Managing High
Growth
Creating a Compelling Value
Proposition
Managing High
Growth
• A Bit About Me
Laurence Ainsworth
• Registered and Approved Growth Coach with
• Have supported dozens of Businesses Through High
Growth from 25% to 600% pa
• 10 Years Experience in managing High Growth in
Businesses from 20 to 300 people
• In UK and Abroad
• Real and rare expertise of operating profitable high
growth businesses
Managing High
Growth
We have about an Hour to
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Understand what a value proposition is
Show you how you put one together
How to evaluate it
Let you have a go at building one
Managing High
Growth
What is a Value Proposition?
Managing High
Growth
• Its not about the “ers”
– Eg Being faster or cheaper
• Its about the “ests”
– Eg Being the friendliest
– The closest
• Its what you do that others cant
or wont do
Managing High
Growth
If I am your ideal prospect, why should I
buy from you rather than for any of your
competitors?
Managing High
Growth
If I am your ideal prospect, why should I
buy from you rather than for any of your
competitors?
Managing High
Growth
If I am your ideal prospect, why should I
buy from you rather than for any of your
competitors?
Managing High
Growth
If I am your ideal prospect, why should I
buy from you rather than your competitors?
Managing High
Growth
Putting Together Your Value Proposition
Managing High
Growth
Lets Focus on the Problems
The 4 U’s
Managing High
Growth
Unworkable
– Typically Broken Business Processes
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Customer service
Sales
Recording
Straight through processing
Managing High
Growth
Unavoidable
– Regulatory
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Accounting
Bookkeeping
Insurance
Heath & Safety
Aging
Managing High
Growth
Urgent
–Urgent and Important!
• Typically in the top 3 of a company’s
current needs
• Priority 1,2 or 3 will determine
resource allocation
Managing High
Growth
Underserved
– Fewer competitors
– But fight against pre allocated resources
–Money
–Time
–People
Managing High
Growth
What do you deliver?
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More Better Revenue
Cost Savings
More Time
People
Productivity
Competitive Advantage
Reputation
My values
My aspirations
My Job
Managing High
Growth
Types of Need
Blatant
Latent
Aspirational
Critical
MjSkok : Start up Secrets –Value Proposition
Managing High
Growth
Types of Need
Blatant
Critical
Blatant
Latent
Aspirational
Critical
MjSkok : Start up Secrets –Value Proposition
How Do You Evaluate Your Value
Proposition?
Managing High
Growth
Value/Cost Ratio
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Revenue
Cost Savings
Time
People
Competitive
Advantage
Reputation
My Job
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Switching costs
Default
Priorities
Good Enough
Find
Trial
Implement
Rollout
Build
Cost
Inertia
RISK
Value
Force
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Managing High
Growth
Value/Cost Ratio
• Greater than 10:1
Cost
Inertia
RISK
Value
Force
Managing High
Growth
Building Your Value Proposition
Managing High
Growth
For (Your Ideal Prospect)
Who are dissatisfied (with current problem)
Our Offering (your specific service)
Provides (Your key differentiation, your Only
factor)
Unlike (your competitors alternatives)
Managing High
Growth
So Here’s Mine
Managing High
Growth
For (Ambitious Business Owners)
Who are (either seeking to embark on high growth or
who are struggling to cope with the problems of high
growth)
Our (high growth service)
Provides (blended advice and training that addresses
the organisational issues in sustaining high growth and
is supported by a number of tools uniquely designed
to support the management of high growth)
Unlike (other providers who tend to focus on sales
growth rather than organisational growth )
Managing High
Growth
For (Your Ideal Prospect)
Who are dissatisfied (their current problem)
Our Offering (your specific service)
Provides (Your key differentiation, your Only
factor (s))
Unlike (your competitors alternatives)
Managing High
Growth
• Contact me on
• [email protected]
• LinkedIn Laurence Ainsworth
• Twitter @laurenceexigent