L2 Concerns Detail Editor
Concern #10 | Articulating the PHC Value Proposition to Project Owners.
Title
Articulating the PHC Value Proposition to Project Owners.
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Description
The PHC Value Proposition is in two parts; (1) the introduction of Clarity and Transparency in project concerns where assigned people cannot escape their responsibilities, at a cost of employing a small dedicated team. (2) achieving whole-workforce cooperation in massive reduction in cost and timescale in return for shareout of tangible benefits of early production. Part (1) is easy to understand, but puts PHC in the realms of just another governance system. Part (2) is only achievable after some months of operation. The challenge is to convey to the Project Owner an understanding of the PHC Strategy for Part (2) which is what we all want.
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Origin
Meeting with Contour for Agency kick off
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Desired Outcome
Project Owner confidence to proceed with a PHC Service deployment on the basis of phase 1 bringing tangible value to the project, and the promise of phase 2 as an acceleration strategy funded by feeding back a small percentage of the perceived gain on significant early completion.
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What Could Go Wrong
The Project Owner doesn't order a PHC Service due to lack of understanding or skepticism of the phase 2 share out mechanism.
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Current Situation
Working with CENL on building the Value Proposition for prospective clients. No clients currently in the prospect list. Agency agreement with CENL in discussion. Q&A video series in development.
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Strategy Narrative (JSON)
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Proposed Strategy
* Build a strategy for approach based only on phase 1. * Build a supplementary strategy to introduce phase 2 * Record a video Q&A for client Value Proposition
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Action Strategy (JSON List)
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Cause
1. Non-effective explanation of phase one benefits. 2. Non-effective explanation of phase two benefits 3. Incorrectly identified target prospect. 4. Prospect skepticism of phase two affects credulity of phase one
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Event
Client doesn't understand the PHC Value Propsition
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Consequence
1. Reduced take up rate on approaches (wasted approaches). 2. Lost potential revenue.
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Notes
Explaining the value proposition is priority to enable future video conferences and in person approaches.
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