Key Account Manager's Pocketbook


Book Description

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.




People Manager's Pocketbook


Book Description

Another popular title from Ian Fleming on ways to manage difficult people and their problems. The People Manager's Pocketbook uses a practical and effective 'Signs/Reasons/Solutions' structure. Problem areas include: the poor performer, difficult individual, reluctant team player, persistent late-comer, slow learner, isolated individual and unsupportive boss. '...practical and rich in common sense', reported Management Today journal.




Construction Project Manager’s Pocket Book


Book Description

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.







Health and Safety Pocket Book


Book Description

The Health and Safety Pocket Book is a handy reference tool for practising health and safety professionals, auditors, managers, HR personnel, employee representatives and anyone with health and safety responsibilities. It is an essential compilation of guidance, data and checklists covering a wide range of health and safety topics, supported by extensive key glossary terms. The A-Z arrangement within the chapters and extensive cross-referencing make the book easy to navigate, while its size and scope make it the ideal volume for ready reference and site visits. The book will also be useful for health and safety courses at all levels. Key features include: The principal health and safety legal requirements for every industry Safety management elements and systems Checklists for major hazards affecting all industries A wealth of charts, hard to remember details and data A glossary of the main concepts of health and safety A list of important health and safety courses, publications and organisations Jeremy Stranks has over 40 years' experience in occupational safety and health enforcement, management consultancy and training. He is a founding member of NEBOSH and has lectured on all aspects of health and safety. His company Safety & Hygiene Consultants offers organisations advice in the preparation of Statements of Health and Safety Policy, risk assessment and safety monitoring procedures, together with in-house training for all levels of management. He also undertakes expert witness work in both criminal and civil cases.




Manager's Pocketbook


Book Description

The Manager's Pocketbook is aimed at team leaders, supervisors and people managers of all levels. The 5th edition of this popular title in the Pocketbook Series will be published in March 2014. Using the acronym POLCA, the pocketbook teaches the five essential management skills: 'P' for 'planning'; 'O' for 'organising'; 'L' for 'leading'; 'C' for 'coaching/correcting'; and, 'A' for 'achieving'. There is a separate chapter on each of these five skills, preceded by an overview of the manager's role. The Manager's Pocketbook is extensively illustrated and concisely presented, reflecting the lively, right-brained approach that author John Townsend has developed throughout his long career in helping managers excel and deal with the many challenges they face.




360 Degree Feedback Pocketbook


Book Description

To 360 degree feedback is one of the most powerful experiences a person can have in the workplace, according to Tony Peacock the author of The 360 Degree Feedback Pocketbook. In this book he shows how feedback can be used for personal development, self-awareness, identification of talent and how in flatter organisational structures it will help management obtain a richer picture of team members. The focus of these reviews is all about how people behave, the work activities they undertake and how feedback is given to facilitate change. This book guides the reader through the whole process, starting with any concerns individuals may have and overcoming objections, followed by the pluses and minuses of developing in-house systems, or using external providers. How to handle confidentiality and feedback, and the way sharing of development plans are undertaken are explained in an easy step-by-step format.




Engagement Pocketbook


Book Description

Fully engaged and motivated people perform better, enjoy greater job satisfaction, are more loyal and bring the manager and team leader the outcomes they have targeted. Doug Miller, author of the Engagement Pocketbook, has distilled decades of theory on the topic of engagement to produce the SPARC model designed to help managers on a day-to-day basis get the best out of their people. HR professionals, coaches, mentors and trainers will also find the model insightful. SPARC comprises five elements: Self-determination (degree of individual autonomy)Purpose (role clarity)Authenticity (scope for self-expression)Reward (spiritual, emotional & financial gain)Challenge (need for learning & development) For each element five management interventions are described, bringing the model to life and underscoring the pocketbook’s practical approach.




Communicator's Pocketbook


Book Description

Being an effective communicator is hard work, but it is the single most important part of a manager's role. Many of us think we are good at it - it's all those people who don't listen who are the problem! The Communicator's Pocketbook covers the dynamics of communication, how to be effective, likely barriers, styles of communication and technology at work. The book concludes with a series of checklists that will enable you to take stock of your communications skills and shortcomings and to put these into context at both an organisational level and a group or team level.




Absence Management Pocketbook


Book Description

Sixty practical suggestions for reducing absenteeism are detailed in this title, followed by a look at the legal aspects of employment and advice on how to introduce an absence control policy. The author - management psychologist Max A. Eggert - also looks at the costs of absenteeism (monetary and psychological) and five ways of measuring absence. This is a new edition of "The Controlling Absenteeism Pocketbook" (978 1 870471 64 0), first published in 2000. Other pocketbooks by the same author include: "Assertiveness"; "Managing your Appraisal"; "Motivation"; and, "Resolving Conflict".