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Managing Bids, Tenders and Proposals: Introducing the Bid.Win.Deliver Framework
by James Noel SmithManaging Bids, Tenders and Proposals shows suppliers and vendors how they can gain competitive advantage by being more effective and productive when pursuing sales opportunities and competing to win new contracts. Suppliers and vendors can also learn how to identify and reduce delivery risk and commercial risk.°Responding to requests-for-tenders (RFTs) and requests-for-proposals (RFPs) is frequently a challenging time for the supplier and vendor bid teams. Within tight timeframes, they must finalise their win strategy, determine their delivery plans and create compelling documentation that responds to the customer's questions and requirements. This essential reference work explores what needs to happen when responding to RFTs and RFPs and explains the essential knowledge needed by the bid teams.°In clearly written and well-structured chapters, Managing Bids, Tenders and Proposals addresses everything a bid manager or bid team member needs to know. Understanding profit, pricing, value and risk are essential for competitive pricing and profitable business. How customers manage their procurement programmes drives the lifecycle of a sales opportunity. Sales governance based on objective criteria identifies the right opportunities to pursue. Knowing what to look for in RFPs and RFTs helps to structure powerful bid responses. Understanding contracts, finance and business cases protects the commercial position of the supplier or vendor. Mastering these topics makes bid management a complete discipline that places a premium on leadership and managerial skills. Not only are the fundamentals of bid management captured simply and concisely, Managing Bids, Tenders and Proposals also explains how to plan and manage a bid response. Additional chapters define what makes a bid response compelling, as well as how to write and review bid documents to best position your bid, tender or proposal.°Managing Bids, Tenders and Proposals introduces the Bid.Win.Deliver Framework, a new and unique approach for responding to sales opportunities. In 16 procedural steps, the Bid.Win.Deliver Framework guides bid teams through the development process from identifying a sales opportunity to developing a compelling and competitive bid response. Any supplier or vendor in any industry that submits bids, proposals and tenders will benefit from adopting the Bid.Win.Deliver Framework. The framework provides a clear roadmap for implementing best-practice bid management at suppliers and vendors in any industry or market. The Bid.Win.Deliver Framework equips any professional with the skills to lead and manage a bid response. For experienced bid managers, the Bid.Win.Deliver Framework provides a common reference for discussion, reflection and professional development.
Managing Biosecurity Across Borders
by Ian Falk Ruth Wallace Marthen L. NdoenManaging biosecurity is everybody's business. The book's multi-site, multi-sectoral research contributes to an holistic, evidence-based strategy for managing plant biosecurity in complex contexts. The intent is to provide a starting point for all stakeholders in the biosecurity endeavor - policy personnel at all levels of governance, planners and regional developers, non-government organizations, community groups and individuals - to plan localized strategies that 'fit' national needs and constraints and the way people live their lives. In putting forward a 'strategy', we draw on many disciplines and cultural perspectives on a problem that is fundamentally a multidisciplinary and global issue. At the same time, the contributing researchers remain aware that such a strategy is always subject to local contextual factors and influences, indigenous and local knowledge and culture, and is regarded as a tool for planning, always subject to change.
Managing Biotechnology: From Science to Market in the Digital Age
by Francoise Simon Glen GiovannettiA comprehensive overview of the new business context for biopharma companies, featuring numerous case studies and state-of-the-art marketing models Biotechnology has developed into a key innovation driver especially in the field of human healthcare. But as the biopharma industry continues to grow and expand its reach, development costs are colliding with aging demographics and cost-containment policies of private and public payers. Concurrently, the development and increased affordability of sophisticated digital technologies has fundamentally altered many industries including healthcare. The arrival of new information technology (infotech) companies on the healthcare scene presents both opportunities and challenges for the biopharma business model. To capitalize on new digital technologies from R&D through commercialization requires industry leaders to adopt new business models, develop new digital and data capabilities, and partner with innovators and payers worldwide. Written by two experts, both of whom have had decades of experience in the field, this book provides a comprehensive overview of the new business context and marketing models for biotech companies. Informed by extensive input by senior biotech executives and leading consultancies serving the industry, it analyzes the strategies and key success factors for the financing, development, and commercialization of novel therapeutic products, including strategies for engagement with patients, physicians and healthcare payers. Throughout case studies provide researchers, corporate marketers, senior managers, consultants, financial analysts, and other professionals involved in the biotech sector with insights, ideas, and models. JACQUALYN FOUSE, PhD, RETIRED PRESIDENT AND CHIEF OPERATING OFFICER, CELGENE “Biotech companies have long been innovators, using the latest technologies to enable cutting edge science to help patients with serious diseases. This book is essential to help biotech firms understand how they can–and must–apply the newest technologies including disruptive ones, alongside science, to innovate and bring new value to the healthcare system.” BRUCE DARROW, MD, PhD, CHIEF MEDICAL INFORMATION OFFICER, MOUNT SINAI HEALTH SYSTEM “Simon and Giovannetti have written an essential user’s manual explaining the complicated interplay of the patients who deserve cutting-edge medical care, the biotechnology companies (big and small) creating the breakthroughs, and the healthcare organizations and clinicians who bridge those worlds.” EMMANUEL BLIN, FORMER CHIEF STRATEGY OFFICER AND SENIOR VICE PRESIDENT, BRISTOL-MYERS SQUIBB “If you want to know where biopharma is going, read this book! Our industry is facing unprecedented opportunities driven by major scientific breakthroughs, while transforming itself to address accelerated landscape changes driven by digital revolutions and the emergence of value-based healthcare worldwide. In this ever-changing context, we all need to focus everything we do on the patients. They are why we exist as an industry, and this is ultimately what this insightful essay is really about.” JOHN MARAGANORE, PRESIDENT AND CHIEF EXECUTIVE OFFICER, ALNYLAM PHARMACEUTICALS “Since the mapping of the human genome was completed nearly 15 years ago, the biotechnology industry has led the rapid translation of raw science to today’s innovative medicines. However, the work does not stop in the lab. Delivering these novel medicines to patients is a complex and multifaceted process, which is elegantly described in this new book.”
Managing Blackout at Aluminum Bahrain B.S.C. (Alba) (A)
by Gamze Yucaoglu Joseph B. Fuller Youssef Abdel AalThe case opens in 2017 as Tim Murray, CEO of Aluminum Bahrain (Alba), the largest single-site aluminum smelter in the world outside China and a major contributor to the Bahraini economy, was contemplating the recovery options as the company was facing the most severe crisis in its history. The case provides background on Alba and chronicles a transformation process implemented by Murray. The company had historically underperformed expectations. It developed a hierarchical, engineering oriented culture. The large workforce, made up of multiple nationalities, exhibited uneven levels of process compliance and personal accountability. Those deficiencies manifested themselves in many ways. Most damaging was a consistently poor record of workplace safety. Alba suffered from a high rate of on-the-job injuries and fatalities. Murray undertook to change the company culture, using safety as the linchpin of a campaign to instill a greater sense of discipline and personal responsibility across all levels of the organization. The case occurs against the backdrop of Alba's largest expansion project to date, which was planned to increase its production capacity by 50%. Just as Alba was reaping the benefits of Murray's campaign, a total blackout at Alba's facilities leads to an explosion that severely damaged its largest production line while Murray is on home leave. As the extent of the damage becomes apparent, the management team begins reverting to old behaviors. The case follows the subsequent series of events as Murray seeks to get control of the situation. Murray has to choose between two options for restoring production: outsourcing the recovery efforts to a credible third party at a very high cost or letting his team take on the task. As he contemplated his options, he dwelled on an overarching question-what was the best mechanism for restoring the damaged production line without undermining the culture he had invested so much in trying to create at Alba?
Managing Blackout at Aluminum Bahrain B.S.C. (Alba) (B)
by Gamze Yucaoglu Joseph B. Fuller Youssef Abdel AalThe case opens in 2017 as Tim Murray, CEO of Aluminum Bahrain (Alba), the largest single-site aluminum smelter in the world outside China and a major contributor to the Bahraini economy, was contemplating the recovery options as the company was facing the most severe crisis in its history. The case provides background on Alba and chronicles a transformation process implemented by Murray. The company had historically underperformed expectations. It developed a hierarchical, engineering oriented culture. The large workforce, made up of multiple nationalities, exhibited uneven levels of process compliance and personal accountability. Those deficiencies manifested themselves in many ways. Most damaging was a consistently poor record of workplace safety. Alba suffered from a high rate of on-the-job injuries and fatalities. Murray undertook to change the company culture, using safety as the linchpin of a campaign to instill a greater sense of discipline and personal responsibility across all levels of the organization. The case occurs against the backdrop of Alba's largest expansion project to date, which was planned to increase its production capacity by 50%. Just as Alba was reaping the benefits of Murray's campaign, a total blackout at Alba's facilities leads to an explosion that severely damaged its largest production line while Murray is on home leave. As the extent of the damage becomes apparent, the management team begins reverting to old behaviors. The case follows the subsequent series of events as Murray seeks to get control of the situation. Murray has to choose between two options for restoring production: outsourcing the recovery efforts to a credible third party at a very high cost or letting his team take on the task. As he contemplated his options, he dwelled on an overarching question-what was the best mechanism for restoring the damaged production line without undermining the culture he had invested so much in trying to create at Alba?
Managing Brand Equity: Capitalizing on the Value of a Brand Name
by David A. AakerThe most important assets of any business are intangible: its company name, brands, symbols, and slogans, and their underlying associations, perceived quality, name awareness, customer base, and proprietary resources such as patents, trademarks, and channel relationships. These assets, which comprise brand equity, are a primary source of competitive advantage and future earnings, contends David Aaker, a national authority on branding. Yet, research shows that managers cannot identify with confidence their brand associations, levels of consumer awareness, or degree of customer loyalty. Moreover in the last decade, managers desperate for short-term financial results have often unwittingly damaged their brands through price promotions and unwise brand extensions, causing irreversible deterioration of the value of the brand name. Although several companies, such as Canada Dry and Colgate-Palmolive, have recently created an equity management position to be guardian of the value of brand names, far too few managers, Aaker concludes, really understand the concept of brand equity and how it must be implemented. In a fascinating and insightful examination of the phenomenon of brand equity, Aaker provides a clear and well-defined structure of the relationship between a brand and its symbol and slogan, as well as each of the five underlying assets, which will clarify for managers exactly how brand equity does contribute value. The author opens each chapter with a historical analysis of either the success or failure of a particular company's attempt at building brand equity: the fascinating Ivory soap story; the transformation of Datsun to Nissan; the decline of Schlitz beer; the making of the Ford Taurus; and others. Finally, citing examples from many other companies, Aaker shows how to avoid the temptation to place short-term performance before the health of the brand and, instead, to manage brands strategically by creating, developing, and exploiting each of the five assets in turn
Managing Brand Loyalty as a Social Network
by Douglas B. HoltThis chapter uses the case of ESPN to describe the three interdependent constituencies of an iconic brand, and the distinctive network model of brand loyalty that holds such brands together.
Managing Britain's Marine and Coastal Environment: Towards a Sustainable Future (Routledge Advances in Maritime Research #Vol. 10)
by Hance D. Smith Jonathan S. PottsBritain's maritime tradition is well documented. The management of its marine and coastal environment is therefore of tantamount importance, and offers lessons for other nations across the world. The beginning of the new millennium marks a major, long-term turning point in the historical development of Britain's maritime interest discernible by continued diversification and intensification in the uses of the sea; unprecedented and often adverse environmental impacts engendered by these uses; and the beginning of a major effort to establish a comprehensive management system which can deal with both multiple uses and environmental impacts.This collection, featuring an impressive list of contributors, covers themes including maritime history, environmental issues, public policy, tourism, technology and resources as well as open sea development and management. It is a useful addition for those interested in geography, the environment, maritime studies and also engineering.
Managing Business Change For Dummies (For Dummies Ser.)
by Beth L. Evard Craig A. GippleManaging Business Change For Dummies gives you practical step-by-step advice for evaluating your organization's change effort from start to finish. This friendly guide brings you specific techniques and tools for each step of the change process -- from how to pinpoint potential problems and resolve them quickly, to how to help employees respond to change with more flexible and positive attitudes.
Managing Business Ethics: And Your Career
by Mel FugateFormerly published by Chicago Business Press, now published by Sage Using an applied and practical approach, Managing Business Ethics: And Your Career focuses on the implications of business ethics on students’ careers and the organizations where they will work. Author Mel Fugate′s conversational tone makes his coverage of concise philosophical and historical foundations of ethics, influential research, and real-world examples approachable for classroom discussion.
Managing Business Ethics: And Your Career
by Mel FugateFormerly published by Chicago Business Press, now published by Sage Using an applied and practical approach, Managing Business Ethics: And Your Career focuses on the implications of business ethics on students’ careers and the organizations where they will work. Author Mel Fugate′s conversational tone makes his coverage of concise philosophical and historical foundations of ethics, influential research, and real-world examples approachable for classroom discussion.
Managing Business Ethics: And Your Career
by Mel FugateFormerly published by Chicago Business Press, now published by Sage Using an applied and practical approach, Managing Business Ethics: And Your Career, Second Edition focuses on the implications of business ethics on students′ careers and the organizations where they will work. Author Mel Fugate′s conversational tone makes his coverage of concise philosophical and historical foundations of ethics, influential research, and real-world examples approachable for classroom discussion.
Managing Business Ethics: And Your Career
by Mel FugateFormerly published by Chicago Business Press, now published by Sage Using an applied and practical approach, Managing Business Ethics: And Your Career, Second Edition focuses on the implications of business ethics on students′ careers and the organizations where they will work. Author Mel Fugate′s conversational tone makes his coverage of concise philosophical and historical foundations of ethics, influential research, and real-world examples approachable for classroom discussion.
Managing Business Ethics: Making Ethical Decisions
by Alfred A. Marcus Timothy J. HargraveManaging Business Ethics: Making Ethical Decisions teaches students how to navigate ethical issues they will encounter using the weight-of-reasons approach applied throughout the book. This decision-making framework’s goal is not to faithfully apply particular philosophical perspectives on what is right, but rather to solve ethical problems. The authors underscore the need for employees at all levels to carefully consider the ethical implications of their actions using this approach and it can be applied at the individual, organizational, and stakeholder levels. Chapters provide a case to walk through application of the framework and mini-cases allow students to practice applying this framework on their own. A wide range of real-world case studies are presented, featuring companies such as Facebook, Google, Wells Fargo, Volkswagen, and Amazon. This practical, down-to-earth text also delves into topics not covered extensively by other books such as slow and fast thinking, the inherent conflict between the individual and organization, conformity, and the difficulties of speaking truth to power. Students are offered ample opportunity to engage in thoughtful reflection, discussion, and application as they grapple with ethical issues big and small. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.
Managing Business Ethics: Making Ethical Decisions
by Alfred A. Marcus Timothy J. HargraveManaging Business Ethics: Making Ethical Decisions teaches students how to navigate ethical issues they will encounter using the weight-of-reasons approach applied throughout the book. This decision-making framework’s goal is not to faithfully apply particular philosophical perspectives on what is right, but rather to solve ethical problems. The authors underscore the need for employees at all levels to carefully consider the ethical implications of their actions using this approach and it can be applied at the individual, organizational, and stakeholder levels. Chapters provide a case to walk through application of the framework and mini-cases allow students to practice applying this framework on their own. A wide range of real-world case studies are presented, featuring companies such as Facebook, Google, Wells Fargo, Volkswagen, and Amazon. This practical, down-to-earth text also delves into topics not covered extensively by other books such as slow and fast thinking, the inherent conflict between the individual and organization, conformity, and the difficulties of speaking truth to power. Students are offered ample opportunity to engage in thoughtful reflection, discussion, and application as they grapple with ethical issues big and small. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.
Managing Business Ethics: Straight Talk about How to Do It Right (Seventh Edition)
by Katherine A. Nelson Linda Klebe TrevinoThroughout, the emphasis is on common, real-life work situations, including hiring, managing, assessing performance, disciplining, firing, and providing incentives for staff, as well as producing quality products and services, and dealing effectively and fairly with customers, vendors, and other stakeholders.
Managing Business Family Dynasties: Between Family, Organisation, and Network (Management for Professionals)
by Tom A. Rüsen Heiko Kleve Arist von SchlippeThis book deals with dynastic business families. Such families are characterized by a circle of owners comprising more than 50 family members, which typically face specific issues and challenges for which there has been little research knowledge and practical approaches until now. The book presents results and findings from a special research project on “big family management” where 7 representatives of dynastic families from Germany were studied over a 3-year period. The result was the identification of six topic areas that management in these business families has to deal with. At the same time, the study observes that dynastic business families hardly follow the logic of classic families anymore, but can rather be understood as networks with common family backgrounds. The study also reveals that a large number of business families are heading for large shareholder groups due to changed inheritance practices. The contents outlined here provide an orientation framework for the growing business family.
Managing Business Performance
by Umit S. BititciMotivate, engage, and achieve lasting success with more effective performance management Managing Business Performance offers a unique blueprint for achieving organisational excellence through improved productivity, efficiency, engagement, and morale. With a unique approach that acknowledges the human aspect of performance management, this book combines technical and social know-how to give you a solid framework for designing, configuring, and managing performance improvement initiatives with sustainable results. You′ll find practical models, techniques, and tools that take you beyond management theory into advice that you can use, with clear explanations that steer you toward the customisations that would best suit your organisation. International case studies illustrate these ideas in action, providing an intimate look at how cultural differences impact management strategies, and insight into how they can be managed. Organisational performance tools and techniques are well established, but many organisations will never realise their full benefit. This book helps you get more out of your performance strategy by showing you how the organisation′s complex social nature impacts real-world outcomes, and how it can be used to drive better performance. Blend technical and social management strategies Keep people motivated and engaged See better results with more staying power Get the very best from your organisation Performance management strategies that fail to take people into account are counterproductive. There′s no better way to de-motivate, demoralise, and disengage the people upon whom the organisation depends. Sustainable success requires a blended approach that utilizes the most effective science within the art of people management, and Managing Business Performance gives you a solid foundation for better business performance strategy.
Managing Business Process Flows
by Ravi Anupindi Sunil Chopra Jan A. Van Mieghem Eitan Zemel Sudhakar D. DeshmukhA structured, data-driven approach to understanding core operations management concepts. Anupindi shows how managers can design and manage process structure and process drivers to improve the performance of any business process. <p><p>The third edition retains the general process view paradigm while providing a sharper, more streamlined presentation of the development of ideas in each chapter-all of which are illustrated with contemporary examples from practice.
Managing Business Projects: The Essentials
by Frank EinhornManaging Business Projects: The Essentials differs from many other project management textbooks. Foremost, it is about business projects as opposed to construction or engineering projects. Although many techniques, like schedule management, apply to both, they are usually applied differently. As its title conveys, the book explains the essential techniques and perspectives needed for business projects to be successful. The focus is on small and medium sized projects, up to $20 million, but often below $1 million. Some literature favors large and mega-projects, but for every mega-project there are many thousands of smaller projects which are vital to the organization and could involve considerable complexity and risk. Nevertheless, the techniques outlined here also apply to mega-projects and their many subprojects; they even apply to some aspects of construction or engineering projects. This book does not aim to cover all project management techniques. In real life there is simply not time for sophisticated ‘should-dos.' Rather, it covers the essentials that apply to almost all business projects; these are unlikely to change in the future even as technology and methodologies advance. The driving idea, which is stated repeatedly, is to do the essentials and to do them consistently and well. Strong emphasis is placed on things that happen before, around, and after the project itself. So, while the basic disciplines like engaging with stakeholders, managing scope, schedules, costs, risks, issues, changes, and communication, are thoroughly explained, other important aspects are covered. These include: governance of a project and of a portfolio of projects, project selection with its financial and non-financial aspects, effective use of the business case through to benefits realization, procurement, outsourcing and partnership, and also the agile mindset that is valuable beyond Agile projects. Besides project managers and sponsors, this book is intended for people who are working in business or government, at any level, or for MBA students. It offers perspectives that enable them to learn more from their everyday experience. It is not aimed at undergraduate students, although many would benefit from the contents.
Managing Business Risk
by Jonathan ReuvidEffective risk management - the identification, assessment and prioritization of risks - is a vital consideration when looking to safeguard your company's commercial future and deal with the latest regulatory requirements. Managing Business Risk will enable your company to maintain controls on risks that may threaten your business while at the same time delivering transparent reporting to your stakeholders. The book examines the key areas of risk in today's competitive and complex business market. Drawing on expert advice from leading risk consultants, lawyers and regulatory authorities, it shows you how to protect your business against a rising tide of business risks. If you don't build risk controls into the structure of your company, from the boardroom down, then your business could be vulnerable to a number of threats - both internal and external. Identify and neutralise them now, and give your company a competitive advantage.
Managing Business Risk
by Jonathan ReuvidEffective risk management - the identification, assessment and prioritization of risks - is a vital consideration when looking to safeguard your company's commercial future and deal with the latest regulatory requirements. Managing Business Risk will enable your company to maintain controls on risks that may threaten your business while at the same time delivering transparent reporting to your stakeholders. The book examines the key areas of risk in today's competitive and complex business market. Drawing on expert advice from leading risk consultants, lawyers and regulatory authorities, it shows you how to protect your business against a rising tide of risks. If you don't build risk controls into the structure of your company, from the boardroom down, then your business could be vulnerable to a number of threats - both internal and external. Identify and neutralise them now, and give your company a competitive advantage.
Managing Business Transformation
by Melanie FranklinChange can bring improved efficiency, increased productivity and greater profitability. An effective manager knows how to identify and implement improvements. But how do you identify the changes that will benefit your business, and how do you implement them? In Managing Business Transformation: A Practical Guide, Melanie Franklin will guide you through all the stages of change management. Using real-life examples, up-to-date information and clear diagrams, this practical handbook will equip you to be an agent of change, whatever your role. Your stakeholders are a vital asset, and communicating changes to them in a way that will retain their loyalty and commitment is crucial. This book will show you how to do this, recognising that some embrace change more readily than others, and will provide strategies for dealing with resistance to change. You will also understand the differences between change management and project management, the relationship between them and how to make them work for you. This book will enable you to understand, plan and prepare for change, to create a change plan and to communicate it to your staff, and to implement and embed the change. Your new business as usual will run more smoothly and be more profitable Melanie Franklin has an extensive track record in the realisation of business change programmes within the public and private sectors. She is the founder and Chief Executive of Maven Training, and balances her company responsibilities with her interest in helping organisations to make changes that deliver their strategic objectives.
Managing Buyer-Supplier Relations: The Winning Edge Through Specification Management (Routledge Studies In Business Organizations And Networks Ser.)
by Rajesh NelloreManaging suppliers is a complex process that is often underestimated. This book presents research carried out by a practising manager in the automotive industry, coupled with over six hundred interviews with representatives from the automotive, aircraft and white goods industries, in order to describe the tools and techniques needed to better manag
Managing By The Numbers: A Commonsense Guide To Understanding And Using Your Company's Financials
by John Case Chuck Kremer Ron RizzutoEveryone interested in building a stronger business needs to understand and use the information captured in financial statements. In Managing by the Numbers, business education and accounting experts Chuck Kremer and Ron Rizzuto team up with open-book management authority John Case to demystify the numbers. They present a practical, common-sense approach to reading financial statements and to managing the three bottom lines of business financial performance: net profit, operating cash flow, and return on assets. The book features numerous exercises and examples (with associated templates available on the Web), a powerful new management tool known as "The Financial Scoreboard,” and an extensive glossary. Managing by the Numbers is an essential resource for entrepreneurs, business owners, managers, and anyone eager to improve their mastery of the financial side of running a business.