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The Essential Secret of Effective Value Creation and Delivery

Right now, there’s a buzz out there around the term Value Creation. But there’s also a lot of fuzz. Far too often, companies send out mixed messages about the focus of any Value Creation initiatives. Is the Customer the primary focus? Or the Shareholder? Or the Employee? Or all three? Sorting this quandary out is critical for any business that intends to stay vibrant and profitable. And, as we hope to convince you, it all comes down to a consideration of what happens at the Customer-Supplier interface. That’s where everything that you plan, everything that you produce, everything that you hope for meets the real world. It’s where your business wins or loses. And it’s where, hand on heart, the Value Genie team has world-leading insights, tools and methodologies that are researched and prove...

The ultimate Outside-In lesson for us all

When companies talk about Customer Centricity it is often from an Inside-Out perspective. A “Look, there are our target customers – go get ‘em” approach, supported by a “Buy what we’ve got, now” marketing and sales stance. In truth, this is a parody of Customer Centricity. Genuine Customer Centricity only happens when an company organises with and around its Customers. This requires, first and foremost, the adoption of an Outside-In perspective; recognition that Customer Value is the value perceived by a customer. In fact, our interconnected, always-on world has made this Outside-In, Customer-perceived-Value-led approach a ‘must have’ capability if sustainable success is to be achieved. The Outside-In view allied to “pull” marketing is the only way that the virtually unlimited opportunitie...

Value in Use, the new foundation of business success

We all recognize the astonishing technological advances of recent years. After all, we all carry supercomputers around in our pockets and purses. And we routinely use the internet, “the largest experiment involving anarchy in history”[i]. And terms such as ‘Big Data’, ‘digital world’ and the like are part of everyday business discourse. And yet, and yet, many companies fail to grasp the profundity of a fundamental change that these advances have both enabled and empowered: the power shift from Producer to Customer. Or maybe it’s just that a lot of folk don’t want to see it. For the leaders of enterprises that thrived in the top-down-drivin’, product-pushin’, profit-hustlin’ milieu of 20th century business, the need for fundamental change may not be greeted with wholehearted enthusiasm. Or ...

Customer Value Creation

Customer Strategy development Customer Value assessment Value Proposition development Message development Collateral creation How do you feel about tackling every new day in your business? Is it exciting? Do you feel that you are building a great future, or just tinkering with the present? Do you feel that you’re positively differentiated in the eyes of your Customers, or just following along with the crowd? Where once businesses mass-sold products to mass Customer groups, they need now to focus on valued outcomes for individual Customers. This mega shift from product- and market-orientation to Customer-relationship orientation is, as they say, a whole new ball game. The fact that customers now have greater power and influence in the affairs of the companies that they favour radically infl...

Employee Value Creation

It goes like this. If the Customer is the Primary Value Focus of any successful company, those who work within the company must constantly be concerned to optimize the Customer Value that they help provide – and do so in a manner that is profitable for the company. It stands to reason that employees will only do this, reliably day in and day out, if they are engaged and energized, if they understand what is expected of them, and if they are trusted to get on with it. From the company’s perspective, what matters is speed of innovation and response, co-ordination of systems, and the ability to create synergy with Customers. In this environment, it is clear that decisions need to be made and managed dynamically, always closer to the customer in any transaction. Opportunities arriv...

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