The Value Propositions workshops are listed below. Please contact us for more details.
True Value Propositions
Value is in the eye of the beholder, so climbing into the skin of the customer is vital to the creation of true value propositions. By using the Customer Activity Cycle process, this workshop enables you to do just that. You will be helped to appreciate their 'total business experience' of working with you and your offer, and so see more clearly the opportunities to enhance that experience.
Value Pricing & Value Selling
Most customers don't want the lowest price, not if it means receiving poor value, and cheap products rarely solve those customers' real problems. So why is value pricing and value selling such a tough challenge?
Too many true value propositions are subjected to unwarranted price pressure, perhaps even resulting in commoditisation, because those involved in setting and negotiating the price don't understand the process required to gain the premium rewards they are due. This workshop works through that process, from understanding the customer's criteria for value, to negotiating the reward.
Branding & Brand Management
Your brand not only communicates the essence of your value proposition, but it also represents the complex range of interactions between you and your customers - each one of these interactions serving either to build or destroy value. This workshop examines brand management not as a series of tactical exercises but as a strategic plan designed to create unique value and competitive advantage.
Customer Service
Customer Service has become a key differentiator between average and leading suppliers, particularly in mature markets - the strategy is clear. Businesses have made significant investments in new systems and processes (such as CRM) but how much time and effort has been spent on developing the skills and attitudes required to connect with the customer? This workshop strives to build on the benefits that new technologies provide by developing the service skills in the people to provide excellent service.
In particular, the role of the CSP (customer service professional) has developed in response to the move towards Key Account Management: whether as a vital member of KA teams, or as an active sales professional focused on non-key customers.
Creativity
Creating value doesn't happen because the business plan says you will; it happens because you take positive steps to enhance the creative thinking skills of your team. This event will take you through a range of simple, but hugely effective tools, purposely designed to develop creativity as a team based activity, not the preserve of a few, isolated, 'ivory-tower genii'.
Delivering Value - The Financials
Finance is the language of business; if you don't understand the financials (your own, and the customer's) how can you understand or measure your value delivered? This fast paced one-day programme is designed not only to help you get to grips with the language of finance, but even more importantly, to help you understand your own role in creating value and how that contributes to improved business results.
To contact Peter Cheverton click here for information on 'Key Account Management' and 'Global Account Management'.
