Strategic Business Advisory
The why of what...
Developing a Deeper Understanding
We have three tools in our quiver:
While there is overlap across all three, they each have their respective strengths based on the needs of our client. They represent a progression of thought that is Customer Centric.
Let’s explore further:
Pivot for a moment to the beginning of Simon Sinek’s Golden Circle TED Presentation where he explains that Apple is just a computer company and presents their offer in this way:“We make great computers, they’re beautifully designed, simple to use and user friendly. Want to buy one?”
We know what they are selling, how they make the computer, but do we know why they sell the computer?
But Apply does not approach the sale in this way. Apple begins with Why:
“We believe in changing the status quo, thinking differently, we are challenged to make our products beautifully designed, simple to use and user friendly
Want to buy one?”
The Why defines your purpose, but what did Apple recognize in its product development, the need for Customer Development.
Steve Blank, in his revolutionary book “The Four Steps to the Epiphany” describes the need for Customer Development before Product Development – to that we add Service Development.
See the comparison of the traditional Product Centric Development process versus the Customer Centric Development process below:
Traditional Product Introduction
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