单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,2021/2/8,#,Price Performance Profile,Value Map,Value Scorecard,Head-to-Head Comparisons(Average),Identify,Value,Driver,s,Measure,Value Creation,After,Transaction,Business,Process,Improvement,Conduct,Baseline,Study,On-going,Transactional,Surveys,DevelopAction,Plans,Measure,Market,Perception,On-going,Market,Surveys,feedback,The Value Proposition Deployment Process,Define/,Refine,Value,Proposition,Build,Commitment,To,Value,Proposition,Process&,Organization,Gap,Analysis,Changes,To Deliver,Value,Proposition,Internal,Tracking,&,Measurement,Tracking,Market,Impact,Plan/Do/Check/Act,Plan/Do/Check/Act,Internal,Management/,Staff,Group of,Companies,Customer Value Yields Big Dividends,Doubled profits in a single year,Moved from being a market“nicher”to the market leader,Wireless Telecom Company,Heavy Equipment Dealership,Underground Mining Equipment Manufacturer/Distributor,International Health and Leisure Firm,50%,reduction in customer churn,Improved equipment delivery time from 10 days to 2 days,Total estimated bottom line contribution=$4.5M,Doubled sales revenue from$250M to$500M+,Tripled market share in a strategically important market:4%-12%,Increased employees from 600 to 1000+,Achieved record profitability last year,Reclaimed more than$8mm in lost sales,30%improvement in on-time deliveries,Improved margins on equipment repairs from 11%to 28%,Source:Adapted from,Customer Satisfaction in Practice,by the American Productivity&Quality Center,1998,MODELING EMPLOYEE VALUE,The Right Workforce,”,Positive Turnover,Acquisition,Retention,Employee Value,Relative Compensation,Relative Job Quality,Base Salary,Work Life,Balance,Brand Equity,ManagerQuality,Benefits,Bonus,Pay Equity,The“Value”of Customer Value,Strengthen value propositions value is the basis for customer decisions,Identify responses with the greatest impact on customers future purchase behaviour,Hone in on winning client strategies,Discipline and focusacross all functions,Dramatic impacts and performance gains,The key to attracting,satisfying,and retaining customers.,November,2003,