Beyond Six Sigma : Profitable Growth through Customer Value Creation
Gary. Plaster
Bok Engelsk 2006 · Electronic books.
| Utgitt | Hoboken : : Wiley, , 2006.
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| Omfang | 1 online resource (321 p.)
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| Opplysninger | Description based upon print version of record.. - Beyond Six Sigma: Profitable Growth Through Customer Value Creation; Dedication; Table of Contents; Preface; Acknowledgements; About the Authors; Part I: Customer Value Creation (CVC); Chapter 1: Customer Value Creation (CVC); CVA; OE; CHAPTER 2: BEYOND SIX SIGMA; CHAPTER 3: THE OUTSIDE-IN PERSPECTIVE; CHAPTER 4: THE VALUE PERSPECTIVE; CHAPTER 5: DIMENSIONS OF GROWTH; CHAPTERS 6 THROUGH 10; CHAPTER 11: EXECUTING THE GROWTH STRATEGY; Part II: Preparing for Growth; Chapter 2: Beyond Six Sigma; EVOLUTION OF SIX SIGMA; HOW DOES CVC LEVERAGE SIX SIGMA?; ORGANIZATION: PLATINUM BELTS AND BLACK BELTS. - Appendix. - BEYOND SIX SIGMABEYOND SIX SIGMA AND INDUSTRIAL MARKETING; Chapter 3: The Outside-In Perspective; HOW DID OUTSIDE-IN ORIGINATE?; WHAT IS OUTSIDE-IN?; WHY NOW?; SUMMARIZING OUTSIDE-IN; CASE STUDY: PEPSI VERSUS COKE; Chapter 4: The Value Perspective; WHAT IS VALUE?; PRODUCT ATTRIBUTES; ACCESS ATTRIBUTES; EXPERIENCE ATTRIBUTES; COST ATTRIBUTES; Part III: Value Analysis; Chapter 5: The Dimensions of Growth; THE BEGINNING OF A PROCESS; WHAT ARE THE DIMENSIONS?; USING THE CUBE TO DRIVE GROWTH; CUSTOMER PROFITABILITY; SHARE OF WALLET; NUMBER OF CUSTOMERS; SHORT DISCUSSION OF COULD-BE AND SHOULD-BE. - DEFINE VALUE DRIVER FORMULASEXAMPLE: CALCULATING REVENUE DRIVERS; CREATE VALUE DRIVER MODEL; QUANTIFYING SOLUTIONS; COULD BE GROWTH CUBE; Chapter 9: Value-Based Decisions; COMPLETING THE GROWTH CUBE; FAIR SHARE ANALYSIS; BALANCED PORTFOLIO; COMPETITION; FROM THE HOUSE OF QUALITY TO THE HOUSE OF VALUE; DEVELOP BUSINESS CASE; NEW SOLUTIONS VERSUS NEW PRODUCTS; WHY IS THE SHOULD BE CUBE THE BEST FORECAST FOR GROWTH?; ELIMINATING BIASES; Part IV: Execution; Chapter 10: Value Exchange; THE LEVERAGE OF PRICE; OPTIMUM VALUE; TYPES OF PRICING; VALUE VARIATION BETWEEN CUSTOMERS. - IMPLEMENTING VALUE-BASED PRICINGTAKING RESPONSIBILITY FOR SELLING VALUE AND SOLUTIONS; Chapter 11: Executing the Growth Strategy; PRINCIPLE 1: GET THE RIGHT PEOPLE; PRINCIPLE 2: ORGANIZE FOR SUCCESS; PRINCIPLE 3: MEASURE RESULTS; PRINCIPLE 4: ENGAGE SENIOR MANAGEMENT; PRINCIPLE 5: ARTICULATE VALUE IN FINANCIAL TERMS; PRINCIPLE 6: DRIVE FROM THE OUTSIDE-IN; PRINCIPLE 7: RUN LIKE A PROJECT; PRINCIPLE 8: SET CLEAR GOALS; PRINCIPLE 9: BALANCE SHORT-TERM AND LONG-TERM GOALS; Chapter 12: Summary; SIX SIGMA AND BEYOND; Appendix; Chapter 13: Exploration of Growth Dimensions; CUSTOMER PROFITABILITY. - WHERE TO STARTSUMMARY; Chapter 6: Demand Chain Economics; DEMAND VERSUS SUPPLY; CASE STUDY: DEMAND CHAIN VERSUS SUPPLY CHAIN; ADVANTAGED DEMAND CHAINS; DEMAND CHAIN CONSIDERATIONS; DETERMINE THE ECONOMICS OF THE DEMAND CHAIN; POWER WITHIN THE DEMAND CHAIN; ALIGNMENT OF INTEREST; ECONOMIC PERFORMANCE OVER TIME; SUMMARY; Chapter 7: Solution Concepts; IDENTIFY TARGET SOLUTION CONCEPTS; CASE STUDY: THE POWER OF TALKING SOLUTIONS; DEFINE VALUE DRIVERS; VALIDATE; SUMMARY; Chapter 8: Solution Valuation; QUANTIFYING VALUE; THE RATIONALE FOR OUR APPROACH; VALUE QUANTIFICATION. - Six Sigma is an incredibly powerful tool for trimming the fat from business processes and increasing operating efficiency to a point of near-perfection. But the days of cutting costs to create shareholder value are quickly coming to an end. In order to compete in today's super-hot global economy, companies like yours need radically new tools for connecting more closely with customers, identifying emerging market trends, and seizing opportunities for growth. Enter Customer Value Creation (CVC). In this breakthrough guide to driving profitable growth, authors Gary Plaster and Jerry Alderman in
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| ISBN | 0471681512. - 9780471681519
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