Communicating Value in B2B Interactions
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The document outlines strategies for communicating value in B2B contexts, detailing the hierarchy of stakeholders and a value framework. It emphasizes the importance of identifying business issues, tying initiatives to strategies, and managing information effectively to enhance client understanding. Additionally, it highlights the roles of various contributors in the communication process.
Communicating Value in B2B Interactions
- 1. © 2017 Prateek Chatterji | CC 1 Prateek Chatterji CX | Enterprise Solutions | Tea and Tech 1 Communicating Value in B2B Communicating Value to Stakeholders in B2B | August 2017
- 2. © 2017 Prateek Chatterji | CC 22 © 2017 Prateek Chatterji | CC Agenda • Stakeholders Hierarchy • Value Framework • Linear Responsibility Chart • Communication Network • Questions
- 3. © 2017 Prateek Chatterji | CC 3 Executive Directors and Managers Directors and Managers Individual Contributors Individual Contributors Individual Contributors Individual Contributors Stakeholders
- 4. © 2017 Prateek Chatterji | CC 4 Value Framework Objectives Business Strategies Initiatives Critical Capabilities Solution Set Step 1: Focus is on identifying with what is happening to the business Step 2: Tie Initiatives, Critical capabilities, and Solution set back to the business issues
- 5. © 2017 Prateek Chatterji | CC 5 NOT EVERYONE DOES EVERYTHING Linear Responsibility Chart • Empathize with your Client • Control the volume of information: Avoid cognitive load • Stay succinct but do not skimp on details
- 6. © 2017 Prateek Chatterji | CC 6 Objectives Business Strategies Initiatives Critical Capabilit Solution Set Communication Network Executive Directors and Managers Directors and Managers Individual Contributors Individual Contributors Individual Contributors Individual Contributors Focused on/ Accountable for Aware of/ Understand the relationship to
- 7. © 2017 Prateek Chatterji | CC 77 Thank you. © 2017 Prateek Chatterji | CC Prateek Chatterji CX | Enterprise Solutions | Tea and Tech Vectors by Thank You