Value propositions

Green JA. The EDC value proposition to the pharmaceutical industry. A detailed comparison of EDC versus paper model costs for four different clinical research projects (Phase I-IIIb). Datatrak International, Inc., 2001. 

Since biodegradability is the key value proposition for Ecovio , durable applications are not in the focus. 

In interdisciplinary endeavors, department chairs have a number of administrative barriers that cause them to be reluctant to engage in partnerships (1) how to distribute expenses for necessary materials across departments (2) how to allocate the time commitment of faculty across departments (3) intellectual property issues and (4) the burden of adding electives in addition to core coursework. To overcome barriers in interdisciplinary endeavors, department must see the value in collaboration. A reward system to motivate these partnerships may encourage interdisciplinary collaboration and encourage departments to see the value in collaboration outside their departments, but other value propositions must also be identifled. 

Allen Clamen Yes, but the market-driven research determines whether people will pay a premium for this improvement. It isn t just determining what you need and getting it to you regardless of the fact that you won t pay for it. What do you need and how valuable is it What will it allow you to do and how much money will it save you or provide to your customer What is the value proposition That is part of market research. 

There is significant room for improvement in supply chain management. Outsourcing options need to be investigated systematically in Asia-Pacific as each country is different and new local and regional operators emerge every day, often with distinctive value propositions. Shipping costs are also very volatile and offer tremendous optimization opportunities for those who can master them. 

Fig. 12.3 Value proposition of chemical distributors for outsourced business.

In the long term, purchasing will not only have to become more sophisticated in its core value proposition of optimizing demand and total value and influencing supplier markets, but will increasingly have to become one of the major catalysts of business optimization. 

Value-added provider In this model, the goal is to deliver a value proposition that customers and their customers will consider creates higher benefits than competitors offerings and that they will be willing to pay for. 

Target Customer Identification and Value Proposition Design... 

In today s environment of sophisticated purchasing techniques and wider-ranging product sources due to entrants from emerging markets, it is critical for chemical companies to create distinctive value propositions for a focused set of target customers by answering three fundamental questions ... 

What value proposition will enable enterprises to capture their fair share of the profit pool, and create a differentiated offering versus competitors ... 

New commercial business model Radical change/innovation in the value proposition and delivery system. 

In addition, because of improved service levels, SCM can make a significant contribution towards preventing lost sales and become a strategic factor for differentiation, enhanced customer value propositions, and market share gains. 

An SCM redesign involves many people at multiple levels and usually requires a change in culture and mindsets. This must be addressed explicitly, with strong leadership, a compelling and fact-based vision and value proposition, and extensive involvement of stakeholders in designing the solutions. 

In launch and market development, finally, the art is to focus on the right market segments and customers with the right value proposition, to align the value chain to adopt your innovation, and to use partners appropriately. 

The full list of potential applications and addressable market segments was assessed against a) the relative strength of the new product s price and performance value proposition compared to existing offerings b) the size and attractiveness of the addressable market, and c) the ease with which the value could be captured, i.e., the time and effort it would take to develop the product applications... 

To sell the opportunity effectively, the entrepreneur must be able to quickly communicate the value proposition associated with the product, service, or business. In entrepreneurship circles, this is referred to as the elevator pitch. The elevator pitch refers to the ability to pitch the concept to a potential investor in the amount of time it takes to get on an elevator and then get off. The idea behind this is for the entrepreneur to be ready to pitch the concept clearly and concisely at any time. This skill actually fits in well for pharmacists because it is similar to how pharmacists often must counsel patients and make drug therapy recommendations to prescribers. One method of getting additional training in doing this effectively is the book, How to Get Your Point Across in 30 Seconds or Less (Frank, 1986). Three key questions that may be helpful to address are... 

One common mistake that is made by inexperienced entrepreneurs and pharmacists in selling their product or service is to focus on its features. They describe these features or aspects of the product or service but do not relate to the customer or how the features provide benefit or value. Benefits relate directly to how the product or service will make buyers lives better. Investors are looking for an obvious value proposition and preferably one that is recurring or leads to multiple selling opportunities. 

In the near future, we expect to see adoption and adaptation of inkjet technology to rapidly growing markets such as photovoltaics, OLEDs, and thin film transistors. In general, the development of flexible printed electronics for a wide range of applications is expected to take advantage of the value proposition of inkjet printing of conductive inks. 

Using this basic strategic framework, companies need to develop their value proposition together with the right set of partners to secure the maximum share of the value created. 

Industry networks. The natural owners are the incumbents in this case, too, because they own the existing customer interface and can provide the e-channel with the necessary liquidity to make its value proposition work. The industry networks may create the highest value from access to the customer interface, which will eventually be developed into a close relationship. Therefore, the emergence of this e-channel is a true discontinuity for the marketing and sales approach which will fundamentally change the way business is conducted in the relevant segments of the chemical industry. 

Clear points of P L accountability are established, thus promohng personal ownership and responsibility for results along a clearly defined range of products - a prerequisite for a no excuses policy in any organizahon. Opportunities for building businesses arise, and these help to attract and retain entrepreneurial talent. This is especially important in an industry where separate product hnes have very different value propositions and incenhves, for example, New Economy businesses such as business-to-business (B2B) marketplaces for chemicals versus Old Economy commodity-type businesses such as polysterol. 

To attract and retain the best people, corporations must also create and perpetually refine a clear employee value proposition - that is, a convincing answer to the question of why any smart, energetic, and ambitious individual would want to work for that company instead of any other. Once this answer is established, attention can shift to recruiting top talent and to developing it into an even more valuable workforce. 

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