Choose one audience
A useful value proposition becomes clearer when it is written for a real group of people, not everyone.
Worksheet 02 / Positioning
Make your value specific enough to understand—and choose.
A practical worksheet for moving beyond a list of services and articulating the human difference your audience genuinely values.
Free for personal, internal-team, and educational use. Please do not resell or redistribute. Resource terms.
Best forLeaders, founders, marketers, fundraisers, and business development teams
Use it forPositioning work, messaging workshops, and offer development
FormatPrintable PDF worksheet
What you’ll work through
Leave with a better conversation—and a useful next move.
- 01
Separate features and services from the value people actually receive.
- 02
Identify the audience need your organization is especially equipped to meet.
- 03
Clarify the credible difference competitors cannot easily claim.
- 04
Draft a value proposition that can guide messaging, sales, fundraising, and creative work.
Make the tool useful
Do more than fill in the blanks.
Name the meaningful change
Describe what becomes better, easier, safer, stronger, or more possible because of your work.
Test the language
Ask whether the statement is true, relevant, specific, and difficult for a competitor to copy honestly.
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