Value Matrix
One of my favourite passages in David Gilbertson's Wine Bar Theory is when he says "Make sure you can describe your business simply. Then you can explain it to someone attractive you just met and are sitting next to at a dinner party or on a park bench. By the time you finish telling them what you do they need to be looking deeply into your eyes. Not lying face down in their soup. Or wandering off to find another bench." Yet very often when I meet with clients and ask what they do I get a dozen different answers from a dozen different people. Some of the feistiest client board meetings I have been in involve the senior team arguing about what their business proposition is. So many things get in the way of nailing it down: egos, dreams, cash-flow, departmental rivalries. Yet, unless everyone is clear internally about what they do, why that is special and how it will continue, it is quite hard for their customers to appreciate it. Two facilitated exercises for helping everyone get on the same page are the Client Value Matrix and Stakeholder Perceptions.
5 Comments
Thanks for sharing this to the Zapnito community Susanna. After working with you on this model we certainly got our proposition nailed down and could run with it. I can now explain the vision and idea to someone very non-technical and outside our market. Pretty simple but powerful.
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Thanks for sharing this to the Zapnito community Susanna. After working with you on this model we certainly got our proposition nailed down and could run with it. I can now explain the vision and idea to someone very non-technical and outside our market. Pretty simple but powerful.
If you haven't read it yet, and would like to discover the 28 rules to help you find the things at work you can do better and those that you don't need to do at all, this is the link to Wine Bar Theory by David Gilbertson https://smile.amazon.co.uk/dp/0714865834/ref=cm_sw_r_tw_dp_U_x_bH1XBb6MXJHWR via @AmazonUK
I have seen it in a shop but need to buy a copy. Thanks for sharing that.