How Companies Win

Profiting from Demand-Driven Business Models No Matter What Business You're In

By: Rick Kash, David Calhoun

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eBook | 12 October 2010

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272 Pages

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In a world of contracting markets and diminished consumer demand, The Cambridge Group founder Rick Kash and Nielsen Company CEO David Calhoun show companies how to find new customers and bigger profits. How Companies Win makes The Cambridge Group's proprietary demand model—a strategy which multi-million dollar corporations pay premium rates to access—available to the general public for the first time. Taking the reigns from Larry Bossidy's Execution, W. Chan Kim and Renee Mauborgne's Blue Ocean Strategy, and Kash's own The New Law of Demand and Supply, this is a must-have for succeeding in business in the twenty-first century.

Based on real-world case studies, this guide reveals the framework for demand-driven success:

Demand Profit Pools: A proprietary framework to identify and capture your most profitable, untapped customer groups.
The Demand Chain: Learn how to build a collaborative network between manufacturers, retailers, and media to align your entire supply chain with actual consumer demand.
Actionable Pricing Strategy: Move from being a price taker to a market maker with strategies designed to increase margins, even in markets plagued by oversupply.
Real-World Case Studies: See how iconic companies like McDonald's, Hershey's, and Best Buy transformed their businesses by shifting from a supply-driven to a demand-driven model.
Competitive Advantage: Develop a clear 'thesis for winning' that gives your company a durable competitive advantage in the 21st-century economy.

Industry Reviews

"Recommended reading for executives facing the need to grow revenues in a sluggish economy.... Kash and Calhoun provide executives with the ideas they need to answer the question, where do we go from here."