A Groundbreaking Pricing Model for the New Business LandscapeWhy would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you c...

More than a decade ago, Robert S. Kaplan and David P. Norton introduced the Balanced Scorecard, a revolutionary performance measurement system that allowed organizations to quantify intangible assets such as people, information, and customer relationships. Then, in The Strategy-Focused Organization, Kaplan and Norton showed how organizations achieved breakthrough performance with a management system that put the Balanced Scorecard into action.Now, using their ongoing resea...

GREAT IDEAS CHANGE THE WORLD, but how do you know if your idea is truly great? That is the problem Professor Sean Wise addresses in his third and best book to date. Sean Wise, former online host and business advisor to the hit reality show, Dragons' Den, has heard tens of thousands of entrepreneurs' idea pitches. Some were good, most were bad, and in this book he shows you how to tell the difference. Based on more than 20,000 hours of pitches, Wise takes us inside the minds of investors an...

With sales of more than 160,000 copies, Fundamentals of Project Management has helped generations of project managers navigate the ins and outs of every aspect of this complex discipline. Using a simple step-by-step approach, the book is the perfect introduction to project management tools, techniques, and concepts. Readers will learn how to: • Develop a mission statement, vision, goals, and objectives • Plan the project • Create the work breakdown structure • Produce a workable schedule •...

How do you keep your customers coming back-and get them to bring others?If you need the best practices and ideas for making your customers loyal and profitable--but don't have time to find them--this book is for you. Here are nine inspiring and useful perspectives, all in one place.This collection of HBR articles will help you:- Turn angry customers into loyal advocates- Get more people to recommend you- Boost customer satisfaction by satisfying your...

Over the last 25 years, Geoffrey Moore has established himself as one of the most influential high-tech advisors in the world—once prompting Conan O'Brien to ask "Who is Geoffrey Moore and why is he more famous than me?"Following up on the ferociously innovative ESCAPE VELOCITY, which served as the basis for Moore's consulting work to such companies as Salesforce, Microsoft, and Intel, ZONE TO WIN serves as the companion playbook for his landmark guide, offering a practical manual t...

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and plannin...

The secrets to improving operations while maintaining the highest qualityHow do you operate at maximum efficiency with minimum cost? Manager’s Guide to Operations Management addresses one of the most pressing business issues of our time by offering easy-toimplement advice on creating the most effective, streamlined operations possible. This quick-reference guide explains how to:Improve your production processesBoost quality using th...

“Readthis book to learn how to create a company as powerful as Apple.”—Guy Kawasaki,former chief evangelist of AppleInEscape Velocity Geoffrey A. Moore, author of the marketing masterwork Crossingthe Chasm, teaches twenty-first century enterprises how to overcome thepull of the past and reorient their organizations to meet a new era ofcompetition. The world’s leading high-tech business strategist, Mooreconnectsthe dots between bold strategies and effective executi...

Know if you'll hit your targets before pulling the trigger on any marketing planMore than sixty five percent of new products are commercial failures, and if you compound this with a recession, now more than ever you can't afford to be wrong. In If You Build It Will They Come, business professor and strategy consultant Rob Adams shows you how to make sure you hit your target market before you spend a lot of money. He shows you the fast, systematic and proven approa...

Praise for Praise for Performance Management: Integrating Strategy Execution, Methodologies, Risk, and Analytics"A highly accessible collection of essays on contemporary thinking in performance management. Readers will get excellent overviews on the Balanced Scorecard, strategy maps, incentives, management accounting, activity-based costing, customer lifetime value, and sustainable shareholder value creation."—Robert S. Kaplan, Harv...

The Entrepreneurial Mindset offers a refreshingly practical blueprint for thinking and acting in environments that are fast-paced, rapidly changing, and highly uncertain. It provides both a guide to energizing the organization to find tomorrow's opportunities and a set of entrepreneurial principles you can use personally to transform the arenas in which you compete. The authors present simple but powerful ways to stop thinking and acting by the old rules and start thinking with th...