Create and Manage your Customer Value Proposition - by Quality Solutions, Inc
Customer Value Analysis
Why do customers buy from you vs. the competition? Our quantitative and qualitative research provides insight into the relative importance of the drivers of customer value and specific competitive comparisons for each of the value drivers.
Market driven companies understand the importance of managing the value proposition. Customer value management encompasses the research, planning and improvement of core competencies or benefits that are perceived to be of value by the customer.
The value proposition is driven based on two broad dimensions with multiple drivers: Relative importance, benefits, and performance of product and services. The other is the role of price of the product or service. Our processes focus on the prospective intentions of customers. This forward looking process defines the primary benefits customers receive and the future expectations they have regarding performance. Besides knowing what needs to be improved, you will know how much improvement is necessary for market recognition.
Our Customer Value Analysis models give a complete picture of what drives the purchase and repurchase intentions of customers. As part of our analysis, we will segment your customers and your competitor’s customers based on the relative importance they place on the value drivers. As part of your report, we will provide specific recommendations that can be incorporated into sales and marketing plans, pricing policies, sales training and corporate strategic plans.
A professionally designed Customer Satisfaction Measurement and Management System will provide:
- Analysis of the relative importance of the satisfaction/performance factors of current, potential and competitor accounts.
- Analysis of your Customer Value Proposition and comparisons with your competition.
- Assessment of your Brand Image and that of your competitors.
- Comparisons of your distinctive competence to that of your competitors … in short, why do they buy from you and why do they buy from your competitors?
- Actionable performance objectives based on market driven metrics and proprietary statistical models.
- Actionable procedural and process improvements.
- Statistically valid response rates that assure confident decision-making.
- Customer models and improvement strategies to increase sales, loyalty and profits.
Using an executive session and follow-up work sessions, we will help you create a Balanced Scorecard that includes your specific predictors of customer satisfaction, supply chain performance and measures of overall operational and financial effectiveness.
