The critical issue of value

Adding Value

adding value You cannot answer “So, what’s in it for me?” unless you show potential buyers how you will add more value to customers than any one else.

Value, ever changing over time, can manifest itself in any number of ways — superior quality, lower price, friendlier service, more reliability, more choice, etc. Regardless of form, the substance is clear — add value/benefits the customer wants.*

This instant, what value do you offer your customers? How do they profit thereby? What are you going to do for them tomorrow?

If you cannot roll the answers off your tongue, you're in serious trouble.

*Be careful of creating too much value if you “move upmarket”, for a “disruptive technology” can degrade your value proposition, if not destroy it.

The marketplace's unrelenting question to you is, “So, what’s in it for me?”

You must answer, “I will make you more profit than my competitors.”

You do this by repeatedly adding value, not just passing on costs, to your customers. Variously slow, superficial, complacent or arrogant companies are being obliterated; indeed, entire industries are disappearing because they are not providing sufficient value to changing marketplace realities.

Thorough, aggressive, proactive Business Planning is simply mandatory to adapt to changing values, information and technologies.

Value

Adding Value

This is the cornerstone of economic success. You must get it right.