The Market Value Process
Discover a unique, cross-functional approach to developing strategy\ Earn the loyalty of your customers and the allegiance of your shareholders at the same time. The Market Value Process provides a groundbreaking, practical approach to linking customer and shareholder value in a marketplace where price-cutting is king. It details a twelve-step framework for determining how well customer needs are being met, building strategies for meeting those needs, and ensuring those strategies create...
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Discover a unique, cross-functional approach to developing strategy Earn the loyalty of your customers and the allegiance of your shareholders at the same time. The Market Value Process provides a groundbreaking, practical approach to linking customer and shareholder value in a marketplace where price-cutting is king. It details a twelve-step framework for determining how well customer needs are being met, building strategies for meeting those needs, and ensuring those strategies create enough customer and shareholder value to work successfully. With new thoughts on topics such as teamwork and core competencies, this book defines a general management and financial approach to strategy building every executive should consider. Booknews Provides an innovative, practical approach to the strategic planning process that solves the combined-value program tying together customer and shareholder value, and transforms these concepts from slogans to profit and cash flow. Suggests a 12-step framework for determining how well customers needs are being met, building strategies for meeting those needs profitably, and ensuring those strategies create enough customer and shareholder value to work successfully. Annotation c. by Book News, Inc., Portland, Or.
PrefaceThe Authors1Using the Market Value Process32Learning the Principles113Winning Customers with Creative Market Definition354Using Scenarios to Envision Market Evolution575Will the Market Reward Your Investment?746Delivering Quality Through Product and Non-product Benefits817Pricing to Please Customers and Shareholders928Managing Internal Costs1059Building Profitable Precision Strategies12510Mapping Poststrategy Customer Value14711Envisioning Revenue Growth15512Mapping Shareholder Value16513Selecting Strategies, Setting Objectives, and Allocating Resources17714Implementing Precision Strategies193Appendix: An Overview of a Precision Strategy205Glossary225Notes229Index235
\ BooknewsProvides an innovative, practical approach to the strategic planning process that solves the combined-value program tying together customer and shareholder value, and transforms these concepts from slogans to profit and cash flow. Suggests a 12-step framework for determining how well customers needs are being met, building strategies for meeting those needs profitably, and ensuring those strategies create enough customer and shareholder value to work successfully. Annotation c. by Book News, Inc., Portland, Or.\ \
