The Approach
This MasterClass provides a structured approach to developing Powerful Value Propositions. It focuses on developing Sales and Presales capability to research, build and propose solutions to potential customers that clearly define potential customer value, plus the outline business case ROI that could be delivered.
The programme blends proven customer business profiling and frameworks and proposition development concepts. It will significantly refine the commercial competence and business language capabilities of participants. This will build the customer business relevance and impact of their opportunity pursuit conversations.
The programme will use selected live commercial sector ‘case study’ businesses drawn from different industries to enable the participants to both apply and gain confidence in the concepts covered.
Example ‘Case Study’
customer businesses from recent programmes
+ Morrisons / Carrefour – FMCG
+ AstraZeneca – Pharma
+ RMG – Post and Parcels
+ Inditex – Clothing Retail
+ Telefonica – Telco
+ Daimler – Manufacturing & Distribution
+ Murray & Roberts – Engineering Services & Construction
BACKGROUND
‘Guru’ Concepts Bain PLUS Osterwalder
ELEMENT ONE
Target Sector / CustomerREALITY
ELEMENT TWO
Offering CAPABILITY TOUCHPOINTS
ELEMENT THREE
Shaping POWERFUL VALUE PROPOSITIONS
ELEMENT FOUR
Business Case CFO ‘ROI’ CRITERIA
| Outline Timetable | Day One | Day Two | Day Three |
|---|---|---|
| 10:15 - 18:00 | 09:00 - 18:00 | 09:00 - 17:00 |
““… shaping the customer approach to reflect their corporate reality, introduce directly relevant solutions and demonstrate quantified business benefits””