Winner Takes All: The Seven-and-a-Half Principles for Winning Bids, Tenders and Proposals

Business & Money

Keyser, Scott

Marketing & Sales

Lid Pub Inc

Madison Avenue Manslaughter: An Inside View of Fee-Cutting Clients, Profit-Hungry Owners and Declining Ad Agencies

Advertising agencies are caught between fee-cutting clients and profit-hungry owners. In the meantime, their creative workloads are growing, driven by increased TV, digital and social advertising. How do agencies generate profit margins under these circumstances? Through downsizing, salary freezes and 'juniorizing.' Agencies are disinvesting in capabilities at a time when their clients' marketing challenges have never been greater. No wonder their clients are beefing up their internal capabilities and changing agencies at an accelerated rate! This is Madison Avenue Manslaughter, documented in detail by Michael Farmer, who has been working in the industry for the past 25 years. Farmer, who was formerly a Director of Bain &amp; Company, provides a gripping analysis of advertising agencies and their deteriorating situation. He describes the key trends that have weakened agencies during recent years -- the shift from commissions to fees, brand globalization, the rise of holding companies, client obsession with shareholder value, the digital and Internet revolutions -- and outlines the steps that senior agency executives need to take to restore health to their organizations and improved results to their clients. This book is a first of its kind -- a detailed examination of ad agencies as businesses: their cultures, organizations, management philosophies and strategic choices -- providing an unforgettable inside look at the Mad Men's declining world.
 Winner of the Gold Medal for Marketing books, 2016 Axiom Awards

Farmer, Michael

Industries

In 'Sweet Success: A Journey of Change and Challenge', Doug Lapins chronicles the changes, challenges, and guiding principles of a thirty year corporate career. High-fructose corn syrup, a changing sugar industry, and practical leadership methods weave an absorbing tale of business, family, and social responsibility. Through strength of character, hard work, and native intelligence, he embraced a life full of extraordinary experiences and growth. This is the engrossing story of that journey, the people who influenced its path, and lessons that were learned. It is a must-read for anyone on their own journey of self-improvement.

Sweet Success: A Journey of Change and Challenge

Biographies & Memoirs

Lapins, Doug

Professionals & Academics

Inditex—the group behind Zara, Massimo Dutti, Oysho, and Bershkaùis—is today a major force in the world of high fashion. It recently outranked Gap as the number 1 clothes retailer in the world. In virtually every city in the world, you will see one or more of Inditex’s shops, Zara being the most conspicuous. Yet little is known about this amazing success. This book offers such an insight by telling the story of the genius behind the Inditex Group—Armancio Ortega. Besides being one of the world’s richest men, Ortega is the brains behind a modern-day revolution in textiles and fashion retail. Who is Armancio Ortega? Where is he from? Where is he going? What led him to dream up this empire? Through unprecedented access to Ortega and his closest aides, the author provides a compelling and unique biography of the man responsible for one of this century’s most extraordinary business successes.

The Man from Zara: The Story of the Genius Behind the Inditex Group

O'Shea, Covadonga

Art of Shopping: How We Shop and Why We Buy

Scamell Katz, Siemon

These days, most companies find themselves having to tender or bid for new contracts and clients. It’s now part of the business landscape—companies simply have to be good at tendering and pitching if they are going to have any chance of getting new business and clients. This book, written by one of the leading consultants and trainers in competitive business tendering, provides the key principles for winning bids, tenders, and proposals. Savvy and practical, the principles are based on the author’s extensive consulting experience with large and small companies, helping them to win big-ticket, must-win contracts (with a success rate of 86 percent). These essential principles apply to all companies, in all sectors, that are seeking to improve their new-business win rate.

What makes a great salesperson? What beliefs, attitudes and behaviors are linked to being a top performing salesperson? What impact does culture, industry and sales context have? And does a formal sales methodology or process make a difference? This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analyses (qualitative and quantitative) of 1000 of the world's leading salespeople, across a mix of industries, cultures and context, the authors present the most rigorous evaluation of how salespeople behave and how they are driven. In doing so, they reveal the secret code behind consistent and high-level success in sales.

The Salesperson's Secret Code: The Belief Systems That Distinguish Winners

RIDLEY, MARK

MILLS, IAN

CHAPMAN, TIM

LAKER, BEN

In 1862, in the city of Santiago di Cuba, a family-owned business purchased a distillery, producing the first bottle of what would become known as Barcadi rum. In the years that followed, Barcadi expanded to become a globally recognized household name, renowned for its premium quality white rum. The Bat tells the story of the Bacardi company, from its origins in the mid-19th century to its expansion in the early 20th to its international acclaim as the world's leading manufacturer of spirits today. This is the story of a company but it is also the story of a family who has faced political and societal upheaval, from the Spanish American War to American Prohibition and the Cuban Revolution, and has continued to go from strength to strength throughout over the last 150 years. As a member of the Bacardi family and former employee of the company, Jorge del Rosal provides a unique insider's point of view in parallel to his own story as the company expanded in the latter half of the 20th century to today.

The Rise of Bacardi: From Cuban Rum to a Global Empire, an Insider’s Story

Rosal, Jorge Del

Éste texto de David Montalvo no es sólo un libro de auto-ayuda o de superación personal, sino un libro de empresa construido a partir de la idea de que la formación de empresarios, líderes corporativos o directivos tiene que ver más con el desarrollo de actitudes que con la transferencia de conocimientos. El elefante es la metáfora en la cual se basa todo el libro; representa cualquier problema o circunstancia adversa, actual o que no se haya resuelto en el pasado, que esté impidiendo generar lo que deseamos: mejores ingresos, mayores ventas, libertad financiera, felicidad, liderazgo, estabilidad emocional.

Los Elefantes No Vuelan (Spanish Edition)

Montalvo, David

Management & Leadership

Alfredo Quióones-Hinojosa went from moving irrigation canals and picking tomatoes to fighting brain cancer. This endearing story, told in a first-person account, describes the journey: It takes us to his childhood in a tiny village in Baja California, Mexico, to neurosurgery research at the celebrated school and hospital, Johns Hopkins. The path starts with his childhood dreams, including how to dominate the workings of Kalimán (a comic book character), and to travel to distant worlds; and what takes place in the back-breaking work in the fields and railroads on the other side of the border, a community college, Harvard, and the University of California. The seeds that were planted in that youngster about self-help, the faith in family, and numerous mentors, bore fruit. His wholeheartedness, daring, and personal efforts to defy the obstacles and follow his calling will inspire readers to follow their own dreams.

Dr. Q: La historia de como un jornalero migrante se convirtio en neurocirujano (Spanish Edition)

Quiñones-Hinojosa, Alfredo

Arts & Literature

See the best price to sell, buy or rent books by the Lid Pub Inc publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Lid Pub Inc

See the best price to sell, buy or rent books by the Lid Pub Inc publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Winner Takes All: The Seven-and-a-Half Principles for Winning Bids, Tenders and Proposals

Madison Avenue Manslaughter: An Inside View of Fee-Cutting Clients, Profit-Hungry Owners and Declining Ad Agencies

Sweet Success: A Journey of Change and Challenge

The Man from Zara: The Story of the Genius Behind the Inditex Group

Art of Shopping: How We Shop and Why We Buy

Winner Takes All: The Seven-and-a-Half Principles for Winning Bids, Tenders and Proposals

The Salesperson's Secret Code: The Belief Systems That Distinguish Winners

The Rise of Bacardi: From Cuban Rum to a Global Empire, an Insider’s Story

Los Elefantes No Vuelan (Spanish Edition)

Dr. Q: La historia de como un jornalero migrante se convirtio en neurocirujano (Spanish Edition)