Building businesses by delivering new value to individuals

Traditional seller-centric commerce generates many 'value gaps': dimensions of value that existing sellers either cannot, or do not want to, address. Steve Leegood considers the opportunities created by deliberately addressing such value gaps.

Buyer-centric partnerships for life

Often, the deepest and richest value can only be generated by partnerships which deepen over long periods. Scott MacStravic considers the potential of life-long partnerships in person-centric commerce.

Consumer agents in healthcare

A new form of 'consumer agent' can help ensure better, more 'joined up' service for patients and their families, says Scott MacStravic.

Critical impact analysis in BCC

How buyer-centric services can add more value via encounters, episodes and relationships. By Scott MacStravic. See article.

Customer dependence management

Sell them the printer or the razor for cheap, and then fleece them for the ink or the blades. Seller-centric strategies designed to create customer dependence should be top of the target list for buyer-centric services to eliminate, argues Scott MacStravic

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For more articles on different aspects of buyer- and person-centric commerce, please click here.