How to differentiate yourself as a supplier by providing your clients with value-creating solutions?
Do you want to stand out from the crowd, not only in terms of price, and justify your premium positioning to your clients? This program will enable you to move from sales to value-creation consulting. Learn how to implement client value creation, negotiate, evaluate return on investment and review your internal processes, sales team management, pricing and sales techniques.
A company will only stand out from its competitors if it can develop a distinctive offer and sustain it.–
The program will enable you to:
- Define "value creation for clients"
- Provide techniques and tools to assess the cost of value creation, adopt the role of a value creation consultant rather than a sales manager
- Effectively assess the value created for the client and for the supplier
Theme 1 : The concept of creating value for clients
Reduce costs or increase client turnover?
Theme 2 : Value co-creation matrix
Client-value concept, perceived satisfaction and quality, assessing created added value.
Theme 3 : Negotiation and creating value for clients
Lead interviews and distance yourself from price-driven negotiations.
Theme 4 : Return on investment
Apply created value to financial plans and assess ROI.
Customize your learning journey
Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.
Find out more from the brochure
The program is aimed at:
Sales Directors and Managers, Business Engineers and Key Accounts Managers
Marketing Directors and Managers aiming to improve their offer and master sales support and management
Find out more about possible funding options for the program you have chosen.
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
Download the brochure in English
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HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.
In-house short programs: The flexible way to train your teams
With our in-house short program offer you can train your teams whenever and wherever suits you best.
Contact us at firstname.lastname@example.org, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.