Value Approach
Creating Value for Your Customers
Business Valuation Support to Rely On
Our value approach aligns sales and the entire value chain with realizing customer value. This simple but dramatic change leads to a significant and lasting improvement in performance.
Challenges
Get the valuation of your business
Many companies are convinced of their products and services but do not understand why customers do not value them as much. The traditional “feature-function-benefit” approach is often not enough to convince customers. Customers are mainly interested in the measurable profit they can gain from the business relationship.
Solutions
Our approaches of strategies
Companies must be able to calculate and communicate the impact of their products and services on the customer’s business. Our approach includes:
Value Quantification
We help our clients quantify and effectively communicate the value of their offerings.
Problem Identification
Often, the customer must first be made aware of the underlying problem that will be solved through collaboration. This usually takes up the majority of the communication.
Example of
Experiences with clients
At MTU, one of the world’s largest diesel engine manufacturers, we developed a new value concept. By introducing “power-by-the-hour” packages, where the customer pays a fixed amount per operating hour, MTU was able to significantly increase profitability and improve operational reliability for customers.
Learn more about the value approach
We're Here for You
Determining what the customer is really spending money on, what the actual value is, is often hardly possible from an internal perspective. You will be amazed at what other, previously unknown options exist. Get in touch with us to learn more about the ECM’s Value Approach or to get answers to your questions.
