Internal Analysis
- In looking at the value chain (internal logistics > operations > external logistics > sales and marketing > service), how does your company create value?
- What are your company’s core competencies and how do you differentiate yourself from the competition?
- What capabilities (internal and external–partners, alliances, joint ventures) can you bring to bear to execute against your value promise?
- Why should your value targets accept your particular offer (e.g., safer, better pay, more convenient, lower risk, etc.)?
External Analysis
- How do your value targets quantify (measure) the value that you deliver (e.g., how do you/they know when it’s a lot or a little)?
- How do you link your value proposition to your target’s needs and pains?
- How do you compare and differentiate the value that you deliver from the value that your competitors deliver (e.g., higher ROI or lower TCO)?
- How do you substantiate your ability to deliver on your value promise (e.g., track record, references, etc.)?
- How can you increase the return or decrease the risk, or both, in creating and delivering higher levels of value?
Source:
What’s Your Value Proposition?
by Michael L. Perla
MarketingProfs.com, July 1, 2003
Subject: Management Questions
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