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Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit [Paperback]

Cindy Barnes , Helen Blake , David Pinder
4.7 out of 5 stars  See all reviews (13 customer reviews)
Price: 29.95 & FREE Delivery in the UK. Details
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Book Description

3 Oct 2009


This book is essential reading for strategic marketers and those involved with setting go-to-market and product strategy.  If you really want to generate returns on your activities, don’t invest in any programmes without reading this book first. In my view it perfectly balances a practical hands-on approach, depth of content, and critically – is peppered with relevant case studies.  For me, the most compelling part of the approach is the way it neatly dovetails strongly into The Challenger Sale approach.  In my experience it’s essential to understand and craft your total value proposition first as this provides the ideal baseline from which sales can tailor their Challenger stories for maximum resonance’. -- Greg Wilson – European & UK Strategic Development Manager, Canon Europe

Don’t invest in any marketing, go-to-market or customer experience programmes without first taking on board the approaches in this book.-- Les Mara – BPO Head of Europe, HP

'Value propositions are the most useful selling tools marketing has ever created, although - up until now - there's been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need.' --Neil Rackham, Author of Spin Selling and Visiting professor at Portsmouth and Cranfield Business Schools.

'Ninety percent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is, yet it's this which makes the difference between success and failure. At last there is now a practical and very readable book spelling out how to build a value proposition. I commend this book to you.' --Professor Malcolm McDonald, Emeritus Professor, Cranfield University School of Management. 

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Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit + Value Prop: Create Powerful I3 Value Propositions to Enter and Win New Markets
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Product details

  • Paperback: 232 pages
  • Publisher: Kogan Page; 1st edition (3 Oct 2009)
  • Language: English
  • ISBN-10: 0749455128
  • ISBN-13: 978-0749455125
  • Product Dimensions: 23.1 x 15.5 x 1.5 cm
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Bestsellers Rank: 34,570 in Books (See Top 100 in Books)

More About the Authors

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Product Description

Book Description

Creating and Delivering Your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers.

Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.

About the Author

Cindy Barnes is a product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development. Cindy is the founder and Chief Innovation Officer of Futurecurve.

Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world's largest consulting firms, including Accenture and KPMG. Helen is the CEO of Futurecurve.

David Pinder is a leading communications specialist. He has worked in sales and marketing roles with Procter & Gamble, Hertz Corporation and Forte Hotels, and now provides value-creating business writing support for some of the world's leading companies, including Accenture.

Futurecurve is a leading advisory company that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at

Inside This Book (Learn More)
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Customer Reviews

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Most Helpful Customer Reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars What a last!! 26 Sep 2010
"What a relief, at last a book that talks some sense about value propositions. Value propositions are a subject area that has a lot of confusion and misinformation surrounding them. Lots of people appear to talk about value propositions when they are actually talking about a USP (unique selling proposition.)

This book fully examines the subject of value propositions and provides an invaluable guide on what a value proposition is, why you need one and what difference it makes. It is thorough, detailed and well written. The themes of the book are easy to apply and the results you should expect are well articulated.

This is a book of real substance that will really make you think about many fundamental aspects of your business that previously you took for granted. I guarantee you will look at your business with renewed vigour and enthusiasm after reading this book."
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2 of 2 people found the following review helpful
A fantastic read for anyone involved in a business of any kind. This book introduces you to the concept of value propositions and takes a step by step approach to help you build your own. In asking you to reevaluate your relationship with your customers and to look at the unique value you deliver, this book will help your business grow and succeed. With real life examples, templates and strategies the authors have made this more than just a book, this is a resource kit.

If you are looking to differentiate yourself in a competitive market then you need to develop your own value proposition.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Valuable in every way 10 April 2010
This is a valuable contribution to management theory and practice and helps technology company executives to think more clearly about how their companies can create value, rather than just push their products. Good work!
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2 of 2 people found the following review helpful
5.0 out of 5 stars The only book on value proposition 16 Feb 2010
By K.P.S.
This is essential reading for anyone in product development, marketing or sales. It's full of extremely useful nuggets of wisdom and loads of great diagrams. It's been a huge help with my MBA.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Packed full of useful ideas 15 Feb 2010
Packed full of useful ideas... This book covers the key topics of what a value proposition is and isn't, why you need one, how to create one and how to deliver it to customers and throughout your organisation. I work for a not-for-profit and found it to be packed full of useful ideas that we've been able to use straight away.
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7 of 8 people found the following review helpful
This book was suggested to me by a friend who had heard Cindy and Helen speak at a conference. With plenty of useful models and diagrams, this is a very practical, hands-on guide that shows you exactly how to build a value proposition. I was really surprised that these authors prove that a value proposition isn't just another angle on marketing statements. Their book takes value propositions away from the simplistic `silver bullet for salespeople' approach and firmly roots value proposition development as a key part of a company's business model design and therefore business success
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5 of 6 people found the following review helpful
5.0 out of 5 stars Making sense of a non-sense term 8 Nov 2010
Value proposition is used in consulting language for just about anything. As a consultant (almost ashamed to admit after the initial sentence) I found this book extremely useful as a practical guide for developing and implementing real value propositions. The fundamental framework (Value Proposition Builder) is a concrete methodology for structuring the core of your business and bringing valueable offerings to the market. No mumbo-jumbo, just very clear and practical guidance for significantly improving your business!
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