A book that will provide the owners and senior management of Startups and SMEs with leading edge, action oriented approaches to enable them to grow their businesses by successfully acquiring, retaining and growing their business customers.
Table of Content
Introduction 1
Why Business to Business (B2B) is the place to be 2
Part 1: LISTEN to know where to focus 9
Chapter 1: Listening to you 11
Chapter 2: Listening to the market 25
Chapter 3: Listening to your competitors 35
Part 2: INNOVATE to know how to win 57
Chapter 4: Identifying opportunities to innovate from listening 59
Chapter 5: Defining innovation 67
Chapter 6: Where to apply B2B innovation 75
Chapter 7: Developing a winning B2B strategy 105
Chapter 8: Implementation – Putting your B2B
strategy into action 119
Part 3: GROW by aligning your business operations 139
Chapter 9: Growth pathways 141
Chapter 10: Managing growth 151
Chapter 11: Financials of growth and innovation 179
Chapter 12: Your people, growth and innovation 207
Conclusion 239
Case Studies 234
APPENDIX: Innovation Checklist Matrix 277
References 279
Acknowledgements 283
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