The Way to Drive Real Sustainable Profit to the Bottom Line

Format: Whitepaper

Posted in Quantify Customer Value


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 product and competitive price,” to “buy from the seller who presents the best total solution and terms that maximize the economic benefit to my company. And, who can back up those benefits with real numbers so I can prove it to management.” While individual purchasing decision influencers each have their own needs and priorities, buyers – and certainly purchasing committees – are becoming more aware of the total impact of their decision on the company’s bottom line. Download now to understand how savvy procurement professionals take true costs away from their business to help their companies become more profitable.


Todd Snelgrove is a global subject-matter expert (SME) in value buying and selling, with over 50 article references in key publications, such as, HBR and Forbes and key note presentations at over 100 external industry and customer conferences bringing new insights to the highest levels with customers, and challenging customers to choose based on best value, not lowest price.

Formerly Global Vice President of Value at SKF, Todd provided business model innovation, negotiation strategy for Key and Strategic Accounts, and drove the value mindset change. Hear best practices from a practitioner who not only drove the importance of calculating value but made sure that customers were able and willing to pay for that value.

Todd is now the Founding Partner at The Experts in, a consultancy firm that helps companies drive the value strategy from ideation to financial realization, by making sure that value is created, calculated, communicated and priced for.

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