March 2011
Intermediate to advanced
256 pages
5h 50m
English
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Index
accelerated cost recovery system (ACRS), 73
acquisitions, integration of potential, 89–90
Adolph Coors Company, 3
after-tax cash flow, 154
Airbus, 32
Alcoa, 175
alliances, 91–94
with middle managers, 48–54, 93–94
strategies for building, 91–92
with top managers, 92
Alpha Managers, 50
Amazon.com, xv
American Airlines, 32
Anders, William, 42
applications expertise, 42–44, 55, 56, 135–138
applications smart, 56
as-if norms, 32–33
asset turnover, 157
AT&T, 31
autocrat manager type, 96
Becton Dickonson, 61–62
best practices, 111
Birkenstock, Jim, 18
Box One (top management) selling, 46–49, 65–67, 92, 114
Box Three (purchasing manager) selling, 28–29, 47, 49, 51
Box Two (middle management) selling, 48–54
adding value, 50
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