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Cindy Barnes, Helen Blake, David Pinder, "Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit"

Developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments.

Creating and Delivering your Value Proposition provides guidance for business leaders demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers through a step-by-step guide, how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.

Summary: Truly outstanding

Rating: 5

This is a thorough, innovative and highly structured book. Initially I thought it was going to be the usual conceptualizations, frameworks and platitudes, but I was delighted that it turned out to be practical, lively and (wow!) an interesting and entertaining read!

It utilizes plenty of useful models and diagrams, and gives you a hands-on guide that shows you exactly how to build a value proposition. The authors prove that a value proposition isn't just another angle on marketing statements and takes it away from the simplistic `silver bullet for salespeople' approach by firmly rooting value proposition development as a key part of a company's business model design and therefore business success.

It also comes across as being grounded in a real-world approach that has actually been executed by the authors and not a mere academic `thought exercise', which gives me confidence that this approach actually does work. I'm also impressed by the fact that they've managed to bring together marketing, business strategy, sales and leadership into the one book.

Altogether I found this to be a superb road map to success for small and large businesses. The authors really push hard for businesses to move out of their traditional comfort zones and think about new services, new markets, new scope, new ways of delivery and new business models. The Value Pyramid and other models are very useful for showing how to do this.

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Rating:
2.5 out of 5 by Book123