A Value Proposition… - Shipley Associates

A Value Proposition...

What is it, really?

1 certification CEU

David Bol Business Winning Services

Mallary Price Training Coordinator

Kelson Forsgren

Daryl Jones

Program Development Business Development



Webinar Agenda

Defining Value Defining Proposition Defining a Value Proposition Developing a Value Proposition Applying the Value Proposition Question and Discussion

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A Value Proposition is NOT

The same as a proposal theme

statement

? A slogan ? A Tagline ? A catch phrase

Always written verbatim into the proposal

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Solely based on monetary value

Based only on features

A list of definitions or specifications

What Constitutes Value?

Value in mind of the customer Monetary payback or savings

Competitive advantage Efficiency gains

Discriminates: Better, different, and important to customer

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What is a Proposition?

Simply put, a proposition is an offer with some type of benefit. "Show me the value..."

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