by John Porter, CTO and Co-Founder for DecisionLink This blog is the second in the series on why quantifying customer value is so hard.  (If you missed the first in the series you can read it here) The key topic here is understanding and audience.  One of the biggest challenges a Business Value Consultant (BVC) … Read more

Productivity Benefits for Customer Value Management:  Hard or Soft? Mark Camilleri Director of Value Engineering DecisionLink Do you position improved productivity benefits of your solutions as a hard or soft dollar savings as you work towards improving customer value management?  Most practitioners place productivity improvements in the soft bucket, however, I would argue that depending … Read more

Customer Value Management Is Key to Solving the Problem by JOHN PORTER This is the first in a series of blog posts which will cover why quantifying value is so hard. Value Engineering, in its purest form, is designed to align the value of what you sell to the opportunities that buyers have, quantitatively. The … Read more