Managing the Unmanageable

Size: px
Start display at page:

Download "Managing the Unmanageable"

Transcription

1 Managing the Unmanageable Rules, Tools, and Insights for Managing Software People and Teams MICKEY W. MANTLE RON LICHTY VVAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Madrid Capetown Sydney Tokyo Singapore Mexico City

2 Contents Preface About the Authors xxi xxvii Chapter 1 Why Programmers Seem Unmanageable 1 What Do Programmers Do? 3 Why Is Becoming a Successful Programming Manager Hard?... 7 Chapter 2 Understanding Programmers 9 Programming Disciplines 10 Client Programmers 10 Server Programmers 11 Database Programmers 11 Web Developers and Other Scripters 12 Types of Programmers 13 System Engineers/Architects 14 System Programmers 14 Application Programmers 15 Not Really Programmers 16 Domain Expertise 16 Programmer Job Requirements and Abilities 17 Proximity and Relationship 20 In-House Employees 22 Geographically Distant Employees 23 Contractors 24 xi

3 xii Contents Contracted Managed Teams and Outsourcing Companies Generational Styles 25 Personality Styles 27 Left-Brain versus Right-Brain People 28 Night versus Morning People 29 Cowboys versus Farmers 31 Heroes 31 Introverts 32 Cynics 33 Jerks 33 Summary 33 Tools 34 Chapter 3 Finding and Hiring Great Programmers 35 Determining What Kind of Programmer to Hire 37 Writing the Job Description 39 Selling the Hire 45 Recruiting Full-Time Employees (FTEs) 46 Always Be Recruiting 47 Budgeting for Recruiting 48 Recruiter Case Study 50 Employee Referrals 51 Effective Recruiting 53 Recruiting Tips 54 Recruiting Contractors 56 Reviewing Resumes 57 Narrowing the Field 59 Preparing to Interview 60 Interviewing 67 Making the Decision to Hire a Programmer 72 Making the Right Offer to a Programmer 76

4 Contents xiii Follow Up Until the Programmer Accepts 82 Summary 83 Tools 83 Chapter 4 Getting New Programmers Started Off Right 84 Get Them on Board Early 85 Preparing for Their Arrival 86 First-Day Musts 87 Introductions 91 Ensuring Success 92 Initial Expectations 95 Summary 98 Tools 98 Chapter 5 Becoming an Effective Programming Manager: Managing Down 99 Earning Technical Respect 100 Hire Great Programmers 105 Turbocharge the Team You Have 105 Managing Different Types of Programmers 106 Facilitation Protection Ill Ill Judging and Improving Performance 113 Setting Objectives 114 Performance Reviews 117 Know When to Cut Your Losses 122 Organizational Thinking 123 Staffing 124 Full-Time versus Contractors 124 In-House versus Off-Shore Contractors 126 Organizing 130 Office-Based versus Virtual Teams 130

5 xiv Contents Programmer Teams Small versus Large Teams 133 Managing Larger Organizations 135 Troubleshooting a Dysfunctional Organization 140 Deliver Results and Celebrate Success 141 Summary 142 Tools 142 RULES OF THUMB AND NUGGETS OF WISDOM 143 The Challenges of Managing 147 Managing People 173 Managing Teams to Deliver Successfully 203 Chapter 6 Becoming an Effective Programming Manager: Managing Up, Out, and Yourself 227 Managing Up 228 Understand Your Boss 228 Package Your Communications 230 Understand Your Boss's Boss 231 Timing 232 Be a Model Employee 232 Bottom Line 233 Managing Out 234 Collaborating within Your Department 234 Understand Other Departments 235 Leverage Important Support Functions 237 Human Resources (HR) 237 Finance and Managing Budgets 239 Legal 242 Managing Outside the Company 242 Customers 243 Technology Providers 243

6 Contents xv Technology Innovators and Work Disruptors 244 Tools Vendors and Suppliers 245 Government, Trade, and International Standards Organizations 246 Industry Consortiums 247 Professional Organizations 247 University Educators 248 Local Connections 248 Bottom Line 250 Managing Yourself 250 Personal Style 250 Appropriate Appearance 251 Work Ethic 252 Know Your Staff 252 Time and Priority Management 254 Communications Management 256 Management Practices 260 Pay Attention to the Person 260 Listen Reflectively 261 Break Down Barriers to Communication 261 Understand What Is Really Important 261 Make Progress Every Day 263 Be Part of the Solution, Not Part of the Problem 263 Follow-Up Management 263 Find a Mentor 266 Bottom Line 267 Summary 268 Tools 268 Chapter 7 Motivating Programmers 269 Motivational Theories 269 Maslow's Hierarchy of Needs 270

7 xvi Contents McGregor's X-Y Theory 271 Herzberg's Motivation and Hygiene Factors 272 Motivational Factors as Applied to Programmers 274 Putting Theory into Practice 279 Foundational Factors Causes of Dissatisfaction (When Lacking) 280 Respected as Supervisor 281 Gain Technical Respect 281 Respect Others 281 Establish Your Culture 282 Lead by Example 283 Help Solve Technical Problems 283 Manage and Coach 284 Focus on Your People 285 Having Fun 286 Learning and Growing 287 Good Working Conditions 289 Make the Workplace a Good Place to Work 289 "No Jerks" Rule 290 Be Flexible 291 Feed Your Team 293 Sane Company Policies and Administration 294 Communicate 295 Protect Your Staff from Organizational Distraction 296 Protect Your Staff from Bad Organization Communication and Policies 297 Ethical Management 297 Key Motivating Factors 303 Making a Difference in the World 303 Learning and Growing 305 Toys and Technology 307 Recognition and Praise 307

8 Contents xvii Having Fun with Your Staff 309 Upside 310 Persona] Commitment 312 Technology Offense and Defense 314 Understanding Your Programmers' Motivations Begins on Day One 316 Summary 317 Chapter 8 Establishing a Successful Programming Culture 318 Defining "Successful" 319 The Programming Culture 319 Company Culture 320 Leveraging the Complexity of Your Company's Culture Walling Off Your Company's Culture 322 What Part Does Technology Play in Your Company? 323 What Drives Your Company? 325 Characteristics of a Successful Programming Culture 327 Mutual Respect 328 Innovation 329 Standards 330 Delivery 331 Communication 332 Communication Among Virtual Teams 334 Fairness 336 Empowerment 337 Professionalism 338 No Jerks and Bozos 339 Excellence 340 Programming Excellence 340 Teamwork and Collaboration 341 Passion 341 Customer Focus: "It's the Customer Experience, Stupid!".. 341

9 xviii Contents Learning 343 Environment 344 Summary 346 Tools 346 Chapter 9 Managing Successful Software Delivery 347 Defining the Project 348 Ensure That Requirements and Assumptions Are Clear Limit Requirements to "What," not "How" 352 Seek to Delight Customers 353 Quickly Ballpark the Magnitude of Effort Required 354 Recognize Nonnegotiable Dates 356 Inspire the Team 356 Planning the Work 358 Break the Project into Features, and Prioritize Them 359 Break Features into Tasks and Sub-Tasks 361 Engage Your Team in a Bottom-Up Estimate 362 Assemble Task Estimates into a Project Estimate 362 Look for the Limitations on Estimation 364 Get Agreement Around the Risks, Not Just the Schedule Allocate Sufficient Time for Unit and Project Testing 368 Estimation Is a Unique Challenge Every Time 368 Determine the Pace of the Project 369 Kicking Off the Plan 370 Participate in a Project Kickoff 370 Define "Done" 371 Define "Success" 372 Establish a Project Workbook 373 Executing the Work 376 Design the Work 376 Hold a Design Review 379

10 Contents xix Complete a Prototype to Inform the Design 380 Set Agreed-Upon Milestones 381 Confirm That Regular Check-In Meetings Have Been Set 382 Actively Drive Development 384 Ensure That Agreed-Upon Standards and Requirements Are Met 386 Leverage Test-Driven Development 388 Hold Stand-Up Meetings 389 Insist on Code Reviews 389 Running the End Game 391 No New Features 391 Run the Product 392 Be Prepared to Declare Success and Start on the Point Release 392 Know When to Cut Your Losses 394 OEM and International Versions 396 Delivering the Software 396 Celebrate 396 Retrospect 397 Share 400 Refactor 400 Point Releases 401 Summary 401 Tools 402 TOOLS 403 Index 407

Winning the Hardware-Software Game

Winning the Hardware-Software Game Winning the Hardware-Software Game Using Game Theory to Optimize the Pace of New Technology Adoption Ruth D. Fisher PRENTICE Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal

More information

Delivery. Enterprise Software. Bringing Agility and Efficiency. Global Software Supply Chain. AAddison-Wesley. Alan W. Brown.

Delivery. Enterprise Software. Bringing Agility and Efficiency. Global Software Supply Chain. AAddison-Wesley. Alan W. Brown. Enterprise Software Delivery Bringing Agility and Efficiency Global Software Supply Chain to the Alan W. Brown AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto

More information

MIKE COHN. Software Development Using Scrum. VAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis San Francisco

MIKE COHN. Software Development Using Scrum. VAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis San Francisco Software Development Using Scrum MIKE COHN VAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Madrid Cape Town Sydney Tokyo Singapore

More information

Agile Methods. Introduction to. AAddison-Wesley. Sondra Ashmore, Ph.D. Kristin Runyan. Capetown Sydney Tokyo Singapore Mexico City

Agile Methods. Introduction to. AAddison-Wesley. Sondra Ashmore, Ph.D. Kristin Runyan. Capetown Sydney Tokyo Singapore Mexico City Introduction to Agile Methods Sondra Ashmore, Ph.D. Kristin Runyan AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Mad Capetown Sydney

More information

SharePoint 2010. Overview, Governance, and Planning. (^Rll^^fc^ i ip?"^biifiis:'iissiipi. Scott Jamison. Susan Hanley Mauro Cardarelli.

SharePoint 2010. Overview, Governance, and Planning. (^Rll^^fc^ i ip?^biifiis:'iissiipi. Scott Jamison. Susan Hanley Mauro Cardarelli. Ec,V$%fMM SharePoint 2010 i ip?"^biifiis:'iissiipi Overview, Governance, (^Rll^^fc^ and Planning Ipft^'" Scott Jamison Susan Hanley Mauro Cardarelli Upper Saddle River, NJ Boston Indianapolis San Francisco

More information

AGILE GAME DEVELOPMENT WITH SCRUM

AGILE GAME DEVELOPMENT WITH SCRUM AGILE GAME DEVELOPMENT WITH SCRUM CLINTON KEITH r A TT YAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Madrid Capetown Sydney Tokyo

More information

IT Manager's Handbook

IT Manager's Handbook IT Manager's Handbook Getting your new job done Third Edition Bill Holtsnider Brian D. Jaffe AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE SYDNEY TOKYO Morgan

More information

Software Security. Building Security In. Gary McGraw. A Addison-Wesley

Software Security. Building Security In. Gary McGraw. A Addison-Wesley Software Security Building Security In Gary McGraw A Addison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Madrid Capetown Sydney Tokyo Singapore

More information

RFID Field Guide. Deploying Radio Frequency Identification Systems. Manish Bhuptani Shahram Moradpour. Sun Microsystems Press A Prentice Hall Title

RFID Field Guide. Deploying Radio Frequency Identification Systems. Manish Bhuptani Shahram Moradpour. Sun Microsystems Press A Prentice Hall Title RFID Field Guide Deploying Radio Frequency Identification Systems Manish Bhuptani Shahram Moradpour Sun Microsystems Press A Prentice Hall Title PRENTICE HALL PTR Prentice Hall Professional Technical Reference

More information

The Data Access Handbook

The Data Access Handbook The Data Access Handbook Achieving Optimal Database Application Performance and Scalability John Goodson and Robert A. Steward PRENTICE HALL Upper Saddle River, NJ Boston Indianapolis San Francisco New

More information

Building OpenSocial Apps

Building OpenSocial Apps Building OpenSocial Apps A Field Guide to Working with the MySpace Platform Chris Cole Chad Russell Jessica Whyte AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto

More information

Social Media Marketing

Social Media Marketing Social Media Marketing Tracy L. Tuten East Carolina University Michael R. Solomon The University of Manchester (U.K.) Saint Josephs University Boston Columbus Indianapolis New York San Francisco Upper

More information

Public Relations in Schools

Public Relations in Schools Public Relations in Schools Fifth Edition Theodore J. Kowalski University of Dayton Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai London Madrid Milan

More information

Building. Applications. in the Cloud. Concepts, Patterns, and Projects. AAddison-Wesley. Christopher M. Mo^ar. Cape Town Sydney.

Building. Applications. in the Cloud. Concepts, Patterns, and Projects. AAddison-Wesley. Christopher M. Mo^ar. Cape Town Sydney. Building Applications in the Cloud Concepts, Patterns, and Projects Christopher M. Mo^ar Upper Saddle River, NJ Boston AAddison-Wesley New York 'Toronto Montreal London Munich Indianapolis San Francisco

More information

CAREER DEVELOPMENT INTERVENTIONS IN THE 21 ST CENTURY

CAREER DEVELOPMENT INTERVENTIONS IN THE 21 ST CENTURY CAREER DEVELOPMENT INTERVENTIONS IN THE 21 ST CENTURY FOURTH EDITION SPENCER G. NILES Pennsylvania State University JOANN HARRIS-BOWLSBEY Kuder, Inc., Adel, Iowa PEARSON Boston Columbus Indianapolis New

More information

BIRT: A Field Guide to Reporting

BIRT: A Field Guide to Reporting BIRT: A Field Guide to Reporting x:.-. ^ 11 Diana Peh Alethea Hannemann Nola Hague AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Parts

More information

Essential Scrum. A Practical Guide to the Most Popular Agile Process. AAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis

Essential Scrum. A Practical Guide to the Most Popular Agile Process. AAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis Essential Scrum A Practical Guide to the Most Popular Agile Process Kenneth S. Rubin AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris

More information

BUSINESS AND PROFESSIONAL COMMUNICATION

BUSINESS AND PROFESSIONAL COMMUNICATION Fifth Edition BUSINESS AND PROFESSIONAL COMMUNICATION PLANS, PROCESSES, AND PERFORMANCE James R. DiSanza Idaho State University Nancy J. Legge Idaho State University Allyn & Bacon Boston Columbus Indianapolis

More information

VALUATION The Art and Science of Corporate Investment Decisions

VALUATION The Art and Science of Corporate Investment Decisions VALUATION The Art and Science of Corporate Investment Decisions Second Edition SHERIDAN TITMAN University of Texas at Austin JOHN D. MARTIN Baylor University Prentice Hall Boston Columbus Indianapolis

More information

Compensating the Sales Force

Compensating the Sales Force Compensating the Sales Force A Practical Guide to Designing Winning Sales Reward Programs Second Edition David J. Cichelli Me Graw Hill New York Chicago San Francisco Lisbon London Madrid Mexico City Milan

More information

SOA Governance. Stephen G. Bennett, Clive Gee, Robert Laird, Co-authored and edited by Thomas Erl. Governing

SOA Governance. Stephen G. Bennett, Clive Gee, Robert Laird, Co-authored and edited by Thomas Erl. Governing SOA Governance Governing Shared Services On-Premise and in the Cloud Co-authored and edited by Thomas Erl Stephen G. Bennett, Clive Gee, Robert Laird, Anne Thomas Manes, Robert Schneider, Leo Shuster,

More information

CHAINED EXPLOITS Advanced Hacking Attacks from Start to Finish

CHAINED EXPLOITS Advanced Hacking Attacks from Start to Finish CHAINED EXPLOITS Advanced Hacking Attacks from Start to Finish Andrew Whitaker Keatron Evans Jack B.Voth TT r\ Addison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal

More information

Performance Management

Performance Management Third Edition A "2.T4 %4if. Oo$ Performance Management Herman Aguinis Kelley School of Business Indiana University PEARSON Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam

More information

Relationship marketing

Relationship marketing Relationship marketing WBIbliothek Exploring relational strategies in marketing FOURTH EDITION JOHN EGAN London South Bank University Financial Times Prentice Hall is an imprint of Harlow, England London

More information

CONTEMPORARY DIRECT & INTERACTIVE MARKETING

CONTEMPORARY DIRECT & INTERACTIVE MARKETING SECOND EDITION CONTEMPORARY DIRECT & INTERACTIVE MARKETING Lisa D. Spiller Christopher Newport University Martin Baier Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape

More information

Advertising Research

Advertising Research Second Edition Advertising Research THEORY AND PRACTICE Joel J. Davis School of Journalism & Media Studies, San Diego State University Prentice Hall Boston Columbus Indianapolis New York San Francisco

More information

ux BEST PRACTICES How To Achieve More Impact With User Experience Helmut Degen and XiaoweiYuan With support of Nan Guo Graw

ux BEST PRACTICES How To Achieve More Impact With User Experience Helmut Degen and XiaoweiYuan With support of Nan Guo Graw ux BEST PRACTICES How To Achieve More Impact With User Experience Helmut Degen and XiaoweiYuan With support of Nan Guo Graw New York Chicago San Francisco Lisbon London Madrid Mexico City Milan New Delhi

More information

THE PSYCHOLOGY OF INVESTING

THE PSYCHOLOGY OF INVESTING Fourth Edition THE PSYCHOLOGY OF INVESTING John R. Nofsinger Washington State University Prentice Hall Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai London

More information

Risk Analysis and the Security Survey

Risk Analysis and the Security Survey Risk Analysis and the Security Survey Fourth Edition James F. Broder Eugene Tucker ELSEVIER AMSTERDAM BOSTON HEIDELBERG LONDON NEWYORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE SYDNEY TOKYO Butterworth-Heinemann

More information

An Introduction. Global Edition. "University of North Carolina. Northwestern University

An Introduction. Global Edition. University of North Carolina. Northwestern University An Introduction Global Edition "University of North Carolina Northwestern University Boston Columbus Indianapolis NewYork San Francisco Upper Saddle River Amsterdam CapeTown Dubai London Madrid Milan Munich

More information

Agile Development & Business Goals. The Six Week Solution. Joseph Gee. George Stragand. Tom Wheeler

Agile Development & Business Goals. The Six Week Solution. Joseph Gee. George Stragand. Tom Wheeler Agile Development & Business Goals The Six Week Solution Bill Holtsnider Tom Wheeler George Stragand Joseph Gee AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE

More information

ENTERPRISE SYSTEMS FOR MANAGEMENT

ENTERPRISE SYSTEMS FOR MANAGEMENT I I Second Edition ENTERPRISE SYSTEMS FOR MANAGEMENT Luvai F. Motiwalla University of Massachusetts Lowell and Jeff Thompson Oracle Consulting PEARSON Boston Columbus Indianapolis New York San Francisco

More information

David Jobber University of Bradford

David Jobber University of Bradford 8th edition David Jobber University of Bradford Geoffrey Lancaster London School of Commerce Prentice Hall FINANCIAL TIMES An imprint of Pearson Education Harlow, England London New York Boston San Francisco

More information

The Crossroads of Accounting & IT

The Crossroads of Accounting & IT The Crossroads of Accounting & IT Donna Kay, MBA, PhD, CPA, CITP Maryville University of Saint Louis Ali Ovlia, MS, DM Webster University Pearson Boston Columbus- Indianapolis New York San Francisco Upper

More information

Project Management Concepts, Methods, and Techniques

Project Management Concepts, Methods, and Techniques Project Management Concepts, Methods, and Techniques Claude H. Maley Uffi\ CRC Press Taylor & Francis Croup Boca Raton London New York CRC Press is an imprint of the Taylor & Francis Croup, an Informa

More information

Contents. Assessing Social Media Security. Chapter! The Social Media Security Process 3

Contents. Assessing Social Media Security. Chapter! The Social Media Security Process 3 Securing the Clicks: Network Security in the Age of Social Media Gary Bahadur Jason I nasi Alex de Carvalho Mc ssr New York Chicago San Francisco Lisbon London Madrid Mexico City Milan New Delhi San Juan

More information

Agenda Item #06-29 Effective Spring 2007 Eastern Illinois University Revised Course Proposal MGT 4500, Employee Staffing and Development

Agenda Item #06-29 Effective Spring 2007 Eastern Illinois University Revised Course Proposal MGT 4500, Employee Staffing and Development Agenda Item #06-29 Effective Spring 2007 Eastern Illinois University Revised Course Proposal MGT 4500, Employee Staffing and Development 1. Catalog Description a. Course Number: MGT 4500 b. Title: Employee

More information

How To Write A Diagram

How To Write A Diagram Data Model ing Essentials Third Edition Graeme C. Simsion and Graham C. Witt MORGAN KAUFMANN PUBLISHERS AN IMPRINT OF ELSEVIER AMSTERDAM BOSTON LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE

More information

Web Development with TIBCO General Interface

Web Development with TIBCO General Interface Web Development with TIBCO General Interface Building AJAX Clients for Enterprise SOA Anil Gurnani /TAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London

More information

Practical Intrusion Analysis

Practical Intrusion Analysis Practical Intrusion Analysis PREVENTION AND DETECTION FOR THE TWENTY-FIRST CENTURY Ryan Trost TT Ar Addison-Wesley Upper Saddle River, NJ Boston Indianapolis * San Francisco New York Toronto Montreal London

More information

LEAN SUPPLY CHAIN MANAGEMENT TOPICS IN. Marc J. Schniederjans. Dara G. Schniederjans. Ashlyn M. Schniederjans. :.,.' If I.

LEAN SUPPLY CHAIN MANAGEMENT TOPICS IN. Marc J. Schniederjans. Dara G. Schniederjans. Ashlyn M. Schniederjans. :.,.' If I. TOPICS IN LEAN SUPPLY CHAIN MANAGEMENT Marc J. Schniederjans University of Nebraska-Lincoln, USA Dara G. Schniederjans Texas Tech University, USA Ashlyn M. Schniederjans Harvard University, USA :.,.' If

More information

superseries FIFTH EDITION

superseries FIFTH EDITION Prelims-I046413.qxd 3/19/07 1:04 PM Page i Institute of Leadership & Management superseries Motivating to Perform in the Workplace FIFTH EDITION Published for the Institute of Leadership & Management AMSTERDAM

More information

Managing Data in Motion

Managing Data in Motion Managing Data in Motion Data Integration Best Practice Techniques and Technologies April Reeve ELSEVIER AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE SYDNEY

More information

Purchasing and Supply Chain Management

Purchasing and Supply Chain Management Eighth Edition Purchasing and Supply Chain Management KENNETH LYSONS MA, MEd, PhD, Dipl.PA, AcDip.Ed., DMS, FCIS, FCIPS, Flnst M, MILT BRIAN FARRINGTON BSc(Econ), MSc, PhD, FCIPS PEARSON Harlow, England

More information

Contents. Acknowledgments. 1 Introduction: Why Study Technical Sales? 1. 2 An Overview of the Sales Process 7

Contents. Acknowledgments. 1 Introduction: Why Study Technical Sales? 1. 2 An Overview of the Sales Process 7 Contents Acknowledgments xvii 1 Introduction: Why Study Technical Sales? 1 New SE 4 Experienced SE 5 Sales Manager or Sales Trainer 5 Sales Representative 6 Marketing and Product Management 6 Technical

More information

Customer Relationship Management

Customer Relationship Management Customer Relationship Management Concepts and Technologies Second edition Francis Buttle xlloillvlcjx. AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE SYDNEY

More information

International Investments

International Investments 2008 AGI-Information Management Consultants May be used for personal purporses only or by libraries associated to dandelon.com network. International Investments Bruno Solnik H.E.C. SCHOOL of MANAGEMENT

More information

Job Hazard Analysis. A Guide for Voluntary Compliance and Beyond. From Hazard to Risk: Transforming the JHA from a Tool to a Process

Job Hazard Analysis. A Guide for Voluntary Compliance and Beyond. From Hazard to Risk: Transforming the JHA from a Tool to a Process Job Hazard Analysis A Guide for Voluntary Compliance and Beyond From Hazard to Risk: Transforming the JHA from a Tool to a Process James E. Roughton Nathan Crutchfield E L S E V I E R AMSTERDAM. BOSTON.

More information

The Process. Improvement. Handbook. A Blueprint for Managing Change and. Increasing Organizational Performance. Tristan Boutros.

The Process. Improvement. Handbook. A Blueprint for Managing Change and. Increasing Organizational Performance. Tristan Boutros. The Process Improvement Handbook A Blueprint for Managing Change and Increasing Organizational Performance Tristan Boutros Tim Purdie Illustrations by Dustin Duffy Mc Graw Hill Education New York Chicago

More information

Lean Supply Chain and Logistics Management

Lean Supply Chain and Logistics Management Lean Supply Chain and Logistics Management Paul Myerson Me Grauu Hill New York Chicago San Francisco Lisbon London Madrid Mexico City Milan New Delhi San Juan Seoul Singapore Sydney Toronto CONTENTS CHAPTER

More information

Security Metrics. A Beginner's Guide. Caroline Wong. Mc Graw Hill. Singapore Sydney Toronto. Lisbon London Madrid Mexico City Milan New Delhi San Juan

Security Metrics. A Beginner's Guide. Caroline Wong. Mc Graw Hill. Singapore Sydney Toronto. Lisbon London Madrid Mexico City Milan New Delhi San Juan Security Metrics A Beginner's Guide Caroline Wong Mc Graw Hill New York Chicago San Francisco Lisbon London Madrid Mexico City Milan New Delhi San Juan Seoul Singapore Sydney Toronto Contents FOREWORD

More information

for Hundreds of Ready-to-Use Phrases to Set the Stage for Productive Conversations, Meetings, and Events Meryl Runion with Diane Windingland

for Hundreds of Ready-to-Use Phrases to Set the Stage for Productive Conversations, Meetings, and Events Meryl Runion with Diane Windingland PERFECT PHRASES for Hundreds of Ready-to-Use Phrases to Set the Stage for Productive Conversations, Meetings, and Events Meryl Runion with Diane Windingland Mc Graw Hill New York Chicago San Francisco

More information

Using Ml. David M. Kroenke PEARSON

Using Ml. David M. Kroenke PEARSON r.j*v.-t #** Using Ml David M. Kroenke PEARSON Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montreal Toronto Delhi Mexico

More information

Strategic Management and Competitive Advantage

Strategic Management and Competitive Advantage EDITION 3 Strategic Management and Competitive Advantage CONCEPTS AND CASES Jay B. Barney The Ohio State University j William S.Hesterly The University of Utah Prentice Hall Boston Columbus Indianapolis

More information

Cross-Platform. Mac OS X ЧЯУ

Cross-Platform. Mac OS X ЧЯУ Cross-Platform in C++ Mac OS X ЧЯУ Syd Logan Л А- зу Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Pans Madrid Cape Town Sydney Tokyo Singapore Mexico

More information

Financial Statement Analysis

Financial Statement Analysis Financial Statement Analysis Valuation Credit analysis Executive compensation Christian V. Petersen and Thomas Plenborg Financial Times Prentice Hall is an imprint of Harlow, England London New York Boston

More information

Software Configuration Management Patterns

Software Configuration Management Patterns Software Configuration Management Patterns Effective Teamwork, Practical Integration.Nded mftmeretnetz g, STEPHEN P. BERCZUK with BRAD APPLETON v%addison-wesley Boston San Fransisco New York Toronto Montreal

More information

Delivery. Continuous. Jez Humble and David Farley. AAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis San Francisco

Delivery. Continuous. Jez Humble and David Farley. AAddison-Wesley. Upper Saddle River, NJ Boston Indianapolis San Francisco Continuous Delivery Jez Humble and David Farley AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London Munich Paris Madrid Cape Town Sydney Tokyo Singapore

More information

Quality Management. Theory and Application PETER D. MAUCH. Ltfi) CRC Press. \ V J Taylor & Francis Group. ^ ^ Boca Raton London New York

Quality Management. Theory and Application PETER D. MAUCH. Ltfi) CRC Press. \ V J Taylor & Francis Group. ^ ^ Boca Raton London New York Quality Management Theory and Application PETER D. MAUCH Ltfi) CRC Press \ V J Taylor & Francis Group ^ ^ Boca Raton London New York CRC Press is an imprint of the Taylor & Francis Group, an Informa business

More information

Kevin, Lane. ft Mairead

Kevin, Lane. ft Mairead Kevin, Lane ft Mairead I 2nd edition PEARSON Harlow, England London New York Boston San Francisco Toronto Sydney Auckland -Singapore Hong Kong Tokyo Seoul Taipei New Delhi Cape Town Sao Paulo Mexico City

More information

Measuring Data Quality for Ongoing Improvement

Measuring Data Quality for Ongoing Improvement Measuring Data Quality for Ongoing Improvement A Data Quality Assessment Framework Laura Sebastian-Coleman ELSEVIER AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO SINGAPORE

More information

Master Data Management

Master Data Management Master Data Management David Loshin AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO Ик^И V^ SAN FRANCISCO SINGAPORE SYDNEY TOKYO W*m k^ MORGAN KAUFMANN PUBLISHERS IS AN IMPRINT OF ELSEVIER

More information

Securing the Cloud. Cloud Computer Security Techniques and Tactics. Vic (J.R.) Winkler. Technical Editor Bill Meine ELSEVIER

Securing the Cloud. Cloud Computer Security Techniques and Tactics. Vic (J.R.) Winkler. Technical Editor Bill Meine ELSEVIER Securing the Cloud Cloud Computer Security Techniques and Tactics Vic (J.R.) Winkler Technical Editor Bill Meine ELSEVIER AMSTERDAM BOSTON HEIDELBERG LONDON NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO

More information

PERFORMANCE MANAGEMENT COACHING AND PERFORMANCE GEORGIA PERIMETER COLLEGE

PERFORMANCE MANAGEMENT COACHING AND PERFORMANCE GEORGIA PERIMETER COLLEGE PERFORMANCE MANAGEMENT COACHING AND PERFORMANCE GEORGIA PERIMETER COLLEGE Module 2 Coaching and Performance with the GPC Strategic Plan Agenda 1. Performance Management Process The Next Plateau 2. Aspects

More information

Customer Relationship. Management. Ed Peelen and Rob Beltman

Customer Relationship. Management. Ed Peelen and Rob Beltman Customer Relationship Management Ed Peelen and Rob Beltman PEARSON Harlow, England London New York Boston San Francisco Toronto Sydney Auckland Singapore Hong Kong Tokyo Seoul Taipei New Delhi Cape Town

More information

Database. Administration. The Complete. and Procedures. Guide to DBA Practices. AAddison-Wesley. Second Edition. Mullins

Database. Administration. The Complete. and Procedures. Guide to DBA Practices. AAddison-Wesley. Second Edition. Mullins Database Administration The Complete Guide to DBA Practices and Procedures Second Edition Craig S. Mullins AAddison-Wesley Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal

More information

QUANTITATIVE METHODS. for Decision Makers. Mik Wisniewski. Fifth Edition. FT Prentice Hall

QUANTITATIVE METHODS. for Decision Makers. Mik Wisniewski. Fifth Edition. FT Prentice Hall Fifth Edition QUANTITATIVE METHODS for Decision Makers Mik Wisniewski Senior Research Fellow, Department of Management Science, University of Strathclyde Business School FT Prentice Hall FINANCIAL TIMES

More information

MarMit-Based IVIa ii e merit

MarMit-Based IVIa ii e merit A SIXT H ED IT I ON MarMit-Based IVIa ii e merit Strategies for Growing Customer Value and Profitability ler J. Best Emeritus Professor of Marketing University of Oregon PEARSON Boston Columbus Indianapolis

More information

BUSINESS INTELLIGENCE

BUSINESS INTELLIGENCE SECOND EDITION BUSINESS INTELLIGENCE A MANAGERIAL APPROACH INTERNATIONAL EDITION Efraim Turban University of Hawaii Ramesh Sharda Oklahoma State University Dursun Deleii Oklahoma State University David

More information

University of Illinois at Urbana-Champaign

University of Illinois at Urbana-Champaign EIGHTH EDITION GLOBAL EDITION STRATEGIC COMPENS mach Joseph J. Martocchio University of Illinois at Urbana-Champaign PEARSON Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam

More information

Business Finance. Theory and Practica. Eddie McLaney PEARSON

Business Finance. Theory and Practica. Eddie McLaney PEARSON Business Finance Theory and Practica Eddie McLaney PEARSON Harlow, England London New York Boston San Francisco Toronto Sydney Auckland Singapore Hong Kong Tokyo Seoul Taipei New Delhi Cape Town Säo Paulo

More information

Patterns of Enterprise Application Architecture

Patterns of Enterprise Application Architecture Patterns of Enterprise Application Architecture Martin Fowler With contributions from David Rice, Matthew Foemmel, Edward Hieatt, Robert Mee, and Randy Stafford A Addison-Wesley Boston San Francisco New

More information

Enterprise. ESXi in the. VMware ESX and. Planning Deployment of. Virtualization Servers. Edward L. Haletky

Enterprise. ESXi in the. VMware ESX and. Planning Deployment of. Virtualization Servers. Edward L. Haletky VMware ESX and ESXi in the Enterprise Planning Deployment of Virtualization Servers Edward L. Haletky PRENTICE HALL Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto Montreal London

More information

Management. Project. Software. Ashfaque Ahmed. A Process-Driven Approach. CRC Press. Taylor Si Francis Group Boca Raton London New York

Management. Project. Software. Ashfaque Ahmed. A Process-Driven Approach. CRC Press. Taylor Si Francis Group Boca Raton London New York Software Project Management A Process-Driven Approach Ashfaque Ahmed CRC Press Taylor Si Francis Group Boca Raton London New York CRC Press is an imprint of the Taylor St Francis Croup, an Informa business

More information

C ONTENTS. Acknowledgments

C ONTENTS. Acknowledgments kincaidtoc.fm Page vii Friday, September 20, 2002 1:25 PM C ONTENTS Preface Acknowledgments xxi xxvii Part 1 CRM: Is It Right for Your Company? 1 Chapter 1 Commerce in the 21st Century 3 1.1 Understanding

More information

Management. Oracle Fusion Middleware. 11 g Architecture and. Oracle Press ORACLE. Stephen Lee Gangadhar Konduri. Mc Grauu Hill.

Management. Oracle Fusion Middleware. 11 g Architecture and. Oracle Press ORACLE. Stephen Lee Gangadhar Konduri. Mc Grauu Hill. ORACLE Oracle Press Oracle Fusion Middleware 11 g Architecture and Management Reza Shafii Stephen Lee Gangadhar Konduri Mc Grauu Hill New York Chicago San Francisco Lisbon London Madrid Mexico City Milan

More information

THE COMPLETE PROJECT MANAGEMENT METHODOLOGY AND TOOLKIT

THE COMPLETE PROJECT MANAGEMENT METHODOLOGY AND TOOLKIT THE COMPLETE PROJECT MANAGEMENT METHODOLOGY AND TOOLKIT GERARD M. HILL CRC Press Taylor & Francis Group Boca Raton London New York CRC Press is an imprint of the Taylor & Francis Croup, an informa business

More information

Financial Times Prentice Hall is an imprint of

Financial Times Prentice Hall is an imprint of mnr\ Financial Times Prentice Hall is an imprint of Harlow, England London New York Boston San Francisco Toronto Sydney Singapore Hong Kong Tokyo Seoul Taipei New Delhi Cape Town Madrid Mexico City Amsterdam

More information

Shaping the Future of Healthcare

Shaping the Future of Healthcare Shaping the Future of Healthcare www.imsconsultinggroup.com Join a team of people who are committed to advancing healthcare IMS Consulting Group (IMSCG) is the leading global management consulting firm

More information

Designing Interactive Systems

Designing Interactive Systems THIRD EDITION Designing Interactive Systems A comprehensive guide to HCl, UX and interaction design David Benyon PEARSON Harlow, England London * New York Boston San Francisco Toronto Sydney * Auckland

More information

User Stories Applied

User Stories Applied User Stories Applied for Agile Software Development Mike Cohn Boston San Francisco New York Toronto Montreal London Munich Paris Madrid Capetown Sydney Tokyo Singapore Mexico City Chapter 2 Writing Stories

More information

Marketin. Global Edition 14

Marketin. Global Edition 14 Marketin Global Edition 14 PHILIP Kotler Northwestern University GARY Armstrong University of North Carolina Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai

More information

Social Work, Social Welfare, and American Society

Social Work, Social Welfare, and American Society Social Work, Social Welfare, and American Society Philip R. Popple University of Texas at Arlington Leslie Leighninger Arizona State University Allyn & Bacon Boston Columbus Indianapolis New York San Francisco

More information

CERTIFIED MANAGER COURSE SUBJECT HANDBOOK. Nationally Accredited Level 1 Certificate and Advanced Certificate for Customer Service Manager

CERTIFIED MANAGER COURSE SUBJECT HANDBOOK. Nationally Accredited Level 1 Certificate and Advanced Certificate for Customer Service Manager COURSE SUBJECT HANDBOOK CUSTOMER SERVICE INSTITUTE OF AMERICA CERTIFIED CUSTOMER SERVICE MANAGER Nationally Accredited Level 1 Certificate and Advanced Certificate for Customer Service Manager contents

More information

People Management and Leadership Training That Gets Results!

People Management and Leadership Training That Gets Results! and Leadership Training That Gets! Welcome to Great Managers! A 5 year Australian Government-funded research report, Leadership, Culture and Management Practices of High Performing Workplaces: The High

More information

MARKETING. Elnora W.!b II Ufluu 1 UNIVERSITY OF SOUTH CAROLINA UPSTATE. Michael R. SAINT JOSEPH'S UNIVERSITY. Greg W.

MARKETING. Elnora W.!b II Ufluu 1 UNIVERSITY OF SOUTH CAROLINA UPSTATE. Michael R. SAINT JOSEPH'S UNIVERSITY. Greg W. MARKETING Michael R. SAINT JOSEPH'S UNIVERSITY Greg W. ROLLINS GOLLEGE THE Elnora W.!b II Ufluu 1 UNIVERSITY OF SOUTH CAROLINA UPSTATE Prentice Hall Boston Columbus Indianapolis New York San Francisco

More information

Univariate and Multivariate Methods PEARSON. Addison Wesley

Univariate and Multivariate Methods PEARSON. Addison Wesley Time Series Analysis Univariate and Multivariate Methods SECOND EDITION William W. S. Wei Department of Statistics The Fox School of Business and Management Temple University PEARSON Addison Wesley Boston

More information

How To Write A Web Framework In Java

How To Write A Web Framework In Java Seam Framework Experience the Evolution of Java ЕЕ Second Edition Michael Juntao Yuan Jacob Orshalick Thomas Heute PRENTICE HALL Upper Saddle River, NJ Boston Indianapolis San Francisco New York Toronto

More information

CREATING A THIRD EDITION DAVID MANN

CREATING A THIRD EDITION DAVID MANN CREATING A LEAN CULTURE Tools to Sustain Lean Conversions THIRD EDITION DAVID MANN CRC Press Taylor & Francis Croup Boca Raton London New York CRC Press is an imprint of the Taylor St Francis Group, an

More information

Securing SQL Server. Protecting Your Database from. Second Edition. Attackers. Denny Cherry. Michael Cross. Technical Editor ELSEVIER

Securing SQL Server. Protecting Your Database from. Second Edition. Attackers. Denny Cherry. Michael Cross. Technical Editor ELSEVIER Securing SQL Server Second Edition Protecting Your Database from Attackers Denny Cherry Technical Editor Michael Cross AMSTERDAM BOSTON HEIDELBERG LONDON ELSEVIER NEW YORK OXFORD PARIS SAN DIEGO SAN FRANCISCO

More information

Manufacturing Planning and Control for Supply Chain Management

Manufacturing Planning and Control for Supply Chain Management Manufacturing Planning and Control for Supply Chain Management APICS/CPIM Certification Edition F. Robert Jacobs Indiana University William L. Berry The Ohio State University (Emeritus) D.ClayWhybark University

More information