Free Library Catagory:

My Favorite Value Strategy Books

I've been blogging and writing books about how to implement a value-based strategy in capital equipment companies for more than ten years.  In my writing, I have strived to give you fat-free, how-to approaches to create and capture customer value. I didn't invent the...

Book Excerpt: 7 Signs Your Value-Based Strategy Isn’t Working

Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies If your company can’t define, create, market, and sell value, you’ll know it. Failure to implement a value-based strategy will show up on the bookends of your income statement. You’ll...

Book Excerpt: Four Reasons You Need a Value-Based Strategy

You’re motivated to implement a value-based strategy. You want more customers at higher prices and the ensuing commercial success. But have you thought about how a value-based strategy actually makes that happen or why it’s so powerful? Wonder no more. Here are the four primary reasons that you need a value-based strategy:

Too Busy Chopping Wood to Sharpen the Saw? Try this.

You don’t have time for any major capability improvement initiatives.   You’re overloaded. You can’t pull your best people off the front lines.  At the same time, you can’t afford to stagnate. Your competitors get better every day. Investors demand higher and higher...

The 5 Sources of Value Strategy Profit and When to Expect Them

You expect a value-based strategy to deliver more customers at higher prices. That, after all, is the headline promise of a value-based strategy.  But what's beneath the headline? Where exactly do those customers and prices come from? It turns out that adopting a...

How to Implement a Value-Based Strategy in 4 Steps

More customers at higher prices. That's the promise of a value-based strategy. That's what you want. You've tried some of the quick fixes. You've sent sales to value-selling seminars. You've incentivized them to hold out for higher prices. You've told...

Value-Based Strategy: Are Instant Results Possible?

You want higher prices. You get it that a value-based strategy can deliver. Your team has brought you up to speed on what it really takes to adopt a value-based strategy. You know it will have a broad impact on how you define, create, and market products. Everything...

Value-Based Strategy for Capital Equipment Defined

Put your management team in a room. Hand out a small piece of paper to each team member. Ask them to write down what they want out of a value-based strategy. What do you think you’ll get? Most likely you’ll get a chorus of something like “More customers at higher...

Value is Pure Economics…Well Almost

Capital equipment buyers buy for only one reason. It’s to make a profit.  Nothing else matters. Just look their buying process. They: Verify sellers’ claims Negotiate offers Do the math Select the offer that produces the most profit It’s a pure economic decision. No...