ABSTRACT
Value quantification is especially important if products are standardized – that is, if customers view them as commodities – and people’re in a competitive situation where people need to justify premium prices. The most direct benefit people can offer with any solution is cost savings within the supply chain – people achieve this by doing things more efficiently, using our scale and experience. Value-based discussions require people to access people who appreciate the issues: business owners and purchasing managers who understand supply chain and value creation more holistically. Value quantification is important, especially for complex Business - to -Business B2B contracts. The discussion is no longer about price; it’s now about trust, mutual benefit, and the willingness to grow together over time.
