Global Value Thought Leader, Academic, and Practitioner
Helping Companies with Value Selling and Getting Paid for Value Created
Commercial Excellence - Calculating, Communicating, Selling, and Pricing for Value so that the Economic Buyer is Able and Willing to pay for it.
What We Do
Turning Value Created Into Value Captured
A complete methodology for calculating, communicating, selling, and pricing on value — so your team is paid for the outcomes you deliver.
Our Approach
Why The Experts in Value?
Todd has 20 years in industry, being the global team leader in helping technology and engineering-driven companies become more commercial by pricing and selling value created. Todd is now focusing on helping other companies develop a value methodology so they can realize the immediate profit impact for the value they create. As the Global Vice President of Value and Commercial Excellence with over 20 years' experience in understanding, presenting, calculating, pricing, and purchasing on Total Profit Added™ (TPA™), Todd is acknowledged to be a leading subject matter expert in the field of value. He is a sought after speaker and consultant and his work has been featured in articles on buying, selling, pricing, and procuring in numerous publications from leading business media.
Connect on LinkedInProven Track Record
Value Selling Experience
Todd is a Founding Fellow at the Sales Leadership Alliance which is part of the Chartered Institute of Marketing UK, sits on the Editorial Board of the International Journal of Sales Transformation, and is an Associate Editor with the Journal of Creating Value. Todd has received a "1 of 50 best practices" by Strategic Account Management Association. Todd is an expert in quantifying product, process, or service value for customers. Tools he has created have been in use for 15+ years, have over 100,000's of cases worth over $7 Billion in Value, and are the basis of 100's of global value agreements.
The Methodology
Total Profit Added™ in Practice
A disciplined, repeatable process for quantifying and capturing customer value.
Find
Identify where measurable value is created for the customer.
Measure Expected
Quantify the expected financial impact before purchase.
Prioritize & Implement
Focus on the highest-impact value drivers and act.
Measure Actual
Confirm realized value against the expected case.
Replicate
Repeat proven value to realize greater savings and pricing power.
Speaking & Engagements
A Sought-After Voice on Value
Published Work
Value First, Then Price
Building value-based pricing strategies. Second edition, edited by Andreas Hinterhuber and Todd C. Snelgrove — a definitive resource on quantifying and capturing customer value.
Price is only ever an issue in the absence of value.
Resources
Offerings and Bio Downloads
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Get in Touch
Be More Profitable
Contact us to discuss how we can deliver the tools, processes, mindset, and confidence for your team to get paid for the value you create.