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Elements of Value®

Understanding what your customers truly value can have big benefits: clearer differentiation, more pricing power and bigger market share. Elements of Value^® provides a framework and empirical basis to identify—in B2C or B2B businesses—what really matters to your customers and how to deliver it most effectively.

Why Bain

Why Bain

We’ve researched consumers and observed their behavior for 30+ years, and our research has been featured in Harvard Business Review.
We’ve done groundbreaking research on value, both in B2B and B2C.
We’ve identified 30 distinct B2C elements of value and 36 distinct B2B elements of value — and quantified their linkages to growth, Bain's Net Promoter Score® and repeat purchasing.
Our approach can be applied to multiple business problems.

What to Expect

What to Expect

Product differentiation

Raise products and services above commodity status.

Revenue growth

Increase growth in new and repeat revenues by employing multiple elements of value.

Price optimization

Optimize prices using a clearer understanding of how your actual prices compare to target prices.

Brand equity

Strengthen brand equity by consistently delivering elements of value.

Advocacy

Boost Bain's Net Promoter Score℠ by employing multiple elements of value.

Our Team

Eric Almquist Partner Boston

Darci Darnell Partner Chicago

Lori Sherer Partner San Francisco

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Insights

Bain Customer Experience Transformation

How Hollywood Can Save the Day in a Streaming World

Traditional media companies must fix their data and branding problems to compete against digital natives.

Elements of Value®

How a Consumer Products Maker Responded to a New Competitor

When a leading appliance maker with a strong position in a key product category suddenly began losing market share to two new entrants, it struggled to understand the cause. Working with Bain, the company applied our Elements of Value® framework and soon developed an effective response.

Bain Digital Transformation

Predicting the Tipping Point for Electric Vehicles

The rate of adoption for electric cars depends on two main consumer groups.

Elements of Value®

Hollywood’s Streaming Angst

As technology firms invest heavily in new content, traditional media companies face a gap in two areas: data analytics and network branding.

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Related Offerings

Bain Customer Experience Transformation

Figure out what your customers care about most, then design great customer experiences, and arm and inspire your employees to deliver them.

Bain Pricing

Bain Pricing helps you set and get the right price, every time.

Bain Marketing Excellence

Bain Marketing Excellence

Quickly begin delivering the right messages to your customers and building the skills of your team.

Bain B2B Commercial Excellence

Bain B2B Commercial Excellence

Build your organization’s capabilities to sell more—or more profitably—by putting the right offers in front of customers at the right price and time in the most effective channels.

Bain Offering Management

Bain Offering Management

Reimagine your offerings as an integrated suite that delights customers throughout their journey from discovery to service and support.

Net Promoter System®

Net Promoter System®

Focus on earning the passionate loyalty of customers while inspiring the energy, enthusiasm and creativity of employees to accelerate profitable, sustainable organic growth.

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Elements of Value^® and Results Delivery® are registered trademarks of Bain & Company, Inc.

Net Promoter® and Net Promoter System® are registered trademarks of Bain & Company, Inc., Fred Reichheld and Satmetrix Systems, Inc.

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