<DIV><BR>A practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management, <I>Creating the Strategy</I> is aimed at managers and leaders wanting to structure their organizations around the acquiring and retaining of customers in B2B markets. Rennie Gould introduces a significant number of new models and frameworks that have been developed from management workshops with clients such as Nokia and Mercedes Benz. <br><BR>Including diagrams, workshops and case studies, this book follows Gould's proven learning device, The Business Performance Value Chain, in order to: <br><BR>-stimulate awareness of various issues affecting business performance and the techniques to address them <br>-create understanding of how these issues and techniques can come together <br>-encourage generating insights into what this understanding means for the organization's specific situation in its own marketplace <br>-inspire managers to take the appropriate action by providing a guide for them to follow <br><BR>Bringing together the essential elements of both strategy creation and strategy implementation, <I>Creating the Strategy</I> is designed to show managers and leaders how to improve organizational effectiveness and business performance.</div>