Value First, Then Price : Building Value-Based Pricing Strategies (Hardcover, 2 ed)

Part I: Introduction 1. Introduction Andreas Hinterhuber and Todd C. Snelgrove Part 2: Selling Value: Value Quantification Capabilities 2. Value First, Then Price: The New Paradigm of B2B Buying and Selling Andreas Hinterhuber, Todd C. Snelgrove and Bo-Inge Stensson 3. Interview: Processes and capabilities for value quantification Robert Russell and Andreas Hinterhuber 4. Muddling through on Customer Value in Business Markets? Todd C. Snelgrove and James C. Anderson 5. Interview: Nurturing value quantification capabilities in Strategic Account Managers Andreas Hinterhuber, Todd C. Snelgrove and Bernard L. Quancard 6. Salesforce Confidence and Proficiency: The Main Cornerstone of Effective Customer Value Management Gary Kleiner Part III: Selling Value: Best Practices in Value Quantification 7. Value quantification: Processes and best practices to document and quantify value in B2B Andreas Hinterhuber 8. Quantifying your value so customers are willing and able to pay for it Todd C. Snelgrove 9. An inside-look at value quantification of competitive advantages: how industry leaders prove value to their customers Evandro Pollono 10. Value quantification for services Todd C. Snelgrove 11. Quantifying intangible benefits: best practices to increase willingness to pay while creating longer-lasting customer relationships Evandro Pollono and Paolo De Angeli 12. Towards a shared understanding of value in B2B exchange: Discovering, selecting, quantifying, and sharing value Pekka Toytari and Risto Rajala Part IV: Buying on Value: Value Quantification and B2B Purchasing 13. Value first, cost later: Total Value Contribution as a new approach to sourcing decisions John V. Gray, Susan Helper and Beverly Osborn 14. Interview: Selling value to purchasing Todd C. Snelgrove and Bo-Inge Stensson 15. Using Best Value to Get the Best Bottom Line Kate Vitasek 16. Value Selling: The crucial importance of access to decision makers from the procurement perspective Rob Maguire 17. The Sourcing Continuum to Achieve Collaboration and Value Kate Vitasek Part V: Value Quantification and Organizational Change Management 18. Interview: Implementing value quantification in B2B Andreas Hinterhuber and Matthias Heutger 19. Interview: The ring of truth - value quantification in B2B services Andreas Hinterhuber and Pascal Kemps Part VI: Buying and Selling on Value: Value Quantification Tools 20. A Question of Value: Customer Value Mapping versus Economic Value Modeling Thomas T. Nagle and Gerald Smith 21. Why start-ups should consider using value propositions Lennart Foos and Markus Kirchberger 22. Creating and Sustaining Competitive Advantage Through Documented Total Cost Savings Tim Underhill Part VII: Epilogue 23. A call to action: value quantification in B2B buying and selling Todd C. Snelgrove 24. Quotes and Statistics to Help you on Your Value Selling Journey Todd C. Snelgrove 25. The Present and Future of Value Quantification Andreas Hinterhuber and Todd C. Snelgrove