Within each and every business there are actions that are taken on a regular basis that are key to success. These actions can be directly or indirectly related to your Value Proposition.
Typically owners & senior management look at what to outsource and acquire, however everyone in a company should be aware of optimization & economy, reduction of risk and uncertainty, acquisition of particular resources and activities. Wherever possible we look to optimize our processes. This includes a look at what we do internally and what we outsource or acquire from other companies. It is important to review what we do internally and what we outsource to ensure that we are internally concentrating on our core competencies and outsourcing/acquiring what does not fall into our core competencies.
What you have to offer your client falls under; physical, intillectual, human and financial resources. Who you are defines how you deliver what you offer.
Every salesperson has heard a client ask them "Why should I buy from you rather than your competition?". This is where you need a clear picture of what you bring to the table. Understanding what problem you solve is vital but it goes much deeper than that. This section also defines how you will compete for business.
How you interact with your clients is important but it also includes staff, community and stakeholders. In the age we live in we must acknowledge that we are all connected. Social media has changed the ability to have different personas. Consistency in who we are in all situations is now the norm.
Are you in a niche market or a mass market? Are you specialized or diversified? Defining what segments you are in will help you identify and be aware of how unique your delivery model must be.
The sales funnel, communication and product/service delivery make up the initial phase of the customer experience. This experience defines how a potential customer hears about you, evaluates your product or service and hopefully purchases from you.
In this section we talk about the three (3) R’s. Revenue, receivables and risk. The basic knowledge of minimum revenue levels versus costs and how the company is protected are the elements that every business owner needs to have at their finger-tips.
Cash flow is KING. It is the life blood of all companies. Surprisingly profitable companies have gone bankrupt because they were not in control of their revenue streams. This section will ask some pointed questions around pricing structure, discounting and reporting.
Vision, Mission and Values form a significant process in business. If used properly they guide, clarify and provide focus to every business decision