What do you offer to customers that could be a solution to their problems? Don't just list your products or services. Think about the outcomes your offerings create because the real solution you sell is the outcome the customer wants. List every solution you offer, even if it doesn't match the customer's needs. Use the top right-hand box to list your answers. 

Value-adds - how can you make it even better?

What can you do to make your offerings more valuable to customers? Your customer doesn't just buy the products you sell; they are also buying the way you deliver them and the experience they have working with you. What do you do alongside your primary offerings that your customer find valuable? Are there things you can easily start doing that some customers could find valuable? 

Don't worry about whether these offerings match the value-adds your current customers want. It might be that a different type of customer would find lots of value in it. We need to have a complete list so that we can recognize new opportunities in different target markets. Use the bottom right-hand box to list your answers. 

Let's connect the dots. 

What customer needs match your solutions? What customer value-adds match your value-adds? Draw a line between each customer need that matches your business's solution. Do the same for customer and company value-adds. If you are on a computer and can't easily draw a line, then just highlight all the solutions, needs, and value-adds that match. 

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