Peter Cheverton, Kingsley Weber

Building the Value Machine (eBook, ePUB)

Transforming Your Business Through Collaborative Customer Partnerships

• Format: ePub

Produktbeschreibung

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.

Produktdetails

• Verlag: Kogan Page eBook
• Seitenzahl: 240
• Erscheinungstermin: 3. November 2009
• Englisch
• ISBN-13: 9780749458645
• Artikelnr.: 38441356

Autorenporträt

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).

Inhaltsangabe

Acknowledgements
About the author
Foreword
Part I The Value Machine
1. The value machine
The 'right kind' of value
How good must we be?
From good to great...
Jettisoning the baggage
The Value Machine Model
2. Leadership -- the pivotal activity
3. Fuelling the value machine
Enough data...
Strategic insights and intelligent analysis
The shared future analysis
Oiling the wheels
Knowing your true value Part II Targeting
4. Market Segmentation
The B2B challenge
Segmenting by solution, or value received
The nesting concept
Novel segmentation
Focusing the efforts
5. Customer Classification
The perils of sizeism
Key Accounts -- our most important investments
A classification process
6. Account Management -- being appropriate
The strategic intent
Navigating the journey
Account Management
The Relationship Models Part III Matching
7. The people
The problem with buyers...
The customer's DMU
The toolkit
The analytical tools
The action tools
Matching -- protecting your investment
8. The business strategy
Key supplier status -- the buyer's agenda
Supply Chain Management
Supplier positioning
Matching -- being relevant -- raising our status
Strategic supplier status -- the business strategy agenda
New task, new language -- replacing the 4 P's
9. The value creation process
The customer's total business experience (TBE)
The customer's activity cycle
Lock in and collaboration
The activity cycle in action
The appropriate reward
The value machine brand Part IV Aligning
10. The critical success factors
From conception to birth, and beyond...
Sins and obstacles
The critical success factors (CSFs)
Clarity of business drivers and money-making logic
Cross-functional alignment and functional excellence
Performance management measures
Functional excellence
The right attitudes
Key Account Management processes
Measuring customer profitability
11. Getting cross-functional teams to work
Some advice...
Belbin's Team Roles
The team clock
The team leader
Customer collaboration
Interpersonal skills
Commercial awareness
Legal and contractual acuity
Project management
Making good our value
A real-world problem... or just good negotiation?
12. Leading the Change
Leading change
The change process
Afterword
Getting further help
Contact details
Further reading
Index