How we do what we do
A simple collaborative method that focuses on the discovery, quantification and articulation of value.
Tailored to your organisation and to your customers, defining your value in their terms
Developed from years of front-line experience in complex sales and business development.
Proven to work at any scale but has been tuned for start-ups, scale-ups and the mid- market.
We start by getting an intimate understanding if how you currently sell - your sales lifecycle, your channels, and the ways in which you communicate value to customers.
Assess your target clients to understand what value is important to them and then map this value to your solutions
Plot the gaps in channel, process, product or service, identifying any negative space from which we can create opportunity.
Create a set of challenger propositions which describe surprising ways your target clients could operate more efficiently and effectively and which lead back uniquely to your offer.
Build a model to calculate the value of your offer to a new or existing target client, source the data to populate the model.
Help you understand the value of your offering through different lenses and build new use cases for your solutions.
Sometimes the quickest way of maximising potential from the negative space is through partners, so we outline the roles they could play and the best candidates to fit your business. The route to success is developed here, finding the best set of smallest steps that will achieve the required results.
If you are investigating new technologies (like block chain) for your solutions we will help you understand the value of the journey you want to embark upon to validate the journey is worthwhile.
Finally, we design personalised campaigns that enable you to communicate your value to specific target audiences - customers, influencers, partners - we can help you execute the campaign by finding the right specialists, creating materials or engaging your audiences directly.