The Market Value Process
Bridging Customer & Shareholder Value

Alan S. Cleland (Author), Albert V. Bruno (Author)

9780787902759, Wiley

Hardback, published 31 July 1996

272 pages
24.6 x 18.8 x 2.4 cm, 0.617 kg

Discover a unique, cross-functional approach to developingstrategy

Earn the loyalty of your customers and the allegiance of yourshareholders at the same time. The Market Value Process provides agroundbreaking, practical approach to linking customer andshareholder value in a marketplace where price-cutting is king. Itdetails a twelve-step framework for determining how well customerneeds are being met, building strategies for meeting those needs,and ensuring those strategies create enough customer andshareholder value to work successfully. With new thoughts on topicssuch as teamwork and core competencies, this book defines a generalmanagement and financial approach to strategy building everyexecutive should consider.

PrefaceThe Authors
Part One: Introduction and Principles
1. Using the Market Value Process
2. Learning the Principles
Part Two: The Diagnosis
3. Winning Customers with Creative Market Definition
4. Using Scenarios to Envision Market Evolution
5. Will the Market Reward Your Investment?
6. Delivering Quality Through Product and Non-productBenefits
7. Pricing to Please Customers and Shareholders
8. Managing Internal Costs
Part Three: The Bridge
9. Building Profitable Precision Strategies
Part Four: The Payoff
10. Mapping Poststrategy Customer Value
11. Envisioning Revenue Growth
12. Mapping Shareholder Value
13. Selecting Strategies, Setting Objectives, and AllocatingResources
14. Implementing Presicion Strategies
AppAndix: An Overview of a Precision Strategy
GlossaryNotesIndex

Subject Areas: Business & management [KJ]