Infinite Value : Accelerating Profitable Growth Through Value-Based Selling.

FC -- Half title -- Title -- Copyright -- Dedication -- Contents -- Foreword Professor Hugh Wilson -- Introduction: Accelerating profitable growth through value-based selling -- Part One The Infinite Value concept -- 1 Challenging trends for business markets -- Ever-decreasing circles -- All the macro-economic levers are being pulled -- The buyer perspective -- New norms: New challenges, new rules -- 2 A faltering response -- Observations from business marketing organizations -- Value leakage - money that is being left on the table -- Tensions and the headaches they cause -- 3 Is value-based business a better way? -- Is there a different way to do business? -- Will focusing on value improve things? -- Refresh your business model -- Focus on value co-creation -- Infinite Value - a value-based business blueprint -- 4 The seven elements of the Infinite Value organization -- The seven elements of the value-based business -- The Infinite Value proposition -- Value matters -- Part Two The seven elements of value-based business -- 5 The customer value strategy -- Why do you need a customer value strategy (CVS)? -- The customer value strategy cycle -- Building an effective customer value strategy -- Value matters -- 6 Offer development and innovation -- Improving the future state of your customer -- Cost, price and value -- Defining value proposition and customer offer -- Innovation: 'Today a peacock, tomorrow a feather duster' -- The value equation -- The four sources of value impact -- Total cost of ownership -- Total cost of partnership -- How to write a compelling (customer) value proposition -- The customer value proposition framework -- Linking customer proposition to the offer -- Value matters -- 7 Value-based selling -- The value cloud -- The four relationship zones -- The value-based selling cycle -- Engage with the customer.

Agree supply terms -- Deliver the value promise -- Value matters -- 8 Key account management (KAM) -- Strategy: Customer by customer -- Seven reasons why you might need a KAM programme -- Strategy. Capability. Transformation -- Building KAM capability -- Challenges for the key account manager -- The key account plan -- Silo busting (managing virtual teams) -- Nesting KAM plans with the customer footprint -- The key account manager - a competence framework -- The critical partnership: KAM and service-based offerings -- KAM as the future of value-based business -- Value matters -- 9 Channel partnerships -- What are third-party channels? -- Why are third-party channels so important for a value-centric business? -- The many faces of your channel partners -- A secret competitive advantage? -- Extending your business -- Selecting and appointing channel partners -- Extending customer value strategy principles with channel partners -- Developing and building channel capability -- Value matters -- 10 Value-based pricing -- Pricing 'customer by customer' -- Price and the marketing mix -- The top and bottom line leverage effect -- Connecting value-based business and pricing -- Pricing and contract structure options -- Five key focus areas to build value-based pricing capability -- Value matters -- 11 The value-centric organization -- The purpose of a business -- The customer-centric mantra -- Is value-celling a better way to do business? -- Treat others as you would like to be treated yourself -- Challenges and tensions -- Tips and ideas to build a value-centric business -- Value matters -- Part Three Transforming to a value-based organization -- 12 The value management team -- Transforming to become a value-based business -- The missing function: The customer management team -- Do you need a customer or value management team?.

How to structure the value management team -- Tips: How to work as a central consulting function -- Value matters -- 13 Developing value management standards -- The capability standards model -- Mind the gap! -- Customer value strategy standards -- Offer development and innovation standards -- Value-based selling standards -- Key account management standards -- Channel management standards -- Value-based pricing standards -- Value-based business capability -- Addressing performance issues (you can't boil the ocean) -- Value matters -- 14 Value-based business transformation -- Why transformation is difficult -- Analysing transformation forces -- A transformation 'top tip' -- Planning transformation: Adopting a balanced scorecard approach -- Value matters -- 15 Final thoughts and future predictions -- Final thoughts about Infinite Value -- Ten predictions for the future -- Is Infinite Value robust enough to cope with the future? -- Bibliography -- Index.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.