The Value Matrix Approach, Creating Wealth and Success by Reaching Your Personal and Business GoalsPaperback, 11 March 2004

What is value? Business markets are undergoing an evolution similar to that of the industrial revolution, but in this case, it's the electronic commerce revolution and its ability to offer value. You've undoubtedly heard the term, but like most business people, you may be hard pressed to come up with a clear definition of value. By value, do we mean savings, benefits, quality, convenience, etc? To further complicate matters is trying to determine what it means for your customers. An important point to consider is whose definition would you accept, yours, a consumer, a visitor, a business partner, an employee? The beauty of using the Value Matrix Approach is that you will be able to uncover what all of them think, and act accordingly. Looking towards the future it can be seen that in order to compete in electronic commerce, or for that matter any business, value must be delivered. However, value must not be delivered in the eyes of the organization but rather in the eyes of the customer.