HOW TO WIN
HOW TO WIN
HOW TO WIN THE $50K
1. DEFINE YOUR CUSTOMER
EXAMPLE: WHO WILL BUY FLUORESCENT SKIS?
TARGET: SKIERS
TARGET: A SEGMENT OF SKIERS
ESTIMATE $ VALUE OF TARGET SEGMENT
STEP BACK
SUBSTANTIATE
2. SAY WHO PAYS FOR YOUR PRODUCT / SERVICE
DISTRIBUTION OPTIONS
PRICE YOUR PRODUCT / SERVICE
3. SHOW HIGH POTENTIAL
HIGH POTENTIAL TRAITS
4. DESCRIBE YOUR PRODUCT / SERVICE
5. ANALYZE YOUR COMPETITORS
FRAME THE COMPETITIVE SPACE
6. DIFFERENTIATE FROM YOUR COMPETITORS
BUILD COMPETITIVE ADVANTAGE
7. PROTECT YOUR ADVANTAGE
8. BALANCE YOUR TEAM
9. SUBSTANTIATE YOUR CLAIMS
10. QUANTIFY
EXAMPLE: QUANTIFY YOUR BUSINESS MODEL
STAGES OF VALUE CREATION
STAGES OF VALUE CREATION
STAGES OF VALUE CREATION
10. QUANTIFY
HOW TO WIN THE $50K