Free Library Catagory: Value-Based Strategy

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: Capital Equipment Companies Have It Easy

Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies The idea that capital equipment makers have it easy can be hard to swallow. After all, capital equipment companies are subjected to Vertigo-inducing market cycles, Constantly changing...

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:

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...