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DAY ONE
09.30 - 10.30 Efficient Growth and Momentum
10.30 - 12.30 Exploration and Discovery
The most important and often neglected aspect of customer focus is the search for insights that will provide opportunities for significant improvements in value to customers and equity to the firm. Customer insights are the fundamental drivers of customer-based growth, and customer discovery is the neglected but essential growth partner of scientific discovery.
KEY LEARNINGS OF SESSION
- The customer insights that fuel power offers
- The challenges of customer discovery
- The four paths to customer discovery
Lunch Break
14.00 - 18.30 Building Power Offers
The design of a power offer requires: a compelling value proposition maximizing the value to customers, a compelling customer target maximizing equity to the firm, and crafting the offer’s specifications. Power offers are continuously tweaked and improved until they become irresistible. The delivery of the power offer ultimately leads to Customer engagement.
KEY LEARNINGS OF SESSION
- The multiplicity of customer benefits and costs
- Transaction myopia as a barrier to growth
- Power Offers to create customer traction and efficient growth
DAY TWO
09.30 - 12.30 Creating Engagement
The organizational commitment to customer-based growth should express itself in a drive to systematically identify momentum boosters and killers towards increased customer engagement.
KEY LEARNINGS OF SESSION
- Execution of the Power Offer
- Customer engagement
- Momentum killers and momentum boosters for efficient growth
Lunch Break
14.00 - 16.30 Total Momentum for Efficient Growth
Only a strong corporate culture, a customer momentum culture, can guide the behaviour of every single individual to continuously and efficiently create value for customers and all other stakeholders of the firm. It has to nurture simplicity, pragmatism, and a sense of urgency. It has to be ambitious and urge to excel. It has to inspire a desire to grow, to succeed, and to win.
KEY LEARNINGS OF SESSION
- The 8 drivers of customer-based growth
- The Customer Momentum Culture
- Momentum Leadership
16.30 - 17.30 Wrap Up and Conclusions
Timings are approximate as sessions will develop with dialogue and involvement. Refreshments and lunch will be provided.