By Cindy Barnes

ISBN-10: 0749455128

ISBN-13: 9780749455125

Constructing a price proposition has turn into a first-rate attention for companies. a price proposition is an research and quantified overview of the company merits, expenses and price corporation can bring to prospective buyers and shopper segments. developing and offering your worth Proposition presents assistance for enterprise leaders demonstrating why having a powerful worth proposition is so very important for a corporation. This sensible new name indicates readers via a step by step consultant, find out how to construct, carry and harness worth propositions to create ecocnomic progress for a company, through the use of the adventure of consumers and shoppers. that includes worldwide case reports and examples, growing and supplying your price Proposition is an important consultant to realizing and constructing a value-focused technique for all senior practitioners.

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Extra resources for Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit

Sample text

Notes 1. 2. 3. 4. 5. Europe, A History, Norman Davies, Oxford University Press, 1996, page 771. Fair America – World’s Fairs in the United States, Robert W. Rydell, John E. Findling and Kimberly D. Pelle, Smithsonian Institution Press, 2000, page 11. Bill Hicks on marketing. Toyota Production System: Beyond large-scale Production, Taiichi Ohno, Diamond, Inc, 1978; English translation, 1988 The Long Tail, Chris Anderson, Random House, 2006. THIS PAGE INTENTIONALLY LEFT BLANK 20 2 What is a value proposition?

Introducing the Value Proposition Builder™ The Value Proposition Builder™, explained in detail in the pages of this book, is a six-step iterative process. 1. First, you need to decide who to talk to. This means analysing and identifying the market segments, or specific clients, or target individuals within those clients for whom your solution has the potential to deliver value, profitably. 2. Next, analyse and define the value experience that clients get from your organization from its current activities.

This point is explained in the BRAIN box later on in this chapter. To help you get clarity and differentiation by developing value propositions, there follows the Value Proposition Builder™ process. The process is not just theoretical. It has been applied and proven by application to many real client situations, including a specialist offering within a major accounting firm, a global outsourcing organization, and a leading company supplying technological solutions. It works. Introducing the Value Proposition Builder™ The Value Proposition Builder™, explained in detail in the pages of this book, is a six-step iterative process.

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Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit by Cindy Barnes


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