Todd has real-world global experience developing and implementing the tools, systems, and processes, to deliver a value selling methodology that drives a companies culture change towards all things value. Todd is a Subject Matter Expert on all things Value. Todd led the creation and implementation of the strategy at a world-renowned industrial manufacturer, helping double net profit margins.
His experience and knowledge have been sought out and Todd has led sessions on value selling, value pricing, value calculation, value based business models, Servitization, and Digitzation, at Executive MBA courses at Harvard, IMD Switzerland, Chalmers Sweden, Kellogg USA, Esade Barcelona, University of Tennessee USA, University of Macquarie Australia, and London Business School. Todd brings real world experience from his work of buying, selling, pricing, and negotiating based on best value.
Todd co wrote the best selling 2016 book Value First Then Price - Quantifying Value in Business Markets from the Perspectives of both Buyers and Sellers. An energetic presenter at meetings on the need to buy, sell, and price based on value created and documented; for associations such as Manufacturing Alliance, Strategic Account Managers Associations, Certified Purchasing Professionals, Institute for the Study of Business Markets, Aberdeen Groups Chief Procurement Officer Summit, Center for Advanced Procurement Studies, International Association of Commercial and Contract Management, European Pricing Platform, National Institute of Government Purchasing, Procurecon, and numerous others.
Todd is a Founding Fellow at the Sales Leadership Alliance which is part of the Chartered Institute of Marketing UK, and 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, processes, or services value for customers. Tools he has created have been in use for 15+ years, have over 100,000's cases worth over $7 Billion in Value and are the basis of 100's of global value agreements.