How does your organisation stand out from the rest? What value do you bring? What makes you different? These are questions companies are often asked by their customers. For 10 years, we have perfected a methodology for producing compelling Value Propositions so that your customers choose you. Unlike other methodologies, the Key methodology is easy to grasp, and has tools that are concrete and user-friendly. All of our customers that use this methodology have seen an increase in the clarity of their Value Propositions and experienced improved business opportunities. Because this training is based in your reality, you learn how to identify what makes you stand out from the competition and how to design strategies for communicating this to your customer. This means that by the end of the training, you have already completed some of the hard work. The purpose?  To win more business.

» Example Agenda 

Together with you, we look at your needs and goals. Based on this, we suggest the most efficient way to deliver this training. It can be, for example, intensive workshops, on-going individual coaching, consultation, or project work. Because we see the world as our workplace, we can deliver training at the location that best suits you. Training can be delivered in English or Swedish

WHAT HAVE PREVIOUS PARTICIPANTS SAID ABOUT THE TRAINING?

Very Good. We worked on our own real cases, which was important. I received valuable knowledge on the subject. But the most important thing I learned was to make sure that there is consistency through the documentation.
Participant SKF, 2006

Workshop introduction and overview

What is an excellent Value Proposition?
Learning objective – to understand the principles of an excellent Value Proposition in order to apply them to drafting a quality Value Proposition

Model of differentiation
Learning objective – to understand how we locate differentiators and how we can influence the customer’s perceptions so that our Value Propositions are compelling and differentiated

Input for designing a Value Proposition – the Key Issue Document

• Customer Key Issues
• Competitive Alternatives
• Customer Decision Criteria
• Differentiators
• Communication Strategy – emphasising, minimising, neutralising and ghosting

Learning objective – to understand and practise how to use the value tool on a real case so that we can continue use the methodology after the workshop is over

Introduction to the Value Proposition Generator

• Customer Business Goals
• Customer Issues
• Features
• Benefits Evidence

Learning objective – to understand  and practise how to complete a Value Proposition Generator so that we are able to use the methodology after the workshop is over

Distinguishing between features and benefits

Learning objective – to understand the difference between features and benefits so that the benefit in our Value Propositions is clear for the receiver

Brief evaluation of day and evening assignment

Learning objective – to consolidate the learnings from the content covered during the day 
 

Storing and finding Value Propositions support channels for further development

Learning objective – to know how to continue further in our own development of Value Propositions and how we receive feedback and support to promote quality