Making the Compelling Business Case.
Decision-Making Techniques for Successful Business Growth
Wolfgang Messner, 2013, Palgrave Macmillan
Book Companion Website (www.thebusinesscase.info)
Despite clear objectives, managers often
make decisions on projects with uncertain
outcomes, which can result in failed
initiatives, missed goals and overrunning
costs. A business case is a process, a tool
and a document that builds consensus
among stakeholders and gives decisionmakers
the rational evidence they need to
give the go-ahead.
Making the Compelling Business Case
shows readers how to champion new ideas
and raise them to senior management; it
simplifies the decision-making process by
explaining the key theories and practices
behind corporate investments. These
methods can be applied to a variety of
investment decisions, including strategic
choices, capacity management, and
budget allocation alternatives. This
comprehensive and stimulating book
features insightful case-studies and
valuable hands-on tools, designed to help
executives make smart decisions and to
maximize enterprise value.
Globalization of Professional Services.
Innovative Strategies, Successful Processes, Inspired Talent Management, and First-Hand Experiences
Ulrich Bäumer, Peter Kreutter, Wolfgang Messner (eds.), 2012, Springer
Forewords by Heinz-Paul Bonn (Vice President, BITKOM) and Som Mittal (President,
In the past, services had a strong local and national focus. Professional services were very likely to be independently and autonomously organized from country to country in order to cater to local needs and local legal requirements. This has since changed radically, and highly integrated business and delivery models around the globe have become the status quo in clients' businesses and strategies. Serving clients on a global level requires professional services firms to adopt a structural change from local to distributed global sales and delivery.
This book brings together many years of experience, current perspectives and future ideas of international business practitioners, academics, and market researchers. Along those lines it is structured into four parts. Part I
"Winning Strategies and Innovative Ideas" lays the book's foundation: it discusses core strategies behind the globalization movement and introduces the major paradigms and ideas. Part II
"Successful Processes for Realization" provides solutions for how to establish successful processes for delivering global professional services. Part III
"Inspired Talent Management" goes to the core of the professional services industry: attracting, developing, and keeping the right talent in the right locations. Finally, Part IV offers
"Experiences and Case Studies" on all aspects related to successfully building a globalized professional services firm.
In short, this handbook provides professional services firms and their clients alike with a sound foundation for responding strategically to fundamental global changes and turning them into business advantages. It offers a comprehensive perspective of why and how to successfully globalize a professional services firm.
Table of Contents |
Sample Chapter: Consolidation Patterns in the IT Outsourcing Market
"The editors successfully managed to build a team with very competent experts of business consultancy and services. The authors come from various industries, countries and continents and thus also represent different cultural spheres. They provide interesting insights and describe important challenges and trends using their personal experience as well as statistical facts."
Prof Dr Dr hc mult Peter Mertens, Friedrich-Alexander University Erlangen-Nuremberg
"By choice or by necessity, more and more CEOs and CIOs see globally distributed service sourcing as a major factor in their business strategies. Bäumer, Kreutter and Messner have brought together high-profile practitioners and academics, providing in their articles hands-on information to help clear the mist between perception and reality."
Horst Ellermann, Editor in Chief, CIO Magazin
"The locus of the global professional services industry is inexorably moving east. Bäumer, Kreutter and Messner provide a useful primer on the strategies, processes, and experiences to guide planning at the enterprise level."
Enrico Rühle, Managing Director, TÜV Rheinland (India) Pvt. Ltd.
Together with the book's editors, Springer launched the handbook during the 9th Indo-German NASSCOM/BITKOM ICT Conference in Cologne in June 2012; the first two copies were handed over to Heinz-Paul Bonn (Vice President, BITKOM & CEO, GUS Group) and Natarajan Chandrasekaran (Chairman, NASSCOM & CEO, Tata Consultancy Services).
Intelligent IT Offshoring to India. Roadmaps
for Emerging Business Landscapes|
by Wolfgang Messner, 2010, Palgrave Macmillan
At a time when companies face increasing cost pressures,
offshoring IT work to India not only offers the opportunity to reap savings in
factor costs, but also to industrialize the IT delivery process. Intelligent IT
Offshoring to India is a roadmap approach that enables organizations to discuss
and organize the 'India option' in a learned manner. The book opens with an
explanation of offshoring, industrialization, and the role India plays in this
context; it considers offshoring as a lifecycle and explores how it can help to
achieve a company's business and IT priorities. Providing a framework for
assessing the organizational and technical offshore readiness, as well as the
risks involved, the book moves on to suggest a practical and lean provider
selection process. It concludes by showing how active management of the
relationship with the provider together with a stringent construct of measures
lead to a successful offshore venture.
FREE download: Table of Contents and Chapter 1
Working with India. The Softer Aspects of a
Successful Collaboration with the Indian IT & BPO Industry
by Wolfgang Messner, 2009, Springer
Globalization requires effective international and
cross-cultural collaboration. When project teams from Western cultures first
come into contact with colleagues from the Indian IT and BPO industry,
prejudices against the new and unknown are typically amplified. This book is a
start on the journey of cultural appreciation for managers, project leaders, and
offshore coordinators working together with Indians. It is also a resource for
business managers and company strategists seeking to understand the softer
aspects behind the headlines that the Indian IT and BPO industry so frequently
creates. Being both academically well researched and an account of the author’s
many years of personal experience in India, the book opens with a description of
cultural dimensions that help to break down culturally driven matters. It
provides background information about India as a country and a social system.
Examining the development and current status of India’s IT and BPO industry, it
moves on to describe the dynamics of its workforce. The book then provides
practical information on how to communicate, negotiate, and interact with Indian
colleagues, and intelligently utilize expatriates. It closes by formulating
recommendations for a more effective collaboration.
Table of Contents |
Chapter 2: India - The Country
Rightshore! Successfully Industrialize SAP Projects Offshore
by Anja Hendel, Frank, Thun, Wolfgang Messner (eds.), 2008, Springer
At a time when business demands urge companies to innovate
and CIOs face increasing cost pressures, offshore delivery offers the
opportunity to industrialize the implementation processes for system
harmonization, consolidation, and enhancement, thereby realizing substantial
cost savings and quality improvements. Rightshore® - a registered trademark of
Capgemini - is about organizing the distributed delivery process that embraces
on-site, nearshore and offshore services. This book describes successful global
delivery models utilizing industrialized methods to deliver SAP® projects from
India. While the first part is devoted to management concepts, service offerings
and the peculiarities of working together with India, the second part features
eight case studies from different industries and from around the world
describing how India delivery centers have been successfully deployed in SAP®
CRM bei Banken. Ein Vorgehensmodell zur Erarbeitung einer Strategie, Prozess-
by Wolfgang Messner, 2005, BoD
Banken befinden sich in einer schwierigen Phase. Steigende
Kundenanforderungen müssen unter dem Druck sinkender Margen erfüllt werden. Die
bankeninterne Komplexität schafft zusätzliche Probleme. Zur Sicherung ihrer
wirtschaftlichen Position müssen Banken einen Service anbieten, der sowohl im
Preis als auch in der Leistung attraktiv ist. Hierfür ist eine radikale
Orientierung am Kundenprozess und an den Kundenbedürfnissen unerlässlich. Das
Buch bietet für das Retail Banking eine methodische Grundlage in Form eines
Vorgehensplans für die Erarbeitung eines ganzheitlichen Customer Relationship
Management (CRM) auf strategisch-konzeptioneller, prozessualer,
organisatorischer und systemseitiger Ebene. Die zur Verfügung gestellten
Methoden und Vorgehensweisen werden anhand von modellhaften bzw. exemplarischen
Inhalten praxisnah erläutert.
Studie zum Customer Management und Multi-Channel Management im Retail Banking
by Roland Schmid, Christian Palm, Wolfgang Messner et al., 2000, IMG & Univ. St.
Die Studie gibt einen Überblick, wie Banken den aktuellen Herausforderungen im
Customer Management und im Multi Channel Management begegnen. Dabei geht es
sowohl um strategisches, als auch um organisatorische und technische Aspekte
beim Umgang mit Kundeninformationen und mit verschiedenen Vertriebskanälen. Es
werden aktuelle Lösungen präsentiert sowie Einschätzungen für die zukünftige