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.

Revue de presse:

'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.'

--Neil Rackham, Author of Spin Selling and Visiting professor at Portsmouth and Cranfield Business Schools.

'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.'

--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.

90 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. --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.

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