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Value Proposition Solutions:

Partners In EXCELLENCE has developed a reputation as the global leader in helping organizations develop and communicate differentiated value propositions.  We provide a wide range of services and training programs to help organizations develop their capabilities and processes around the development of value propositions.  These include:

  • Consulting with product management, product marketing, and development teams to make certain value is designed into the offerings, products and services.

  • Consulting with marketing to develop programs to widely communicate the value of the company's offerings, attracting new customers, gaining greater visibility and creating new leads.  Examples include segmenting customers, positioning your company and offerings for maximum value in each segment, understanding differentiators and drivers in each segment.

  • Consulting with marketing to help develop the tools and processes needed by sales to determine what customers value, hot to communicate differentiated value, and how to deliver that value.  Examples include customer targeting for value, interviewing/discovery guides for understanding what customers value, justification guides to facilitate development of business value.

  • Benchmarking competition to understand their positioning and value propositions.  Developing competitive strategies to deal with competition.

  • Consulting with sales to develop processes and approaches to determine what customers value, communicate the company's value, differentiating it from its competition.  Strategies and tactics to learning and prioritizing customer needs, problems, challenges, or requirements.

  • Consulting with sales to develop processes and approaches to create value in every interchange with the customer.  Developing high value relationships and managing them through the customer buying process.

  • Conducting training programs that accelerate skills development in the organization determining, communicating, and delivering differentiated value.  Most of our programs are customized to the needs, structure, and markets of the customer.  We do have one open session workshop we conduct periodically that covers a wide range of topics on developing, communicating and delivering differentiated value:  Is There Real Value In Your Value Proposition?

  • Coaching and strategy sessions to address specific situations, including market positioning, competitive positioning, and specific sales opportunities.

  • Development of general tools for sales people to use in developing and communicating their value propositions, including the Value Proposition Checklist, Customer Decision-making Priorities, the Value Proposition Competitive Assessment.

  • Dealing with value in specialized situations:

    • Developing and communicating differentiated value when your products have been commoditized.

    • Developing and communicating differentiated value for structured procurement processes (i.e. Federal/Government procurements)

    • Leveraging differentiated value in the value delivery chain.  Leveraging channels, partners, alliances to fill holes in your value delivery process.

Additionally, we write and publish many materials on value propositions.  To request our eBook on Value Propositions, click the link:  Partners In EXCELLENCE Value Proposition eBook.

Other value proposition materials at this site:

More can be found at Dave Brock's Blog:  Making A Difference.  Click on the Value Proposition Topics to get all of Dave's posts on this topic.

Partners In EXCELLENCE has a track record of producing dramatic results and backs that track record up with our Total Client Satisfaction Guarantee.

 

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Send mail to webmaster@excellenc.com with questions or comments about this web site. Copyright 1997 Last modified: June 09, 2009

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