Finding your Customer Value Proposition
One of the tools I use to help teams identify their Customer Value Proposition is by mixing the Customer Job-to-be-done thinking with the framework from the HBR article Can you say what your strategy is?.
The concept is simple, as the article argues:
Your advantage in the market is the sum of which internal capabilities, which allow you to deliver what value to your customers that your competitors can’t.
For the Customer Value I use the Jobs-to-be-done framework, in order to help identify the customer value from a customer perspective. Read more here and here.
The result is often a very clear discussion in the group where the participants are able to differentiate between the different elements and see how their own advantages all fit together into a concrete, tangible, actionable value proposition for the customer.
