Developing strategic partnerships: how to leverage more business from major customers
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Aldershot, Hampshire [u.a.]
Gower
1999
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| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVI, 197 S. graph. Darst. |
| ISBN: | 0566081016 |
Staff View
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Record in the Search Index
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| adam_text | Contents
List of figures vii
List of tables viii
Introduction ix
PART I MAKING STRATEGY CHOICES 1
CHAPTER 1 Degrees of freedom 3
CHAPTER 2 Real competitive differential 20
CHAPTER 3 Strategic partnerships 34
PART II PLANNING FOR A STRATEGIC
ALLIANCE 51
CHAPTER 4 Gaining internal approval 53
CHAPTER 5 Profiling and selecting a partner 69
CHAPTER 6 Strategic partnership initiatives 88
PART III IMPLEMENTING AND SUSTAINING
AN ALLIANCE 101
CHAPTER 7 Gaining partnership commitment 103
CHAPTER 8 The technical and commercial study 123
CHAPTER 9 The SPI team approach 136
CHAPTER 10 Evaluating strategic partnerships 162
CHAPTER 11 Sustaining strategic partnerships 186
References 193
Index 195
Figures
Figure 1.1 A family of strategies 8
Figure 1.2 The strategic triangle 8
Figure 1.3 BCG growth-share matrix 9
Figure 1.4 Strategic focus 1 - build 10
Figure 1.5 Strategic focus 2 - hold 11
Figure 1.6 Strategic focus 3 - question 11
Figure 1.7 Strategic focus 4 - harvest 12
Figure 1.8 Strategic focus 5 - terminate 12
Figure 1.9 Strategic degrees of freedom 13
Figure 1.10 Translating theory into reality 17
Figure 1.11 Freedom to act 19
Figure 2.1 Walt Disney theme parks 22
Figure 2.2 McDonald s restaurants 22
Figure 2.3 Three circles of competitive differential 24
Figure 2.4 Firm-specific competencies 27
Figure 2.5 Further firm-specific competencies 29
Figure 2.6 Learning the model 31
Figure 2.7 The final step 31
Figure 3.1 The role of shared values 38
Figure 3.2 The strategic partnership model 50
Figure 4.1 The strategic partnership model excerpt 67
Figure 4.2 The strategic partnership model excerpt 68
Figure 5.1 The strategic partnership model excerpt 87
Figure 6.1 The strategic partnership model excerpt 99
Figure 7.1 The strategic partnership model excerpt 122
Figure 8.1 The strategic partnership model excerpt 133
Figure 8.2 The strategic partnership model excerpt 135
Figure 8.3 The strategic partnership model excerpt 135
Figure 9.1 Gap analysis model 141
Figure 9.2 Example SPI team meeting agenda 150
Figure 9.3 Example layout for meeting action points 151
Figure 9.4 Project chart 154
Figure 9.5 Gantt chart 155
Figure 9.6 Critical path method 158
Figure 9.7 Critical path method excerpt 161
Figure 9.8 Critical path method excerpt 161
Figure 10.1 Variance analysis 163
Figure 10.2 The strategic partnership model excerpt 185
Tables
Table 1.1 Weighting of options 16
Table 2.1 Components of the three circles 24
Table 2.2 FMCG example 25
Table 2.3 Automotive example 28
Table 4.1 Customer X sales forecast 56
Table 4.2 Return on investment (ROI) 62
Table 4.3 Discounted cashflow (DCF) 62
Table 4.4 Net present value (NPV) 63
Table 4.5 Internal rate of return (IRR) 64
Table 4.6 Internal rate of return (IRR) 64
Table 5.1 Customer profiling - market share 77
Table 6.1 Customer contact plan 97
Table 10.1 Example partnership profitability statement 176
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| any_adam_object | 1 |
| author | Steward, Chris |
| author_facet | Steward, Chris |
| author_role | aut |
| author_sort | Steward, Chris |
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| building | Verbundindex |
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| dewey-full | 658.044 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.044 |
| dewey-search | 658.044 |
| dewey-sort | 3658.044 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV026348354 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T23:10:12Z |
| institution | BVB |
| isbn | 0566081016 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-021930290 |
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| physical | XVI, 197 S. graph. Darst. |
| publishDate | 1999 |
| publishDateSearch | 1999 |
| publishDateSort | 1999 |
| publisher | Gower |
| record_format | marc |
| spelling | Steward, Chris Verfasser aut Developing strategic partnerships how to leverage more business from major customers Chris Steward Aldershot, Hampshire [u.a.] Gower 1999 XVI, 197 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Unternehmen (DE-588)4061963-1 gnd rswk-swf Strategische Allianz (DE-588)4274322-9 gnd rswk-swf Unternehmen (DE-588)4061963-1 s Strategische Allianz (DE-588)4274322-9 s DE-188 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021930290&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Steward, Chris Developing strategic partnerships how to leverage more business from major customers Unternehmen (DE-588)4061963-1 gnd Strategische Allianz (DE-588)4274322-9 gnd |
| subject_GND | (DE-588)4061963-1 (DE-588)4274322-9 |
| title | Developing strategic partnerships how to leverage more business from major customers |
| title_auth | Developing strategic partnerships how to leverage more business from major customers |
| title_exact_search | Developing strategic partnerships how to leverage more business from major customers |
| title_full | Developing strategic partnerships how to leverage more business from major customers Chris Steward |
| title_fullStr | Developing strategic partnerships how to leverage more business from major customers Chris Steward |
| title_full_unstemmed | Developing strategic partnerships how to leverage more business from major customers Chris Steward |
| title_short | Developing strategic partnerships |
| title_sort | developing strategic partnerships how to leverage more business from major customers |
| title_sub | how to leverage more business from major customers |
| topic | Unternehmen (DE-588)4061963-1 gnd Strategische Allianz (DE-588)4274322-9 gnd |
| topic_facet | Unternehmen Strategische Allianz |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021930290&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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