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The Value Proposition


How many times do you hear the expression "added value"? It has become such an overused expression that it now (practically) equates to the standard level of service to be expected: great efficiency; cost effectiveness; and top flight deliverable service. If you were to ask most people to define added value and more importantly how you train people in an organisation to deliver on this, then they would be driven to conclude it just means doing more of what they do but better.

How about this concept? Train your people to think about giving more in value than they receive in payment. What something for nothing? Yes. And I don't mean something dressed up as a CSR project however worthwhile and deserving that might be.

In order to truly add value to an organisation the premise - whether it is driven by product or service delivery - should focus less on a quid pro quo metality and more on where can we provide value without an equivalent return. This might mean a very simple thing of spotting an opportunity for the company and putting a lead or enquiry in their direction.

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