How to write a good value proposition - Hallam

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1. But what is a value proposition, why is it important and how do you get started? “While it works at the product level to help people make a buying decision, its origins come from deep within the business.” Once companies become disciplined about understanding customers, they can make smarter choices about where to allocate scarce company resources in developing new offerings.” It’s about being the best in your industry at something – the best solution, the best cost, the best value for money, the best process, the best customer experience. Without that distinction, there is no competitive advantage – and no true value for customers. It’s about delivering your product or service in a way that your competitors either can’t or won’t replicate, so crosses over with ideas of differentiation, how you are relatively different within your category. The company controls the things that go into the value proposition – in the product itself, the cost and process of creating it, the external price, the distribution channels. But value is only realised in the mind of the customer. Roger Martinlikens it to two sides of the same coin, you need both the company and the customer to have a complete value proposition.

   In Value proposition hierarchy

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