Written by the author of "Consultative Selling" and "Key Account Selling", this book shows managers how to: fit their project to a top strategic priority; position themselves as "partner" to top management; think like a money manager, not an operational manager; apply the author's format, the "profit improvement proposal", to their budget presentations; manage like an "outsourcer" to reduce costs; and follow a seven-step project management process to make sure their operations are as successful as they've promised.
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Hanan is the innovator of a sales strategy he calls "consultative selling," a phrase he has trademarked and the title of the book he wrote in 1970 and revised three times. The basic concept of "consultative selling" is for the salesperson to demonstrate to customers how using his or her product or service will improve business and increase profits. Hanan now applies that same idea to the process of budgeting. He shows managers how to prepare budget proposals to demonstrate to upper management that the money requested will be used either to increase company profits or to decrease overall costs. Hanan includes practical examples on packaging and presenting proposals in ways that effectively prove their value to the company. Hanan's new book should find a ready audience among the many devotees of his earlier work. David Rouse
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4.0 out of 5 stars
Intelligent and clear,
By A Customer
This review is from: Consultative Budgeting: How to Get the Funds You Need from Tight-Fisted Management (Hardcover)
Mack Hanan is one of the mose clear thinking, practical business writiers working today. About every two years or so, he writes a book for the American Management Association. Consultative Budgeting is the follow-up to his best seller Consultative Selling(tm). Personally, I find this book much more powerful and useful for marketing, because it gives you very solid approaches to getting funding for your marketing programs. Almost totally flufless, and highly quantitative and specific.
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