Blue Heron Consulting Corporation retained Wiglaf LLC to craft a business impact model that quantifies the value of selecting Blue Heron for implementation services of Utility Customer Information Systems (CIS).

Blue Heron Consulting is a worldwide provider of professional business and technical services to utilities and energy companies in their implementation, customization, and maintenance of CIS systems. Founded in 1999, Blue Heron Consulting has grown aggressively and continues to define new means to provide value to their clients.

Steve Northrup, CEO and President of Blue Heron Consulting, said that Wiglaf's deliverable helps Blue Heron to penetrate the market. “We required a tool to demonstrate the value of our company and services to customers. Wiglaf met these requirements, professionally and on-time / on-budget. They provided a service that our marketing department didn’t’ have time to act on. We are pleased to have the services of Wiglaf to create marketing tools and scan the market for customer demands.”

Utilities have purchased from Blue Heron in order to capture the business value that Blue Heron delivers through project based work. A business impact model that quantifies this value over the lifetime of a project provides a compelling message to select Blue Heron. Wiglaf was selected to create the business impact model and associated sales message.

Blue Heron’s business impact model uses a few high-level project factors to generate the anticipated client savings over the lifetime of a large project. For Utility CIS implementation projects, these project factors include the number of utility services offered, the number of system interfaces, and the number of accounts. From these high-level factors, an estimated project plan is generated along with the anticipated savings in selecting Blue Heron over other competitors.

To support the quantitative argument, the business value of Blue Heron’s services is described by highlighting the points-of-parity and points-of-differentiation with other industry competitors.

Through the quantitative financial model and the qualitative market positioning message, the market value proposition of Blue Heron has been clarified. Both the sales and marketing team of Blue Heron intends to utilize the business impact model for communicating their value to clients and developing prospect relationships.

© 2003 Wiglaf LLC