Network Sustainability
Workshop
Creating a Value Proposition
Network Business Planning
Worksheets
600 East Superior Street, Suite 404 │ Duluth, Minnesota 55802
218-727-9390 │ www.ruralcenter.org/rhi/network-ta
Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL HEALTH INNOVATIONS, a
subsidiary of the National Rural Health Resource Center
Creating a Value Proposition Worksheet:
Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 2 of 7
Creating a Value Proposition Worksheet:
Step 1: Needs Assessment
Member Organizations: (list)
Mission:
Vision:
Strategic Objectives: (list)
1. Member Needs Assessment
What work/jobs are your members trying to get done or problems they are trying to
solve? (brainstorm)
Work/jobs to be done and problems to solve:
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 3 of 7
Creating a Value Proposition Worksheet:
From the compiled list of work/jobs and problems, brainstorm another list that associates
Pains and Gains to the overall list of work/jobs and problems. Then rank the Pains and Gains
according to their intensity or relevance.
1a. Member Pains: Describe the
negative emotions, undesired costs,
and situations that your members
experience before, during or after getting the
work/job done.
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What are your members’ main challenges?
What risks do your members’ fear?
What common mistakes do your members
make?
Rank each pain according to the intensity it
represents for your members and how often
occurs. (3=high, 1=low)
Rank
List of Pains
1b. Member Gains: Describe the
benefits your members expect,
desire, or would be surprised by;
including functional utility, social gains,
positive emotions, and cost savings.



it
What would make your members work/job
easier?
How do your members measure success or
failure?
Rank each gain according to its relevance to
your members and how often it occurs.
(3=substantial, 1= insignificant)
Rank
List of Gains
Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 4 of 7
Creating a Value Proposition Worksheet:
Step 2:
Based on the brainstormed and prioritized list of Pains and Gains AND considering the
organizations’ mission, vision, and strategies; brainstorm a list of possible products or services.
Include the organizations’ current products, services, and member benefits along with any new
ideas that are generated. This section requires you to analyze and synthesize the needs
of your members into specific products and services that are aligned with your
network’s mission and vision. Allow yourself to consider the needs from a fresh look at your
member’s work/jobs and associated pains/gains. You may come up with some new ideas.
2. Initial Listing of Potential Business Product or Service:
What is the business product or service that will reduce members’ pains and increase
members’ gains (needs assessment) AND is aligned with the network’s mission, vision, and
strategic objectives?
RANK
Name of Product/Service
Rank all products and services according to their importance to your members.
(3=crucial or 1=trivial)
Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 5 of 7
Creating a Value Proposition Worksheet:
Next step is to consider each of the specific products/services in turn, and articulate how the
product/service will ‘relieve the pains’ or create ‘gains’ for the member. This section is the
hard work of developing value propositions for each of the products/services. Start
with the products/services that have been ranked as crucial. Refer to all of the earlier work of
brainstorming the pains and gains that your members experience or expect. Keep your
member’s perspective as your frame of reference.
2a. Relieve Pains: Describe how this product or
service alleviates member pains. (Intense relief or
light relief).
 Rank each pain reliever according to the intensity
it represents for your members.
2b. Create Gains: Describe how this product or
service creates member gains or reduces
negative emotions. (Substantial or insignificant).
 Rank each gain creator according to its
relevance to your members.
Intense relief (+) or Light relief (-)
Substantial (+) or Insignificant (-)
Product/Service 1
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Product/Service 2
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Product/Service 3
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Product/Service 4
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Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 6 of 7
Creating a Value Proposition Worksheet:
2. Final Description of Business Product/Service:
What is the business product/service that will meet your members’ needs
assessment AND is aligned with the network’s mission, vision, and strategic objective?
Product/Service
How does this meet Member
Needs and/or Relieve Pains/
Create Gains?
Does this align with
Organization Mission,
Vision, Strategies?
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Based on Business Model Generation: Business Model Canvas and Value Proposition Designer and designed by RURAL
HEALTH INNOVATIONS, a subsidiary of the National Rural Health Resource Center, 3/2015
Page 7 of 7