making the business case · 13 february 2017 - 10:36 am kettle used for 1 minute and 25 seconds...

Making the Business CaseLouise Rogerson & Helen Baxter

Essentials of the business case….

Costs less

Does more

Value proposition:

Describes the benefits customers can expect from your products and

services

Ref: Osterwalder et al 2014. Value Proposition Design. Wiley & Sons

Customer profile

gains•What the customer wants to achieve

pains•Bad outcomes, risks, obstacles for customer

jobs•What does customer want to get done?

Product and Services Profile:

Gain creators

•How does your service create gains?

Pain relievers

•How does your service alleviate pains?

List services•What do you offer?

Physiotherapy Value Proposition for patients

• List what we offer

• Outline our ‘pain’ relievers

• Outline gain creators

• Rank by order of importance

Your idea - Value Proposition• List what you offer

• Outline your ‘pain’ relievers

• Outline gain creators

• Rank by order of importance

Common mistakes

• More detail does not equate to increased understanding

• Physios are naturally salespeople

• Need to see failure as learning … opportunity for growth

• Not invented here – understand the value you bring and how it is something that only you can do!

• GO GET ‘EM!