5 of 6 people found the following review helpful
5.0 out of 5 stars
Real Value (no pun intended), 19 Oct 2009
This book does an impressive job of showing both the reason & context for value propositions, together with a process for building your own. It's written by people who seem to have genuinely had loads of experience in this area, so you feel that their recommendations are really credible.
Barnes, Blake & Pinder offer up some good views and examples from companies like Barclays and Intel and get some good quotes. However, to be honest, the case studies aren't the real meat of the book - that comes from their `Value Proposition Builder process' that drives focus and honesty into creating a value proposition. It's not a marketing department exercise, nor a messaging exercise (although there's a really good message development chapter) but more about utilising real customer experiences to create your value proposition.
It looks like there's a fair amount of time and effort involved, but you really do feel that it's going to be worthwhile in terms of payback. Chapter 14 offers a really useful summary of the whole process, with a great checklist on page 178.