Tag Archives: value proposition

How to Win a Price War

Posted on July 26, 2013 by Jonathan Byrnes

Price war! How can you win without destroying your own profitability? Fire a bigger weapon? Outlast your competitors? Any way you look at it, a price war is the ultimate in self-destructive, lose-lose behavior – but it is one of … read on →

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Three Cornerstones of Profitable Growth

Posted on December 10, 2012 by Jonathan Byrnes

What essential elements does a company’s top management team need to put in place to create years of strong, profitable growth? Here’s my old family recipe: information, process, and value footprint. These cornerstones formed the basis for a two-month series … read on →

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How to Win the Battle and Lose the War

Posted on December 23, 2011 by Jonathan Byrnes

Sunday, December 7th, 1941. Admiral Chester Nimitz was attending a concert in Washington D.C. He was paged and told there was a phone call for him. When he answered the phone, it was President Franklin Delano Roosevelt on the phone. … read on →

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Turbocharge Your Value Proposition

Posted on October 26, 2011 by Jonathan Byrnes

A few months ago, I met with the management team of a medium-sized company having sales problems. The company was in a commodity business, and the sales reps were stuck trying to sell to low-level, price-oriented purchasing personnel in the … read on →

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