Professor Malcolm McDonald is Emeritus Professor at Cranfield & Honorary Professor at Warwick Business School. He is Chairman of six companies, and works with the operating boards of some of the world's leading multinationals. He has written over 40 books including the best-selling Marketing Plans: How to prepare them, how to use them.Grant Oliver is MD at 90 Day Action Plan, and has over 20 years' experience in software and management consultancy. He has been interim IT director in the NHS, Finance Director of a software company, and Non-Executive Director of a Housing Association.

• Chapter - 00: An important introduction – getting the best out of your value proposition;Chapter - 01: How financially quantified value propositions will make you richer;Chapter - 02: Quantifying the emotional elements of value propositions;Chapter - 03: What exactly is a financially quantified value proposition?;Chapter - 04: An overview of the value proposition process – where to start;Chapter - 05: Why it is critical to understand how key buying decisions are made;Chapter - 06: Which key accounts should you develop value propositions for?;Chapter - 07: Which segments should you develop value propositions for?;Chapter - 08: Understanding key account and segment needs before building a value proposition;Chapter - 09: Understanding our own asset base and capabilities;Chapter - 10: Developing value propositions;Chapter - 11: Creating and financially quantifying value propositions;Chapter - 12: Developing and presenting value propositions that resonate with customers;Chapter - 13: Value-celling – How to maximize value creation in supply chains;Chapter - 14: Financial analysis, value quantification tools and financial dashboards;Chapter - 15: Summary of the value proposition process

"Professor McDonald's research-based frameworks are timeless and universal and have been incredibly useful to both academics and practitioners around the world. This latest book on financially quantified value propositions continues to break new ground."

Professor Malcolm McDonald is Emeritus Professor at Cranfield & Honorary Professor at Warwick Business School. He is Chairman of six companies, and works with the operating boards of some of the world's leading multinationals. He has written over 40 books including the best-selling Marketing Plans: How to prepare them, how to use them.Grant Oliver is MD at 90 Day Action Plan, and has over 20 years' experience in software and management consultancy. He has been interim IT director in the NHS, Finance Director of a software company, and Non-Executive Director of a Housing Association.

• Chapter - 00: An important introduction – getting the best out of your value proposition;Chapter - 01: How financially quantified value propositions will make you richer;Chapter - 02: Quantifying the emotional elements of value propositions;Chapter - 03: What exactly is a financially quantified value proposition?;Chapter - 04: An overview of the value proposition process – where to start;Chapter - 05: Why it is critical to understand how key buying decisions are made;Chapter - 06: Which key accounts should you develop value propositions for?;Chapter - 07: Which segments should you develop value propositions for?;Chapter - 08: Understanding key account and segment needs before building a value proposition;Chapter - 09: Understanding our own asset base and capabilities;Chapter - 10: Developing value propositions;Chapter - 11: Creating and financially quantifying value propositions;Chapter - 12: Developing and presenting value propositions that resonate with customers;Chapter - 13: Value-celling – How to maximize value creation in supply chains;Chapter - 14: Financial analysis, value quantification tools and financial dashboards;Chapter - 15: Summary of the value proposition process

"Professor McDonald's research-based frameworks are timeless and universal and have been incredibly useful to both academics and practitioners around the world. This latest book on financially quantified value propositions continues to break new ground."

Professor Malcolm McDonald is Emeritus Professor at Cranfield & Honorary Professor at Warwick Business School. He is Chairman of six companies, and works with the operating boards of some of the world's leading multinationals. He has written over 40 books including the best-selling Marketing Plans: How to prepare them, how to use them.Grant Oliver is MD at 90 Day Action Plan, and has over 20 years' experience in software and management consultancy. He has been interim IT director in the NHS, Finance Director of a software company, and Non-Executive Director of a Housing Association.

• Chapter - 00: An important introduction – getting the best out of your value proposition;Chapter - 01: How financially quantified value propositions will make you richer;Chapter - 02: Quantifying the emotional elements of value propositions;Chapter - 03: What exactly is a financially quantified value proposition?;Chapter - 04: An overview of the value proposition process – where to start;Chapter - 05: Why it is critical to understand how key buying decisions are made;Chapter - 06: Which key accounts should you develop value propositions for?;Chapter - 07: Which segments should you develop value propositions for?;Chapter - 08: Understanding key account and segment needs before building a value proposition;Chapter - 09: Understanding our own asset base and capabilities;Chapter - 10: Developing value propositions;Chapter - 11: Creating and financially quantifying value propositions;Chapter - 12: Developing and presenting value propositions that resonate with customers;Chapter - 13: Value-celling – How to maximize value creation in supply chains;Chapter - 14: Financial analysis, value quantification tools and financial dashboards;Chapter - 15: Summary of the value proposition process

"Professor McDonald's research-based frameworks are timeless and universal and have been incredibly useful to both academics and practitioners around the world. This latest book on financially quantified value propositions continues to break new ground."