skip to content

Friedman, Lawrence G.

Overview
Works: 15 works in 98 publications in 6 languages and 3,549 library holdings
Genres: History 
Roles: Author
Classifications: HF5415.129, 658.84
Publication Timeline
Key
Publications about Lawrence G Friedman
Publications by Lawrence G Friedman
Most widely held works by Lawrence G Friedman
The channel advantage going to market with multiple sales channels to reach more customers, sell more products, make more profit by Lawrence G Friedman( file )
22 editions published between 1999 and 2011 in 3 languages and held by 1,498 libraries worldwide
'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT & T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago. The first rigorous and definitive guide looking at the whole field of channel strategy Shows you how to evaluate new channels Uses real life case studies illustrating cutting edge channel management
Operations research--methods and problems by Maurice Sasieni( Book )
43 editions published between 1957 and 1987 in 5 languages and held by 816 libraries worldwide
Probability; Sam[ling; Inventory; Replacement; Waiting lines' Competitive strategies; Allocation; Sequencing; Dynamic programming; Appendices
Go-to-market strategy advanced techniques and tools for selling more products, to more customers, more profitably by Lawrence G Friedman( file )
7 editions published between 2002 and 2012 in English and held by 769 libraries worldwide
"Drawing on dozens of examples and best practices across a variety of industries, Friedman lays out a blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more often, and more profitably." "Go To Market Strategy is not about incremental change. As Friedman points out, it is for executives seeking double-digit revenue growth and the slashing of at least 10-15 percent of selling costs - realistic results that go-to-market innovators have consistently achieved. This book lays out all of the techniques used by the world's top go-to-market leaders, so you too can achieve those kinds of results and gain a competitive advantage in your markets."--Jacket
Getting partnering right : how market leaders are creating long-term competitive advantage by Neil Rackham( Book )
5 editions published in 1996 in English and held by 300 libraries worldwide
"In this book, Rackham, Friedman, and Ruff clear through the thicket of buzzwords and general concepts, and describe what real companies are doing to build long-term competitive advantage through partnering relationships. A practical, "how-to" book for suppliers, it details the best practices of dozens of market-leading partnering organizations. Based on a two-year research study at over a hundred successful companies, this is the source book you need to make partnering a reality - and a success - for your company."--Jacket
Channel Advantage, The by Lawrence G Friedman( file )
2 editions published between 1999 and 2012 in English and held by 39 libraries worldwide
'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and
Zhi dao shi chang zui jia ce lue : shi chang . gu ke . tong lu . chan pin yu jia zhi ding wei de ce lue zheng he by Fu de man( Book )
2 editions published in 2005 in Chinese and held by 29 libraries worldwide
Evaluating the effects of variations in package sizes : a theoretical approach by Lawrence G Friedman( Book )
2 editions published in 1970 in English and held by 27 libraries worldwide
Allocating marketing expenditures : a budget forecasting procedure by Lawrence G Friedman( Book )
3 editions published in 1970 in English and held by 26 libraries worldwide
He zuo jing zheng da wei lai by Rui ke men( Book )
1 edition published in 1997 in Chinese and held by 21 libraries worldwide
Investigación de operaciones : métodos y problemas by Maurice Sasieni( Book )
6 editions published between 1962 and 1982 in Spanish and held by 12 libraries worldwide
Introduccion; Probabilidad; Muestreo; Inventario; Reemplazo; Lineas de espera; Estrategias competitivas; Afijacion; Secuenciacion; Programacion dinamica; Apendices
He zuo jing zheng da wei lai = Getting partnering right by Neil Rackham( Book )
1 edition published in 1998 in Chinese and held by 5 libraries worldwide
Private lives : families, individuals, and the law by Lawrence M Friedman( Book )
1 edition published in 2004 in English and held by 3 libraries worldwide
"Drawing on many revealing and sometimes colorful court cases of the past two centuries, Private Lives offers a lively short history of the complexities of family law and family life - including the tensions between the laws on the books and contemporary arrangements for marriage, divorce, adoption, and child rearing."--BOOK JACKET
Go-to-market strategy advanced techniques and tools for selling more products, to more customers, more profitably by Lawrence G Friedman( Sound Recording )
1 edition published in 2002 in English and held by 2 libraries worldwide
[In this book, the author] provides a practical ... approach for taking products, services, divisions, or even an entire company to market. [The author] lays out a clear and actionable blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more often, and more profitably. [This book] is for executives seeking nothing less than double-digit revenue growth and the slashing of at least 10-15 percent of selling costs ...-Dust jacket
Reactive and Incompletely Theorized State Constitutional Decision-Making by Lawrence G Friedman( Article )
1 edition published in 2007 in English and held by 1 library worldwide
The channel advantage going to market with multiple sales channels : [Summary] ( Computer File )
1 edition published in 2000 in English and held by 1 library worldwide
 
moreShow More Titles
fewerShow Fewer Titles
Alternative Names
Friedman, Larry
Friedman, Lawrence
Friedman, Lawrence (Lawrence G.)
Languages
English (69)
Spanish (10)
Italian (7)
Chinese (5)
German (4)
Japanese (1)
Covers
Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.