Competitive opportunity : how to achieve superior performance in difficult times /
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
London :
Kogan Page,
1992.
London : 1992. |
| Subjects: | |
| Online Access: | Table of contents |
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| 040 | |a LC |b eng |c LC |d LC | ||
| 050 | 0 | |a HF5386 |b .H274 1992 | |
| 082 | 0 | 0 | |a 658.4 |2 20 |
| 100 | 1 | |a Hart, Rupert. | |
| 245 | 1 | 0 | |a Competitive opportunity : |b how to achieve superior performance in difficult times / |c Rupert Hart. |
| 260 | |a London : |b Kogan Page, |c 1992. | ||
| 264 | 1 | |a London : |b Kogan Page, |c 1992. | |
| 300 | |a 192 p. ; |c 24 cm. | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a unmediated |b n |2 rdamedia | ||
| 338 | |a volume |b nc |2 rdacarrier | ||
| 504 | |a Includes bibliographical references (p. 179-181) and index. | ||
| 505 | 0 | 0 | |a Machine derived contents note: Part I: Adversity Stimulates Improvement -- 1 An Ocean of Opportunity -- The past is another country 1 1; A time of competitive -- opportunity 12; Be pro-active 13 -- 2 Leadership Is the Key -- Without a vision, the people perish 16; Communicate! -- Communicate! Commununicate! 17; AU for one, and one for all 18 -- 3 Learning From the Past -- The effects of recession 19; What exactly is a reces- -- sion? 20; Hard-to-spot turning points 2 1; Poor statistics -- 21; Politics affects economics 22; The experts are often -- mistaken 22; Interest rates rise 23; Why so great an effect -- on your company? 24; After-effects linger 25 -- Part II: Costs, Flexibility and Cash -- 4 Cut Costs Strategically -- Key principles 31; Information is the key 32; Setting -- targets 39; Making the cuts 45; Investing for the -- future 49 -- 5 Improving Flexibility -- Flexibility is the key 53; Making costs as variable as -- |
| 505 | 0 | 0 | |a possible 53;Increasing flexibility through people 57 -- 6 Improving Cash Flow -- Saving cash for other battles 69; Putting out the fire 69; -- Factoring 69; Leaseback 70; Keeping tabs on the inven- -- tory 70; just-in-time 71; Paying later 72; The customer -- pays first 72; Controlling debtor risk 73; Leasing 73 -- Part III: Competitive Marketing -- 7 Making the Most of Existing Customers -- Like filling a bath with the plug out 77; Go where the -- money is 77; The three Rs 81; Repeat business 81; -- Recurring revenue 85; Referrals 88; Partnership 89 -- 8 Winning Revenue From New Customers -- Relationships unfreeze 101; Find new customers 102; -- Reach more customers more cost effectively 113; New -- products, new ideas 119 -- 9 Avoid the Slide into Price Cuts -- Significant bottom line impact 125; Anybody can sell on -- price 126; The whole product 126; Perception is real- -- ity 129; Raise prices 132 -- 10 Dropping Prices -- Disguising price falls 137; Dropping prices openly 138; -- |
| 505 | 0 | 0 | |a Variable pricing 140; The three types of pricing 142 -- Part IV: Buying Undervalued Companies -- 11 Many Cheap Companies -- Plain incompetence 151; Getting forecasts wrong 151; -- Overexpansion 152; Bad management made more -- obvious 152; Inability to change 154; The leader can -- obstruct 154;The greater fooltheory 155;Basing growth -- on continuing rise in asset values 155;The mystique of the -- chief executive officer 156;The herd instinct 157;Out of -- debt,outofdangcr 157;Paying too much 158;Debt is -- cheaper than equity under normal conditions 158; Low -- threshold of pain 159; Mergers have high failure -- rates 161; Feeding frenzy 163; Spinning off diversifica- -- tions which didn't work 163; Disintegration 165; Over- -- capacity 165; Buying abroad 165; Exploiting tax -- losses 166 -- 12 Making the Most of the Buying Opportunity -- Undervalued companies 169; Realizing the value of an -- acquisition 172; Managing the acquisition process suc- -- cessfully 175; Conclusion 178 -- |
| 505 | 0 | 0 | |a References -- Further Reading -- Index. |
| 650 | 0 | |a Success in business. | |
| 650 | 0 | |a Strategic planning. | |
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| 856 | 7 | |3 Table of contents |u http://lcweb.loc.gov/catdir/toc/92-243016.html |2 http | |
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