Free Library Catagory: Value-Based Strategy

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...

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...

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:

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...

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...

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...