How Companies Win
Profiting from Demand-Driven Business Models No Matter What Business You're In
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 Renée 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.
Praise For How Companies Win: Profiting from Demand-Driven Business Models No Matter What Business You're In…
— —Mark McDonald, Gartner
“A persuasive case that winning in today’s market requires an understanding that supply-driven business models of the past will not keep pace with fundamental changes in our global economy and its digitally enabled consumer.”
— —Jack Welch, bestselling author of Winning
“The rise of social networks has amplified the individual’s voice and this has sparked a revolution in demand. How Companies Win offers real-world solutions that you can implement right now to take advantage of these changes.”
— —Sheryl Sandberg, COO, Facebook
“With all of the options shoppers have today, it’s critically important to understand demand. It’s how you satisfy your customers better than your competitors. It’s the way companies will win.”
— —Brian Cornell, President & CEO, Sam's Clubs
“How Companies Win shows how to successfully manage in the future. Its fresh look at data and the case histories will stimulate the imagination of every business leader.”
— —Mary Dillon, President & CEO, US Cellular
“The authors’ discussion of Precision as the 5th P adds a powerful new tool for marketers. It aligns exactly with our strategy of precision marketing.”
— —Joseph Tripodi, Chief Marketing and Commercial Officer, Coca-Cola Corporation
“Calhoun and Kash have taken on the biggest business question of all: what it will take for companies to win in this new era of growing oversupply and heightened global competition. The conclusions they reach are eye-opening. ”
— —Henry R. Kravis, Cofounder, Kohlberg Kravis Roberts
“How Companies Win is a book about learning to understand demand. If you are relying on your customers to tell you what they want it’s too late.”
Harper Business, 9780062000453, 272pp.
Publication Date: October 12, 2010
About the Author
Rick Kash is the founder and CEO of The Cambridge Group, the growth-strategy consulting firm. He is also the author of The New Law of Demand and Supply. Kash works with companies around the world to help them grow through demand-based business models.
David Calhoun has been the chairman of the executive board and CEO of The Nielsen Company since 2006. Calhoun has previously served as the vice chairman of the General Electric Company, the president and chief executive officer of GE Infrastructure, and the chief executive of several other GE divisions and subsidiaries.