Creating and Delivering Your Value Proposition (Managing Customer Experience for Profit)

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Reviews "Value propositions are the most usefulselling 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."Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield Business Schools"Ninety per cent 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 a practial and very readable book spelling out how to build a value proposition. I commend this book to you." Professor Malcolm McDonald, Emeritus Professor, Cranfield University School of Management"Practical and pragmatic, this book will really help you create and build value for your clients."Sean Finnan, Managing Director, EDS UK and Ireland"Essential, hands-on advice on how to generate profitable business by harnessing the experience of your clients. This is the book that shows you how to create and build value."Mike Southon, Financial Times columnist, best-selling author and entrepreneur mentor In recent years, developing a value proposition has become the 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 practial 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.About Author:S Cindy Barnes is the founder and CEO of Futurecurve*. A product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development.Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world’s largest consulting firms, including Accenture and KPMG. Helen is on the board of Futurecurve.David Pinder is a renowned marketer and business writer. He held senior sales and marketing positions in Procter & Gamble, Hertz and Forte Hotels, and now provides value-creating marketing and communications support for leading companies, including Accenture. Visit David at www.pinderandco.com*Futurecurve is a leading management consultancy that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at www.futurecurve.com