One by One Value: How to Win Customers & Maximize Profits
Whitepaper summary:
The most critical element to creating breakthroughs is the decision makers’ collective understanding of what the customer perceives as value. As the formula in Figure 1 shows, there is an inverse relationship between benefits and cost and value. To increase value, increase the benefits and maintain the level of costs, or maintain the level of benefits and decrease costs. Value decreases when benefits decrease and costs stay the same, or when benefits stay the same and costs increase.
