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Index

above the line marketing 229 benchmarking xv
Abrahams, Mike 64 best practice xv
Accenture 13, 124 best use of the best people 26–7
accrual accounting 229 Bill of Rights
achievement motivation 94
activity based costing 229–30 for clients 224–6
adjacent sectors/segments 230 for employees 37
advertising 152–5 body language 181
bookmarks 231–2
and recruitment 38–9, 40–1, 42 Borgia, Cesare 189
affiliation 94 Boston Consulting Group Matrix 232
affinity marketing 230 BRAD 153
airlines 188 branding 232, 233
American Marketing Association 150–2 Broad, Mary 203
Andersen Consulting 13 budgets 136–8, 232
appraisal 52–3 burn out 35
asset strippers 230 bus queue syndrome 205
assets 230 business cycle 130–1
business process reengineering (BPR)
current assets 234
fixed assets 236–7 103, 232
return on total assets 136 business to business marketing 232–3
attitudes 70, 185
audits 230 capital 235
Auschwitz syndrome 59–60, 230–1 return on capital employed 136
average collection period 135–6 share capital 242
average total cost 231 turnover of capital 135, 243–4
undercapitalization 244
balance sheets 135–6, 231 working capital 132–3, 233, 245
balanced product offering 231
barriers to market entry 231 captive demand 233
behaviours 71, 185 cash flow 132–3, 233
Belbin, Meredith 67 change xvii, 100, 185, 188–93,197–8, 233
below the line marketing 231
bus queue syndrome 205
cost of change 190–1

Index 247