Synopses & Reviews
In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering Your Value Proposition provides guidance for business leaders demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering Your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.
Review
“Ninety percent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is, yet it's this which makes the difference between success and failure. At last there is now a practical and very readable book spelling out how to build a value proposition. I commend this book to you.” Malcolm McDonald
Review
“Value propositions are the most useful selling tools marketing has ever created, although - up until now - there's been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need.” Emeritus Professor, Cranfield University School of Management
Review
"[A] careful look at value propositions... As a reference guide for salespeople and managers, the book provides valuable information."
Neil Rackham - Author of "Spin Selling"
About the Author
Cindy Barnes is the founder and CEO of Futurecurve, a management consulting firm. A product and service innovator and strategic business developer, she gained practical experience at leading organizations such as Capgemini, where she created the value proposition function and led business development.Helen Blake is a marketer and business developer and has held senior positions in a number of the world's largest consulting firms, including Accenture and KPMG. She is currently on the board of Futurecurve. David Pinder is a leading communications specialist. He has worked in sales and marketing roles with Procter & Gamble, Hertz Corporation and Forte Hotels, and now provides value-creating business writing support for some of the world's leading companies, including Accenture.
Table of Contents
What do you really think about customers?
What is a value proposition?
The value-focused approach
Creating your value proposition
Market
The value experience
Offerings
Benefits
Alternatives and differentiation
Proof; Value proposition template and value proposition statement
Message development
Implementation
Starting and sustaining
Value-focused enterprise