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HR Value Proposition

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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 systemic approach that makes visible and credible the value-added contribution of HR.

The Value Proposition Canvas makes it possible to zoom into the details of the value proposition and customer segments that are targeted. Value proposition and customer segments are two of the nine building blocks of the Business Model Canvas. The Business Model Canvas is a (visual) tool to create and analyse business models. Both canvases are applied to explain the added value of HR

Publié dans : Business, Technologie
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HR Value Proposition

  1. 1. HRVALUE PROPOSITION @visueelhr -edition
  2. 2. “ ” Intro
  3. 3. “ ”
  4. 4. 1 Business Model Canvas Pages 5 – 9 2 HR Business Model Canvas Pages 10 – 20 3 Value Proposition Canvas Pages 21 – 28 4 HR Value Proposition Canvas Pages 29 – 36 Table Of Contents
  5. 5. MODEL BUSINESS CANVAS 1 @visueelhr
  6. 6. “ “ ” ” Definition Alexander Osterwalder
  7. 7. Key partners – describes the network of suppliers and partners that make the business model work The 9 Building Blocks Key activities – describes the most important things a company must do to make its business model work Key resources – describes the most important assets required to make a business model work Value proposition – describes the bundle of products and services that create value for a specific customer segment Customer relationships – describes the types of relationships a company establishes with specific customer segments
  8. 8. Channels – describes how a company communicates with and reaches its customer segments to deliver a value proposition The 9 Building Blocks Customer segments – defines the different groups of people or organisations an enterprise aims to reach and serve Revenue streams – represents the cash a company generates from each customer segment Cost structure – describes all costs incurred to operate a business model
  9. 9. Customer relationships Key activities Customer segments Key partners Value proposition Cost structure Revenue stream Key resources Channels Business Model Canvas
  10. 10. MODEL BUSINESS CANVAS 2H R @visueelhr
  11. 11. “ “ ” ” Definition
  12. 12. HR Business Model Canvas – Value proposition Value proposition – the collection of products and services a business offers to meet the needs of its customers. Applied to HR, HR offers the deployment of the right people at the right place in the right time.
  13. 13. HR Business Model Canvas – Key activities Key activities – the most important activities in executing a company’s value proposition. Applied to HR, HR conducts activities related to input, throughput and output of people.
  14. 14. HR Business Model Canvas – Key resources Key resources – the resources that are necessary to create value for the customer. Applied to HR, HR has technology, administrators and advisors at its disposal. Also high- potential employees are important.
  15. 15. HR Business Model Canvas – Key partners Key partners – in order to optimize operations and reduce risks of a business model, organization usually cultivate buyer-supplier relationships so they can focus on their core activity. Applied to HR, key activities can be outsourced or purchased by Business Process Outsourcing, a Shared Service Centre, Interim Services or head hunters. Also relationships with legislators and regulators are important.
  16. 16. HR Business Model Canvas – Customer relationships Customer relationships – to ensure the survival and success of any businesses, companies must identify the type of relationship they want to create with their customer segments. Applied to HR, customer relationships are built and maintained through meetings, self- service and personal advice.
  17. 17. HR Business Model Canvas – Channels Channels – a company can deliver its value proposition to its targeted customers through different channels. Applied to HR, HR is delivering the right people in the right place in the right time through an HR portal, a staff shop, advisor and telephone and (e-)mail.
  18. 18. HR Business Model Canvas – Customer segments Customer segments – to build an effective business model, a company must identify which customers it tries to serve. Applied to HR, HR is serving the board of directors, management and (future) employees. In addition, (external) customers and investors are seen as a customer segment.
  19. 19. HR Business Model Canvas – Revenue streams Revenue streams – the way a company makes income from each customer segment. Applied to HR, HR gets a budget at its disposal to ensure the deployment of the right people at the right place at the right time.
  20. 20. HR Business Model Canvas – Cost structure Cost structure – this describes the most important monetary consequences while operating under different business models. Applied to HR, HR has staffing, technology and office costs.
  21. 21. VALUEPROPOSITION CANVAS 3 @visueelhr
  22. 22. “ ” Intro
  23. 23. Product leadership – the focus is on development, innovation, design, time-to-market, high margins in a short timeframe. Value disciplines Operational excellence – the focus is on efficiency, streaming operations, Supply Chain Management, no- frills, volume counts. Customer intimacy – focus is on CRM, deliver products and services on time and above customer expectations, lifetime value concepts, reliability, being close to the customer.
  24. 24. Model Treacy and Wiersema Product leadership Customer intimacy Operational excellence Value proposition
  25. 25. Definition Alexander Osterwalder ” “
  26. 26. Products and services – describes the bundle of products and services offered to the selected customer segment The 6 Building Blocks Gain creators – describes how the bundle of products and services create customer gains Pain relievers – describes how the bundle of products and services alleviate customer pains Value proposition:
  27. 27. Customer job(s) – describes what a specific customer segment is trying to get done Pains – describes negative emotions, undesired costs and situations, and risks that customers experience or could experience before, during, and after getting the job done The 6 Building Blocks Gains – describes the benefits customers expect, desire or would be surprised by Customer segments:
  28. 28. Value Proposition Canvas Gains Pains Customer segments Customer job(s) Value proposition Gain creators Pain relieversProducts and services Fit
  29. 29. CANVAS PROPOSITION VALUE 4H R @visueelhr
  30. 30. “ Definition ”
  31. 31. HR VP Canvas – Products and services Products and services – describes the bundle of products and services offered to the selected customer segment. Applied to HR, HR manages workforce in a flexible, open organisation with an eye for changes at such a motivational and on the organisation customized method (value discipline) that the workforce is as much as possible equipped with skills with which they can give their work shape and content without frequent interference by management. Reputation and relationship with investors and customers are strengthened indirectly.
  32. 32. HR VP Canvas – Gain creators Gain creators – describes how the bundle of products and services create customer gains. Applied to HR, HR delivers a contribution to an organisation by: • organizing the presence of talent, individual responsibility, the right people in the right place and a structure that's right; • to recruit the right people, to train them in the right way, develop and reward them, to communicate with them in the right way so that there is confidence and involvement at the strategic direction; • leadership development; • offer of HR analytics to management; • to act as a coach and facilitator of management/employee.
  33. 33. HR VP Canvas – Pain relievers Pain relievers – describes how the bundle of products and services alleviate customer pains. Applied to HR, HR delivers a contribution to an organisation by : • the conduct of a payroll and HR administration and generate (management) information; • supporting the management and employees at reorganization, redeployment and firing; • to have specialist knowledge of laws and regulations and to inform management and workforce about laws and regulations; • to ensure the welfare and safety of employees; • adhering to good employment principles.
  34. 34. HR VP Canvas – Customer job(s) Customer job(s) – describes what a specific customer segment is trying to get done. Applied to the (internal) customers of HR, they try to get the following done: • management deploys, stimulates and develops workforce in order to achieve strategy and objectives; • an employee is committed in order to achieve organisational goals and individual goals and aspirations; • an investor tries to increase the value of an organisation by increasing revenue, reputation and credibility; • a customer acquires a product or service and is trying to build a relationship.
  35. 35. HR VP Canvas – Gains Gains – describes the benefits customers expect, desire or would be surprised by. Applied to the (internal) clients of HR, expects or wishes : • management to have the right workforce at the right time and in the right place; • an employee and management to have reliable and relevant information; • an employee meaningful and interesting work, live up to ambitions, influence and that promotion and higher pay are provided; • an investor confidence in the future; • a customer to have a good relationship.
  36. 36. HR VP Canvas – Pains Pains – describes negative emotions, undesired costs and situations, and risks that customers (could) experience. Applied to the (internal) customers of HR : • employee/manager experience large administrative burden; • manager struggles with the question of how to address reorganisation and downsizing; • unawareness of laws and regulations by employee/manager; • manager has inadequate view on potential, ambition and performance of workforce; • manager has no availability of employees; • fear of investor that organisation comes negative in the news (strike); • no customer empathy.
  37. 37. Inspired by Business Model Generatie – Alexander Osterwalder The Discipline of Market Leaders – Treacy en Wiersema Value Proposition Design – Alexander Osterwalder
  38. 38. Inspired by The HR Value Proposition – Dave Ulrich A Freehand Drawing Search Engine – Pictofigo Slidedocs – Nancy Duarte

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