Description

Book Synopsis
This work outlines an approach to a strategic planning process that ties together customer and shareholder value with the aim of transforming these concepts from empty slogans to measurements as precise as profit and cash flow.

Table of Contents
PrefaceThe Authors
Part One: Introduction and Principles
1. Using the Market Value Process
2. Learning the Principles
Part Two: The Diagnosis
3. Winning Customers with Creative Market Definition
4. Using Scenarios to Envision Market Evolution
5. Will the Market Reward Your Investment?
6. Delivering Quality Through Product and Non-productBenefits
7. Pricing to Please Customers and Shareholders
8. Managing Internal Costs
Part Three: The Bridge
9. Building Profitable Precision Strategies
Part Four: The Payoff
10. Mapping Poststrategy Customer Value
11. Envisioning Revenue Growth
12. Mapping Shareholder Value
13. Selecting Strategies, Setting Objectives, and AllocatingResources
14. Implementing Presicion Strategies
AppAndix: An Overview of a Precision Strategy
GlossaryNotesIndex

The Market Value Process Bridging Customer

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    A Hardback by Alan S. Cleland, Albert V. Bruno

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      Publisher: John Wiley & Sons Inc
      Publication Date: 31/07/1996
      ISBN13: 9780787902759, 978-0787902759
      ISBN10: 0787902756
      Also in:
      Sales and marketing

      Description

      Book Synopsis
      This work outlines an approach to a strategic planning process that ties together customer and shareholder value with the aim of transforming these concepts from empty slogans to measurements as precise as profit and cash flow.

      Table of Contents
      PrefaceThe Authors
      Part One: Introduction and Principles
      1. Using the Market Value Process
      2. Learning the Principles
      Part Two: The Diagnosis
      3. Winning Customers with Creative Market Definition
      4. Using Scenarios to Envision Market Evolution
      5. Will the Market Reward Your Investment?
      6. Delivering Quality Through Product and Non-productBenefits
      7. Pricing to Please Customers and Shareholders
      8. Managing Internal Costs
      Part Three: The Bridge
      9. Building Profitable Precision Strategies
      Part Four: The Payoff
      10. Mapping Poststrategy Customer Value
      11. Envisioning Revenue Growth
      12. Mapping Shareholder Value
      13. Selecting Strategies, Setting Objectives, and AllocatingResources
      14. Implementing Presicion Strategies
      AppAndix: An Overview of a Precision Strategy
      GlossaryNotesIndex

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