Page 84 - engage workbook

Using Value Sheets

In a face-to-face, one-to-one setting, a good way to introduce the Value Sheet is simply
to ask if it is ok to take notes, and then to turn your paper landscape and draw four
unheaded columns. As the conversation progresses, start to populate the sheet. Most Learn
of the time, the other person will ask what you’re doing and you can explain, prompting Challenge
comments like “Oh, that’s clever!”.

Some consultants / salespeople use Value Sheets to manage phone conversations too,
keying the answers on-screen while they’re talking, then sending the sheet to the other
person after the call as a record of the key points discussed.

Consider using a Value Sheet on a whiteboard, to frame group conversations. We’ve
seen many examples of teams using Value Sheets to brainstorm ideas with buyers, and
even to frame pitch presentations.

We also have examples of Value Sheets being used to highlight the essential messages
of reports and slide presentations and, notably, being printed on the reverse side of
placemats at buyer lunches to facilitate after lunch conversations.

Challenge Current Future Value

Service seen as a - Buyers cannot - Seen as different - Increased
commodity differentiate - Staff walk and profitability
- Pressure on pricing talk the difference - Greater
- Margins falling investment
- Fewer price
discussions

Skills gaps - Can’t recruit the - Right people, right - Fewer errors
right people place, right time - Satisfied buyers
- Best staff being - Broadly - Increased
poached commercial, penetration and
- Training ineffective technically skilled, referrals
socially adept

Silo mentality - People do only - Cross-functional - Save duplicated
- Lack of cooperation what benefits their teams solving effort and cost
- Fewer new ideas business unit problems across - More enjoyable
the organization working
- Poor execution
environment

Finally, remember that completing a Value Sheet is not a form filling exercise. What is
written mirrors the thought process and discussion.

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