Managing Conflict at Work provides practical guidance on how to prevent, contain and resolve conflict in the workplace. It demonstrates how effective conflict management can have a powerful impact on the way organisations channel their energies; encouraging positive mindsets and building stronger
and happier workforces. Putting the cost of rising conflict in context with recessionary times, it looks beyond individual cases to issues such as workforce motivation and corporate responsibility. The authors provide a wide range of practical techniques, tools and templates to support individuals
who need to facilitate the resolution of employee disputes. Aimed not just at mediators and conflict practitioners, but at staff managers and anyone who needs to deal with people disputes; the book emphasises simple and practical ways for dealing with conflict situations - both when potential
disputes are first emerging, and once a conflict has escalated into a formal complaint.Also including international case studies, extensive appendix of templates, tools and forms, including stakeholder analysis, mediation in-take forms and reflective questioning prompts, Managing Conflict at Work
provides practical support to ensure that your company prevents disputes and stays within the law. The book is accompanied by an extensive range of ready-to-use templates and case studies and is supported by a dedicated website, providing information and downloads referred to in the book, as well as
videos and podcasts.
Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides
purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and
tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and
tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation
and how the negotiation capability will need to change in the future.
WINNER: Business Book Awards 2018 - Selling the Dream CategoryCompetitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating
clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals. Strategic Tendering for Professional Services offers a masterclass in improving your pitching skills and
processes.Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Strategic Tendering for Professional Services provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the
all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success. Packed with practical features to help readers put guidance into practice, Strategic Tendering for Professional
Services also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise
to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart.
Improve your pitches and overall tendering process with this practical guide to winning bids in professional services firms. WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition).
In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic.
Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up.
Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global
citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice.
Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.
Table of contents
Chapter - 01: Introduction;
Chapter - 02: To pitch or not to pitch?;
Chapter - 03: What does the client want?;
Chapter - 04: Diversity;
Chapter - 05: Planning to win;
Chapter - 06: The procurement predicament;
Chapter - 07: Smart pricing;
Chapter - 08: Global citizenship;
Chapter - 09: Writing success;
Chapter - 10: Public sector pitching;
Chapter - 11: Presenting to win;
Chapter - 12: Following up and post pitch feedback;
Chapter - 13: Technology and tools;
Chapter - 14: There has to be a better way
About Matthew Fuller
Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and has run training programmes throughout the world advising partners on proposals best practice.
About Tim Nightingale
Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services
Marketing Group (PSMG). He is based in Kent, UK.
Deciding how to effectively reward staff is one of the most tricky and contentious areas in people management. Getting it right can help promote a motivated workforce, and significantly improve recruitment and retention. But how do you decided what pay scale is suitable for which job and how do you
design reward packages which recognise contribution and encourage employees?The Reward Management Toolkit provides practical, step-by-step guidance on designing and delivering rewards across organizations. In each tool the authors describe what the tool will achieve and provide guidance on when it
is appropriate to implement. Each tool is supported by questionnaires, checklists and opinion surveys which can be used as the basis for analysis, discussions in workshops, project teams and focus groups. These tools include: the design, development and implementation process, strategic reward, job
evaluation, market rate analysis, benefits options, including flexible benefits and the management and evaluation of reward systems. Online supporting resources include figures and templates such as checklists and questionnaires.