Best Practice Assessment for Value Proposition Use in Sales and Pricing

Columbus, OH -- Jan. 2, 2007 -- The Cistek Group has announced two new consulting services; Best Practice Assessment of Value Proposition Use in Sales, and Best Practice Assessment of Value Pricing Practices. The objective of the assessments is twofold; First to increase awareness of value proposition and value pricing best practices and secondly to provide companies with a financial rationale for deciding which best practices to implement. While some organizations may be interested in both assessments, either assessment can be completed independently according to Tom Cissell, President of The Cistek Group.

A "value gap" is defined by The Cistek Group as the financial opportunity represented by the difference between an organization's current practices and best practices. "Varying amounts of attention are paid to best practices in the technology industries.", according to Amy Boland director of research for Cistek, "The best way for a company to know whether or not they should be adopting best practices is to understand the financial impact, i.e. the value gap".

An assessment can take as little as two days or can be much more involved depending on the size of the organization and the desired level of rigor and amount of validation, says Boland.

A competitor may have a hidden advantage by being best-in-class in the use of value propositions to protect price and differentiate their solution during the sales process. Likewise, a competitor might leave less money on the table by making timely value pricing decisions. Overtime, these competitive advantages can lead to increased market share or even market dominance. The value gap is an indicator of how serious the problem might be.

Best practices will also be the topic of the first 2007 issue of The Cistek Report, an electronic newsletter.

The Cistek Group helps clients quantify, market, and sell the value of their solutions, and establish value-based pricing practices through consulting engagements, training, and purpose-built tools. Cistek consultants have conducted solution valuations and/or pricing analysis for clients in information technology, manufacturing, healthcare, and process automation.

For more information, contact Amy Boland, The Cistek Group.