{"product_id":"9780470976319","title":"Beyond the Familiar Long-Term Growth through Customer Focus and Innovation","description":"\u003ch1\u003eBeyond the Familiar\u003c\/h1\u003e\u003ch2\u003eLong-Term Growth through Customer Focus and Innovation\u003c\/h2\u003e\u003ch3\u003ePatrick Barwise | Sean Meehan\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003eBusiness \u0026amp; Economics \/ Customer Relations\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003eStrong customer-focused companies have a clear, relevant promise which they obsessively deliver day-in, day-out. At the same time, they relentlessly drive the market by evolving the offer in the face of market developments and opportunities. Because they meet customer needs better than the competition, again and again, they are able to generate sustainable, profitable, market-leading organic growth. The problem the book addresses is how to achieve this. The authors identify five key steps using their framework for success: \u003cul\u003e \u003cli\u003eOffer a clear, relevant \u003cb\u003e\u003ci\u003ecustomer promise\u003c\/i\u003e\u003c\/b\u003e\n\u003c\/li\u003e \u003cli\u003eBuild \u003cb\u003e\u003ci\u003ecustomer trust\u003c\/i\u003e\u003c\/b\u003e by reliably delivering that promise\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003e\u003ci\u003eContinuously improve\u003c\/i\u003e\u003c\/b\u003e the promise, while still reliably delivering it\u003c\/li\u003e \u003cli\u003eDrive the market by \u003cb\u003e\u003ci\u003einnovating\u003c\/i\u003e\u003c\/b\u003e beyond the familiar\u003c\/li\u003e \u003cli\u003eSupport all this with an \u003cb\u003e\u003ci\u003eopen organization\u003c\/i\u003e\u003c\/b\u003e that promotes frank discussion based on clear facts and market feedback.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAbove all the book runs counter to the fashionable claim that the starting-point for business success should be to find a 'blue-sky', 'out-of-the-box' breakthrough innovation. Barwise and Meehan use many compelling cases to illustrate how managers can find ways within their existing network and organization to achieve long term growth.\u003c\/p\u003e\n\u003c\/div\u003e\u003cdiv\u003e \u003cb\u003ePatrick Barwise\u003c\/b\u003e is emeritus professor of management and marketing at London Business School and chairman of Which?, the UK's leading consumer organization. He joined LBS in 1976 after an early career at IBM and has published widely on management, marketing, media, and research methods. He is an experienced conference speaker and expert witness, having worked on commercial, tax, and competition cases in Brussels, Frankfurt, London, Paris and Washington. He has also has been involved in two successful start-up businesses: the online field research company Research Now (acquired by e-Rewards in 2009) and the online brand community specialist Verve. \u003cp\u003e\u003cb\u003eSeán Meehan\u003c\/b\u003e is the Martin Hilti Professor of Marketing and Change Management at IMD in Lausanne, Switzerland. Since joining IMD in 1997, he has directed both its MBA program and its Orchestrating Winning Performance open executive program, but his main focus has been on designing and delivering customized offerings for leading global companies such as Air France-KLM, Caterpillar, Hilti, Mastercard, Sandvik, Telefonica, and Toyota. His research is about understanding and addressing the challenges of becoming customer-focused. His early career was in client service and marketing roles at Arthur Andersen and Deloitte.\u003cbr\u003eThe authors' previous book, \u003ci\u003eSimply Better: Winning and Keeping Customers by Delivering What Matters Most\u003c\/i\u003e, won the American Marketing Association's 2005 Berry-AMA Book Prize and has been translated into seven other languages. Their research has also been published in the Harvard Business Review, MIT Sloan Management Review, and other leading management journals.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e18 April 2011\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eJossey-Bass\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9780470976319\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003eHardback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e192\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eWeight (oz): \u003c\/td\u003e\n\u003ctd\u003e14.88\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":44310545072268,"sku":"9780470976319","price":31.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9780470976319_c0a7aaf4-567c-4c03-b9e3-459212e2640e.jpg?v=1780164022","url":"https:\/\/lateknightbooks.com\/products\/9780470976319","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}