You may insist the answer is yes, even if your customer disagrees. Perhaps you feel your customer either didn't implement your solution correctly or simply doesn't understand its value. It doesn't matter, says Jeff Thull, author of The Prime Solution. If the customer doesn't perceive your solution as having value-fairly or not-you have failed. How to close that value gap and deliver on your promises is the subject of this book.

Thull presents an integrated, cross-functional approach required to develop and deliver compelling whole solutions so you can profit in today's complex business-to-business selling environment. The "Prime Solution™" you should strive for involves virtually every team in your company: R&D, marketing, sales, and service. What's more-because such value-laden solutions should impact your customers' profit sheets-you must engage in a high level of collaboration with the departments of those who buy from you.

The Prime Solution supports its strategies with real-world examples of successful companies in a variety of industries, from technology to manufacturing to healthcare to professional services.

In its pages you'll find the insights you need to ensure that your products and services have value, that your customers understand the value and are willing to pay for it, and that they achieve the value promised. Ultimately, this book will help you become a source of continual competitive advantage to your customers, turn value fulfillment into a core competency, and thrive in the volatile and challenging marketplace of the 21st century.