Articulating Value

The precision with which an organization identifies, articulates and quantifies the value it creates can be the difference between winning and losing business. Our experience shows that organizations are often insufficiently clear about what makes their products or services unique relative to their competitors, and the impact that uniqueness creates. We work with our clients to:
  1. gather information on customer needs and competitor offerings;
  2. identify and articulate points of difference and points of parity versus competitors -- what is unique and what is similar about a company's products or services as compared to its competitors;
  3. articulate the benefits these points of difference create for their customers or clients; and,
  4. quantify the financial impact on their customers' or clients' businesses.

Related Client Solutions

Improving Profitability

A financial services firm determined that its fee realization for services provided was inadequate relative to competitors and to the value that the firm provided. CMPartners designed and facilitated a set of workshops aimed at improving the confidence and capabilities of key relationship managers who negotiated fees. Working with a client team, we also developed tools and pricing of services protocols. Senior teams within the client organization reviewed the scope of services provided and the fee to be charged prior to engaging the client in the fee conversation, and provided coaching on how best to approach fee negotiations. The client reported that profitability was improved by 12% in the first year.

Increasing Sales

A leading financial services firm believed that its core services were becoming commoditized and that the organization needed to move from a transactional to an advisory approach to differentiate itself from its competitors. CMPartners identified current and required mindsets and capabilities to make the shift and designed a learning architecture incorporating multiple "best in class" providers and classroom and on the job learning. We also provided advice on the redesign of organizational systems and structures to support this culture change initiative. The company reported new business sales of $12M in the first 12 months.