Utilising your organisation’s collective experience and knowledge as the foundation for your value propositions is the right thing to do. However, it is not enough to ensure you stay ahead of your competition.
We work with clients to build a cross-functional process, which validates your internal assumptions with your customers’ experiences and changing needs. Understanding how your customer competes today and how they will compete in the future is the essence of a fit for purpose value proposition.
Central to this external validation process development is training representatives from all customer facing departments to carry out needs discovery interviews. These interviews are not the same as a normal sales interview. They have to be much more open in nature whilst delivering agreed current and future needs priorities at the end of the discussion. They can be done over the phone or face to face. The training incorporates your business reality with your customers’ context into a bespoke interview and needs validation process.