Customers are looking at value in different ways.

Value is a relative and subjective concept. Someone can find value in availability, someone else in expertise and still another one in advise. Notwithstanding that, in the end, value is expressed in a commercial context as the what a customer is willing to pay beyond the cost of the inputs required to deliver that value.

Therefore, it is clear that for some services, for example, customers attach a greater value than for some other services. In many cases, it is even required to provide a mix and, again, customers attach value to that as well. That is where the concept “one-stop-shopping” is based on. Again, these last days, in many interactions with customers I have noticed the relativity and subjectivity of value. It is our role to find out what customers value and to target those customers where we can deliver value they appreciate. And when we do, there is a win-win. We are becoming more focussed and increasingly good at this.

Let me know whether my blogs are of “value” to you. Not worth your money as there is no money involved, but worth your time. “Time is money” anyway. :-)

All the best,

Chris