Alan Mitchell & Andreas W. Bauer 
The New Bottom Line 
Bridging the Value Gaps that are Undermining Your Business

This radical, provocative and inspiring book explores a tectonic
shift at the very heart of business. A shift that?s making the old
bottom line of corporate profitability the servant of a new master:
a new ?person-centric? bottom line of personal profitability or
value ?in my life?.

So what? No bottom line? No more profit?

Of course not! Every organization must cover its costs. Every
business has to make a profit to survive. The authors of The New
Global Line remarkably show that the necessary requirements for
doing so are changing, and why this transformation ? containing
important elements of both evolution and revolution ? is under way,
how it?s undermining the foundations of once-great businesses and
brands, and how its throwing up huge new opportunities.

Table of Content

Introduction: Designing value around people.

The value earth is moving under our feet. Consumer-facing
businesses are facing an era of fundamental change: from
product-centric to person-centric.

1. The Value Gaps.

Why today’s businesses cannot – or do not want to – meet a whole
range of crucial consumer needs.

2. Untapped Assets.

Why these same businesses continually neglect – and miss the value
– of a whole range of hugely powerful, personal assets.

3. The New Bottom Line.

How a need breed of businesses are connecting these value gaps to
these untapped assets…to transform the business landscape.

4. Trading agency.

How looking at markets, rather than products and services, from the
buyer’s point of view revolutionizes marketing processes – and its
consumer value.

5. Solution assembly.

How helping people to reach their personal objectives, rather than
sell them more ingredients, takes value to a new level.

6. Passion partnership.

Why helping people reach personal fulfillment will be a massive new
business in its own right.

7. Learning to fly.

Why, and how, the new bottom line requires the emergence of
completely new business models – and why migrating towards the new
bottom line is not a matter of choice.

8. Let the customer drive your company – literally.

How moving from push to pull adds value while cutting costs.

9. Organize operations around your customer.

How the imperatives of customer convenience and corporate
productivity connect.

10. Build partnerships around your customer.

How the new bottom line involves complete supply chains and value
networks, not just individual companies.

11. Become a company that works for me.

How the demand for ‘value in my life’ affects the workplace as well
as the market place.

12. Make marketing a service.

How to make marketing effective – by freeing it from its
seller-centric bias.

13. A New Vision of Value.

Strategic choices; evolutionary strategies.

About the author

Alan Mitchell is a leading marketing journalist with
a track record of challenging writing in a wide range of
publications, including the ‘seminal’ book Right
Side Up: Building Brands in the Age of the Organized Consumer
(Harper Collins Business, 2001).

Andreas W. Bauer is Head of Roland Berger Strategy
Consultants’ global Consumer Goods and Retail Competence
Center. He is a renowned speaker on consumer strategies at industry
conferences and author of several books including Success 2000
Plus.

Dr. Gerhard Hausruckinger is a partner at Roland Berger
Strategy Consultants specializing in consumer-facing industries and
co-head of the firm’s Consumer Goods and Retail Competence
Center. He is widely recognized as thought-leader for innovative
growth strategies in the FMCG industry.