Finding Hidden Value to Propel Buy-in

Finding Hidden Value to Propel Buy-in

Course Recap
The solution with the largest perceived business value always wins. Yet, too often sales and delivery teams fail to win deals or get critical implementation support because over 50% of the solution’s real value is NOT articulated. This course strips away the mystery of how to uncover and articulate compelling hidden value, often concealed in plain sight.

Course Description
Weak value explanations mean shaky buy-in from key stakeholders. Typically hidden in plain sight, a solution’s overlooked business value can make the difference between sales and delivery success – or failure. Traditionally “value hunting” has been a highly refined skill, reserved for those rare individuals with decades of practice. However, working with VSR Council members worldwide, this course has uncovered and codified 80 “where’s the hidden value” strategies, in clear, simple terms. Attendees learn how to become the “Sherlock Holmes” of value discovery, thus helping to get business cases over the acceptance hurdle and thus gaining the crucial support from both buyers and implementation stakeholders.
What You’ll Learn

1. Top areas to search for hidden value
2. A powerful four step process for sniffing out hidden value
3. How to explain newly uncovered value to stakeholders
4. How to translate this course learning into your work world

Course Structure

Four weekly 90 minute, instructor-led interactive web sessions, plus between-class discussion groups and exercises.

Course Topics

Pre-Session exercise: Allocate 30 minutes prior to the course to complete a self-assessment form related to your hidden value needs and objectives for this course.

Session 1: Why hidden value is a big deal

• Magnitude of hidden value, and why it exists

• Lessons learned from hidden value success stories

• Weekly exercise: Select a hidden value opportunity area within your work world and speculate what hidden value areas may exist, based on guidelines from today’s session

Session 2: Where hidden value lies and how to find it: Part A

• Discussion of weekly exercise on hidden value opportunity areas

• Twenty rich sources of hidden value, including ‘outside the box’, ‘intangibles’, ‘executive personal hot buttons’ and ‘field trips’

• Weekly Exercise: Using your selected hidden value opportunity area, identify and explain two possible hidden value areas to consider exploring

Session 3: Where hidden value lies and how to find it: Part B

• Discussion of weekly exercise on four possible areas of hidden value opportunity

• Twenty more sources of compelling hidden value

• Weekly Exercise: Using your selected hidden value opportunity areas, identify and explain two additional possible hidden value areas to consider exploring

Session 4: Developing a hidden value approach for your world

• Tips for gaining buy-in to the hidden value you discover

• How to empower your team to be “hidden value” experts

Upon Completion This Course, Attendees Will:
  • Understand how to find hidden value that has eluded others
  • Possess a pragmatic process for uncovering hidden value in their world
  • Articulate the payoff from hidden value strategies to team members, superiors and clients
  • Boost their personal reputation for value management innovation
Attendees Will Receive:
  • Stimulating interaction with course instructor and attendees
  • Soft copy of key course materials, including checklists, presentations and examples
  • List of additional reference material
  • A complementary 20 minute “ask the instructor: phone call, within 30 days of course completion

Register now. Classes are limited. For more information on this and other “QuikLearn” courses, contact:

About the Value Academy

• The Value Academy is a training platform
• Uniquely empowering business and IT professionals
• Designed for value practitioners, salespersons, product marketers, and their leaders
• Academy courses are delivered by top instructors in their field.

Who should take this course?

Business Value Consultants
Boost your impact via more powerful business cases

Sales Teams
Bolster the impact of proposals, presentations and contract negotiations

Product Marketers
Strengthen external and internal product appeal by via stronger value appeals

IT Leaders
Identify ways to show business stakeholders more value from their investments and from IT itself.

Customer Success and Account Managers
Help clients find more value than expected from planned and ongoing implementations and subscription operations

Change Management Leaders
Use expanded value appeal to boost user adoption

Find Out More!

Course Categories

  • Course Price: $199.00

Course Instructors

Dinesh Kumar
Dinesh Kumar

Chief Technology Officer and Capability Architect, Mitovia

Shimon Abouzaglo, Instructor
Shimon Abouzaglo, Instructor

Shimon Abouzaglo, Founder and CEO of The Value Council

Jack Keen, Instructor
Jack Keen, Instructor

Founder of The Value Council, Managing Director, The Value Academy

The Value Selling & Realization (VSR) Council is an organization made up of forward-thinking Sales and Corporate executives that operates with a central mission: Maximize value from investments in IT-enabled change by establishing and promoting value management awareness and understanding, standards, practices, and tools that enable technology vendors and enterprise corporate executives to collaborate in developing and executing a “roadmap to value”.

Contact Us

13410 Preston Road
Dallas, TX 75240

Phone: 1.214.709.7613