#value disciplines

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Michael Treacy is a management professor in the field of market leadership. Read more about his biography, quotes, theory and books.

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Vision of HR Value Proposition

Vision of HR Value Proposition

A value proposition is a statement that clearly identifies what advantages customers will receive by purchasing a particular product or service. Applied to HR, the HR value proposition is a systemic approach that makes visible and credible the value-added contribution of HR.

The Value Proposition Canvas

The Value Proposition Canvasmakes it possible to zoom into the details of the value…

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3 Ways Artists Can Differentiate Themselves

Artists tend to think of themselves as, well, artists. But around here we tend to think of them as small businesses that sell art. It’s an important mindset shift for artists that want to maintain control of their own music and careers.

One of the best tools in the business world is the idea of Value Disciplines, first introduced by Michael Treacy and Fred Wiersema. In short, they suggest that a business can only be great at 1 of 3 things: Operational Excellence, Product Leadership, and Customer Intimacy. They say that the best businesses out there can be placed easily in one of these categories, while trailing businesses are left trying to be everything to everyone.

Taylor Swift is operationally excellent. She has mastered the “business process” of cranking out relatable songs that millions continue to gobble up. Taylor knows that fans looking for an intimate relationship or the most cutting-edge music will pass on her, but she knows that her fans are searching for value.

Radiohead has embodied product leadership. The members have remained aloof personalities, but they’ve been able to secure customer loyalty through innovation. By constantly pushing the boundaries that they themselves have created, they developed an audience of people that live to challenge the status quo, that seek out innovation.

Zac Brown Band has developed customer intimacy. Zac is known for having some of the most loyal fans, and a large part of that is because they know him personally. He willingly opens up who he is as a person, and his fans have developed a fierce loyalty as a result. This discipline is all about empowering your customers with control.

As you develop your brand, determine which value discipline is right for you. Then, provide that value to your fans.