Are you confronted with continuously increasing commoditisation, where a clear competitive differentiation is becoming very difficult a/o costly?
How well does your marketing and sales organisation understand, create, quantify, and deliver value to your customers?
Are you able to capture the value you deliver to customers and get a fair return on the superior value?
We have developed and implemented highly effective customer value strategies and programs with clients across a variety of industries, that enables their marketing and sales people to execute successfully.
Winning in B2B markets depend heavily on the capability of your marketing and sales people to understand and deliver effectively the value you create with your offering for your customers.
Customer Value Management is an effective and pragmatic approach that supports your organization with the appropriate strategy, methods, and tools to
The first step of the process is to gain an understanding of customer requirements and preferences, identify so called “value elements”, and what it is worth in monetary terms to fulfill them.
Without a formal assessment of customer value, it is increasingly unlikely that you will be able to get your fair return on the value your offerings deliver. You must be able to persuasively demonstrate and document the value you provide your customers relative to the next-best-alternative.