This course is designed to ensure that you turn your offers into compelling ‘value propositions' and grow demand for your products and services. It will require you to think laterally about what you actually offer your chosen market(s) in order to capitalise on sales and marketing opportunities. This will help you build demand generation, pipeline, revenues and profits for your company.

Who should attend?

This course is for practitioners or managers whose role (or a part of it) will involve the research, development and delivery of customer value propositions - defining and developing offerings to a market/segment/audience/customer. It is likely that you will work as part of a dedicated or virtual team responsible for planning, business case development or implementation.

Learning outcomes

  • Define and evaluate customer propositions.
  • Understand and apply key principles in developing customer propositions.
  • Work more effectively with other functions in the organisation to deliver successful customer propositions.
  • Align multiple customer contact points to ensure consistent delivery.
  • Evaluate and measure the effectiveness of propositions, both internally and externally.
  • Develop an understanding of, and the skills relating to, the formulation of compelling business cases – ensuring that propositions can be sold internally, before externally.

Course Dates

Start Date End Date Location
19 Mar 2019 21 Mar 2019 Moor Hall
10 Jun 2019 12 Dec 2019 Moor Hall
23 Sep 2019 25 Sep 2019 Moor Hall

Course Director

Gopal Kutwaroo

Dr Gopal Kutwaroo has over 18 years' senior marketing leadership, consulting and training experience, developing, launching and easuring alliances, partnerships, mergers and acquisitions across global software, hardware and telecommunications industries (Microsoft, Dell, Cisco, Nokia, Siemens, BT Group) as well as industries including retail, manufacturing, financial services, energy, construction, media, automotive, professional services and aerospace. Dr Kutwaroo is a course director, university lecturer and consultant in the fields of marketing, sales and channel/alliance management at CIM, Cardiff, Athens and Kent University Business Schools.


Is this course right for me? To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

  • CoBrowse