Building Customer Equity

The Value Imperative

• Discover why traditional sales approaches lack sustainable competitive differentiation.
• Learn how organizations are committing themselves to value creation, organizing themselves to reduce costs, and creating new revenue streams through supply chain integration and value chain improvements with their customers.
• Study the points of value differentiation and expectations of sales people and their companies as experienced by procurement managers, mid and upper level managers, and C-level executives when considering partner-based relationships.

Finance Fundamentals

• Learn about how money flows through a company as profits are made and costs incurred.
• Discover what key ratios can tell you about an organization’s trends, challenges, and opportunities for prosperity.

Understanding Enterprise Operating Reality

• Apply innovative techniques and methodologies to understand the environmental, industrial, and competitive realities that impact an organization’s strategic planning and marketplace performance.
• Research and build qualitative and quantitative databases for use in identifying value proposition targets.
• Practice using a proven process for gaining position with mid to upper-level managers based on an understanding of the customer’s business drivers and unique strategic objectives.

Discovering Enterprise Gap: Value Creation Opportunities

• Identify value creation opportunities by analyzing (or managing the analysis of) key cost and profit centers including people, processes, and products.
• Learn how to apply your organization’s enterprise capabilities and employ the help of your company’s internal resources to decrease costs, increase profits, create new revenue streams, and/or eliminate activity-based costs within your customer’s value chain.

Co-Producing Value

• Learn how executives ascertain the viability and appropriateness of their participation in and/or adoption of a given solution.
• Gain the confidence and competence to calculate the impact of your solutions on the customer and on your own organization.
• Learn a process for prioritizing the delivery of the solutions within your Value Creation Plan.

Presenting and Demonstrating Your Value Proposition

• Learn to use a complete set of high-impact strategies, tactics, and techniques for developing and presenting position-enhancing Value Creation Proposal presentations supported by written Value Creation Plans.
• Templates are provided to expedite the delivery of value-based solutions with strategic customers. Models for measuring value delivery and performance against expectations are also provided to enhance customer-feedback sessions and document value delivery.
• Develop and present a Value Creation Presentation.

Value Innovation

• Discover how to create infinite value strategies for your customers that result in long-term partnerships and increased account share, profits, and defining attributes that make you a part of your customer’s personal Board of Directors.