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Englisch
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Beschreibung
This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies.
For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Every good business manager needs to have a microscope on one eye and a telescope on the other eye ¿ this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.
Bruno Barcelos, General Manager Sandoz, a Novartis Company
For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Every good business manager needs to have a microscope on one eye and a telescope on the other eye ¿ this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.
Bruno Barcelos, General Manager Sandoz, a Novartis Company
This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies.
For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Every good business manager needs to have a microscope on one eye and a telescope on the other eye ¿ this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.
Bruno Barcelos, General Manager Sandoz, a Novartis Company
For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Every good business manager needs to have a microscope on one eye and a telescope on the other eye ¿ this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.
Bruno Barcelos, General Manager Sandoz, a Novartis Company
Über den Autor
Livio Moretti is currently Global Corporate Strategy Director for a major Pharmaceutical Company. For several years he has been implementing commercial excellence initiatives with top-tier management consultancies (McKinsey&Co, The Boston Consulting Group) for Fortune 100 multinationals around the Globe.
Graduated in Management Engineering at Politecnico di Milano, summa cum laude, and in Economics Engineering at Ecole Centrale Paris, he received an MBA degree from INSEAD Business School. At 35, after selling his first business, he co-founded a venture fund active in Real Estate, NPLs and Retail. He has been a guest speaker for international MBA programs on competitive strategy and author of several articles on commercial excellence.
Zusammenfassung
Explains how to create a future-proof win-win relation with the trade partners providing a proprietary methodology (named BESTX®)
Includes clear steps on how to define an effective and efficient commercial policy and implement value pricing strategies properly
Provides diverse and ready to use strategies within the methodology that allow the reader to enter in execution mode from day one
Inhaltsverzeichnis
Introduction to Distribution Strategy.- Phase 1 - Build the End-State Strategy.- Phase 2 - Evaluate Context: Transactional Analysis, Competition, Channels.- Phase 3 - Segment Channels and Partners.- Phase 4 - Commercial Terms Redesign. Phase 5 - Execute: Infrastructure and Tracking.- Common Pitfalls.- Business Intelligence.- Annex: Case Study - The Pharmaceutical Industry.- Final Remark.
Details
| Erscheinungsjahr: | 2018 |
|---|---|
| Fachbereich: | Management |
| Genre: | Recht, Sozialwissenschaften, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: |
xvi
216 S. 4 s/w Illustr. 77 farbige Illustr. 216 p. 81 illus. 77 illus. in color. |
| ISBN-13: | 9783319919584 |
| ISBN-10: | 331991958X |
| Sprache: | Englisch |
| Herstellernummer: | 978-3-319-91958-4 |
| Einband: | Gebunden |
| Autor: | Moretti, Livio |
| Auflage: | 1st edition 2019 |
| Hersteller: | Springer International Publishing |
| Verantwortliche Person für die EU: | Springer Verlag GmbH, Tiergartenstr. 17, D-69121 Heidelberg, juergen.hartmann@springer.com |
| Maße: | 241 x 160 x 19 mm |
| Von/Mit: | Livio Moretti |
| Erscheinungsdatum: | 13.11.2018 |
| Gewicht: | 0,518 kg |
Über den Autor
Livio Moretti is currently Global Corporate Strategy Director for a major Pharmaceutical Company. For several years he has been implementing commercial excellence initiatives with top-tier management consultancies (McKinsey&Co, The Boston Consulting Group) for Fortune 100 multinationals around the Globe.
Graduated in Management Engineering at Politecnico di Milano, summa cum laude, and in Economics Engineering at Ecole Centrale Paris, he received an MBA degree from INSEAD Business School. At 35, after selling his first business, he co-founded a venture fund active in Real Estate, NPLs and Retail. He has been a guest speaker for international MBA programs on competitive strategy and author of several articles on commercial excellence.
Zusammenfassung
Explains how to create a future-proof win-win relation with the trade partners providing a proprietary methodology (named BESTX®)
Includes clear steps on how to define an effective and efficient commercial policy and implement value pricing strategies properly
Provides diverse and ready to use strategies within the methodology that allow the reader to enter in execution mode from day one
Inhaltsverzeichnis
Introduction to Distribution Strategy.- Phase 1 - Build the End-State Strategy.- Phase 2 - Evaluate Context: Transactional Analysis, Competition, Channels.- Phase 3 - Segment Channels and Partners.- Phase 4 - Commercial Terms Redesign. Phase 5 - Execute: Infrastructure and Tracking.- Common Pitfalls.- Business Intelligence.- Annex: Case Study - The Pharmaceutical Industry.- Final Remark.
Details
| Erscheinungsjahr: | 2018 |
|---|---|
| Fachbereich: | Management |
| Genre: | Recht, Sozialwissenschaften, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: |
xvi
216 S. 4 s/w Illustr. 77 farbige Illustr. 216 p. 81 illus. 77 illus. in color. |
| ISBN-13: | 9783319919584 |
| ISBN-10: | 331991958X |
| Sprache: | Englisch |
| Herstellernummer: | 978-3-319-91958-4 |
| Einband: | Gebunden |
| Autor: | Moretti, Livio |
| Auflage: | 1st edition 2019 |
| Hersteller: | Springer International Publishing |
| Verantwortliche Person für die EU: | Springer Verlag GmbH, Tiergartenstr. 17, D-69121 Heidelberg, juergen.hartmann@springer.com |
| Maße: | 241 x 160 x 19 mm |
| Von/Mit: | Livio Moretti |
| Erscheinungsdatum: | 13.11.2018 |
| Gewicht: | 0,518 kg |
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