Malcolm McDonald on Value Propositions: How to Develop Them, How to Quantify Them

An important introduction – getting the best out of your value proposition;
1. How financially quantified value propositions will make you richer;
2. Quantifying the emotional elements of value propositions;
3. What exactly is a financially quantified value proposition?;
4. An overview of the value proposition process – where to start;
5. Why it is critical to understand how key buying decisions are made;
6. Which key accounts should you develop value propositions for?;
7. Which segments should you develop value propositions for?;
8. Understanding key account and segment needs before building a value proposition;
9. Understanding our own asset base and capabilities;
10. Developing value propositions;
11. Creating and financially quantifying value propositions;
12. Developing and presenting value propositions that resonate with customers;
13. Value-celling – How to maximize value creation in supply chains;
14. Financial analysis, value quantification tools and financial dashboards;
15. Summary of the value proposition process