Experts In Value
Former Global Vice President of Value and Commercial Excellence with over 20 years’ experience being the team leader on understanding, presenting, calculating, pricing, and purchasing on Total Cost of Ownership (TCO) or Total Profit Added™️ (TPA™️) for global Industrial B2B companies. Todd’s focus is on helping companies develop and implement best in class Pricing Strategies, create Services and Product as a Service businesses, Commercial Value Agreements, Strategic Account Programs, all based on helping companies be able to negotiate based on best value not lowest price.
Work has been featured in articles on Products and Services focusing on selling, pricing, and procuring in numerous publications from leading business schools and scholarly reviews published by Harvard, MIT Sloan, Case Western, Wake Forest, Journal of Revenue and Pricing Management, London Business Press, Routledge, and others. Todd also leads sessions on value at Executive MBA courses at IMD Switzerland, Chalmers Sweden, Kellogg USA, ESADE Barcelona, University of Tennessee USA, University of Macquarie Australia, University of North Carolina, and London Business School.
Todd directed and edited the bestselling Routledge book Value First Then Price – Quantifying Value in Business Markets from the Perspectives of both the Buyers and Sellers