Creating a Competitive Business Advantage ...
Through Unique Investments in the Acumen of Sales & Leadership Talent
Transforming Customer Perception & Position
Customer Discovery
Development Process
Development Process
"Customer Discovery" represents a compelling, visible & measurable investment in talent through a rigorous 10-week structured collaboration, designed to:
- Challenge and enhance the acumen of sales and leadership talent
- Drive the creation of compelling value propositions
- Elevate market positioning by transforming how your clients perceive the
"Customer Discovery" represents a compelling, visible & measurable investment in talent through a rigorous 10-week structured collaboration, designed to:
- Challenge and enhance the acumen of sales and leadership talent
- Drive the creation of compelling value propositions
- Elevate market positioning by transforming how your clients perceive the value your business delivers
- Strategically out-position competitors
This process tools your business to achieve sustainable, often remarkable growth & differentiated competitive edge through the development of sales & leadership talent.
Business Discovery alumni, personally led:
- Kaiser
- Toyota
- Nike
- Intel
- LDS Church
- Blue Cross Blue Shield
- Walt Disney
- Wells Fargo
- ADM
- Best Buy
- Nestle
- BP
- Starbucks
- Microsoft
- Allstate
- United Health Group
(Alumni "Business Discovery" content available to view on request)
Development Process
Development Process
Development Process
Our process, focuses on specific areas of analysis to challenge independently developed insights of the team, validated with customer input:
- Industry analysis
- Company overview
- Competitive landscape
- Business case actions & next steps
Our process is output driven with a weekly structured cadence, guided by a master coach & punctuated by two exe
Our process, focuses on specific areas of analysis to challenge independently developed insights of the team, validated with customer input:
- Industry analysis
- Company overview
- Competitive landscape
- Business case actions & next steps
Our process is output driven with a weekly structured cadence, guided by a master coach & punctuated by two executive level presentations:
- Readout 1 (5 weeks in) - Industry, Company & Positioning analysis, preliminary opportunities
- Final Readout (end of last week) - Business case actions, values & next steps
Each readout receives feedback & a scoring with feedback by the attending executive team. Outcomes from final read-out:
- Common Account themes
- Best Practices
- Key Asks
- Business Cases Values
A refresh of the original Customer Discovery cycle, 1 year in, is valuable to update account progress, validate assumptions & adjust go-forward strategy.
Customer Engagement
Development Process
Customer Engagement
To drive the primary objective of elevating strategic account positioning & securing significant share of customer wallet gains, customer input is critical.
In preparation, before launch:
- Gain support by providing rationale & backing for the commitment & investment.
- Secure Sponsorship - ensure continued alignment & advocacy once the sponsors
To drive the primary objective of elevating strategic account positioning & securing significant share of customer wallet gains, customer input is critical.
In preparation, before launch:
- Gain support by providing rationale & backing for the commitment & investment.
- Secure Sponsorship - ensure continued alignment & advocacy once the sponsorship is in place.
- Document key corporate & business unit goals & objectives to align with recommendations.
Following Readout 1:
- Deliver initial analysis and insights for feedback, input and validation.
- Reaffirm executive visibility, sponsorship & support.
Following final Readout:
- Present enhanced insights, focusing on the business case criteria, value proposition, and projected impacts.
- Facilitate high-level connections to strengthen alignment & drive strategic discussions.
