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Author's profile photo Alan WATKINS

How to articulate value to a prospect – (Template Available)

Show me the money. A term I first heard used in the 1996 film Jerry Maguire, where a North American Football star Rod Tidwell, played by Cuba Gooding Jr, attempts to articulate exactly what he wants from his struggling sports agent. The phrase always serves as a reminder to me that at the end of the day that’s what we all want as customers.  The money.

Don’t know what I am talking about?

Take a quick look now; it’s worth 1 minute and 7 seconds of anybody’s time.

Show Me The Money – scene from the film Jerry Maguire

As Rod Tidwell so eloquently puts it, the engagement with his agent Jerry Maguire is all about one thing and one thing alone, its what an agent is paid to do, secure “The Money”.

For me it’s a great way to remind myself each and every day that its important for all of us to provide value in what we do. What value am I providing, to my job, to my boss, to my customers? Is what I am doing right now creating value?

Whether we call it value, service, or quality it doesn’t really matter. The thing we are all looking for, as consumers, as companies, even multi national conglomerates is always the same.

What’s in it for me?

Now in business that could be a 10% reduction in manufacturing costs, or a 23% higher capacity utilization, or even an 18% reduction in unplanned downtime.

Or identifying the key challenges in your industry such as Changing Customer Behavior, Increasing Margin Pressure or Volatile Regulatory and Risk Landscapes.

But even more importantly which areas of your business can be improved, what actions can you take to drive increased value in your business, and how much value can be created.

Whatever your business process, whatever your line of business, whatever your industry it always come back to one thing. Show Me the Money!

So Kick Start your deals with Point Of View Templates

An SAP customizable co-branded industry presentation showcasing industry trends, SAP solutions and partner specific capabilities is intended to do exactly that. By benchmarking companies in your industry we can share key performance indicators that you can compare with your performance to see if and how you could improve and what value that could bring to your business.

At SAP we call these Industry Specific Point Of View documents and our customers really love the way this approach focuses on how they can improve their business.

You should Kick Start every deal with Point Of View presentations – Now available for SAP Partners

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