Book Description
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and performance-payout relationship.
Readers will find eye-opening, real-world examples, detailed case studies, and scorecards, as well as valuable insight on how they can assess their current plan and evaluate and compare proposed alternatives. This invaluable book helps readers energize their entire sales team--both in the field and in-house--and increase their bottom line.
Book Description
Written by three top consultants and trainers, Applied Strategic Planning shows managers and CEOs a clear, totally effective way to identify and implement strategic objectives.
Applied Strategic Planning surpasses other strategic planning models in many key areas, including:
- Emphasis on organizational culture
- Integration of business and functional plans
- Performance audits
- Gap analysis
- Values clarification
Goodstein, Nolan, and Pfeiffer take managers through all phases of the strategic planning process, including:
- How to determine if an organization is ready for strategic planing
- Effectively communicate a corporate vision
- Recognize the role of culture in changing strategic direction
- Understand the various roles of a consultant
- Write effective mission statements
- Create contingency plans
Containing charts, diagrams, and checklists along with illuminating examples from the authors, extensive consulting experience, and even cartoons that convey important points, Applied Strategic Planning lets managers at the helm navigate expertly through today's unpredictable business climate.
Customer Reviews:
Excellent Strategic Planning Book.......2006-08-01
While browsing through the strategy books, I saw it by chance. I went through the table of contents, hoping it might turn out to be the right one for me as a startup strategy manager. It indeed turned out to be an excellent book on strategic planning in respects of coverage, sequencing of chapters and examples given. I strongly recommend it to anyone who wants to make progress in strategic planning in a relatively short time.
I had to buy this book for a class.......2006-03-02
So, it wasn't exactly an "optional" purchase. It's a little dry, like a text book usually is. But information is overall good.
Applied Strategic Planning by Leonard D Goodstein, Timothy M.......2005-05-19
In Applied Strategic Planning, the authors give a comprehensive step-by-step guide to conducting applied strategic planning. They clearly demonstrate organisations' need for strategic planning. The book is different from other strategic planning models in some significant ways. The major differences are in the values scan, organisational culture, strategic business modelling and integrating business and functional plans. The authors emphasise the importance of application considerations and environmental monitoring as on-going processes throughout the planning period. The authors produced a high quality book that is an important reference source whenever I need to undertake strategic planning.
The book provides the reader with an overall understanding of the process of applied strategic planning and the required steps and technology for using the model in a strategic planning process. The strategic planning model covers application and implementation from the inception of the plan to the post-implementation phase, making it very practical.
The model involves nine sequential steps as well as two continuous functions, namely environmental monitoring and application considerations, that are involved at each of the sequential phases. The sequential steps are planning to plan, followed by values scan, then mission formulation followed by strategic business modelling. Performance audit and gap analysis follow, these two being different aspects of a single phase. The last three phases are integrating action plans, contingency planning and implementation.
I read the book because I would like to increase my proficiency in and knowledge of practical strategic planning and to sharpen my consultancy skills. The book is very practical and easy to follow. As a consultant, I should be able to use the methodology in the course to manage the planning process.
Applied strategic planning provides an appealing model for transforming organisations. The model is future focused and leadership driven. It involves all people in an organisation. It produces a plan that is detailed, comprehensive, understood and accepted, and has the potential to generate energising force to drive the transformation of an organisation.
After going through the book, I feel confident that I could act as a consultant for any organisation.
Very good, plus..........2003-06-24
This is a very good book. In addition to this, I recommend "Strategic Organizational Change" by Michael Beitler.
A sea of knowledge, one centimeter deep.......2000-08-25
This book widely specifies WHAT to do in strategic planning but it hardly explains HOW to do it. What I expect when reading this kind of topics is not the concept but rather the application procedures and practical techniques for implementing those concepts in an effective and innovative way. In consequence, I found this book repetitive and non productive for planning specialists. However it may serve a lot to beginners and students.
Book Description
The One-Day Marketing Plan shows entrepreneurs and business owners how to quickly design a marketing plan for any business. Hiebing and Cooper's streamlined, 10-step process guides readers through the development and execution of effective marketing plans, and provides the tools to accurately evaluate bottom-line results. Packed with helpful checklists and templates, this practical, comprehensive third edition includes up-to-the-minute information on brand positioning and Internet marketing tactics.
Customer Reviews:
The One Month Marketing Plan.......2006-09-04
The promise of completing a marketing plan in one day (as per the title) is what sold me on this book. Aside from the title there are no further references on how to complete the 4 part/21 chapter plan within a single day, for the simple reason that it can't be done. In fact, this author published an almost identical book the previous year with the title "The Successful Marketing Plan : A Disciplined and Comprehensive Approach".
Having said that, I don't regret buying the book. I don't have a formal background in marketing, and needed an introduction to the subject. This book provides a conceptual framework and worksheet templates which are both extremely helpful. It also imparts the valuable lesson that a good marketing plan takes several weeks of writing and research to complete.
Each chapter has both explanations and worksheets (for preparing the Marketing Plan). The connection between the two was not always clear, which was my one complaint about the book. I ended up copying section titles from the explanation parts onto the worksheets.
I particularly liked chapter 4, creating sales goals for the marketing program. The methodology is based on a combination of the projected cost of the campaign, the sales history of the product, and the size of the market. I felt this was a well thought out quantitative method for projecting sales.
I gave the book 4 out of 5 stars because of the misleading title. Yet I bought the book and am happy with it. I had to wonder if the authors intended the misleading title to be the final lesson in marketing.
Speed and Impact.......2006-06-25
Speed to market is the key to success in today's fiercely competitive marketing area. This book help marketeers first determine who their target customers are and then deliver pinpoint marketing strategies and programs with speed and impact. The usefulness of the book is enhanced by the inclusion of helpful forms, along with actual marketing plan templates. Highly recommended. Dr Jusuf Hariman, Manuscript assessor, Fellowship of Australian Writers.
Book Description
Today's top experts in entrepreneurship deliver a streamlined, step-by-step guide for crafting effective business plans
"Timmons is one of the two most powerful minds in entrepreneurship in the nation." --Success Business
Plans That Work arms entrepreneurs and small business owners with an easy-to-follow template for writing persuasive business plans, along with proven models that can be used to analyze potential business opportunities from initial idea to viable venture. This value-packed book will show both entrepreneurs and current business owners how to:
- Determine what to include in each plan, why, and for whom
- Recognize and avoid common pitfalls in the process
- Use the renowned "Timmons Model" to analyze potential business opportunities
Download Description
"Today's top experts in entrepreneurship deliver a streamlined, step-by-step guide for crafting effective business plans ""Timmons is one of the two most powerful minds in entrepreneurship in the nation."" --Success Business Plans That Work arms entrepreneurs and small business owners with an easy-to-follow template for writing persuasive business plans, along with proven models that can be used to analyze potential business opportunities from initial idea to viable venture. This value-packed book will show both entrepreneurs and current business owners how to: Determine what to include in each plan, why, and for whom Recognize and avoid common pitfalls in the process Use the renowned ""Timmons Model"" to analyze potential business opportunities "
Customer Reviews:
Best small book on step-by-step Business Plans.......2005-09-15
This small book does a splendid job in explaining the business planning process more simple and uncomplicated than most books on business planning that often are too comprehensive and detailed - sometimes probably creating "paralysis by analysis" for the users.
The approach is a practical step-by-step procedure with the same specific case study throughout the book ("FireFly Toys"). At the end of the book, there's an alternative case study - including Powerpoint presentation - on another industry ("Fossa Medical"). Both case studies' 4-page executive summaries should inspire each and every manager to present his venture or business in this concise and exemplary manner...
It is indeed a no-nonsense guidebook and I especially like the small critical comments that the authors have inserted in the margins (as speech balloons).
Being a corporate strategist, I spend most of my time working with strategic issues including business plans. So I read a book on this topic with a subtle skepticism. But it was a pleasant surprise ;-)
Thus, I can highly recommend this easy-to-read 183-page book.
Peter Leerskov,
MSc in International Business (Marketing & Management) and Graduate Diploma in E-business
Not Bad, but not great!.......2005-08-08
"Business Plans That Work" might work for you, if you're planning on marketing a product (not a service business) and borrowing ALOT of money. The sub-title of the book is "A guide for small business". The problem I had with this book is that it assumes that you want to borrow $500,000 or more and start a business revolving around a product. I would not consider that a small business! I was more interested in starting a service business (UPS or Fed Ex shipping store), but the examples in this book didn't translate very well for that goal. The book follows a start up toy company called Firefly Toys, whose product is a toy designed for children that are coping with a life crisis (divorce, death, abuse). To me this is kind of goofy! The reader would be more well served if the book had exapmles from many different kinds of businesses, or at least a more mainstream product. Bottom Line: This is not a bad book for any business. It does have a fair amount of useful info, but I would definitely try to get it from the library if I were you!
Book Description
Combining lean manufacturing with Six Sigma quality assurance creates a one-two punch that can transform results in any manufacturing environment. Lean Six Sigma That Works is filled with detailed, practical processes that let readers leave the conference room, and get right to work. Clear and simple, it's an ideal guide for both seasoned professionals and those implementing their first lean sigma project. The book offers a step-by-step improvement strategy, plus an understanding of:
* cost, cash flow, materials velocity, lead time, balance, waste, and non-value-added processes * value stream mapping and the DMAIC process for solving problems and improving quality profitability * how every form of waste impacts customer satisfaction and the bottom line * and much more.
A strong and sensible combination of the "why" and the "how," Lean Six Sigma That Works offers a clear path to high quality, customer loyalty, and indisputable results.
Customer Reviews:
Seems pretty good to me.......2005-10-24
I've read through two books on business planning and this one seemed as good as any. It came recommended by Anthony Robbins' Business Coaching, so I tried it. I got the job done, so I guess it was good enough. Is there a phenonmenal business plan book out there? Maybe. Does it matter? All that really matters is that you get your plan written. If this book worked for me, there's no reason it shouldn't work for you. Good luck!
Common sense and avoids the hyperboles!.......2001-08-26
Business Plans that Work is an intelligent, common sense approach to business that has a simple thesis; level headed philosophy, and a well structured organization. Written by a business consultant (and former art teacher--perhaps this helps the lack of turgid written prose), this book focuses on the theme that YOUR business brainstorm can only be envisioned and planned by you, simply because you are the one who has come up with the vision, enthusiasm, and interest to begin a particular business in the first place. Gilmann eschews the idea that consultants know best when it comes to developing a business plan. Sort of the philosophy that you are probably the best person to trust in investing your own money--since it's YOUR money, after all. The book is clearly written but not condescending to people new to business and tries to encourage the reader that business is not a mysterious enterprise, but rather a pursuit thatrequires foresight and planning, with, of course,initial inspiration. Her explanations of line by line items of business plans are quite clear, and she presents sample business plans that are good models (although iterating that all business plans are unique). She pays ample but not obsessive space to the importance of Internet issues, and encourages the reader who does write a plan to be blend he right amoung of rationale and enthusiasm in the text of one's plan. She also draws quite nicely on personal experience from childhood to adulthood, which creates a comfortable trusting relationship between reader & writer. I stood in my local large bookstore branch, flipping through about 10 books on the subject, and this one just seemed to have the right user-friendly balance that made me feel comfortable reading it
Book Description
Marketing Plans That Work is a practical and insightful step-by-step guide to successfully preparing and executing a marketing plan. The book combines the very best of current practice with necessary theoretical and technical background. Marketing managers and business executives developing marketing and e-business strategies, especially those integrating new marketing technologies, will profit tremendously from Marketing Plans That Work.
Readers praised the first edition of this book its pragmatic marketing framework and best practices. Now this new edition builds on the first edition's success by including new examples, the latest techniques, and new chapters on marketing strategy and e-commerce. This edition adds technology to its focus in response to today's need to enhance sustainable competitive advantage.
* New edition of a bestseller
* Leading-edge strategies for competitive advantage in marketing and e-commerce
* Bridges new technologies and innovative marketing techniques
Customer Reviews:
A Guide For Entry Level Marketers.......2002-09-24
The book is good and cursory. I recommend it as an introductory book. However, the information is outdated and does not reflect current marketing knowledge and understanding. The book does not discuss value based pricing, an integral part of any modern day pricing and marketing policy. It's branding concepts are weak. Most people would be better off with an introductory marketing textbook which explains fundamentals, or specialized expert books.
Indespensible reading for the market planning pragmatist.......1998-05-07
At last, a marketing planning book that really leads the reader through the marketing planning process. As Philip Kotler, the famous marketing guru at Northwestern says on the back cover, "finally a book devoted to assisting mangers to understand and develop first rate marketing plans."
The authors' McDonald and Keegan have written an extremely readable book outlining in detail a comprehensive, strategic approach and guide to market planning. In 236 pages including the index, the authors set forth for the reader how to prepare a marketing plan that will insure that unique value is created for the market and competitive advantage for the firm. I personally like the strategic approach that draws on the leading marketing and strategy thinkers including George Day and Michael Porter as well as the best work of the top consulting and strategic management firms like Boston Consulting Group and General Electric.
To put the book in a larger context, even though responsibilities and corporate environments have undergone radical changes with reengineering, TQM practices and cross-functional teams, to name a few of the most well-known and widespread influences, most organizations continue to overlook a critical component for success namely, comprehensive, strategic market planning and initiatives as an integral part of the overall corporate planning process. To understand and address this need, McDonald and Keegan offer insightful, pragmatic guidance on understanding marketing analysis tools and implementing and effectively structuring market strategies that strengthen a company's competitive position. This book provides a road-map and comprehensive plan to achieve marketing success grounded in firm analysis and assessment.
The authors' provide insightful analysis of well-known market planning, mapping and strategic assessment tools, supported by easily-understandable flow-charts, graphs and detailed bullets. Specific attention is paid to the strategic definition of product, the product life c! ycle, the diffusion of innovation and the concept of product portfolio both as it relates to market planning and to the corporate planning process. Highlighted is a discussion of the well-known Boston Consulting Group Matrix and the Directional Policy Matrix. The resulting competitive marketing strategies are differentiated and analyzed in an understandable and practical manner. An easily understood discussion of gap analysis leads logically to a discussion of new product development, market extension and diversification strategies. An insightful discussion of organizing the enterprise for effective market planning, corporate cultural issues and the implication of size, complexity and diversity of functional operations, addresses three of the more difficult contextual issues in the field of market planning.
All in all, a well-designed book, which one can read sequentially or focus solely on Chapter 12 which outlines a step-by-step marketing planning system-- a thorough and comprehensive approach that more corporate strategists and market planners should utilize for strategic and sustainable results.
Average customer rating:
|
Smart Marketing for Associations: Marketing Plans That Work
M. Michelle Poskaitis
Manufacturer: American Society of Association Executives
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
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| Nonfiction
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Freemasonry
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| Qualifying Textbooks - Fall 2007
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ASIN: 0880341874 |
Book Description
New or existing business owners will find all the essential elements and formulas of a professional business plan, with concrete examples throughout, in this revised guide. Complicated marketing and financial concepts are translated into down-to-earth, practical advice. Included are five updated sample business plans that serve as blueprints for business owners' own plans, with instructions that provide a wealth of detailed information about how a successful small business should operate. Plans are presented for simple, one-person operations, as well as for corporations with many employees. Aspiring business owners learn how to shape a plan to appeal to an intended audience; organize and format a plan in a professional way; describe the ownership, mission, objectives, and keys to success for the business; analyze the business industry, target market, and competition; create a marketing and sales plan; address the important operating processes and personnel issues; create financial statements based on realistic assumptions; and use the business plan as a management tool long after it is completed.
Customer Reviews:
One of my favorite business plan books, and I read many........2006-08-13
I've put together both an Amazon.com guide and booklist regarding business plans, and this book is included in both. In fact, it is listed as one of the top 3 business plan books in my guide. And it would be listed higher in the booklist if the list were not ranked by copyright date rather than content quality. If you are serious about writing a sound business plan for your small business, then definitely get a copy of this book to help you in your endeavor.
Business plans help a small business get off the ground, get financing, and to expand-grow. To do a business plan correctly requires much research and planning, not to mention the effort to write it all up. The book is split into two parts. Part I is an 86-page treatise on the nuts and bolts of business plans. It is really very well written and covers the full range of topics:
1. Product and service description
2. Market analysis, including industry, competition, target customers, and SWOT
3. Marketing and sales plans
4. Financial plans, including balance sheet, income statement, statement of cash flows, breakeven analysis, sales volumes, and profit margins
5. The company summary
6. Operations and management plans
7. How to write it up in 20-30 pages
Part II is comprised of five sample business plans that include:
1. The plan of a young female entrepreneur who wants to start a video production company
2. The plan of a young female entrepreneur who wants to start a coffee cart business
3. Some guys who want to take their knowledge as sprinkler system installers and build a sprinkler installer business of their own and expand upon that into a complete yard-care business that might someday become a home improvement business
4. Some guys who want to be retailers of commercial fitness equipment in a big way
5. Some guys who want to be retailers and service providers for building elevator systems
The first two business plans require minimal start up costs. The third plan requires more than minimal start up costs. And the last two business plans require significant start up costs.
I really liked the book. As a SCORE counselor I recommend it regularly to my "clients." I would have liked the book better if the sample business plans had appeared to be better researched. I also was turned off a bit by the extent of copy and pasting done in the sample business plans. But for all I know, real-world business plans at the entrepreneurial level have a certain "homegrown" feel rather than the polished ones I am used to seeing in large corporate merger and acquisition files.
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