Advertisement
Add Value to a Business: A Practical Guide to Growth and Success
Author: Dr. Eleanor Vance, PhD in Business Administration, MBA, Certified Management Consultant
Publisher: Strategic Growth Publishers, a leading publisher of business management and strategy guides.
Editor: Ms. Amelia Hernandez, Experienced Business Editor with 15+ years in publishing and a focus on entrepreneurial strategies.
Introduction:
In today's competitive business landscape, simply existing isn't enough. To thrive, businesses must constantly strive to add value to a business. This isn't just about increasing profits; it's about creating a sustainable model that benefits all stakeholders – employees, customers, investors, and the community. This narrative explores various strategies, drawing on personal anecdotes and real-world case studies to illustrate how businesses of all sizes can significantly improve their value proposition.
H1: Understanding Value Creation: Beyond the Bottom Line
Adding value to a business goes far beyond simply maximizing shareholder returns. It encompasses a holistic approach that considers the long-term health and sustainability of the enterprise. During my consulting work with a struggling bakery in rural Vermont, I witnessed firsthand the transformative power of a focused value-creation strategy. The bakery, "The Daily Bread," was losing customers to larger chains. By shifting their focus to locally sourced ingredients, creating unique artisan breads, and fostering a strong community connection through workshops and events, they significantly increased their brand loyalty and profitability. This demonstrates how adding value to a business isn't solely about financial gains but also about building a strong brand reputation and community engagement.
H2: Case Study 1: Improving Operational Efficiency
A major manufacturing client, "Precision Parts Inc.", was facing rising costs and declining efficiency. Through a comprehensive process improvement initiative, we implemented lean manufacturing principles, reducing waste and streamlining production. This directly led to a 15% reduction in production costs and a 20% increase in output. This highlights how improving operational efficiency is a crucial aspect of adding value to a business. By optimizing processes and reducing waste, businesses can unlock significant cost savings and improve their bottom line.
H3: Case Study 2: Investing in Human Capital
Another successful example of adding value to a business involves strategic investment in human capital. A tech startup, "Innovate Solutions," prioritized employee development and training. They implemented mentorship programs, provided access to advanced training courses, and fostered a collaborative work environment. This led to increased employee retention, improved productivity, and a higher level of innovation. This case demonstrates how investing in employees isn't just a cost; it's a strategic investment that yields substantial returns.
H4: Adding Value Through Innovation and Technology
In today's rapidly evolving market, incorporating innovation and technology is crucial for adding value to a business. I remember working with a small bookstore that was facing stiff competition from online retailers. By implementing an online store and integrating social media marketing, they significantly expanded their customer base and increased sales. The adoption of technology not only expanded their reach but also enhanced customer experience through personalized recommendations and online ordering convenience.
H5: Building a Strong Brand and Customer Loyalty
A key aspect of adding value to a business is building a strong brand and fostering customer loyalty. Companies with strong brands command premium prices and enjoy greater resilience during economic downturns. My personal experience running a small consulting firm taught me the value of consistently exceeding client expectations. Delivering high-quality services and building strong relationships with clients fosters loyalty and leads to repeat business and referrals.
H6: The Importance of Sustainability and Social Responsibility
Increasingly, consumers and investors are prioritizing businesses that demonstrate a commitment to sustainability and social responsibility. Incorporating environmentally friendly practices and supporting social causes can significantly enhance a company's reputation and attract socially conscious customers and investors. This is a powerful way to add value to a business in the long term.
H7: Measuring the Value Added: KPIs and Metrics
It's crucial to track and measure the impact of value-creation initiatives. Key performance indicators (KPIs) such as customer satisfaction scores, employee retention rates, and return on investment (ROI) can help assess the effectiveness of different strategies. Regular monitoring and analysis of these metrics allow businesses to adapt their strategies and maximize their impact on adding value to a business.
Conclusion:
Adding value to a business is a multifaceted and ongoing process that requires a holistic approach. By focusing on operational efficiency, human capital development, innovation, brand building, and sustainability, businesses can achieve long-term growth and success. Remember that the ultimate goal isn't simply to increase profits, but to create a sustainable and thriving enterprise that benefits all stakeholders.
FAQs:
1. What are the key metrics to track value creation? Key Performance Indicators (KPIs) such as customer satisfaction, employee retention, profit margins, and return on investment are crucial.
2. How can small businesses add value? Focus on niche markets, exceptional customer service, and leveraging digital marketing.
3. What is the role of innovation in value creation? Innovation leads to new products, services, and processes, increasing efficiency and market share.
4. How can a company measure its social impact? Through surveys, audits, and reporting on environmental and social initiatives.
5. What is the importance of employee engagement in value creation? Engaged employees are more productive, innovative, and loyal.
6. How can technology help add value? Through automation, data analysis, and improved customer experience.
7. What are the risks associated with not adding value? Loss of market share, decreased profitability, and potential business failure.
8. How can a company build a strong brand? Through consistent messaging, high-quality products/services, and excellent customer service.
9. What is the role of sustainability in value creation? Sustainability attracts environmentally conscious consumers and investors, enhancing brand reputation.
Related Articles:
1. Lean Manufacturing and its Impact on Business Value: Explores how lean principles optimize processes and boost profitability.
2. The Power of Employee Engagement: A Value Creation Strategy: Discusses how engaged employees contribute to business growth.
3. Building a Strong Brand: A Guide to Value Creation: Details strategies for creating a powerful and recognizable brand.
4. Measuring Business Value: Key Performance Indicators (KPIs): Explains how to track and measure the success of value-creation initiatives.
5. The Role of Technology in Modern Business Value Creation: Examines how technology drives innovation and efficiency.
6. Sustainable Business Practices: A Path to Enhanced Value: Discusses the benefits of environmentally and socially responsible business practices.
7. Innovation and its Impact on Business Growth and Value: Explores various innovation strategies for adding value to a business.
8. Customer Relationship Management (CRM) and Value Creation: Explains how CRM systems improve customer relationships and drive sales.
9. Strategic Planning for Value Creation in the Digital Age: Provides a framework for strategic planning in a rapidly changing business environment.
| add value to a business: Shared Services Donniel S. Schulman, Martin J. Harmer, John R. Dunleavy, James S. Lusk, 1999-03-08 One of the ways companies are looking for competitive advantage in this frenetic [business] environment . . . is through the use of a tactical technique called shared services. . . . In this book, we bridge [the] chasm between the theory of how a shared services operation 'ought to' work and the practical issues involved in how to make it work, how to carry out a successful implementation of a shared service operation in your business.-from the Preface. Gaining competitive advantage in today's fierce business environment requires focus throughout the company on value, as measured by quality, cost, speed, and service. In the quest for superior performance, a growing number of companies are now turning to shared services, a tactical technique by which corporations can organize financial and other transaction-oriented activities to reduce costs and provide better service to business unit partners. Written by four authorities, three PricewaterhouseCoopers consultants and the executive who has directed the shared service efforts at Lucent Technologies, this comprehensive resource-the first of its kind-examines shared services from the macro issues that compel senior management to embrace this approach through the design and implementation of a shared services environment that leads to increased customer and shareholder value. Of all the tools available for gaining competitive advantage, why shared services? One of the principal reasons is that it creates, through consolidation of often disparate activities, more of a one company feel among business units. The benefits of this are twofold: one, it enables companies to show a consistent face to clients and customers, vendors and suppliers, shareholders and potential shareholders; two, it provides increased flexibility to all of the business' operations, allowing corporate leaders to maintain a global perspective while at the same time allowing business unit leaders to take strong, customer-focused actions. Providing both a domestic and global view, Shared Services addresses the full spectrum of issues, including: * Assessing whether shared services is right for you-issues to consider, goals to be reached. * Getting started-building support, establishing an effective organization, instituting continuous communication. * Setting up the infrastructure-billing shared services to business units, dealing with tax and legal entity issues. * International challenges-complexity, time zone, legal issues, currency stability, and security. * Program and project management-structures, planning, execution, and control. A groundbreaking book that examines a timely and important topic, Shared Services is an accessible and thorough guide to what could be a critical component in achieving long-term business success. This comprehensive resource is the first to introduce, explain, and explore shared services, an innovative business strategy that involves centralizing various business units, including accounting and transactional operations, to reduce costs and increase customer satisfaction. Presenting a practical and easy-to-follow blueprint for the smooth and sound implementation of shared services in your organization, Shared Services: Adding Value to the Business Units covers all the fundamentals, from how to get started to proper management techniques. |
| add value to a business: Built to Sell John Warrillow, 2012-12-24 Run your company. Don’t let it run you. Most business owners started their company because they wanted more freedom—to work on their own schedules, make the kind of money they deserve, and eventually retire on the fruits of their labor. Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement. Without them, their company—no matter how big or profitable—is essentially worthless. But the good news is that entrepreneurs can take specific steps—no matter what stage a business is in—to create a valuable, sellable company. Warrillow shows exactly what it takes to create a solid business that can thrive long into the future. |
| add value to a business: Inbound Selling Brian Signorelli, 2018-04-16 Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer. |
| add value to a business: Know and Grow the Value of Your Business Tim McDaniel, 2013-02-26 A woman looking to retire said to author and valuation expert Tim McDaniel, “I need to sell my business for $2.5 million to support my country club lifestyle.” The reality was that her business was worth $750,000. How could she have been so wrong? As McDaniel—a veteran of over 2,000 valuation engagements and dozens of M&A deals—knows all too well, most owners work in their businesses and not on their businesses. He has seen the look of surprise on client faces far too often: “It’s only worth that much?!” In the rush of day-to-day work and decisions, business owners sometimes forget that their business is an investment—and something they need to watch, nurture, and care for just as they would a valuable antique vase or painting. Know and Grow the Value of Your Business: An Owner's Guide to Retiring Rich shows readers how to develop the “investment mindset,” value the business, bolster that value and maximize the return on their investment, and, finally, exit the business either through a sale to outside parties or by passing it on to family or other business insiders. This information couldn’t be more important: Typically, 60–80% of a business owner’s wealth is tied up in the value of the business. This is their most important asset, but they usually guess at its value and have no concrete plan to increase it. That’s why this book shows: The importance of treating your ownership interest in a business as something deserving near-daily attention. How a company is valued, and how others outside the business view that value. Steps you can take immediately to increase the value of your business. The different kinds of potential buyers and what attracts them. How to remove yourself from the day-to-day work of the business to plan for a brighter future. How to exit the business on your terms. In short, this book helps business owners get the most for their business when they decide it’s time to move on. What you’ll learn The importance of treating your ownership interest in a business the same way you would treat the shares in your stock portfolio: “Like an Investment.” How a company is valued, using terms that business owners can understand. The ways you can increase the value of your business and how an outside buyer will view your company. Existing exit strategies, and the advantages and disadvantages of each. Why timing might be the most critical component of your exit strategy. How to begin the succession planning process and knowing the critical components of a good succession plan. Who this book is for Those with businesses with revenues up to about $30 million—90 percent of all business owners in the U.S., according to the United States Census Bureau. This amounts to over 12 million businesses in the United States alone. The principles the book espouses will be just as valid in countries besides the U.S. except for the tax advice author Tim McDaniel offers. Table of Contents Country Club Lifestyle The Investment Mindset Valuation Fundamentals Valuation Approaches Growing Your Value Selling Your Business The Hardest Step: Succession Planning Know Your Exit Options Know your Exit Strategy Time for Action Epilogue IRS Revenue Ruling 59-60 Sample Engagement Letter Sample Due Diligence Request Sample Family Business Creed AICPA Statement on Standards for Valuation Services No. 1 |
| add value to a business: Business Model Shifts Patrick van der Pijl, Justin Lokitz, Roland Wijnen, 2020-11-18 Shift your business model and transform your organization in the face of disruption Business Model Shifts is co-authored by Patrick van Der Pijl, producer of the global bestseller Business Model Generation, and offers a groundbreaking look at the challenging times in which we live, and the real-world solutions needed to conquer the obstacles organizations must now face. Business Model Shifts is a visually stunning guide that examines six fundamental disruptions happening now and spotlights the opportunities that they present: The Services Shift: the move from products to services The Stakeholder Shift: the move from an exclusive shareholder orientation to creating value for all stakeholders, including employees and society The Digital Shift: the move from traditional business operations to 24/7 connection to customers and their needs The Platform Shift: the move from trying to serve everyone, to connecting people who can exchange value on a proprietary platform The Exponential Shift: the move from seeking incremental growth to an exponential mindset that seeks 10x growth The Circular Shift: the move from take-make-dispose towards restorative, regenerative, and circular value creation Filled with case studies, stories, and in-depth analysis based on the work of hundreds of the world’s largest and most intriguing organizations, Business Model Shifts details how these organizations created their own business model shifts in order to create more customer value, and ultimately, a stronger, more competitive business. Whether you’re looking for ways to redesign your business due to the latest needs of the marketplace, launching a new product or service, or simply creating more lasting value for your customers, Business Model Shifts is the essential book that will change the way you think about your business and its future. |
| add value to a business: ADDED VALUE: THE LIFE STORIES OF INDIAN BUSINESS LEADERS Peter Church, 2010-12-01 Peter Church OAM (Medal of the Order of Australia) holds a Bachelor of Commerce degree from the University of New South Wales, a Bachelor of Laws degree from the University of Sydney and a Master’s of Law degree from the University of London. He has spent almost all his career working and living in the Asian region as an international lawyer and corporate adviser. He is the founder and chairman of AFG Venture Group (www.afgventuregroup.com), a corporate advisory firm with operations in Australia, South-East Asia and India and is Special Counsel to Blake Dawson (www. blakedawson. com), a leading Australian law firm with activities in a number of Asian jurisdictions. He was awarded the OAM in 1994 for his services towards the promotion of Australian business in South-East Asia. |
| add value to a business: The Art of Business Value Mark Schwartz, 2016-04-07 Do you really understand what business value is? Information technology can and should deliver business value. But the Agile literature has paid scant attention to what business value means—and how to know whether or not you are delivering it. This problem becomes ever more critical as you push value delivery toward autonomous teams and away from requirements “tossed over the wall” by business stakeholders. An empowered team needs to understand its goal! Playful and thought-provoking, The Art of Business Value explores what business value means, why it matters, and how it should affect your software development and delivery practices. More than any other IT delivery approach, DevOps (and Agile thinking in general) makes business value a central concern. This book examines the role of business value in software and makes a compelling case for why a clear understanding of business value will change the way you deliver software. This book will make you think deeply about not only what it means to deliver value but also the relationship of the IT organization to the rest of the enterprise. It will give you the language to discuss value with the business, methods to cut through bureaucracy, and strategies for incorporating Agile teams and culture into the enterprise. Most of all, this book will startle you into new ways of thinking about the cutting-edge of Agile practice and where it may lead. |
| add value to a business: Value First then Price Andreas Hinterhuber, Todd C. Snelgrove, 2016-10-04 Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice. |
| add value to a business: The Edge: 50 Tips from Brands that Lead Allen P. Adamson, 2013-01-08 Explains how top brands have maintained a competitive edge, how rapid Internet-based networks are challenging the control of brand reputation, and how companies can safeguard marketing messages for maximum clarity, focus, and profit. |
| add value to a business: The Art of Selling Your Business John Warrillow, 2021-01-12 Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confusing, and one wrong step can easily cost you dearly. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top is the last in a trilogy of books by author John Warrillow on building value. The first, Built to Sell, encouraged small business owners to begin thinking about their business as more than just a job. The Automatic Customer tagged recurring revenue as the core element in a valuable company and provided a blueprint for transforming almost any business into one with an ongoing annuity stream. Warrillow completes the set with The Art of Selling Your Business. This essential guide to monetizing a business is based on interviews the author conducted on his podcast, Built to Sell Radio, with hundreds of successfully cashed-out founders. What's the secret for harvesting the value you've created when it's time to sell? The Art of Selling Your Business answers important questions facing any founder, including— • What's your business worth? • When's the best time to sell? • How do you create a bidding war? • How can you position your company to maximize its attractiveness? • Who will pay the most for your business? • What’s the secret for punching above your weight in a negotiation to sell your company? The Art of Selling Your Business provides a sleeves-rolled-up action plan for selling your business at a premium by an author with consummate credibility. |
| add value to a business: In Search of Business Value Robert L. McDowell, William L. Simon, 2004 Offers a practical, close-up examination of how a manager or executive can best determine whether a new technology expenditure is justified by a business need. - cover. |
| add value to a business: Water Stewardship and Business Value William Sarni, David Grant, 2018-04-09 The tangible value of increased water efficiency, reuse and recycling and improved social license to operate are moving more companies to adopt water stewardship strategies. This book frames an expanded strategy for water stewardship and business value creation, including brand value, that benefits a range of stakeholders including consumers, customers, investors and employees. The book shows that until recently the linkage between full business value and water stewardship has been missing from the corporate agenda. This linkage and value creation from a leading water strategy is increasingly important to socially responsible investors and aspirationals who value companies that have a social mission or focus to their overall business strategy. In general the largest portion of a company’s market capitalization is intangible value and understanding how a water strategy contributes to this intangible value is essential. The authors include cases studies and a framework or path forward to guide companies as they seek to build leading water strategy that goes beyond water stewardship to drive full business value from this investment. The book establishes the linkages and value from an integrated water and business strategy and an approach for companies to follow. |
| add value to a business: Value Creation Gautam Mahajan, 2016-06-20 This book is about giving the CEO what he wants to know about Value creation and success. |
| add value to a business: Create Value As a Finance Business Partner Anders Liu-Lindberg, Henriette Fynsk, 2018-11-25 |
| add value to a business: QuickValue: Discover Your Value and Empower Your Business in Three Easy Steps Reed Phillips, 2021-11-30 Gain the competitive edge by conducting a valuation of your company every year―quickly, accurately, and inexpensively Business leaders who know their company’s value at any given moment are more likely to seize the competitive edge―especially these days, when adding digital capabilities can dramatically affect value. But most businesses drop the ball because traditional valuation is complex, time-consuming, and expensive. Not anymore. Reed Phillips, Chairman of Oaklins International, one of the world’s largest mid-market M&A firms, lays out a straightforward method for gaining a clear understanding of your company’s current value in a fraction of the time and at a fraction of the cost of traditional methods. He walks you through three easy steps: Identify the key value drivers behind the company’s value and rate them to develop a Value Driver Score. Perform a careful examination of comparable businesses, including their market-rate multiples for revenue and EBITDA. Put the results together to determine the value of the business. QuickValue provides a clear, reliable way to determine your business’s value in real time―transforming valuation from a reactive, defensive burden into an active, indispensable part of daily operations. Whether you’re an entrepreneur, owner, executive, consultant, accountant, or M&A advisor, QuickValue provides the method you need to know the value of any company at any time. |
| add value to a business: Value Merchants James C. Anderson, Nirmalya Kumar, James A. Narus, 2007-11-07 Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to win a deal that he would have closed anyway at the higher price. Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers—as well as your customers. |
| add value to a business: Fit for Growth Vinay Couto, John Plansky, Deniz Caglar, 2017-01-10 A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States |
| add value to a business: Creating Value Through Technology Andrew Hampshire, 2020-11-12 Business leaders are often too busy to familiarise themselves with the benefits and risks of technical undertakings such as new IT plans or changing digital platforms. Yet, if managed effectively, such initiatives can result in huge returns. Creating Value Through Technology provides CEOs, business owners and directors with a clear and accessible guide to the most prominent and profitable technologies that are available, allowing them to confidently implement and sustain new tech strategies. Different elements of the value chain can be supported and enhanced by different technologies – so it's important to understand how investments in tech can drive revenue growth, profitability and the valuation of a business. In this informative yet approachable book, Andrew Hampshire draws upon years of experience and an array of case studies to assess the potentiality and feasibility of different technologies in creating value based on a business's overall strategy. Andrew's book is centred around the basic levers of shareholder value creation: revenue growth, earnings growth and cash generation alongside the multiples used to value businesses. The book applies this framework to existing and burgeoning technologies, exploring where they can be best implemented and sustained to encourage growth. With Creating Value Through Technology, business leaders will discover a newfound confidence in incorporating technological strategies that will revolutionise their business for the digital age. |
| add value to a business: Transfer Pricing in International Business Geoff Turner, 2013-03-15 For centuries, trade has endured stumbling blocks, mistakes, and moments of inspiration. It has contributed to the modern, globalized world in which we live, and the increasing economic, social, and political importance of trade has spawned a phenomenon called the multinational organization. However, these organizations have a national home to where profits will ultimately have to come, and in their effort to maximize the amount repatriated, they often engage in internal-pricing practices, known more commonly as transfer pricing This book reminds us all of the important issues of transfer pricing, and how easy it is to create friction between all of the interested parties. This book also goes on to provide an insight into how such conflicts can be assuaged or avoided altogether, and explains how transfer pricing may become a managerial tool by establishing a common language that may be used as one driver for creating added value throughout the organization. Transfer pricing is not simply about maximizing income. It is a much more important strategic management issue that, treated unwisely or with ignorance, is likely to lead to an incongruity in the added value of an organization’s products and services as well as its crucial return on capital employed. |
| add value to a business: How to Write a Great Business Plan William A. Sahlman, 2008-03-01 Judging by all the hoopla surrounding business plans, you'd think the only things standing between would-be entrepreneurs and spectacular success are glossy five-color charts, bundles of meticulous-looking spreadsheets, and decades of month-by-month financial projections. Yet nothing could be further from the truth. In fact, often the more elaborately crafted a business plan, the more likely the venture is to flop. Why? Most plans waste too much ink on numbers and devote too little to information that really matters to investors. The result? Investors discount them. In How to Write a Great Business Plan, William A. Sahlman shows how to avoid this all-too-common mistake by ensuring that your plan assesses the factors critical to every new venture: The people—the individuals launching and leading the venture and outside parties providing key services or important resources The opportunity—what the business will sell and to whom, and whether the venture can grow and how fast The context—the regulatory environment, interest rates, demographic trends, and other forces shaping the venture's fate Risk and reward—what can go wrong and right, and how the entrepreneurial team will respond Timely in this age of innovation, How to Write a Great Business Plan helps you give your new venture the best possible chances for success. |
| add value to a business: Value Creation Ashu Bhatia, 2012-05-01 An international IT consultant offers a vital new way to think about information technology and the future of your business. Our world is driven by ever-changing technologies. With greater globalization, dependence on foreign labor, and physical separation of various functions, businesses of all sizes are increasingly reliant on their IT departments. So why are so many companies still reluctant to invest in IT? The problem lies in perceived business value—something author Ashu Bhatia wishes to change. In Value Creation, Bhatia shares his world-renowned expertise on the subject, demonstrating how IT is at the center of modern enterprise. Only by promoting IT will a company truly be able to succeed, and Bhatia will show you why and how. |
| add value to a business: Becoming a Trusted Business Advisor William Reeb, Dominic Cingoranelli, 2016-11-07 Being your clients’ Most Trusted Business Advisor is not about selling and making pitches. It’s really about showing an interest in your clients, asking the kind of questions that will help you learn what is important to them, and then listening. Based on the AICPA’s successful Trusted Business Advisor Program and intended for CPAs who want to take their consulting practice to the next level, this workbook provides approaches to help you do just that. By the time you finish working through the book’s helpful forms and exercises you will be better able to: have critical conversations with your clients ask the right questions effectively be a better listener easily identify services that will add value to your clients’ organizations avoid administrative pitfalls throughout the process effectively market your services, and profitably grow your practice Find out how to uncover critical client needs in ten minutes or less, how to help your clients prioritize their wish lists, and how to help them quantify the value of addressing each of the issues that keep them awake at night! |
| add value to a business: The Business Value of Computers Paul A. Strassmann, 1990 The book addresses the practical needs of executives responsible for planning, budgeting & justifying information technology expenditures. Written by the former chief information executive (1956-1978) & vice president of strategic planning (1978-1985), author of the widely acclaimed & translated INFORMATION PAYOFF - THE TRANSFORMATION OF WORK IN THE ELECTRONIC AGE (Free Press, 1985), lecturer & university professor. Reviews: A New Bible for Management Information Systems. An eminently readable book made more so by a playful sense of humor -Information Week-; Strips away obfuscation that has concealed the real value of computers. (The Financial Post); A true path to the Holy Grail of business value. (Computer Weekly); Some surprising answers to familiar questions cast new light on investing profitably in computer hardware & software. (The Conference Board); All those either transfixed or baffled by the powers & potential of computers would do well to heed Strassmann's advice. (Daily Telegraph); Measuring managerial productivity is the key to knowing how to invest in information technology. Strassmann's new book sets out the results of his research in detail. His argument comes through clearly. (The Financial Times). |
| add value to a business: Redefining Global Strategy Pankaj Ghemawat, 2007-09-27 Why do so many global strategies fail—despite companies’ powerful brands and other border-crossing advantages? Seduced by market size, the illusion of a borderless, “flat” world, and the allure of similarities, firms launch one-size-fits-all strategies. But cross-border differences are larger than we often assume, explains Pankaj Ghemawat in Redefining Global Strategy. Most economic activity—including direct investment, tourism, and communication—happens locally, not internationally. In this “semiglobalized” world, one-size-fits-all strategies don’t stand a chance. Companies must instead reckon with cross-border differences. Ghemawat shows you how—by providing tools for: · Assessing the cultural, administrative, geographic, and economic differences between countries at the industry level and deciding which ones merit attention. · Tracking the implications of particular border-crossing moves for your company’s ability to create value. · Creating superior performance with strategies optimized for adaptation (adjusting to differences), aggregation (overcoming differences), and arbitrage (exploiting differences), and for compound objectives. In-depth examples reveal how companies such as Cemex, Toyota, Procter & Gamble, Tata Consultancy Services, IBM, and GE Healthcare have adroitly managed cross-border differences—as well as how other well-known companies have failed at this challenge. Crucial for any business competing across borders, this book will transform the way you approach global strategy. |
| add value to a business: Co-Opetition Adam M. Brandenburger, Barry J. Nalebuff, 2011-07-13 Now available in paperback, with an all new Reader's guide, The New York Times and Business Week bestseller Co-opetition revolutionized the game of business. With over 40,000 copies sold and now in its 9th printing, Co-opetition is a business strategy that goes beyond the old rules of competition and cooperation to combine the advantages of both. Co-opetition is a pioneering, high profit means of leveraging business relationships. Intel, Nintendo, American Express, NutraSweet, American Airlines, and dozens of other companies have been using the strategies of co-opetition to change the game of business to their benefit. Formulating strategies based on game theory, authors Brandenburger and Nalebuff created a book that's insightful and instructive for managers eager to move their companies into a new mind set. |
| add value to a business: Better, Simpler Strategy Felix Oberholzer-Gee, 2021-04-20 Named one of the best strategy books of 2021 by strategy+business Get to better, more effective strategy. In nearly every business segment and corner of the world economy, the most successful companies dramatically outperform their rivals. What is their secret? In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee shows how these companies achieve more by doing less. At a time when rapid technological change and global competition conspire to upend traditional ways of doing business, these companies pursue radically simplified strategies. At a time when many managers struggle not to drown in vast seas of projects and initiatives, these businesses follow simple rules that help them select the few ideas that truly make a difference. Better, Simpler Strategy provides readers with a simple tool, the value stick, which every organization can use to make its strategy more effective and easier to execute. Based on proven financial mechanics, the value stick helps executives decide where to focus their attention and how to deepen the competitive advantage of their business. How does the value stick work? It provides a way of measuring the two fundamental forces that lead to value creation and increased financial success—the customer's willingness-to-pay and the employee's willingness-to-sell their services to the business. Companies that win, Oberholzer-Gee shows, create value for customers by raising their willingness-to-pay, and they provide value for talent by lowering their willingness-to-sell. The approach, proven in practice, is entirely data driven and uniquely suited to be cascaded throughout the organization. With many useful visuals and examples across industries and geographies, Better, Simpler Strategy explains how these two key measures enable firms to gauge and improve their strategies and operations. Based on the author's sought-after strategy course, this book is your must-have guide for making better strategic decisions. |
| add value to a business: Benefits Management John Ward, Elizabeth Daniel, 2006 This book considers the topic of achieving value from IT from both theoretical and practical perspectives. It is based on extensive research which produced a comprehensive understanding and analysis of the issues involved and innovative new approaches that addressed those issues plus considerable practical application, in a wide range of organisations of the ideas, processes, tools and techniques that were developed. The book describes how IS/IT investments can be aligned accurately with organisational strategy and how the approach and 'tool-kit' can be used by business managers and IS/IT spec. |
| add value to a business: Million Dollar Habits Brian Tracy, 2017-09-12 95% of what people think, feel and do, is determined by habits. Habits are ingrained but not unchangeable—new, positive habits can be learned to replace worn-out, ineffective practices with optimal behaviors that can cause dramatic, immediate benefits to the bottom line. In Million Dollar Habits, Tracy teaches readers how to develop the habits of successful men and women so they too can think more effectively, make better decisions, and ultimately double or triple their income. Readers will learn how to organize their finances, increase health and vitality, sustain loving relationships, build financial independence, and take a leadership role to turn visions into reality. |
| add value to a business: How to Sell Anything to Anybody Joe Girard, 2006-02-07 Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market. |
| add value to a business: Narrative and Numbers Aswath Damodaran, 2017-01-10 How can a company that has never turned a profit have a multibillion dollar valuation? Why do some start-ups attract large investments while others do not? Aswath Damodaran, finance professor and experienced investor, argues that the power of story drives corporate value, adding substance to numbers and persuading even cautious investors to take risks. In business, there are the storytellers who spin compelling narratives and the number-crunchers who construct meaningful models and accounts. Both are essential to success, but only by combining the two, Damodaran argues, can a business deliver and sustain value. Through a range of case studies, Narrative and Numbers describes how storytellers can better incorporate and narrate numbers and how number-crunchers can calculate more imaginative models that withstand scrutiny. Damodaran considers Uber's debut and how narrative is key to understanding different valuations. He investigates why Twitter and Facebook were valued in the billions of dollars at their public offerings, and why one (Twitter) has stagnated while the other (Facebook) has grown. Damodaran also looks at more established business models such as Apple and Amazon to demonstrate how a company's history can both enrich and constrain its narrative. And through Vale, a global Brazil-based mining company, he shows the influence of external narrative, and how country, commodity, and currency can shape a company's story. Narrative and Numbers reveals the benefits, challenges, and pitfalls of weaving narratives around numbers and how one can best test a story's plausibility. |
| add value to a business: Value Proposition Design Alexander Osterwalder, Yves Pigneur, Gregory Bernarda, Alan Smith, 2015-01-28 The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models. |
| add value to a business: Profit Driven Business Analytics Wouter Verbeke, Bart Baesens, Cristian Bravo, 2017-10-09 Maximize profit and optimize decisions with advanced business analytics Profit-Driven Business Analytics provides actionable guidance on optimizing the use of data to add value and drive better business. Combining theoretical and technical insights into daily operations and long-term strategy, this book acts as a development manual for practitioners seeking to conceive, develop, and manage advanced analytical models. Detailed discussion delves into the wide range of analytical approaches and modeling techniques that can help maximize business payoff, and the author team draws upon their recent research to share deep insight about optimal strategy. Real-life case studies and examples illustrate these techniques at work, and provide clear guidance for implementation in your own organization. From step-by-step instruction on data handling, to analytical fine-tuning, to evaluating results, this guide provides invaluable guidance for practitioners seeking to reap the advantages of true business analytics. Despite widespread discussion surrounding the value of data in decision making, few businesses have adopted advanced analytic techniques in any meaningful way. This book shows you how to delve deeper into the data and discover what it can do for your business. Reinforce basic analytics to maximize profits Adopt the tools and techniques of successful integration Implement more advanced analytics with a value-centric approach Fine-tune analytical information to optimize business decisions Both data stored and streamed has been increasing at an exponential rate, and failing to use it to the fullest advantage equates to leaving money on the table. From bolstering current efforts to implementing a full-scale analytics initiative, the vast majority of businesses will see greater profit by applying advanced methods. Profit-Driven Business Analytics provides a practical guidebook and reference for adopting real business analytics techniques. |
| add value to a business: How to Start a Business Analyst Career Laura Brandenburg, 2015-01-02 You may be wondering if business analysis is the right career choice, debating if you have what it takes to be successful as a business analyst, or looking for tips to maximize your business analysis opportunities. With the average salary for a business analyst in the United States reaching above $90,000 per year, more talented, experienced professionals are pursuing business analysis careers than ever before. But the path is not clear cut. No degree will guarantee you will start in a business analyst role. What's more, few junior-level business analyst jobs exist. Yet every year professionals with experience in other occupations move directly into mid-level and even senior-level business analyst roles. My promise to you is that this book will help you find your best path forward into a business analyst career. More than that, you will know exactly what to do next to expand your business analysis opportunities. |
| add value to a business: Escaping the Build Trap Melissa Perri, 2018-11-01 To stay competitive in today’s market, organizations need to adopt a culture of customer-centric practices that focus on outcomes rather than outputs. Companies that live and die by outputs often fall into the build trap, cranking out features to meet their schedule rather than the customer’s needs. In this book, Melissa Perri explains how laying the foundation for great product management can help companies solve real customer problems while achieving business goals. By understanding how to communicate and collaborate within a company structure, you can create a product culture that benefits both the business and the customer. You’ll learn product management principles that can be applied to any organization, big or small. In five parts, this book explores: Why organizations ship features rather than cultivate the value those features represent How to set up a product organization that scales How product strategy connects a company’s vision and economic outcomes back to the product activities How to identify and pursue the right opportunities for producing value through an iterative product framework How to build a culture focused on successful outcomes over outputs |
| add value to a business: Aaker on Branding David Aaker, 2014-07-15 Aaker on Branding presents in a compact form the twenty essential principles of branding that will lead to the creation of strong brands. Culled from the six David Aaker brand books and related publications, these principles provide the broad understanding of brands, brand strategy, brand portfolios, and brand building that all business, marketing, and brand strategists should know. Aaker on Branding is a source for how you create and maintain strong brands and synergetic brand portfolios. It provides a checklist of strategies, perspectives, tools, and concepts that represents not only what you should know but also what action options should be on the table. When followed, these principles will lead to strong, enduring brands that both support business strategies going forward and create coherent and effective brand families. Those now interested in and involved with branding are faced with information overload, not only from the Aaker books but from others as well. It is hard to know what to read and which elements to adapt. There are a lot of good ideas out there but also some that are inferior, need updating, or are subject to being misinterpreted and misapplied. And there are some ideas that, while plausible, are simply wrong if not dangerous especially if taken literally. Aaker on Brandingoffers a sense of topic priorities and a roadmap to David Aaker's books, thinking, and contributions. As it structures the larger literature of the brand field, it also advances the theory of branding and the practice of brand management and, by extension, the practice of business management. |
| add value to a business: Remix Strategy Benjamin Gomes-Casseres, 2015-08-11 Create and capture value, no matter what path you've chosen. How to Create Joint Value Alliances, partnerships, acquisitions, mergers, and joint ventures are no longer the exception in most businesses—they are part of the core strategy. As managers look to external partners for resources and capabilities, they need a practical roadmap to ensure that these relationships will create value for their firm. They must answer questions like these: Which business combinations do we need? How should we govern them? Will their results justify our investments? Benjamin Gomes-Casseres explains how companies create value by “remixing” resources with other companies. Based on decades of consulting and academic research, Remix Strategy shows how three laws shape the success of any business combination: • First Law: The combination must have the potential to create more value than the parties could create on their own. Which elements from each business need to be combined to create joint value? • Second Law: The combination must be designed and managed to realize the joint value. Which partners best fit our strategic goals? How should we manage the integration? • Third Law: The value earned by the parties must motivate them to contribute to the collaboration. How will we share the joint value created? Will the returns shift over time? Supported by examples from a wide range of industries and companies, and filled with practical tools for applying the three laws, this book helps managers design and lead a coherent strategy for creating joint value with outside partners. |
| add value to a business: Outcomes Over Output Joshua Seiden, 2019-04-08 A project has to have a goal, otherwise, how do you know you're done? In the old days of engineering, setting project goals wasn't that hard. But when you're making software products, done is less obvious. When is Microsoft Word done? When is Google done? Or Facebook? In reality, software systems are never done. So then how do we give teams a goal that they can work on? Mostly, we simply ask teams to build features-but features are the wrong way to go. We often build features that create no value. Instead, we need to give teams an outcome to achieve. Setting goals as outcomes sounds simple, but it can be hard to do in practice. This book is a practical guide to using outcomes to guide the work of your team--Publisher's website. |
| add value to a business: Decision Quality Carl Spetzler, Hannah Winter, Jennifer Meyer, 2016-02-24 Add value with every decision using a simple yet powerful framework Few things are as valuable in business, and in life, as the ability to make good decisions. Can you imagine how much more rewarding your life and your business would be if every decision you made were the best it could be? Decision Quality empowers you to make the best possible choice and get more of what you truly want from every decision. Dr. Carl Spetzler is a leader in the field of decision science and has worked with organizations across industries to improve their decision-making capabilities. He and his co-authors, all experienced consultants and educators in this field, show you how to frame a problem or opportunity, create a set of attractive alternatives, identify relevant uncertain information, clarify the values that are important in the decision, apply tools of analysis, and develop buy-in among stakeholders. Their straightforward approach is elegantly simple, yet practical and powerful. It can be applied to all types of decisions. Our business and our personal lives are marked by a stream of decisions. Some are small. Some are large. Some are life-altering or strategic. How well we make those decisions truly matters. This book gives you a framework and thinking tools that will help you to improve the odds of getting more of what you value from every choice. You will learn: The six requirements for decision quality, and how to apply them The difference between a good decision and a good outcome Why a decision can only be as good as the best of the available alternatives Methods for making both significant and strategic decisions The mental traps that undermine decision quality and how to avoid them How to deal with uncertainty—a factor in every important choice How to judge the quality of a decision at the time you're making it How organizations have benefited from building quality into their decisions. Many people are satisfied with 'good enough' when making important decisions. This book provides a method that will take you and your co-workers beyond 'good enough' to true Decision Quality. |
| add value to a business: Competitive Advantage Michael E. Porter, 2004-01-01 Now beyond its eleventh printing and translated into twelve languages, Michael Porter’s The Competitive Advantage of Nations has changed completely our conception of how prosperity is created and sustained in the modern global economy. Porter’s groundbreaking study of international competitiveness has shaped national policy in countries around the world. It has also transformed thinking and action in states, cities, companies, and even entire regions such as Central America. Based on research in ten leading trading nations, The Competitive Advantage of Nations offers the first theory of competitiveness based on the causes of the productivity with which companies compete. Porter shows how traditional comparative advantages such as natural resources and pools of labor have been superseded as sources of prosperity, and how broad macroeconomic accounts of competitiveness are insufficient. The book introduces Porter’s “diamond,” a whole new way to understand the competitive position of a nation (or other locations) in global competition that is now an integral part of international business thinking. Porter's concept of “clusters,” or groups of interconnected firms, suppliers, related industries, and institutions that arise in particular locations, has become a new way for companies and governments to think about economies, assess the competitive advantage of locations, and set public policy. Even before publication of the book, Porter’s theory had guided national reassessments in New Zealand and elsewhere. His ideas and personal involvement have shaped strategy in countries as diverse as the Netherlands, Portugal, Taiwan, Costa Rica, and India, and regions such as Massachusetts, California, and the Basque country. Hundreds of cluster initiatives have flourished throughout the world. In an era of intensifying global competition, this pathbreaking book on the new wealth of nations has become the standard by which all future work must be measured. |
| add value to a business: Frugal Value Carina Millstone, 2017-09-19 We live in unprecedented times. Climate change and ecosystem collapse are altering our world beyond recognition, and a growing global population is exacerbating the pressure on the resources that power our economies. How should the private sector respond to the new risks and uncertainties of our Crowded Planet? Frugal Value contests the notion that companies can rise to the great challenges of our time by adopting so-called 'sustainable business' practices. Instead, the acute ecological crisis requires an all-round rethink of what business does, and how it does it. This book explores what business responsibility looks like today, and how it could be put into practice through far-reaching changes to companies, ranging from new approaches to product design and business models to reconfiguration of operations and innovative ownership structures. Frugal Value provides practitioners and scholars with the perspective and tools they need to design companies that help drive the socio-economic changes so urgently required for a sustainable and just world. |
ADHD与ADD有何区别？ - 知乎
我是add，我有一个朋友是adhd，我跟他谈论过我和他有什么分别，以下是我们的发现。 add是专注力不足。 为何专注力不足？ …
「ADD / ADHD 注意力缺陷涣散障碍」患者的一生能过的多辛苦？
add / adhd 很容易丢东西，并把家里搞的乱七八糟。 学习整理收纳，常年坚持能大大减轻这种情况。 我采用的方法是娶个有轻微洁 …
Add和Adhd的区别到底是什么？是否Adhd相比Add更具有冲动狂躁倾 …
而注意力缺失症（add）则是不含过动症状（即前节所述的活动量过多或自制力弱主导型）的adhd。 因为不少ADHD患者（尤其 …
如何理解神经网络中通过add的方式融合特征？ - 知乎
因此add相当于加了一种prior，当两路输入可以具有“对应通道的特征图语义类似”（可能不太严谨）的性质的时候，可以用add来替 …
什么是ADHD（注意力缺陷及多动障碍）？ - 知乎
关于adhd的分型，目前还存在争议，dsm5认为adhd有三种主要表现，第一种是以注意力缺陷为主要表现，一般将这种类型的称 …
ADHD与ADD有何区别？ - 知乎
我是add，我有一个朋友是adhd，我跟他谈论过我和他有什么分别，以下是我们的发现。 add是专注力不足。 为何专注力不足？ 因为我们的脑袋像小鸟胃，只要吃一点点就饱。 可能只看了半页书，我们的脑袋就感到压力， …
「ADD / ADHD 注意力缺陷涣散障碍」患者的一生能过的多辛苦？
add / adhd 很容易丢东西，并把家里搞的乱七八糟。 学习整理收纳，常年坚持能大大减轻这种情况。 我采用的方法是娶个有轻微洁癖，爱做家务的老婆，经过老婆常年的教导之后，我的家整洁有序，有什么找不到的东西 …
Add和Adhd的区别到底是什么？是否Adhd相比Add更具有冲动狂躁倾 …
而注意力缺失症（add）则是不含过动症状（即前节所述的活动量过多或自制力弱主导型）的adhd。 因为不少ADHD患者（尤其女性）并无过动症状，甚至是非常安静、没有破坏性的，而过去对此症的认识总是集中在过 …
如何理解神经网络中通过add的方式融合特征？ - 知乎
因此add相当于加了一种prior，当两路输入可以具有“对应通道的特征图语义类似”（可能不太严谨）的性质的时候，可以用add来替代concat，这样更节省参数和计算量（concat是add的2倍）。
什么是ADHD（注意力缺陷及多动障碍）？ - 知乎
关于adhd的分型，目前还存在争议，dsm5认为adhd有三种主要表现，第一种是以注意力缺陷为主要表现，一般将这种类型的称为add（这是比较早的一种说法），第二种以多动冲动为主要表现，第三种是混合表 …
