Customer Value Proposition

Facilitator

Helen Blake

Type

Short Programme

Published

18/09/2017

In order to succeed in today’s competitive global marketplace, companies must have a clear understanding of their target customers and how value is created for those customers, then harness this knowledge into a compelling value proposition.

The Value Proposition Workshop programme is designed to help you differentiate your organisation by the value you provide to your targets rather than solely by the products or services you provide.  Through the development of a strategic value proposition you will be able to identify and focus on your ‘sweet spot’ customers, define what value you deliver to those customers, drive differentiation, produce more qualified leads and build strong, longer lasting relationships with your customers.

We will help you identify your value and create and deliver your value proposition.

Who Should Attend?

This workshop is aimed at Senior Management Executives with responsibility for selling high value products and services into business-to-business markets. Up to three participants per company may attend.

Ideally you will already be developing your business internationally and would value additional support and guidance to enable you to be more successful in securing business opportunities across all sectors.

Please note that delegates will be required to undertake preparation work in advance of the workshop and between the workshop and follow-on implementation sessions. Details will be provided to delegates both on registration and at the workshop.

To Access Workshop Content existing users can login or new visitors can register below:

Helen Blake

Helen Blake

CEO, Futurecurve

Helen Blake is a strategist and B2B marketer. She spent over 20 years in senior positions for leading organisations including Accenture, Capgemini and KPMG, as well as creating growth strategies within new start-ups and mid-sized companies.

Helen’s work at Accenture included Outsourcing, Financial Services and Ventures & Alliances. She was part of the founding management teams for Accenture joint venture companies such as Avanade (jv with Microsoft) and e-peopleserve (jv with BT), creating highly successful brand and go-to-market strategies for both companies.

She’s a pilot, is trained in Transactional Analysis and a member of the International Transactional Analysis Association, is an alumna of Stanford University Business School and is the co-author of the best-selling book Creating and Delivering your Value Proposition.

Email: helenblake@futurecurve.com

Learning Programme Specifications

Programme Business Objectives

This workshop is designed specifically to allow participants to learn how to:

  • Identify key customer groupings within their target market.
  • Describe key characteristics and behaviours of these customers.
  • Identify the sources of value that differentiates the company, product or service from its competition.
  • Leverage customer insights to develop a value proposition that resonates to customers in key target markets.
  • Recognise, articulate and communicate the differences between product/service features, benefits and customer value and use these to develop key messaging statements.
  • Identify and communicate the company’s value offering to key stakeholders.
Learning Approach, Facilities & Support
  1. Pre-Workshop Questionnaire.  This diagnostic will measure each company’s understanding and knowledge of its core value.
    Pre-work is also requested based on material provided by Futurecurve.
  2. One-day Workshop. This is a highly-interactive, engaging workshop that provides a clear explanation of Value Proposition as part of Strategy, in-depth working through Futurecurve’s own proven methodology for creating value propositions (The Value Proposition Builder™), tools, case studies and templates.  The delegates will receive a Workbook for use on the day of the workshop and a detailed Post-Workshop Workbook which provides clear guidance on how to create a value proposition and implement within an organisation.  There will be 8 -10 companies attending each workshop and you will work on your own company value proposition during the day.  Sharing with the larger group is optional.All companies will be offered a 30-minute coaching telephone conversation between the one-day workshop and the post-workshop follow-up session.
  3. Post-Workshop Follow-up implementation session.  This is a 2-hour in-person session to stress-test the value proposition.

To get the most from the one day workshop, we strongly advise that you:

a)  Bring senior colleagues who are party to developing your business and go-to-market strategies.
b)  Complete the pre-work requested by Futurecurve.

Module Content

This course is delivered using a blended learning approach. Blended learning involves being in the classroom, meeting your facilitator face-to-face and being supported with online tools and resources. The purpose of our this approach is to ensure you have a more in depth experience while doing this course.

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Resources

You will be provided with a relevant toolkit as part of the course as well as additional online resources and suggested extra reading materials.

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