Recent

Launch of Customer Value Expert Toolset™ - James C. Anderson LLC, Axios Partners and Orange Orca have recently launched Customer Value Expert Toolset™ (CVET), innovative software that they have developed jointly to enable companies to achieve world-class customer value management capability. CVET provides a guided, methodical approach for suppliers serving business markets to conduct customer value research projects, and then to create and put into practice value-based sales tools that demonstrate and document the superior value their market offerings provide to target customers. To learn more about CVET and what it might do for your business, please contact us or visit: www.customervalueexpert.com.

ISBM Winter Conference - James Anderson gave the keynote presentation and was the program chair for the 14th Winter Conference of the Institute for the Study of Business Markets (ISBM) in Tampa, Florida, on February 26 and 27. About 150 managers from member and guest companies attended the Conference and each received a copy of his recent book , with Nirmalya Kumar and James Narus, Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. After James’ keynote presentation on “Value Merchants”, senior managers from SKF, Kennametal, PeopleFlo Manufacturing, Baldor, Grainger, Composites One, and Quaker Chemical gave presentations on their companies’ experiences in implementing customer value management. The managing directors of Axios Partners and Orange Orca, strategic implementation partners of James C. Anderson LLC, also gave presentations on their work in assisting client firms in implementing customer value management. Each of these presentations provided insightful observations and details on implementing and sustaining customer value management in business markets.

For more on the Conference, please visit Britton Manasco’s blog on his experience: http://www.brittonmanasco.com/

Upcoming

Value-Based Pricing to Boost Profit and Customer Relations - James Anderson is finishing his management practice research on value-based pricing in business markets. Professor Anderson, along with Professors Wouter van Rossum and Marc Wouters of the University of Twente in the Netherland, has been interviewing managers about their recent experience in attempting to set the price of a new or changed market offering based upon its value to target customers. These managers are working in a diverse array of industries. Anderson, van Rossum and Wouters have found that best-practice suppliers implement value-based pricing to both boost profits and strengthen customer relations. Many managers presume that each of these outcomes can only be attained at the expense of the other. Anderson, van Rossum and Wouters will begin writing their manuscript on this research soon, which then will be submitted to Harvard Business Review. To learn more about this research or to share a recent good or bad experience in value-based pricing, please contact us.

Past

Customer Value Management Seminars for ISBM - James Anderson, for the first time, offered his two-day Customer Value Management Seminar for the Institute for the Study of Business Markets (ISBM) on June 9th and 10th in Evanston, Illinois (a suburb just north of Chicago on Lake Michigan). The schedule for this seminar was:

Day One:

8:30
-
8:45
   Seminar introduction
8:45
-
10:15
   Customer value management
10:15
-
10:30
   Break
10:30
-
11:45
   Small group breakout: Kunst 1600 case preparation
11:45
-
1:00
   Lunch
1:00
-
2:30
   Building customer value models: Kunst 1600
2:30
-
2:45
   Break
2:45
-
4:00
   Small group breakout: Defining points-of-difference and value word equations
4:00
-
5:00
   Small group report-out: Points-of-difference and value word equations

Day Two:

8:30
-
10:00
   Value-based pricing in business markets
10:00
-
10:15
   Break
10:15
-
11:00
   Small group breakout: Applying a value-based pricing framework
11:00
-
11:45
   Applying a value-based pricing framework: TSM Pharmaceutische Groothandel
11:45
-
1:00
   Lunch
1:00
-
2:45
   Crafting persuasive customer value propositions in business markets
2:45
-
3:00
   Seminar conclusion and next-steps

 

For more on these customer value management seminars and to register for them, please visit: http://www.smeal.psu.edu/isbm/seminars/events/valuemgt.html