Overview Value Proposition: Creating Effective Introductions Based on materials from Chuck West: University of Wisconsin School of Business.

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Presentation transcript:

Overview Value Proposition: Creating Effective Introductions Based on materials from Chuck West: University of Wisconsin School of Business

Contents 1. Targeting Desired Partner 2. Developing Your Value Proposition 3. Making Effective Introductions

Developing Your Value Proposition A clear statement of: who you serve how you serve why your service is best

What Does Your Customer Value? What are > looking for from a Treatment Organization? 1._______________________________ 2._______________________________ 3._______________________________ A few get you started ideas… certified staff, outcomes, handling tough cases, up-to-date technologies, evidence-based practices…

What Do the Influencer’s Value? What are > stakeholders looking for? 1.________________________________ 2.________________________________ 3.________________________________

List the 3 or 4 most important factors to > Examples; program fit, certified staff, outcomes, references, availability, lead clinician, reputation …

Your Best Competitor and Second Best Competitor Decision Factors Their Rating Great Good Fair Poor 1. __________ 2. __________ 3. __________ 4. __________

Other factors? …. Existing relationships Mutual relationships Credible referral (via expert or someone like me)