Category:Marshall Call

Marshall talked about a value tree, like in Money & You. unique above the line _ _ _ _ _ _ _ _ _ _ commodity below
 * Predicatable Transformation
 * Transformation
 * Expereince
 * Service
 * Product
 * Commodity

So my take away about dynamic value is about moving into the unique value offering, above the line, and continuing improving and adding value.

A new learning, is like the 4 feet ring toss game. If you can offer predicatble transformatuon then can go for retainer PLUS bonus. Bonus is a sure thing, because the transfromation if predicatable.

You know when you are below the line in proce consciousness, when the buyer is fully informed and there are many alternative sources of service/product supply. Ouch!!!

What do you think? ( Paul Zaman )

 James Rosales  response:

most businesses that I see are NOT playing at the DyVal level - creating a memorable experience or creating a predictable transformation .... anyone without DyVal (product or service) will be struggling as there will be imitators and copiers - so they won't be out in front. ask our prospects: 'are you leading or following? what's your strategy to be the leader? how do you become a leader?' ... do they understand the value equation?

BRIGHTNESS: Marshall will guide you through a 2 day process which will allow you to transition your business (from a follower) into a space where you are unique (the leader), so there are no alternative sources of supply - people will pay almost anything for your offer once you reach this level, won't they?

DARKNESS: how much longer are you willing to stay struggling and be following?