creating a compelling value proposition managing high growth
TRANSCRIPT
Creating a Compelling Value Proposition
Managing High Growth
Managing High Growth
• A Bit About MeLaurence Ainsworth
• Registered and Approved Growth Coach with • Have supported dozens of Businesses Through
High Growth from 25% to 600% pa• 10 Years Experience in managing High Growth
in Businesses from 20 to 300 people• In UK and Abroad• Real and rare expertise of operating profitable
high growth businesses
We have about an Hour to
• Understand what a value proposition is
• Show you how you put one together• How to evaluate it • Let you have a go at building one
Managing High Growth
What is a Value Proposition?
Managing High Growth
• Its not about the “ers”– Eg Being faster or cheaper
• Its about the “ests”– Eg Being the friendliest– The closest
• Its what you do that others cant or wont do
Managing High Growth
If I am your ideal prospect, why should I buy from you rather than for any of your competitors?
Managing High Growth
If I am your ideal prospect, why should I buy from you rather than for any of your competitors?
Managing High Growth
If I am your ideal prospect, why should I buy from you rather than for any of your competitors?
Managing High Growth
If I am your ideal prospect, why should I buy from you rather than your competitors?
Managing High Growth
Putting Together Your Value Proposition
Managing High Growth
Lets Focus on the Problems
The 4 U’s
Managing High Growth
Unworkable
– Typically Broken Business Processes• Customer service• Sales• Recording• Straight through processing
Managing High Growth
Unavoidable
– Regulatory• Accounting• Bookkeeping• Insurance• Heath & Safety• Aging
Managing High Growth
Urgent
–Urgent and Important!• Typically in the top 3 of a company’s current needs• Priority 1,2 or 3 will determine resource allocation
Managing High Growth
Underserved
–Fewer competitors–But fight against pre allocated
resources–Money–Time–People
Managing High Growth
What do you deliver?• More Better Revenue• Cost Savings• More Time• People• Productivity• Competitive Advantage• Reputation• My values• My aspirations• My Job
Managing High Growth
Types of Need
Blatant
Latent
Aspirational CriticalMjSkok : Start up Secrets –Value Proposition
Managing High Growth
Types of Need
Blatant
Latent
Aspirational Critical
BlatantCritical
MjSkok : Start up Secrets –Value Proposition
Managing High Growth
How Do You Evaluate Your Value Proposition?
Value/Cost Ratio
InertiaRISK
ValueForce
Cost
• Revenue• Cost Savings• Time• People• Competitive
Advantage• Reputation• My Job
• Find• Trial• Implement• Rollout• Build
• Switching costs
• Default• Priorities• Good Enough
Managing High Growth
Value/Cost Ratio
• Greater than 10:1
InertiaRISK
ValueForce
Cost
Managing High Growth
Building Your Value Proposition
Managing High Growth
For (Your Ideal Prospect)Who are dissatisfied (with current problem)Our Offering (your specific service)Provides (Your key differentiation, your Only factor)Unlike (your competitors alternatives)
Managing High Growth
So Here’s Mine
Managing High Growth
For (Ambitious Business Owners)Who are (either seeking to embark on high growth or who are struggling to cope with the problems of high growth)Our (high growth service)Provides (blended advice and training that addresses the organisational issues in sustaining high growth and is supported by a number of tools uniquely designed to support the management of high growth)Unlike (other providers who tend to focus on sales growth rather than organisational growth )
Managing High Growth
For (Your Ideal Prospect)Who are dissatisfied (their current problem)Our Offering (your specific service)Provides (Your key differentiation, your Only factor (s))Unlike (your competitors alternatives)
Managing High Growth
• Contact me on
• [email protected]• LinkedIn Laurence Ainsworth• Twitter @laurenceexigent
Managing High Growth