While this book is primarily aimed at those who are involved in Knowledge Management (KM) or have recently been appointed to deliver KM in sales and marketing environments, it is also highly relevant to those engaged in the management or delivery of sales and marketing activities. This book presents models to assist the reader to understand how knowledge can be applied and reused within the sales and marketing processes, leading to an enhanced win rate.
Topics covered provide managers and practitioners with the necessary principles, approaches and tools to be able to design their approach from scratch or to be able to compare their existing practices against world class examples. Several models and methodologies are explained which can be applied or replicated in a wide variety of industries. The book also features numerous case studies which illustrate the journey that various companies are taking as they implement KM within sales and marketing.
Develops a generic model for managing knowledge in sales and marketing environmentsProvides a handbook for line managers wishing to introduce knowledge management into their sales and marketing activitiesWritten by a highly knowledgeable and well-respected practitioner in the field who is mentored by an recognised sales and marketing industry expert

The phrase lessons learned is such a common one, yet people struggle with developing effective lessons learned approaches. The Lessons Learned Handbook is written for the project manager, quality manager or senior manager trying to put in place a system for learning from experience, or looking to improve the system they have. Based on experience of successful and unsuccessful systems, the author recognises the need to convert learning into action. For this to happen, there needs to be a series of key steps, which the book guides the reader through. The book provides practical guidance to learning from experience, illustrated with case histories from the author, and from contributors from industry and the public sector.
The book is a practitioner-level guide to the design and the mechanics of lessons learned processesTakes a holistic approach, tracking lessons from identification to reapplicationMakes the case for the assignment of actions for learning"

Performance Through Learning is a practical guide to the key issues surrounding knowledge management from a human resource perspective and provides incisive insights into developing a strategy linked to organizational learning. The authors present a framework and model that practitioners within organizations can adapt to increase performance through learning using knowledge management tools. The book is divided into two parts and includes: *An overview of theory *Case studies and practitioner stories from a range of KM initiatives *Tools and techniques for implementing an effective KM strategy. Written by a respected international author team, the book provides an understanding of the theory that supports knowledge management in the current business environment. Drawing upon real-life examples across a variety of organizational settings, from large global financial and professional services firms, to multinational oil and mining companies, to a small charity in the voluntary sector

'Bottom-Line Knowledge Management' aims to educate HR practitioners in the area of knowledge management and provides a strong fit with the IHP series. An underlying assumption is that knowledge management is a key element in managing change, organizational learning, business performance and sustaining competitive advantage - which are critical and constant in today's organizations. Each chapter includes an introduction, a brief overview of theory, implementation guidelines, performance measurements and scorecards, answers to frequently asked questions, tools and techniques for effective knowledge management, and stories told by experienced practitioners in companies, government and non-governmental businesses around the globe. Each chapter ends with a brief summary and questions for a student or reader to expand their ability to apply the information from the chapter in practice. British Petroleum's experience over more than a decade of change, including its widely publicized knowledge management initiative, as well as Clarica's initiative that has led to a Most Admired Knowledge Enterprise (MAKE) award in 2001, are woven throughout the book. Discussed throughout are other short cases (2-8 pages) from around the globe. Interviews with academic and practitioner authorities in the field of knowledge management, (e.g., Hubert Saint-Onge, Verna Allee, Karl Wiig) add an understanding of the theory that supports knowledge management in the current business environment.

WINNER: CILIP's Knowledge and Information Management Award 2019 - Information Resources Print Category The way an organization manages and disseminates its knowledge is key to informed business decision-making, effectiveness and competitive edge. The Knowledge Manager's Handbook takes you step by step through the processes needed to define and embed an effective knowledge management framework within an organization. This second edition now includes clear guidance on the best practice requirements from the first ever internationally recognised standard for knowledge management, ISO 30401:2018, as well as content on the impact of AI and data analytics. Nick Milton and Patrick Lambe work through each stage of creating and implementing a knowledge management framework for an organization's specific needs, based around the four essential aspects of knowledge management: people, processes, technologies and governance. With updated international case studies from organizations of all sizes and sectors, along with user-friendly templates and checklists to help implement effective knowledge management procedures, The Knowledge Manager's Handbook is the end-to-end guide to making a sustainable change in the knowledge management culture.

WINNER: CILIP's Knowledge and Information Management Award 2019 - Information Resources Print Category The way an organization manages and disseminates its knowledge is key to informed business decision-making, effectiveness and competitive edge. The Knowledge Manager's Handbook takes you step by step through the processes needed to define and embed an effective knowledge management framework within an organization. This second edition now includes clear guidance on the best practice requirements from the first ever internationally recognised standard for knowledge management, ISO 30401:2018, as well as content on the impact of AI and data analytics. Nick Milton and Patrick Lambe work through each stage of creating and implementing a knowledge management framework for an organization's specific needs, based around the four essential aspects of knowledge management: people, processes, technologies and governance. With updated international case studies from organizations of all sizes and sectors, along with user-friendly templates and checklists to help implement effective knowledge management procedures, The Knowledge Manager's Handbook is the end-to-end guide to making a sustainable change in the knowledge management culture.