Lucidus Articles
Lucidus have gathered together some information on
for those both new to the subject and those wishing for more in-depth information. Please
click on one of the links below to view the specific article.
Value Propositions and Value Selling
Value Selling In Depth takes you through the reasons for needing to include a Value component
in your sales processes and what you need to achieve to be successful.
The Value Solution Checklist article
is a short description of the attributes any value based selling solution what must
achieve in order to be confident in your value selling strategy and tools.
* The Value Based Selling White Paper
describes the reasons you may be under price pressure and how to
go about stopping margin erosion at the point of sale.
The Lucidus Approach to Causality
presents a discussion of the problem of determining the primary
cause of value generation and how to avoid the situation where
the customer argues that events unconnected with supplier activity
caused value to be delivered.
Case Study - USA Medical Sector presents
a real world example of how Lucidus helped one
organisation create a credible and flexible Value Estimator that
their customers could believe in.
Case Study - Canadian Communications Sector
describes how we werw asked to
provide our Global IT client with a Value Selling
process to demonstrate the value that would be released from introduction of
an enterprise-wide employee portal into their major Canadian customer's
enterprise.
Case Study – US Owned IT Hardware and associated Services Vendor
where we were asked to develop an articulation of the value to be
derived from a radical new way of charging for IT storage
solutions and services.
Value Selling Tools
Spreadsheets as Value
Presentation tools asks the question; can spreadsheets ever aid in
your value proposition activities?
Value Tool Specification
describes a key set of recommended good-practice elements you
should expect to find in any value toolset.
Sales Team Performance
Measuring Effectiveness of Sales Performance Improvement
tries to define, in practical terms, the characteristics of any sales performance improvement
solution.
Improving sales team performance - That's training isn't it?
discusses how to target your sales training
to make it more efective.
Case Study – UK Government Agency (Service Sector)
describes how we assessed our client's current IT skill levels
and designed a re-skilling programme for their IT department.
Value Management
* The Value Lifecycle Management white paper
discusses how most organisations invest in the 'idea' of 'value' but not the practical means to assure its delivery.
Initiative Overload
explains why not everything you do is necessarily productive!
Case Study - UK Government presents
an example of how Lucidus helped develop an integrated process for monitoring
large-scale benefit programmes.
Case Study –European division of US PC Manufacturer
is about the European IT division of a major US owned PC
manufacturer that required a way to articulate the overall value to the corporation
to flow from IT investment in Europe.
Outsourcing
* The Outsourcing white paper
describes the outsourcing performance trap and gives some advice on how to avoid it.
Outsourcing - How To Be An Intelligent Customer - Objectives Setting
is the first chapter The Outsourcing manual and deals with
the importance of setting objectives correctly - an important step that is often overlooked
or not given the attention it deserves.
Outsourcing - How To Be An Intelligent Customer - Making the Market
is the first chapter of section three of The Outsourcing manual and deals with
the first practical steps of your outsourcing journey - making the market.
I.T.Outsourcing - The Next Generation
Presents some thoughs on the current state of outsourcing and a view of where it's heading
for the future.
Case Study – UK Utility Company describes
a client that was being pressured into changing an existing IT outsourcing
agreement to one based on "Joint Venture" partnership principles.
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