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Technique Library

The complete library of KnowledgeBrief techniques

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

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

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

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

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

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

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 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

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.

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.

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.

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.

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?

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

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.

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

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

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

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"

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.

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 Halo Effect

Don't make costly hiring mistakes that could hit your bottom line.

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 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

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.

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.