Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit

example questions: What three things do you believe [supplier] should do going forward? Is there anything you would like to add about this company’s value to you?

identifying the market segments, or specific clients, or target individuals within those clients for whom your solution has the potential to deliver value,

substantiated proof

Creating new market space, W. Chan Kim and Renée Mauborgne, Harvard Business Review, Jan–Feb 1999.

Example questions: What are your core business goals? Are you achieving them? What keeps you awake at night? What do you regard as the current priority issues for your business/your sector? What trends do you see coming in this sector? Looking forward, do you see any changes to these – what do you believe will become critical over the next three ye

Crossing The Chasm, Geoffrey A. Moore, HarperCollins, 1991.

Here are a few research techniques for you to think about: face-to-face interviews; telephone interviews; focus groups; online surveys; written surveys.

The fact is, of course, that every enterprise has a value proposition (that is, customers choose a business because the ‘Value = Benefits minus Cost’ equation stacks up in some way), otherwise it would not still be in business.

the benefits statements that you place on to your benefits map really must be based on customer experiences of value.