What is a structured approach to generate a precise customer value proposition?

customers class in your industry, customers like/dis likes , his appropriate time to visit , brith day , how to deal him , when , where , who will do it ? when it will be done ? what will be plan to have him in our loyality list,,,

1-  Identifying customer needs .

2- Market analysis

3- product analysis

Agree with Mr : zafar abbas minhas

Customer approach plan by marketing campaign and promotions. Exhibition and business fair customer serveys Questionnaires and market share evaluation study.

By analizing the customer needs and critical needs and then their satisfaction levels

By analyzing market trends

By analyzing product specification as per the market needs and to provide them

May I suggest the balanced scorecard/strategy map approach ?

There is straight forward logic behind that ,.. and it makes lots of sense .

Let me try to summarize the main points here

 

1. Starting with the highest level ... financial goals in the business strategy .. like  reach100 Million $$$ in sales revenues next year.  Or grow our sales revenues by15% every year for the next5 years.  Or sustain/improve profitability from8% to12% over the next6 months
2. Drilling down and cascading through the perspectives of the bakanced scorecard approach/strategy map (sales function strategy map in this case), we will move to the customer perspecitve and ask ... What can we do in the customers perspective to achieve the financial goals above ?.. Here we may come up with different sales growth schemes including organic growth and non-organic growth approaches,  try to find new customers/markets for our existing offerings (products & services), add new offerings (products and services) and possibly retire others (according to market research findings and recommendations), increase the market penetration, impriove the sales management efficiency, develop sales skills/techniques in the sales force,  automate the sales lifecycle with suitable software, listen to your customers, learn from the losses, try to winback your old customers that you may have lost to competition due to some mistakes on your side, keep existing customers and try to acquire news ones and keep them. .... 
   1. The customer value proposition comes here ... but I am taking it separately to answer your question.  Put yourself in the shoes of the customer, or ask your customer directly and ask them, refer to your loss analysis reports and find out what was the real reason for the loss, conduct customer satisfaction surveys (directly or through3rd party), encourage customer feedback ... and keep all of this centered on one question ... "What makes customers come to me specifically (not the others) and buy my offerings (and not competing offerings) ??
      1. Is it the price ?
      2. Is it uniqueness of the product/service ?
      3. Is it exclusivity/priviliged situation that I have against others ?
      4. Is it the quality of the product/service ?
      5. Is it the pre-sale/after-saleservice and technical support ?
      6. Is it the image/reputation/perception that I and my prducts/services have and others don't ?
      7. Is it my logistics/operations efficiency in timely delivery per customer need ?
      8. Is it my compliance with international/industry standards that makes my offerings compatible and easily integrated with OEM products/services that also comply with the same standards ?
      9. Is it ease of implementation and ease of use of my products/service?
      10. Is it low customer overheads (time, effort, money, skills, ...) in dealing with my products/services that others don't have ?
   2. You can keep brainstorning such questions with your sales people and with key peiple from other departments/functions that sales relies on to do its job.
   3. Don't assume things, Don't speak on behalf of the customers, let the customers speak either through customer satisfaction surveys, customer feedback, market research, .. etc. .. etc.
3. Now, comes the principle to keep your word and deliver on promises that you make in the "value proposition"  ... This requires ,mapping these elements of the customer value proposition to  your internal processes and across your supply chain and your partners.  The question here would be .. "What do we need to do at the internal processes level to fulfill our promises to our customers regarding the products and services themselves, their functionality, ease of use, quality, reliability, ... etc and what do we need to do to improve our competitiveness (prices and costs), logistics, operations, ... etc .. etc.
4. Last but not least, we will go down in our cascading process to see what we need to do at the employees level, skills, tools, intellectual property, organizational efficiency, databases .. etc... etc that we call tangible and intangible assets  to make the processes as desired to be able to deliver on our promises to our customers, to ensure required sales volumes/prices to fulfill the financial goals and objectives

I hope this approach makes sense to you !!

All the best !!

 

If you need further help , let me know !

One way to generate a precise customer value proposition is to think about the four most common barriers keeping people from getting particular jobs done: insufficient wealth, access, skill, or time.

 

Software maker Intuit devised QuickBooks to fulfill small business owners’ need to avoid running out of cash. By fulfilling that job with greatly simplified accounting software, Intuit broke the skills barrier that kept untrained small-business owners from using more-complicated accounting packages.

 

 

MinuteClinic, the drugstore-based basic health care provider, broke the time barrier that kept people from visiting a doctor’s office with minor health issues by making nurse practitioners available without appointments.

I agree with Mr. Mohammed Iqpal