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Everyone is a customer: a proven method for measuring the value of every relationship in the era of collaborative business
2002, Dearborn Trade Pub.
in English
079315412X 9780793154128
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Book Details
Table of Contents
The Era of Collaborative Business --
The Collaboration Imperative --
The Need to Collaborate --
Business Trading Communities --
Everyone Is a Customer --
It's All about Relationships --
Collaborative Communities --
Shared Needs --
The New Business Pattern --
The Choreographer --
Let's Meet Some Choreographers --
Mindset of an Entrepreneur, Skillset of a Choreographer --
What Have We Learned? --
Everyone Is a Customer --
Has the Power Really Shifted to Customers? --
When Everyone's a Customer, Everyone Benefits --
Choreographers Monetize Every Relationship --
It's All about Relationships --
Why Collaborate? --
Obstacles to Effective Collaboration --
The Problem: An Example and the Solution --
Currencies Other Than Cash --
Using Non-Cash Relationship Currencies --
The Trust Imperative --
Valuing Relationships --
The Challenge --
Purposeful Collaboration --
Not All Relationships Are the Same --
The Solution --
The Nature of the Relationship --
Customers Can Be Non-Core Relationships --
Understanding the Rhythm of Relationships --
Transactional Relationships --
Resource Sink Relationships --
Resource Opportunity Relationships --
Collaborative Relationships --
Creating a Collaborative Relationship --
Deciding Who to Dance With --
Iterating a Relationship --
Four Questions --
Alternative Scenarios --
The Relationship Dance --
Prioritizing Your Dance Card --
Measuring the Value of Every Relationship --
Valuing Relationship Currencies --
The Relationship Scorecard --
Using the Process --
Digging Deeper --
Interpreting the Data.
Edition Notes
Includes bibliographical references (p. 199-201) and index.
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