Creating & Delivering Your Value Proposition

Managing Customer Experience for Profit
1. Auflage 2009
ISBN: 978-0-7494-5512-5
Verlag: Kogan Page

Buch, Englisch, 232 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 360 g

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.

Autoren/Hrsg.

Barnes, Cindy

Blake, Helen

Pinder, David

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

• • Chapter - 00: Introduction;
  • Chapter - 01: What do you really think about customers?;
  • Chapter - 02: What is a value proposition?;
  • Chapter - 03: The value-focused approach;
  • Chapter - 04: Creating your value proposition;
  • Chapter - 05: Value Proposition Builder: Market;
  • Chapter - 06: Value Proposition Builder: The value experience;
  • Chapter - 07: Value Proposition Builder: Offerings;
  • Chapter - 08: Value Proposition Builder: Benefits;
  • Chapter - 09: Value Proposition Builder: Alternatives and differentiation;
  • Chapter - 10: Value Proposition Builder: Proof;
  • Chapter - 11: Value proposition template and value proposition statement;
  • Chapter - 12: Message development;
  • Chapter - 13: Implementation;
  • Chapter - 14: Starting and sustaining;
  • Chapter - 15: The value-focused enterprise

Über Autor(innen)

Pinder, David
David Pinder is an expert communicator of complex ideas in writing, and has been chosen by major companies across the spectrum of business and technology to communicate complex ideas accessibly and compellingly. He is co-author Creating and Delivering Your Value Proposition (published by Kogan Page).

Blake, Helen
Helen Blake is a strategist and B2B marketer. She spent over 20 years in senior positions for leading organisations including Accenture, Capgemini and KPMG, as well as creating growth strategies within new start-ups and mid-sized companies.

Helen Blake is trained in Transactional Analysis and a member of the International Transactional Analysis Association, is an alumna of Stanford University Business School and is the co-author of the best-selling book Creating and Delivering your Value Proposition published in 2009 by Kogan Page.

Barnes, Cindy
Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she lead service development, sales, marketing, co-created new business units and was a client-side consultant. She began her career in engineering running large scale unionised factories for Smiths Group. She led R&D for Panavision where she developed a leading-edge technical product range which is still their most profitable range to date.

Cindy Barnes has studied engineering, physics, operations management and psychology and is the co-author of Creating and Delivering your Value Proposition published in 2009 by Kogan Page. She is clinically qualified in Transactional Analysis, a member of the British Association of Counselling and Psychotherapy, the British Psychological Society and holds an MBA.

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 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. 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.