Understanding the cost of capital is vital for investor relations executives. Ways to calculate the cost of capital by project, business unit and at the corporate level are found in "The Search for Value: Measuring the Company's Cost of Capital." By Michael Erhardt, a finance professor at the University of Tennessee, the book is written for both experienced financial executives as well as for investor relations executives with a communications background. To order a copy for $35, call Harvard Business Press at 617/495-6700.
One progressive approach to managing companies is "open-book" management. In this method, employees at all levels not only are shown intimate details of corporate operating goals and results--they also are expected to understand them in the context of their individual and group responsibilities. "Creating An Open Book Organization" by Thomas McCoy tells how to create an environment in which employees are motivated to behave like business partners--willing to take risks in pursuit of organizational goals. To order for $55, call Amacom at 800/262-9699.
Most PR people are familiar with relationship marketing. The importance of creating and building relationships also is vital for the sales process--especially for "big" sales, explains John Crosby in "Managing the Big Sale: A Relational Approach to Marketing Strategies, Tactics and Selling." The book covers strategic marketing, target account identification, customer service and communication strategies, among many other topics. To order for $37.95, call the American Marketing Association at 800/262-1150.