Microlending Academy
Peer Discussion
OFN: Building a Value Proposition
Today’s Agenda

Review key points from OFN
webinar

Review some of their suggestions

Discuss

Give feedback on role or services
CAMEO could provide
Today’s Questions

Why do you need a Value Proposition?

How would it help you?

What is a Value Proposition?

What are some ways to develop one -- or
several?

Would you like help with this process?
Business Model

A business model describes the rationale of how
an organization creates, delivers and captures
value.
Business Model Obsolete

Many businesses decline because the
assumptions that inform their fundamental
business decisions -- about society, markets,
customers, products, technology, mission -become obsolete or invalid.
Peter Drucker
Business Model Invisibility

Why is it so difficult for companies to pull off
the new growth that business model innovation
can bring?

Here’s why: They don’t see their current
business model well enough to know if it would
suit a new opportunity or hinder it, and they
don’t know how to build a new model when
they need it.
Harvard Business Review
Business Model Generation
Alexander
Osterwalder and
Yves Pigneur
Benefits of Value Proposition
Increased Sales

Deliver the right message to key audiences, leaving
partners and clients clear about you, your products,
your value

Use resources (time, people, money) effectively,
leading to increased deals & impact
Benefits of Value Proposition
Cohesion

Cohesion creates efficiency, team work, clarity.
Having staff going off in different directions creates
muddle
Self Sufficiency

Clarity allows you to hone or redesign your business
model to improve self sufficiency and impact
What is a Value Proposition

A positioning statement that explains what benefit
you provide for who and how you do it uniquely well

It describes your target customer, the problem you
solve, and why you’re distinctly better than the
alternatives

Must reflect the mindset of the customer

The more specific the better
Value Proposition Mad Lib

For
(target customers)

Who are dissatisfied with
alternative)

Our product is a

That provides
capability)

Unlike
(the current
(product features)
(key problem-solving
(the product alternative)
What are you best at -- compared
to banks, credit cards, MCAs
Identify Customer Segments
You probably have 3-7 customer segments

Who are you creating the most value for?

Which customers are creating the most value for
you in terms of sustainability, impact and mission?

What customer problems are we solving?

What is the best language to use with them?

What kind of relationship do we want to have w.
them?
Montana CDC
They have seven customer segments
1.
Unbankable start up
2.
Nearly bankable start up
3.
Partially bankable start up
4.
Nearly bankable existing
5.
Partially bankable existing
6.
Business Purchase
7.
Community Facility
Accion New Mexico
We offer the most competitive combination of speed,
pricing and terms by evaluating our client’s business as a
whole, matching loan terms to use of funds and
determining a healthy debt structure for our clients. We
provide a community of support if you need it.
How did Accion NM create it

Held team meetings with staff to identify issues,
strengths, weaknesses

Compared product, service, process to the competition

Brainstormed words, phrases to best state valued
offered

Compiled draft of value proposition

Did role plays until everyone could deliver value
proposition comfortably
What Do You Think?

Would it help to create a value proposition?

Could CAMEO help in some way?

Have we clearly identified our Customer Segments?

Have we developed a Value Proposition for each customer
segment?

Have we engaged staff so they can easily, comfortably state our
value to each customer segment?

Does our value proposition align with our business model?
Thanks!!