The commercial engineer’s desktop guide, a7 V% g" e$ B. P4 h. p
) `8 h# ?5 a$ k
商務工程師案頭指南3 U+ j* z! ?7 R+ n+ A
) e2 ~- d2 k& H- ]3 ^This Guide has taken a tour from some fairly broad commercial first principles a* u/ ^: C8 U5 Q! F* Q
into the depths of contractual matters, different types of
- Q% K: A0 ?1 o5 M7 hcommercial arrangements and on into the process of negotiation.The& k, c* C( r% q7 a; K F' L
first chapters were exclusively concerned with hard-nosed business+ }8 a' R# _* I7 F
performance (profit, cash,growth), the protection and exploitation of
% X& a" l. H( Y" P+ fintellectual property and questions of risk.Passing, but essential, reference* u; a; z( }; u, J! C) e0 @
was given to the importance of delighting customers.Whether1 e, w$ `3 E& n5 I
with regard to commercial team mates or with customers, Chapter 6# l$ x7 U1 _7 d5 J$ k
exposed the importance of personal relationships in the success of
( o! \ p5 {9 V4 |: T# Hcommercial arrangements.This last chapter has expressed the criticality- Y' a: m2 H8 m1 f4 G
of sound personal relationships in the pursuit of successful negotiations.. \, b: e# v: P) A5 b
It is perhaps appropriate to add the word ‘relationships’ to the5 X, M5 x$ W9 g- _
commercial key words list of profit,cash,growth,intellectual property,
3 n' s1 O5 b% E' B! C4 T# C1 qrisk and contracts. But as a final reminder of the enduring, underlying3 K) J! n0 o9 B( k; o# w, W
objective, the last word may safely be left to Mr Micawber: ‘Annual
; L7 Q, h8 P! M6 x/ E: w1 h$ K7 y( Kincome £20.00, annual expenditure £19.96, result happiness.Annual& ^/ y, U/ M, _& g" m& Z
income £20.00, annual expenditure £20.06, result misery’! |
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