Comments on: Value Propositions

By: Amit

Amit — Tue, 09 Feb 2010 16:07:24 +0000

Not sure if it has been done some where , but as an MBA Student , this is being taught in one of the marketing courses. And having worked in the field had having a first hand experince of “loosing value” I can very well appreciate this. Hope to become a value merchant once I graduate this spring.

By: Geetha

Geetha — Wed, 03 Feb 2010 04:41:43 +0000

http://www.business.in.com/interview/rotman/thought-leader-interview-philip-kotler/9262/1

A pretty interesting interview in Forbes India. (The Daily Sabbatical, Rotman)

Thanks and regards,

Geetha

By: Kalpesh Surendra

Kalpesh Surendra — Tue, 02 Feb 2010 17:28:33 +0000

Good Info – but generously what I feel is first build trust and then think about “Value Proposition “. There are hundreds of companies ready to work in day/night for their client. What’s really missing is the essence of relationship. A good Relationship will make the client to open up with his real problem. When you know what the real problem is, your job becomes more easier and we need not search for a “Value Proposition ” – It gets automatically crafted.
Just a thought
Thanks,
Kalpesh Surendra

By: Vijay. M

Vijay. M — Tue, 02 Feb 2010 16:01:12 +0000

I would like to add to the above post with the following six stages of value proposition creation:

1. Market – who are you creating the value proposition for?

2. Value Experience or Customer Experience – what do they say they value? This stage must include real feedback and must not be guessed.

3. Offering – description of the product or service being offered

4. Benefits – what are the benefits?

5. Alternatives and Differentiation – what substitutes or alternatives are there? ‘Do Nothing’ and ‘We’ll do it ourselves in-house’ are often the biggest. How are you different from anything else being offered?

6. Proof – what evidence have you got that you can do what you say?

Regards, Vijay

By: Jessie Paul

Jessie Paul — Tue, 02 Feb 2010 05:10:24 +0000

Interesting approach. Kind of similar to the AIDA model, except that you are suggesting further segmentation by industry or client. But at what stage does marketing end and sales begin in this case? Usually the aggregate value prop is created by marketing and the narrow value prop is the sales pitch.

By: Lubna

Lubna — Fri, 29 Jan 2010 18:50:46 +0000

Hi
I found this very useful, creating a value proposition for different roles in a potential client organisation….. Hmmmmm… I’d better get back to work.
Best wishes,
Lubna