BRMP Exam 2024 with Solutions for Questions| Verified Answers
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Course
BRMP
Institution
BRMP
Customer Value Hierarchy - ANSWER - discovery technique that's based on Kano Model
- x axis = customer value, y axis = effort/cost
1) wow/differentiators (⬆ value/⬇ effort)
2) want to have/satisfiers ( value/ effort
3) table stakes/got to have (⬇ value/⬆ effort)
- Categorize as deficie...
BRMP Exam 2024 with Solutions for
Questions| Verified Answers
Customer Value Hierarchy - ANSWER - discovery technique that's based on Kano Model
- x axis = customer value, y axis = effort/cost
1) wow/differentiators (⬆ value/⬇ effort)
2) want to have/satisfiers (➡ value/➡ effort
3) table stakes/got to have (⬇ value/⬆ effort)
- Categorize as deficient, meets or exceeds
- Categorize relationship quality as weak, moderate, strong, very strong =
"diagnosing relationship quality"
Relationship Value Mapping - ANSWER - Planning technique
- Assess key relationships based on relationship value
- X axis = Importance: approver, decision maker, evaluator, user
- Y axis = Quality: weak, moderate, strong, very strong (derived from customer value hierarchy)
- result is grid of what areas need improvement. These should flow into a
relationship improvement plan
Relationship Improvement Planning - ANSWER - Planning technique
- Derived from relationship Value map
, - template with details around improvement plan
Strategy on a Page - definition - ANSWER - Planning technique
- Concrete description of the future relationship that is attractive and compelling for
both parties
Strategy on a Page - 5 components - ANSWER 1) Shared Vision - common set of goals
2) Relationship Characteristics
3) Performance Measures
4) Key Initiatives
5) Operating Principles
Discovery Techniques in Strategic Relationship Management - ANSWER - Linking business
drivers with technology
- Building a customer value hierarchy
- Diagnosing Relationship Quality
Planning Techniques in Strategic Relationship Management - ANSWER - Relationship
Value Mapping
- Relationship Improvement Planning
- Relationship Strategy on a Page
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