To increase profits by increasing revenues, you have to be successful in making a particular case to your customers. You must convincingly present them with a value proposition that says: "Buy mine -- it costs more, but it's better."
Advisor
Avoiding the Case for Cheaper; Making the Case for "Better"
Posted April 29, 2010 | Leadership |
About The Author
Robert D. Austin is a Cutter Consortium Fellow and a member of Arthur D. Little's AMP open consulting network. He is a regular speaker at the annual Cutter Summit and often delivers Cutter Bootcamps. Dr. Austin served as a professor on the faculty at Harvard Business School for more than a decade, and then as Professor of Management of Innovation & Digital Transformation at the Copenhagen Business School in Denmark. He is currently Professor… Read More
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