Sales and business development
Value proposition
State the value in terms of their problem rather than your capability.
Saying what you offer, to somebody deciding whether to care.
The shape
- Customer need
- Unique value
- Evidence
- Outcome
A worked example
Your main challenge is response time. Our value is automated routing. Customers using it have cut first response time by 30 per cent. That is faster service without adding another support layer.
Built from
An application framework is a package. These are the reusable shapes inside it.
Mostly serves Message, and reaches into Connection and Intent.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.