Value Based Marketing for Bottom-Line Success, Nicholas J. DeBonis, Eric Balinski, Phil Allen

Book Description:
Our work in companies uncovered critical ideas and frameworks to improve business. Through both success and failure, we found practices that will guide any company to become a high performing business. Value Based Marketing for Bottom Line Success: 5 Steps to Creating Competitive Value offers a Value Creation and Delivery process which will help a company to compete profitably in its marketplace by: 1) identifying the value expectations of target customers; 2) selecting the values on which it wants to compete; 3) analyzing the ability within the organization to deliver that value; 4) communicating the value & selling the value message; 5) delivering the value promised & improving the company's value model.

Value Based Marketing for Bottom-Line Success, will change the way you work with customers and run your business. You will get practical insights, tools, and the 5-sequenced steps that will impact customer and business performance. Get customers to be excited about your company - deliver what matters most to them, then count your profits.

Product Details
· Hardcover: 288 pages
· Publisher: McGraw-Hill; ISBN: 007139656X; (December 13, 2002)

Market Research, by Paul Hague

Book Description: : Through clear, concise advice and real life case studies starting out in market research is made simple. The book covers all the essential topics and includes: planning, desk research, qualitative and quantitative research, sampling, questionnaire design and data collection and analysis. Also provided are the latest details of market research agencies, codes of practice, quality schemes and includes a useful contact list. Practitioners and students alike will find here a comprehensive and easy-to-follow introduction to the subject. Packed with useful charts and figures, this fully updated third edition of Market Research draws on tried and tested methods and the author's extensive experience.

Product Details
· Paperback: 240 pages
· Publisher: Kogan Page Ltd.; ISBN: 0749437308; 3rd Bk & cdr edition (October 2002)

Shared Services: Mining for Corporate Gold by Barbara Quinn, Andrew Kris, Robert S. Cooke

Book Description: Shared Services enables companies to retain internal control of core functions while still maximizing on cost efficiencies. The concept is simple: bring together functions that are frequently duplicated across divisions, subsidiaries or operating units and offer these services more efficiently and at a lower cost, through a shared services centre." "Shared Services: Mining for Corporate Gold provides an understanding of what shared services really is. It outlines how to assess its viability for your organization and how to proceed with planning and implementing it. Providing in depth coverage from the initial size-up, assessing outsourcing possibilities, establishing the infrastructure and shifting the culture, it is the definitive guide to shared services.

Product Details
· Hardcover: 246 pages ; Dimensions (in inches): 0.79 x 9.56 x 6.43
· Publisher: Financial Times Prentice Hall; ISBN: 0273644556; 1st edition (May 16, 2000)

AMA Handbook for Managing Business to Business Marketing Communications by J. Nicholas De Bonis, Roger S. Peterson

Book Description: Provides the framework that will enable the marketing professional to get everyone in the organization to buy into integrated communications objectives and programs.

Editorial Reviews- Financial Services Journal Online - 5/98 issue
This is one of those books you might buy as reference, thinking that one-day, you probably would need something in it. And then, the darndest thing happens, you end up using it all the time. If you employ more than one person or if you are an employee with the responsibility for creating and/or managing marketing communications, this book should be on your bookshelf. It focuses on the basics, but it gives such a good explanation of what marketing is... well written, interesting and thought- provoking ... Strategies, tactics, marketing, sales, options, rules, alternatives.
by Michael Lovas, Editor

Product Details
· Hardcover: 370 pages ; Dimensions (in inches): 1.35 x 9.29 x 6.26
· Publisher: McGraw-Hill/Contemporary Books; ISBN: 0844235954; (January 1997)

Cooperate to Compete, by Kenneth Preiss, Steven L. Goldman and Roger N. Nagel

Book Description: In Cooperate to Compete, three of the world's most respected authorities on global competitiveness reveal a simple, yet profoundly powerful strategy: operate your business as an "interprise" - forming closer, more interactive relationships with customers, suppliers, and even competitors. This timely guide shows you how to transform your company into an agile business that can adapt quickly as the pace of change continues to accelerate.

Your successful interprise will offer new combinations of product service, and information to become an integral part of customers' businesses; forge strong, mutually rewarding bonds with suppliers; and build an adaptive, entrepreneurial culture, based on new recognition that long-term success comes from how well you support your customers. Packed with hundreds of real-life examples from companies serving a wide range of customers worldwide, Cooperate to Compete offers implementation guidance rather than abstract principles. Whether you are a CEO; the manager for a key function such as product development, marketing, manufacturing, or operations; or the general manager of a small company, Cooperate to Compete will give you a wealth of ideas that you can put to work today to remain competitive tomorrow.

Product Details
· Hardcover: 336 pages ; Dimensions (in inches): 1.10 x 9.23 x 6.24
· Publisher: John Wiley & Sons; ISBN: 0471287601; (October 9, 1996)

Top Dog, by J. David Pincus, J. Nicholas De Bonis

Book Description: On the basis of 10 years of research, the authors link communications and leadership in a definitive way, showing through data and case histories how consistency, compassion, organization, and selectivity (their CCOS model) form the linchpins of true communications. Part novel, part business how-to, this book combines fact and fiction to emphasize a key message for the 90s: communication and leadership skills can make or break executive careers. This unique investigation into effective leadership also delivers eye-opening results from their research; a new four-step model for effective CEO communication; and one-on-one exclusive interviews with top executives. Essential reading for everyone with a stake in corporate leadership.

Product Details
· Paperback: 384 pages ; Dimensions (in inches): 1.05 x 9.01 x 6.03
· Publisher: McGraw-Hill Trade; ISBN: 0070501882; (June 1, 1996)

Agile Competitors and Virtual Organizations, By Steven L. Goldman, Roger N. Nagel and Kenneth Preiss

Book Description: Identifying the "new industrial revolution, " the authors present a vision for "cooperating to compete" in today's rapidly-changing business world. It explains why mass production is a thing of the past, and why customized products are the key to business survival. This book, written by three internationally recognized authorities on global competitiveness, is designed to help any business - large or small - come to terms with change and develop effective, profit-centered strategies. Clear, real-world examples are used to describe what it takes for companies and individuals to become "agile" - how they can thrive in a competitive environment of constant, unpredictable change.

The book is the product of the authors' extensive research in cooperation with industry and government leaders that resulted in the influential 1991 report, 21st Century Manufacturing Enterprise Strategy. This book presents an updated and expanded vision of agile competition, which promises to affect life in the 21st century as profoundly as mass production-based competition affected life in the 20th century. By focusing on practice rather than on theory, the book describes in detail how this new form of competition is rapidly differentiating winners from losers, not just in the U.S. but around the world.

Product Details
· Hardcover: 414 pages ; Dimensions (in inches): 9.33 x 1.44 x 6.34
· Publisher: Van Nostrand Reinhold (Trade); ASIN: 0442019033; 1st edition (January 15, 1995)

The Power of Industrial Brands, By Paul Hague and Peter Jackson

Book Description: This text explains the importance of branding and explores how an understanding of the unique functions of an industrial brand can form the basis of successful marketing. The book illustrates how utilizing a brand image can help build market share, improve margins and achieve faster stock turn-around.
The authors offer practical advice on how to measure, understand and successfully exploit the power of the brand in industrial marketing. Overall, this book provides: an insight into what makes an industrial brand a background of the differences between consumer and industrial marketing and practical suggestions on how to build an industrial branding strategy.

Product Details
· Paperback: 178 pages
· Publisher: McGraw-Hill International; ISBN: 007707839X; (November 1, 1994)

The Habit of Rivers, by Ted Leeson

Book Description: Philosophy and natural history mingle in this remarkable and evocative collection of essays from an avid angler. Leeson, contributing editor to Fly Rod & Reel magazine touches on a variety of subjects: death, art, sex, fly-tying and other mysteries.

From The Publisher
"There was a time that I didn't fish," writes Ted Leeson in his introduction to this stunning first book, "but I cannot remember it. The Habit of Rivers tells the story of Leeson's passion for rivers, trout, and fly-fishing, and his attempts to understand their remarkable sustaining power. Drawing on his experiences as a newcomer to the Pacific Northwest - "the land of unceasing seasons" - he looks beneath the surface of fly fishing to explore questions that engage most fishermen: "What is the strange gravity of a trout stream? What is it about rivers that draws us so irresistibly, and why does fly fishing seem such an aptly suited response?" Above all, The Habit of Rivers is a book about ways of seeing the wonderfully textured world that emanates from a river. "Despite its reliance on the line," Leeson writes, "fly fishing is not linear. It is radial and weblike. At the center is a rising trout, and millimeters above his nose is the fly. From it, paths trace outward . . . just as far as you wish to go." In pursuing these paths, Leeson finds everything from salmon, steelhead, and trout, to drift boats, art, insects, gravity, death, philosophy, books, fly tying, and microbreweries - and links them together with an intelligence that is provocative, witty, and illuminating. What emerges is a brilliantly original book about a certain vision of fishing, and fishing as a certain habit of vision, about seasons as spaces and landscapes as times, about rivers that express interior geographies as much as exterior ones. The Habit of Rivers begins with a deep respect for trout and trout streams, and ends in wisdom earned by hard and faithful attention to the natural world.

Product Details
· Hardcover: 196 pages ; Dimensions (in inches): 1.00 x 9.32 x 6.30
· Publisher: The Lyons Press; ISBN: 1558213007; 1 edition (March 1, 1994)

Real-Time Marketing: New rules for the New Media, by James Morris-Lee

Book Description: Despite the proliferation of media channels in business marketing-both electronic and print-most companies still view these media as being independent forms of communication. The author builds a case for building a continuum of media content and programming for both e-media and traditional advertising to realize optimal impact and results.

Real-Time Marketing benchmarks media, outlining their singular strengths and weaknesses, and offers essential rules for their deployment. It also covers how to integrate their use for greater synergy and power in one-to-one communication, including Web-to-print and emerging print-to-Web technologies.

Jim shows how digital communication and customer demand are blurring the traditional dichotomies of "marketing" and "sales" as well as the distinctions between what is a "product" and what is a "service." He then goes on to describe how organizations can use new technology to provide better support mechanisms for sales channels and product-distribution systems.

This book will give you the framework you need for the world of real-time marketing-how to make the most of your internal and external knowledge resources for creating informational value. It draws on knowledge from a wide range of disparate fields-computer science, human psychology, organizational development, and marketing-to show in concrete terms what's required to become a real-time "customer-centric" company.

Product Details:
· Hardcover: 270 pages
· Publisher: Graphic Arts Technical Fndtn; ISBN: 0883622998; (April 2001)

The Oh Norman Diary, by Uly Meixner and Erich Mock

Book Description: Selling today is complex, sophisticated and demanding. Customer's have more choice, more knowledge, and greater expectations than ever before. To manage this business fact-of-life, building a sales culture and developing long-term relationships with customers requires a top-down and bottom-up sales training strategy.

As one of the world's fastest-growing sales training companies, with clients in North America, Europe and Asia-Pacific, Global Partners has been implementing their unique sales training programs in consultative sales techniques and sales management for more than twenty-two years.

Their book, "The "OH Norman Diary"", provides a comprehensive introduction to consultative selling skills and shows how to instill a sales culture into a business where one does not currently exist. It is targeted at individual sales people and their companies who face the daily challenge of trying to sell to their customers. This fictionalized account of a sales person's life and his company, is seen through the eyes of Mr. Joe Average: Norman G. Getit. Written by sales people for sales people, this entertaining yet enlightening book shows how the 'Norman's' of the world can succeed and build lasting customer relationships using consultative selling techniques.

This book shows how sales people and their companies are better off thinking about intelligent and individual strategies that will make their customers more successful. To achieve this, 'Norman' starts learning from the customer, using new ways of communicating and adopting a modern approach to selling.

Product Details:
· Soft cover: 148 pages
· Publisher: Global Partners and Associates; ISBN 09579448-0-2: 1st edition 2001

Fundamentals at Work, by Emile E.A.J. Weekers

Book Description: Excuses management, denial of the facts and entrenched management behaviour are much more common than even the stories in the press will tell you. Time for managers to look in the mirror! With his book 'Fundamentals at Work', Emile Weekers holds this mirror in front of his readers. As an experienced manager and consultant, he knows perfectly well the games that are being played. "When I was a business manager, I was poacher, as consultant I was gamekeeper, and now I am steward" says Weekers.

In 'Fundamentals at Work', the author explains the consequences of blindly following the latest management fads, while the true fundamentals all too often get overlooked - or are not even in place - for the great theories to deliver even a fraction of their potential. Consultants are a significant contributory factor to this malaise: "Consultants like to sell analysis and creative work since it boosts egos and profitability. However, too much analysis for analysis' sake, as well as diagnostics to satisfy the clients who seem insatiable, and too little focus on what really happens is the norm"

The book uniquely describes what really happens in businesses and how managers behave; and thus explains why so many strategies and important initiatives are doomed to failure, despite the fact that they are excellently designed and very appropriate. This view from "the bottom-up" is rare in the world of management literature, where the promotion of theories and models prevails. Weekers illustrates his conclusions with a great many anecdotes which makes the book - which covers a very serious issue - fun to read and highly realistic.

"Put your money where your mouth is," says Weekers. His 'Fundamentals' form the basis for a new company, "Performance-Leap," which he founded in 2002. After a sabbatical year, he is now offering - together with his partners in the UK, Benelux and Germany - a unique service to the investor community for investments that they have written-off. In return for a minority stakeholding, they manage these businesses until they once again become profitable, before they withdraw and help recover the value for the investors.

'It is rare to find a book on management that provides such a clear picture of what is actually happening in organisations at all operational levels. The emphasis is on people behaviour, which permeates right through any organisation.'
- Willem J. Prinselaar- Managing partner Capital Partners NV, chairman of EVC, previously founder of DBM Belgium, advisor of Chase Investment Bank and various other positions at ICI.

Product Details:
· Hardcover: 225 pages; Dimensions (mm) 175*160 mm, Language- English
· Performance Books Publishers, ISBN 90-807494-1-9; November 2002
· For more information or review copies, please contact: Performance-Leap B.V./ Tel. +31-43-6090634 / risk@performance-leap.com / www.performance-leap.com