Jerry D. Alderman, D. Keith Pigues:
Mit Kunden gewinnen: Ein Spielbuch für B2B von D. Keith Pigues (englisch) Hardcove - gebunden oder broschiert
ISBN: 9780470547991
It is worth reading.". We rely on systems and repeatable processes these are at the center of the CVC model.". If you are not sure, then you must read what is within these covers. Barry B… Mehr…
It is worth reading.". We rely on systems and repeatable processes these are at the center of the CVC model.". If you are not sure, then you must read what is within these covers. Barry B. Siadat, Managing Director, SK Capital Partners "Pigues and Alderman have written a readable and practical guide to capturing the 'value' in your B2B 'value proposition.'. The Nile on eBay FREE SHIPPING UK WIDE Winning with Customers by D. Keith Pigues, Jerry D. Alderman, Karel Czanderna, Owens Corning * Customer Value Creation (CVC) provides an understanding of how leading Business to Business (B2B) companies use deep customer understanding to reduce their cost of serving customers and increase revenues- all leading to profit growth. FORMATHardcover LANGUAGEEnglish CONDITIONBrand New Publisher Description Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers. Back Cover Winning with Customers A Playbook For B2B "This book captures the invaluable lessons learned from a nearly decade-long journey focused on perfecting the business science of creating value for customers in the so-called business-to-business (B2B) segment of commerce. Keith and Jerry have clearly arrived at an important destination. Not only has the customer value creation (CVC) science been significantly advanced, it has been proven by real-world application in numerous B2B settings." --From the Introduction, Glenn Dalhart, retired partner, Ernst & Young management consulting Providing deep insight into the discoveries that can help you win with your customers and, ultimately, increase the value of your business, Winning with Customers introduces you to proven ideas for helping your organization accelerate profitable growth. Sharing real experiences from real companies that have delivered significant results using the authors' "Winning with Customers" approach, this effective guide reveals a wealth of practical information to help you put their winning formula to work in your organization. Filled with case studies, examples, and workable tips, this easy-to-use handbook includes everything your corporation needs to succeed, including: Hands-on advice on what winning with customers means and the measures that really work Guidance for moving you from anecdotes and gut feelings to sound metrics for success The resources you need to collect your customers' perspectives on the value you create for them Step-by-step customer plans that can be executed by the organization, understood by the sales force, and communicated easily to customers An accompanying web site (winningwithcustomers.com) packed with online exercises, a community forum, additional case studies, and more Practical, useful, and readable, the tools and tactics in Winning with Customers will help your business create impactful changes that generate a sustainable competitive advantage in the process. "Now" is always the right time to kick off a Winning with Customers effort in your organization. You now have the playbook to get started. Flap Winning with Customers A Playbook For B2B "This book captures the invaluable lessons learned from a nearly decade-long journey focused on perfecting the business science of creating value for customers in the so-called business-to-business (B2B) segment of commerce. Keith and Jerry have clearly arrived at an important destination. Not only has the customer value creation (CVC) science been significantly advanced, it has been proven by real-world application in numerous B2B settings." --From the Introduction, Glenn Dalhart, retired partner, Ernst & Young management consulting Providing deep insight into the discoveries that can help you win with your customers and, ultimately, increase the value of your business, Winning with Customers introduces you to proven ideas for helping your organization accelerate profitable growth. Sharing real experiences from real companies that have delivered significant results using the authors' "Winning with Customers" approach, this effective guide reveals a wealth of practical information to help you put their winning formula to work in your organization. Filled with case studies, examples, and workable tips, this easy-to-use handbook includes everything your corporation needs to succeed, including: Hands-on advice on what winning with customers means and the measures that really work Guidance for moving you from anecdotes and gut feelings to sound metrics for success The resources you need to collect your customers' perspectives on the value you create for them Step-by-step customer plans that can be executed by the organization, understood by the sales force, and communicated easily to customers An accompanying web site (winningwithcustomers.com) packed with online exercises, a community forum, additional case studies, and more Practical, useful, and readable, the tools and tactics in Winning with Customers will help your business create impactful changes that generate a sustainable competitive advantage in the process. "Now" is always the right time to kick off a Winning with Customers effort in your organization. You now have the playbook to get started. Author Biography D. KEITH PIGUES is a recognized leader of strategic growth and marketing, developing new growth strategies and marketing capabilities, creating valuable brands, building effective global marketing teams, and increasing profitable revenue growth through strategy and marketing excellence. He is Senior Vice President and Chief Marketing Officer at Ply Gem, Inc., responsible for corporate branding, marketing, strategic planning, and international expansion. He has held senior marketing positions with CEMEX, RR Donnelley, and ADP, as well as sales positions with IBM and Hewlett-Packard. Read more about Keith at dkeithpigues.com. JERRY D. ALDERMAN, a recognized business science thought leader, is coauthor of Beyond Six Sigma (Wiley). He has written numerous white papers, is a frequent speaker on achieving profitable growth through customer value creation, and has led and developed his innovative approach to building corporate competitive advantage through using and executing on unique, deep customer insights. He is founder and CEO of Valkre Solutions, Inc., a product and services company that develops capability with business-to-business (B2B) companies to use deep customer understanding to build and execute customer-driven operating plans. His company has developed these solutions with great partners, including Owens Corning, Kimberly-Clark, Turtle Wax, RR Donnelley, and more. To find out more about Jerry and Valkre go to valkre.com. Table of Contents Foreword by Karel Czanderna xv Preface xvii Acknowledgments xxiii Introduction by Glenn Dalhart xxvii Chapter 1 Why We Lose 1 Six Reasons Why We Lose 2 Is This Book for You? 11 Why This Book Is Important 15 What Will You Learn? 15 Is Now the Time? 17 Summary 20 Chapter 2 Define Winning 23 The Big 6 26 Where Does This Book Fit in the World of Profit Growth Solutions? 36 Building the Foundation: Does Your Customer Make More Money by Doing Business with You Relative to Your Competitors? 39 Revenue, Cost, and Profits 49 Summary 49 Chapter 3 The Playbook 51 Defining the Playbook 52 Play 1: Discover 54 Play 2: Analyze 61 Play 3: Execute 66 Play 4: Measure 76 Play 5: Certify 83 Play 6: CVC Management System 90 Key Philosophies 93 The Role of Technology 95 The Maturity Model 95 Summary 99 Chapter 4 Winning Metrics 119 The History of Our Metrics 121 Developing the Metrics 124 The Winning with Customer Metric 128 Exploring Differential Value Attributes 130 Exploring the DVP% 134 Using DVP% on an Aggregated Business Level 140 Summary 144 Chapter 5 What Does Your Customer Think? 153 Get on the Field 154 The Discover Play 155 Do My Customers Care . . . Will They Talk? 161 The Discover Process: Prepare 163 Let's Prepare 167 Who Should You Interview? 176 Who Conducts the Interview? 179 The Discover Process: Conduct the Interview 180 The Discover Process: Capture Data 201 The Discover Process: Customer Follow-Up 202 The Discover Process: Quick Wins 203 You Will Go Broke Doing What the Customer Says 204 Summary 206 Chapter 6 Informing Decisions 209 What Is Analyze? 211 What You Get 212 Generating Actionable Insights 215 Interpret One Interview 217 Assemble the Data 223 Determining Scope 230 Identify and Assign Analysts 232 Understanding Your Current Differential Value Proposition 234 Turning Customer Needs into Potential Projects 251 What Are the Top 10 Investments to Make? 254 How Can Customers Be Segmented According to Their Needs? 259 Turning Initiatives into Investment Decisions 260 Setting Value Creation Goals 262 Estimating Investment Required 263 Setting Value Capture Goals 264 Initiatives, John Wiley & Sons INC International Concepts<
