The power of two: how smart companies create win-win customer-supplier partnerships that outperform the competition
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Basingstoke
Palgrave Macmillan
2008
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVII, 194 S. |
| ISBN: | 9780230218888 0230218881 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV023404791 | ||
| 003 | DE-604 | ||
| 005 | 20081010 | ||
| 007 | t | ||
| 008 | 080721s2008 |||| 00||| eng d | ||
| 020 | |a 9780230218888 |9 978-0-230-21888-8 | ||
| 020 | |a 0230218881 |9 0-230-21888-1 | ||
| 035 | |a (OCoLC)226280443 | ||
| 035 | |a (DE-599)BVBBV023404791 | ||
| 040 | |a DE-604 |b ger |e rakwb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-703 |a DE-473 | ||
| 050 | 0 | |a HD39.5 | |
| 082 | 0 | |a 658/.046 |2 22 | |
| 084 | |a QP 620 |0 (DE-625)141911: |2 rvk | ||
| 100 | 1 | |a Cordón, Carlos |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a The power of two |b how smart companies create win-win customer-supplier partnerships that outperform the competition |c Carlos Cordón and Thomas E. Vollmann |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a Basingstoke |b Palgrave Macmillan |c 2008 | |
| 300 | |a XVII, 194 S. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Customer relations | |
| 650 | 4 | |a Industrial procurement | |
| 650 | 0 | 7 | |a Kundenmanagement |0 (DE-588)4236865-0 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Kundenmanagement |0 (DE-588)4236865-0 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Vollmann, Thomas E. |e Verfasser |4 aut | |
| 856 | 4 | 2 | |m Digitalisierung UB Bayreuth |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016587498&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-016587498 | ||
Datensatz im Suchindex
| _version_ | 1804137789339467776 |
|---|---|
| adam_text | Contents
Ust
of figures and tables
xi
Acknowledgments
xiii
Case studies
xv
About the authors
xvii
Introduction I
Chapter
1
Picking ten partners
9
Why is ten the magic number?
12
The new game
16
Smarter buying and selling
22
So what?
26
Chapter
2
Mastering the four stages of collaboration
27
Stage
1 :
flawless execution
29
Stage
2:
total cost of ownership
32
Stage
3:
value/cost
36
Stage
4:
strategic alignment
39
Governance
42
So what?
44
Chapter
3
Restructuring procurement
47
Leveraging the collaborative segment
48
Separating the sheep from the goats
51
Be the most attractive customer
55
VII
VIII
Contents
Setting the improvement agenda
59
So what?
66
Chapter
4
Selling the way your customers want to buy
69
Business-to-business selling is different
70
Selling to customer segmentation models
76
Key account management
81
When customers change the game
85
So what?
88
Chapter
5
Choosing your battles wisely
91
Proactive sales leadership
94
Key sales elements
96
Deploying your sales resources
102
Being the most attractive supplier
104
Delivering what customers need
107
So what?
no
Chapter
6
Developing pairs of aces
113
Success is easily killed
113
Keeping the faith
117
Negotiation II
120
It takes two to tango
123
A winning journey
129
So what?
134
Chapter
7
Building the future
137
The Rubik s cube of customer-supplier
partnerships
138
Driving the procurement agenda
146
Pushing sales and marketing
151
Making it all work
157
So what?
160
Chapter
8
Changing two at a time
From one-sided to two-sided change
From key account management to key
collaboration management
Where is the win—win?
So what?
163
163
171
176
178
Contents
IX
Chapter
9
Bibliography
Index
Harnessing the power of two
Driving from procurement
Driving from sales
So what?
181
181
184
186
187
191
|
| adam_txt |
Contents
Ust
of figures and tables
xi
Acknowledgments
xiii
Case studies
xv
About the authors
xvii
Introduction I
Chapter
1
Picking ten partners
9
Why is ten the magic number?
12
The new game
16
Smarter buying and selling
22
So what?
26
Chapter
2
Mastering the four stages of collaboration
27
Stage
1 :
flawless execution
29
Stage
2:
total cost of ownership
32
Stage
3:
value/cost
36
Stage
4:
strategic alignment
39
Governance
42
So what?
44
Chapter
3
Restructuring procurement
47
Leveraging the collaborative segment
48
Separating the sheep from the goats
51
Be the most attractive customer
55
VII
VIII
Contents
Setting the improvement agenda
59
So what?
66
Chapter
4
Selling the way your customers want to buy
69
Business-to-business selling is different
70
Selling to customer segmentation models
76
Key account management
81
When customers change the game
85
So what?
88
Chapter
5
Choosing your battles wisely
91
Proactive sales leadership
94
Key sales elements
96
Deploying your sales resources
102
Being the most attractive supplier
104
Delivering what customers need
107
So what?
no
Chapter
6
Developing pairs of aces
113
Success is easily killed
113
Keeping the faith
117
Negotiation II
120
It takes two to tango
123
A winning journey
129
So what?
134
Chapter
7
Building the future
137
The Rubik's cube of customer-supplier
partnerships
138
Driving the procurement agenda
146
Pushing sales and marketing
151
Making it all work
157
So what?
160
Chapter
8
Changing two at a time
From one-sided to two-sided change
From key account management to key
collaboration management
Where is the win—win?
So what?
163
163
171
176
178
Contents
IX
Chapter
9
Bibliography
Index
Harnessing the power of two
Driving from procurement
Driving from sales
So what?
181
181
184
186
187
191 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Cordón, Carlos Vollmann, Thomas E. |
| author_facet | Cordón, Carlos Vollmann, Thomas E. |
| author_role | aut aut |
| author_sort | Cordón, Carlos |
| author_variant | c c cc t e v te tev |
| building | Verbundindex |
| bvnumber | BV023404791 |
| callnumber-first | H - Social Science |
| callnumber-label | HD39 |
| callnumber-raw | HD39.5 |
| callnumber-search | HD39.5 |
| callnumber-sort | HD 239.5 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)226280443 (DE-599)BVBBV023404791 |
| dewey-full | 658/.046 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658/.046 |
| dewey-search | 658/.046 |
| dewey-sort | 3658 246 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 1. publ. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01511nam a2200397 c 4500</leader><controlfield tag="001">BV023404791</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20081010 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">080721s2008 |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780230218888</subfield><subfield code="9">978-0-230-21888-8</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0230218881</subfield><subfield code="9">0-230-21888-1</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)226280443</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV023404791</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-703</subfield><subfield code="a">DE-473</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HD39.5</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658/.046</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 620</subfield><subfield code="0">(DE-625)141911:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Cordón, Carlos</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">The power of two</subfield><subfield code="b">how smart companies create win-win customer-supplier partnerships that outperform the competition</subfield><subfield code="c">Carlos Cordón and Thomas E. Vollmann</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. publ.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Basingstoke</subfield><subfield code="b">Palgrave Macmillan</subfield><subfield code="c">2008</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XVII, 194 S.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Customer relations</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Industrial procurement</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Kundenmanagement</subfield><subfield code="0">(DE-588)4236865-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Kundenmanagement</subfield><subfield code="0">(DE-588)4236865-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Vollmann, Thomas E.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">Digitalisierung UB Bayreuth</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016587498&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-016587498</subfield></datafield></record></collection> |
| id | DE-604.BV023404791 |
| illustrated | Not Illustrated |
| index_date | 2024-07-02T21:25:08Z |
| indexdate | 2024-07-09T21:17:52Z |
| institution | BVB |
| isbn | 9780230218888 0230218881 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-016587498 |
| oclc_num | 226280443 |
| open_access_boolean | |
| owner | DE-703 DE-473 DE-BY-UBG |
| owner_facet | DE-703 DE-473 DE-BY-UBG |
| physical | XVII, 194 S. |
| publishDate | 2008 |
| publishDateSearch | 2008 |
| publishDateSort | 2008 |
| publisher | Palgrave Macmillan |
| record_format | marc |
| spelling | Cordón, Carlos Verfasser aut The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition Carlos Cordón and Thomas E. Vollmann 1. publ. Basingstoke Palgrave Macmillan 2008 XVII, 194 S. txt rdacontent n rdamedia nc rdacarrier Customer relations Industrial procurement Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 s DE-604 Vollmann, Thomas E. Verfasser aut Digitalisierung UB Bayreuth application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016587498&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Cordón, Carlos Vollmann, Thomas E. The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition Customer relations Industrial procurement Kundenmanagement (DE-588)4236865-0 gnd |
| subject_GND | (DE-588)4236865-0 |
| title | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition |
| title_auth | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition |
| title_exact_search | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition |
| title_exact_search_txtP | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition |
| title_full | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition Carlos Cordón and Thomas E. Vollmann |
| title_fullStr | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition Carlos Cordón and Thomas E. Vollmann |
| title_full_unstemmed | The power of two how smart companies create win-win customer-supplier partnerships that outperform the competition Carlos Cordón and Thomas E. Vollmann |
| title_short | The power of two |
| title_sort | the power of two how smart companies create win win customer supplier partnerships that outperform the competition |
| title_sub | how smart companies create win-win customer-supplier partnerships that outperform the competition |
| topic | Customer relations Industrial procurement Kundenmanagement (DE-588)4236865-0 gnd |
| topic_facet | Customer relations Industrial procurement Kundenmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016587498&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT cordoncarlos thepoweroftwohowsmartcompaniescreatewinwincustomersupplierpartnershipsthatoutperformthecompetition AT vollmannthomase thepoweroftwohowsmartcompaniescreatewinwincustomersupplierpartnershipsthatoutperformthecompetition |