Ask the Expert / MOOC Call 1: Creating, Calculating, Communicating and Profiting from Value Created
10th October 2019 Virtual Event Ask The Expert (ATE) Webinars
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For years we have talked about win/win negotiations, but some companies still find this hard. They still view sales, procurement, and contracting as a zero-sum game. However, Best in Class companies have found ways to create and realize more profit by contracting for value, where both the supplier and buyer win. The how to do it, requires both sales and procurement to throw away some long-held beliefs and rethink contracting. Companies that contract for value have seen improvements of 5% greater than the value that was contracted for, 35% increase in profitability for the buying company, whereas selling companies are 24% more profitable than their industry average. Learn from some best practices in how to contract on value, performance and outcome-based, and a third “hybrid” approach that aligns supplier and buyer to both be more profitable and generate a sustainable competitive advantage. 

In this compelling webinar, Todd Snelgrove will explain how profiting from value can be managed in practice, based on his many years of industry experience in Business to Business from both a Sales and Procurement perspective in many parts of the world.

Thursday, October 10th

  • 8 am Seattle
  • 11 am New York / Caracas / Santo Domingo
  • 4 pm London / Lagos / Lisbon
  • 5 pm Paris / Cape Town
  • 6 pm Helsinki / Amman / Moscow / Doha
  • 7 pm Dubai
  • 8:30 pm Mumbai
  • 11 pm Perth / Singapore / Beijing

Our Expert: Todd Snelgrove

Todd is the former Global Vice President of Value with over 15 years’ experience in being the team leader on understanding, presenting, calculating, pricing, and procuring  on Total Cost of Ownership (TCO) and evolving that to a more holistic measurement called Total Profit Added™ (TPA™) for SKF. Todd is now the founding partner at Experts in Value, a consultancy that helps companies sell, market, price, and negotiate based on measurable value. Todd is acknowledged to be a leading subject matter expert in the field of value. He has developed and implemented his leading insight into strategies around value contracting from both a sales and procurement perspective. Todd has demonstrated successful customer partnership agreements with Global Fortune 1000 companies, in numerous industries such as Industrial, FinTech, and Medical, in all geographies of the world. His work has been featured in articles on buying, selling, pricing, and procuring in numerous publications from leading business schools and scholarly reviews published by Harvard, MIT Sloan, Case Western, Wake Forest, Journal of Revenue and Pricing Management, London Business Press, Routledge, and others. Todd has also led sessions on value at Executive MBA courses at IMD Switzerland, Chalmers Sweden, Kellogg USA, Esade Barcelona,  University of Tennessee USA, University of Macquarie Australia, University of North Carolina, and London Business School.  

Todd directed and edited the bestselling Routledge October 2016 book Value First Then Price - Quantifying Value in Business Markets from the Perspectives of both the Buyers and Sellers. Todd can be reached at todd@expertsinvalue.com or visit his website at www.expertsinvalue.com