| 000 -LEADER |
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| fixed length control field |
03649nam a2200385Ii 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
UtOrBLW |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20250516121637.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS--GENERAL INFORMATION |
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| fixed length control field |
m o d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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| fixed length control field |
cr un||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
231020t20232023enk ob 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781837971244 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HD59 |
| Item number |
.M36 2023 |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
BUS058000 |
| Source |
bisacsh |
|
|---|
| Subject category code |
KJS |
| Source |
bicssc |
| 080 ## - UNIVERSAL DECIMAL CLASSIFICATION NUMBER |
|---|
| Universal Decimal Classification number |
658.8 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
380 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Manners, Crispin, |
| Relator term |
author. |
| 9 (RLIN) |
46353 |
| 245 10 - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Title |
How to sell value - demystified : |
| Remainder of title |
a practical guide for communications agencies / |
| Statement of responsibility, etc |
Crispin Manners. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (144 pages). |
| 490 0# - SERIES STATEMENT |
|---|
| Series statement |
PRCA professional |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Introduction: The business case for selling value not time -- Chapter 1. The eight deadly sins of time-based pricing -- Chapter 2. The importance of identifying the value clients want -- Chapter 3. The importance of being 'marmite not vanilla' -- Chapter 4. Why it's important to explain how value is delivered in a way that is unique to your agency -- Chapter 5. How to create the tools that bring your branded method to life and give your team ways to reinforce it -- Chapter 6. How to create premium priced services that break the time to price equation -- Chapter 7. How to set a value-based price -- Chapter 8. The importance of access to client data that identifies and proves the value you deliver -- Chapter 9. How your team can get the user buyer to embrace a value-based approach -- Chapter 10. How to change the day-to-day behaviour of account teams to support the value-based pricing approach -- Chapter 11. How to move existing clients from time to value -- Chapter 12. The checklists needed to make the transformation to selling value a success. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
The latest research from the Public Relations and Communications Association (PRCA) demonstrates that 83% of agencies do not sell by value. This represents a significant threat to their future, especially during recessionary times, as it means there is unlikely to be the proof needed to sustain the budgets that clients currently allocate for their services. If agencies don't start proving the business value of what they do, the consequences are likely to be a significant loss of income, with a dire impact on the future potential of the agency. In How to Sell Value - Demystified: A Practical Guide for Communications Agencies, acclaimed PR guru Crispin Manners explains how agencies can move quickly to a value-based, rather than time-based, agency model. The author addresses key issues such as: The power of a branded methodology that builds trust and confidence and sets client expectations correctly The tools that bring a branded method to life and give the team ways to reinforce it Examples of premium priced services that break the time-based pricing model How to set a value-based price The importance of client data in proving value and driving effective evaluation. This practical guide clearly outlines a route to a more profitable and fulfilling agency, one where everyone involved gets a true sense of achievement because of the value they know they deliver to their clients. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Public relations firms |
| General subdivision |
Marketing. |
| 9 (RLIN) |
46354 |
|
|---|
| Topical term or geographic name as entry element |
Value added. |
|
|---|
| Topical term or geographic name as entry element |
Selling. |
|
|---|
| Topical term or geographic name as entry element |
Publicity. |
|
|---|
| Topical term or geographic name as entry element |
Business & Economics, Sales & Selling |
| General subdivision |
General. |
| Source of heading or term |
bisacsh |
| 9 (RLIN) |
46355 |
|
|---|
| Topical term or geographic name as entry element |
Sales & marketing. |
| Source of heading or term |
bicssc |
| 9 (RLIN) |
46356 |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Display text |
Print version: |
| International Standard Book Number |
9781837971251 |
|
|---|
| Display text |
PDF version: |
| International Standard Book Number |
9781837971220 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
https://doi.org/10.1108/9781837971220 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Item type |
E-Book |
