Unpacking Best Value: Understanding and Embracing Value Based Approaches for Procurement
Probably no other topic creates as much apprehension between two companies as trying to determine a fair price. The conventional procurement process pits buyers and sellers on opposite sides of the table. Classical negotiations training uses tradeoffs and concessions as…
The Way to Drive Real Sustainable Profit to the Bottom Line
Many companies still prefer to work with supplier salespeople who practice feature-, friendship-, and price-based selling. But as the purchasing function becomes increasingly sophisticated, the focus has shifted from “buy from the seller that I like who has a good…
Profit from Demonstrating Quantified Value: Drive Organizational Change to Realize Benefits of Being a Value Leader
VIEW FULL RECORDING BELOW Companies that take a value approach are 24% more profitable than their industry peers. On the other hand, companies that buy based on best value are 36% more profitable than companies that do not. In both…
Tool Release Notes: February 2018
February 2018 New for this release: More Enhancements for Value Propositions New waterfall charts New, better accessible Views button (move from More button menu) Option to publish Value Propositions without PowerPoint export
Exploring the Value of Digital Transformation and Data Offers
VIEW FULL RECORDING BELOW Over 80% of B2B companies declare having digital transformation programs. This has become a hot innovation area and one that requires business NOT as usual in the area of value and pricing management. Stephan Liozu, CVO…