Malcolm McDonald on Value Propositions

How to Develop Them, How to Quantify Them

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Pub Date 03 Oct 2018 | Archive Date 31 Oct 2018

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Description

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. This book will show you how to develop a financially quantified value proposition that drives growth.

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. 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.

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. This book will...


Available Editions

EDITION Other Format
ISBN 9780749481766
PRICE $34.99 (USD)
PAGES 192

Average rating from 1 member


Featured Reviews

In our B2B coursework, companies have most difficulty with value propositions and then differentiation. MacDonald takes his usual thorough and well developed approach to write the definitive text on value propositions. Serious students of marketing should devour everything that MacDonald puts out and this work is no different. The aversion to reading that one too often finds in the sales profession may deter some from getting through this work, but the top 5% will appreciate the materials and put it to good work.

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