Value
3 Goals to Successfully Listen to the Marketplace
At a recent suppliers’ conference, one of our clients looked at the phones, tablets, and laptops…
How to Get Extraordinary Customer Insights
What is good insight from a B2B customer and how do you get it? Voice of Customer…
Asking Good Questions Leads to Having Best-in-Class Customers
In a workshop with a client’s supply chain executives, we were discussing the attributes of a…
Unlearning Untruths: Finding New Ways to Drive Profitable Growth
The concept of unlearning bad habits came up at a recent conference. Speakers and participants alike…
How to Create Positive Pricing Experiences
Can the topic of price actually enhance the business-to-business (B2B) customer experience? We’re not talking about…
The Challenge of Capturing Value through Innovation: Show Them the Money, Pt. 1
After reading CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, a business executive…
Combating Downward Pricing Pressures with a Value-Based Approach
Challenge: A Tier 1 Automotive Supplier has historically enjoyed premium pricing for its products, but in…