What’s your Value in Use?

We all know about Value Propositions and how we should articulate the value we provide for potential customers. Here’s a way to think about it differently. It’s called Value in Use, i.e. what is the value to customers once they start to use the product or service that they’ve bought from you. Let me give you an example. We have 8 chickens at home and 12 ducks, at last count, it does vary. We are gifted with roughly 8 eggs a day. But what’s the value. The Value in Use…

Read More

Have your customer concerns changed?

When was the last time you checked in with your customers? Customer concerns and challenges change with time. Sometimes quite dramatically. Let’s take me as an example. When I was 30 in 1994, my main concerns in life, in order of importance were – holidays, nights out, beer, fun, career. Now at aged 50 in 2014, they are, again in order of priority – career, protection of family, security of income, house maintenance/bills, weekends. This is not unusual; I imagine you’re the same. Let’s now examine some corporate clients. In…

Read More