A market offer is the product and service options that a company presents to its customers — in other words, its value proposition. Sometimes though, due to changing market conditions, competitive pressures or other factors, a market offer is no longer as effective as it needs to be.
Luckily there are usually people in the company with pieces of the exact knowledge, insights and intuition needed to create a new, powerful and effective market offer. Unfortunately, it’s difficult to tap into this deep and tacit knowledge, to effectively focus it or to get a new offer out to the market in a coordinated or timely way.
To that end, a key component of our Transformative Selling work in new market offer development involves a unique workshop that we control and facilitate. It’s highly structured, incredibly productive and without wasted time or energy.
A typical New Market Offer workshop includes the following:
- Pre-workshop research and interviews. No consultant could ever know your business as well as you do — but we do our homework so we can ask better questions and provide valuable insights.
- Three to four days of workshop conducted as an "offsite." These are very full and engaging days. Sometimes the workshop is split into two sessions to better accommodate participant schedules.
- The outputs of the typical workshop is a new market offer, a sales communications document and a detailed plan to introduce and support the offer.
- During the process we find that a new type of dialog with your customers is created that will help you find unique ways to meet their real, and often unspoken needs.
These workshops are highly structured with no wasted time or energy. And, through the process, cross-functional teamwork is emphasized and improved.