Reply:

Professor and Class,

Background:

My idea is to develop a field service entity within an existing in-house organization.

What are the key actions you need to take to deliver your Value Proposition to your Customers?

One thing I have noticed in the companies I have worked for is that market research has been limited at best. The best way to deliver my value proposition is to find out what the customers want. In the process, if you can, find out the services that would be interested in (Notes). I have seen many times where neither one of the questions has been asked and the struggle to build the business was impossible.

Once you find out what is needed then build a program that supports what they need and charges a fair price for the services provided (Notes). Commonly, the program gets built but the price doesn’t change, or it is increased.

What have you done to test your Value Proposition?

Most of the initial groundwork has been started by discussing the needs of the local research facilities and clinics that are near the in-house organization. This gave the ability to start to put together a generalized plan of the needs of that facility (Notes). This approach and structure consisted of covering the general equipment then bidding on higher-end equipment during contract renewals.

The primary coverage being requested at this time is by piece count. The piece count is where a set value is applied to specific devices and that will be applied to all devices. This allows the customer to control the cost.

What will you do if it turns out that your original Value Proposition is not resonating with your Customers?

The biggest reason for the value proposition not resonating with the customer is primarily change. The best way to handle this is by being flexible with offerings and if needed start by covering the equipment not previously being evaluated (Notes). This will show value especially with the thought of being compliant for inspectors. Once a working relationship is established with the customer, additional services can be added increasing the growth of the field service team.

References

Notes, J. 5. (n.d.). Mapping the Competitive Landscape. Retrieved from https://blackboard.strayer.edu/bbcswebdav/institut…