Value and strategy
Decide what is worth investing in.
Build a sound basis for deciding where to take your business next. Together, we explore what creates value for customers, how to build a viable business around it and which change to prioritise. From designing your offer and business model through testing assumptions to agreeing how to put the change into practice.
- Who it is for
- Businesses and organisations
- Terms
- We’ll agree the scope and price for your brief.
When this service can help
You are creating or changing your offer
You are exploring why customers should choose you. You need to understand their needs, distinguish your offer and find out what they are willing to pay for.
Your current way of doing business is no longer enough
Markets, technology or costs are changing. You need to rethink how to deliver value to customers, where revenue will come from and where your business model is vulnerable.
You are choosing between opportunities
You have more ideas than you can pursue. You need to compare developing your existing business with exploring new directions and decide where to invest time, people and money.
You need to get a change under way
A direction is emerging, but people interpret it differently or progress has stalled. You need to involve key colleagues, clarify responsibilities and agree a first step whose results you can assess.
What you will gain for your decision
We select the deliverables to suit your brief and agree their scope and depth for each stage.
Clear value for the customer
A description of who you help, what they need to resolve and why they should choose your offer. We distinguish the perspectives of users, buyers and other people who influence the decision.
Business model options
An overview of how to reach customers, what you need to deliver your offer and how revenue, costs, capacity and partners fit together. We compare the options and their weaknesses.
Assumptions and findings from testing
A record of what must be true for the idea to work and what the agreed interviews or experiments revealed. You will see what the findings support, what they challenge and what we do not yet know.
Priorities for further development
A comparison of opportunities based on their potential value, uncertainty and your company's capabilities. You gain a basis for deciding what to develop, adjust, test further or stop, and under what conditions to commit more resources.
Agreement on putting the change into practice
A shared goal, involvement of the right people and a plan for the first steps. We clarify responsibilities, how to recognise progress and when to review results so the team can adjust its approach.
How we will proceed
Interest expressed in an interview does not by itself confirm willingness to pay or the viability of a business model. We choose tests suited to the particular decision and the size of the commitment you are considering.
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Clarify the situation and the decision
We review your customers, your current business, changes around you and your company's capabilities. We agree what you need to decide and who to involve in the work.
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Design and compare options
Together, we develop your value proposition and business model options. We identify what must be true in terms of customer needs, feasibility and financial viability.
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Test the critical assumptions
We select the assumptions with the greatest bearing on the decision and prepare interviews, an offer test, a prototype or a pilot. Before testing, we agree the criteria and what findings will be sufficient to inform the decision.
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Choose a direction and the next step
We evaluate the findings and their limitations. With your leadership and team, we refine the proposal, set priorities and agree the next steps, responsibilities and how to assess progress.
A way of working your team can build on
Through a longer engagement, we help establish a regular way of working with opportunities: identifying assumptions together, running small experiments and making decisions based on findings. Along the way, your team develops the ability to use this approach on other challenges.
Where needed, we can continue by supporting change within the business. We regularly examine what helps people adopt the new way of working, where implementation stalls and what to adjust before extending it further.
Estimates, billing and your involvement
We start with questions that matter most to your decisions. We agree estimates and rates and bill for actual time worked. Together, we guide further testing based on findings and budget.
What we provide
We prepare and facilitate the work, help develop options and carry out the agreed testing. We provide a basis for decisions and a plan for the next steps; any ongoing support is defined in the brief.
What we need from you
Involvement from someone who can decide the next direction and colleagues who know your customers, finances and operations. You provide access to available information; we agree in advance on contacts for testing and the team's time for work between meetings. Your leadership decides on investment and whether to continue.
Questions before booking
Can we come with an idea that is not yet clear?
Yes. Just describe the situation and the decision you face. No finished presentation is needed; we will agree the brief and the first step together.
Is the service suitable for an established business?
Yes. We can work on your existing offer and business model, explore a new direction or help introduce a change. The scope depends on the decision your business needs to make now.
Does the first stage commit us to full implementation?
No. You decide whether to continue based on the findings. Further testing, support for change and any implementation follow jointly updated priorities, estimates and budget.