Set the Value Vision – cont BV Part 13
Here are 5 Tips for Setting the Value Vision
- Establish checkpoints for measuring the release of value over time. Monitor the progress and document proof of achievement through the project stages. This will enable you to continue to build your relationship with your customer’s organization and help your customer advocates improve their position within the company. This approach can also help you develop the basis for future customer testimonials.
- Keep it simple. Your approach must be easy to understand. Keep it as simple as possible. If your proposal takes several pages to explain, it will seem too complex and might reduce your customer’s confidence in the project. The customer might be scared off, viewing your proposal as too challenging and risky to achieve.
- Avoid a “big bang” approach. Whenever possible, avoid an approach that requires the customer to invest heavily up front and receive little or no benefit until the end. This increases project risk tremendously and could make your customer executives more likely to delay or defer the overall project.
- Create small, incremental wins. Structure your initiative into a set of smaller, incremental steps. This way, you deliver wins early in the project, which raises the confidence level in the overall project and fuels momentum and excitement as you move forward.
- Reduce the risk. Focus on valuable yet achievable goals. Do not attempt to “boil the ocean.” Some projects get shelved before they get off the ground because they are perceived to be massive, overwhelming, and too risky. Break up large projects into smaller, more doable phases.
I’m DJ Sebastian, and we will continue this discussion on creating customer value in the next briefings.