17th
June
2007
Spell out your value proposition - NABC
posted in Creating, Communicating and Capturing Value |
What is your value proposition?
Bill Wilmot, the co-author of Innovation: The Five Disciplines for Creating What Customers Want has an elegant definition which can be reduced to NABC.
A value proposition if the statement of an important unmet customer and/or market opportunity
(Need)
that proposes the way to use resources
(Approach)
to deliver superior customer value
(Benefits per costs)
when compared to others in the market
(Competition and/or alternatives)
NABC is a simple but elegant formula. I like the way it starts with the market need. Wilmot’s NABC definition is practical and insightful.
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