Taylored Solutions uses its proprietary Value Management Model, and the associated methods and tools, to ensure that the exchange of value between business stakeholders is both managed and monitored in ways that maximise return for both parties.

The programmes available are tailored to meet your specific needs and will, for example, be different for an existing relationship rather than a new one.

We can facilitate the processes with both parties, introduce core sub-components and/or work with you on our DIY Programme.

The model contains the following components:

Expectations Review
This is a review process through which the underlying assumptions and expectations of the parties in the relationship are explored.

It identifies where parties have gaps or differences in their understanding and their expectations about the relationship.

What is valuable to one person may not be to another!

Value Balance Sheet
Provides a periodic 'snap-shot' of the relative contribution and return by parties in a relationship. This covers financial and non-financial factors and ensures that the value being exchanged is visible to all those involved. This is also a protection against changes in people.

Key Performance indicators
This is the measurement of performance and service level delivery within the relationship. A common approach used it that of the Balanced Scorecard.

Business Relationship Scoreboard
This allows a party to monitor the overall value it derives from being in the relationship with the other party. This is particularly appropriate where there are multiple dimensions to the relationship, e.g. they have a number of different ventures together.

Benefits
The net benefit of the Value Management programmes is the retention and protection of relationships (e.g. customers) that are important to a business.

It does this through ensuring that there is a greater level of understanding about relationships, providing tools to make the exchange of value in the relationship more visible, improving the client (TS client) understanding about the possible issues their partners perceive.

 

Client Feedback:

"In the future Electrix will continue to move further towards introducing the Value Management System, a unique product developed by Taylored Solutions, that will enable the real value of the client relationship to be understood by all the partners."

From a personal viewpoint I have always found Gillian Taylor and her colleagues easy to do business with, and to be consistently modeling the behaviours that go towards building the long-term relationships and behaviours that businesses today need to exhibit."
Jeff Foster, Electrix Ltd

"Most people involved within the decision making to form and run an Alliance will do so focused on the market and how the Alliance will address that market. This leaves a large hole in the fundamental requirements and understanding of "how" disparate companies interact, how the existing internal groups perceive and act with the Alliance.

Rules around behaviour, recognition of contributions and setting of goals are the real details upon which success or failure will be measured. Results, once an agreed measurement is enforced, will most probably not fall equitably. Systems to recognise this and then deal with the implications are needed. Strong communications between parties in the Alliance and between parents are the glue to moving forward in a manner which will become acceptable to all.

Gillian has seen these matters evolve. She has implemented steps to measure, report and facilitate the growing experiences of an Alliance."
Robin Thornton, EDS NZ Ltd

"Gillian Taylor of Taylored Solutions has over the last 12 months provided me with professional services to improve the Relationship we have some of our major customers, by focusing on the total picture of Value Management.

Gillian's input and feedback on some of our activities and approach has enabled us to modify and improve our processes and customer approach. This has also meant changes in some of our reporting to ensure we are measuring non-traditional indicators.

The feedback to date from these key clients has been positive, although initially it took some time to get their buy in, and in some cases a wait and see attitude exists.

In summary, I found the concepts and Gillian's approach to them refreshing. While the results are not instant I believe the Value Management does provide a powerful tool longer term."
Grant Olliff, Axon Computer Systems Ltd

"The work on managing value in the alliance helped us, as representatives of the parent companies, to gain visibility of the overall value of the alliance to us. It helped us understand each others position better and hence we could hold a more meaningful discussion to resolve problems".
Paul Muckleston, Microsoft (NZ) Ltd

" ...a significant piece of work on how value is captured, measured and used for the alliance. The work gave the alliance executives insight into how each company viewed the alliance and what constituted value for them. Strategies were able to be amended accordingly and greater understanding of the value drivers allowed each company to play to each other's strengths. We are still using the processes that Gillian set up for value capture and measurement".
Helen Meehan, Telecom New Zealand Ltd