Winning with Customers: A Playbook for B2B - ISBN:0470547995

Winning with Customers: A Playbook for B2B

Date: 15 April 2011, 13:37

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"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.

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