The Market Value Process

Discover a unique, cross-functional approach to developingstrategy Earn the loyalty of your customers and the allegiance of yourshareholders at the same time. The Market Value Process provides agroundbreaking, practical approach to linking customer andshareholder value in a marketplace where price-cutting is king. Itdetails a twelve-step framework for determining how well customerneeds are being met, building strategies for meeting those needs,and ensuring those strategies create enough customer andshareholder value to work successfully. With new thoughts on topicssuch as teamwork and core competencies, this book defines a generalmanagement and financial approach to strategy building everyexecutive should consider.

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