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Think! Inc. - business negotiation, redefined

Archive for February, 2009

Who is in Charge of the Care and Feeding of Your Value Proposition?
Brian Dietmeyer - February 10th, 2009

Value as a Living Ecosystem

If you were to poll ten cross-functional leaders in your organization and ask the following questions, what do you think the quality of the answers would be?

  • What is the definition of value proposition?
  • What is our value proposition? 
  • Who owns the care and feeding of our company’s value proposition?
  • Is there a connection between your value proposition and what salespeople say and do at the customer level?

Chances are, for every leader you asked, you would get a different, equally qualified response.  More importantly, what do you think the business impact of the disparate answers would be?  Especially given the current state of the ecomony?  If your value proposition is gauzy internally, it will be so to customers and result in even more pressure on prices and margins…

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