Why Value Leadership? Customer satisfaction has been a hot topic for businesses for the past 20 years.  Companies talk about being “customer focused” or “customer friendly” or “customer driven.”  Unfortunately, customers can tell you they are “satisfied” and still defect to the competition or reduce the amount of business they do with you. 

How can this happen? 

You can be doing a good job on things that are not top priorities for your customers; or your performance is weak compared to the competition on issues of critical importance.

Becoming the clear-value leader in your industry is more than meeting customer expectations; more than just satisfying easily identifiable needs.  Companies become Value Leaders by constantly out performing their competition at identifying, understanding and delivering what customers value most.  This is the essence of the value equation.

Even under conditions of extreme competition, customers will pay premiums for superior value.  This is because value leaders are perceived to be contributing discernibly more to their customers’ business goals and objectives than even the most nimble competitors.

Customers recognize value leaders as doing more, giving more, knowing more and caring more than the other vendors available to them.  This level of excellence helps explain how value leaders can achieve superior results.  They also enjoy substantially lower selling costs due to a much higher rate of repeat business and higher margins generated from value-added pricing.

Bottom-line: it’s “nice” to have satisfied customers but true industry leaders are value leaders.   Let's talk about how your company can lead the way in your industry.