Breaking Through

1. Introduction: Shifting the Centre of Gravity
Sandra Vandermerwe

First Phase. The Awakening

2. Create Strategic Discomfort & Excitement
Sandra Vandermerwe

3. Reframe New Beliefs
Sandra Vandermerwe

Second Phase. The Discovery

4. Articulate the ‘Market Space’
Sandra Vandermerwe

5. Identify the Value Opportunities
Sandra Vandermerwe

Third Phase. The Story

6. Build a Compelling Case
Sandra Vandermerwe

7. Size the Prize
Sandra Vandermerwe

Fourth Phase. The Engagement

8. Model the Concept
Sandra Vandermerwe

9. Get People Working Together
Sandra Vandermerwe

Fifth Phase. The Reward

10. Reach Critical Mass
Sandra Vandermerwe

11. Gather & Sustain Momentum
Sandra Vandermerwe

Keywords: Business and Management, Marketing, Business Strategy/Leadership, Customer Relationship Management