivers of technology, rather than the reverse Explore techniques to address the challenges and concerns of today's training and deployment for organizational performance excellence Use the chapters as short discussions or training workshops for either internal education or public/private technical education.
Continuous Improvement Practice in Local Government
Local government plays a critical role in the provision of governance, infrastructure, and services for local communities. Over the past 30 years this sector has undergone significant reforms because of various superordinate governments policy changes. Continuous improvement and quality programs have been a common tactical response undertaken by various local government organisations to remain sustainable and to continue to deliver value to their local communities. These tactical responses have had varying levels of success.This book seeks to go beyond a tactical focus and uncover the kinds of continuous improvement practices that are enacted in various local government contexts. A focus on practices enables practitioners and researchers alike to gain insights that to go beyond approaches which privilege the application of CI tools over the contextualisation of CI programs. Contextualisation affords the insightful deployment of programs that are specific to the needs and dynamics of local communities and operations.The cases presented share insights on aspects of CI including: embedding performance measurement; harnessing learning; contextualising CI activities to support the ongoing sustainability of these practices. Researchers and practitioners alike can draw benefit from the grounded industry base experiences and insights shared in the book.
Strategic Management of People
This book aims to contribute to the understanding of the importance of human capital development, highlighting its advantages for obtaining significant results in reaching the goals established in its analytical planning, reducing staff turnover and obtaining profit. As an innovative potential, it is essential that companies incorporate it into their Strategic Management of Human Resources and administrative practices to act competitively in current and future scenarios. For the company to keep rising and develop a competitive base in the market, it needs to pay attention mainly to its internal resources, that is, human capital, to build an important survival strategy thus creating a tip for obtaining the success of the organization. It highlights the importance of people for the company and that their performance depends on them, which enables it to remain more balanced and structured in the market, ensuring that at the end of the process the desired success is obtained and new goals can be set, by the confidence and capacity that its human capital can exercise for their own benefit and on behalf of the organization.
Applying Theories for Information Systems Research
This book sets out to provide postgraduate researchers with guidance on selecting and applying socio-technical theories to the study of information systems, including how they can be combined to complement each other.
Management and Information Technology after Digital Transformation
With the widespread transformation of information into digital form throughout society - firms and organisations are embracing this development to adopt multiple types of IT to increase internal efficiency and to achieve external visibility and effectiveness - we have now reached a position where there is data in abundance and the challenge is to manage and make use of it fully. This book addresses this new managerial situation, the post-digitalisation era, and offers novel perspectives on managing the digital landscape.The topics span how the post-digitalisation era has the potential to renew organisations, markets and society. The chapters of the book are structured in three topical sections but can also be read individually. The chapters are structured to offer insights into the developments that take place at the intersection of the management, information systems and computer science disciplines. It features more than 70 researchers and managers as collaborating authors in 23 thought-provoking chapters.Written for scholars, researchers, students and managers from the management, information systems and computer science disciplines, the book presents a comprehensive and thought-provoking contribution on the challenges of managing organisations and engaging in global markets when tools, systems and data are abundant.
Documentation in Insurance
Automation has become of great importance in the insurance industry.It is well known that almost every activity of an insurance company can be automated. There is a need for insurance companies to keep abreast of innovations in this area. In this scenario, it will be great to have all the concepts that are involved in automation at one's fingertips. This book has been written to serve this purpose, The book introduces the concepts involved in documentation in insurance for automation. The book has been written in an easy to read manner with illustrations and examples, to enable better understanding . The concepts are applicable not only to the insurance industry, but to every industry.
Digital Leader (Pb)
Digital Leaders are Made--Not Born"Fail forward, fail fast, fail better is a winning concept from Qualman's latest book, Digital Leader." -- Tony Hsieh, New York Times bestselling author and CEO of Zappos.com, Inc."People with a passion for something can be infectious. It's obvious that Erik Qualman's passion is social media." -- Dan Heath, New York Times bestselling author of Made to Stick and Switch"Qualman is to social media what Deming is to quality and Drucker to management." -- Scott Galloway, professor, Stern School of Business, NYU"Erik Qualman is a Digital Dale Carnegie." -- Todd Young, CEO, ProspXAbout the Book: "Digital footprints are what we post about ourselves. Digital shadows are what others upload about us. Collectively, they have changed the world forever. As leaders and future leaders we need to adapt to this new world." -- from Digital LeaderDigital leaders are made, not born--you have it within you to become an effective digital leader. As a leader in the digital age, your reach is boundless. With advanced technologies, you can exert more direct and indirect influence than ever before--anywhere at any time. And everything you do, fail to do, and wish you didn't do is documented forever in the digital universe.Digital Leader explains how to take full advantage of everything the digital age has to offer, while avoiding common pitfalls that can damage your "digital legacy."Bestselling author Erik Qualman explains what modern leadership means and describes how to be an effective leader in the digital world. In order to succeed, you need to adjust your leadership skills to adapt to today's digitally open world--and you need to start today. Qualman breaks the process down into five powerful truths you can use to establish your leadership "stamp" Simple: success is the result of simplification and focusTrue: be true to your passionAct: nothing happens without action--take the first stepMap: goals and visions are needed to get where you want to bePeople: success doesn't happen aloneBasing his conclusions on a wide range of research and resources, Qualman provides an abundance of real-world examples and tips to help you create a path to success while leading others to achieve their best.
Bringing Out the Best in Everyone You Coach (Pb)
"Clearly written, well organized, and practical, we predict this will quickly become the 'standard' Enneagram coaching book for years to come."Don Richard Riso and Russ Hudson, bestselling authors of Personality Types and The Wisdom of the EnneagramCreate powerful growth programs tailor-made for each employee!Whether you're a coach, manager, or mentor, the Enneagram System is a highly effective tool for creating self-aware employees that are easy to manage.Enneagram expert Ginger Lapid-Bogda explains how to use the system's nine number types to pinpoint each person's style, tap into his or her strengths, and design customized growth programs for each one.Cross-cultural and proven to be highly accurate, the Enneagram is the ideal tool for creating employees that: Communicate clearly Work more productively Collaborate effectively Make decisions with confidence Take personal responsibility Become better leadersLapid-Bogda reveals which specific coaching techniques are the most effective based on individual style and provides a clear process for the three types of coaching: short-term, crisis, and long-term. Enneagram development time is shorter than in other programs, and results are clearer and longer-lasting. With Bringing Out the Best in Everyone You Coach, you have everything you need ensure that every employee exceeds his or her goals on a regular basis and contributes valuable talent to the entire business organization.
Developer Advocacy
No matter which point you're currently at on the developer advocacy journey - whether you've already implemented a developer advocate function or you're exploring the possibility - this book is for you. This book provides actionable guidance that business and technology leaders can use to understand the benefits of advocacy, identify what goes into the function, and learn how to maximize the success of developer advocate teams. Developer advocacy is a role that is sometimes hard to quantify and build - but you feel it when you're missing it. Companies are struggling to solidify advocacy despite a strong desire to do so and little guidance exists for businesses seeking to build a developer advocacy program or assess its effectiveness. This book will show you how to get an advocacy program in your business: the basics of having an advocacy program, what tasks and processes need to be set up, and how to identify key stakeholders. You'll see how companies of all types that sell to or engage with technical audiences can develop a developer advocacy strategy. Specifically, you'll learn what developer advocates do, how business can start an advocacy practice in your organization and how to scale and operationalize such a practice once it is in place. The book will further explore the metrics for measuring advocacy success and ways the scale advocacy teams internally and externally. The Power of Developer Advocacy explores the exciting career path of advocacy for developers and engineers. What You Will LearnDiscover what developer advocacy isDetermine which sorts of companies need the functionUnderstand what the primary strategic considerations for developer advocacy isWho This Book is For Existing and future advocacy leaders, would-be developer advocates, developer marketers and DevRel teams and leaders
Data Governance for Managers
Professional data management is the foundation for the successful digital transformation of traditional companies. Unfortunately, many companies fail to implement data governance because they do not fully understand the complexity of the challenge (organizational structure, employee empowerment, change management, etc.) and therefore do not include all aspects in the planning and implementation of their data governance. This book explains the driving role that a responsive data organization can play in a company's digital transformation. Using proven process models, the book takes readers from the basics, through planning and implementation, to regular operations and measuring the success of data governance. All the important decision points are highlighted, and the advantages and disadvantages are discussed in order to identify digitization potential, implement it in the company, and develop customized data governance. The book will serve as a useful guide for interested newcomers as well as for experienced managers.
Leadership and Operational Indexes for Supply Chain Resilience
This book presents a novel approach for studying the impact of leadership styles on supply chain resilience using a combination of transactional and transformational leadership. The book consists of two main sections: The first introduces key concepts and provides a framework for understanding the research problem and methodology. The second section presents five structural equation models developed and validated using data collected from a survey of managers and engineers in the Mexican Maquiladora Industry. These models explore the relationships between key variables, such as agility, flexibility, alertness, and efficiency, and how they are affected by different leadership styles. The findings of this study suggest that a combination of transactional and transformational leadership is highly effective in enhancing resilience and achieving better results during disruptive events. Written in a clear and accessible style, this book is an essential resource for scholars, researchers, and practitioners interested in supply chain management, leadership, and resilience. It contributes to the existing literature on these topics and provides practical insights for improving supply chain performance in today's complex and dynamic business environments.
Public Finance and Taxation
Public Finance and Taxation" is intended for students of economics and management as well as for professionals interested in business affairs, especially in the Democratic Republic of Congo. The reasoning is presented in a literary manner.The originality of this book lies in the fact that the examples, certain data and explanations are drawn from the economic reality of the Democratic Republic of Congo. With a particular emphasis on the theoretical foundations of public finance and taxation, this manual provides a foundation for any learner and allows him or her to immerse themselves in the business climate in the DRC.
Uncertainty-Driven Innovation
Innovating in an uncertain and unpredictable environment is becoming the norm for most companies. This book explores how uncertainty can shape product innovation, process innovation, and the new product development process. It does this by covering several areas of research, from the analysis of the entrepreneur as the pinnacle of innovation to the drawbacks associated with the development of new products in conditions of high uncertainty. Literature analysis, case studies, and quantitative analysis are presented to drive the reader through the latest concepts and discoveries available on the scientific literature.
Best Team Ever
Talent doesn't make the team-the team makes the talent. Why are some teams more motivated, innovative, and successful than others? Why do some groups of talented people fall short against lesser teams? And how do you go about building a high-performing team?Dr. David Burkus understands that to build the best team, you must first shape the habits and practices that bring out the best in each member. Best Team Ever reveals what some of the world's most effective teams do, and shows you how you can do the same. Banish the frustration of having a team of talented people who can't perform optimally. Discover how to develop a clear, concise understanding of how your team's culture affects its performance. Follow this simple, practical blueprint to cultivate a Best Team Ever environment and set your team on a path to success.
Crucial Influence, Third Edition: Leadership Skills to Create Lasting Behavior Change
The New York Times bestselling guide to leading positive change in any organization―updated with critical new insights, research, and case studiesThe world-renowned leadership experts that brought us the leadership classic Crucial Conversations have fully updated their bestselling Crucial Influence (originally published as Influencer). In these pages, they reveal that fewer than one in eight behavior change efforts is successful--and most produce nothing more than wasted resources and organization-wide cynicism.The solution to this challenge isn't easy, but it is simple. It's all about the strategic application of influence--systematic and intentional actions aimed at helping people improve results by changing their behavior--a practice most leaders have yet to fully understand and embrace.Crucial Influence walks you through the process of identifying the personal, social, and structural levers that influence both motivation and ability, then engaging these levers for directed behavior change."At the end of the day, leadership is intentional influence," the authors write. "If behavior isn't changing, you aren't leading." Whatever you're seeking to change through effective leadership--from making virtual workforces work to tackling a social issue--influence, not authority, is what will get you there. You'll learn to view leadership through the new lens of influence as you apply the lessons from this book to everyday challenges.New to this edition: Updated stories and examples using the Crucial Influence modelThe authors' latest research on behavior changePractical applications for everyday leadership challengesNew case studies and business examples
Socratic Selling
Build a relationship with your customers and close the sale more surely.The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you.Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
Toyota Way Svc Excellence
The world's bestselling Lean expert shows service-based organizations how to go Lean, gain value, and get results--The Toyota Way.A must-read for service professionals of every level, this essential book takes the proven Lean principles of the bestselling Toyota Way series and applies them directly to the industries where quality of service is crucial for success. Jeff Liker and Karyn Ross show you how to develop Lean practices throughout your organization using the famous 4P model. Whether you are an executive, manager, consultant, or frontline worker who deals with customers every day, you'll learn how take advantage of all Lean has to offer. With this book as your guide, you'll gain a clear understanding of Lean and discover the principles, practices and tools needed to develop people and processes that surprise and delight each of your customers. These ground-tested techniques are designed to help you make continuous improvements in your services, streamline your operations, and add ever-increasing value to your customers. Fascinating case studies of Lean-driven success in a range of service industries, including healthcare, insurance, financial services, and telecommunications, illustrate that Lean principles and practices work as well in services as they do in manufacturing.Drawn from original research and real-world examples, The Toyota Way to Service Excellence will help you make the leap to Lean.
Mergers & Acquisitions
Mergers & acquisitions are an essential instrument of strategic corporate management for companies of all sizes. The success of an M&A project highly depends on an optimal transaction preparation, fast execution and the experience of all parties involved. Due to numerous endogenous and exogenous influences, no two M&A transactions are alike at the detailed level. This book is designed as a practical M&A guide for students and professionals alike. In addition to dealing with important basics of mergers & acquisitions, the focus is on a structured and in-depth examination of the individual process steps of a typical company sale. At various points in this book, specific differences between a company sale of medium-sized companies (mid-caps) and large companies (large-caps) are discussed in detail.
Medical-Grade Software Development
This book is a practical guide to meeting IEC 62304 software-development requirements within the context of an ISO 13485 quality management system (QMS). The book proves this can be done with a minimum amount of friction, overlap, and back-and-forth between development stages. It essentially shows you how you should shape your medical-software development processes to fit in with the QMS processes in the smartest and leanest way possible.By following the advice in this book, you can reuse processes from your QMS, ensure your product-realization processes meet the requirements for medical-software development, and marry all the requirements together using tried and tested solutions into one efficient system. The expertise of the authors here goes beyond just the experiences of one real-world project as they tap into over 30 years of experience and countless software and software-assessment projects to distill their advice.The book takes a hands-on approach by first teaching you the top 25 lessons to know before starting to develop a process for medical-software development. It then walks you through the expectations placed on the key aspects of such a process by the key standards. The book progresses from an overview of both standards and the general requirements involved to a detailed discussion of the expected stages from software development and maintenance to risk management, configuration management, and problem resolution. The book provides insightful advice on how the requirements of the IEC 62304 software-development life cycle can be married with an ISO 13485 QMS, how the development of the technical file should be organized, and how to address conformity assessment, the daily after-approval, and the recent trends that will affect the industry in the coming years.The book is modeled after the IEC 62304 standard and adopts its clause structure in the numbering of sections for easy reference. The book does not attempt to replicate either standard. For the ISO 13485 standard, it recites the necessary requirements succinctly. For IEC 62304, the discussion is in-depth and also addresses the impact of ISO 13485 on the requirements discussed. In this way, the book drills into both standards to expose the core of each requirement and shape these into a practical, cohesive workflow for developing, maintaining, and improving a Lean software development pipeline.
The ASQ Quality Improvement Pocket Guide
Basic quality at a size and price that are easy on your pocket! This pocket guide is designed to be a quick, on-the-job reference for anyone interested in making their workplace more effective and efficient. It will provide a solid initial overview of what "quality" is and how it could impact you and your organization. Use it to compare how you and your organization are doing things, and to see whether what's described in the guide might be useful. The tools of quality described herein are universal. People across the world need to find better, more effective ways to improve the creation and performance of products and services. Since organizational and process improvement is increasingly integrated into all areas of an organization, everyone must understand the basic principles of process control and process improvement. This succinct and concentrated guide can help. Unlike any other pocket guide on the market, included throughout are direct links to numerous free online resources that not only go deeper but also show these concepts and tools in action: case studies, articles, webcasts, templates, tutorials, examples from the ASQ Service Division's Service Quality Body of Knowledge (SQBOK), and much more. This pocket guide serves as a gateway into the wealth of peerless content that ASQ offers.
ISO Lesson Guide 2015
The ISO Lesson Guide translates ISO 9001 into easy-to-understand words. This pocket guide was designed as a quick reference for anyone to carry around conveniently. Each element containing requirements is discussed and key concepts are highlighted at the beginning of each section. In the ISO Lesson Guide: Quality is defined The ISO process approach is explained Key concepts are accompanied by an illustration Risk-based thinking is introduced Concepts are described in easy-to-understand words A brief conspectus summarizes ISO 9001 requirements Quality management principles are described in easy-to-understand words An entertaining fable explains the difference between ISO 9001 and ISO 9004 Ideal for handing out to existing and new employees, this pocket guide can also be used as supplemental study material for ISO 9001 training courses.
Leading Transformations
The world and its business environments are in a state of constant change. The reality today is that organizations and their leaders are faced with increasingly daunting demands for change and, unless they build organizations that can keep pace with these fast-changing environments, it will be a challenge simply to survive while, at the same time, continuing to thrive and embrace uncertainty and disorder.One effective example of a world-renowned company that survived an existential crisis to become one of the most iconic companies in the world: The LEGO Group. In Building a Global Learning Organization (CRC Press, 2014), the authors showed how to develop and implement a global structure for learning based on the TWI (Training Within Industry) methods. In that book, you learned how the LEGO Group worked on business transformation through changes in organizational learning systems, including new ways of working and other Lean transformational initiatives. Great organizations have used that book as a benchmark for global and national rollouts of TWI programs and standard work initiatives.In this book, you get inspiration on how the LEGO Group met these challenges by developing and implementing a framework for transformations to create a common approach to designing, leading and anchoring change in an effective and impactful way. You get insights into the journey which began by designing the LEGO Way of Change, the process of testing the approach in a bigger transformation which, based on pilot learnings, was implemented in transformational initiatives. This book outlines some of the approaches that the LEGO Group implemented in order to ensure change would be both successfully implemented and sustained, including in-depth guides on impactful interventions with both leaders and people in the organization.The author discusses personalizing and navigating change as well as designing change in the organization and measuring its impact. You will continue learning more from specific real-life case studies from business leaders focused on different kinds of transformation, from reshaping functional teams to optimizing lead time through improved ways of working.When it comes down to it, change is about the people side of the equation. It is easy to change strategy, process, or technology, but it is harder to change individuals, people, and their behaviors. This book will provide inspiration and guidance on how to bring the people side of change into play in an effective and impactful way.
