Value Management Methodology

B2B Companies thrive or survive based on their Customer-Recognized Value. Price adjustments only change the relative attractiveness of the value offering. Our decades of experience have convinced us there are four discrete but inter-related actions (shown below) related to Customer Value Management.

In many cases, there’s ample opportunity for B2B companies to ADD Value to their customer

value proposition. Our goal is to help companies put VALUE IN; by using a systematic process where value can be Confirmed, Created, Communicated and Captured in order to increase revenues and margins. The process starts with asking Key Questions about your business...

Confirming Value

What are YOUR plans for confirming new value and growth opportunities in your markets, segments and customers?

We use industry analysis, customer segmentation, profitability assessments, scenario planning, value mapping, customer satisfaction and other tools to help you assess your situation and identify customer value zones.

Creating Value

Confirming Value

What are YOUR plans for creating new, distinctive and sustainable value for your customers and markets?

We use growth and innovation processes, new product/service strategies, journey mapping and influencer/channel strategy tools to drive your value-creation plans.

Communicating Value

What are YOUR plans for communicating memorably with customers, influencers and the market?

We use strategic brand porfolio analysis, communication plan assessments, customer-facing team audits and communication metrics to assess and identify areas for more effective communication.

Capturing Value

Communicating Value

What are YOUR plans for capturing the value you deliver via price, customer share or new growth areas?

We use strategic and tactical pricing analysis, customer account plans, sales team performance assessments and organizational structure reviews to map where value can be captured more effectively.