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In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through ""behavioral differentiation"" -- going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena. The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business. Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.
- Sales Rank: #1471886 in Books
- Brand: Brand: AMACOM
- Published on: 2004-05-12
- Released on: 2004-05-12
- Original language: English
- Number of items: 1
- Dimensions: 8.80" h x .73" w x 6.00" l, .95 pounds
- Binding: Paperback
- 320 pages
- Used Book in Good Condition
About the Author
Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company. They are the coauthors of Winning Behavior. Bacon is also the author of Selling to Major Accounts and dozens of other books, articles, and papers.
Most helpful customer reviews
8 of 9 people found the following review helpful.
Another Winner
By sharon Holbrook
Every page of this book is competitive gold. The book beautifully elaborates on the thinking processes that B2B companies use to gain competitive advantage in an ever-tightening market. It will help company leaders counter unproductive behavior, and function in highly competitive industries.
Generally, I tend to rate business books on how well they help me understand the business and industry I work in, and using those guidelines , I found this book to be extremely valuable. There are many original, great ideas presented in this book which stand alone on their own merit . However, Pugh and Bacon also build upon their previous book, Winning Behavior, which showed the paradox that well managed companies, like the Men's Warehouse, have built successful business models that listen to customers and employ behavioral differentiation, and yet are not emulated by their competition.
The authors draw on a large body of case histories and business theory to present a fresh and compelling case, reminiscent of Pugh's earlier work in Proposing to Win, which has helped me a great deal. This work differs from most business books by establishing a model, and then making innovative predictions based on that model. For that reason alone, it is more valuable than the typical management book, which simply documents what was successful elsewhere, without a real analysis as to the reasons and limitations of this success.
2 of 2 people found the following review helpful.
Too much chess analogy
By Van L.
I love the book, Winning Behavior, but this one is disappointing. The authors spent 6 chapters or 170 pages on chess analogy: on Opening Game, Early Middle Game, Mid Middle Game, Late Middle Game, End Game. Trust me, I am a chess player and love it. It still wears on me after a couple chapers. The same contents started to repeat. This book might be beneficial for a sales people, but this is a tough read.
0 of 0 people found the following review helpful.
Make a difference by winning work with a proven process!
By Mike Medrzycki
Best business book regarding client development process I have read and followed up by implementing the process and winning work utilizing the approach!
Highly recommend.....
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