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Ingersoll Rand's Larry Wash on Going Global - DeanMcMann.com
http://www.deanmcmann.com/2011/03/ingersoll-rands-larry-wash-on-going-global.html
Customer Intimacy as a Business Model: Insights and Next Practices. Ingersoll Rand's Larry Wash on Going Global. March 24, 2011 11:36 PM. Customer Intimacy as a Business Model. TrackBack URL: http:/ www.deanmcmann.com/cgi-bin/mt/mt-t.cgi/46. Comments (You may use HTML tags for style). Subscribe to this blog's feed. As a Business Model. This page contains a single entry by Dean McMann. March 24, 2011 11:36 PM. Developing True Solutions - Not Product Development. Was the previous entry in this blog.
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DeanMcMann.com: Business Model Archives
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Customer Intimacy as a Business Model: Insights and Next Practices. Video: Getting Started on Customer Intimacy. April 19, 2011 8:52 AM. McMann and Ransford’s Christopher Fox explains how your company should approach the Customer Intimacy Journey :. Developing Compelling Service Chain Linkages. March 28, 2011 8:55 PM. As we explained in an earlier blog post on service chains. Is a pre-planned set of offerings. Offered by your company. Linkages provide excellent integration points to other service chains&...
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Developing Compelling Service Chain Linkages - DeanMcMann.com
http://www.deanmcmann.com/2011/03/service-chain.html
Customer Intimacy as a Business Model: Insights and Next Practices. Developing Compelling Service Chain Linkages. March 28, 2011 8:55 PM. As we explained in an earlier blog post on service chains. Is a pre-planned set of offerings. Offered by your company. Linkages provide excellent integration points to other service chains. In fact, such linkages should be pre-planned in the service chain if it is likely that one chain could link to another. In our experience, we see three types of linkages:. Organic l...
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Developing True Solutions™ - Not Product Development - DeanMcMann.com
http://www.deanmcmann.com/2011/03/developing-true-solutions---not-product-development.html
Customer Intimacy as a Business Model: Insights and Next Practices. Developing True Solutions - Not Product Development. March 22, 2011 7:47 AM. The following guest post is by Mark Slotnik. Of McMann and Ransford. If you have been following Dean's blog, by now you know how we feel about the importance of True Solutions. Typically in the Form phase of building a Customer Intimacy Engine. So what is different? Let's answer this from two points of view: The Market, or external. Interacting with the market (...
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The Customer Intimacy Journey: A Blueprint for Change - DeanMcMann.com
http://www.deanmcmann.com/2010/02/the-customer-intimacy-journey-a-blueprint-for-change.html
Customer Intimacy as a Business Model: Insights and Next Practices. The Customer Intimacy Journey: A Blueprint for Change. February 3, 2010 3:54 PM. The challenge for any significant change initiative is maintaining motivation and focus throughout. A large enterprise has even more difficulty undergoing a significant change, particularly when the change is as radical as business model migration. Let's look at the different constituencies:. First, you have individuals. Second, you have the leadership.
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Leading with Ideas: The Key to Customer Intimacy - DeanMcMann.com
http://www.deanmcmann.com/2010/03/leading-with-ideas-the-key-to-customer-intimacy.html
Customer Intimacy as a Business Model: Insights and Next Practices. Leading with Ideas: The Key to Customer Intimacy. March 1, 2010 7:27 PM. Let's take some time and discuss the. And their importance as the central component of a True Solutions. Good ideas facilitate the road to true customer intimacy. A solution is the embodiment of an idea. As seen in the diagram below, there are many levels of impact from solutions. The solutions that build intimacy above the line. Are what we term True Solutions.
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DeanMcMann.com: Customer Intimacy Archives
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Customer Intimacy as a Business Model: Insights and Next Practices. Exercising the Power of Intimacy in a Sales Cycle: Part IV. September 14, 2011 3:05 PM. Part IV (Continuation from the Case Study in Part III). Overcoming Early Questions about Price. During the initial meeting with an executive, the question of cost comes up. The executive is still in the Whether to Act. How should the salesperson respond? Second, when one talks about cost, one has to take into account the total cost. Investment of cust...
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Service Chains: The Go-to-Market Strategy for Customer Intimacy - DeanMcMann.com
http://www.deanmcmann.com/2010/03/service-chains.html
Customer Intimacy as a Business Model: Insights and Next Practices. Service Chains: The Go-to-Market Strategy for Customer Intimacy. March 12, 2010 10:59 AM. As product-based companies embark on the customer intimacy journey,. Their success largely depends on how attractive the value propositions for their services are and how well they are presented to clients to convince them to buy. Unfortunately, far too many companies remain relatively opportunistic in their approach to the marketplace. They maximiz...
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Exercising the Power of Intimacy in a Sales Cycle: Part III - DeanMcMann.com
http://www.deanmcmann.com/2011/09/exercising-the-power-of-intimacy-in-a-sales-cycle-part-iii.html
Customer Intimacy as a Business Model: Insights and Next Practices. Exercising the Power of Intimacy in a Sales Cycle: Part III. September 14, 2011 2:50 PM. In this example, we tackle two customer situations that often pose difficult challenges to sales people chartered with selling True Solutions early in a company's transformation to a Customer-Intimacy Business Model:. The Early Reference Requests. How should the sales person respond? First, shift this dialogue to a "live" conversation rather than ema...
