---

Develop value propositions and understand why having them will increase a company´s profit with this concise, highly-practical guide.

---

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 fulfill 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.

---

Introduction to Building a Financially-driven Value Proposition
How Financially Quantified Value Propositions Will Make You Richer
Quantifying the Emotional Element of Value Propositions
What Exactly is a Financially Quantified Value Proposition?
An Overview of the Process - Where to Start with Quantifiable Value Propositions
Why it is Critical to Understand How Key Buying Decisions are Made
For Which Key Accounts Should Value Propositions Be Developed?
For Which Segments Should Value Propositions Be Developed?How to Identify Your Customers´ Needs Before Creating a Value Proposition
Understanding the Needs of Customer Segments to Quantify Your Value Proposition
Determining Your Own Asset Base and Capabilities Before Creating a Value Proposition
Creating and Financially Quantifying Your Value Proposition
Delivering and Communicating Value (Des Evans, Man Truck and Bus UK Ltd)
Developing and Presenting Value Propositions that Resonate with Customers (Todd Snelgrove, SKF)
Value-Celling and How to Maximise Value-Creation in Supply Chains (Mark Davies, Segment Pulse Ltd)
Financial Analysis, Value Quantification Tools and Financial Dashboards
A Step-by-Step Summary of the Value Proposition Process

---