SUMMARIES.COM is a concentrated business information service. Every week, subscribers are e-mailed a
concise summary of a different business book. Each summary is about 8 pages long and contains the
stripped-down essential ideas from the entire book in a time-saving format. By investing less than one hour
per week in these summaries, subscribers gain a working knowledge of the top business titles. Subscriptions
are available on a monthly or yearly basis. Further information is available at http://www.summaries.com.
How To Build a Profitable
MICHAEL CUNNINGHAM is the founder and CEO of Harvard Computing Group, an international business
and technology consulting firm. He is a sought after speaker for international events and a regular author of
articles about Web business and e-commerce. Mr. Cunningham is also the author of Smart Things to Know
B2B - Page 1
The advantages of business-to-business (B2B) e-commerce are so compelling and the potential rewards so obvious that this literally
may become the last frontier in the business world. At stake will be the trillions of dollars of business which will be transacted by
businesses over the Internet in the next few years.
The imperative, therefore, is to get involved in B2B commerce. In such a dynamic and fluid marketplace, best practices are evolving
rapidly. The business organization that waits until a clear path becomes clear will find by that stage, its competitors will already be
firmly entrenched. In other words, since everyone is learning how to do B2B successfully in real time as they go along, it’s getting
actively involved in the game that counts rather than waiting until things settle down.
In the final analysis, B2B isn’t anything new. What is new is the speed at which better and more effective communication links are
being built between firms. That empowers B2B to reduce transactional expenses, aggregate buying power and exploit the
efficiencies of digital marketplaces. In short, B2B i