Consultative Budgeting : How to Get the Funds You Need from Tight-Fisted Management Book

In Consultative Budgeting, you'll learn a new way to approach decision makers at budget time - not as an earnest supplicant with hat in hand, but as a consultant, whose main strategy is showing ways to make money for the company. You'll learn how to position your budget proposal as an investment that will either produce higher income or lower costs for the company. And those phrases, "higher income"/"lower costs," are the sweetest music to the ears of top-level managers. Consultative Budgeting is by Mack Hanan, an internationally respected expert in business growth and author of more than a dozen books. In this breakthrough book, he shows you how to apply his well-known "consultative selling" technique to internal selling at budget time. If you successfully apply the principles of Consultative Budgeting, you'll no longer be pleading for dollars from the senior executives, you'll be bringing them dollars - in the form of profits to be made or costs to be lowered. And that will not only be good for the company, it'll be good for your career.

The author of the classic Consultative Selling shows how to win budget dollars by demonstrating cost or profit benefits. Here, managers will learn how to align their project with the the strategic priority; position themselves as "partners" to top management; think like money managers, not operational managers; apply the powerful format of the "Profit Improvement Proposal" to budget presentations; manage like "outsources" to reduce costs; and follow a seven-step management process to make sure operations are as successful as planned.