In Crawford’s twenty-five years combating profit killers for Fortune 500 companies, he has discovered that most organizations have the same weakness: There is a gap between their careful plans and what actually happens. Crawford offers sharp research and watertight solutions.

A business expert explains how any business can strengthen its numbers by making the connection between corporate strategy and customer interface—between planning and sales.

Most organizations have the same weakness. There is a gap between their careful plans and what happens at the point where the sales force meets the customer. In his 25 years combating profit-killers for Fortune 500 companies, Gregg Crawford has seen this again and again. Companies have almost everything they need to succeed. All that’s missing is one final connection—the last link.

Countless companies spend millions of dollars to develop and disseminate strategies they believe will lead to corporate growth, strong profits, and secure margins. Often, these strategies become expensive bookends. Crawford exposes the money pit that impotent strategies create; offers sharp, researched analysis and practical company-wide fixes; and describes a watertight implementation process to move the numbers in the right direction—by linking strategy with sales.