Books
The Partnering Imperative Making Business Partnerships Work
The Partnering Imperative Making Business Partnerships Work
There is no shortage of strategic reasons for taking partnering seriously in today’s converging and colliding marketplace. However, there certainly is a lack of credible explanations as to why so many fail.
This book provides the ingredients for successful business partnerships. It identifies the value that effective partnerships can generate, the reasons why so many run into difficulties, and the imperatives for leaders who want to make partnering work in a globalized, digital world.
A powerful series of insights into one of the major issues of our time: how to create a partnership that generates innovation and other key advantages. Original, perceptive, wise and easy to read. –Dr Charles Hampden-Turner, Cambridge University, Judge Institute of Management Studies
Deering and Murphy have written with great clarity and insight on a difficult subject. Partnering will continue to grow in importance as firms shrink in size and look outside their boundaries for some of their critical resources. This book offers clear and practical guidelines for the manager who has to grapple with the multilevel and multicultural complexities of the partnering process. I highly recommend it. –Max Boisot, Snider Center for Entrepreneurial Research, Wharton Business School
User Ratings and Reviews
5 Stars The Partnering Imperative makes sense of Business Developmen
As a line manager responsible for a small software company’s business development activities, what I like the most about The Partnering Imperative is that it helps me decide with what potential partners I should be persistent, and where it is best to be responsive to offers but guarded with resources. Like any small company, we need to focus to be successful. The Partnering Imperative is helping me decide what large companies our small company should partner with and also helping us predict the success that our partnering efforts will have. For our small software company, our partnerships will make the difference between our being a success that people will read about or another software company that had a great product but just could not break the $50 million in sales mark.
For the large equipment vendors who have to partner to “avoid the negative” of not working with small nibble companies who can fill in gaps in functionality, there is tremendous value in this book as a guide for avoiding the pitfalls of partnership between large and small entities. These are the situations where the larger partner often tries to manage away the risks presented by the differences between it, the larger partner, and its chaotic but essential smaller partner. In these partnerships, the larger organization is busy managing formal communications processes and preparing to walk away at the slightest hint of failure. If big and small companies can be aware of these tendencies from the start, they are more likely to stick it out and reach partnering pay-off.
For smaller companies who need to partner to gain access to distribution channels and installed bases of customers, The Partnering Imperative provides a pragmatic guide to dancing with the “elephants” that small companies must work with. Smaller companies who expect their larger partners to revisit agendas to address emerging needs, will be be more successful if they are address “big partner” concerns like avoiding surprises and differences through formal communications process with lots of checks and balances.
Strategic Partnering
Small business owners and entrepreneurs learn how to tap new sources of capital, R&D assistance, marketing support, and other critical resources. Ready-to-use sample documents include a confidential disclosure agreement and a licensing agreement. Directory of US and foreign strategic partners. 15 illustrations.
User Ratings and Reviews
5 Stars Great book, covers his DEJ factor analysis
Buy any book by this author. Particularly of importance is his formula and approach called the DEJ factors, called the “Demonstrable Economic Justification” factors.
This book presents a general outline of approaching large companies with a licensing deal… for a product or business idea.
John Dunbar
5 Stars Top rated advice
I read two previous books by David Silver, WHEN THE BOTTOM DROPS and another whose name I don’t remember at this moment, and I can say that whatever A. David Silver produces is top quality information -most of it not available elsewhere, such as the 20 ways to profit from our customer list-. I am eager to read this book on Partnering.
Armando Ortega
Your friend in Chihuahua Mexico.
Guerrilla Marketing Breakthrough Strategies Triple Your Sales and Quadruple Your Business In 90 Days With Joint Venture Partnerships
How are you going to double, triple, or quadruple your sales in the next 90 days and expand your business exponentially? The secret is with joint venture partnerships. Whether it sounds daunting or oversimplified, the plain truth is, it works. You can take your business to the next level with the power of joint ventures.
And when you combine joint ventures with the speed of the internet, your business can expand exponentially. Inside Guerrilla Marketing Breakthrough Strategies, you ll discover:
-how to prepare yourself for a successful joint venture
-where to find the best joint venture partners
-what to say to clinch the deal
-where to spend the bulk of your time to ensure rapid success
-how to turn one-time joint venture deals into long term strategic alliances
and much, much more!
User Ratings and Reviews
5 Stars A Must Have for any Business Owner!
Guerrilla Marketing Breakthrough Strategies is an absolutely fantastic resource for any business! What a wealth of information the authors share!
Everything that someone needs to know about building strong business relationships is covered in this book. The authors have clearly explained the power of joint venture relationships and outlined the correct approach of the “Joint Venture Process,” giving sample letters and scripts that anyone can use.
Important overlooked elements of joint venture partnerships are covered in detail. I followed the one simple tip that was explained on p. 51 and it worked!
This book explains everything that both new and experienced business owners need to know about expanding their business, especially in these difficult financial times. This book is an absolute masterpiece!
5 Stars Review of Guerrilla Marketing
This book covers an area of business that can be responsible for very fast growth - that of joint ventures. This is a must read for both established businesses and those just starting out. It covers the pitfalls to avoid and an overview with the 7 Step Guerrilla Marketing Plan. Then it goes into the meat of exactly how to go about doing joint ventures, finding partners and even sample scripts etc. I like the detail and the fact that it is written in an easy to understand way. The actual information provided is excellent and will help anyone to take their business to the next level in the fastest time possible by leveraging the power of joint ventures.
4 Stars Terry Telford has a way with words
I finished reading this book today and liked what I read. Terry puts it into simple English. At a very basic level. The resources you get with it are worth 500 times more than the book and everyone would find something of value.
The book is a quick easy read and even if you are a newbie you can learn some stuff that will come in handy in negotiating with others in your market. Terry gives you tons of tools to help you get going. And I love the fact that he ends it with a kick in the butt for you the reader.
Guerrilla Marketing: Breakthrough Strategies: Triple Your Sales and Quadruple Your Business In 90 Days With Joint Venture Partnerships
Due Diligence for Global Deal Making The Definitive Guide to Cross Border Mergers and Acquisitions MandA Joint Ventures Financings and Strategic Alliances
During the past several years, successful companies of all sizes have initiated international transactions in record numbers. The due diligence required to effectively research, value, and complete these complex deals (mergers and acquisitions, joint ventures, strategic alliances, and private placements) has always been important. Now the type of thoughtful and careful analysis needed must take place under intense pressure because companies increasingly must compete in Internet-time. This new book is an invaluable guidebook for companies trying to capitalize on the opportunities in both developed and emerging cross-border markets. Many global transactions fail to meet the parties’ expectations, and a primary culprit is inadequate due diligence. Expanding businesses must answer difficult questions (especially if the target partner lacks a financial performance track record and significant assets), such as: Why (if at all) should we do this deal? What are the rules going in and what happens if things go wrong? Where are the tax, legal, financial, and operational traps and what are the opportunities? Noted experts discuss critical topics corporate executives—and all those involved with their company’s legal, accounting, and tax matters—need to know to successfully complete complex, global transactions.
Valuable tips and tools for business leaders: • Expert analysis, insights, and strategies from experienced practitioners and leading authorities in cross-border matters • Explanation of “The Seven Pillars” of due diligence—from corporate planning to operational, financial, legal, tax, accounting, and people/organizational considerations • Presents best practices of corporations, professionals, and investors in obtaining needed information • Valuable appendices, including due diligence forms, agreements, checklists, and model letters as ready-to-use tools
User Ratings and Reviews
5 Stars Do Better Deals by Doing Better Due Diligence
Doing mergers and acquisitons that create value for shareholders is harder than ever. It is even more difficult to do this in a multi-national environment. The compelxities of tax, accounting, securities laws and the regulatory differences add enormous complexities to the already huge challenges of just getting the stragegy right and executing it!!
This handbook, Due Dilignece for Global Deal Making, dramatically increases the odds of doing a deal better. Many experts believe that deals are made or broken in the due diligence phase. That is is where you figure out how much to pay, and the valuation is totally dependent on what you find out and what questions you ask.
This book covers it all from strategic imperative to tax rules. It also has an excellent chapter on my own area of expertise, people and organizational fit. I found the section on beginning to evaluate the fit of the corporate cultures particularly helpful. We think the success of true mergers are highly influenced by the cultural fit.
I would highly recommend this book to anyone practicing in this area, regardless of their area of expertise, as it gives them context for all of the other important, areas.
5 Stars Packed with Knowledge!
As with marriage, the success rate for global deal-making should give the wise investor pause. Most such mergers and acquisitions do not increase shareholder value. Even with the fallout from the burst bubble still landing all over the place, the juggernaut of globalization is such that international deals still manage to engender a lot of passion; it seems the grass is always greener on the other side of the border. Business leaders know that sometimes the riskiest move is the one they decide not to make, since a good strategic acquisition can ensure your company’s survival. For these reasons, interest in cross-border transactions will probably remain strong, as industries consolidate and as global economic barriers collapse. However, deals that involve foreign accounting and legal practices can be absolutely perilous without expert professional guidance. This clearly written, thorough compilation can help you avoid making a bad decision and improve your odds of success. We from getAbstract strongly recommend it to anyone involved in (or considering getting involved in) global deal making.
5 Stars A Remarkable Accomplishment
Due Diligence for Global Deal Making is one of the most enlightening and comprehensive books of its kind. Editor and contributor Arthur Rosenbloom has identified a group of thoughtful, experienced due diligence practitioners who describe the process from seven different points of view. The process is covered both from an in-bound and an out-bound standpoint. Despite the diversity of perspectives, the book maintains a consistent style and voice and refrains from undue repetition.
Each of the seven substantive chapters looks at a business using a slightly different lens: strategic, operational, financial and accounting, legal, tax, organizational and, oddly but perhaps most interestingly, the Internet. Scattered through the chapter are cautionary tales of what can go wrong in the real world if the practitioner or the client cuts corners. At the end of each chapter is a series of charts and lists which sets forth the subjects of investigation, often with indications of where to find the information or how it is important to the evaluation of the target.
For anyone who has to conduct, supervise or coordinate due diligence, this overview is remarkably helpful. For the young attorney, accountant or business strategist, Due Diligence provides a veritable Bible for his or her own due diligence. But more importantly, the book informs the reader how the information gleaned fits into the overall process.
Rosenbloom’s brief but enlightening look at the due diligence world post 9/11 is among the most compelling parts of the book. This section alone can be worth the price of the book. The possible effects of terrorism or war on a business, in concrete terms, or on the material adverse change or force majeure clauses of a contract are sobering and helpful.
Describing due diligence from seven points of view and then domestic and foreign aspects on top of that is a tall order. This informative book is a remarkable, and even entertaining accomplishment…
Nimble Collaboration Fine Tuning Your Collaboration for Lasting Success
Nimble Collaboration Fine Tuning Your Collaboration for Lasting Success
Help Your Collaboration Have Less Pain, More Gain Let’s face it, the collaboration process can be a pain in the neck. The Nimble Collaboration: Fine-Tuning Your Collaboration for Lasting Success, shows collaborations how to become leaner, more responsive, more flexible, and ultimately, more productive. In their bestselling book,Collaboration Handbook: Creating, Sustaining, and Enjoying the Journey, Michael Winer and Karen Ray describe how to form a successful collaboration. In The Nimble Collaboration, Ray guides existing partnerships into the next stage: becoming more effective. Part I presents the “”three Rs”" of nimble collaboration: results that are clearly defined, relationships that are deft, and a structure that is resilient. Readers will learn how to determine, describe, and evaluate the specific results everyone wants to achieveand keep them at the heart of each step they take. The book shows readers how to build trust, reinforce roles, and avoid turf issues and hidden agendas. It also provides ten principles of resilience that will make any collaboration more sustainable. Action steps and examples show you how to apply the “”three Rs”" Part II walks through real-life applications in two typical collaborations: service integration collaborations, and complex problem-solving collaborations. Detailed case studies demonstrate nimbleness in action and give collaborations concrete problem-solving ideas. Throughout the book are samples, examples, and how-tos based on the author’s many years of experience consulting with real people in real collaborations across the United States. A special section explains how to write the various documents that bind partners together on paper, including a memo of agreement and a formal governance agreement. Collaborations that involve government agencies, nongovernmental organizations, community-building groups, nonprofits, law enforcement, education, health, housing, arts, social services, business, foundationyou name itwill find hands-on help for making their collaboration satisfying and productive.
User Ratings and Reviews
5 Stars Nimble Collaboration is a MUST for experienced partnerships
The Nimble Collaboration is rich in observations about making your partnership, coalition or collaboration more effective and satisfying. While it’s easy to read, it is probably best for those with some experience in collaboration. One of the best guides on this subject I have read- and I have read MANY!
A Cross Cultural Reference of Business Practices in a New Korea
A Cross Cultural Reference of Business Practices in a New Korea
Korea has been going through major changes since 1992, including a civilian government, opening the financial markets, restructuring of chaebols, changing roles of women, and new relations with North Korea. There have also been cultural changes which reflect on the Korean way of doing business and of living. The knowledge and skills for coping with these changes need to be mastered by those who want to interact with Koreans. The need for interpersonal relationships and good communication should be emphasized. This is a reference to understanding changing cultures and business practices in Korea for scholars, and a comprehensive guide to Korean business practice, protocol, and communications styles for professionals.
User Ratings and Reviews
4 Stars Encounting new culture
You start the business in South Korea but you don??t know how to discuss the contract with your Korean partner? You are a foreigner working for a Korean company and don??t know how to get along with your new colleagues? Then this is a book for you. The author, Eun Young Kim, is of Korean origin recently working in a cross-cultural consulting company in Texas. Using both her domestic and international experience she is just the right persone to eximine the problems connected with cross-cultural intercourse.
The book consists of 3 main parts.
The first part introduces the country, provides basic information on Korean political and economical situation. It presents Korean culture, while paying a special attention to traditional values of Korean society, sex and family roles, food and leisure habits, and its evolution in the changing society.
The second and third parts deals essentially with doing business in Korea. What is particulary nice about this book is that it not simply depict the problem, indeed, it is full of useful tips. For example, in the chapter 6 “Working through the Korean System” the author talks about different perceptions of contract that exist in Korean and American business cultures. But she also provides the reader with advice on prevention of possible problems while discussing the terms and conditions of the agreement.
The book is well written and the organization of paper makes the reading smooth and pleasant. It can be used as a reference book for businessmen or a interesting reading for all foreigners planning to stay in the Republic of Korea.
A few generalisations and sometimes vague statements are minor shortcomings of this book. The historical part requires some basic knowledge of Korean history, so if used as a text book it would be reasonal to use additional resources.
The complete and conclusive research of a society as quickly changing as Korean is very unlikely to be ever published. However this book can be a reliable source of information and of a great help for everyone interested in encounting Korean culture.
Collaborative Advantage How Organizations Win by Working Together
Collaborative Advantage How Organizations Win by Working Together
User Ratings and Reviews
5 Stars Practical, in-depth advice for leaders and practitioners
Elizabeth Lank has achieved the difficult task of creating a book which is thorough and in-depth, yet practical, pragmatic and highly readable.
Too many books on subjects relating to collaboration fall into the trap of being overloaded with theory, or becoming aggregates of case studies which lack an analytical framework or big-picture view. This is *not* one of those books!
Elizabeth writes from her personal experience as a former CKO, and draws on her research into a diverse set of organisations which are collaborating at their boundaries. Collaborative Advantage is packed with hints, tips, checklists, debunked myths, questions, advice, guidance and examples, blockers and enablers. This is a true knowledge asset for anyone looking to turn collaborative advantage into competitive advantage.
The analysis is robust and immediately applicable; the stories and examples are memorable and the quality of the production of the book is excellent (you’ll need it in hardback, because you’ll keep picking it up!). Recommended reading for practitioners, professionals, postgraduates and business leaders.
Mastering Niche Marketing A Definitive Guide to Profiting From Ideas in a Competitive Market
Mastering Niche Marketing A Definitive Guide to Profiting From Ideas in a Competitive Market
The business world is a competitive market and big businesses make extremely large amounts of money. So how can you as an entrepreneur and small business person compete with this . . . ?
. . . with Niche Marketing of course!
As an entrepreneur and small business owner, you have the ability to find a perfect niche market that the large businesses have overlooked, don’t have time for or wouldn’t be profitable enough for them. And whether it’s a service or product, you can capitalize on areas where people are eager to buy and willing to spend whatever money is necessary to get what they want.
“Mastering Niche Marketing” is the most complete single-volume guide to developing a unique business. It includes step-by-step, easy to follow strategies and techniques that will assist in identifying an idea in demand, creating a product, and how to promote it - making money in the process! Here is a small sample of what you ll discover within the pages of this book:
Discover 2 mistakes that inexperienced individuals fail to do when attempting to choose a potentially profitable niche market. Warning: You’re doomed to fail if you do not fully grasp the explanation.
Having difficulties coming up with a niche idea? Drastically improve your brainstorming sessions with these 9 thought-provoking questions!
Determining the profitability of your niche market is crucial to the success of your business, so before you accept any financial risk with your business - learn 15 of the most common fees that new business owners tend to forget about.
Difficulties finding a profitable market? Here are 9 tested and effective business models that’ll prevent you from having to re-invent the wheel so you can start generating a passive income stream!
Discover 11 proven money-making methods that ll result in your customers gladly ‘handing over’ their money using the ‘oldest trick’ in the book. Integrate it properly within your sales process and this will be how you make the bulk of your profits.
9 highly proven techniques you can use to persuade your visitors to click through to your site, thus improving your traffic and increasing your potential for sales.
Understand this aspect about your customers and it ll result in their loyalty to you for a lifetime as they will continually purchase from you again and again.
User Ratings and Reviews
5 Stars Niche Marketing… an absolute must for success
“There is no way in the world any newbie can succeed online without choosing the right niche market and focusing on it.
This is an excellent book to help any newbies research and zero in on the perfect niche.
Side note: I love the screenshots throughout the book.”
Mike Mograbi
Internet Marketing News Watch
[...]
5 Stars A Master Resource for Niche Marketers
Every so often, a resource comes along for the internet marketer that is absolutely essential. Eric V. Van DerHope’s “Mastering Niche Marketing” is such a resource.
Whether you’re a newbie, or a seasoned internet marketer, this is a book you can’t afford to be without. With incisive analysis he cuts through all the clutter and provides clear rational steps, from the very beginning to uber advanced techniques, for mining gold from niches.
Everything from finding your perfect niche, to monetizing it in precise incremental steps, complete with diagrams, this is an outstanding achievement. I can’t recommend this book highly enough.
William T. Stillwell, MD
FACS FICS FAAOS FAANAOS FAAPGS
Orthopaedic Surgeon, President of
Dr. Bill’s Clinic (www.drbillsclinic.com)
and author of HOW TO AVOID KNEE SURGERY
5 Stars . if I got hold of “Mastering Niche Marketing” 13 months ago, I would have EASILY saved a couple of thousand dollars…
“Eric, why didn’t you release this manual 13 months ago?
Probably that’s a regret I will have all my life!
You see, over the last 13 months, I have completely concentrated my energies building niche websites.
Although It has been a delightful experience, I made a lot of mistakes and lost a lot of money and time doing the wrong things.
Only if I got hold of “Mastering Niche Marketing” 13 months ago, I would have EASILY saved a couple of thousand dollars and around 6-7 months of my time (that I think is more important than the money I wasted).
And not just that, I would have got double the results, by putting in half the effort.
When I started reviewing this manual I was really flabbergasted with the amount wisdom it contained.
This course (yeah, it is nothing short of a complete course!) contains 0% Hype, 0% Filler Content, 0% B.S, 0% “I’ve read this all before”, but 100% pure solid meaty content. I am hooked!
It is all about working smarter . . . by taking the right step in the right direction. This book will be your friend, philosopher and guide through your Niche marketing journey.”
Abhishek Agarwal
[...]
5 Stars jam packed with online marketing information
Eric,
I just wanted to let you know how impressed I was with your ebook. It is well thought out and jam packed with fantastic information on all the areas of online marketing. Very impressive!
Picking the niche that’s right for you is a very important part of building your business. The information you provide is a must for online entrepreneurs.
Colette Marshall
Marketing Director
www.WorldwideBrands.com
5 Stars It’s the BIBLE for Online Marketers!
It’s the BIBLE for Online Marketers!
This is available in both eBook and Hard Copy versions - I read the (6-Phase / 12-Chapter / 245-page) eBook.
ECONOMIC CRISIS - with our (global) economy in grave condition as I write this - and with JOB losses soaring - more and more people are searching for alternative ways to generate more reliable income sources. Add to this, the power of the INTERNET, and a potential solution emerges.
HOME BUSINESS - As a Financial Advisor, Business Consultant and Home Biz Coach - I see employees, professionals and small business owners everywhere liking the idea of running an Online business from home - IF they can get the ‘right’ education plus the necessary marketing skills.
And thus, the world of Internet Marketing tied to running a profitable Online Home Biz — enter this new book - - -
MASTERING NICHE MARKETING - this gives enormous value to the reader - both beginner and experienced. It’s release is also perfect timing, given the economy. This book truly under-promises and over-delivers. It takes you step-by-step through the whole process of developing a marketing niche. It’s the most detailed, comprehensive and exceptional guide to creating and marketing a product Online that I’ve ever seen or read - bar none. The author removes all the guesswork.
In my opinion, this book gives the reader (the potential Online business entrepreneur) a wonderful “foundation” for pursuing a successful Online business from home. There are far too many “failures” in this industry - because of not being able to ‘find’ the right niche - or because of the lack of (or poor) training — this book can change all that as I see it.
ERIC VAN DER HOPE - its author, has high credentials behind him. Perhaps more importantly, he gives a list of his mentors at the beginning, including Ted Nichols, Anthony Robbins, Joe Sugarman, Mark Joyner, (the late) Corey Rudi, Shawn Casey, Frank Kern, Mike Litman + many, many other top marketers - a formidable mastermind group.
Some observations…
NICHE MARKET - Eric defines this as “a small but potentially profitable market segment for which it is possible to design and provide a form of custom-made product or specialized service.” It involves ‘targeting a group’ using information about their specific preferences, which might be a group interested in - exotic vacations - real estate - tennis - gardening, etc.
NO BULL - he ‘tells it like it is’ in terms of becoming successful with running any Online business — that there IS a huge market out there where good profits CAN be made — but, that you’ll need MONEY to do it — that you’ll need to take ACTION — that there’s intense COMPETITION — that you’ll need to intelligently ‘identify’ your market, etc. This approach impressed me.
SPECIFICS - he goes into extraordinary detail with - “Finding the Niche” — Creating the Product” — “Developing the Offer” — “9 Effective Business Models” — “Top 10 Niche Sourcing Methods” — Case Studies — Explicit Pictures, Screenshots, Graphs, Diagrams, Charts, etc. Amazing.
VIRTUAL STOREFRONT - you’ll learn of the requirements for your Online biz (choosing Domain names, FTP accounts, Autoresponders, Merchant accounts, Hosting, Video, Audio, etc + Upselling [back-end products], Advertising, Keywords, Social Media Marketing, Testing, Traffic generation - on and on. These are only tip of the iceberg. 
BLOGGING - this is the ‘only’ part (Section 2.9) where I have a tiny disagreement with the author Since developing a BLOG (for profit) can be of tremendous value in these times (as a business by itself) - and whereas he suggests using FREE Blogging platforms (like WordPress.com and/or Blogger.com) - I (personally) strongly recommend using a platform where “you” have the full control. The Free versions give you only limited scope, and they can even be “shut down” on you. The ones where ‘you’ provide the hosting are far superior in my opinion. I’m referring to WordPress.ORG (not the “.com” Free version). WordPress.ORG - although a little more complex - when it’s tied to a good hosting service (like Hostgator.com, or those listed on Eric’s page 91) - is considered the top Blog platform by most experts I believe.
ACTION STEPS - what I really liked was the way Eric ended each Phase with a set of specific Action Steps - designed to get you “in production” ASAP.
RESOURCES - he provides SO many links to great tools / systems / websites. This only expands an already rich book on the HOW TO of Internet Marketing. It removes the confusion, the overwhelm and the technical obstacles that hinder so many people that are eager to move forward in this challenging but worthwhile and potentially lucrative industry.
All in all, a magnificant contribution to the world of Internet Marketing.
My thanks to the author for this timely masterpiece - it’s a classic.
Without question, I give this a full “5-STAR” rating.
Sincerely,
Peter Arnold, CLU, CFC / Founder
Business Achievers Academy / Canada