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Winning with customers : a playbook for B2B

Author: D Keith Pigues; Jerry D Alderman
Publisher: Hoboken, N.J. : Wiley, ©2010.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Do your customers make more money doing business with you? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Pigues, D. Keith.
Winning with customers.
Hoboken, N.J. : Wiley, ©2010
(DLC) 2010005942
(OCoLC)495781167
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: D Keith Pigues; Jerry D Alderman
ISBN: 9781119205029 1119205026 9780470768495 0470768495 9780470768518 0470768517
OCLC Number: 664573363
Description: 1 online resource (xxix, 429 pages) : illustrations
Contents: Winning with Customers: A Playbook for B2B; Contents; Foreword by Karel Czanderna; Preface; Acknowledgments; Introduction by Glenn Dalhart; Chapter 1: Why We Lose; Chapter 2: Define Winning; Chapter 3: The Playbook; Chapter 4: Winning Metrics; Chapter 5: What Does Your Customer Think?; Chapter 6: Informing Decisions; Chapter 7: Executing Value Creation and Value Capture; Chapter 8: The Scoreboard; Chapter 9: Getting Started; Chapter 10: Sustaining and Scaling; Afterword; About the Authors; About the Contributors; Index; Appendix A: Our Approach to Certification and Building Capability.
Responsibility: D. Keith Pigues, Jerry Alderman.

Abstract:

Customer Value Creation (CVC) provides an understanding of how leading Business to Business (B2B) companies use deep customer understanding to reduce their cost of serving customers and increase  Read more...

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