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 to make the most of resources and capabilities; a smart and efficient middle game, in which the company builds and strengthens its position with the customer, thereby outflanking competitors; and a confident and smooth endgame that assures a successful relationship and lays the groundwork for equally successful future games.

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Terry Bacon and David Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company.

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Articles li�s � Behavioral Advantage, The: What the Smartest, Most...

Behavioral Advantage, The: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena

Bacon Ph.D., Terry R., Pugh, David G.

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