1. Creating a Compelling Value Proposition Managing High Growth

2. A Bit About Me Laurence 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

3. 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

4. What is a Value Proposition? Managing High Growth

5. 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

6. If I am your ideal prospect, why should I buy from you rather than for any of your competitors? Managing High Growth

7. If I am your ideal prospect, why should I buy from you rather than for any of your competitors? Managing High Growth

8. If I am your ideal prospect, why should I buy from you rather than for any of your competitors? Managing High Growth

9. If I am your ideal prospect, why should I buy from you rather than your competitors? Managing High Growth

10. Putting Together Your Value Proposition Managing High Growth

11. Lets Focus on the Problems The 4 U’s Managing High Growth

12. Unworkable – Typically Broken Business Processes Customer service Sales Recording Straight through processing Managing High Growth

13. Unavoidable – Regulatory Accounting Bookkeeping Insurance Heath & Safety Aging Managing High Growth

14. 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

15. Underserved – Fewer competitors – But fight against pre allocated resources – Money – Time – People Managing High Growth

16. 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

17. Types of Need Blatant Latent AspirationalCritical MjSkok : Start up Secrets –Value Proposition Managing High Growth

18. Types of Need Blatant Latent AspirationalCritical Blatant Critical MjSkok : Start up Secrets –Value Proposition Managing High Growth

19. How Do You Evaluate Your Value Proposition?

20. Value/Cost Ratio Inertia RISK Value Force 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

21. Value/Cost Ratio Greater than 10:1 Inertia RISK Value Force Cost Managing High Growth

22. Building Your Value Proposition Managing High Growth

23. 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

24. So Here’s Mine Managing High Growth

25. 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

26. 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

27. Contact me on Laurence@managinghighgrowth.com LinkedIn Laurence Ainsworth Twitter @laurenceexigent Managing High Growth