Value Offerings
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Value Offerings
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 clients and we’ve helped them rearrange, re-package and re-price the things that they sell to their customers to create clear service and / or product differentiation.
“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.” – Gill Hall, Sales & Marketing Director, AEA
The Value Pyramid
This is the Offerings stage in our Value Proposition Builder™ process, where we use this tool to enable our clients to manage, position and sell their offerings to maximum effect. This model will help to:
1. Analyse the value your offerings bring to your customers
2. Map your offerings against the relevant buyers and price accordingly
3. Ensure you’re selling in the right way, ie. either consultatively or transactionally
4. Help to innovate, often at no additional cost, and create uncontested market space
5. Create real differentiation
Here’s just one example of how we made a huge impact on one client:
100 products to 10 solutions
For AEA, a global sustainability 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 services being sold). From these offerings, we created 10 higher value, benefits-led solutions.