The Co-Creation Edge Harnessing Big Data to Transform Sales and Proc
Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A n
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rt • Bernard Quancard
The Co-Creation Edge Harnessing Big Data to Transform Sales and Procurement for Business Innovation
Francis Gouillart Concord, Massachusetts, USA
Bernard Quancard Chicago, Illinois, USA
ISBN 978-1-137-52675-5 ISBN 978-1-137-52677-9 DOI 10.1057/978-1-137-52677-9
(eBook)
Library of Congress Control Number: 2016906964 © The Editor(s) (if applicable) and The Author(s) 2016 This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. Cover illustration: © Dorling Kindersley/Thinkstock Printed on acid-free paper This Palgrave Macmillan imprint is published by Springer Nature The registered company is Nature America Inc. New York
Contents
Chapter 1
The Changing World of Sales and Procurement
Chapter 2
The Co-Creation Cycle
15
Chapter 3
The Strategic Relationship-Building Process
37
Chapter 4
The Dream: Discover the Opportunity and Organize Internally
51
The Dance: Envision the Value and Assemble a Joint Team
77
The Date: Engage as One Team and Connect Emotionally
93
Chapter 5 Chapter 6
1
Chapter 7
The Commitment: Finalize Value, Negotiate and Close
113
Chapter 8
The Long-Term Relationship: Deliver and Document Value
133
The Family: Expand Value
151
Chapter 9
Chapter 10 The Five Levels of Competitive Advantage Yielded by Co-Creation for Sales and Procurement
173
v
Figures
1.1 2.1 3.1 3.2 4.1 4.2 5.1 6.1 6.2 7.1 8.1 9.1 10.1
Where sales and procurement are headed The co-creation cycle How the co-creation cycle grows at each step of the relationship-building cycle Value co-creation map for Techelec and its O&G refinery customer Five sub-communities SAMs and senior buyers will typically have to engage The five generic layers of value in co-creation Co-Creation Value Map for Hotel Co and its Roadwarriors professional services firm customer How Pellets structured its Analysis and Design effort at Autoparts Value Co-Creation Map for Pellets working with Autoparts Value Co-Creation map of Xerox with its customer Value
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