The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.

Knowledge and Technology Adoption, Diffusion, and Transfer: International Perspectives is filled with original scientific and quality research articles on management information systems, technology diffusion, and business systems application aspects of e-commerce, e-government, and mobile application. As a forum of multi-disciplinary and interdisciplinary dialogue, it addresses research on all aspects of innovation diffusion in the field of business computing technologies and their past, present, and future use. This title serves as a vital source of information for researchers and practitioners alike.

The topic of Enterprise Information Systems (EIS) is having an increasingly relevant strategic impact on global business and the world economy, and organizations are undergoing hard investments in search of the rewarding benefits of efficiency and effectiveness that these ranges of solutions promise. Organizational Integration of Enterprise Systems and Resources: Advancements and Applications show that EIS are at the same time responsible for tremendous gains in some companies and tremendous losses in others. Therefore, their adoption should be carefully planned and managed. This title highlights new ways to identify opportunities and overtake trends and challenges of EIS selection, adoption, and exploitation as it is filled with models, solutions, tools, and case studies. The book provides researchers, scholars, and professionals with some of the most advanced research, solutions, and discussions of Enterprise Information Systems design, implementation, and management.

The second edition of the Construction Project Manager’s Pocket Book maintains its coverage of a broad range of project management skills, from technical expertise to leadership, negotiation, team building and communication. However, this new edition has been updated to include: revisions to the CDM regulations, changes to the standard forms of contract and other documentation used by the project manager, the impact of BIM and emerging technologies, implications of Brexit on EU public procurement, other new procurement trends, and ethics and the project manager. Construction project management activities are tackled in the order they occur on real projects, with reference made to the RIBA Plan of Work throughout. This is the ideal concise reference which no project manager, construction manager, architect or quantity surveyor should be without.

Business runs on decisions. Business relies on estimates, plans, and projections - and we all know how accurate they tend to be. Careers are made, careers are broken based on perceived accuracy in estimation and planning. But what if the successes and failures of these projects were not based on the prowess of those making the plans? What if successes and failures were instead the result of a more complex set of events? What if our own cognitive biases - our own brains - were creating our inaccuracies, our poor assumptions, and our unreasonable expectations? Why Plans Fail directly addresses our ability to plan, to forecast, and to make decisions. Written by Jim Benson, author of the Shingo Research Award-winning Personal Kanban, urban planner, software developer, and business owner who has planned and built everything from small software projects, to houses, to urban freeway systems, Why Plans Fail is told by someone with much skin in the estimation and planning game. This short work is the first in the Modus Cooperandi MemeMachine series - which looks specifically at underlying issues that directly impact the success of teams, companies, and individuals. The Mememachine series is meant to start conversations and advance discussion.

The Business Planning Pocketbook (3rd Edition) explains what issues to address, how to write a business plan, what questions to ask, how much detail to include and the time-frame to adopt. In the chapter on planning theory the author identifies eight different planning styles, followed in the next chapter with a description of ......

"Now substantially revised and fully up-to-date with NRM1 and NRM2, the Quantity Surveyor's Pocket Book remains the essential reference for newly qualified and student quantity surveyors. Outlines all of the practical skills, contractual and management techniques needed in the profession with a no-nonsense approach"--