Creating and Delivering Your Value Proposition

by Cindy Barnes, Hellen Blake, David Pinder

Reviews "Value propositions are the most useful selling tools marketing has ever created, although ??" up until now ??" there's been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need." Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield Business Schools "Ninety per cent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is, yet it's this which makes the difference between success and failure. At last, there is a practial and very readable book spelling out how to build a value proposition. I commend this book to you." Professor Malcolm McDonald, Emeritus Professor, Cranfield University School of Management "Practical and pragmatic, this book will really help you create and build value for your clients." Sean Finnan, Managing Director, EDS UK and Ireland "Essential, hands-on advice on how to generate profitable business by harnessing the experience of your clients. This is the book that shows you how to create and build value." Mike Southon, Financial Times columnist, best-selling author and entrepreneur mentor In recent years, developing a value proposition has become the 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 practial new title shows readers 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

232 pages, Paperback

First published November 2, 2012

About the author

Cindy is a business innovator, sales expert, clinically-trained counsellor and CEO of a management consulting firm.

She studied physics at undergraduate level, entered the working environment in unionised factories, then went on to complete an MBA before becoming a qualified, registered clinical counsellor in Transactional Analysis.

On the innovation side, she designed, developed and brought to market a leading-edge technical product for part of the Panavision Group that is still their most profitable product line to date. She also created the first CRM solution for Capgemini, the global technology and consulting company.

On the sales side, she co-created a new business unit within Capgemini and led business development resulting in £83m sales from a zero start in one year.

Cindy is currently the CEO of Futurecurve, the leading value proposition implementation consultancy focused on helping clients extract and position their real value. Her work with companies results in increasing their sales and profitability through value proposition development from the corporate through to the sales opportunity levels and all levels in between.

Outside of her business work, she helps set-up and manage environmentally focused not-for-profit organisations. She lives close to the River Thames, west of London, UK.