A well designed Value Proposition can do wonders to your business' performance, boosting your competitive advantage and aligning your operation for effectiveness Uma Proposição de Valor bem desenhada pode fazer muita diferença para o desempenho do seu negócio, impulsionando sua vantagem competitiva e alinhando sua operação para ser efetiva

1. VALUE PROPOSITION
The starting point for
business success
Roberto Rinaldi - May 2017
rrinaldi@bizfitamerica.com
www.bizfitamerica.com

2. A company/ business aims at meeting needs
(problems/ deficiencies) and desires (aspirations), and
being rewarded for the work done
Business Essence
“Do what you do so well that people
will want to come back and bring
others, and pay you to do more”
(Walt Disney)

3. Some Opportunity Areas
Cost reduction/ economy
Fear and safety/ risk mitigation
Convenience
Analysis/ availability of information
Performance/ usability
Status/ differentiation
Access x Ownership
Personalization
Ambition

4. Fundamental Dimensions
Idea and
Positioning
Monitoring and
Acting
Implementation
and Operation
Market
Customer
s
Am I doing my best/ maximum
and in a sustainable way?
What can I offer to a target audience?
Why will they buy from me?
How can I deliver my offering at the
minimum cost and consistently?
UNDERSTAND
LEARN
FULFILL

5. Enterprise Modeling
One who views the business better can do more with it!
Essential models of the organizational dynamics and its key
components, for generating sustainable value
BUSINESS MODEL OPERATING MODEL MANAGING MODEL
Value
Proposition
Foundation
Financial Balance
Customer
Interface
Enablers
Technology
Structure
Process
Structure
Workforce
Structure
Operational Configuration
Operating Principles
Monitoring
Performance&
Execution
Project&
Change
Human Capital Development
Direction & Balance

6. Basic Business Flow
Add superior value to customers and society
(benefit x cost in customer experience with the brand)
CustomersCompany
Capture value from customers and market
(profit, recognition, growth)
VALUE

7. Value Proposition
Promise of benefit offered to the potential customer,
to justify his/ her preference of buying from you
Tuned with the target audience and its behavior
(segmentation)
Directs customer experience with your company,
and sets its commitments

8. Value Proposition - Elements
Call – Statement with the final benefit (perceived
value), to whom and why
Offering – list of products and services, possibly with
categorization
Arguments – description of advantages that make
up the value offered, including intangible aspects, to
support its distinctiveness

9. Examples of Strong Value
Proposition Calls
Level up your life. Stop taking advice from the
dark side. There is a better way to get healthy

10. Building the Value Proposition
DISCOVERY
Assess dissatisfaction/ Explore current gaps (pains)
Identify latent desires (potential gains)
Analyze your competences/ current and possible
offering
Think creatively on the possibilities
for great fit

11. Building the Value Proposition
STRUCTURING
Define products and services to be offered
Define value added/ real benefits to be perceived
by customers
Define clearly your positioning/ distinctiveness
Create an objective and visual presentation

12. Traps and Tips
AVOID
Knowing your customers and competition superficially
Mix different customer profiles/ segments
View customers from your current offering perspective
Not considering emotional/ intangible aspects
Not prioritizing
ENSURE
An easy to understand and quick message
Communication with understanding and passion by all the
team
Continuous evaluation and revision as needed