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Value REALIZATION services We put into action the principles of value chain management for our clients and establish a strategic direction for their firm. We build around their core competencies and values and develop a systemic approach for them to maximize their customers’ relative value to price. We provide them with a competitive advantage by establishing their strategy for focus, process optimization, cost reduction, synergy and growth.
Key Benefits
CapabilitiesOur value realization services are all based on the value chain management process. This ensures that we constantly remain focused on your customers' needs while pursuing every opportunity to reduce your cost base.
Servicesv Strategy formulation We identify your competitive strengths and differential value for your target market segments and help you establish your strategic focus as it relates to competencies, platform, sourcing, positioning, scope, customer value, and relationship management. v Market segmentation We develop and test your markets’ value chain-based segmentation matrices and structure the resulting segments in ways conducive as to maximize and sustain your competitive advantage. v Pricing strategy We assist you in determining competitive price points for your products and services depending on your recommended positioning strategy. We also provide you with help in configuring a modular offer portfolio allowing you to establish strategies to sell across segments. v Channel blueprint We map, on a segment by segment basis, your customers’ value preferences against the appropriate value activities contained within your respective sales and distribution channels. We ensure that your vertical processes are efficiently aligned and focused on addressing your customers' own value chains. We design your channels to provide the optimal level of customer value and service at the lowest possible cost. v Sales process design We analyze your customers’ needs and behavior and define the sales and support processes that will maximize your sales productivity. We establish requirements for sales tools, order entry, quotation, scheduling and provisioning systems. We design funnel driven processes that enable the appropriate mobilization of various resources and functions within the channel and play their respective parts in the sales process. We ensure that the process steps and value activities are effectively interlinked to optimize your resources and focus them on profitable and revenue producing tasks. v Supply and asset management We study your particular situation with regards to procurement, investments, work-in-capital, and sourcing strategy and recommend alternative approaches for optimizing your procurement functions and asset utilization while leveraging your vendor, supplier and partner relationships. v Interrelations and synergies We seek opportunities to exploit synergies from your firm’s horizontal and vertical interrelations with other organizations, strategic business units, ventures and affiliated companies, vendors, suppliers, channel partners and strategic allies. v Business development We analyze emerging business prospects from a competitive perspective and recommend actions to ensure your firm can sustain a competitive advantage. We also assist you in analyzing threats made by other competitors and formulate fitting competitive responses to protect your market share and regain positional strength. v Partnership and alliance management We frame the value concept, objectives and nature of your firm’s relationships with channel members, allies, and strategic and venture partner, establish selection criteria based on strategic fit, synergy and competitive advantage and recommend relationship (or network) management processes to sustain harmonious relations.
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