Accounting Distortions
Don't get caught out by poor accounting practices that could impact your profits down the line
Accounting Rate of Return
Know whether a project is right to invest in - make smart decisions that will drive business growth
Action Learning
Learn how to solve real business problems more effectively
Active Listening
The ability to listen is often confused with the ability to hear. Real listening takes energy, focus and commitment to the speaker. The ability to truly understand what a coachee is saying is invaluable as a coach and can be the difference between positive or negative outcomes.
Activity Based Costing
Be profitable by really understanding your costs
Activity Value Analysis
Understand which of your activities add most, and least, financial value
Adaptation Innovation Theory
The best companies know when to "innovate" and when to "adapt".
Adaptive Enterprise
Move faster and survive longer in tough markets.
Advertising Campaign
Drive sales by getting the right message to the right people in the right way at the right time
Agency Theory
Overcome problems and conflicts that can stop your business developing productive and profitable relationships
Aggregate Demand
Train your managers to understand the wider economic situation - know when falling incomes could affect your sales
Agile Supply
Not all firms can succeed with agile supply; but those that do are more responsive
AIDA
Really understand the buying process so you can sell effectively
Allocative Efficiency
Learn about the optimal price that consumers are willing to pay - and why
Apprenticeship
A cost effective way to bring someone young and energetic and train them the way you want your business to run
Artificial Intelligence
AI is here, know about it
Assessing Health and Safety
Keep compliant with the Health and Safety requirements for your business
Asset Building to Support Innovation Opportunity
Don't leave innovation to chance - be more profitable by putting the right people and resources in place
Asymmetric Information
Be more informed about negotiations and business transactions - understand your advantages and weaknesses
Attribution Theory
Don't let costly recruitment and appraisal mistakes impact your firm's profit and performance.
Authority, Autocracy, Autonomy
Great businesses are led by great leaders - recruit for the right leadership style to drive outstanding results.
Automated Buying
Get better control and visibility of your spend on suppliers
Backsourcing
Find out how bringing services back in-house can save money.
Balance Sheet
An instant snapshot of the health and position of your business and essential to understand
Balanced Scorecard
Get a rounded view of performance, not just the financial numbers
Bayesian Analysis
A statistical approach to making sales improvement decisions
Behaviourist Psychology
Part of your toolkit to understand people, motivation and incentives
Benchmarking
Make your business the best it can be by looking at what else is out there
Better Outbound Marketing
Get your business noticed and generate sales revenue by actively promoting it
Big Data Analytics
Use your current data to drive higher profits and business performance while cutting costs.
Big Five / Five-Factor Model
To understand group performance, understanding personality is essential
Board Governance Value
For governance to add real value – allow time for debate and challenge, work towards timely closure and provide clarity on actions required.
Bookkeeping
Keep your house in order
Boston Consulting Group Matrix
A famous tool to separate your stars from your dogs
Bounded Rationality Model of Decision-Making
Understand the reality of how you, and others, make business decisions
Brainstorming
Use the collective minds of your business to generate new product and service ideas
Brand Loyalty
Increase your revenue by growing a solid base of repeat customers that will buy from you instead of your competitors
Brand Management
Successful brands are around for a long, long time and can make companies worth hundreds of billions of £s
Branding
The best brands last generations and are worth building well. Get this right and your business will succeed
Break-Even Analysis
Don't just think you are going to make profit. Know it
Bribery Act 2010
A key compliance issue particularly for sales people
British Values
The concept explains the origin of British Values and how they can be applied in the workplace to foster employee engagement, diversity, and inclusion. It highlights how Fundamental British Values are integrated with the Equality Act 2010 and considers the broader significance of values in the workplace. The concept also provides an overview of Schwartz’s theory of basic values.
Budgeting Processes
Good budgeting can be the difference between losing money and increasing value by up to 149%
Bullwhip Effect in Supply Chain
Understand the dynamics in your supply chain to control costs
Business Continuity Management / Business Continuity Planning
Make sure you're prepared for unexpected threats to your business
Business Cycle
Are boom and bust inevitable?
Business Ethics
Long term success depends on an ethical approach to doing business
Business Innovation
Evolve your products and services to bring new opportunities for revenue and growth
Business Intelligence
Make better decisions about which customers to pursue, and how
Business Modelling
Understanding how each area your business works enables you to make better management decisions
Business Process Improvement
Your business costs can be streamlined and dramatically cheaper with the right process flow
Business Process Re-engineering
Radically rethinking how work gets done can dramatically improve performance
Business Valuation
There are several key techniques that are used to value a business. It is critical to be aware of them
Business-to-Business Marketing/Branding
Know why selling to businesses is not the same as selling to individuals, and do both better
Buyer-Seller Improvement Teams
Work more closely with your suppliers and customers to deliver better mutual benefits
Capability Management
Build “signature processes” that boost the bottom line and make it hard for your competitors to copy your success.
Capacity Requirements Planning
Know what resources you need when and where - to ensure greater efficiency
Capital Asset Pricing Model
How do you make sure your portfolio matches your risk appetite?
Cash Flow Forecasting
Cash is the single most important thing to the survival of your business
Cash Flow Statement and Management
Discounts can be negotiated and margins increased by 5%-10% with effective invoicing and payment flow
Cash Management
Manage your cash flow effectively and efficiently
Catalogue Management
Use catalogue management to cut costs and reduce staff time wasted
Category Management in Purchasing and Supply Management
Take a rigorous approach to getting the best value from your supplies spend
Centralisation / Decentralisation
Sales can increase 8% quickly by making the right centralise/decentralise decision
Centralised/Decentralised Procurement
Know how to get the best value from your procurement team and processes
Change Agents
Change can make or break a company - make sure you've got the best person to lead you.
Change Leadership
The only constant is change; make sure you are equipped
Change Management
Change management can be hard; master the key success factors
Classical and Operant Conditioning
Well-rewarded and motivated employees work harder, stay longer, and generate more profit - make this a reality in your company
Closed-Loop Supply Chain
There may be value in reusing the products your customers have finished with
Cloud Computing in Supply Chain
If your supply chain is important to your cost and customer services, cloud technologies can get better results
Co-creation
Don't just think you know what your customers want - start generating higher profits by working together with customers on products and services
Co-sourcing
Savings of 30% could be on offer with the right co-sourcing decision
Coaching
Coaching is a method of personal and professional development that focuses on achieving set goals. A balance of Vision, Support and Challenge is used to help clients identify areas for improvement, with the conversation also helping to plan the route to success.
Coase Theorem
Understand how to reach efficient outcomes when disputes arise that could disrupt your business operations and profits
Coefficient of Elasticity
Learn how demand and price works in the market - position your business for growth and profitability
Cognitive Bias
Most of your decisions are biased - find out why
Collaborative Planning, Forecasting and Replenishment
Reduce lead times by 18% by working collaboratively with your trading partners
Collaborative Relationships in Procurement
Know when to work in a collaborative, or adversarial, relationship with your suppliers
Collective Bargaining
Growing companies must pay attention to their employees' needs and working conditions - create win-wins by working effectively with unions
Commercial Awareness
The secret sauce for good business management
Commercial Intelligence
Turn what you know about your market into new business opportunities
Commercial Law
Commercial law governs all your transactions
Commissioning
Commodity Strategies
Secure, and get the best price, for your key supplies
Communication Theories
Learn to communicate more efficiently using different models.
Comparative Advertising
Sell more by presenting your offer in a good light against the competition
Competitive Advantage
Understand what makes you better than your competition and turn it into business results
Competitive Intelligence
Keep your friends close, but keep your enemies closer? Keep one step ahead by knowing what your competitors are doing
Competitive Strategy
To compete and win in your industry sector your business needs to choose one of these strategies and execute it well
Complex Procurement
More than just contracting, complex procurement may need specialists
Concentrated Marketing
Choose a narrow customer focus, even for a time, you can drive up sales by 50% or more
Consolidated Accounting
Understand your company grup's financial position and health - know how you're performing
Consumer Behaviour
Knowing what makes your potential customers tick is central to success
Consumer Price Index
Train your managers to undertand key economic trends - make even smarter decisions about your business and its future
Consumption Expenditure
Be informed about consumer spending to make quicker, better business decisions
Contingency Theory of Leadership
Great leaders aren't always born - learn how to develop your leaders to drive profitability and boost customer engagement.
Continuous Improvement
If you are not doing things better your competition will be. You can lose at least 20% sales if you do not keep offering more to your customers
Contract Law
Know what you are committing to in your commercial deals
Contract Management
In an ongoing relationship, the most of the value comes after the deal
Contracting and Re-contracting
Contracting is vital to all coaches, it sets the parameters of the relationship and helps to build trust between coach and coachee, without a contract a coach may find it difficult to ensure their coachee is on track and following the plan they have laid out together.
Cooperation and Mutuality in Procurement and Supply Chain
Reduce your supply chain costs by working cooperatively with your suppliers
Coopetition
Smart companies work together to save money on some shared costs - but still stay fiercely competitive in other areas.
Core Competencies
Focus on what you do really well and put that at the heart of your growth strategy
Corporate Audits
Learn how to conduct robust corporate audits - start operating more efficiently and effectively
Corporate Social Responsibility
A very effective way to make your business stand out from competitors
Corporate/Organisational Culture
Big businesses make £Millions extra by getting more performance and better new ideas from their workers
Cost-Benefit Analysis
Use this technique to make better choices about what your business does, and where you invest
Cost-to-Serve Model
Add 1.7% to your margin by understanding your most and least profitable customers
Cost-Volume-Profit Analysis
Assess your fixed and variable costs to know what sales you really need to break even
Costing Techniques
Analysing your costs in the right way can show inefficiencies and cost saving opportunities
Countertrade
Credit Analysis
Potential lenders will need to understand any potential risks to extending finance. Understand the principles
Crisis Management
Before catastrophe strikes, know your Business Continuity Plan
Critical Path Analysis
Turn your new ideas into revenue with good project management
Cross-Docking
Improve the efficiency of your logistics with cross docking
Cross-Elasticity of Demand
Your competitors' products can affect demand and interest for your products - know why this could happen
Cross-Functional Supply Management
Improve your responsiveness to customers by joining up your internal teams
Cross-Selling
Boost sales by up to 230% by making the most of what you have to sell
Cross-Training
Make sure your organisation is robust by broadening the skills of your people
Customer Centric International Shared Services
Maximise customer centricity - co-design services with key stakeholders to achieve excellence in service provision across international boundaries.
Customer Profiling
If you know who your potential customers are and what they need you can sell it to them. Doing it well can increase sales by over 40%
Customer Relationship Management
Whether your customers are one-offs or regulars if you treat them well you could multiply your revenues over the years
Customer Relationship Management Technology
Take advantage of new and innovative technologies to manage your customer relationships - and stay ahead of the competition
Customer Satisfaction
Research shows customers are more likely to spread the word more widely about a bad than good experience. Make sure yours is the latter
Customer-driven Strategy
Growth and profits need a relentless focus on customer needs - learn how to win out where other companies fail
Cybersecurity
Cyber security protects your intellectual capital and your capacity to deliver your service. Make sure you take the necessary steps to monitor your connectivity.
Cycles of Learning Theory
The outcomes of coaching are achieved through a process of learning. Learning theories and reflective practice provide conditions and processes through which learning occurs. Coaches can apply their understanding of learning theory to inform coaching practice and offer guidance in developing activities and environments that best support learning.
DABDA Syndrome
After a loss or change - help your staff to cope, move on, and thrive again.
Data Warehousing and Data Mining in Business
Get new insights into your customers and make smarter business decisions.
Database Marketing
A good database is central to modern marketing
Database Systems and Management
Manage your databases to get deeper insights into your staff and customers.
Decision Support Systems
Use technologies to make faster, smarter decisions that can really drive business results, growth and profitability
Decision Trees
Decision trees can help you to evaluate your strategic options
Delivering Policy Through Procurement
You can use your purchasing budget to achieve bigger objectives than cost cutting
Delphi Forecasting Method
In complex situations, Delphi can help you analyse the options
Demand Curve
Be more profitable and grow your business - make sure your products are in demand and that customers pay the best price
Demand Management
Understand, respond to and manage customer demand to grow sales and margin
Demand Management in Public Procurement
Demand management is driving new cost-reduction agendas - learn how to deliver real value.
Demand-Driven Supply Chain
Setting up a demand driven supply chain can result in 35% shorter cash-to-cash cycle times than typical companies
Demand-pull Inflation
Learn why demand for your goods and services can outstrip supply - and what it means for your business
Demerger
Unlock financial benefits by breaking-up your business.
Deming Wheel
Achieve 10 - 20% process improvements by regularly applying the PDCA cycle
Diamond Theory of Competitive Advantage
Thinking of international expansion? Here's a tool to help assess the options
Differentiation
Be different. Get it right and you could achieve up to 66% market share like Red Bull
Digital Marketing
Sell at least 80% more - in the digital age you need to know where and how to sell on what platform. It is essential to get this right
Diminishing Returns
Understanding diminishing returns helps you to allocate your resources to tasks in the most productive way
Direct Marketing
Approaching potential customers directly can bring up to 80% more business
Discounted Cash Flow
Take a hard headed look at the real value of your potential investments
Diversification
New products and markets offer new revenue streams - learn how to identify and seize these opportunities
Diversity Management
Diversity can help you create new product and service ideas to delight your customers. Start being more innovative and profitable today!
Division of Labour
Speed up production; get your products to market quicker.
Double-Loop Learning
Learn from mistakes, and learn to adapt and anticipate change, with double loop learning
Downsizing
If you need to downsize, do it well
Due Diligence
Know what you are really buying or selling, and with who, with due diligence
e-Auctions
e-Auctions can deliver savings of 10%+, but are not without risk
e-Business
Your business could generate many mutliples more revenue by maximising your online capabalities
e-Commerce
It is essential that your online presence reflects your business well. Do it right
e-Marketing
Successful companies such as Tesco are able to achieve over 50% market share through their online activities
e-Procurement
Trading electronically with your suppliers can reduce process costs and improve spend control and visibility
e-Sourcing
e-sourcing can deliver major savings, but must be embedded into your overall strategy
Early Supplier Involvement
Working closely with suppliers when you are developing a new product can bring fresh innovations into the design and smoother roll out later
Econometric Forecasting Model
If you base your decisions on forecasts, its good to know their strengths and weaknesses
Economic Cost
All decisions have an opportunity cost
Economic Order Quantity
Order the right amount of goods and services to optimise costs and profits
Economic Production Quantity
Optimise your profitability by only stocking and making what you really need
Economic Value Added
EVA gives you an investor's view of the profit and value in your business
Economies of Scale and Scope
Operate at the right size and in the right ways to achieve the best value for money
Emergent Change
Planned or not, change will happen in, and outside your organisation - understand this to stay on track
Emotional Intelligence
Some say EI is central to the performance of visionary leaders
Employee Burnout
This technique explores employee personal health and wellbeing, covering emotional exhaustion or stress - burnout, and how to mitigate and respond.
Employee Engagement
The top 25% most profitable companies have loyal staff who "live the brand" like an owner and have 50% less turnover saving time and money
Employee-centred Leadership Style
Does your leadership style get the most out of your people?
Empowering Employees
Your staff will work harder and be more loyal if they feel trusted and able to make some of their own decisions
Enabling Private Cloud
Add value with private cloud – allow users to access what they need.
Enhancing Employee Motivation
This technique explores ways in which individual and team motivation can be enhanced within the workforce
Enterprise Content Management
Investments in ECM can result in signficantly improved efficiency, better control, and lower costs - adding signficantly to the bottom line.
Enterprise Resource Planning
Save time and money using ERP - take the next step to better business performance.
Entrepreneurship
Identify and exploit new ideas effectively
Equity Theory
Start getting better results: Raise staff motivation and productivity to new levels.
ERG Theory
Motivate your staff to hit your business goals and grow the bottom line.
Ergonomics
Good design of your workplace can underpin higher productivity and fewer days lost to illness
Ethical Purchasing/Ethical Procurement
Ethical business can support the long term value of your brand
Exit Strategies
Before you get in to a contract, know how you will get out when the time comes
Expectancy Theory
Don't just expect your employees to perform at their best, know how to make it happen.
Experience Curve
As your experience doubles, your costs can come down 20 - 30%
Field Theory
About 70% of changes that companies make don't achieve their end goal - learn how to make changes successfully.
Financial Management in Procurement
Make sure your business has accurate financial management in the purchasing function an control costs
Financial Planning and Forecasting
If you fail to plan, you plan to fail. Knowing your finances ahead of time is critical to success and survival
Financial Ratio Analysis
Use the key figures to show where your business inefficiencies might be occurring
Financial Reporting Requirements
Make sure that your financial reports follow all current rules and regulations
Financial Statement Analysis
The different financial statements provide some very relevant information. It is important to know how to analyse them
Fintech
Five Forces Analysis / Framework
Understand the forces that drive profit, and make sure your business is equipped to conquer them
Flat / Horizontal Organisation
Reducing the number of managers even in a small company can have a positive effect on business performance and results
Forecasting
Accurate forecasting is essential and will focus your business on achieving its potential
Foreign Direct Investment
Win-win: take advantage of profitable expansion abroad, or build profitable relationships with investors at home.
Forward Integration
As your business grows it could have a long term profit impact to acquire other functions/companies associated with delivering your products or services
Franchising
Around 92% of all UK franchisees reported profitability over the last 12 months - generate additional revenue using proven business formats
Freedom of Information Act 2000
Build public trust by handling information requests professionally.
Frugal Innovation
Adopt a frugal innovation mindset to spot profitable opportunities that competitors have missed.
Future Supply Chains
Being future proof is key to long term business success. Understand what your supply chain might look like and be prepared for the changes
Game Theory
Become a strategic decision maker - learn how to build better relationships with customers to accelerate business growth.
GDPR
Gearing Ratio
Learn how to grow your business for the long-term by maximising profit and minimising risk.
Gestalt Psychology
Getting ahead in business is about knowing how the small details create the bigger picture.
Giving Effective Feedback
Feedback forms an essential part of personal development when it is delivered correctly and with purpose. When it is not thought out and subjective in nature it can be destructive and set back both personal development and working relationships.
Global Procurement
Some of your materials may come from abroad, if so it is important to understand how best to manage this process
Global Strategy
Think big, think global, learn how to build a strategy for growth in today's globalised world.
Globalisation
Think Global and maximise your business potential
Glocalisation
Businesses of all sizes with overseas customers need to understand local markets. Learn how to stay ahead of the curve in lucrative, emerging markets.
Goal Setting
Goal setting is the process of identifying and establishing objectives that an individual or an organisation aims to achieve. It involves defining the desired outcome or result, outlining the steps required to reach that outcome, and establishing a timeframe for completion.
Green Computing
Use green computing to dramatically cut costs and reduce your energy use.
Green Logistics
Lower your business costs whilst being environmentally friendly
Gross Domestic Product
Understand what the most important economic indicator GDP, means for the growth and success of your business.
Group Dynamics
Understand how people interact and how to get the most from your staff and teams
Group Norms
Build better teams to drive profits and success.
Group Purchasing Organisations
It costs less to buy in bulk. Can your business make substantial cost savings and improve bottom line performance?
GROW Coaching Model
Sir John Whitmore is considered one of the founding fathers of modern performance coaching. The model he devised (the GROW model) is used worldwide by coaches and leaders as an aid to personal development.
Guerrilla Marketing
Could an unconventional marketing campaign be just what your business needs to get to the next level?
Hawthorne Effect
People behave differently when they are being watched. Understand the effects of this for the benefit of your business's performance
Hedging
Managing financial risks is key to long-term profit and growth.
Hierarchy of Needs
Everyone needs different things at different times. Your business will perform much better if your staff are happy
Holland Typology
Understand what drives your people and make sure your business benefits
Horizontal vs. Vertical Integration
Understand where there might be opportunities for your business to collaborate - it could be in similar or different areas
Human Capital
People are at the core of every business and this is critical to understand
Human Resource Audit
Make sure your business has the right people at the right time to succeed
Human Resource Based Theories of Strategy
Having good people in itself can drive value for your business
Human Resources Information Systems
Your people are your most important assets, make managing them more effortless.
Improving Product Differentiation
Being different is essential to fulfil the sales potential of your business. Be sure to understand and exploit it
Improving Working Capital Management
The lifeblood of your business - keep on top of it at all times
Income Elasticity of Demand
Train your staff to know why changing customer incomes might affect demand for your products or services.
Industry Life Cycle
Know what stage your industry is at, and choose the right strategy
Inflation
Learn how inflation could affect your company's growth and profitability.
Information Database Marketing
Marketing your business to the right people is key in generating sales and revenue
Information Management
Be sure your business decisions are based on the right information
Innovation Capital
Learn how to protect your most important assets - future-proof your organisation to stay ahead of competitors
Innovation Diamond
Innovative companies generate more revenue, break new ground in the market, and have more satisfied, loyal customers.
Innovation in Public Procurement
The Government is increasingly looking to include smaller firms in public sector contracts. Understand how this is happening so your business can benefit
Innovation Management
Innovate or die. You need to keep generating new ideas and value in your business to stay ahead. Understand how to make sure it happens and manage it
Insourcing
As your business grows it might be better to hire and retain key staff and competencies than buy from outside your company
Intellectual Capitalism
Your employees' know-how and ideas are often your greatest assets, manage and protect these to build a more profitable, enterprising business.
Intellectual Property Management
Protecting your big ideas is critical to success. Companies like IBM make up to 3,300% more by managing their Intellectual Property well
Internal Strategic Integration
When all business functions are aligned to the overall strategy the collective results are likely to improve
Intrapreneurship
As your business grows how can you keep the entrepreneurial spirit alive from start-up phase?
Job Enrichment
Keep your staff motivated to perform by demonstrating your commitment to them aswell
Job Evaluation
Understand all of the jobs that your business needs and then you can set the right reward structure to make sure the business reaches peak performance
Job-Centred Leadership
Job-centred leaders get the task done - quickly and efficiently. Learn how to lead for profit and performance.
Just-In-Time
How to manage stock and inventory levels at the absolute minimum to keep working capital free
Kaizen
A way to drive co-operation, commitment and improvement in your business at every level. Ultimately helps your business to stay ahead
Keiretsu
The original form of collaborating "companies". This approach can offer huge potential to smaller firms
Key Performance Indicators
You can't manage what you don't measure - get everyone performing at their best.
Knowledge Capital
Knowledge and intellectual capital are assets that need to be recognised in most businesses these days. Be sure to know what they are and how to protect them
Knowledge Management
Knowledge is power. Be sure to manage the knowledge in your business well to achieve the results it is capable of
Kraljic Matrix
One of the dominant strategic tools guiding purchasing activities in organisations
Labour and Human Rights in Purchasing & Supply Management
Leadership
All companies need to be led. If you understand what it entails your Company could be the next Apple
Lean Manufacturing / Production
Eliminating waste from your organisation can impact on your costs dramatically
Lean Supply Chain
Keep as much excess out of your supply chain as you can - your business will be more efficient and cost effective
Learning Management System
Businesses who invest in learning and development achieve higher profits and growth. Understand how to track and measure these investments.
Learning Organisation
Experiences both good and bad happen every day in business - make sure yours turns them all into a positive
Leasing
A cashflow friendly way to getting some key assets for your business
Leasing vs. Purchasing Technology
Leasing gives you the latest technologies (before budgets allow), costs are predictable, and purchases can be offset against tax liabilities.
Leveraging
Reduce your risk and leverage the funds effectively and efficiently
Lifecycle System Approach
Being able to manage your products and services over their lifecycle is key for your business success
Lifetime Customer Value Analysis
The most successful businesses such as Google use this technique to make more money, more often and for longer
Linear Trend Forecasting
Forecasting techniques are critical to understand as you drive your business forwards
Locus of Control
Managers who are in control get the best results for the whole company.
Logistics and Supply Chain Management
Improve logistics – help your organisation better utilise production capacity.
Long Range Planning Horizon
Use long-range planning to give your managers the foresight to achieve ambitious visions and growth plans.
Long Tail
Similar to Pareto's 80/20 - approximately 80% spend will be covered by 20% of the suppliers and conversely 20% of the spend will be comprised of a long tail of suppliers - 80%. Whether you are a buyer or supplier you need to know how to manage this
Loosely-Coupled vs. Tightly-Coupled Supply Chain
Collaborating in a supply chain can create a competitive advantage through sharing information, making joint decisions, and sharing benefits
Loyalty Management
Loyal customers and loyal staff can make all the difference to the success of your business
Maintenance, Repair and Operating Supplies
Improve your position in terms of MRO procurement - reduce costs and increase efficiency.
Management by Objectives
Help your employees hit their targets by setting the right goals and actions.
Management by Walking Around
If you wait for people to come to you, you’ll only get small problems. The big problems are where people don’t realise they have one in the first place
Managing Bring-Your-Own-Device Practice
Enterprising companies shouldn't ignore the benefits of BYOD, including more productive and satisfied workers, and cost savings on equipment and training.
Managing Cyber Security Threats
Cyber security management is essential for all sizes of business. Make sure you know how you to manage your potential risks
Managing Global Virtual Teams
Smaller firms can work virtually too - follow these guidelines for optimal productivity
Managing Open Innovation
Sometimes new ideas can come from outside of your business. Managing this can be a challenge yet offer huge potential
Market Penetration
Sell up to 80% more by getting to your customers more effectively
Market Positioning
Understand where the gaps are and make your product stand out from the crowd
Market Segmentation
Make more money by recognising the different needs of different customers and selling them what they want
Marketing Management
Make sure your business chooses the right target markets. Win new customers, keep them and grow your busines
Marketing Mix
Sell the right product, at the right price, in the right place, with the right promotion. And succeed where others fail
Marketing Myopia
Look at what you could be selling to people rather than what you currently have to sell them. Increase revenue opportunities
Marketing Research
Get ahead - and stay ahead - by knowing your market better than your competitors.
Marketing Services Procurement
Using a specialist marketer could be a quick route to raising awareness of your business
Marketing Strategies
Ensure your marketing strategy is primed to succeed
Mass Customisation
Raise the bar for your customers by giving them unique product and service experiences.
Mass Production
Radically improve your efficiency and bring products to market even faster.
Material Requirements Planning
If your business is producing goods this is a must-know technique
Matrix Management
The world's best companies work seamlessly across departments, learn how to make your management the best it can be.
Mentoring
Take a personal interest in your staff and devote some time to helping them improve and progress. Your business will benefit greatly.
Mergers and Acquisitions
One of the fastest routes to expansion. Understand the motivations and what is involved
Minimum Efficient Scale
Scale-up your business operations, be more efficient and more profitable.
Monopolistic Competition
Find opportunities to control prices and enter and exit new markets easily.
Monopoly
Know how to cooperate with powerful businesses to win more business.
Monopsony
Learn how to cooperate with large businesses to grow your sales and win more business.
Monte Carlo Simulation
Motivator-Hygiene Theory
Recognise what motivates people and what doesn't - your business needs good people to succeed
Multi-Channel Distribution Systems
Start reaching multiple markets and customer segments to really drive growth and profitability
Multidivisional Organisational Structure
Multilevel Selling
Learn how multi-level selling has helped other companies to grow quickly and reach the masses
Narrowcasting
Expand your customer base and generate bigger profits using narrowcasting - one of today's most important marketing concepts
Need Satisfaction Selling
Truly understand your customers' needs - outperform your competitors and start generating superior profits
Negotiations in Procurement
Being a skilled negotiator can make and save you money
Neurolinguistic Programming
NLP has its origins in therapy, as do many models used in coaching, however, where NLP differs is its focus on how the mind programmes itself and how, with time and effort, it can ultimately be reprogrammed using language, sensations and gestures etc.
Neuroscience
Organisations are made by people, brains determine how people behave. Successful organisations use neuroscience to improve people’s performances and their well-being.
New Product Development
Know when and how to develop new products to add to your portfolio and drive up revenue
Niche vs. Mass Marketing
Select the right approach for your business to underpin your sales strategy
Nominal Group Technique
Involve your people in making decisions for the business and they will work with you to help your business achieve its full potential
Offshoring
Moving some operations to a different place can bring efficencies, cost savings and profitability
Oligopoly
Compete or cooperate with large businesses to grow your sales and start winning more business and contracts.
Open Source Software
Open source software is often freely available, helping businesses to reduce costs and free-up capital to invest in other important growth areas.
Operations Management
Balance costs with revenue to achieve the highest net operating profit possible.
Operations Strategy Matrix
Make sure your strategic decisions about how your operations are going to work are the right ones based on sound principles
Optimised Production Technology
If you can minimise and production bottlenecks you will be able to maximise the profitability of your business
Organisation Development
Transform your business for maximum success - avoid becoming one of the 25-50% of firms that fail at OD projects.
Organisation Theory
Redesign and optimise your organisation for breakthrough performance.
Organisational Behaviour Modification
This technique can be used to motivate and encourage employees to help your business achieve its potential
Organisational Cybernetics
Outsourcing
Dramatically cut costs and increase efficiency and learn how to outsource effectively, safely and profitably.
Outsourcing in Procurement and Supply Chain
It is often better to let someone outside of your business manage something which is not your main strength so you can focus on growing your business
Outsourcing Innovation
Innovation is key to growth, outsourcing innovation can bring the ideas and expertise needed to kickstart new projects.
Paradigm and Paradigm Shifting
Pareto Analysis
20 per cent of the efforts of your business generate 80 per cent of the returns according to this principle
Pay-For-Performance
A method of structuring your staff's pay linking it to certain goals or targets: make sure your people are focused on the right things
Performance Appraisal
The evaluation of performance that will help you understand your staff's abilities and development possibilities
Person-Organisation Fit
About 40% of firms struggle to find and hire talented people - in order to be the best, learn how to attract the best.
Personal Development Plans
Keep on top of your continuing professional growth and be able to react to a changing working environment by using a tailored tool to manage personal development.
PESTEL Analysis
It is business critical to understand the strategic environment - here is how you do it
Phases of Change
Make your next business change the best one yet - don't be one of the 70% of companies that fail at change management.
Portfolio Management
Understand how to manage the portfolio of your business and make sure each one has the right strategy in place
Positive Risk Management
Take a positive approach to risk management and learn how to realise unexpected benefits and opportunities for your business.
Power
Understand how the balance of power can work in your favour and when to be aware that it might not and help your business to rise above
Price Discrimination
You may be able to charge different prices to different customer types and increase your profitability quickly
Pricing Decisions
Get this wrong you will sell nothing, get it right you can thrive
Pricing Models
Setting the right price is crucial in every market - make your choice well
Principles of Accounting
Take your professionalism to the next level - develop expertise in the rules and guidelines for reporting financial data.
Processual Approach to Change
Break through the "messy" process of change management - start getting the results you want.
Procurement Transformation
Re-think the way your business buys - the cost savings could be significant
Product Life Cycle
Understand this and you will unlock the best way to sell your product or service
Production Possibility Frontier
Use all your resources to maximum efficiency - produce even more products to expand your business.
Productive Efficiency
Produce even more goods for sale for the lowest cost possible and know how to do it well.
Programme Evaluation and Review Technique
Learn the techniques for superior project management - complete projects faster and with better results.
Prototyping
Prototyping helps avoid costly mistakes down the line, leading to better quality products and more satisfied customers.
Psychological Contract
Understand what your staff think they have signed up for over and above the words on the page
Public Goods
Work with government and build important, high-quality relationships.
Public Relations
How your business is viewed by the public, your potential customers, is critical to success
Punctuated Equilibrium Model
Learn to see change as a positive - capitalise on every opportunity to grow, learn and generate profit.
Purchase to Pay Process
The quicker your purchasing function is, the more time there is available for looking at growth and profitability
Purchasing Cards
Purchasing cards can be useful to consider in order to reduce the amount of time spent on paperwork and allow more time to focus on growing your business
Purchasing Consortium/Consortia
Consider purchasing consortium – increase buying power and ability to achieve low prices.
Purchasing Strategies
Have a clear plan for what you need to buy to make sure costs stay low and profitability is maximised
Purchasing Structures/Models
Make sure the buying for your business works in the right way and keeps your costs down
Pygmalion Effect
Even a bad hiring mistake can be turned around - use the Pygmalion effect to help average and low performers excel.
Qualitative and Quantitative Modelling
Learn the best way to model to make your next project a real success - don't leave profits to chance
Quality Circles
Ensuring quality can set your business apart from the rest. Here is one recognised way that you can do it
Quality Management
Buy cheap, buy twice. Garbage in, garbage out. Make sure your business is a quality business
Questioning
The ability to find the truth and get to the crux of an issue is a vital skill for any coach. Used correctly, a well worded and well-timed question can break down barriers and generate an open and honest discussion. Adversely, poorly worded and ill-thought-out questions can close a conversation down very quickly.
Queuing Theory
If your business involves service systems, maintenance, or shop floor activities, understanding this principle could increase your profitability
Real Options Theory
Real options are not just financial instruments - they can involve physical assets too
Reinforcement Theory
Reward employees in the right way to really benefit the bottom line - learn the techniques that really work.
Relationship Marketing
Retaining customers is cheaper and quicker than trying to get new business. Maintain your relationship with them however possible
Relationship Models
Work with other businesses and people to maximise value in both your business and collaboratively
Relationship Selling
Build strong customer trust and loyalty - and convert these into strong, long-term revenue
Research and Development
Find new ideas, and only launch new products that are right for your business and market
Resource-Based Strategy
Make use of what your business already has to either grow into new markets or increase profit in existing ones
Resources and Competencies in Procurement
Make sure you have the right people with the right skills buying on behalf of your business. Getting this wrong can be costly
Return on Capital Employed
Return is the sole aim of an investor and an essential concept to be fully aware of
Return on Investment
Reverse Engineering
Sometimes starting from the end and working backwards can bring the best business results. However there are risks that need to be considered
Reverse Supply Chain / Reverse Logistics
Your business can often re-use materials and processes produced in the supply chain. Doing this well can lead to large cost savings and increased profitability
Risk Management in Purchasing and Supply Management
Be fully aware of any risks in your supply chain at all times as it could affect your business's ability to sell your products or services
Safeguarding
This technique provides a definition of safeguarding and explores the legal requirements, application methods and measures of success.
Sales and Marketing Alignment
It is critical for the sales and marketing messages that come from your business to be the same
Sales Force Effectiveness
Build a winning salesforce that knows how to boost the bottomline.
Sales Intelligence Solution and Sales Force Automation
Understand how best to manage your sales opportunities and maximise revenue
Sales Process and Sales Cycle
Every business sells in different ways and length of time. Make it as clear and short as possible to maximise revenue
Sales Techniques
Master different selling techniques to boost your sales and profits.
Sarbanes-Oxley Act 2002
Be sure to understand your business's reporting obligations under the law
Satisficing
On occasions the ultimate best outcome is not possible, but it will still work in favour of your business
Scarcity
Seize opportunities to better meet customers' needs and wants - learn how to spot gaps in the market.
Scenario Planning
Prepare for different futures to be well best placed to capitalise
Scientific Management
Your business might benefit from understanding whether a more rigid approach to division of work will bring better results
Scientific Retailing
Leading companies secure repeat customers by using scientific retailing techniques - learn how and start growing your sales and profit today
Search Engine Optimisation
With millions of websites online, SMEs can't afford to ignore SEO - start generating more web traffic and more sales to stay ahead of your competitors
Security and Ethical Challenges of IT
Businesses are at significant risk of cyber attacks - implement the right policies and train your employees to protect your profits.
Sensitivity Analysis
Before committing any cash identify the areas that might slip or outperform so your business is fully prepared.
Shared Services
Cut costs and save time - learn how to be more efficient by sharing services
Shared Services Client-Advisor Relationships
To deliver greater value, focus on flexible partnership models responsive to changing business needs and more conducive to building trust.
Shared Services in Procurement and Supply Chain Management
As your business grows, sharing some of the different buying functions could bring substantial savings
Shared Services Innovation
Consider your innovation route map - recognise the value of applying innovative thinking to shared services implementation.
Shutdown Point
Avoid costly production shutdowns - keep your business going, keep your business growing.
Simulation
Before you go headlong into a new idea simulating the possible outcomes can help you to be more prepared for what might happen
Single Sourcing vs. Sole Sourcing
Are you going to be able to choose a single supplier or are you forced to?
Six Sigma
Understand how to match what your business is producing to your customers' needs
Skunkworks
If you have a new idea for your business it can often be made to happen quicker if you set up a team that is "out of the business"
SMART Targets
Goals and targeted plans without well-formulated goals lack rationale, strategies lack relevance, actions lack direction, projects lack accountability, and organisations lack purpose (Bratton, et al, 2007). Smart Goal Targets need to be properly constructed to serve as credible and usable benchmarks by which results can be monitored and evaluated.
Social Learning Theory
Your star employees can help others perform at the top of their game.
Social Media Management
Learn how social media can help grow your business, reach new customers, and boost sales and revenue
Social Media Marketing
Use social media marketing to reach new customers, build your reputation, and boost sales
Social Network Analysis
Social Networking can be a powerful source of new ideas that can open up opportunities for businesses everywhere
Sourcing
Companies that source materials and components well can make huge cost savings - Volkswagen increased operating profit by 50% by changing the way they did it
Sourcing and Procurement Industry Standards and Benchmarking
A key challenge of benchmarking is finding useful sources of comparison data – don’t feel constrained if competitor information is not available directly.
Sourcing and Shared Services Market Trends
Get ahead with the latest sourcing and shared services trends to outpace the competition and generate value for the bottom line.
Sourcing Governance Value
Communicate and cross-collaborate – create functional governance systems that are closely integrated to drive value.
Span of Control
Build the ideal team size to boost manager and employee performance.
Spend Analysis
Spending money is easy - know where your business expenses are and get the right price
Split Sourcing
Don't become dependent on just one supplier - source goods and services more strategically and drive down costs.
Stakeholder Analysis and Management
Investors, shareholders and staff are all critical to your business. Manage them well and you will all succeed.
Standards and Patents
Transform your ideas and innovations into profit-making assets - and know how to protect them
Standards and Policies in Procurement
Having clear policies for your business's purchasing will ensure anyone responsible for buying anything on behalf of the company does so properly and will save money in the long run
Strategic Alignment
Learn how to outperform the competition by matching your strategy and resources.
Strategic Alliance
Smart companies understand that growth comes from cooperation as much as competition - start building profitable relationships with other firms.
Strategic Business Units
If your business has different product or service lines you could make more money by treating them as separate business units which need their own strategic direction
Strategic Contingency
Manage power and politics so your company can perform at its best.
Strategic Groups
If your business is part of a strategic group it is essential to understand what the key drivers are, and how the other members are performing in order to get ahead
Strategic Intent
Don't assume that all your staff understand your strategy - help them understand the firm's ambitions and how to achieve success.
Strategic IT Acquisition
Save time and money by knowing when its right to develop versus buy IT solutions.
Strategic Planning
Getting your strategy right is quite simply the difference between making it and failing
Strategic Positioning
The right positioning can increase sales by up to 170% even in well populated markets
Strategic Procurement
Make sure you are buying the things that fit with your strategy and not just buying as you need. This approach can save your business huge unnecessary costs
Strategy Map
Strategy maps are essential roadmaps to achieving growth and profits and to understand all your options and get ahead.
Structure-Conduct-Performance Model
Successful Project Management
Running your business well involves many simultaneous projects - manage them effectively and ensure your business succeeds
Succession Planning
Make sure you have the right talent ready to step up and lead your business when your best people leave.
Supplier Evaluation
Make sure you know how your suppliers are performing - it is critical to your business and will help show cost saving opportunities
Supplier Incentivisation
If your suppliers are aligned with your business's aims they are going to work as hard as you to deliver. Working together with them will bring business results
Supplier Performance Management
Are your suppliers helping or hindering your business? Making critical decisions can hinge on knowing which supplier to go to when you need something urgently
Supplier Relationship Management
Having good relationships with your suppliers is key - it can get you that contract that needs a quick turnaround if your suppliers like working with you
Supplier Segmentation
If you group your suppliers properly you will understand where the majority of your costs are going. Then you can work on reducing them and increase profit margin immediately.
Supplier Selection
Choosing the right supplier could be the difference between success and failure of your business as outside purchases are typically 40%-60% of the final cost. Firms like MacLaren look for their suppliers to contribute up to 80% of the end value
Supply Base Management
How many suppliers does your business have? Could you strike better deals by having less? Understand this technique and you could be making cost savings immediately
Supply Chain Complexity
Reducing complexity will often unleash high performance. If your supply chain is becoming a barrier to performance, understand what you need to do to make it simpler to manage
Supply Chain Finance
Unlock the power of your invoices and release cash to help you grow
Supply Chain Integration
Speaking to all of your suppliers regularly may open up collaboration opportunities which can save you money and maybe even open up new money making ventures
Supply Chain Management
It is business critical to manage your supply chain well. Cutting costs raises profit immediately
Supply Chain Network Design
If your business has many suppliers it is crucial to understand their inter-reliance and the timing impact so you can manage it
Supply Chain Operations Reference Model
How does your business measure up against some of the larger firms out there in terms of managing suppliers?
Supply Chain Performance Measures
Improve supply chain performance – chose the right indicators and make sure it is properly measured.
Supply Chain Risk Management
Is you business reliant on 1 or 2 suppliers? Do you have a back up plan in case any of them don't deliver their end of the bargain?
Supply Chain Security Management
DO you know all of your suppliers, and how secure are your processes? This is your business's money being spent after all
Supply Chain Visibility
Don't just think you know where money is being spent, KNOW you know
Supply-side Policies
Take advantage of reduced income taxes, better education and training, and less red tape.
Survivorship Bias
Survivorship bias is the focus on survivors instead of a broader context that includes those that did not survive. It appears in many arenas: athletics, business, entertainment. For every success, there are others who did not succeed. To properly judge success we must also view failure. Lacking this broader context, we make less-informed decisions.
Sustainable Procurement
As your business grows, understand how to make your buying practices sustainable
Sustainable Supply Chain
SWOT Analysis
Make better business decisions by knowing your Strengths, Weaknesses, Opportunites and Threats
System Dynamics
Take your company to the next level - learn how to solve complex problems that are holding back company performance.
Systems Thinking
Train your managers and employees in systems thinking - help them see the bigger picture to really drive results and profitability.
T-Shaped People
Tactical vs. Strategic Purchasing
Do you have a clear plan for what your business is buying and why? If you do this right you could save 20% or more on spend
Targeted Marketing
Know who you customers are, what they want, and sell it to them. Do it right and you could charge up to a 30% premium
The Golden Thread
Having a clear strategic direction is essential to maximise performance. The concept offers a review of the Golden Thread model, explaining how it can be applied within an organisation and highlighting some of its strengths and weaknesses.
The Halo Effect
Don't make costly hiring mistakes that could hit your bottom line.
The Thinking Environment
The origins of the Thinking Environment are steeped in one observation and one question. The observation is "The quality of everything we do depends on the quality of the thinking we do first", a statement that has powerful implications. The consequent question is: “What does it take for people to help each other to think well for themselves?
Theory of Constraints
Uncover the weakest links in your production processes - make more profit by being more efficient
Theory X and Theory Y
Understanding what motivates people will help you manage them and if they want what you want you can take your business to the next level
Theory Z
Keeping people motivated can be difficult. This technique shows how one approach has been successful in the likes of IBM in achieving great results
Third-Party Marketplaces
There might be a cheaper way to find your components or mass-sell your products via market places. Understand how they work
Time Management
The concept explains what time management is and provides a number of examples and techniques to better organise, plan and control time to enhance effectiveness. It also considers the influence of environmental factors in affecting how we use time and suggests useful tools to overcome time pressure. A number of case studies support the idea that time management has a positive impact on performance and effectiveness. Some limitations and drawbacks are also considered, focusing on the difficulty of measuring time management success factors and skills. The concept also provides an overview of how to use Covey’s Time Management Matrix to prioritise tasks in urgent and non-urgent.
Time Series Models
Business success depends on making more accurate forecasts - stay ahead of the curve with time series modelling
Time to Market
If you are too slow to market you could lose 33% profitability. Understand the steps involved and get it right to maximise profit
Total Cost of Ownership
The total cost of your goods or services are more than just the production costs. Make sure you understand this before setting your price and you could see profitability soar
Total Quality Management
Deliver the best quality you can and your business can succeed
Traditional / Open Loop / Forward Supply Chain
Have a solid understanding of the steps involved in the supply chain and work out which is best for your business
Transactional Leadership
The world's best companies know how to set goals and reward employees - learn how to lead to hit and exceed targets.
Transformational Change
Does your business need to be ready for a big shift in direction? If so you need to understand this technique
Transformational Leadership
what are the characteristics of people who drive businesses to the next level?
Triple Bottom Line
As your business grows, understand the measures that large organisations are judged on
Type A and Type B Personality
Learn which personality types can help your business to grow and be more profitable.
Types of Innovations
Increase your profits by entering new markets, developing new products and overhauling your business processes.
Ulrich Model
HR can add more value: Increase profits and performance, while reducing operating costs.
Understanding Contracts of Employment
People are the biggest asset and investment of your business - having the right contracts in place is essential
Understanding Supply Markets and Competition
Understanding where price changes to your raw materials might come from will help you to stay ahead of the competition
User vs Manufacturer Innovation
Users can help you spot your next profit-boosting innovation.
Value Analysis
Get to grips with what really drives the cost and value in your product or service
Value Based Pricing
What is the real value add of your business and how much can you charge your customers
Value Chain
Know which areas of your business will set you apart from your competition and use it to sell to get ahead
Value Chain Management
Being able to manage the value chain well will help deliver bottom line performance
Value-Added Network
You could save valuable time and money by using a VAN for much of your supplier related documentation
Variance Analysis
Train your managers in understanding present costs and learn how to control future costs.
Vendor / Supplier Rating
Even with relatively few suppliers it is important to know how they rank so you can look at getting discounts for the ones you use the most
Vendor Managed Inventory
A possible way to free up your time from stock management to be able to focus on growing your business
Venture Capital
For start ups still one of the most widely used methods of raising early funding, but can be expensive. Key to understand fully
Virtual Integration
Use technology to bind together a dispersed network of suppliers- facilitate significant growth in information exchange.
Virtual Organisations
How to manage your staff if they are on the road or working from home
Visualisation
Visualisation is a powerful tool that coaches can use to help clients achieve their goals. Visualisation involves creating a mental image of a desired outcome or state and using this image to inspire and motivate action. There are several visualisation techniques that coaches can use, each with its own strengths and weaknesses.
Warehouse Management Systems
Getting the right system for your business could save substantial costs and improve your bottom line.
Warehousing and Inventory Management
Make sure you are carrying only the right amount of stock and free up working capital.
Working From Home
The concept provides a definition of working from home (WFH) and explores not only its key benefits and measures of success, but also the challenges that employees and employers can encounter when working remotely and ways to overcome them.
Yield Management
Sell the right product to the right customer at the right time and price. Ensure maximum profit.
Zero-based Budgeting
Drive your managers to find cost effective ways to improve operations and reduce wasteful expenditure.