Value Footprints and the Eye of the Beholder

Value communication involves telling an economic WIFM (what’s-in-it-for-me) story to a customer about your product. To be more precise, telling multiple versions of that WIFM depending on the specific stakeholder, because economic value, like beauty, is truly in the eye…

Using Economic Value Estimation (EVE) to Execute a Value-Based Strategy

In an earlier post we identified a number of challenges that managers face when executing a value-based strategy.  Tom Nagle and I discussed these during our recent webinar for the Professional Pricing Society.  Tom, of course, is well known as…

Challenges in Executing a Value-Based Strategy

There’s much attention nowadays around the importance of an organization adopting a value-based strategy, especially given the current economic climate.  Pricing guru Tom Nagle and I recently spoke to a group of managers interested in this topic — 80% of…

Strategy Execution

I was taught in business school that superior execution usually trumped superior strategy.  The premise being that big ideas can only succeed with the right attention to details. Or, as I think Thomas Edison once was suppose to say, “genius…

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