“The toughest thing about the power of trust is that it’s very difficult to build and very easy to destroy. The essence of trust building is to emphasize the similarities between you and the customer.” Thomas J Watson A customer value proposition (CVP) is a direct reflection of how your organization brings value to your - Read More -
“Concentrate your strengths against your competitor’s relative weaknesses.” Paul Gauguin Your customer value proposition (CVP) needs to be benchmarked against your competitors. Prospects will always ask the question “Why should we choose you over them?”. As mentioned in earlier posts, ensure a distinctive advantage, tangible metrics and a proposition which is sustainable over a period - Read More -
“Never promise more than you can perform.” Publilius Syrus Imagine if FedEx did not get your package to its target destination overnight! Would you use or recommend the service to anyone again? Probably not. As customers of products/services, we expect them to deliver on their promise. Inability to match expectations, results in unhappy customers, and - Read More -
“Strategy used to be about protecting existing competitive advantage, but not any more. Today it is about finding the next advantage.” Vijay Govindarajan, Chris Trimble A customer value proposition without a distinctive competitive edge is an incomplete one. If your organization can sell books online just like any other seller why should customers buy from - Read More -
“The road toward being successfully different usually involves one of three broad initiatives: leveraging a deeper understanding of customer needs; exploiting a deeper understanding of industry economics; or simply having the courage to challenge conventional wisdom-to overturn