A value proposition is an innovation or feature that clarifies a
company's core purpose and identity. In the same way profit lies at the
heart of every business, so does the value proposition, communicating
how its service or products fulfil the needs of their customers. While
many organizations understand the importance of having a clearly defined
value proposition to help them become more profitable, many businesses
struggle to use them effectively. Malcolm McDonald on Value
Propositions is a step-by-step guide to understanding exactly why
financially quantified value propositions will help readers to increase
revenue and deliver tangible results.
Highly practical and filled with useful tools and checklists, this
succinct guide explains the process of developing a value proposition
from start to finish, how to use segmentation appeal to the relevant key
accounts, and to ensure it is both financially grounded and has
resonance with customers. From understanding how buying decisions are
made, through to financial dashboards and value quantification tools,
Malcolm McDonald on Value Propositions is perfect for anyone
looking to integrate financial success into their proposition, and gain
understanding of how it can be used to deliver and communicate value.