Contents

INTRODUCTION AND ACKNOWLEDGEMENTS

About the book ix

Authors and contributors x

Contributing editors x
Contributors x

PART ONE
PERSONAL DEVELOPMENT
1 High achievement 2
Analysing yourself 2
Setting goals 2

2 Time management 5
Assessing your time-management skills 5
Focusing on results and opportunities 7
Using your diary/organiser for better time management 8

3 Personal effectiveness 10
Appearances 10
Handling your manager 11
Delegation and teambuilding 13
Meetings 19
The telephone 22
Email 23
Personal productivity 24
Personal motivation 26
Business knowledge 28
The effective manager 29

4 Leadership 30
Functions of leadership 31

iii
 5 Teambuilding 34

6 Mentoring and coaching 36

7 Solving problems and decision-making 40

Effective decision-making 40
Solving problems 41
Handling crises 42

8 Innovation 43
Managing innovation 44
Organisations and innovation 46

9 Effective communication skills 47

Effective writing (letters/emails/reports/plans) 47
Effective presentations 48

10 Personal marketing and public relations 51

Within your own company 51
In the wider market 53

PART TWO
MANAGEMENT SKILLS
11 Finance 60
Understanding the essentials 60
Techniques to increase profits 98

12 Human resources management 125

The context for strategic people management 125
Managing change 145
Corporate communications 159
Managing performance – a core people management process 164
Conducting a performance management meeting 167
People and organisation capability in your organisation 170

13 Competitive marketing strategy 176

The purpose of strategy 176
Market segments: from sharks to piranhas 179
Costs and market share 182
Revenues and costs: the activity-based approach 186
Strategy formulation, planning and implementation 188

iv THE SHORTER MBA

 CONTENTS

PART THREE
BUSINESS DEVELOPMENT
14 Strategy and business development 192
A practical approach to developing a winning strategy 192
Turnaround of a loss-making business 203

15 Business plans 210

Introduction 210
Key ingredients of internal business plans 211

16 Acquisitions and disposals of unquoted companies 218

Buying 219
Selling 225
Negotiating 229
Managing post-completion 235

17 Management buy-outs and buy-ins 238

Characteristics of an MBO or MBI 238
Suitable companies for an MBO or MBI 240
Making the approach 241
Appoint a corporate finance adviser 241
Business plan 242
Negotiating the deal 244
Staff 245