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Making the Compelling Business Case Making the Compelling Business Case.
Decision-Making Techniques for Successful Business Growth

by 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 Globalization of Professional Services.
Innovative Strategies, Successful Processes, Inspired Talent Management, and First-Hand Experiences

by Ulrich Bäumer, Peter Kreutter, Wolfgang Messner (eds.), 2012, Springer
Forewords by Heinz-Paul Bonn (Vice President, BITKOM) and Som Mittal (President, NASSCOM)

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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.

FREE downloads: Table of Contents | Preface | Sample Chapter: Consolidation Patterns in the IT Outsourcing Market

Peter Mertens "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

Horst Ellermann "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

Enrico Rühle "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).

Book launch at 9th Indo-German NASSCOM/BITKOM Conference in Cologne, June 2012 Book launch at 9th Indo-German NASSCOM/BITKOM Conference in Cologne, June 2012 Book launch at 9th Indo-German NASSCOM/BITKOM Conference in Cologne, June 2012
   
Intelligent IT Offshoring to India Intelligent IT Offshoring to India. Roadmaps for Emerging Business Landscapes
by Wolfgang Messner, 2010, Palgrave Macmillan

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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 Working with India. The Softer Aspects of a Successful Collaboration with the Indian IT & BPO Industry
by Wolfgang Messner, 2009, Springer

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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.

FREE downloads: Table of Contents | Preface | Chapter 2: India - The Country
   
Rightshore! Rightshore! Successfully Industrialize SAP Projects Offshore
by Anja Hendel, Frank, Thun, Wolfgang Messner (eds.), 2008, Springer

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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® development projects.
   
CRM bei Banken. Ein Vorgehensmodell zur Erarbeitung einer Strategie, Prozess- und Systemarchitektur
by Wolfgang Messner, 2005, BoD

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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. Gallen

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 Entwicklung wiedergegeben.