How we help businesses succeed

How we help businesses succeed

Delivering Winning Value Propositions course and workshops. This key class and coursework—already delivered by Dr. Lynn Phillips to over 100,000 executives and individual contributors at scores of enterprises worldwide—gives participants a common language, mindset, methodology, protocol, and process for choosing and delivering a winning customer value proposition in support of new business pursuits. The complete Value Transformation workshop consists of powerful lectures, discussions, customer and competitor role-play exercises, and group activities. Graphics, videos, and structured role-plays make the training easy, interesting, and fun. After completing this workshop, participants will have the knowledge, frameworks, concepts, tools, and skills necessary to creatively and systematically answer the vital new-business-opportunity-creation and pursuit questions needed to succeed, typified by the types of challenges listed below.

What Reinventures helps clients to achieve. The types of assignments for which Dr. Phillips and his worldwide Reinventures team are routinely tasked include:

  • Winning big contracts. Working shoulder-to-shoulder with new business pursuit and capture teams charged with winning large government and commercial contracts (especially those requiring the navigation of complex customer communities), helping them to systematically improve contract win-rates, contract execution, and keep the business sold.
  • Catalyzing innovation. Working closely with multifunctional new business development teams charged with growth and innovation on the development, validation, and refinement of innovative new disruptive product and service concepts and the translation of these into valid business cases and plans structured as designed value-delivery systems.
  • Global expansion. Working directly with business teams on overseas business expansion projects, especially those involving moving into emerging growth markets of the future in Asia-Pacific (e.g., China, India, etc.) and South America (e.g., Brazil, etc.). Related assignments help govern large non-American firms’ entry into the United States.
  • Discovering new markets. Pursuing advances in value-delivery-driven segmentation to create uncontested market spaces and room for growth, jettisoning product-centric approaches so as to discern as-yet untapped new groups whose unique unmet needs could be addressed by a novel value proposition/value delivery system (VP/VDS), then exploiting these niches globally via agile business and web-based IT infrastructures.
  • Transitioning to Enterprise 2.0. Helping companies transition to web-centric enterprises and take advantage of Enterprise 2.0 IT transformation technologies and social-media breakthroughs. This includes helping companies cultivate, manage, and communicate with specialty customer communities; and developing, testing, and validating innovative new business concepts, in order to maximize their potential upon deployment.
  • Improving existing-business-model performance. Optimizing business teams’ ability to tap into new sources of revenue from existing target markets and accounts, leveraging current capabilities by choosing, then better aligning around, providing, and communicating a chosen VP.
  • Unifying portfolio-wide growth. Successfully executing global growth strategies to ensure sustainable, profitable international growth, especially creating a value-delivery-driven framework and plan to ensure effective and efficient execution and oversight across the business portfolio.
  • Keeping ahead of change. Translating market-entry strategies into a VP and VDS that can be measured, monitored, adjusted, and continuously improved as technologies, standards, regulations, customers, and competition continue to dynamically evolve.
  • Gauging and managing success. Creating value-delivery-driven dashboards of quantitative and qualitative success metrics by which to monitor and influence businesses operating overseas—and assess the customer-centricity of an in-place management team charged with profitably driving overseas business-expansion strategy.
  • Capitalizing on global mega-trends. Working closely with CEOs and their management teams charged with reinventing their businesses to capitalize on global opportunities in both core and emerging markets brought about by discontinuities such as global commoditization and pricing pressures, personalization and customization, shifts from off-line to online sources of business, climate change, increasing scarcity of resources, the evolving needs of low-carbon economies, the rise of Generation Y customers, the proliferation of personal communication devices along with the spread of telematics and biometrics, Enterprise 2.0 technologies, and the rise of social media, to name just a few.
  • Optimizing marketing efforts. Critically reviewing all marketing and sales communications and branding architecture to ensure these vehicles and assets echo and reflect a chosen superior customer value proposition, and that they consistently and convincingly communicate it effectively and efficiently to intended targets, thereby enhancing marketing and sales productivity.
  • Aligning channel teams. Helping business leaders architect channel strategy, determining what intermediate stakeholders and business partners they must work with, in order to deliver the right value to primary target customers; and ascertaining the supporting VP and VDS which the business must deliver to these partners so that they will be motivated to endorse the business’ primary VP, and play the role the enterprise needs them to play.