Stephen Bruce
As our Director of Consulting, Stephen has been heavily involved in factoring-out, describing and systematizing many of the aspects of our Value Management approach.
In particular, he has been involved in developing our understanding of Complexity, shaping the concept of Things That Matter, defining what is involved with Value Coding, and putting together high-level processes for delivering Value Management solutions.
As well as presenting our ideas in webinars, etc, he often writes articles on these topics for this site.
Stephen has contributed the following content:
What Value Is: Part 3 – Understandable, manageable and measurable
“Value”. One of the most frequently-used words in commercial contexts, and we think we all know what it means. But what is “value”, really? In this series, we’ll show what value really is and, ultimately, why it’s all that matters….
What Value Is: Part 2 – Not properly in focus
“Value”. One of the most frequently-used words in commercial contexts, and we think we all know what it means. But what is “value”, really? In this series, we’ll show what value really is and, ultimately, why it’s all that matters….
What Value Is: Part 1 – Misunderstood
“Value”. One of the most frequently-used words in commercial contexts, and we think we all know what it means. But what is “value”, really? In this series, we’ll show what value really is and, ultimately, why it’s all that matters….
Negotiating Value in Contractual Relationships: Part 3
With a broader conception of “negotiation” in mind, we can now fill in the missing piece of our relationship management spectrum with Value Management: Things That Matter, Value Codes and Diagnostics….
Negotiating Value in Contractual Relationships: Part 2
Warranties, intellectual property rights, liquidated damages, and so on, are important. But it’s things like values, perceptions, effectiveness of communication, and behaviours that primarily affect contract delivery, and that determine the quality of the relationship. How do we “negotiate” those?…
Negotiating Value in Contractual Relationships: Part 1
Value is why we do anything: it’s the goal of our relationships, it’s what our contracts should support, and it’s what the negotiations for those contracts should focus on. But “value” is a much-misunderstood term……
The Case for Value Management: Part 3: Making it Happen
Pretty much every organization claims that value is a big deal to them. In this final part, we’ll look at the transformation involved with Value Management and how to make it happen – the people involved, the initial process and then how to spread and…
The Case for Value Management: Part 2: the Extraordinary Opportunity
Pretty much every organization claims that value is a big deal to them. In the second part, we’ll look at the huge opportunity there is for individuals and teams to take responsibility for – and ownership of – Value in their organizations, and see why…
