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The Business growth handbook

Author: Barrow, Colin ; Brown, Robert ; Clarke, LizPublisher: Kogan Page, 1992.Language: EnglishDescription: 336 p. : Graphs ; 24 cm.ISBN: 0749405147Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HD38 .B37 1992
(Browse shelf)
001260946
Available 001260946
Total holds: 0

Includes bibliographical references and index

Digitized

The Business Growth Handbook Contents Introduction The Structure of This Book Part 1: Where Are We Now? 1. Your Mission Prime objectives 28 Assignment 1 30 2. Opportunities and Threats Your marketing environment 31 Assignment 2 34 Your customers and markets 35 Assignment 3 38 Your competitors 40 Assignment 4 42 3. Strengths and Weaknesses Products and services 44 Assignment 5 48 Pricing and distribution 49 Assignment 6 53 Advertising and promotion 54 Assignment 7 57 Sales and sales management 58 Assignment 8 62 4. The Financial Position Business objectives 63 Ratios, the tools of analysis 65 Measures of growth 67 Measures of profitability 69 Gearing and its effect on ROSC 70 Profit margins 73 9 12 13 25 31 44 63 Working capital ratios (or liquidity) 77 Credit control 79 Stock control 83 Cash control 85 Circulation of working capital 86 Controlling fixed assets 87 Averaging ratios 89 Other ratios 89 Market tests 90 Some problems in using ratios 91 Ratios in forecasting 94 Assignment 9 94 5. How to Diagnose Your Organisation Organisation 'fit' with the environment 98 Your organisational phase of growth 101 Benchmarking against best practice 103 Assignment 10 108 6. Assessing People, Structure and Systems Assessing people capability 117 Assessing structure capability 123 Assessing systems capability 131 Organisation analysis 136 Assignment 11 138 Assignment 12 139 Part 2: Where Are We Going? 7. Marketing Options SWOT analysis 145 SWOT action plan 146 Critical success factors 147 Assignment 13 148 8. Marketing Strategy: Focus and Priorities Improve productivity 153 Increase volume 154 Assignment 14 158 9. Choosing Between Alternatives The analysis of strategic options 160 Is the strategy compatible with your strengths? 160 Will it help you to achieve your prime objectives? 163 Within your mission? 164 98 119 141 145 150 160 Are acceptable levels of risk involved? 164 Barriers to entry 165 The time value of money 165 Present value 166 The real rate of return 167 Nothing is certain 168 Diversification 170 Assignment 15 173 10. Financing Growth Internai sources of funds 174 External sources of funds 183 Why is borrowing attractive? 183 What balance of debt to equity is right? 185 What financiers look out for 187 Financiers' needs 188 Sources of funds 190 Other ways to fund growth 203 Assignment 16 206 11. Acquisitions, Mergers, Joint Ventures and Divestments Going on the acquisition trail 209 Licensing 220 Divestments 221 Assignment 17 222 12. Visionary Leadership Developing a vision 224 Building commitment to a shared vision 230 Living the vision 233 Assignment 18 236 Part 3: How Will We Get There? 13. The Marketing Plan Overall cost leadership 243 Differentiation 244 Focus 244 Sales forecast and control 250 Assignment 19 252 14. The People Plan Where people fit into the business plan 253 Your people objectives 253 Key elements of the people plan 254 174 207 223 237 243 253 Checklist: Minimum requirements for people systems 265 Assignment 20 266 15. Managing Change Change hurts 268 The predictable process of change 270 Identifying and managing resistance 273 Diagnosing readiness for change 277 A cautionary tale 282 Assignment 21 283 16. The Financial Plan Planning assumptions 288 The cash flow forecast 290 The profit and loss account 292 The balance sheet 293 Sensitivity analysis 293 Summary of performance ratios 295 Financing requirements 297 Assignment 22 301 17. Writing Up and Presenting Your New Business Plan Packaging 305 Layout and content 306 Writing and editing 311 Who to send it to 312 The oral presentation 314 What financiers look out for in a business plan 314 Assignment 23 318 18. Exit Routes Why sell up? 319 Where are the exits? 321 Who can help? 323 Dressing to kill 323 Valuing the business 326 Afterwards 327 Professional advice 327 Bibliography Index 329 331 268 286 304 319

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