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Overview

Value Proposition: Creating Effective Introductions. Overview. Based on materials from Chuck West: University of Wisconsin School of Business. Contents. 1. Targeting Desired Partner. 2. Developing Your Value Proposition. 3. Making Effective Introductions.

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Overview

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  1. Value Proposition: Creating Effective Introductions Overview Based on materials from Chuck West: University of Wisconsin School of Business

  2. Contents 1. Targeting Desired Partner 2. Developing Your Value Proposition 3. Making Effective Introductions

  3. Developing Your Value Proposition A clear statement of: who you serve how you serve why your service is best

  4. What Does Your Customer Value? What are <<target partner>>looking for from a Treatment Organization? • _______________________________ • _______________________________ • _______________________________ A few get you started ideas… certified staff, outcomes, handling tough cases, up-to-date technologies, evidence-based practices…

  5. What Do the Influencer’s Value? What are <<target partner>> stakeholders looking for? • ________________________________ • ________________________________ • ________________________________

  6. List the 3 or 4 most important factors to <<target partner>> 1. 2. 3. 4. Examples; program fit, certified staff, outcomes, references, availability, lead clinician, reputation …

  7. Your Best Competitor and Second Best Competitor Decision Factors Their Rating Great Good Fair Poor 1. __________ 2. __________ 3. __________ 4. __________

  8. Other factors? …. • Existing relationships • Mutual relationships • Credible referral (via expert or someone like me)

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