"manage value in order to make a profit " parte I

"Entrepreneurs who seek to manage value in order to make a profit should focus on three key items: increasing the added value of the firm, investing in bargaining ability and improving their bargaining position relative to internal stakeholders.
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Increase your firm’s added value in the vertical chain. As a base rule, no firm can appropriate more value than its added value. Raising the firm’s added value is, therefore, crucial. There are four basic strategies by which a firm can increase its added value and, thus, its prospect for appropriating value and making a profit. First, the most straightforward strategy is simply to increase the firm’s V by means of differentiation, improving product quality and the match between product attributes and the subjectively perceived needs of consumers (segmentation). Second, a firm may also improve its added value by lowering the V of its competitors. This slightly less intuitive strategy may for example involve creating switching costs for buyers by building platforms with strong network effects. Third, a firm may also increase its added value by being more cost efficient than its competitors (lower C). This may, for example, involve establishing value-based partnerships with suppliers that reduce transaction costs and increase trust and transparency (traditional value-based management). The fourth and final strategy for managing added value is to increase the cost of competitors. Symmetrical to the previous point, this may involve disrupting competitors’ supplier relationships by making upstream supplier industries less efficient. This can, for example, be accomplished by increasing supplier-switching costs by locking them into a certain platform or ecosystem."

Trecho retirado de "What Is Value and How Is It Managed?" de Niklas L. Hallberg, publicado em Journal of Creating Value 3(2) 173–183, 2017.