Reading Record -7: How to Create Added Value

I think reading is all about timing.
Even with the same book, the way it resonates with you can be completely different depending on 'when' you read it.

This book really struck a chord with me in 2025.
I plan to make time to reread it in the near future.

The author of this book, Nozomu Tajiri, is the Representative Director of Kakushin Inc., and has supported the transformation of many companies with a focus on B2B marketing and brand strategy.

In this book, 'added value' in B2B business is defined not as a mere addition of features, but as the power to move a customer's decision-making process forward.

Corporate customers involve many stakeholders, prioritize rationality and internal organizational evaluation, and are held accountable. There is no way for the vendor to become the chosen partner without understanding such structures of the customer.

The central concept is the '6 values for capturing corporate customers.' These are: 1) functional value, 2) economic value, 3) operational efficiency value, 4) risk reduction value, 5) decision-making support value, and 6) internal organizational evaluation value. It is necessary to perceive 'added value' not just as the performance or price of a product or service, but also to include points such as how much easier work will become after implementation, how much the possibility of failure can be reduced, and how easy it is to explain to superiors and management.

By deeply understanding these, we can gain the insight that 'added value is not subjective, but a designable structure.' This book provides practical thinking for those involved in corporate sales, B2B marketing, and business development to break away from price competition.