Building the Value Machine

Peter Cheverton, Kingsley Weber

ISBN 10: 0749454857 / ISBN 13: 9780749454852

Published by Kogan Page Ltd, GB, 2009

About this Item

Building the Value Machine represents the type of business that many aspire towards - a business that is able to align its internal functions, including sales and marketing, in order to collaborate with its key customers and create real and unique value for mutual benefit.This book provides a solution to the challenge of finding the right organizational structures, the right planning and operational processes, and to place all of that under the right kind of leadership to create the 'right kind of value'. This is the kind of value that will be good for both the customer's business and the organizations. Building the Value Machine explores how to target your customers effectively, match the capabilities of the business with the needs of the customer, and align all business functions through successful leadership. The result is a business that is truly aligned with its customers, and fully attuned to the vital match between knowing which opportunities to chase and being able to deliver the value required. It will help any business learn and develop both its processes and its value propositions.

Seller Inventory # LU-9780749454852

Bibliographic Details

• Title: Building the Value Machine
• Publisher: Kogan Page Ltd, GB
• Publication Date: 2009
• Language: English
• ISBN 10: 0749454857
• ISBN 13: 9780749454852
• Binding: Hardback
• Condition: New
• Weight: 600 grams

About this title

Synopsis

Building the Value Machine represents the type of business that many aspire towards - a business that is able to align its internal functions, including sales and marketing, in order to collaborate with its key customers and create real and unique value for mutual benefit.

This book provides a solution to the challenge of finding the right organizational structures, the right planning and operational processes, and to place all of that under the right kind of leadership to create the 'right kind of value'. This is the kind of value that will be good for both the customer's business and the organizations.

Building the Value Machine explores how to target your customers effectively, match the capabilities of the business with the needs of the customer, and align all business functions through successful leadership. The result is a business that is truly aligned with its customers, and fully attuned to the vital match between knowing which opportunities to chase and being able to deliver the value required. It will help any business learn and develop both its processes and its value propositions.

About the Authors

Peter Cheverton is a director of INSIGHT Marketing and People, now established as the leading international training and consultancy firm in Key and Global Account Management implementation. He is also the author of Global Account Management, Key Account Management, Key Marketing Skills, Key Account Management in Financial Services and Understanding Brands, all published by Kogan Page.

Kingsley Weber is Director of CEOSolutions and a business coach, mentor and consultant. He has worked for global multinationals for over 20 years in the fields or R&D, Supply Chain, Sales and Marketing, Business Development, HR, Organisational Development & Training, and International Business Management. He specialises in Inclusive Leadership and connecting Business and People Strategies, has experienced in complex corporate change programmes, as well as in mentoring and brain-based coaching.