Category Archives: Value

We Are All Selling Services And Solutions Now

As many market-places commoditise selling organisations attempt to move up their value chain to escape the deathly grip of diminishing competitive advantage. Two common (and often interconnected) approaches to this problem are; adding services to an organisation’s offer and selling solutions. The Move To Services This has several advantages: Stand alone services tend to deliver… Read More »

How Do You Define Value?

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping clients with the development of their customer values propositions (CVPs) we a simple but powerful equation: Benefits – Costs = Value… Read More »

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

The Management Value Add

How much do your managers add-value as managers and how much do they try to add value by doing work that others should be doing? Recently this question was asked unrhetorically in a customer organisation and the answers were very revealing: Many managers were spending between 20% and 30% of their time checking, chasing, covering… Read More »