Articles
Published December 1999
The Strategic Enterprise: Growing a Business for the 21st Century
| ISBN: | 0-7737-3223-3 |
| Publisher: | Stoddard |
| Author: | Bill Bishop |
Are you frustrated by flat performance and lack luster sales? If so, chances are you are focused on products rather than relationships. So says Bill Bishop in this new book, which examines the importance of relationships in business success.
For an organization that is frustrated by poor results, this book may be a lifesaver. The author builds the case for relationship selling, asserting that organizations need to shift focus from the products they sell to the people who buy them.
The Strategic Enterprise contains a number of pointers that will help you evaluate your company's performance regarding relationship selling. The book broadly outlines common mistakes, as well as best practices.
The Strategic Enterprise is a quick read, and to be honest, a bit too light for my liking. For example, the author highlights common problems that can stop a business from reaching out to its customers, from managing staff goals to implementing effective technology systems. The solutions to these problems, however, are very general. You may still need to hire a consultant to help you implement practical solutions. contains a number of pointers that will help you evaluate your company's performance regarding relationship selling. The book broadly outlines common mistakes, as well as best practices.
