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