Delivering Value
Fishbone helps you to define and communicate your value propositions for targeted market or customer segments.
Fishbone "In-depth Discovery" allows you to focus on how target customers perceive your offerings versus the positioning of your competitors. This Fishbone research method will illustrate how people actually feel about your products or services.
Having gained a background view of in-depth customers' needs it is then possible to present new potential value propositions to gain a comparative view of the viability of each.
Based on Fishbone experience there are factors critical to successfully understanding your customers.
Firstly, the customer must have a need or a business problem to solve.
Secondly, you must develop a very broad view of defining the benefits and outcomes.
Thirdly, to win, a customer must perceive that your value proposition is superior to every alternative.
Sometimes the perceived greatest value lies outside the product you are selling. For example, Virgin Atlantic changed their value proposition to include a "free Limo service" for every trans-Atlantic upper class return ticket. Confirming the customer's choice to travel with Virgin and further enhancing the Virgin brand ~ with comments like: “Looking after me!” “ Professional!” “Great service!”
By providing the right knowledge to your staff, Fishbone will provide the right environment for business efficiency improvements and improvements in staff morale, as well!
Fishbone helps you understand how to deliver value more effectively to:
- increase revenue, decrease costs and increase profitability
- respond faster to the customer’s needs
- track new opportunities or competitor threats
- enhance your brand
- improve productivity and time to market
- improve customer satisfaction and retention
- increase growth
- improve quality
