Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships
1. Auflage 2009
ISBN: 978-0-7494-5485-2
Verlag: Kogan Page

Buch, Englisch, 240 Seiten, Format (B × H): 161 mm x 240 mm, Gewicht: 708 g

Building the Value Machine represents the type of business that many aspire towards - a business that is able to align its internal functions, including sales and marketing, in order to collaborate with its key customers and create real and unique value for mutual benefit. This book provides a solution to the challenge of finding the right organizational structures, the right planning and operational processes, and to place all of that under the right kind of leadership to create the 'right kind of value'. This is the kind of value that will be good for both the customer's business and the organizations. Building the Value Machine explores how to target your customers effectively, match the capabilities of the business with the needs of the customer, and align all business functions through successful leadership. The result is a business that is truly aligned with its customers, and fully attuned to the vital match between knowing which opportunities to chase and being able to deliver the value required. It will help any business learn and develop both its processes and its value propositions.

Autoren/Hrsg.

Cheverton, Peter

Weber, Kingsley

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Management: Führung & Motivation
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Section - ONE: The value machine;Chapter - 01: The value machine;Chapter - 02: Leadership – the pivotal activity;Chapter - 03: Fuelling the value machine;Section - TWO: Targeting;Chapter - 04: Market segmentation;Chapter - 05: Customer classification;Chapter - 06: Account management – being appropriate;Section - THREE: Matching;Chapter - 07: The people;Chapter - 08: The business strategy;Chapter - 09: The value creation process;Section - FOUR: Aligning;Chapter - 10: The critical success factors;Chapter - 11: Getting cross-functional teams to work;Chapter - 12: Leading the change

Über Autor(innen)

Weber, Kingsley
Kingsley Weber is Director of CEOSolutions and a business coach, mentor and consultant. He has worked for global multinationals for over 20 years in the fields or R&D, Supply Chain, Sales and Marketing, Business Development, HR, Organisational Development & Training, and International Business Management. He specialises in Inclusive Leadership and connecting Business and People Strategies, has experienced in complex corporate change programmes, as well as in mentoring and brain-based coaching.

Cheverton, Peter
Peter Cheverton is a director of INSIGHT Marketing and People, now established as the leading international training and consultancy firm in Key and Global Account Management implementation. He is also the author of Global Account Management, Key Account Management, Key Marketing Skills, Key Account Management in Financial Services and Understanding Brands, all published by Kogan Page.

Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consultancy firm specialising in the development of customer focused business strategies, with a strong focus on Key Account Management, Global Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working 'hands on' with clients around the world. He is author of Key Account Management, Key Marketing Skills, Global Account Management, and Key Account Management in Financial Services (all published by Kogan Page).