The full title of this book by Sandy Richardson is
“Business Results Revolution: Three Critical Questions and the Conversations That Transform Business Performance Every Day“.
In my review posted to Amazon.co.uk, I gave the book Four Stars. This means it is Good and Well Worth Reading.
Here is my book review.
Differentiate your business the right way
The author and I share similar views on what makes a business successful in terms of the need to differentiate your business by offering a unique value proposition and then making sure that deliver of that promise is embedded in the people and processes of the business.
The author’s approach is based on provided detailed answers to three questions:
1) Why do customers do business with you?
2) Why do your employees think your customers do business with you?
3) Are you sure?
Like the five big questions in Playing to Win: How Strategy Really Works by A.G. Lafley and Roger L. Martin, these help to keep you grounded in important realities.
The title – Business Results Revolution – doesn’t do the book any favours on Amazon in terms of being found by business owners who want to differentiate their businesses by finding a customer value proposition (often better known as a unique selling proposition or USP) since it doesn’t come up in searches.
I’ve reviewed quite a few books in that area because this is a major interest of mine and a criticism have been that often they create shallow differentiation based on making a marketing promise. That’s not enough. The unique promise must ripple throughout everything the business does because, otherwise, it is far too easy for a competitor to copy.
The biggest strength of the book is the focus on making sure that the employees know and understand the customer strategy and can relate it to how they can contribute to making the business stronger and more successful.
The book is a bit wordy and repetitive and, with it’s focus on the three value disciplines from Michael Treacy and Fred Wiersema (operational excellence, product leadership or customer intimacy), it may narrow down your thinking before you start looking at target customers and their needs.
It is available to buy from Amazon.co.uk and Amazon.com.
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