Creating & Delivering Your Value Proposition: Managing Customer Experience for Profit

To stay in business and thrive during this recession, companies need to focus and hone their value.  If clients complain about the cost of a product or service, then a company is not demonstrating the superior value of their product or service.  Discounting is always an option, but this means losing value during the sale – value that will be hard to regain in the future.

Instead, companies need to prove their superior value to clients using bottom-line terms – i.e. they need strong value propositions.  Creating and Delivering Your Value Proposition shows how to do this.  It explains what a value proposition is and how to build and deliver one.  The authors argue that, contrary to the norm, value propositions cannot rest on unsupported marketing claims.  Rather, a value proposition must be must be created at the strategy level and expressed in measurable terms.