Dollarizing Differentiation Value Quotes

“Everyone in your organization needs to share the same knowledge base. Otherwise you can’t do a transformation. The professional buyers are getting more and more training and making greater investments in the science of what they do.”
― Stephan M Liozu, Dollarizing Differentiation Value: A Practical Guide for the Quantification and the Capture of Customer Value

“For value-based initiatives to take hold and succeed over the long term, their sponsors need to dispel the myths, explain the benefits, and create excitement. These transformations are just like any other journey in life. If you want someone to join you on a trip, you show them snapshots and videos that bring the scenery and the attractions to life. You don’t blind them with science, make PowerPoints, or read them pages from an encyclopedia. VBP is much more than a pricing strategy, and it needs to be looked at as part of a holistic value transformation.”
― Stephan M Liozu, Dollarizing Differentiation Value: A Practical Guide for the Quantification and the Capture of Customer Value