Seven Cs of Consulting, The

Value management

Value management is about the ability to understand clearly and communicate where value is being created. Value in this sense is a tangible function, something that the client will receive benefit from, be it commercially, emotionally or physically. Nagle and Holden (1995) define it as the total savings or satisfaction that the customer receives from the product. Economists refer to this as the use value or utility gained from a product. In consulting terms, it might be defined as the benefit or gain that the client receives following the change engagement. Although your contract will clearly indicate the change that must be made to satisfy the commercial or social relationship, it might not include a specific focus on the value ...