The New Solution Selling, 2nd Edition

APPENDIX AValue Justification Example

The following value justification is an example constructed around the fictitious company referenced throughout this book, Titan Games, Inc. (TGI). A short review of TGI follows.

TGI’s CURRENT ENVIRONMENT

TGI is a twenty-year-old organization that manufactures and distributes educational and recreational games and toys throughout the world. TGI has suffered a decline in overall profits—its primary critical business issue. Three primary reasons are identified for this problem of declining profits: (1) the VP Sales is unable to meet new account revenue targets (2) there are increasing credit write-offs and (3) operational costs are rising. All this affects and concerns the VP Finance, who has watched profits ...