The growing business handbook : inspiration and advice ... - Sparkler

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128 A. Steele Associates (ASASS) was established in June 1998 and offers twenty five years experience in senior level Search Assignments across a wide range of general and senior management disciplines in sales, marketing, credit management, operations, support and technology. Our expertise has developed particularly in the identification of individuals for start-ups or re-organisations and the subsequent culture development and change processes. Tel: 01798 815996 Fax: 01798 875817 E-mail: asteele958@aol.com With over 42 years of publishing, more than 80 million people have succeeded in business with thanks to Kogan Page www.koganpage.com You are reading one of the thousands of books published by Kogan Page. As Europe’s leading independent business book publishers Kogan Page has always sought to provide up-to-the-minute books that offer practical guidance at affordable prices.
129 Executive search for smaller businesses 4.5 Alex Steele has ten ways of finding the best candidates in executive searches There are a number of services available in the recruitment market and by far the most common is contingency, ie agencies supplying CVs and only being paid a fee if an individual is hired – the fee is contingent on a hiring being made. Agencies will maintain a database of candidates and/or will advertise your requirement in a composite ad in either trade or national press. Depending on the strength of relationship with the agency this method is low-risk financially but could potentially be time-consuming in people-hours spent wading through inappropriate CVs if the agency is not au fait with your business, plus you may have no control or guarantee that candidates sourced will be screened or, in extreme cases interviewed. Some businesses might enter into a preferred supplier relationship in which they commit to giving that supplier all their requirements but at a reduced hiring fee. It is important in those circumstances to ensure that the best candidates are not being supplied elsewhere at a better rate. At the other end of the spectrum there is executive search, which, contrary to the general view, is not solely the province of large businesses with equally large budgets and can be tailored to suit the needs of any business that wishes to benefit from a bespoke and dedicated recruitment service. Smaller businesses can be deterred from considering executive search services by the misconception that a retained search is an expensive alternative to the success-based contingency process. Although it is true that the overall fee for search services can be higher than those charged in the contingency market, you, the smaller business decision maker, may well take the view that the extra cost is justified in terms of ROI by the bespoke and manageable service that you will receive in return. Having made the decision to invest in the services of a search consultancy you might wish to brief a number of firms and ask them to pitch. Firms can be selected on the basis of reputation, particularly if specialist in any given market, by word-ofmouth or by reference to any number of trade directories. There are a number of risk management and comfort criteria that should be met before signing on the dotted line. The following are the key issues:
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i THIRTEENTH EDITION THE GROWING BU
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iii The perfect property for your
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v Contents Part One Planning for gr
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Contents vii Patenting costs 49 Wha
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Contents ix Part Four People and pe
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Contents xi 6.3 How to find your id
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Contents xiii 9.3 Licensing 233 Ton
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Part One Planning for growth 1
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3 Business models and competitive a
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Business models and competitive adv
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Business models and competitive adv
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Take a look at the map of our campu
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11 How to compete against fastmovin
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How to compete against fast-moving,
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How to compete against fast-moving,
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17 How to build a growth plan 1.3 A
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How to build a growth plan 19 Next
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How to build a growth plan 21 Opera
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23 The SME economic outlook 1.4 Gra
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The SME economic outlook 25 ●●
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27 The growth opportunity 1.5 Manuf
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The growth opportunity 29 To make t
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31 Managing setbacks and turnaround
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Managing setbacks and turnarounds 3
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Managing setbacks and turnarounds 3
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Part Two Ideas and innovation 37
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39 Whole company innovation 2.1 Inn
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Whole company innovation 41 of a pr
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Whole company innovation 43 create
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Whole company innovation 45 Incenti
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47 Innovating out of recession 2.2
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Innovating out of recession 49 expe
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Innovating out of recession 51 Jacq
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53 Exploring patent information 2.3
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Exploring patent information 55 ●
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Exploring patent information 57 Mr
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59 IP challenges for technology ven
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IP challenges for technology ventur
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IP challenges for technology ventur
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65 Making open innovation work 2.5
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Making open innovation work 67 the
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Making open innovation work 69 an i
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Part Three Gaining market share 71
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73 Taking your brand to the next le
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Taking your brand to the next level
Page 91 and 92: 77 With over 1,000 titles in printe
Page 93 and 94: 79 Market intelligence 3.2 Nick Hag
Page 95 and 96: Market intelligence 81 table 3.2.1
Page 97 and 98: Market intelligence 83 but also tha
Page 99 and 100: 85 Web marketing 3.3 What’s the p
Page 101 and 102: Web marketing 87 considerable amoun
Page 103 and 104: 89 Winning new business 3.4 In a do
Page 105 and 106: Winning new business 91 back away),
Page 107 and 108: 93 Brand rights 3.5 Name? Logo? Dom
Page 109 and 110: Brand rights 95 trade mark attorney
Page 111 and 112: 97 With over 42 years of publishing
Page 113 and 114: 99 Fit for market 3.6 Confidence is
Page 115 and 116: Fit for market 101 markets abroad a
Page 117 and 118: Part Four People and performance 10
Page 119 and 120: 105 Rewarding good performance and
Page 121 and 122: Rewarding good performance, lowerin
Page 123 and 124: 109 With over 1,000 titles in print
Page 125 and 126: 111 Employment policies 4.2 Belinda
Page 127 and 128: Employment policies 113 information
Page 129 and 130: Employment policies 115 Belinda Cop
Page 131 and 132: 117 Taking on an employee 4.3 Help
Page 133 and 134: Taking on an employee 119 employee
Page 135 and 136: 121 The sharpest minds need the fin
Page 137 and 138: 123 Training for growth 4.4 David G
Page 139 and 140: Training for growth 125 of the trai
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Page 145 and 146: Executive search for smaller busine
Page 147 and 148: 133 Improving workplace performance
Page 149 and 150: Improving workplace performance 135
Page 151 and 152: Part Five Cash flow and working cap
Page 153 and 154: 139 ÒThe message is clear - we wan
Page 155 and 156: 141 Cash flow management: an essent
Page 157 and 158: Cash flow management 143 3 Keep a c
Page 159 and 160: 145 With over 42 years of publishin
Page 161 and 162: 147 Invoice finance for growth 5.2
Page 163 and 164: Invoice finance for growth 149 the
Page 165 and 166: Invoice finance for growth 151 ●
Page 167 and 168: 153 Preventing slow payments 5.3 Do
Page 169 and 170: Preventing slow payments 155 some l
Page 171 and 172: Preventing slow payments 157 Graydo
Page 173 and 174: 159 Commercial fraud and business i
Page 175 and 176: Commercial fraud and business ident
Page 177 and 178: Part Six Efficient SMEs 163
Page 179 and 180: 165 Build the network 6.1 As you gr
Page 181 and 182: Build the network 167 essential net
Page 183 and 184: 169 The sharpest minds need the fin
Page 185 and 186: 171 Strategic sourcing 6.2 Plan to
Page 187 and 188: Strategic sourcing 173 So, how and
Page 189 and 190: 175 How to find your ideal office 6
Page 191 and 192: How to find your ideal office 177 a
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Part Seven Leading growth 179
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181 How small business owners can b
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How small business owners become be
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How small business owners become be
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187 Developing the next layer of ma
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Developing the next layer of manage
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191 The leadership process 7.3 With
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The leadership process 193 Although
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195 With over 1,000 titles in print
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197 Ethics and the growing company
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Ethics and the growing company 199
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Ethics and the growing company 201
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Part Eight International expansion
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205 Competing and collaborating wit
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Competing and collaborating with Ch
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213 International expansion made ea
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International expansion made easy 2
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217 The export challenge 8.3 As a g
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The export challenge 219 Market Acc
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Part Nine Structures for growth 221
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223 Partnerships and collaborations
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Partnerships and collaborations 225
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Partnerships and collaborations 227
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229 Acquisitions that work 9.2 Stra
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Acquisitions that work 231 Issue 4
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233 Licensing 9.3 In finding the be
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Licensing 235 ●● ●● ●●
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237 With over 42 years of publishin
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239 Preparing a business for sale 9
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Preparing a business for sale 241 g
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Preparing a business for sale 243 L
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Preparing a business for sale 245 C
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Part Ten Growth capital 247
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249 Funding your business through t
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Funding your business through the r
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253 The sharpest minds need the fin
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255 Structured finance 10.2 Structu
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Structured finance 257 Factoring or
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259 Transforming the finance functi
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Transforming the finance function 2
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Transforming the finance function 2
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265 Index of advertisers A.Steele A
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