Complete 2 Business Disc

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Disc 1:

Communicating Bad News

Scenario: You are a middle manager at a large technology organization. You arrived at work today to find out that your organization is going through a reorganization. There will be mass downsizing – immediately. You met with your boss, who informed you that the company has been losing revenue for too long and immediate action is necessary. More decisions are to come.

Your job is not in jeopardy; however, you will lose team members in the downsizing. Your team members are panicked and you need to step up to address the issue with them. You also need to maintain productivity and the results.

You call a meeting to discuss this with your team. This is not an easy message to communicate, but a common one. Discuss your strategy with us by addressing these questions:

  • What is your communication strategy with your team?
  • How often will you provide communication to your team about updates? You need to keep them informed, but not panicked.
  • How will you get your key message across, while keeping your team productive?
  • What can you do to reduce the challenges of distraction and the rumor mill for your team?

Diisc 2:


Value Proposition

In the HBR articles, “The Elements of Value” and “The B2B Elements of Value” the authors describe many “elements of value” in their Value Pyramids that extend simple product and service features and benefits.

  • In the B2C-focused Elements of Value article, these elements of value meet four kinds of need in the B2C market place – Functional, Emotional, Life Changing, and Social Impact.
  • In the article about B2B Elements of Value, these elements meet 5 groups of value – Table Stakes, Functional Value, Ease of Doing Business Value, Individual Value, and Inspirational Value.

When they are optimally combined, it will increase customer loyalty and revenue growth.

Based on the product or service you chose for your marketing plan, briefly describe which of the B2C or B2B value elements you believe match your product or service. For example, Apple excels on 11 elements in the Value Pyramid, several of them high up in the pyramid, which allows the company to charge premium prices.

NOTE: If your organization is a non-profit, read the “Elements of Value” article.

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