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Greetings from Idaho! I'm bored to tears at work so I decided to check out your blog on my iphone during lunch break. I really like the info you present here and can't wait to take a look when I get home. I'm shocked at how quick your blog loaded on my cell phone .. I'm not even using WIFI, just 3G .. Anyhow, great blog!

Sandy Richardson

Hi Greg:thank you for your comments and information on Ron Karr's approach to value propositions. In your opinion,is this approach limited to the B2B context or does it have applications beyond? Sandy

Greg Schott

I have been an advocate of both "The Balanced Scorecard" and "The Discipline of Market Leaders" for a long time. I agree that the integration of these concepts makes a lot of sense to help an organization understand itself and develop its strategy. However, when looking at potential target customers, I believe that this approach is too complicated to be used in evaluating a fit with the target's needs.

Rather, I favour the approach that Ron Karr promotes in "Lead, Sell, or Get Out of the Way". Ron identifies four potential value propositions you can offer a client: increased revenue, reduced operating cost, improved productivity, and better competitiveness. When a seller identifies a target's needs and frames his offering using these four value propositions, conversations can quickly develop into an exploration of mutually-beneficial solutions.

Once a business relationship has been started, I fully endorse a more detailed exploration leading to a deeper relationship using the concepts you have described.

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