The Future of Competition
The Future of Competition

Author: C. K. Prahalad

Publisher: Harvard Business Press

Published: 2004-02-18

Total Pages: 273

ISBN-13: 1422160742

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In this visionary book, C. K. Prahalad and Venkat Ramaswamy explore why, despite unbounded opportunities for innovation, companies still can't satisfy customers and sustain profitable growth. The explanation for this apparent paradox lies in recognizing the structural changes brought about by the convergence of industries and technologies; ubiquitous connectivity and globalization; and, as a consequence, the evolving role of the consumer from passive recipient to active co-creator of value. Managers need a new framework for value creation. Increasingly, individual customers interact with a network of firms and consumer communities to co-create value. No longer can firms autonomously create value. Neither is value embedded in products and services per se. Products are but an artifact around which compelling individual experiences are created. As a result, the focus of innovation will shift from products and services to experience environments that individuals can interact with to co-construct their own experiences. These personalized co-creation experiences are the source of unique value for consumers and companies alike. In this emerging opportunity space, companies must build new strategic capital—a new theory on how to compete. This book presents a detailed view of the new functional, organizational, infrastructure, and governance capabilities that will be required for competing on experiences and co-creating unique value.

Competing Against Luck
Competing Against Luck

Author: Clayton M. Christensen

Publisher: HarperCollins

Published: 2016-10-04

Total Pages: 259

ISBN-13: 0062435639

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The foremost authority on innovation and growth presents a path-breaking book every company needs to transform innovation from a game of chance to one in which they develop products and services customers not only want to buy, but are willing to pay premium prices for. How do companies know how to grow? How can they create products that they are sure customers want to buy? Can innovation be more than a game of hit and miss? Harvard Business School professor Clayton Christensen has the answer. A generation ago, Christensen revolutionized business with his groundbreaking theory of disruptive innovation. Now, he goes further, offering powerful new insights. After years of research, Christensen has come to one critical conclusion: our long held maxim—that understanding the customer is the crux of innovation—is wrong. Customers don’t buy products or services; they "hire" them to do a job. Understanding customers does not drive innovation success, he argues. Understanding customer jobs does. The "Jobs to Be Done" approach can be seen in some of the world’s most respected companies and fast-growing startups, including Amazon, Intuit, Uber, Airbnb, and Chobani yogurt, to name just a few. But this book is not about celebrating these successes—it’s about predicting new ones. Christensen contends that by understanding what causes customers to "hire" a product or service, any business can improve its innovation track record, creating products that customers not only want to hire, but that they’ll pay premium prices to bring into their lives. Jobs theory offers new hope for growth to companies frustrated by their hit and miss efforts. This book carefully lays down Christensen’s provocative framework, providing a comprehensive explanation of the theory and why it is predictive, how to use it in the real world—and, most importantly, how not to squander the insights it provides.

Competing for Customers
Competing for Customers

Author: Jeb Dasteel

Publisher: FT Press

Published: 2016-01-29

Total Pages: 263

ISBN-13: 0134172949

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Business-to-business customer expectations have changed. To survive—and thrive—in today’s economy, where customers are constantly reevaluating their purchases and looking at options never available before, you need to deliver business outcomes, not features and functionality. Suddenly, your “sale” is no longer a one-time event: it’s a relationship that demands continuous care and nurturing. You need to constantly deliver, measure, and demonstrate the value you create for your customers. Like it or not, it’s your job to make sure your customers succeed—and keep on succeeding—with what you’ve sold them. That job has a name: “Customer Success.” Delivering customer success means radically changing the way you engage with customers—from sales, to marketing, to engineering and support. This book gives you a complete framework for doing just that. Step by step, you’ll learn how to make sure your customers are achieving business outcomes from your offerings...now, next year, and for years to come. Embed customer success in your organizational DNA, in 3 steps: Listen: Truly understand what it means for your customers to succeed with your offerings Engage: Start a productive dialogue, collaborate to solve problems, and promote awareness of the value you create Ensure: Innovate to deliver on your promises, prove it to the customer, and build retention

Competing on Value
Competing on Value

Author: Mack Hanan

Publisher: Amacom Books

Published: 1991

Total Pages: 188

ISBN-13: 9780814450369

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Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value--i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation copyrighted by Book News, Inc., Portland, OR

Competing for Customers and Winning with Value
Competing for Customers and Winning with Value

Author: R. Eric Reidenbach

Publisher: Quality Press

Published: 2006-01-02

Total Pages: 213

ISBN-13: 0873895436

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This book brings together, for the first time, two very powerful concepts: customer value and competitive planning. Together they create a powerful tool that will generate breakthrough strategies for market dominance. The previously fashionable metrics of customer satisfaction have proven to be poor predictors of business performance, whereas the linkages between customer value and performance measures such as market share and profitability have been identified and documented. Value has been shown to be one of the best predictors of market share and customer loyalty available. Developing a system to harness value as a competitive weapon is an essential next step.Competing with Customers presents a competitive planning template that enables organizations to actually harness their value creation and delivery systems to enhance their market performance. It is a planning system that focuses at the level where the organization makes money: selling products or services to people in specific markets or market segments. Readers will discover a clear blueprint for crafting breakthrough, value-added strategies. For many readers, it will challenge the way they look at their competition, their markets, and their industries. Competition will never look the same.!

The Experience Economy, With a New Preface by the Authors
The Experience Economy, With a New Preface by the Authors

Author: B. Joseph Pine II

Publisher: Harvard Business Press

Published: 2019-12-10

Total Pages: 412

ISBN-13: 1633697983

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Time is limited. Attention is scarce. Are you engaging your customers? Apple Stores, Disney, LEGO, Starbucks. Do these names conjure up images of mere goods and services, or do they evoke something more--something visceral? Welcome to the Experience Economy, where businesses must form unique connections in order to secure their customers' affections--and ensure their own economic vitality. This seminal book on experience innovation by Joe Pine and Jim Gilmore explores how savvy companies excel by offering compelling experiences for their customers, resulting not only in increased customer allegiance but also in a more profitable bottom line. Translated into thirteen languages, The Experience Economy has become a must-read for leaders of enterprises large and small, for-profit and nonprofit, global and local. Now with a brand-new preface, Pine and Gilmore make an even stronger case for experiences as the critical link between a company and its customers in an increasingly distractible and time-starved world. Filled with detailed examples and actionable advice, The Experience Economy helps companies create personal, dramatic, and even transformative experiences, offering the script from which managers can generate value in ways aligned with a strong customer-centric strategy.

Competing for Kids
Competing for Kids

Author: Kelly E. Middleton

Publisher: Wheatmark, Inc.

Published: 2018-07-12

Total Pages: 320

ISBN-13: 1627876332

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When was the last time you reflected on the quality of customer service your school gives to your students? As alternate forms of education become more prominent, public education faces the challenge of losing its best and brightest students to the competition. Competing for Kids is a full-service manual for giving great customer service throughout your school district. By implementing the concepts in this book, public schools can become more appealing and more successful in retaining and attracting students. Competing for Kids teaches: How the best companies use customer service to compete at the highest levelHow these twenty-one business concepts can help public schools better compete with other forms of educationHow to develop a district-wide customer service plan for all staff members working in the public school arena

Competing on Value
Competing on Value

Author: Simon Knox

Publisher: Financial Times/Prentice Hall

Published: 1998

Total Pages: 0

ISBN-13: 9780273631057

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Where brands have traditionally been associated with individual product lines, the authors assert that the concept of the brand needs to both reflect and be carried by the whole organization. Today, customer value is created in a context of long term partnerships formed to achieve customized solutions, process reengineering, risk sharing, and supply chain optimization.