Value to customer

Aug 3, 20160 likes74 views

The document discusses the disparity between the value perceived by customers and that seen by suppliers in strategic partnerships aimed at gaining competitive advantage. It highlights that significant value comes from carefully selected partners through volume consolidation and competitive pricing, but smaller suppliers contribute less value. Additionally, the relationship with suppliers may lead to challenges that detract from overall value creation.

Sales

VALUE TO CUSTOMER
Value perceived by customer
• Strategic partnership. Usually 5-10 carefully selected
partners. Joint aim is competitive advantage.
• Savings driven value via volume consolidation and best
price as tactical means.
• No notable value or small suppliers create relatively
small amount of value.
• Supplier relationship causes challenges and destroys
value – supplier will be replaced asap.
Sales view to value
• Sellers see value differently from customers. Suppliers
see often more value than customers are willing to agree.
• What is the value created by our competitors?
10 M€
0 M€
-10 M€
5 M€
-5 M€
Competitor
Our company
Customer
value
© 2016 Suomen Paras Myyntiorganisaatio Oy

To compete with value-based companies that offer more for less, companies should deliver high quality at low prices to attract consumers. They can compete by keeping costs low, differentiating their offerings in areas that give advantages, and executing processes efficiently. However, a strictly low-cost business model may only be right if it increases competitiveness in existing businesses or advantages in new ventures, otherwise companies are better focusing on differentiation and effective execution.

Grp 7 more for lessMaritessVelez

��

The document discusses how companies can compete with value-based companies that deliver more for less. It recommends that companies keep costs low, differentiate their offerings in areas that give advantages over competitors, and ensure strong execution of processes and promotional initiatives. Companies should only pursue a low-cost operation if it would make existing businesses more competitive or give new businesses more advantages over competitors. Effective differentiation and execution are important to compete against companies providing high quality at low prices.

Maximising the effectiveness of distributors and agentsmsmsalesmanagement

��

The document outlines strategies for maximizing the effectiveness of distributors and agents in sales management, emphasizing the importance of clear objectives and mutual benefits in these relationships. It covers identifying suitable distribution partners, structuring agreements, and managing long-term partnerships while addressing potential challenges. Key takeaways include the need for transparency and regular performance measurement to maintain successful distributor relationships.

4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...ValueSelling Associates, Inc.

��

The document outlines insights from a webinar on enhancing B2B buyer-seller relationships, emphasizing the importance of effective communication and trust in sales interactions. It highlights that buyers prefer long-term vendor relationships, characterized by ethical behavior and credible engagement. Recommended actions include improving virtual communication skills and understanding buyers' needs to foster better sales outcomes.

Chapter 7guestc1cedb

��

The document discusses key factors to consider when buying an existing business, including the type of business, experience required, potential for success, price, cash flow, and advantages like existing infrastructure versus disadvantages like inherited problems. It also covers evaluating the business's financials, customers, competitors, legal aspects, and determining the value. Negotiating the purchase requires preparation, maintaining composure, articulating positions persuasively, persistence, and patience.

Notes on accounting & salesAdil Abdalla

��

1) Revenue, turnover, and sales all refer to the same concept of money received for goods or services sold. It is calculated as Price x Quantity (P x Q). 2) Cost is calculated as Cost x Quantity (C x Q) and is subtracted from revenue to calculate gross profit. 3) Premier sales focus on communicating the value of products or services, not price negotiation. Overcommunicating value to negotiators helps maintain proper pricing.

Pepperi - 12 killer tactics for a successful trade showStacey Woods

��

This document outlines 12 killer tactics for trade show success broken into pre-show, at-show, and post-show categories. Some key pre-show tactics include generating buzz, scheduling meetings in advance, and devising compelling sales campaigns. Important at-show tactics are designating customer "hunters" and "order takers", differentiating your in-booth experience, and acquiring new customers. Post-show tactics focus on ongoing engagement with customers through follow-ups, analyzing show results, and calculating return on investment. The document promotes a mobile sales platform that can help implement these tactics through features like mobile order taking and integration with ERP systems.

Value based pricing ppt -final-chattanoogaCore Elevation

��

This document outlines a 4-step process for value-based pricing for digital agencies: 1) Identify the customer's gap between their current and desired future state, including challenges and goals. 2) Calculate the lifetime value of the customer relationship and the cost of acquiring new customers to understand the true value of the project. 3) Collaboratively develop a strategic and differentiated solution that aligns with the customer's goals. 4) Create a compelling offer that integrates all previous steps and is seen as unique.

B2B Pricing Framework ElementsIan Tidswell

��

The document outlines a B2B pricing framework created by Ian Tidswell, founder of EEN Consulting, highlighting his extensive experience in pricing transformation for various companies. It emphasizes the importance of developing and implementing a structured pricing process, including elements such as pricing strategy, execution, and administration. The framework aims to improve pricing effectiveness and sustainability by leveraging data, aligning company goals, and enhancing decision-making processes.

Valuing a BusinessIvor Middleton

��

This document provides an overview of how to value a business for purchase. It discusses that valuation is complex and only one part of the larger process of buying and selling a business. Common valuation methods are discussed, including price/earnings ratio, sales or earnings multiples, return on investment, discounted cashflow, and net asset value. Additional factors to consider include tax implications, management team, market trends, client base, contracts, and supply chain. Due diligence is important to understand potential risks and opportunities. Psychology and managing expectations are also key aspects of negotiating a deal. The overall process can take many months to complete.

When you need to execute a price increase (and make it stick!)MarketCrest

��

The document provides a comprehensive guide for sales executives on executing price increases effectively while maintaining customer relationships. It emphasizes the importance of thorough planning, internal discussions, and a well-communicated strategy that includes notifying clients in advance and providing value justification. The text also outlines successful and ineffective approaches to pricing increases, advising on strengthening client relations and utilizing data to support the rationale behind the increase.

Buying an existing businessJafar Ahmed Choudhury

��

This document discusses key considerations for buying an existing business. It outlines both advantages like existing infrastructure and employees, as well as disadvantages like outdated inventory or ill will. The steps in acquiring a business include evaluating skills, researching candidates, financing options, and ensuring a smooth transition. Due diligence involves investigating a company's strengths, weaknesses, opportunities and threats. Critical questions focus on the owner's reasons for selling, the business's physical condition, potential, legal aspects, and financial soundness. Negotiations require preparation, separating positions from interests, the right mindset, and keeping emotions in check.

BBY - Final VerAustin D Taylor

��

The document analyzes Best Buy's (BBY) valuation and provides a recommendation. It summarizes that: 1. BBY's "Renew Blue" turnaround strategy aims to balance cost leadership with differentiation, but this is paradoxical and difficult to achieve. 2. Financial valuations using the EVA, FCFU, and FCFCE models indicate that BBY is overvalued at its current stock price. 3. Sensitivity analysis shows that even with optimistic growth rate assumptions, the maximum forecast price is below the current stock price, reinforcing the assessment that BBY is overvalued given challenges with its business strategy.

Moving Beyond Reverse Auctions for Scalable, Sustainable ValueEmptoris, Inc

��

Companies are moving beyond reverse auctions as they are not delivering sustainable value, primarily due to their focus on price over other essential negotiation factors. Advanced negotiation tools now allow for more flexibility in supplier requirements, enabling companies to negotiate based on best value and to incorporate business constraints effectively. Ultimately, this shift leads to improved supplier relationships and sustainable savings, with companies achieving better overall results in their sourcing strategies.

What buyers of companies really care aboutCoolrunnings

��

The document discusses the mindset of buyers of companies and provides advice for sellers. It outlines "The 8 Commandments of Effective Acquisition" that buyers use to evaluate targets, such as paying for future potential, not past performance. It also details "The 4 Ways to Demoralize the Seller" tactics buyers use to lower the price, like using time pressure, comparing to alternatives, and challenging financial assumptions. The presentation aims to help sellers understand what buyers truly value and how to withstand negotiation pressures.

How to Grow Profitability via Acquisition with Little or No Cash Outlayalexzente

��

This document provides guidance on acquiring businesses through little or no cash outlay. It discusses evaluating if acquisition fits your strategy, acquiring businesses with succession, performance, or strategic issues, determining a fair price based on cash flows, negotiating a seller-financed deal structure, conducting thorough due diligence, and avoiding common traps in acquisitions. The key steps are evaluating acquisition opportunities, building a financial model, making a non-binding offer, performing due diligence, and structuring a seller-financed deal to acquire the business with little upfront cash.

Ten �ݺ�ߣs in Ten Minutes - Thinking about the Virtual Bid TeamBill Graham CP.APMP

��

The document discusses the structure and strategy of a virtual bid team, emphasizing the importance of collaboration among team members to effectively craft and submit proposals. Key elements include establishing a solid win strategy, understanding client needs, and managing relationships effectively, particularly through account managers as thought leaders. It also addresses the complexities of team dynamics, conflict management, and negotiation skills required for successful bid management.

European SME transeo buyouts - Mike Wright ( march 14)enterpriseresearchcentre

��

This document discusses the support that buyers of businesses, particularly those involved in management buyouts (MBOs), need. It outlines some of the key qualities and challenges MBO buyers face, such as assembling a capable management team to replace departing founders and addressing employee relations issues. The document also suggests ways that awareness of MBOs can be raised, such as through role models, guides, and business school courses. Finally, it proposes areas where advisors and government can provide support to MBO buyers, such as helping navigate negotiations with corporate or family sellers and establishing a supportive tax regime.

IIB Associates How To Help Your Clients ExitCoolrunnings

��

The document discusses a partnership approach between IIB Associates and BCMS Corporate to help clients exit their businesses and earn significant fees in the process. BCMS Corporate provides a refreshingly different approach to selling businesses by finding strategic buyers through extensive research and generating multiple offers to achieve premium sale prices above traditional valuations. The partnership allows IIB Associates to earn referral fees, shares of success fees, wealth management fees, and tax strategy fees when helping clients sell their businesses through BCMS Corporate's process.

Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Stephen Wills

��

The document outlines the role of procurement in driving profitability and reducing risks through effective strategic sourcing and category management. It emphasizes the need for procurement to move beyond being a support function to become trusted business leaders who create value through stakeholder engagement and robust governance. Additionally, it highlights the importance of measuring performance through KPIs and the necessity for organizations to adopt a strategic approach to procurement.

Valuing Franchises - Beyond RestaurantsNevin Sanli

��

The document presented by Mr. Nevin Sanli focuses on the valuation of franchises, particularly in the fitness industry, using Planet Fitness as a case study. Key topics include the franchisor/franchisee relationship, valuation methods, economics, and financial performance representation. It emphasizes the benefits of franchising for business growth and outlines the various considerations and documents involved in franchise agreements.

Agile Project Management - An introduction to Agile and the new PMI-ACPDimitri Ponomareff

��

The document introduces Agile project management, highlighting its principles and practices along with an overview of the PMI-ACP certification. It discusses the Agile manifesto, its core values, and various frameworks such as Scrum and Extreme Programming, emphasizing adaptive development and team empowerment. The text also outlines eligibility requirements for the PMI-ACP certification and provides study tips and reference materials for preparation.

Project Management WorkshopNadun De Silva

��

Nadun De Silva will lead a project management workshop covering key topics: 1) An introduction to project management principles and practices, emphasizing the importance of tools. 2) A discussion of project methodologies like Waterfall, Agile, and PRINCE2 and how to select the appropriate methodology based on factors like client needs and team capabilities. 3) An interactive exercise where participants will build paper towers and experience the project lifecycle from initiation to closure.

Time ManagementJohn Oluwagbemiga

��

The document discusses time management. It begins by listing the objectives of a time management course, which include explaining various time management concepts, principles, styles, tools and best practices. It then introduces a scenario of Dave, a project manager, struggling with poor time management as he is constantly late, disorganized and unable to complete tasks on time. The root cause of all of Dave's issues is determined to be a lack of proper time management. Effective time management is important for anyone, whether a student, professional or homemaker, to stay organized and productive while managing their various responsibilities.

Introduction to project managementBarun_agnihotri

��

Fundamentals of Project ManagementRodolfo Siles

��

The document outlines the key project management processes. It discusses the six phases of a project - initiation, planning, implementation, monitoring, adaptation and closure. It then describes the nine core management processes which include scope, schedule, budget, quality, team, stakeholder, information, risk and contract management. Each process involves planning, execution, monitoring and control activities to ensure successful project delivery.

How to Use Social Media to Influence the WorldSean Si

��

The document discusses the impact of social media on society and the importance of using it responsibly to influence positively. It emphasizes the need to build authority online to be heard amidst the noise and controversy that often dominates social media. Strategies for establishing authority include sharing valuable content, answering questions, and providing critical updates within one’s professional circle.