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Unlocking Value

Desired Results of the Engagement:

  • People and organisations purchase products and services which provide some satisfaction or benefit in exchange for a purchase price which purchasers consider fair.
  • Value is attributed to a given product by potential purchasers. But the value attributed to this product often differs from one purchaser to another.
  • This engagement facilitates the assessment of value which may be attributed by a range of existing and potential purchasers in terms of the well-established five factors of value being – Price, Quality, Response, Service, Time. Each Factor is defined.
  • A convenient acronym – PQRST – the least of which is P! Widely disputed typically amongst sales forces, marketers, accountants and CEO’s!
  • Interrogation and validation of the VALUE customers seek must result in functional change to deliver the value. Change plans are initiated and the TIES process aligns conveniently as a tool to realise these results.
  • The engagement yields a deeper understanding amongst critical functions about demonstrating the value customers appreciate and make buying decisions understanding and acceptance of customers differing perceptions of value, will yield changes to deliver against the identified criteria.
  • Independent facilitation to bring about these changes sidesteps the potentially limiting ‘command and control’ default mode of line management and is invaluable in bringing about disruptive change in an harmonised atmosphere.