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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.

Elements of Value®

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.

Results You Can 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

  • Advanced Analytics
  • Bain Brand Strategy
  • Bain Marketing Excellence
  • Bain Test for Results
  • Customer Insights & Segmentation
  • Customer Strategy & Marketing
  • Elements of Value®
  • Retail

Lori Sherer Partner San Francisco

  • Advanced Analytics
  • Bain Data Strategy
  • Digital
  • Elements of Value®
  • Technology
  • Telecommunications

Jamie Cleghorn Partner Chicago

  • Bain B2B Commercial Excellence
  • Bain Commercial Operating Model
  • Customer Strategy & Marketing
  • Elements of Value®
  • Internet of Things
  • Technology
  • Telecommunications
See more

Insights
Elements of Value®
In Search of Customers Who Love Their Bank
With banks facing increased competition from tech firms, our latest Customer Loyalty in Retail Banking Report examines how the banks can focus on what customers value most.
Report November 14, 2018
Elements of Value®
The Amazon Effect on What Consumers Value
Amazon’s dominance has actually changed which Elements of Value matter most to consumers in mass merchandising.
Snap Chart November 07, 2018
Elements of Value®
The Tight Link Between Consumer Value and a Price Premium
When companies excel on more Elements of Value®, consumers are willing to pay a higher price.
Snap Chart November 01, 2018
Elements of Value®
How Insurers Can Meet Customer Needs
Insurance customers don't have complicated needs. So why do so many insurers disappoint?
Infographic October 31, 2018
See more
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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