- Hardcover: 318 pages
- Publisher: Amphora Consulting (20 August 2019)
- Language: English
- ISBN-10: 0578550067
- ISBN-13: 978-0578550060
- Product Dimensions: 15.2 x 1.9 x 22.9 cm
- Boxed-product Weight: 608 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 137,455 in Books (See Top 100 in Books)
Grassroots Strategy: Cultivating B2B Growth from the Ground Up Hardcover – 1 Oct 2019
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“This is the most powerful, yet practical, strategic growth framework that I have encountered. Over the last decade, Jeff and the Amphora team have trained more than 1,000 associates from my organization, and we have successfully leveraged the market-back principles to transform existing businesses and enhance the launch of new products and services. Grassroots Strategy is the definitive guide to strategic marketing.”
— Michael Stubblefield, President and CEO, Avantor®
“Grassroots strategy has created shareholder value in every business that I have led.”
— Pete Smith, Former CEO, Voltaix
“In Grassroots Strategy, Bennett and Fleming offer a practical guide to developing winning strategies for B2B companies. Their framework for finding growth in the sweet spot between market needs and a firm’s capabilities is compelling. This book is brimming with excellent tools and techniques for the strategy practitioner.”
— Cesare R. Mainardi, Adjunct Professor, Northwestern University Kellogg School of Management; Former CEO, Booz & Company; Author, The Essential Advantage: How to Win with a Capabilities-Driven Strategy
“Innovative and proven pathways to driving organic growth in today’s rapidly moving B2B markets – building strategy around customer needs at the “grassroots level.” A focused set of practical frameworks, tools and principles – with cases and examples distilled from thousands of hours of work with B2B companies. Become a “growth champion” for your business: buy, read, and use this great book!”
— Ralph Oliva, Professor of Marketing, Penn State Smeal College of Business; Director, Institute for the Study of Business Markets (ISBM)
Grassroots Strategy is practical and enlightening, and is a must read for every B2B company. It shows how to get your teams thinking differently about the value they bring to the market, and how to price products and services to capture that value for your company. I’ve had the pleasure of seeing Jeff and his team in action, and his principles work!
— Tanya Fratto, Former CEO, Diamond Innovations
“Grassroots Strategy does a fantastic job of explaining a framework that I have used successfully at three companies. Jeff and Darrin bring the concepts to life with great case studies and even manage to inject a little humor and wit along with their wisdom.”
— JoAnna Sohovich, CEO, Chamberlain Group
"I've read a lot of boopks on strategy and this is definitely the only one that 'goes to eleven.'"
Mike Foley, Retired Senior Executive, E*Trade and Barclays
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Most helpful customer reviews on Amazon.com
- Steven Mead, Managing Director, Toray Advanced Composites
B2B businesses who want to navigate the path of profitable growth.
Additionally, to quote the authors:
"Our concepts and strategies are designed for companies navigating the world of complex non-retail channels, with sophisticated end-users and professional purchasing managers as customers."
"....concepts best suited for developing strategies for the business unit, region, product line or customer level. For companies with a single business line, this approach works perfectly for developing a corporate strategy."
I prize: 1) understanding when to use a tool and 2) good questions that help me understand where the important distinctions are. This book does a great job of both.
It lays out a framework that organizes what goes into solid strategy, stripping out all fluff, explaining WHY each piece is there, what it does for us and what to ask and answer each step of the way. Especially satisfying, they turn terms that we often hear thrown around as buzzwords into real workhorses to pull business forward.
The examples are helpful throughout. One of my favorite passages is in the case study at the end, which illustrates the entire framework, and it's on segmentation: "The most obvious thing to segment is customers, but that is not always best. Your segmentation should be done at the level where your differentiation creates value."
Also helpful: the authors point out certain practices better suited to B2C businesses, that can lead B2B strategy astray.