TY  - BOOK
AU  - Pigues,D.Keith
AU  - Alderman,Jerry D.
TI  - Winning with customers: a playbook for B2B 
SN  - 9781119205029
AV  - HF5415.5 .P544 2010eb
U1  - 658.8/04 22
PY  - 2010///
CY  - Hoboken, N.J.
PB  - Wiley
KW  - Customer relations
KW  - Management
KW  - Consumer satisfaction
KW  - Customer services
KW  - Consommateurs
KW  - Satisfaction
KW  - Service ï¿½a la clientï¿½ele
KW  - Gestion
KW  - BUSINESS & ECONOMICS
KW  - Marketing
KW  - Industrial
KW  - bisacsh
KW  - fast
N1  - 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
N2  - 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 customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. "Winning with Customers" offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers
UR  - https://onlinelibrary.wiley.com/doi/book/10.1002/9781119205029
ER  -