1.
Advanced thoughts on the value
conversation

2.
Materialist value
Increase Reduce Improve Create
Revenue
Profit
Growth
Market share
Retention
Return on assets
Return on investment
Efficiency
Cash flow
Visibility
Cost
Time
Effort
Complaints
Risk
Turnover
Conflict
Paperwork
Productivity
Process
Service
Information
Morale
Image
Reputation
Skills
Quality
Loyalty
Strategy
Systems
Process
New business
Product
Service
Brand

3.
Spiritual value
• Specialist expertise/knowledge
• Unique social capital
• Brand and/or reputation
• Unique result––creativity and innovation
• Reducing risk
• Excellent experience (Moments of Truth)
• Make the customer “look good”
• Relationship
• Knowledge elicitation

4.
Elements of Value Transcendence
Provides hope; Self-
actualization, Motivation,
Heirloom,
Affiliation/belonging
Reduces anxiety, Reward me, Nostalgia,
Design/aesthetics, Reputation, Wellness,
Therapeutic value, Fun/entertainment,
Attractiveness, Provides access
Saves time, Simplifies, Makes money, Reduces risk,
Organizes, Integrates, Connects, Reduces effort,
Avoids hassles, Reduces cost, Quality, Variety, Sensory
appeal, Informs