Articles & White Papers
Winning With Customers
This paper summarizes our latest book,Winning With Customers, and describes how it can be put into action using our DVP Management System.
Download pdfOwens Corning's Metric
Learn how Owens Corning overcame their challenge in having all employees be accountable for the value they create for customers by measuring customer value.
Download pdfA Value Based Approach to Management
This paper unveils a concise three-step approach that enables companies to: Define and quantify what customers value; systematically deploy their resources to deliver greater value than the competition; and, capture a greater share of the value delivered to customers.
Download pdfOutside-In Approach
Achieving a disciplined approach to Customer Value Creation (CVC) requires adopting a number of ideas and philosophies that are new to many industrial companies. In Valkre's experience, companies must incorporate a specific set of tools and ideas to move along the path towards profitable growth. The Outside—In approach is a short hand way of saying that far too often companies do not spend enough time thinking about business decisions from a perspective other than their own.
Download pdfCustomer Profitability Analysis
Knowing customer cost and customer profitability is critical for a company today. Knowing your total costs for particular processes and activities allows you to focus on reducing and controlling them. Knowing costs for a specific customer allows you to reduce, change or charge for activities/services provided to them. This paper explores how to use activity based costing techniques to perform customer profitability analysis.
Download pdfBooks
Winning with Customers
Winning With Customers shares the insights gained from our experiences developed while executing outside-in customer approaches. We speak often to professionals in many different settings and the most common interests are: How do you do this? How do you get started? What do you do? There is really no way to answer all these questions during a brief conversation. Our goal with this book is to give every business professional a resource for using more outside-in customer knowledge in the management of their business. For more information, visit winningwithcustomers.com.
PurchaseWhat reviewers are saying:
The approaches in this book have made a difference in our business. Winning with Customers has brought new life and energy to our selling approach.
- Denis John Healy, CEO, Turtle Wax
As Chief Learning Officer I am always on the lookout for breakthrough thinking and practical approaches that can differentiate our sales, marketing and leadership efforts. Jerry and Keith’s innovative approach quantifies the impact your product or service has on the customer's bottom line. The insight learned can help companies create a stronger value proposition, greater customer satisfaction and greater profitability.
- Robert T. Cancalosi, Chief Learning Officer, GE Healthcare
Beyond Six Sigma
In Beyond Six Sigma, the authors draw upon a broad range of experience helping companies build and guide growth initiatives to introduce a proven approach to driving growth. Using detailed conceptual explanations and real-world examples, the book presents a clear description of how these ideas and practices have helped numerous organizations and why companies today should consider adopting this repertoire of tools to drive profitable growth.
PurchaseWhat reviewers are saying:
This is one amazing book. Easy to read, easy to digest, and easy to implement. It's loaded with insigth, novel ideas, cases, and breakthrough recommendations.
- James A. McClung, former senior vice president and executive officer, FMC Corporation
This is a book that speaks management's language. It shows us a straightforward approach to profitable growth by starting outside-in, i.e., with the customer. What a novel concept!
- James E. Goodwin, former chairman and CEO, United Airlines
An insightful, practical, step-by-step approach to achieving profitable growth through a focus on building customer value.
- R. Craig Breese, President, Maytag International