Kogan Page

Book SynopsisCharles Glover, MS, is the Director of Certification & Assessment Products at the Society for Human Resource Management (SHRM) where he manages the development of the SHRM-CP and SHRM-SCP exams.Hanna Evans, MPS, SHRM-CP, is the Manager of HR Certification & Assessment Products at the Society for Human Resource Management (SHRM) where she works to shape the future of HR certification..

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Book SynopsisAnne-Maartje Oud is founder and CEO of The Behaviour Company, an Amsterdam-based consultancy that customises personal development programmes for companies and organizations worldwide. She has worked with non-profit social organizations as well as some of the world's most prominent Fortune 500 companies. With over twenty years of experience, she is considered one of the world's leading experts in the field of workplace behaviour. She is based in Amsterdam, the Netherlands.

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Book Synopsis61Charles Glover, MS, is the Director of Certification & Assessment Products at the Society for Human Resource Management (SHRM) where he manages the development of the SHRM-CP and SHRM-SCP exams.Hanna Evans, MPS, SHRM-CP, is the Manager of HR Certification & Assessment Products at the Society for Human Resource Management (SHRM) where she works to shape the future of HR certification.

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Book SynopsisIn a disrupted and technology-enabled world of work, HR professionals' ability to attract, recruit and retain people with digital skills can be the difference between business success and failure. Digital Talent equips HR with the tools they need to assess what these critical skills are, how to attract the people who have them, keep these people engaged, productive and performing to the best of their abilities. It also provides crucial guidance on how to continuously develop employees, including leaders, to ensure that the organization has the skills it needs both for today and the future. This book provides advice on how to create new processes that are fit for purpose in the age of digital transformation, build inclusion when digital culture is becoming more prominent and use digital abilities effectively to maximise productivity while maintaining employee wellbeing. Digital Talent is the book on talent that HR , talent acquisition professionals and business leaders need to make sure that their people, and the business as a whole, stay ahead of the competition.Trade Review"In a year that combined a continuation of the COVID-19 pandemic and a reset of the employee experience dubbed 'The Great Resignation' this book is an in-depth analysis of how the world of talent acquisition has to adapt at pace to attract, engage and retain digital talent. Meticulously researched with real life case studies, this book is a must-read for every HR leader tasked with transforming their organization's talent offering." * Charu Malhotra, Head of Global Talent Marketing, PA Consulting *"Few in the staffing industry have the experience, access and authority to be able to write a book like this. Digital Talent covers topical urgencies like diversity & inclusion, digital leadership, shift to remote, evolution of HR technology and the changing relationship we have with work. We are fortunate that Mervyn Dinnen and Matt Alder - two veterans of the industry who each independently have forged unique paths as analysts and commentators - can collaborate so successfully in pulling together the trends which are shaping the world of work today. An essential read." * Hung Lee, Curator, Recruiting Brainfood *"This book is a gem - summarizing a wide range of data into a highly readable and useful book. Matt & Mervyn have provided the HR and talent acquisition profession with an outstanding overview of the challenges and opportunities that define this century as well as insight into how to adapt. Highly recommended." * Kevin Wheeler, Founder, The Future of Talent Institute *"Digital Talent covers an incredible range of areas in a consistently accessible and rich way. Any organization or practitioner interested in navigating through the fog of hype around the implications of an ever-increasing digital focus will find this book invaluable, both as a gateway and a guide. Whether it is busting myths about millennials or looking at the changing nature of the functions driving progress, there is a wealth smartly positioned thinking and provocation in its pages." * David D’Souza, Membership Director, CIPD *"I am absolutely delighted that our Institute's research has helped with the research for Digital Talent. There has never been a more important time for modern leaders to embrace digital transformation and people centric technology in connecting their people to purpose, to accomplishment and to one another." * Robert Ordever, Managing Director, OC Tanner Europe *"Digital Talent makes a well-researched and eloquent case for businesses to radically change their thinking around talent acquisition, performance enablement and leadership. It covers all aspects of the talent journey and creates a compelling vision for the transformation of the future workplace. This book is an urgent wake-up call for HR and business leaders everywhere." * Lucinda Carney, CEO & Founder, Actus Software *"Yet another barnstorming book from Mervyn and Matt this time about digital talent. The book is a blend of insight, good ideas and practical solutions to a challenge most organizations are struggling with: how do we attract, hire and retain the digital capability we need to be successful? This really is a must-read for all those dealing with this business critical issue." * Kevin Green, Chief People Officer, First Bus PLC and best-selling author of Competitive People Strategy *Table of Contents Chapter - 00: Introduction; Chapter - 01: Digital skills for a digital transformation; Chapter - 02: Talent acquisition; Chapter - 03: The digital talent experience; Chapter - 04: New thinking around talent management; Chapter - 05: Leadership in the digital age; Chapter - 06: Diversity and inclusion; Chapter - 07: Work Tech; Chapter - 08: The new future of work; Chapter - 09: Conclusion;

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Book SynopsisSonia Mooney is a global HR transformation consultant and multi award-winning practitioner, industry recognized for helping organizations unlock the full potential of their HR. She specializes in simplifying complexity, optimizing and redesigning processes and technology, and shaping people-centred, cross-functional solutions that deliver lasting business impact. She is also a frequent conference speaker and contributor to industry press. She is based in Sussex, UK.

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Book SynopsisJamie-Lee Abtar specializes in travel marketing, brand communications, and partnerships. Named among TTG's 30 under 30 Future Leaders and Travel Pulse's Most Influential Women in Travel, she brings diverse experience from tourism boards, tour operators, and marketing agencies. Based in London, UK, Jamie-Lee Abtar is founder of creative agency 2219 Media and head of marketing at Not in the Guidebooks, which focuses on strategic brand elevation.

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Book SynopsisBen Verinder is founder and managing director of Chalkstream, a reputation research and management agency based near Watford, UK. He is a founder member of the CIPR AI in PR panel and the creator of the first AI and Reputation Leadership course. Stephen Waddington is a professional advisor at Wadds Inc. and PhD researcher at Leeds Business School. Based in London, UK, he was previously the President of the CIPR and Managing Director at Metia Group. Stephen is a Chartered PR Practitioner, an Honorary Fellow of the CIPR and a Fellow of the PRCA.

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Book SynopsisDaniel Dobrygowski is an attorney and educator with two decades of experience at the intersection of technology, law, and policy. He was previously Head of Governance and Trust at the World Economic Forum's Centre for the Fourth Industrial Revolution. He has served as an Expert Advisor to the Global Forum on Technology at the OECD and was recognized by the National Association of Corporate Directors as one of the most influential experts on corporate governance. He is an Adjunct Associate Professor at Columbia University and is based in New York, NY.

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Book SynopsisMike Hower is a sustainability communications expert and founder of Hower Impact, a boutique consultancy specializing in transforming complex sustainability initiatives into resonant narratives. Based in Oakland, CA, he has collaborated with global brands including Mars, The North Face, Snapchat, HP and Berry Global. He has written for prominent sustainability publications such as GreenBiz, Sustainable Brands and Triple Pundit. He hosts The Sustainability Communicator podcast where he explores the nuanced art of sustainability storytelling.

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Book SynopsisBen Verinder is founder and managing director of Chalkstream, a reputation research and management agency based near Watford, UK. He is a founder member of the CIPR AI in PR panel and the creator of the first AI and Reputation Leadership course. Stephen Waddington is a professional advisor at Wadds Inc. and PhD researcher at Leeds Business School. Based in London, UK, he was previously the President of the CIPR and Managing Director at Metia Group. Stephen is a Chartered PR Practitioner, an Honorary Fellow of the CIPR and a Fellow of the PRCA.

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Book SynopsisJames Crask is Managing Director of Strategic Risk Consulting for Marsh. He chairs the International Standards Committee responsible for all global Business Continuity and Organizational Resilience ISO Standards and is the author of Business Continuity Management published by Kogan Page. He lives in London, UK.Catherine Cyphus is the Global Risk Advisory Lead at Sentrisk (Marsh) where she helps clients understand and mitigate their third-party and supply chain risks. She is a member of the Expert Advisory Panel for the UK's Government's Future of Global Supply Chains Project and a founding member of the UNDRR's Corporate Chief Resilience Officer initiative. She lives in London, UK.

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Book SynopsisTonya Fitzpatrick is a multi-award-winning travel journalist, speaker and recognized leader in responsible tourism. As the co-founder of World Footprints, an acclaimed social impact travel media platform, she has dedicated her career to exploring the intersections of travel, sustainability, cultural preservation and economic empowerment. Based in Silver Spring, MD her thought leadership has led to numerous industry accolades, including the Travel Unity DEI Champion Award, and she has been appointed to the Maryland Tourism Development Board.

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Book SynopsisClaire Brumby is an accomplished entrepreneur, motivational speaker and accredited leadership coach, known for her expertise in self-leadership, resilience and personal empowerment. She was the co-founder of Scrubbys Crisps and she appeared on Dragon's Den. The author is a keynote speaker with a number of blue-chip organizations including Asda, Amazon, Kellogg's, Molly Maid, Virgin Media, Manchester Airport Group and the University of Durham. The author is based in Lincolnshire, UK.

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Book SynopsisErica Farmer is the co-founder of Quantum Rise Talent Group, a consultancy specialising in AI and digital skills. Prior to this, she was Head of Talent, Leadership Development and Apprenticeships at Virgin Care and Head of Learning at The MISSION Group. She is also a frequent conference speaker and the host of the AI for the Average Joe podcast. She is based in London, UK.

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Book SynopsisShoshana Rosenberg is an experienced AI governance thought leader and practitioner. She is the Chief AI Governance and Privacy Officer at WSP USA. She is the co-founder of the organization Women in AI Governance which works to advance equity in AI policy and leadership and is the founder of SafePorter, an award-winning SaaS data minimization solution. Shoshana Rosenberg is an advisor to the Institute of Operational Privacy by Design and is based in New York, NY.

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Book SynopsisDaniel Stanton is a leading author, educator and speaker in supply chain management. Stanton is renowned for his expertise and has been featured in media outlets including The Wall Street Journal, Forbes and CNBC. He is based in Charlotte, NC.Janeth Gabaldon is an Assistant Professor at the University of Arkansas's Sam M. Walton College of Business, specializing in logistics and supply chain management. She is a widely published researcher, with her work appearing in top industry journals. She is based in Fayetteville, AR.

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Book SynopsisDan Crompton delivers a business coaching programme through ActionCOACH UK which has been awarded the Best Group Coaching Programme in the Europe, Middle East and Africa regions for three years in a row. He coaches hundreds of leaders and teams each year in organizations including Booking.com, Shutterstock, the UK government, Facebook and the NHS. His books have sold over 260,000 copies worldwide. He is based in London, UK.

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Book SynopsisThe Telegraph is an award-winning, multimedia news brand that has been synonymous with quality, authority and credibility for more than 165 years. Telegraph Media Group (TMG) is the publisher of The Daily Telegraph and The Sunday Telegraph, The Telegraph Magazine, Telegraph.co.uk, the Telegraph app and a number of books, including the annual Telegraph Tax Guide.

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Book SynopsisJames J. McDonald, Jr., J.D., SHRM-SCP, is a partner in the Irvine, California, office of the labor and employment law firm Fisher & Phillips LLP. His practice involves trials, arbitrations, and appeals of employment law claims. He also has more than 30 years' experience advising California employers about all aspects of labor and employment law, strategic human resource issues, and how to avoid employment claims and lawsuits. He has spoken before at many human resource, business, and industry organizations and he taught labor and employment law in the Human Resources Management Program at the University of California, Irvine, for 16 years. He received his undergraduate degree from New College of Florida and his law degree cum laude from Georgetown University.

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Book SynopsisBenjamin Bryant is a luxury island resort and hotel expert and filmmaker. As the founder of Bryant Media Group, a video production and influencer marketing consultancy, he produces world-class video tours that capture every luxurious detail. His content has amassed over 150 million views across social media, setting a global standard for luxury travel storytelling. Benjamin Bryant is a WTM London speaker, a guest lecturer at the University of Hertfordshire in Tourism & Events Management, and a panellist with The Tourism Society. He is based in St. Albans, UK.

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Book SynopsisThe Telegraph is an award-winning, multimedia news brand that has been synonymous with quality, authority and credibility for more than 165 years. Telegraph Media Group (TMG) is the publisher of The Daily Telegraph and The Sunday Telegraph, The Telegraph Magazine, Telegraph.co.uk, the Telegraph app and a number of books, including the annual Telegraph Tax Guide.

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Book SynopsisVisha Kudhail is an award-winning global marketing leader, based in London, UK, whose career spans roles at Square, Pinterest, Google, YouTube and Thinkbox. She specializes in turning marketing strategy into measurable business outcomes. In 2022, she received the award for Best Leader in Marketing at the Global Women in Marketing Awards. Kudhail co-founded the FUTURES Network for women in the UK, launched the EMEA chapter of Women at Pinterest and served as Pinterest's Global Executive Sponsor. She chairs the DMA Media Council and created Behind the Face of Success podcast.

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Book SynopsisJames J. McDonald, Jr., J.D., SHRM-SCP, is a partner in the Irvine, California, office of the labor and employment law firm Fisher & Phillips LLP. His practice involves trials, arbitrations, and appeals of employment law claims. He also has more than 30 years' experience advising California employers about all aspects of labor and employment law, strategic human resource issues, and how to avoid employment claims and lawsuits. He has spoken before at many human resource, business, and industry organizations and he taught labor and employment law in the Human Resources Management Program at the University of California, Irvine, for 16 years. He received his undergraduate degree from New College of Florida and his law degree cum laude from Georgetown University.

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Book SynopsisLaurent Simon is chief creative officer at BMB Agency, a creative branding agency who are committed to unexpected ideas that solve problems. Over the course of his career, he's won over 400 awards for both creativity and effectiveness. From 2020 to 2022, he was named a Top 20 Creative Leader in the UK. He has been involved with John Lewis Christmas adverts, been an executive creative director at the BBC and contributed to his company winning Agency of the Year on multiple occasions. He is based in London, UK.

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Book SynopsisWhile peer learning is often used informally by students - and for many can form an essential part of their HE experience - this book discusses methods of developing more effective learning through the systematic implementation of peer learning approaches.

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Book SynopsisWarren Parry is a managing director in Accenture Strategy with expertise in helping global clients navigate complex organizational change. As the founder and CEO of ChangeTrack Research-which was acquired by Accenture in April 2013-Warren pioneered the development of Change Tracking, a predictive analytics system based on more than 15 years of research which helps organizations manage large-scale organization change. Change Tracking is used by more than 150 organizations in 50 different industries and 25 countries. Warren has lodged 16 patents, has published in international journals and speaks regularly at industry conferences.Trade Review"[Warren] has created something unique and valuable for all of us who are seeking to understand how to make organizations better, to manage the constancy of change and to create agility and adaptability.... At last we are able to put some science together with the art of organizational change. The goal is to help generate a higher level of success - something that would be worth billions of dollars if we are to believe the statistics - and to bring a much sharper focus to the practice of organization change management." * Peter Cheese, Chief Executive of the Chartered Institute of Personnel and Development (CIPD) *"Parry boldly proposes that the art of change can become a data-driven science.... [Parry] spent 15 years collating data about change initiatives. After thousands of in-depth interviews he applied machine learning and statistical methods to find that successful (and unsuccessful) change initiatives follow predictable paths.... It's a useful book... for managers who are seriously committed to change." * Professional Manager magazine *Table of Contents Chapter - 01: Changing how we change; Chapter - 02: Understanding change through maps; Chapter - 03: High performance: Reaching the highest levels of performance; Chapter - 04: Off track: When everything falls apart; Chapter - 05: Unsustainable: When change is at the crossroads; Chapter - 06: Struggling under pressure: When teams falter; Chapter - 07: On track: Win the war for resources and move out of the middle ground; Chapter - 08: In the dark: Mobilize around the vision; Chapter - 09: Sleepy in success: Get back in the game; Chapter - 10: Building momentum: When good is not good enough to jump to the next level; Chapter - 11: On the run: Keep it together when the goal is rapid growth; Chapter - 12: Vision for the future: Changing the way we change

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Book SynopsisColin Barrow has spent 15 years applying the principles and knowledge acquired through his own MBA to successfully running companies. He has lectured, researched and collaborated with colleagues in business schools in the UK, America, Australia, the Far East and throughout Europe and is currently a visiting fellow at Cranfield University and teaches there regularly. He is also the author of The 30 Day MBA series, The Business Plan Workbook and Financial Management for the Small Business (all published by Kogan Page).Table of Contents Chapter - 00: Introduction; Chapter - 01: Finding the Right Business Opportunity; Chapter - 02: Picking the Right Business for You; Chapter - 03: Researching the Market; Chapter - 04: Business Ownership and Title Issues; Chapter - 05: Operating from Home; Chapter - 06: Keeping the Communication Lines Open; Chapter - 07: Bringing Your Product or Service to Market; Chapter - 08: Building and Using Your Website; Chapter - 09: Doing the Numbers; Chapter - 10: Raising the Money; Chapter - 11: Preparing a Business Plan; Chapter - 12: Taking on Employees; Chapter - 13: Growing Profitably; Chapter - 14: Starting Up Overseas

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Book SynopsisWendy Tate is the William J. Taylor Professor of Business and Cheryl Massingale Faculty Research Fellow, Department of Supply Chain Management at the Haslam College of Business, University of Tennessee in Knoxville, Tennessee.Lydia Bals is Professor of Supply Chain & Operations Management at Mainz University of Applied Sciences, Germany and Visiting Professor at the Department of Strategy & Innovation, Copenhagen Business School, Denmark. Lisa M. Ellram is the Rees Distinguished Professor of Supply Chain Management in the Department of Management at the Farmer School of Business, Miami University in Oxford, Ohio.Trade Review"Supply Chain Finance is the first comprehensive treatment of this topic that I've seen, and it comes at a perfect time as business is poised to move from hype to reality. The book provides an excellent compilation of leading thought from experts in the field, and it offers a wonderful blend of theory and practice, with great case studies. It's a must read for managers and academics interested in this area." * Morgan Swink, Executive Director of TCU Center for Supply Chain Innovation, US *"Supply Chain Finance is a great insight into supply chain finance (SCF) both from an academics and a practitioner perspective. The book provides a comprehensive view on the SCF definition and the research status quo before SCF concepts and applications are presented." * Daniel Vollath, Managing Director, Strategy, Operations, Sourcing and Procurement, Accenture, Germany *"This book provides a rich perspective on SCF, broadening the scope to embrace all solutions and to optimize working capital at supply chain level, balancing the academic and the managerial perspective. The various contributions provide different and complementary views on this broad landscape, providing the reader with rich insights and advanced knowledge." * Prof. Federico Caniato, Politecnico di Milano, Italy *"A book that is long overdue and not only for supply chain professionals to better understand the financial aspects of supply chain management, but certainly also for finance departments to understand the impact of supply chain management better. Supply chain management matters." * Prof. Britta Gammelgaard, Copenhagen Business School, Denmark *"Supply Chain Finance is a topic still in its infancy, despite its great relevance to both practitioners and researchers. The average level of knowledge of managers is still often limited, resulting in confusion about terms, definitions, areas of interest and impacts for different business units. This book certainly represents an excellent work of systematization of the existing knowledge, able to offer a clear picture of the historical evolution and of the practical implications of Supply Chain Finance. The ability to blend scientific and methodological rigor and practical impact is a major value. Through the illustration of successful business cases, the book illustrates, in an excellent way, the impacts in terms of supply chain management, cash flow management, risk management and accounting management." * Antonella Moretto, Assistant Professor, Politecnico di Milano, Italy *Table of Contents Chapter - 01: Supply chain finance – Solutions for financial sustainability, risk management and resilience in the supply chain; Chapter - 02: Supply chain finance – History and future directions; Chapter - 03: Suppliers, customers, and firms' financial decisions; Chapter - 04: Supply chain finance – Definition, modern aspects and research challenges ahead; Chapter - 05: Optimizing cash flows for a retail supply chain coordinator; Chapter - 06: Supply chain finance opportunities by managing payables discounts; Chapter - 07: Mapping and managing the financial supply chain; Chapter - 08: Supply chain finance and cyber risk – An illustrative case study; Chapter - 09: Commodity risk management at BMW – Price indices and contracts; Chapter - 10: A business partners' view on decision-making challenges in the supply chain; Chapter - 11: Exploring fragmentation in the supply chain finance (SCF) ecosystem; Chapter - 12: Foundational premises and value drivers of blockchain-driven supply chains – The trade finance experience

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Book SynopsisBarry Evans has held roles at Tesco including Lean Process Manager in Supply Chain Development. He was part of the Lean Enterprise Research Centre at Cardiff Business School as a Senior Research Associate until his retirement. Robert Mason is Professor of Logistics and Programme Director, MSc Sustainable Supply Chain Management, at Cardiff Business School. He has led numerous business research projects, including working with Tesco as a partner.Trade Review"When considering a major undertaking such as building a Lean supply chain, it doesn't hurt to have a little guidance from a major global player. This book debunks many myths, and provides solid practical examples and advice for supply chain professionals looking to cut waste from their enterprises." * Inbound Logistics *Table of Contents Chapter - 01: Introduction; Chapter - 02: Tesco past and present; Chapter - 03: Tesco and strategy – Managing the what, why and how!; Chapter - 04: Customer insight – To drive the Tesco supply chain; Chapter - 05: Lean and the Tesco supply chain – ‘Mastering the supply chain’; Chapter - 06: Tesco and their CSR agenda; Chapter - 07: Rebuilding trust; Chapter - 08: Tesco and continuous improvement – Debunking seven myths of conventional business thinking; Chapter - 09: Current challenges – Aligning corporate and supply chain strategies to a changing macro environment; Chapter - 10: Conclusions

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Book SynopsisNick Rich is Professor of Operations Management at Swansea School of Management. He teaches Socio-Technical Systems Design. Nick Rich is a Fellow at Toyota Motor Corporation of Japan.Mohamed Afy-Shararah is an industrial engineer experienced in the manufacturing and distribution sectors. He was awarded his doctorate in strategic operations management and received formal training at the Toyota Lean Management Centre.Table of Contents Chapter - 01: Operational excellence; Chapter - 02: The real issues and DNA of winning organizations; Chapter - 03: Socio-technical systems and their design; Chapter - 04: High performing organizations (six sigma and lean); Chapter - 05: TPM and maintaining (reliability focused and OEE-based flow improvement); Chapter - 06: Highly reliable organizations (organizational level pre-occupations); Chapter - 07: Operations management by design of new processes; Chapter - 08: The safety case; Chapter - 09: Improving processes and the sustainability of improvement; Chapter - 10: The new agenda for change; Chapter - 11: Conclusions

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Book SynopsisRichard Hall is an author of many business books. After a career in marketing, advertising and consulting, he now coaches senior executives in how to communicate, innovate, understand and implement change.Rachel Bell is a serial entrepreneur and founder of six successful and award-winning PR companies. As well as Chairman of The Academy Media Ltd, she is an active NED on several boards. She's also a visitor in Entrepreneurship at the London Business School.Table of Contents Chapter - 00: Prologue; Chapter - 01: The ups and downs of starting a new business; Chapter - 02: The start-up revolution; Chapter - 03: Pivots, refinements and surprises; Chapter - 04: Pop-ups, questions and experiments; Chapter - 05: Start-ups - How to do them. How to succeed; Chapter - 06: Conclusions and summary; Chapter - 07: Bibliography; Chapter - 08: Index

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Book SynopsisPat Wellington is an internationally recognised management consultant with over 20 years of experience. She has facilitated assignments in blue chip organizations such as Canon and Coca Cola, healthcare providers including the St Martins and Nuffield Hospitals, United Nations agencies in Rome and Geneva, and government bodies in the UK, the Gulf and South East Asia. She is also the author of Effective Customer Care, published by Kogan Page.Table of Contents Chapter - 01: Setting the scene; Chapter - 02: Back to basics – the fundamentals of working in teams; Chapter - 03: Setting up a new team; Chapter - 04: Managing the team once formed – motivation and performance management; Chapter - 05: Managing the team once formed – communication, meetings, influencing and projects; Chapter - 06: Taking over as manager of an established team; Chapter - 07: Problems in the team; Chapter - 08: Leading the virtual team; Chapter - 09: The future for teams

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Book SynopsisAlex Moyle has been in the business development and sales arena for over 20 years, delivering sales and training programmes to thousands of sales professionals and hundreds of Leaders. He comes from a recruitment background and is the founder of Elevated Recruiting and Selzig Consulting.Trade Review"The impact of digital disruption in sales has never been fully explained until now in Business Development Culture. We all see it, all know it, but are collectively responding too slowly to changes that will have significant impact on every business. Moyle puts the sales efforts at the centre of this exploration, introducing the various areas of the business that must now consider how they support this effort. Culture will always be at the forefront of any sales leader's world, understanding the macro environment and ensuring that their sales force is mobile enough to handle the technology revolution may be the new challenge for the next 20 years. Business Development Culture is the book to help challenge and evolve this strategy." * Ben Turner, CEO, Association of Professional Sales *Table of Contents Chapter - 00: Introduction to business development culture; Section - PART ONE: Adapting to change is the new normal; Chapter - 01: The challenges of a changing market; Chapter - 02: The challenge of cultural change; Section - PART TWO: Building a customer focus into your team; Chapter - 03: Building the case for change – educating and inspiring your team; Chapter - 04: Do your teams understand your customers?; Chapter - 05: Creating a compelling, company-wide value proposition; Chapter - 06: Streamlining the buying process throughout your business; Section - PART THREE: Aligning company and personal goals; Chapter - 07: Do you know what your employees want?; Chapter - 08: Prioritizing the alignment of company and employee goals; Chapter - 09: Avoid the smart dumb paradox – your team is a gold mine of ideas; Section - PART FOUR: Creating a mutually productive work environment; Chapter - 10: Why collaboration is key to integrating sales culture; Chapter - 11: How to build confidence and capability; Chapter - 12: Successful performance management in a business development context; Chapter - 13: Conclusion – a quick recap;

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