ChatGPT 3.5 concludes... "viewing value through the eyes of the client is not just a best practice; it's a fundamental principle that underpins successful business operations. By prioritising the customer's perspective, companies can drive customer-centric innovation, enhance brand reputation, remain agile in a dynamic marketplace, and ultimately, achieve sustainable growth and profitability"... And yet so many firms just don't appear to get it... I say "appear" because after numerous discussions on the subject I conclude that they do 'get it' but struggle with the how to make it real, particularly with the sales teams and leadership.
Having worked with scores of client facing roles, sales professionals and leaders at every level of experience I've witnessed the scales falling from their eyes and that 'got it moment' as I take them through a tried and tested framework and model that gives structure to 'value' and demonstrates - HOW - to progress a client topic from surfacing to validating measurable value.
