Advanced thoughts on the value conversation

Materialist valueIncrease Reduce Improve CreateRevenueProfitGrowthMarket shareRetentionReturn on assetsReturn on investmentEfficiencyCash flowVisibility

CostTimeEffortComplaintsRiskTurnoverConflictPaperwork

ProductivityProcessServiceInformationMoraleImageReputationSkillsQualityLoyalty

StrategySystemsProcess New businessProductServiceBrand

Spiritual value• Specialist expertise/knowledge• Unique social capital• Brand and/or reputation• Unique result––creativity and innovation• Reducing risk• Excellent experience (Moments of Truth)• Make the customer “look good”• Relationship• Knowledge elicitation

Elements of Value Transcenden

ce

Provides hope; Self-actualization, Motivation,

Heirloom, Affiliation/belonging

Reduces anxiety, Reward me, Nostalgia, Design/aesthetics, Reputation, Wellness, Therapeutic value, Fun/entertainment,

Attractiveness, Provides access

Saves time, Simplifies, Makes money, Reduces risk, Organizes, Integrates, Connects, Reduces effort, Avoids hassles, Reduces cost,

Quality, Variety, Sensory appeal, Informs