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Building the Value Machine

Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships

Peter Cheverton, Kingsley Weber

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Turn your business into a "value machine" where sales and marketing functions are aligned to work with key customers and create real value for both the customer and the business.

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About the book

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.


Table Of Contents

  • Section - ONE: The value machine;
    • Chapter - 01: The value machine;
    • Chapter - 02: Leadership – the pivotal activity;
    • Chapter - 03: Fuelling the value machine;
  • Section - TWO: Targeting;
    • Chapter - 04: Market segmentation;
    • Chapter - 05: Customer classification;
    • Chapter - 06: Account management – being appropriate;
  • Section - THREE: Matching;
    • Chapter - 07: The people;
    • Chapter - 08: The business strategy;
    • Chapter - 09: The value creation process;
  • Section - FOUR: Aligning;
    • Chapter - 10: The critical success factors;
    • Chapter - 11: Getting cross-functional teams to work;
    • Chapter - 12: Leading the change



Book Details

  • EAN: 9780749454852
  • Edition: 1
  • Published: 3rd November 2009
  • Hardback
  • Format: 241x165
  • 240 pages

About the Author

Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consultancy firm specialising in the development of customer focused business strategies, with a strong focus on Key Account Management, Global Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working 'hands on' with clients around the world. He is author of Key Account Management, Key Marketing Skills, Global Account Management, and Key Account Management in Financial Services (all published by Kogan Page).


Peter Cheverton


Kingsley Weber