Strategic Customer Planning

Alan Melkman and Professor Ken Simmonds
298 pages (2006); 1.2MB download
Thorogood Publishing; ISBN: 9781854184825

DESCRIPTION

Industrial, consumer products and services companies all face different challenges, and this report addresses them all. Each chapter looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process.

Learn how to analyze the threats and take advantage of the opportunities emerging from key new markets such as India and China; learn how to deliver additional value to justify price differentials.

This is very much a ‘how to’ Report. After reading the parts relevant to your business, you will be able to compile a plan that will work within your particular organization, a powerful customer plan that you can implement immediately. Charts, checklists and diagrams are prevalent throughout.