Robert E. Wayland, Paul M. Cole

Customer Connections: New Strategies for Growth

• Gebundenes Buch

Produktbeschreibung

Management consultants in highly successful separate firms, Wayland and Cole collaborate to offer a comprehensive system for putting customer relationships at the center of a business and give managers the tools for implementing customer-based strategies to improve profitability and growth.

Produktdetails

• Verlag: Harvard Business Review Press
• Seitenzahl: 267
• Erscheinungstermin: September 1997
• Englisch
• Abmessung: 241mm x 163mm x 28mm
• Gewicht: 544g
• ISBN-13: 9780875847993
• ISBN-10: 0875847994
• Artikelnr.: 20969128

Autorenporträt

Robert E. Wayland is President of Robert E. Wayland & Associates, a corporate strategy consulting firm in Concord, MA.

Inhaltsangabe

Introduction
1. The Value Compass: Finding Untapped Sources of Value
2. All Ye Need to Know: Customer Knowledge Management
3. Getting Wired to Your Customer: Customer-Connecting Technology
4. Finding Out Where the Money Is: Customer Economics
5. Getting Together: Building the Right Customer Portfolio
6. Creating Customer Value: Designing the Right Range of Value Proposition
7. Producing and Delivering Value: Playing the Right Value-Added Role
8. Creating Value Together: Reward and Risk Sharing
9. Putting It Together: Creating a Customer-Based Strategy
Appendix
Index