Amazing things happen when an organization begins to think first about how it can make its customers better off. The days of defining winning by only considering your own P&L are over. Leading b-to-b companies are focused on making their customers more money than their competitors, and getting their fair share ? otherwise known as ?winning with customers.? This is achieved when your success metrics link your business model to your customers' business models so that you can offer your customers the ultimate value proposition: enhanced profitability from doing business with you.
So how can you tell if your organization is focused on winning with customers? Let?s begin with the all-important question: Do your customers make more money doing business with you? As you ponder this question, consider the following four statements that describe a company on the right path--do these statements describe your organization?
* We know specifically how we help customers
make more money.
* We measure and track how much money
customers make doing business with us over
* We measure and track how much more money
our customers make doing business with us
relative to our competitors
* We understand how we will make our
customers more money in the future
Join the authors of the new book Winning with Customers: A Playbook for B2B to explore the ingredients leading organizations such as Owens Corning and Turtle Wax are using to answer these four questions to win.
* * *
Once again, we'll have a cash bar before and after the presentation in order to maximize your networking opportunity. If you need to leave at 8, we encourage you to come early and enjoy the pre-meeting networking.
5:45 PM-6:30 PM: Registration -- Networking and Cash Bar
6:30 PM-8:00 PM: Program
8:00 PM-9:00 PM: Networking -- Cash Bar reopens
Jerry D. Alderman (Speaker)
CEO, Valkre Solutions, Inc.
Jerry D. Alderman, a recognized business science thought leader, is the author of Beyond Six Sigma and his recent book Winning with Customers. He has written numerous white papers, is a frequent speaker on achieving profitable growth through customer value creation, and has led and developed his innovative approach to building corporate competitive advantage through using and executing on unique, deep customer insights. He is founder and CEO of Valkre Solutions, Inc, a software and services company that develops capability with companies to use deep customer understanding to build and execute customer driven operating plans. His company has developed these solutions with great partners, including Owens Corning, Kimberly-Clark, Turtle Wax, RR Donnelley and more. Alderman is a Chicago Booth School of Business alum.
Brian Kiep (Speaker)
Vice President, Valkre Solutions, Inc.
Brian Kiep is a vice president of Valkre Solutions, Inc and is responsible for solution development and customer engagements. Over the past several years, Brian has worked directly with the authors and Owens Corning to expand on Customer Value Creation theory and turn it into product and capabilities that organizations can own. To do so, Kiep leaned on deep experience in the strategies, processes and technologies surrounding Customer Value Management, and Customer Relationship Management across many industries, including telecommunications, health care, financial services, building materials and technology. Kiep is a graduate of the Chicago Booth School of Business.