Triple Fit Strategy : How to Build Lasting Customer Relationships and Boost Growth / Christoph Senn and Mehak Gandhi.

Format:

Book

Author/Creator:

Senn, Christoph, 24 April 1963- author.

Gandhi, Mehak, author.

Language:

English

Subjects (All):

Industrial marketing.

Value.

Customer relations.

Physical Description:

1 online resource (237 pages)

Edition:

First edition.

Place of Publication:

Boston, Massachusetts : Harvard Business Review Press, [2024]

Summary:

"Business-to-business selling is still dominated by "value selling"--trying to match products to needs and making deals. It's a buyer-seller relationship built on transactions, and it's not the way you should be doing business. There's a better way--"value creation"--in which supplier and customer collaborate as partners to build joint strategies and grow together. If you can escape the product-centric mindset of value sellers and put customers at the heart of your sales strategy, results will follow. What kind of results? The authors' own data shows that customers who get value creation right can double account values in three years. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the framework, called Triple Fit Strategy, for helping you move to value creation. Their process, along with their Triple Fit Canvas tool, ensures a fit between customer and supplier across three areas: planning, execution, and resources. It's a proven approach they've implemented with many B2B companies over twenty years and validated with data from those engagements. This breakthrough approach has the power to transform B2B businesses, better aligning them with customers, creating better internal organization, and uncovering new opportunities for growth. Your journey to becoming a value creator starts here"-- Provided by publisher.

Contents:

Introduction: orchestrating mutual growth

Part I: understanding triple fit trajectories

Rethink the growth logic

Initiate a strategic dialogue

Define game-changers

Part II: navigating triple fit journeys

Focus where the growth is

Execute validated growth plans

Keep the growth momentum

Part III: sustaining triple fit conditions

Develop customer general managers

Build growth champions

Establish a one company culture.

Notes:

Includes index.

Description based on publisher supplied metadata and other sources.

Description based on print version record.

ISBN:

9781647827151

1647827159

OCLC:

1458760773