Customer value delivery in business markets

Conor McHugh and John Slevin

This article describes and examines the concept of customer value offers (CVO) in the business -to-business sector.

Customer Value Delivery In Business Markets

John SlevinandConor McHughFlint Corporate and Marketing Communications

 

The customer-value approach is about basing your strategy for achieving profitable growth and improved shareholder returns on delivering experiences of superior value to targeted customers.

For many firms this will require an important shift in thinking, away from the concept of simply providing customers with superior products and services.

It does not discard this strategy, but embraces it within a new, deeper level of customer relationship and links it firmly to customers' own value-delivery objectives within their value chain.

Delivering winning customer...

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