The Value Mandate

by Clark, Peter J.; Neill, Stephen

• ISBN13: 9780814406052
• ISBN10: 081440605X
• Format: Hardcover
• Copyright: 2000-12-01
• Publisher: Amacom Books

Summary

(VBM Consulting) Offers a potent framework for maximizing a company's value in four key areas: supply chain and procurement, marketing and sales, support services/administration, and innovation/ research and development. Help implementing a consistent and rigorous strategy for increasing the unrealized value in any company. DLC: Corporate profit.

Author Biography

Peter J. Clark is a partner with VBM Consulting, an international consulting firm.

Table of Contents

List of Exhibits	ix
Abbreviations Used in This Book	xi
Preface: Finally, Value Gets Down to Business	xv
Section I. Value Foundations	1	(100)
Your Corporation Is Underperforming by 50 Percent	3	(98)
Value Opportunity Gap Explored
When Half Empty Means Full Speed Ahead	38	(13)
It's (a Few) People, Stupid
Ultimately, Corporate Key Contributors Generate Most of the New Value	51	(18)
The Value Mandate CEO Acts
Establishing, Inspiring, Energizing the Corporation's Maximum Value Management Program	69	(32)
Section II. Value Opportunities	101	(146)
Value's Engine Room
Outperformance Production, Procurement	103	(26)
Value Lifeblood: The Innovation Research Enigma
When Internal Development Is Both Mandatory and ``Unaffordable''	129	(31)
Outperformer Marketing, Sales
Value Creation in the New Marketplace Disorder	160	(47)
Unwinding the Crony Bureaucracy
Toward the High-Value Support Administration	207	(40)
Epilogue	247	(2)
Appendix A. Using APV: A Better Tool for Valuing Operations	249	(14)
Timothy A. Luehrman
Appendix B. The Pitfalls of Using WAAC	263	(4)
Timothy A. Luehrman
Endnotes	267	(52)
Index	319	(12)
About the Authors	331