B2B Street Fighting Blog

your voice is needed in benchmarking business value

Posted by Marie Dudek Brown on Wed, Aug 01, 2012 @ 09:16 AM

benchmarking business valueWe would like to capture your voice in new benchmarking research.  In exchange for your time, we will offer a free copy of the results as well as benchmark your company against  those results.  In addition, your name will be entered in a drawing for a Kindle reader (should you desire).

Our goal is to capture cross functional representation such as sales leadership, legal, operations, marketing, front line sales, etc. We want to benchmark how business to business firms are doing two things today: 

- Executing your organization’s value at the customer level

- Getting fairly compensated for this value

Since the founding of our firm by Dr. Max Bazerman of the Harvard Business School in 1996, we have consulted on over 20,000 business negotiations in nearly 50 countries and we have seen two main issues that detract from value for our customers:

- The first is a lack of clear understanding of what their value is to customers

- The second is complicated and cumbersome process to get compensated for that value

Our intent is use this research to shed new light on the current state so that we might share better ways to accomplish these two things in the future. 

If you follow the below link, the survey will take no longer than 10 minutes and your input will remain confidential unless you tell us otherwise.  


We thank you in advance for your insight.


Tags: business negotiations

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