230 Index
performance – continued
management impact on 195–6
pay relationship 199–200
targets 172
underperforming staff 8–11,
22, 28, 180, 200, 213
permission, asking 168–9
personal contacts 57, 149, 197
personality traits
bosses 218–19
consultants 108–10
creative types 104
lawyers vs managers 97
low value/high maintenance
staff 16–17
sales staff 112, 114
personnel department
pay data 198
support and advice from 9,
206, 213, 214
termination issues 11–12
PEST(EL) factors 54
physical surroundings 87–8, 106,
211–12
pitching 148–53
‘elevator pitch’ 67, 140, 143,
152
sales staff 55, 56, 69
planning
business opportunity action
plan 47, 74–5
business plan 47, 60, 66–74,
144
strategy action plan 47, 65–6
succession planning 15–16
politeness 21, 33, 42, 116
politics 23, 178, 196–7
pollution 54
portfolio of offerings 59–60
positive thinking 39–40
power 38, 42
‘free power’ 168–9, 173
office politics 197
partners 52
PR see public relations
presentational errors 153
pricing 74
prime movers 140, 145
principles 178, 179, 219
prioritising tasks 121–2
probationary periods 11, 16
problem solving 36, 110, 214–15
problems, facing 33–4
product distribution channels
55–6, 60, 68, 69–71
products and services 135–45
professionalism 93, 94, 108
profit 49, 55, 195–6
progress reports 220
project management 100,
189–90, 214, 216
promises 21, 113, 198
promotion 18, 84, 195, 200
public relations (PR) 56–7, 69,
98, 144, 147
publicity 53, 72, 144
racial discrimination 27
racist jokes 217
recruitment 27, 84–6, 177
regulation 27, 54
reliability 115, 118
reputation 55, 158, 196
resignation 166–7, 214
respect 4, 5, 10, 186
culture of 185
leadership 33, 38, 43
office politics 196
principled behaviour 178
support staff 116
responsibility 4, 34, 42
see also delegation
retention of staff 87
revenues 48, 51, 74, 157
reviews 155
rewards 82, 84, 109, 197
see also bonuses; incentives; pay
risk 54, 64, 97, 145
Z01_PEEL3231_03_SE_EM.indd 230 20/09/2010 14:43
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