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Blog: Blog

New CIM Article - Winning Customer Value Propositions

Monday, May 11, 2020  
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WINNING CUSTOMER VALUE PROPOSITIONS

NEW ARTICLE: A value proposition will fail if it doesn't offer the customer something distinct from and superior to rivals. This article by Liam Fahey, the inaugural recipient of SCIP’s Meritorious Award for Distinguished Service, outlines:

  • How to build a WCVP that provides economic, functional, and emotional value
  • The role of unarticulated customer needs
  • The right and wrong way to differentiate value
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