Customer Value Management...
When looking to increase revenues, organisations often focus their efforts on the acquisition of new customers. In some cases they overlook and fail to realise the potential value of existing customers.
Anakiwa's methodology to determine this value is based on the "Total Value Proposition" (TVP). It assumes that the TVP consists of 4 contributing elements - Price, Service, Value and Image, and that these are wrapped in a 5th element - Relationship. Research and practice has shown that the TVP extended by the organization is often distorted and mis-aligned when compared to that being sought by the customer.
Customer Value Management identifies why the TVP is distorted and the steps necessary for it to be better aligned to customer expectation. More importantly it identifies the incremental value and revenue that can be achieved in doing so.
To discuss your requirements - please contact us.
For additional information - read our research reports.