Listen, Innovate, Grow
Description
A book that will provide the owners and senior management of Startups and SMEs with leading edge, action oriented approaches to enable them to grow their businesses by successfully acquiring, retaining and growing their business customers.
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Content
Introduction 1 Why Business to Business (B2B) is the place to be 2 Part 1: LISTEN to know where to focus 9 Chapter 1: Listening to you 11 Chapter 2: Listening to the market 25 Chapter 3: Listening to your competitors 35 Part 2: INNOVATE to know how to win 57 Chapter 4: Identifying opportunities to innovate from listening 59 Chapter 5: Defining innovation 67 Chapter 6: Where to apply B2B innovation 75 Chapter 7: Developing a winning B2B strategy 105 Chapter 8: Implementation - Putting your B2B strategy into action 119 Part 3: GROW by aligning your business operations 139 Chapter 9: Growth pathways 141 Chapter 10: Managing growth 151 Chapter 11: Financials of growth and innovation 179 Chapter 12: Your people, growth and innovation 207 Conclusion 239 Case Studies 234 APPENDIX: Innovation Checklist Matrix 277 References 279 Acknowledgements 283
