Beyond Six Sigma Profitable Growth through Customer Value Creation

Author: Gary Plaster; Jerry D. Alderman
Publisher: John Wiley & Sons
ISBN: 9780471681519
Published In: February 2006
Format: Hardback , 320 pages
Jurisdiction: International or US ? Disclaimer:
Countri(es) stated herein are used as reference only

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Six Sigma is an incredibly powerful tool for trimming the fat from business processes and increasing operating efficiency to a point of near-perfection. But the days of cutting costs to create shareholder value are quickly coming to an end. In order to compete in today's super-hot global economy, companies like yours need radically new tools for connecting more closely with customers, identifying emerging market trends, and seizing opportunities for growth. Enter Customer Value Creation (CVC).

In this breakthrough guide to driving profitable growth, authors Gary Plaster and Jerry Alderman introduce CVC, a revolutionary customer-centered business paradigm that marries Six Sigma tools to the sciences of marketing and strategy.

"Beyond Six Sigma is practical, useful, and readable. The linkage of Six Sigma to customer processes is truly the next phase in achieving a competitive advantage with sustainable results. A must-read for every COO and CMO looking for the formula for profitable growth."
—Robert T. Cancalosi, Chief Learning Officer, GE Healthcare

"An insightful, practical, step-by-step approach to achieving profitable growth through a focus on building customer value."
—R. Craig Breese, President, Maytag International

"Plaster and Alderman have applied real-world principles to create a disciplined approach to growth that will truly become the next Six Sigma. Brilliant!"
—Darrell Graddy, Vice President, Lockheed Martin

"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

"This is one amazing book. Easy to read, easy to digest, and easy to implement. It's loaded with insight, novel ideas, cases, and breakthrough recommendations."
—James A. McClung, former senior vice president and executive officer, FMC Corporation

"This groundbreaking book clearly defines the growth agenda for all companies and provides the tools needed to deliver results! Plaster and Alderman get it!"
—D. Keith Pigues, Vice President, Marketing, CEMEX

"It would take a dozen marketing books to cover the ground that Plaster and Alderman cover with this new book. Building and sustaining growth is today's top priority and the authors hit this mark. Interesting, thought-provoking, and definitely on-target."
—Michael Preston, Professor, Columbia University Business School

Preface.

PART I: INTRODUCTION.

Chapter 1. Customer Value Creation.

PART II: PREPARING FOR GROWTH.

Chapter 2. Beyond Six Sigma.

Chapter 3. The Outside-In Perspective.

Chapter 4. The Value Perspective.

PART III: VALUE ANALYSIS.

Chapter 5. Dimensions of Growth.

Chapter 6. Demand Chain Economics.

Chapter 7. Value Based Innovation.

Chapter 8. Solution Valuation.

Chapter 9. Value Based Decisions.

PART IV: EXECUTION.

Chapter 10. Value Exchange.

Chapter 11. Executing the Growth Strategy.

PART V: SUMMARY.

Chapter 12. Six Sigma and Beyond.

APPENDIX.

Chapter 13. Exploration of Growth Dimensions.

Chapter14. Supporting Tools for CVC.

Index.

Gary Plaster is Partner with Charter Consulting, Chicago, IL. He is former Partner with Grant Thornton LLP, serving as the National Managing Partner of the Enterprise Strategies practice and the firm's Chief Strategy Officer. He is the co-author of The Road to Success: How to Manage Growth, published by Wiley. Plaster is a speaker before many professional and academic groups.

Jerry Alderman is Principal with Charter Consulting in Chicago, IL. He has 20 years of industry and consulting experience and has developed a reputation for building unique insights into complex business problems and his problem solving skills are supported by his broad set of experiences, including highly technical operating systems to managing sales growth to setting strategic direction and pace.