A revolutionary approach to the concept of finding and keeping customers with a new tactic called "strategic Partnering" explains how to enhance professionals' ability to identify current trends and put to rest outdated approaches that hinder success. IP.
Foreword by Harvey Mackay
Preface
Acknowledgments
Introduction: Finders Keepers, Losers Weepers
Part I : Permanent White Water
Chapter 1 : “We’re Not Going to Just Blow Away”
Chapter 2 : The Death of a Sales Force
Chapter 3 : The Customer Has the Gun!
Part II : Imagining the Future
Chapter 4 : Letting Go of the Trapeze!
Chapter 5 : Married to the Customer
Chapter 6 : The Customer-Keeping Company
Part III : Incredible Results, More Effective People-The Strategic Abilities of the Future
Chapter 7 : Playing to Win
Chapter 8 : “I Have to Do It Myself, But I Can’t Do It Alone”
Chapter 9 : Growing Partnerships
Chapter 10 : Driving Business Results
Part IV : How to Create a Partnership
Chapter 11 : Discovering Partners
Chapter 12 : The Strategic Partnering Process
Chapter 13 : Preparing for the Weather
Resource Section
Tools to Play to Win
Financial Tools
References
Index
