How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In

by Rick Kash, David Calhoun

Overview

In a world of contracting markets and diminished consumer demand, The Cambridge Group founder Rick Kash and Nielsen Company CEO David Calhoun show companies how to find new customers and bigger profits. How Companies Win makes The Cambridge Group’s proprietary demand model—a strategy which multi-million dollar corporations pay premium rates to access—available to the general public for the first time. Taking the reigns from Larry Bossidy’s Execution, W. Chan Kim and Renée Mauborgne’s Blue Ocean Strategy, and Kash’s own The New Law of Demand and Supply, this is a must-have for succeeding in business in the twenty-first century.

Product Details

ISBN-13:	9780062000453
Publisher:	HarperCollins Publishers
Publication date:	10/12/2010
Pages:	272
Product dimensions:	5.90(w) x 9.10(h) x 1.10(d)

About the Author

Rick Kash is the founder and CEO of The Cambridge Group, the growth-strategy consulting firm. He is also the author of The New Law of Demand and Supply. Kash works with companies around the world to help them grow through demand-based business models.

David Calhoun has been the chairman of the executive board and CEO of The Nielsen Company since 2006. Calhoun has previously served as the vice chairman of the General Electric Company, the president and chief executive officer of GE Infrastructure, and the chief executive of several other GE divisions and subsidiaries.

Editorial Reviews

The fundamental concepts behind business growth have changed dramatically in recent years due to oversupply, a weak global economy, a glut of competing businesses, and the rapid growth of the Internet. What was once a supply chain issue is now a demand chain issue. To foster growth in anemic economies and maintain market share is a major challenge but, by analyzing what customers truly want, being more sophisticated about market demographics, and gaining a deep understanding of increased customer sophistication, Kash (The New Law of Demand and Supply) and Calhoun (CEO of The Nielsen Company) believe companies can succeed. The experience the authors hold in business consultation and management clearly shows and, though their focus on market differentiation and customer research might seem self-evident, it can still prove useful to business owners looking to navigate the new global environment. The authors write clearly and expect a basic understanding of business analysis and marketing from their readers. While their first combined effort won't start any fires, many will find it useful.
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Publishers Weekly

Recommended reading for executives facing the need to grow revenues in a sluggish economy.... Kash and Calhoun provide executives with the ideas they need to answer the question, where do we go from here.” — —Mark McDonald, Gartner

“A persuasive case that winning in today’s market requires an understanding that supply-driven business models of the past will not keep pace with fundamental changes in our global economy and its digitally enabled consumer.” — —Jack Welch, bestselling author of Winning

“The rise of social networks has amplified the individual’s voice and this has sparked a revolution in demand. How Companies Win offers real-world solutions that you can implement right now to take advantage of these changes.” — —Sheryl Sandberg, COO, Facebook

“With all of the options shoppers have today, it’s critically important to understand demand. It’s how you satisfy your customers better than your competitors. It’s the way companies will win.” — —Brian Cornell, President & CEO, Sam's Clubs

“How Companies Win shows how to successfully manage in the future. Its fresh look at data and the case histories will stimulate the imagination of every business leader.” — —Mary Dillon, President & CEO, US Cellular

“The authors’ discussion of Precision as the 5th P adds a powerful new tool for marketers. It aligns exactly with our strategy of precision marketing.” — —Joseph Tripodi, Chief Marketing and Commercial Officer, Coca-Cola Corporation

“Calhoun and Kash have taken on the biggest business question of all: what it will take for companies to win in this new era of growing oversupply and heightened global competition. The conclusions they reach are eye-opening. ” — —Henry R. Kravis, Cofounder, Kohlberg Kravis Roberts

“How Companies Win is a book about learning to understand demand. If you are relying on your customers to tell you what they want it’s too late.” — LeadershipNow.com

From the Publisher

Calhoun and Kash have taken on the biggest business question of all: what it will take for companies to win in this new era of growing oversupply and heightened global competition. The conclusions they reach are eye-opening.

Henry R. Kravis

How Companies Win is a book about learning to understand demand. If you are relying on your customers to tell you what they want it’s too late.

LeadershipNow.com

With all of the options shoppers have today, it’s critically important to understand demand. It’s how you satisfy your customers better than your competitors. It’s the way companies will win.

Brian Cornell

A persuasive case that winning in today’s market requires an understanding that supply-driven business models of the past will not keep pace with fundamental changes in our global economy and its digitally enabled consumer.

Jack Welch

The rise of social networks has amplified the individual’s voice and this has sparked a revolution in demand. How Companies Win offers real-world solutions that you can implement right now to take advantage of these changes.

Sheryl Sandberg

Recommended reading for executives facing the need to grow revenues in a sluggish economy.... Kash and Calhoun provide executives with the ideas they need to answer the question, where do we go from here.

Mark McDonald

The authors’ discussion of Precision as the 5th P adds a powerful new tool for marketers. It aligns exactly with our strategy of precision marketing.

Joseph Tripodi

How Companies Win shows how to successfully manage in the future. Its fresh look at data and the case histories will stimulate the imagination of every business leader.

Mary Dillon