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VALUE GROWTH WORKSHOPS

“Why is it that some companies consistently achieve profitable and sustainable growth?

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And why do many others struggle to achieve their targets?"

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Business Meeting

HOW DO THEY DIFFER?

As a CEO you recognise and understand that satisfying customer needs and delivering growth is critical to your business.  You also understand that the challenge of producing the expected return on the money invested in the business and generating cash in the business can be hard.

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All successful businesses know that a detailed understanding of how and where they deliver value to their customers is central to their long term success. They also ensure that the capabilities and resources in their business are aligned to delivering the outcomes that their customers want.

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But how do you get sales and marketing, your customer-facing and product organisation, to understand that successful growth is dependent upon both understanding where customers see value, as well your business being aligned in delivering your unique value to your customers?

 

Working with Dorling Consulting Services organizations have benefitted from:

  • Alignment of their go-to-market teams

  • A renewed focus on customer outcomes and business value

  • Improved competitiveness

  • Identifying where and how to start building value

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WHY DOES THIS HAPPEN?

Our Value Growth Workshops have been developed using the experience gained by working at, and working with, start-up, small-medium and corporate organisations.

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When you work with us you get answers to:

  • Have you clearly defined your target market?

  • Are you targeting the right markets or segments? And are there ones you should not be targeting?

  • Are you marketing and selling to the right organisations?

  • Are you generating enough leads and/or how do you improve your win rate?

  • Is your value proposition clear, compelling and differentiated versus your competitors?

  • Are you communicating the right messages to your customers and prospects?

  • How do you improve awareness of your brand in your target segments?

  • Is there anything holding you back from achieving your full potential?

  • What skills and capabilities are required to improve your performance?

  • Are sales and marketing aligned, and if not, how do you fix it?

  • Do you have the best pricing strategy? What is the impact of the alternatives?

  • Is your partner/channel strategy as effective as it could be?

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"David’s workshops help at both the strategic and tactical level. The clarity and simplicity of the content made sense to my team, resulted in a lot of buy-in and has had an immediate impact, which will be long lasting. His authentic and engaging style make him a pleasure to work with and I would recommend him to any business leader looking to elevate their team's performance."

Sacha Ghiglione, CEO Prime Computer

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YOUR PERSONALISED VALUE GROWTH WORKSHOPS

Our workshops have been designed to create alignment and understanding in your team on how to maximise the connection between your business and your customers.

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Here is what’s included in your personalised Value Growth Workshops:

  • An initial interview to discuss your current go-to-market plan – what is and is not working, your capabilities and priorities

  • Three personalised workshops, each focusing on different aspects of your Go-To-Market plan

  • Two 2hr sessions (via meeting or call) between each workshop to review status of workshops outcomes and actions.

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How does this work?

  • Three Intensive, interactive workshops, focused on your senior leadership team, held at your location, that are designed to build upon each other:

    • Workshop 1: Target Market Definition

    • Workshop 2: Value Proposition and Messaging

    • Workshop 3: Go-to-Market Strategy and Plan

  • In-depth insight from market research, thought-leaders and best practice on how to develop, execute and report on your go-to-market plan.

  • Development of a Go-to-Market Plan for your business that:

    • Can be used as an effective tool for internal communication

    • Used to quickly and clearly on-board new staff

    • Update partners on how you to plan to engage and communicate with your customers and prospects

    • Most importantly, have the actions you need to rapidly grow your business.

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What will you get?

  • A Go-to-Market Plan that is aligned to your OUTCOMES and DESTINATION

  • A review of your sales, marketing, product and partner management business capabilities

  • A PLAN OF ACTION that covers:

    • Brand positioning, strategy and messaging

    • Customer insights and segmentation

    • Sales and channel effectiveness – sales process, plan, targets and objectives

    • Product and category management

    • Pricing - pricing is almost always the #1 profit lever, yet it remains under-developed in most companies

    • Customer experience - to develop positive interactions and advocacy

    • Technology - evaluating current technology use or future requirements

    • Management Reporting - performance reporting framework aligned to financial objectives

    • Demand generation - integrated multi-channel campaigns

  • Access to RESOURCES (people, tools and templates) to help you deliver the plan.

  • Post workshop report and review covering the outcomes agreed during the workshop.

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The Next Step

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Book your initial Value Growth Workshop consultation. Discover how the Dorling Consulting Services Value Growth Workshops can help you achieve and exceed your growth aspirations.

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Book by emailing: david@dorlingconsultingpartners.com

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