30 March 2011
DELIVERING VALUE
You business exists for one purpose and one purpose only,
that of delivering value to your customers. If you are not
delivering value, very soon you will not have a viable
business.
Your customers utilize your products and service for the sole
purpose of solving a problem. When a customer walks into
a restaurant to purchase a meal, there are solving the
immediate problem of hunger. When someone visits the
gas station to purchase fuel they are solving a potential
problem of the car running out of gas which ultimately will not
allow them to get to their destination.
When a customer walks into a hardware store to purchase a
drill, ultimately the problem that customer is trying to solve is
getting a hole in a wall. So what the customer ultimately
need is not a drill, but a hole in the wall, the drill is simply the
means of achieving that end.
You goal then is to take a serious look at your business and
define it not in terms of the products and services you
provide but the solutions that those products and services
ultimately addresses for your customers. Until you are
operating in that frame your business will never reach its full
potential.
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