A reader of the Sales Machine blog (and a customer who's gotten a lot of pitches) provides a list "Ten Sales Approaches I Am Tired Of." Brilliant! by Geoffrey James
The aim of this paper is to put the recent Norwegian reform into perspective and evaluate expected results compared with the old county based structure. The reform is also contrasted with what has happened in the other Scandinavian countries, in part to speculate on the driving forces behind different approaches...
At a very early stage, INSEE strove to adapt its organization and operating principles to emerging challenges. The "INSEE 2004" program produced a shared strategy and a powerful synergy. Project steering and management control are developed using an approach that is both general and local, centralized and decentralized. It is...
The increase in complexity of market, channel and supply networks makes supply chain planning more intricate. Despite substantial resources being used, planning results are often not reliable or consistent enough to ensure cost efficiency and adequate customer service. This paper deals with how a case company set out to improve...
There are probably as many different approaches to business process improvement as there are improvement projects. That is understandable, given the need to match the uniqueness of each organization and improvement situation with the project plan. The paper concludes that one needs to be sure to match the approach to...
A sustainable approach to Sarbanes-Oxley requires a transition in both form and function - out of a "one-time project" approach and into a mode in which compliance is well integrated into a company's daily operations. As companies learned in the first year of implementation, the cost of the project approach,...
This paper compares two quantitative approaches recommended for developing and supporting software process improvements, that is, the Goal-Question-Metric GQM technique and the Balanced Scorecard BSc framework. While both offer the opportunity to implement a quantitative analysis of software projects, they are often misinterpreted as either interchangeable or, on the contrary,...
The paper proposes the use of the growth optimal portfolio for the construction of financial market models with unobserved factors that have to be filtered. This benchmark approach avoids any measure transformation for the pricing of derivatives. The suggested framework allows measuring the reduction of the variance of derivative prices...
Work-related stress is one of the most common causes of disability and absenteeism, and it can cause a decline of motivation and productivity. TNO Work and Employment has developed several participatory approaches to address these issues. This paper describes an approach for achieving optimal manpower by involving the work crew...
This paper briefly discusses the current industrial practice for assessing the scaling potential of sparingly soluble salts and suggests a more theoretical approach which is expected to provide more accurate results. This theoretical approach is based on the use of Gibbs free energies of reaction for prediction of dissociation and...
This white paper describes a novel approach that significantly increases the field of view FOV of night vision goggles NVGs.This approach uses four image intensifier tubes instead of the usual two to produce a 100 degree wide FOV. In this paper some of the units will be earmarked for ejection...
The assessment of abuse is a highly emotionally charged activity. The requirement to provide an accountable and transparent assessment process requires the development of actuarial devices and clearly enunciated decision rules. Risk assessment requires the application of ecologically valid, evidence-based approaches. Such approaches, commonly transcribed into actuarial systems, are usually...
There is little doubt that the process approach to military sector governance is much more rewarding to both donors and recipient countries than the Maximum level approach. It promotes accountability, due process and participatory approach to military sector management. However, the challenges arising from its application and their implications for...
The speculative approach of locating vacancies is often overlooked because is appears to be the least productive, however, looks can be deceiving. The speculative approach is where the job applicant makes applications to companies who are not currently advertising a vacancy. In many ways this is similar to cold calling...
Comparable sales are the key ingredients in performing the sales comparison analysis. The sales comparison analysis is one of three primary approaches to valuing real estate. The two other primary approaches are the income approach and cost approach. The sales comparison approach is often considered the most reliable approach in...
For most of its six-year history, Preferred Offices' approach to getting three or nine-page contracts into the hands of new or returning customers was pretty typical: by emailing a protected Word document, or sometimes by fax. In a small percentage of cases, customers would actually come into Preferred Offices headquarters...
Virtually all Enterprise Systems ES implementation projects start with a purchase contract. Yet there has been little research on ES contracting approaches, and how those approaches relate to the previous literature on productivity gains from spending on those systems. Building on the IT productivity paradox notion, this paper proposes a...
This paper explores the use of multimethod research design. With the development and legitimacy of both qualitative and quantitative research, the combination of both types is expanding. This paper presents how author have explored the multimethod approach by using an example domain in a step-by-step manner, learning about the strengths...
This paper is concerned to locate the process of economic modernisation, adopted by New Labour under wider banner of the 'third way', within the broader context of globalisation, comparative political economy the contested nature of modernisation evident in the policies of reform - minded British trade unions. First, the author...
This paper on the Business Model has sought to reorient the very nature of the approach to be taken in bringing those living in the rural areas of developing countries, connectivity that serves their local needs as well as communication needs for linking them to the rest of the world....
