Creating a Compelling Value Proposition Managing High Growth

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

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 AspirationalCritical MjSkok : Start up Secrets –Value Proposition Managing High Growth

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

How Do You Evaluate Your Value Proposition?

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

Value/Cost Ratio Greater than 10:1 Inertia RISK Value Force 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 LinkedIn Laurence Ainsworth Managing High Growth