The document outlines an approach for GPSA to market its product lines by focusing on solving customers' problems. It recommends identifying the key problems faced by potential clients in each industry and demonstrating how GPSA's products and services directly address those problems. This customer-centric approach frames GPSA's offerings as solutions to real issues experienced by the target markets. Staff would brainstorm the relevant problems for different product lines and priority clients to develop customized sales pitches centered around the problems each solution solves.

1. So what’s in it
for me?
Analysis and recommendations for
GPSA product lines
Developed by Belmac Integrated
Communications.

2. What problem are we trying to solve?
 Thanks to Mark Endacott for that one!
 Based on extensive experience, planning and
research, GPSA have developed a capability statement and
suite of products.
 This brief presentation outlines the steps needed to make
this produce offering enticing to the target markets.
 The approach is based on a private sector, commodity
marketing approach – this requires a customer focused
approach.
 It’s all about THEM.

3. You’ve got the solutions. But what are the
problems? And who is the client?
Professional industry What problems are being
services solved for the client?
• CRM industry solutions
• Information management
in primary care
• Financial management
• Strategic planning and
business development
• Risk evaluation and
development of risk
management systems
• Quality management
system development
• Business re-engineering

4. An example using a well known product.
Nappies.
Problems for nappy Solutions offered
purchaser
• Leakage
• Nappy rash
• Stay wet and
uncomfortable
• Need changing often
• Have to change during
the night

5. Suggested approach
 Each product needs to be ‘worked up’ using this
approach.
 Structured ‘brainstorm’ or ‘card storming’ session with
staff.
 Then a customer focused pitch can be developed for
each product line.
 Focus on high priority potential clients.
 Develop the ‘problems’ that you’re solving for these
clients.
 The sales messaging will evolve from this process.