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Delivering Profitable Value : A Revolutionary Framework to Accelerate Growth, Generate Wealth, and Rediscover the Heart of Business Paperback – January 7, 2000

3 customer reviews
ISBN-13: 978-0738201627 ISBN-10: 0738201626 Edition: New edition

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Editorial Reviews

About the Author

Michael J. Lanning is Chairman of the Atlanta-based DPV Group. A pioneer of the concept of the "value proposition," he has spent the past twenty-five years applying the philosophy, framework, and methodology of delivering profitable value with clients around the world.
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Product Details

  • Paperback: 340 pages
  • Publisher: Basic Books; New edition edition (January 7, 2000)
  • Language: English
  • ISBN-10: 0738201626
  • ISBN-13: 978-0738201627
  • Product Dimensions: 6 x 0.8 x 9 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #132,797 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

14 of 14 people found the following review helpful By Donald Mitchell HALL OF FAMETOP 500 REVIEWERVINE VOICE on June 5, 2000
Format: Hardcover
Delivering Profitable Value is an excellent look at ways to identify opportunities for making your products and services more valuable to customers. Unlike most books related to value which have little structure or focus to them, this one understands the importance of the ecosystem you use and in which your customer exists for delivering and using your offerings. One thing I liked was the series of steps the author proposes for comparing offerings available to customers.
The book uses lots of interesting examples, many of which are new to me. But each was easy to understand. It starts with a comparison of using an ATM and go to a human teller to point out the pros and cons of each.
I was particulary impressed by the discussion of the value proposition at Southwest Airlines. Only Nuts! and this book have a good description. Books by well-known academics are amazingly dense on that subject, as Mr. Lanning points out.
You also get some good information on advanced techniques for going beyond the limits of normal market research. This includes actually taking the time to become the customer or end user for your product or service, at the customer or end user's location. It also includes observing behavior with videos and following up with directed questions. Most companies use neither technique.
Mr. Lanning started out his career at P & G and has developed from that company's fine approach to marketing and innovation a more generalized way of thinking that can be used by almost any organization. That is well done.
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3 of 3 people found the following review helpful By A Customer on January 20, 1999
Format: Hardcover
The DPV process, and the text itself, are excellent tools. They guide a company away from excessive internal or customer compelled thinking. The book's contentents instead direct the company to understand the experience the customer has with the company's products and all other interactions with the company. Our company is using this now.
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3 of 4 people found the following review helpful By Gerry Stern on November 27, 1999
Format: Hardcover
The author, originator of the "value proposition" concept, presents a new approach to strategy and performance. This system links the organization's capabilities and goal with the real needs of its customers. It replaces the conventional view of developing, producing and marketing product with choosing a complete value proposition, providing each experience in the chosen proposition, and communicating these experiences.
This focus on the experience of the customer is the psychological cornerstone to the author's DPV (delivering profitable value) system. An extensive discussion of this system provides a wealth of profitable value this book delivers. Highly recommended. Reviewed by Gerry Stern, founder, Stern & Associates, author of Stern's Sourcefinder The Master Directory to HR and Business Management Information & Resources, Stern's CyberSpace SourceFinder, and the Compensation and Benefits SourceFinder.
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