Telecom Management Crash Course

Paperback | June 1, 2002

byP. J. Louis

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LEARN HOW YOUR TELECOM BUSINESS CAN PROSPER EVEN IN TOUGH ECONOMIC TIMES! The bubble has burst! The period of effortless, double-digit growth and skyrocking capitalization for telecom carriers is over. With many carriersstruggling and stocks falling, the telecom industry has become more unforgiving, competitive, and cut-throat than ever. The market's long-termpotential is still enormous, but success now requires a sharp business andtechnology savvy management team--and adherence to sound, hardheaded business management principles. That's what Telecom Management Crash Course is all about--it takes a functional business look at the fundamentals of successfully running a hardware manufacturing company, software development firm, and service provider. A TRUE TELECOM TEXT FOR OUR TIME! In Telecom Management Crash Course , P.J. Louis, a top industry advisor and author of the wildly popular M-Commerce Crash Course shows telecom servers how to efficiently manage the technology advantages and back-end operations to survive--and prosper--in this challenging economic climate. He covers the business of telecom--everything from the various types of telecom companies to developing a product that the market can really use. Invaluable to executives, managers, and decision-makers at telecom carriers of all sizes, this much-needed resource is a veritable executive summary of how (and how not) to run a telecom business--and includes advice, tricks-of-the-trade, solutions, factual information, and strategies that can keep your busines afloat while others are sinking. LOOK INSIDE TO LEARN: * The best organizational structures * Sales and marketing fundamentals * How to evaluate the marketplace and the financialvalue of products and services * The most effective management styles * How to integrate technological and business objectives * How to develop and implement market-driven strategy * What you need to know about state and federal regulatory considerations * How globalization affects every carrier * Manufacturing and outsourcing techniques

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From the Publisher

LEARN HOW YOUR TELECOM BUSINESS CAN PROSPER EVEN IN TOUGH ECONOMIC TIMES! The bubble has burst! The period of effortless, double-digit growth and skyrocking capitalization for telecom carriers is over. With many carriersstruggling and stocks falling, the telecom industry has become more unforgiving, competitive, and cut-throat than eve...

From the Jacket

LEARN HOW YOUR TELECOM BUSINESS CAN PROSPER EVEN IN TOUGH ECONOMIC TIMES!The bubble has burst! The period of effortless, double-digit growth and skyrocking capitalization for telecom carriers is over. With many carriers struggling and stocks falling, the telecom industry has become more unforgiving, competitive, and cut-throat than e...

P.J. LOUIS has nearly a quarter of a century's worth of experience in the telecom business. Mr. Louis is currently an advisor in the financial arena. Prior positions include vice president of Carrier Marketing & Product Management at TruPosition, Inc., a leading provider of wireless location services. Mr. Louis has also served as c...

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Format:PaperbackDimensions:346 pages, 8.9 × 5.9 × 0.94 inPublished:June 1, 2002Publisher:McGraw-HillLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071386203

ISBN - 13:9780071386203

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Extra Content

Table of Contents

Preface

Introduction

Acknowledgments

CHAPTER 1: WHAT IS A TELECOMMUNICATIONS COMPANY?

Makers of Hardware

Makers of Software

Providers of Service to the Hardware and Software Companies

Intellectual Property

Providers of Service to the User

Wireline Telephone Companies

Cellular (Wireless) Carrier

Personal Communications Services (PCS) Comapnies/Carriers

Paging Systems

Satellites

Cable Television Networks

Internet

Providing Service to Users (Selling Retail Telecommunications Services)

Providers of Service to Other Providers of Service

Perspective: Supplier and Customer

Why is the Carrier-Vendor Relationship Important?

Interdependency

The Culture

Telecommunications Professional and Telecommunications Manager

Summary

CHAPTER 2: ORGANIZATIONAL STRUCTURES

Classic Organizational Structure

Decision-Control Process and Organizational Structure

Centralized Decision Making

Decentralized Decision Making

What is the Model to Follow for Telecommunications Companies?

Service Provider Decentralization Gone Wrong

Optimizing the Organizational Structure

Summary

CHAPTER 3: THE TELECOMMUNICATIONS SERVICE PROVIDER

Basic Organizational Functions

Wireless Telecommunications Carrier Organizational Functions

Wireless Carrier Organizational Functions

Internet Service Provider Organizational Functions

Carrier Organizational Structures

Vertical and Flat Organizational Structures

Departmentation

Product Departmentation

Functional Departmentation

Balancing Financial Objectives and Organizational Needs

Senior Management

General Counsel and Vice President of Legislative/Regulatory

Legislative Regulatory Area

Legal Group

Vice President of Public Relations

Example of Public Relations

Public Relations--Perception is Reality

Chief Technical Officer--Technology and Operations

Network Planning and Engineering

Strategic Network Planning

Network OperationsChief Financial Officer

Vice President of Information Technology (IT)

Vice President of Finance/Comptroller

Vice President of Sales and Marketing

Chief Operating Officer (COO)Vice President of Human Resources and Administration

Economic Downturn and the Role of HRA

Employee Benefits--Promoting the Company

Fiscal Accountability

Summary

CHAPTER 4: THE TELECOMMUNICATIONS VENDOR--HARDWARE, SOFTWARE, AND SERVICES

Outsourcing

Multitude of Vendor Types--Impact on Organizational Structure

Basic Organizational Functions

Organizing the Vendor

Departmentation

Product Departmentation

Product Departmentation Diversification and Market Response

Vendor Organizations

Senior Management

Product Lines

The Process of Creation

The Creative Process--Organized Creation and Creative Management

The Creative Process--Product Management

Example of Product Management Process

Product Management: Mediation, Facilitation, Coordination--Hitting the Mark

Product Definition

The Four Ps

Product Life Cycle

Contract Signing

Vendor Organization Requirements

Summary

CHAPTER 5: STRATEGY, TACTICS, AND SHARED VALUES

Strategic Planning

Market Segment and Size

Value: The Story

Value: The Product's/Service's Intrinsic Value

Value: The Value Proposition

Distribution

Distribution: Sales

Distribution: Marketing the Product

Distribution: Warehousing and Delivering the Product

Scope and Scale of Execution

Tactical Planning

Binding Strategy and Tactics: The Vision

Where Do Vision, Strategy, and Tactics Lead the Company?

Summary

CHAPTER 6: MARKET FOCUS--UNDERSTANDING THE TELECOMMUNICATIONS MARKET

Retail Telecommunications Services Marketplace

Residential

Business

Government

Wholesale Telecommunications Marketplace

Types of Wholesale Services

Market Focus

Market Segmentation

Steps in Segmentation

Identify Potential Segments

Select Segments

Test for Strategic Relevance

Measurability

Market Driven versus Sales Driven

Summary

CHAPTER 7: DEVELOPING MARKET DRIVEN STRATEGIES--HOW?

Adaptive Planning--Organizing Management Thought Processes

Assessment

Strategic Analysis

Decision Making

Implementation--The Final Phase

Implementation--The Customer View

Implementation--The Complete View

Resetting the Strategy

Summary