Financial Times
7 total works
The UK’s bestselling book on logistics and supply chain management – over 100,000 copies sold.
Effective development and management of supply chain networks helps businesses cut costs and enhance customer value. This updated 5th edition is a clear guide to all the key topics in an integrated approach to supply chains.
As well as new and updated examples and case studies, there are two new chapters:
Routes to Market: Many companies now have to manage multiple distribution channels - this chapter covers strategic issues on how companies “go to market” along with the cost implications of using alternative channels.
Service Logistics: As companies begin to sell performance rather than physical product, this chapter explores the implications for logistics management as the need to provide higher levels of service and customer support becomes ever more critical.
Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at:
- Why has account management become so critical to commercial success?
- What are the key challenges and how do successful companies respond?
- What part does key account management play in strategic planning?
- How do companies build profitable relationships with their customers?
- How does key account management actually work?
- What does a successful key account manager look like and what skills does he/she need?
- How should key account managers be evaluated and rewarded?
- How do companies achieve key account management?
By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management.
Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Creating a Company for Customers
by Malcolm McDonald, Martin Christopher, Simon Knox, and Adrian Payne
Marketing Strategy in the Digital Age
by Elizabeth Daniel, Hugh Wilson, Malcolm McDonald, and John Ward
Competing on Value : Bridging the gap between brand and customer value
by Simon Knox and Stan Maklan
Creating this differentiated combination, on the basis of delivering real value, enables an organization to: *create profitable long-term customer relationships *integrate and direct the organization towards customer value *lead unbeatable alliances *generate breakthrough innovation. In short, to prosper by Competing on Value. Simon Knox is a Professor of Brand Marketing at the Cranfield School of Management and a consultant to a number of multinational companies including McDonald's, Levi Strauss, DiverseyLever and the Ocean Group. Before joining Cranfield, Simon worked for Unilever in a number of senior marketing roles in both detergents and foods. He writes extensively on brand equity issues and customer purchasing styles. Stan Maklan is a Principal Consultant with CSC Computer Sciences, one of the world's largest IT and management consulting firms, and is a regular contributor to international conferences and seminars.He has been a director at operating companies for Unilever and Burson-Marsteller, international leaders in consumer goods and public relations respectively, as well as a marketing manager for Cable & Wireless (telecommunications).
Stan ran his own consultancy specializing in business-to-business marketing before joining CSC. He was awarded honors for academic excellence when he obtained a Masters of Business Administration from the University of Western Ontario (Canada) and has a Bachelor of Science (Economics) from the Universite de Montreal.
