A Playbook for Winning

Often times, after professionals learn about Winning With Customers, 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 these questions during a brief conversation. The goal with this book is to give every business professional who is interested in using more outside-in customer knowledge in the management of their business a place to get information. This book is primarily a how-to guide. Sure, it touches on the theory and concepts behind approaches here and there, but, the thrust of the discussion will not be so much about convincing you of the theory as much as it will provide examples, discuss methods, allow you to participate in exercises, and review business cases from others who have experienced success. Learn More

Authors

D. Keith Pigues

Senior Vice President and Chief Marketing Officer – Ply Gem Industries, Inc.

D. Keith Pigues is senior vice president, chief marketing officer and member of the executive committee for Ply Gem Industries, a leading provider of building products brands. He is also an adjunct assistant professor of Leadership at the University of North Carolina Kenan-Flagler Business School.

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Jerry Alderman

Chief Executive Officer – Valkre Solutions, Inc.

Jerry D. Alderman is an entrepreneur, founder and chief executive officer of Valkre Solutions, Inc. Founded in 2008, Valkre is located in Chicago, IL. As a software and services company, Valkre’s mission is to develop capabilities within B2B companies to create “deep customer understanding”, execute customer-driven strategies, and build competitive advantage. This mission is accomplished using Valkre's software offering, Render, which revolutionizes the way B2B companies interact with their customers. Alderman and his team have worked with a who’s who of companies including Owens Corning, Kimberly Clark, Turtle Wax, Motorola, RR Donnelley, and more.

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Praise

Jerry, Keith and the team have created one of the first systems I have found that truly allows us to learn what our customer values and use that information in the daily operation of the business, from investments to sales planning and execution. The logic of what they have done is flawless and brilliant. What is even more powerful is that it is all based on an approach that creates tools and capability which will generate benefit for our customers and our company for years to come.

Karel Czanderna, Group President, Building Materials, Owens Corning

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