Many companies face a fundamental problem: there is a sizeable and growing gap between what they offer and what their customers actually value. This value gap leads to lost sales, lower profits, commoditisation, failure to innovate and the wrong organisational structure potentially employing the wrong people. It can even threaten the company’s very survival.
Value is not about your products and services alone. Delivering differentiated value comes from an in-depth understanding of your customers’ experiences coupled with an aligned company culture. This is what we do.
Impact for our clients
A leading supplier of technical and operational services to top class manufacturers worldwide came to us because they had lost focus, were being commoditised and negotiations with customers were price-only led.
They achieved the following results as we helped them understand the key value they delivered for clients, the resultant value proposition delivered these results:
We helped a global finance company realise it had to change its way of engaging with smaller merchants across Europe. We ran a major Value Proposition project, which included customer and staff research, a series of internal and external workshops, creating a compelling over-arching value proposition with messaging and sales stories that resulted in a new way of doing business. A new retail campaign was born with these results: