Product & Service Optimisation
Are you absolutely confident that your products or services truly offer the value to your customers that you think they do? We’ve spent a lot of time analysing the product/service mixes of many of clients and we’ve helped them rearrange, re-package and re-price the things that they sell to their customers.
The Value Pyramid
We have developed this tool as a way of enabling our clients to manage, position and sell their offerings to maximum effect:
1. analysing the value the offering brings to the customer
2. mapping the offering against the relevant buyer and pricing accordingly
3. ensuring you’re selling in the right way, ie. either consultatively or transactionally
4. helping your customers to innovate their market offerings and creating uncontested market space
Here’s just one example of how we made a huge impact on one client:
100 products to 10 solutions
For a global environmental consultancy, Futurecurve was commissioned to
undertake a review of all the technical offerings currently being sold to clients. We reviewed, redefined and prioritised the offerings (and there were in excess of 100 ‘products’ being sold). From these offerings, we created 10 benefits-led solutions.
“I really liked the focus, robust frameworks, clarity of thinking and sheer expertise brought to this project. The work enabled us to prioritise our sales time and effort, price our services accordingly, sell at high margin and reduce our cost of sale.”
Sales & Marketing Director