School of Management and Entrepreneurship

Management Consulting
(STM 653)
MBA 2019-21
Instructor: Prof. Arup Mazumdar

VALUE PROPOSITION
ASSIGNMENT 2

Submitted by:
Ritika Sharma (1910120028)
 APPROACH FOCUS: DO FACTORS TO BE
DEPRIORITIZED: DON’T
1. Offer reduced price
1. Offer high quality delivery
a) Rebate agreements
a) Lead time extended
b) Ecommerce solution to
1. Value sales b) Consistence of Delivery
2. Provide differentiated assistance
c) Reduced warranty/extra
Proposition - services a) Remote technical support

Cash 2. Agree on better payment terms

b) Response deadlines
extended
Protector a) Long deadlines avoidance
3. Guarantee high-quality products
a) Portfolio limited to
b) Debt inflexibility products with low rates of
failure
3. Better Salesforce b) Mix with lower
performance but higher
reliability
 APPROACH FOCUS: DO FACTORS TO BE
DEPRIORITIZED: DON’T
1. Offer reduced price
1. Provide differentiated assistance
a) Rebate agreements
a) Remote technical support
b) Ecommerce solution to
b) Response deadlines
2. Value sales
c) Reduced warranty/extra
extended

Proposition - services 2. Agree on better credit/payment

terms
2. Offer high quality delivery
Delivery a) Lead time extended
a) Long deadlines avoidance
b) Debt inflexibility
Oriented b) Inventory flexibility
c) Consistency of Delivery
3. Guarantee high-quality products
a) Portfolio limited to
products with low rates of
failure
b) Mix with lower
performance but higher
reliability
 APPROACH FOCUS: DO FACTORS TO BE
DEPRIORITIZED: DON’T

1. Agree on better payment terms

1. Provide differentiated
assistance a) Long deadlines avoidance
b) Debt inflexibility
3. Value a) Remote technical support
b) Response deadlines
Proposition – extended 2. Offer reduced price
a) Rebate agreements
Failure 2. Offer high quality delivery b) Ecommerce solution to
Intolerant a) Lead time extended sales
c) Reduced warranty/extra
b) Inventory inflexibility
services

3. Guarantee high-quality
products
a) Solution Development
b) Strategic partnership
 APPROACH FOCUS: DO FACTORS TO BE
DEPRIORITIZED: DON’T
1. Guarantee high-quality
products 1. Offer high quality delivery
a) Complete Range of a) Lead time extended
products b) Inventory inflexibility
4. Value b) High product 2. Provide differentiated assistance
Proposition – performance
c) Solution Development
a) Remote technical support
b) Response deadlines
Product extended

Meticulous 2. Strategic partnership 3. Offer reduced price

a) Rebate agreements
b) Ecommerce solution to
sales
c) Reduced warranty/extra
services
THANK
YOU