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B2B Elements of Value®

How can you avoid the commoditization trap? By understanding what each customer set values most. B2B Elements of Value is a five-level, 40-element framework that delineates the objective and subjective criteria that determine what really motivates customers to buy.    

Bain partners Jamie Cleghorn and Eric Almquist explain why it's so hard to win on price and performance alone, and how Elements of Value can give B2B companies a new competitive edge

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Client Results


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Elements of Value® is a registered trademark 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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Nous aidons des dirigeants du monde entier à matérialiser des impacts et des résultats pérennes et créateurs de valeur dans leurs organisations.