Most sales and marketing consultants subscribe to an “event” model of selling. You will find books written on single subjects such as closing the sale, referral selling, and overcoming objections. Many of these models and books are loaded against long-term success in selling professional services. Selling professional services is not an event, it is a process. Although pieces do have usefulness when placed in the context of the selling process, you may develop great skill in closing the sale and still not close many sales because you closed too soon or too late. This book, addressed to senior associates and partners of accounting, law, consulting, and other professional business services, describes selling as a process. I cover the three levels of the selling process:The development of the relationship, the buying process of the client, and the selling process of the professional. This is the process we use in The Rainmaker Academy, a leadership and business development program for professionals. It has been tested and found highly effective in hundreds of the world’s most successful firms.

At the end of the 20th century, it was thought by many that the Anglo-American system of corporate governance was performing effectively and some observers claimed to see an international trend towards convergence around this model. There can be no denying that the recent corporate governance crisis in the US has caused many to question their faith in this view. This collection of essays by the leading British and American scholars provides a comprehensive attempt to answer the following questions: firstly, What went wrong—when and why do markets misprice the value of firms, and what was wrong with the incentives set by Enron? What has been done in response, and how well will it work? This study includes essays on the Sarbanes-Oxley Act in the US, UK company law reform, and European company law and auditor liability reform, along with a consideration of corporate governance reforms in historical perspective. Three approaches emerge. The first two approaches share the premise that the system is fundamentally sound, but these approaches part ways over whether a regulatory response is required. The third view, in contrast, argues that the various scandals demonstrate fundamental weaknesses in the Anglo-American system itself, which cannot hope to be repaired by the sort of reforms that have taken place.

Barfield and Calfee clearly explain arcane issues of patent law and the tremendous effect that they can have on our economy, our technological progress, and our health. As Congress considers sweeping changes to the patent law, this book is a timely evaluation of the strengths and weaknesses of the current system and the risk of overly aggressive reform. Biotechnology and the Patent System analyzes the role of intellectual property protection in biomedical research, one of America’s leading growth industries. Barfield and Calfee explore ways in which patent law fosters future research and venture capital investment; they also evaluate whether the current system could potentially impede genomic research and the development of new treatment and diagnostic tools.

Before purchasing a study text, students are advised to contact their Tuition Provider as many include the study text with the course fees. This ICSA Study Text has been written specifically for students preparing for the ICSA Certificate in Business Practice. It is keyed closely to the syllabus and includes a range of features to encourage active learning and to apply theory to real-life business situations. The materials are structured clearly to help in planning a programme of study, and include a range of case studies and questions to help students prepare for the case study-based examinations. Key learning features: Part opening case studies, with Putting the Case questions throughout each Part Test Yourself revision questions Stop and Think scenarios Making it Work cases Worked Examples showing questions and answers Definitions in the margins to explain key terms Each Part also ends with exam-style practice questions with suggested answers provided at the end of the text.

Band 1 : Allgemeiner teil. - 2007. - 263 S.

Vol. 2. - 321 p.

The Council Directive of 21 April 2004 on takeover bids sets forth the general principles applicable to takeover bids and clarifies certain minimum rules with respect to the procedure for a takeover bid, the obligation to make a mandatory bid in the event a minimum threshold is crossed and the majority shareholder's squeeze-out right as well as the minority shareholders' sell-out right. Furthermore, the Directive defines the authority which is competent to approve offer documents and supervise takeover bids, and provides for optional restrictions on the actions of the target company's management and on defence mechanisms. This book discusses the Takeover Directive and its implementing rules in each Member State of the European Union and the European Economic Area, providing companies and their advisors with useful insight into the legal framework and principles applicable to takeover bids in the region.

It is well recognised that company law is a large and complex subject which has expanded rapidly in volume in recent years. Added to this is the continual reform to the existing law. This is partly due to the need to comply with obligations imposed on the United Kingdom from Brussels, but partly because of the increasing complexity of commercial life generally. There is no sign that the growth and reform is at an end. In addition, there are now two established series of specialist company law reports (Butterworths Company Law Cases and British Company Cases) which have obviously resulted in many more cases reaching the public domain for comment and analysis. Further, no work on Company Law can now ignore the extra-legal controls and influences on director’s conduct contained in the recent reports on corporate governance nor the proposals for reform put forward, in particular, by the Law Commission. This edition deals with the main features of both the Law Commission’s Report on Shareholder Remedies and the Law Commission’s Consultation Paper on the reform of director’s duties.

Computers and the Law provides readers with an introduction to the legal issues associated with computing - particularly in the massively networked context of the Internet. Assuming no previous knowledge of the law or any special knowledge of programming or computer science, this textbook offers undergraduates of all disciplines and professionals in the computing industry an understanding of basic legal principles and an awareness of the peculiarities associated with legal issues in cyberspace. This book introduces readers to the fundamental workings of the law in physical space and suggests the opportunity to create new types of laws with nontraditional goals.

In this book I trace the growing tension between freedom of expression and copyright law’s grant of property rights in expression. That tension cannot be eradicated: by giving authors exclusive rights, copyright both encourages the creation of new works and necessarily prevents some speakers from copying from existing expression to convey their message effectively. But while that tension is inevitable, it is not wholly irremediable. As I argue, copyright can and should be redrawn to better serve free speech goals in both traditional and digital media. I have two caveats about my project. First, due to space limitations, I focus almost entirely on the law and system of free expression in the United States. Copyright and free speech simultaneously face and embrace each other in other countries as well, and while copyright’s paradox has received first, most intensive attention in the United States, non-American scholars, lawmakers, and judges have also joined the fray, yielding much insight. I hope that my foreign colleagues will draw parallels to my exploration of the U.S. experience. Second, especially as applied to digital networks, copyright is a highly fluid area of law and policy with new, noteworthy developments taking place almost every day. Unfortunately for readers, but perhaps thankfully for tired authors, there comes a time when texts published in hard copy are put to bed and can no longer reflect ongoing developments. With isolated exceptions, this book reflects developments only through April 1, 2007. I trust that its thesis and argument will remain relevant for a good time after that, even as some of its detail is overtaken by subsequent events.

We live in an era defined by corporate greed and malfeasance—one in which unprecedented accounting frauds and failures of compliance run rampant. In order to calm investor fears, revive perceptions of legitimacy in markets, and demonstrate the resolve of state and federal regulators, a host of reforms, high-profile investigations, and symbolic prosecutions have been conducted in response. But are they enough? In this timely work, William S. Laufer argues that even with recent legal reforms, corporate criminal law continues to be ineffective. As evidence, Laufer considers the failure of courts and legislatures to fashion liability rules that fairly attribute blame for organizations. He analyzes the games that corporations play to deflect criminal responsibility. And he also demonstrates how the exchange of cooperation for prosecutorial leniency and amnesty belies true law enforcement. But none of these factors, according to Laufer, trumps the fact that there is no single constituency or interest group that strongly and consistently advocates the importance and priority of corporate criminal liability. In the absence of a new standard of corporate liability, the power of regulators to keep corporate abuses in check will remain insufficient. A necessary corrective to our current climate of graft and greed, Corporate Bodies and Guilty Minds will be essential to policymakers and legal minds alike.

Vanessa Finch provides an interesting look at corporate insolvency laws and processes. She adopts an interdisciplinary approach to place two questions at the centre of her discussion. Are current UK laws and procedures efficient, expert, accountable and fair? Are fundamentally different conceptions of insolvency law needed for it to develop in a way that serves corporate and broader social ends? Topics considered in this wide-ranging book include different ways of financing companies, causes of corporate failure and prospects for designing rescue-friendly processes. Also examined are alternative asset distribution of failed companies, allocations of insolvency risks and effects of insolvency on a company's directors and employees. Finch argues that changes of approach are needed if insolvency law is to develop with coherence and purpose. This book will appeal to academics and students at advanced undergraduate and graduate level, and to legal practitioners throughout the common law world.

Энергетические рынки нашей страны постоянно растут и совершенствуются, усложняются и развиваются договорные отношения их участников, изменяются форматы самих рынков, корректируются их функции. В то же время отчетливо прослеживается тенденция к интеграции рынка электрической и рынка тепловой энергии, которые вследствие своей общей технологической направленности нуждаются в специфическом регулировании. Отношения, складывающиеся на этих рынках, отличаются рядом экономических особенностей, обусловленных спецификой технологического функционирования производственных объектов электро- и теплоэнергетики, что предопределяет общую правовую модель регулирования этих отношений. Для студентов, аспирантов, преподавателей, научных работников.

  Текст у форматі PDF 2.66 Мб

  Текст у форматі PDF 2.24 Мб

  Текст у форматі PDF 3.39 Мб

  Текст у форматі PDF 2.71 Мб

  Текст у форматі PDF 3.57 Мб