Value Management
What is value management?
The umbrella discipline that ties value positioning, selling, governance and customer engagement into one lifecycle.
In short
Value management is the umbrella discipline that connects how organisations position, sell, govern and prove business value, providing shared standards, practices and tools so expected value is defined once and tracked through to realization.
A lifecycle, not a technique
Value management gives an organisation one definition of value, one method for quantifying it, one owner for the standard, and one reporting line for whether outcomes materialised.
Its four categories
- Value Governance — ownership, standards and reporting
- Value Marketing and Positioning — expressing outcomes to the market
- Value Selling — building and defending cases with buyers
- Customer Value Engagement — proving outcomes after the decision
Where to start
Most organisations start where their evidence is weakest. If renewal conversations happen without proof of delivered value, start with customer value engagement. If business case quality varies by individual, start with value selling.
Assess your capability
The Value Management Maturity Model gives you a structured way to see where the gaps are.