Reference List
How to Sell Value – Demystified
ISBN: 978-1-83797-125-1, eISBN: 978-1-83797-122-0
Publication date: 19 October 2023
Citation
Manners, C. (2023), "Reference List", How to Sell Value – Demystified (PRCA Professional), Emerald Publishing Limited, Leeds, pp. 119-121. https://doi.org/10.1108/978-1-83797-122-020231015
Publisher
:Emerald Publishing Limited
Copyright © 2023 Crispin Manners. Published under exclusive licence by Emerald Publishing Limited
Introduction
The Public Relations and Communications Association in the UK. https://newsroom.prca.org.uk/pressreleases/more-than-a-half-of-pr-agencies-to-increase-fees-prca-icco-confidence-tracker-3215837
The Worldcom Confidence Index is a ‘living’ tracker of what 80,000 global CEOs are writing about. https://worldcomgroup.com/confidence-index/2022-reports/
Roaring out of recession by Ranjay Gulati, Nitin Nohria, and Franz Wohlgezogen. The Harvard Business Review March 2010. https://hbr.org/2010/03/roaring-out-of-recession
Chapter 1
PR's overservicing epidemic: 90% of agencies overservice client accounts. https://www.prweek.com/article/1667069/prs-overservicing-epidemic-90-agencies-overservice-client-accounts
PRCA Agency Barometer Report 2022. https://www.mynewsdesk.com/uk/prca/pressreleases/prca-agency-barometer-report-client-budgets-increasing-as-pr-emerges-from-pandemic-3188618
Chapter 2
Ibis World – Public Relations & Communication Activities in the UK – Market Size 2011–2029. https://www.ibisworld.com/united-kingdom/market-size/public-relations-communication-activities/
Ibis World – Public Relations Firms in the US – Market Size 2002–2028. https://www.ibisworld.com/industry-statistics/market-size/public-relations-firms-united-states/
Chapter 3
Marmite is a food brand marketed by Unilever PLC. https://www.unilever.co.uk/brands/nutrition/marmite/
See the Cambridge Dictionary definition of Marmite. https://dictionary.cambridge.org/dictionary/english/marmite
90ten. https://90ten.co.uk/
Playtime PR. https://www.playtimepr.com/
Alice PR and Events. https://alicepr.com/
Chapter 4
Cause UK. https://www.causeuk.com/
No Brainer Agency. https://www.nobraineragency.co.uk/
Alice PR and Events. https://alicepr.com/
What Is the Growth Share Matrix? https://www.bcg.com/about/overview/our-history/growth-share-matrix
The image of the Growth Share Matrix is provided courtesy of Boston Consulting Group (BCG)
Inspiring Workplaces Group. https://www.inspiring-workplaces.com/
Chapter 5
Dr Robert B Cialdini author of Influence: The Psychology of Persuasion. Publisher: HarperCollins Publishers Inc.
Chapter 6
Dr Robert B Cialdini author of Influence: The Psychology of Persuasion. Publisher: HarperCollins Publishers Inc.
Chapter 10
Dr David Rock: David Rock SCARF: A brain-based model for collaborating with and influencing others. https://davidrock.net/
- Prelims
- Introduction – The Business Case for Selling Value, Not Time
- 1 The Eight Deadly Sins of Time-Based Pricing
- 2 The Importance of Identifying the Value Clients Want
- 3 The Importance of Being ‘Marmite Not Vanilla’
- 4 Why It's Important to Explain HOW Value Is Delivered in a Way That Is Unique to Your Agency
- 5 How to Create the Tools That Bring Your Branded Method to Life and Give Your Team Ways to Reinforce It
- 6 How to Create Premium Priced Services That Break the Time to Price Equation
- 7 How to Set a Value-Based Price
- 8 The Importance of Access to Client Data That Identifies and Proves the Value You Deliver
- 9 How Your Team Can Get the User Buyer to Embrace a Value-Based Approach
- 10 How to Change the Day-To-Day Behaviour of Account Teams to Support the Value-Based Pricing Approach
- 11 How to Move Existing Clients From Time to Value
- 12 The Checklists Needed to Make the Transformation to Selling Value a Success
- Reference List
- Index