Buying and Selling Laboratory Instruments

Author: Marvin C. McMaster
Publisher: John Wiley & Sons
ISBN: 9781118031841
Format: PDF, ePub
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A time-tested, systematic approach to the buying and selling of complex research instruments Searching for the best laboratory instruments and systems can be a daunting and expensive task. A poorly selected instrument can dramatically affect results produced and indirectly affect research papers, the quality of student training, and an investigator's chances for advancement. Buying and Selling Laboratory Instruments offers the valuable insights of an analytical chemist and consultant with over four decades of experience in locating instruments based upon both need and price. It helps all decision makers find the best equipment, service, and support while avoiding the brand-loyalty bias of sales representatives so you can fully meet your laboratory's requirements. The first section of the book guides buyers through the hurdles of funding, purchasing, and acquiring best-fit instruments at the least-expensive price. It explains how to find vendors that support their customers with both knowledgeable service and application support. Also offered is guidance on adapting your existing instruments to new applications, integrating new equipment, and what to do with instruments that can no longer serve in research mode. The second section explains the sales process in detail. This is provided both as a warning against manipulative sales reps and as a guide to making the sale a win-win process for you and your vendor. It also shows you how to select a knowledgeable technical guru to help determine the exact system configuration you need and where to find the best price for it. Added bonuses are summary figures of buying sequence and sales tools and an appendix containing frequently asked questions and memory aids. Buying and Selling Laboratory Instruments is for people directly involved in selecting and buying instruments for operational laboratories, from the principle investigator to the person actually delegated with investigating and selecting the system to be acquired. Sales representatives; laboratory managers; universities; pharmaceutical, biotech, and forensic research firms; corporate laboratories; graduate and postdoctoral students; and principle investigators will not want to be without this indispensible guide.

The Sustainable Laboratory Handbook

Author: Egbert Dittrich
Publisher: John Wiley & Sons
ISBN: 3527679553
Format: PDF, Kindle
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The first comprehensive guide to modern laboratory planning in ten years to address both construction and operating aspects. Many of the 30 authors are affiliated with the European Association for Sustainable Laboratory Technologies (EGNATON), which has also endorsed this ready reference. This expert team covers the entire lifecycle of a laboratory facility, starting with the site layout and the planning of the building, followed by the planning of such areas as housing for laboratory animals, clean rooms and production facilities. The next section of the book deals with the installation of laboratory equipment, including storage and emergency facilities, while the final parts address safety and sustainability standards applicable to laboratories, as well as facility management and optimization during normal laboratory operation. The relevant norms and standards are cited throughout, and examples from recent construction sites are also presented. Hundreds of photographs and drawings, many in full color, provide visual examples of the design and building concepts. As a result, readers will learn how to construct and maintain efficient and long-serving laboratory spaces with a minimum of maintenance costs and a maximum of safety. An invaluable, practical guide for planners, builders and managers of chemical, biological and medical research laboratories of any size.

How Clients Buy

Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 111943470X
Format: PDF
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The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Consulting Start Up and Management

Author: Gail V. Barrington
Publisher: SAGE
ISBN: 1412987091
Format: PDF, Mobi
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Consulting Start-up and Management: A Guide for Evaluators and Applied Researchers addresses the unique issues faced by evaluators and applied researchers who are interested in becoming independent consultants, as well as by those who need to re-tool their professional practice. This text will be used as a supplementary text in courses in evaluation and applied research in which consulting work is addressed, in addition to its use as a professional text by current and would be practitioners.

Chemical Analysis

Author: Francis Rouessac
Publisher: John Wiley & Sons
ISBN: 1118681878
Format: PDF, ePub, Docs
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Completely revised and updated, Chemical Analysis: Second Edition is an essential introduction to a wide range of analytical techniques and instruments. Assuming little in the way of prior knowledge, this text carefully guides the reader through the more widely used and important techniques, whilst avoiding excessive technical detail. Provides a thorough introduction to a wide range of the most important and widely used instrumental techniques Maintains a careful balance between depth and breadth of coverage Includes examples, problems and their solutions Includes coverage of latest developments including supercritical fluid chromatography and capillary electrophoresis

The Everything Start Your Own Consulting Business Book

Author: Dan Ramsey
Publisher: Simon and Schuster
ISBN: 1605509914
Format: PDF, ePub, Docs
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Consultants work in all fields. They operate from offices and from home, work for investment firms and as personal trainers, or have expertise as accountants and wedding planners. The independence, flexibility, and potential income it brings make for an exciting and satisfying career. And it’s an increasingly popular one for highly skilled, motivated professionals who’ve been laid off in this unstable economy. This guide features tips and tricks to help beat the competition, including how to: Set—and keep—personal and financial goals Organize important paperwork Price and market specific services Create advertising and publicity plans Grow a business, from finding a partner to managing employees Minimize and eliminate business risks Consultants are paid well for their advice—if they know how to operate a successful business. With advice from experts in a variety of areas, this valuable guide helps you create the business of your dreams!

The Practice of Professional Consulting

Author: Edward G. Verlander
Publisher: John Wiley & Sons
ISBN: 1118283112
Format: PDF
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The Practice of Professional Coaching Change is the life-blood of consulting just as organizations endure only through successful change. The reality of this mutual need lies at the heart of what consulting is all about. Consultants solve problems created by the powerful forces of change in an organization's environment and in so doing, create change themselves. The Practice of Professional Consulting is a comprehensive examination of what has been called "the world's newest profession." In this practical resource Edward Verlander offers an overview of the industry and includes the most useful processes, tools, and skills used by successful consultants to produce solutions for their clients. The book also reveals why consulting is a growing and attractive career option. The best practices used by leading consulting firms are included in the book as well as the capabilities skillful consultant use in each stage of engagement. Verlander also recommends ways to ensure a consultant can solve a client's problems in a systematic, professional way. At the very heart of the book is the emphasis he puts on what is needed to become a truly trusted consultant. Filled with a wealth of must-have information from a wide range of consulting professionals, the book includes: a model of the consulting cycle; a diagnostic instrument for assessing consulting roles; ideas of how to develop political intelligence to navigate client organizations; tools for managing consulting meetings, risk assessment, and skills transfer; techniques in communications, emotional intelligence, presentations, and listening; and much more. Written for anyone wishing to start a consulting business, new employees at established consulting firms, facilitators of consulting training programs, and faculty at business schools, this important resource provides an easy way to understand the stages, roles, and tasks of consulting found in any type of consulting and it provides simple and easy-to-use techniques and templates for implementation.

Maximizing the Value of Consulting

Author: Jack J. Phillips
Publisher: John Wiley & Sons
ISBN: 1119123674
Format: PDF, ePub
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Provide organized, efficient, relevant consulting with lasting value Maximizing the Value of Consulting is an indispensable, practical guide for managing, measuring, and delivering the results that make internal and external consulting a lasting value to clients and the company. Sponsored by the ROI Institute and the Association of Internal Management Consultants, this book provides a roadmap to relevance for consultants operating in the increasingly fast-paced, changing, dynamic environment. Readers will learn how to use resources properly and manage the investment efficiently, while truly connecting to the business, securing appropriate levels of commitment, and providing adequate levels of support. Detailed coverage includes guidance toward calculating the value of consulting in terms that executives understand, including business impact and ROI, and using the appropriate tools to show how things are working throughout the process. Whether organizations are using internal or external consultants, or both, consultants can provide better value to the company. Consultants are needed to provide advice, support, and insight into the processes undertaken to improve the business, and integrate the input of different functional units into a more streamlined strategy. This book is designed to help consultants provide the utmost value to clients by maximizing organization, efficiency, and ultimately, ROI. Manage for value with better organization and cost control Set objectives at multiple levels to deliver useful results Measure implementation, impact, ROI, and intangibles Use final results to drive appropriate actions, creating lasting value The skyrocketing need for internal and external consultants will continue, in almost every functional area ranging from HR and technology, to auditing and risk management. Maximizing the Value of Consulting provides a manual for relevant, value-driven consulting, with world-renowned expert insight.

How to Succeed as an Independent Consultant

Author: Herman Holtz
Publisher: John Wiley & Sons
ISBN: 9780471469100
Format: PDF, ePub, Docs
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The classic guide to consulting–now updated and more comprehensive than ever! This latest edition of the independent consultant’s bible addresses all the ways the business of consulting has changed since the last edition–including new information on using the Internet for marketing and on the special concerns of internal consultants. Full of no-nonsense, step-by-step techniques for setting up your consultancy and bringing in clients, this helpful, handy guide will show you how to: Find more leads and close more deals Leverage technology to meet business needs and enhance productivity Market yourself and your services more effectively than ever–online and offline Write effective proposals that sell your ideas Make a winning impression in meetings with new clients Win over clients by knowing what to listen for when discussing potential projects Control your cash flow and spot the warning signs of trouble Excel at public speaking and give killer presentations Negotiate, set fees, and draft contracts so you come out ahead Deal successfully with the IRS Uncover new profit centers you didn’t know about

Performance Consulting

Author: Dana Gaines Robinson
Publisher: Berrett-Koehler Publishers
ISBN: 1576757773
Format: PDF, Docs
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In 1995 the first edition of Performance Consulting introduced a concept which has since become a cornerstone of the human resource, learning and organizational development fields: training and HR solutions do not take place in a vacuum but must be tied to an organization's business goals. Performance consulting is a process in which a client and consultant partner to achieve business goals by optimizing workgroup performance. In this updated edition, Dana and Jim Robinson draw on what they've learned since the first edition was published twelve years ago, providing both a robust conceptual framework and improved tools and techniques to help the reader move from the traditional role to that of a Performance Consultant. They show readers how to form partnerships with management, help to identify performance required to ensure that business goals are achieved and assist management in taking actions needed for performance to change. They also illustrate the “how-to’s” for assisting management to identify the performance required to achieve business goals; and determining the degree to which the work environment supports and encourages the performance required. Effective HR and learning consultants master both the “science” (the analytical and assessment techniques) and the “art” (the consultative and partnering practices) of performance consulting. For the science of performance consulting, dozens of analytic tools, templates and assessment techniques are provided in the book. Regarding the art, the Robinsons describe the concepts and practices of ACT—building Access, Credibility and Trust—with business managers. In addition, two brand new chapters are dedicated to the skills of reframing requests for solutions into discussion of business goals and performance requirements; and Initiating business goals discussions with business managers and identifying strategic opportunities to partner with those managers in a proactive manner. Performance Consulting Toolkit - The second edition of Performance Consulting references graphic and adaptable tools that can be downloaded to support the performance consulting work the Robinsons describe. These tools are available to purchase and download from this product page. See the Table of Contents link for the full listing of the tools. Some tools (in Adobe PDF) can be printed and shared; others (in Microsoft Word) can be adapted to your specific needs and application requirements.