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Malcolm McDonald on Value Propositions: How to Develop Them, How to Quantify Them

Malcolm McDonald Grant Oliver



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Kogan Page
01 November 2018
Business & Economics; Business strategy; Business innovation; Sales & marketing management; Business communication & presentation
A value proposition is an innovation or feature that clarifies a company's core purpose and identity. In the same way profit lies at the heart of every business, so does the value proposition, communicating how its service or products fulfil the needs of their customers. While many organizations understand the importance of having a clearly defined value proposition to help them become more profitable, many businesses struggle to use them effectively. Malcolm McDonald on Value Propositions is a step-by-step guide to understanding exactly why financially quantified value propositions will help readers to increase revenue and deliver tangible results.

Highly practical and filled with useful tools and checklists, this succinct guide explains the process of developing a value proposition from start to finish, how to use segmentation appeal to the relevant key accounts, and to ensure it is both financially grounded and has resonance with customers. From understanding how buying decisions are made, through to financial dashboards and value quantification tools, Malcolm McDonald on Value Propositions is perfect for anyone looking to integrate financial success into their proposition, and gain understanding of how it can be used to deliver and communicate value.
By:   Malcolm McDonald, Grant Oliver
Imprint:   Kogan Page
Country of Publication:   United Kingdom
Dimensions:   Height: 230mm,  Width: 157mm,  Spine: 15mm
Weight:   400g
ISBN:   9780749481766
ISBN 10:   0749481765
Pages:   264
Publication Date:   01 November 2018
Audience:   College/higher education ,  Professional and scholarly ,  Primary ,  Undergraduate
Format:   Paperback
Publisher's Status:   Active

Professor Malcolm McDonald is Emeritus Professor at Cranfield & Honorary Professor at Warwick Business School. He is Chairman of six companies, and works with the operating boards of some of the world's leading multinationals. He has written over 40 books including the best-selling Marketing Plans: How to prepare them, how to use them. Grant Oliver is MD at 90 Day Action Plan, and has over 20 years' experience in software and management consultancy. He has been interim IT director in the NHS, Finance Director of a software company, and Non-Executive Director of a Housing Association.

Reviews for Malcolm McDonald on Value Propositions: How to Develop Them, How to Quantify Them

Value is one of the most talked about and least understood ideas in business today. This excellent book provides a comprehensive review of the main concepts and also provides a series of case studies to bring the ideas alive. Malcolm McDonald and Grant Oliver pool their extensive business knowledge and experience to bring clarity, helping to define what value means to us, our business and most importantly our customers. --Richard Ilsley, Managing Partner, Key Account Management Group This book is both accessible and rigorous. It is a great read for everyone involved in buying or selling. Exploring how to quantify value propositions is a stimulating and highly beneficial endeavour. This is a timely contribution to understanding how to create differentiation and develop solid collaboration in fast-changing value chains. --Herv Legenvre PhD, Director, Value Creation Observatory, The European Institute of Purchasing Management Finally, here is a book that explains clearly what the concept is and how to create a financially quantifiable value proposition! You can now communicate to your ideal customers why they should buy from you (unique differentiation), how you'll improve their situation (relevancy) and how they'll financially benefit, all in language that they understand. This book will shape your strategic marketing planning. --Stewart Barnes, Managing Director, QuoLux Ltd Value propositions are simultaneously one of the most powerful ideas in business and one of the least understood and worst executed. In this book two leading authors show how to develop, use and profit from them. --Dr Diana Woodburn, Chairman, The Association for Key Account Management It is so refreshing to see a book focused on the impact good marketing can make on profit, since so much of today's marketing discussion is about digital tools, leads and nurture flows. Anchored in tried and tested techniques, such as needs-based segmentation, McDonald and Oliver's book is action oriented. Its tools and templates will help marketers create real value for their company and its customers. --Bev Burgess, Senior Vice President and ABM Practice Leader, ITSMA This is the first book I've read that offers a proven and time-tested formula for creating a value proposition. It's written in terms that both the experienced marketer and the layperson can understand and, more importantly, can implement and thereby gain substantial benefit. --Tom Poland, Chief Leadsologist, Leadsology Professor McDonald's research-based frameworks are timeless and universal and have been incredibly useful to both academics and practitioners around the world. This latest book on financially quantified value propositions continues to break new ground. --Philip Kotler, author, consultant and the S C Johnson & Son Professor of International Marketing, Kellogg School of Management, Northwestern University

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