How well does your business understand, create, and deliver value to customers? Does your business get a fair return on the superior value delivered to customers?What changes could your business successfully make in the short-term and longer term to strengthen your capability in customer value management?What market gains and incremental profitability might those changes produce?
Customer Value Advisory is a service that answers these questions through internal interviews, reviews of existing documentation and comparison to best practices.These results identify lagging capabilities and enable Axios to design a targeted approach to close those gaps. (Read or Download CVA Brochure)
Customer Value Management (CVM)
Customer Value Managementis a progressive, practical approach to managing business markets. In its essence, CVM has two basic goals:
1. Deliver superior value to targeted segments & customers. 2. Get an equitable return on the value delivered. Customer Value Management relies upon customer value assessment to gain an understanding of customer requirements and preferences, and what it is worth in monetary terms to fulfill them. Although firms may be able to accomplish the first goal without any formal assessment of customer value, it is increasingly unlikely that they will be able to accomplish the second goal without it. Simply put, to gain an equitable or fair return on the value their offerings deliver, suppliers must be able to persuasively demonstrate and document the value they provide customers relative to the next-best-alternative for those customers.Upon implementation, CVM projects return more than ten times (10x) on their project investment. (Read or Download CVM Brochure)
Customer Value Innovation (CVI)
Does your business have unique insight into unresolved customer problems?Where can your company’s capabilities create value for new customers in new markets?Can the business generate an adequate return while pursing these new growth opportunities? In more depth than voice-of –the-customer or customer satisfaction initiatives, Customer Value Innovation uses a variety of proven tools to answer these questions and clear a path for profitable growth. (Read or Download CVI brochure)
Value Pricing
Is your business capturing a fair share of the value that it delivers? Or is it stuck with cost-plus or other less attractive pricing strategies? Has the business invested in value selling initiatives with disappointing results? Axios Value Pricing uses the assessment of customer value to develop value pricing capabilities at three levels:
1. Strategic 2. Tactical 3. Transactional
Value-based sales tools are developed to demonstrate and document customer value enabling true value selling.
Customized Executive Education
Leveraging the Axios network of faculty at the leading business schools, Axios designs highly customized executive education programs to seed our clients with the cutting edge insights and methods.Programs can range from a 90 minute presentations to three day workshops. In addition to presentations, seminars and workshops have breakout sessions where participants work in small groups on exercises and case studies. These breakout sessions enable participants to gain firsthand experience working with the concepts, tools, and frameworks being taught in the sessions.
Representative topics include: ♦ Building a Customer-Focused Organization ♦ Crafting Winning Value Propositions
♦ Value Pricing:Capturing Your Fair Share of Customer Value
