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Creating and Presenting Customer-Specific Value Propositions
Author: Dave Cusdin, Mercuri International
Presentation Handout | February 28, 2010
Customers expect highly specific value propositions, yet many suppliers find them difficult to develop, deliver and measure. This course offers a straightforward process for creating and validating value propositions that align your firm's capabilities to your customers' business drivers. You will learn: * How to accurately assess your customer relationships prior to developing value propositions * How to align the right supplier value drivers with the proper people and at the proper levels within the customer's organisation * How to present and validate your unique value to the customer
Available to SAMA members only
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