Value Clinics

In industries with increasing commoditization of products and services, it can be difficult to differentiate one's firm from the competitors. In this 1-day workshop, participants learn how to:

gather information on customer needs and competitor offerings;
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;
articulate the benefits these points of difference create for their customers or clients; and,
quantify the financial impact on their customers' or clients' businesses.

Featured Client Quote

“A good customer of ours is in the process of being acquired by a fairly large contractor. As part of the due diligence, they discovered that our product is an enabling component of our customer's technology. Thus, the contractor felt that they would need an iron clad assurance that we would continue to supply them post-acquisition. Predictably, they sent us their give-us-everything-for-nothing 'standard' contract. After internally getting the who-the-hell-do-these-guys-think-they-are toothpaste back in the tube, we suggested the one-text process. In the span of an hour, we created an agreement that properly describes a healthy, mutually beneficial relationship. You get the credit for turning an inevitable street fight into an ideal start to an important, long term relationship.”

- Founder and Owner, Composites Component Manufacturer