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Aimed at owner-managed, medium-sized firms and based on the experience of some of the UK's most dynamic enterprises, this guide focuses on the management and funding issues central to achieving sustained and profitable growth. It aims to support and inspire budding entrepreneurs and to help successful businesses embark on the often perilous course of second and third phase expansion and development. The book charts the experience of firms such as Interbrand, RED Consultancy, Miller Heiman, The Institute of Export, NMB Heller and Bloomsbury Publishing. It draws on the expert advice of the UK's leading business advisers, including KPMG and Royal & Sun Alliance, to provide a guide to current business practice and a source of direction for fast growing firms of the future. Contributions focus on areas such as: marketing and growth; growth models; building market share; channels to market; cash flow and working capital; the growing organization; acquisitions and disposals; finance and capital; management control; people and performance; rewards and incentives; operational excellence; e-business adoption; and risks and recovery.
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Product details

  • Book | 324 pages
  • London, United Kingdom
  • 0749438150
  • 9780749438159

Table of contents

Growing Business Handbook Contents 1: aligned for growth 1.1 Building on business basics - the key to a sustainable future and growth Paul Johnson, KPMG 1.2 Keeping the magic Nigel Newton, Bloomsbury Publishing 1.3 Marketing and growth Shai Vyakarnam, CEC 1.4 Overcoming the hurdles Dr Bruce Butler, KPMG 1.5 Hidden champions David Williams, Sand Aire Private Equity 1.6 Holding onto shareholder value Robert Ferguson, KPMG 2: growth models 2.1 The low-cost revolution Clive Jacobs, Holiday Autos 2.2 Technology ventures Ian Ritchie, Copperhead 2.3 Born global Jeremy Read, KPMG 2.4 Serial specialists ECI Human Capital 2.5 Power of innovation KPMG 3: building market share 3.1 Winning competitive bids Colin Coulson-Thomas 3.2 Sustaining growth, sustaining brands Rita Clifton, Interbrand 3.3 Reputation by design, not by accident Lesley Brend, RED Consultancy 3.4 New product development Heather Bewers, Ben Patient, KPMG 3.5 Realising value from intellectual assets Adrian Rubinstein, Alan Shaw, K-Legal 4: channels to market 4.1 The sales management process Damon Jones, Miller Heiman 4.2 Advertising IPA 4.3 The return of e-tailing Derek Mcallan, KPMG 4.4 Agency selection Julie Constable, DMAAR 4.5 Franchising: the business growth hormone Roy Seaman, FDS 4.6 World of exporting Robert Rawlings, Institute of Export 5: cash flow and working capital 5.1 Cash management Bob Bailie, KPMG 5.2 Cost containment Gavin Wright, KPMG 5.3 Credit risks Keith Baxter, Royal & Sun Alliance 5.4 Tax planning KPMG 5.5 Tax complexity ICAEW 6: the growing organization 6.1 Control and growth: the taramosalada kings Professor Pannikos Poutzouris, UMIST 6.2 Transformation and change Lynne Irvine, QoD 6.3 Succession planning Katy Chamberlain, KPMG Cardiff 6.4 Strategic alliances: avoiding the pitfalls Arun Singh, Alan Shaw, K-Legal 6.5 A Platform for Growth James Thorne, Farrer & Co 6.6 Structuring international joint ventures Arun Singh, Alan Shaw, K-Legal 6.7 Initial Public Offerings Linda Main, KPMG Transaction Services 6.8 Exits Tony Antonius, KPMG 7: acquisitions and disposals 7.1 Identifying value-creating acquisitions Graeme Griffiths, Julian Dennard, James Smallridge, KPMG 7.2 Planning NGJ 7.3 Commercial due diligence Calum Chace, KPMG 7.4 Merger integration David Overd, KPMG 7.5 Avoid buy-out blues Charles Milner, KPMG Corporate Finance 7.6 Second-wave integration David Overd, KPMG 8: finance and capital 8.1 Investment readiness Martin Wyn Griffith, Small Business Service 8.2 Funding Options Shaun Philpott, KPMG 8.3 First round finance Michael Brand 8.4 Borrowing from the bank to grow the business Stephen Hiscock 8.5 Structured finance (followed by corporate profile from NMB Heller, with TS) Kevin Smith 8.6 Private equity Adrian Dray, KPMG 8.7 Debt management Ben Collet, KPMG 8.8 Basel II: countdown to changes in borrowing Adrian Wilcox, Tracy Barnard, KPMG 9: management control 9.1 Developing leadership all levels Ian Dunne, Mhairi Thomson, KPMG 9.2 Performance of the top team Impact Development 9.3 Directors under the spotlight Tim Finch, Royal & Sun Alliance 9.4 Non-executive directors Peter Coppard, Net Resource Services 9.5 Interim management Nick Robeson, Boyden 10: people and performance 10.1 People and fast growth Titan 10.2 Recruiting for talent Colin Grant-Wilson, KPMG 10.3 Employment law: social benefit or business nightmare? Mike Bird, Royal & Sun Alliance 10.4 Motivation Beaufort Consulting 10.5 Coaching Coaching & Mentoring Network 10.6 E-learning Knowledge Pool 10.7 Business growth and people (to come) IiP 11: rewards and incentives 11.1 Design of employee benefits Reward Group 11.2 Employee share options to grow your business David Tuch, KPMG Remuneration Consulting 11.3 Personal tax considerations David Kilshaw, KPMG 11.4 Company cars Ford Sales 12: operational excellence 12.1 Business excellence and small companies David Walker, Vista Optics Limited 12.2 New ways of working John Furmston, BT 12.3 The supply chain Steve Ellesmere, KPMG 12.4 Strategic customer relationships Colin Coulson-Thomas 12.5 The knowledge enterprise Dr Rene Tissen, Dr Nienke den Haan, Siemen Jongedijk, KPMG 12.6 Energy Efficiency National Power 13: e-business adoption 13.1 Making the e-business breakthrough Phil Flaxton, Interforum 13.2 Managing the network environment Nick Goss, Digica 13.3 Risks and the Internet John Ryder, Royal & Sun Alliance 13.4 Business continuity Rick Cudworth, Gillian Davies, KPMG 14: risks and recovery 14.1 Risk management Simon Evans, KPMG 14.2 Contingency planning Tony Tesar, Le Beck 14.3 Corporate fraud - the enemy within Royal & Sun Alliance 14.4 Information security - fig leaf or body armour? Robert Coles, KPMG 14.5 Health and safety Trevor Sexty, HSE 14.6 Surviving a business crisis Michael Regester, Regester Larkin
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Author information

Adam Jolly is a business writer and editor and is currently working on projects with the OECD, Institute of Management, The DTI, the Institute of Directors and the Design Council.
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