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Part Two: Positioning, Delivering, and M... > What Have You Done for Me Lately?

Chapter 8. What Have You Done for Me Lately?

In This Chapter

  • What step 4 of the financial value process (identify intervention) really means

  • Why step 5 of the financial value process (clarify perceptions) is so important to your ability to communicate value

  • An explanation and examples of givens, conscious negotiables, and unknown expectations

  • How your value slides even if your interventions are successful

  • A case study demonstrating changes in value perception.


In previous chapters, you’ve seen how to use financial numbers to create value chains tailored for the specific audience you are communicating with. It’s time to wow them! Right?


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