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Defining value propositions to engage with opportunities

Client

Australian Research Council

Services

Business Architecture
Service Design

Year

2020

The Australian Research Council (ARC) is pursuing an opportunity to deliver a flexible capability including end-to-end services for organisations that provide grants to the research sector throughout all stages of the grants delivery lifecycle. As the first step in establishing the business model, ARC wanted to gain an understanding of the highest areas of value in its existing service delivery, and to better understand its unique market position as a provider of services, not only to government, but more broadly across the research sector.

ARC engaged Pragma to guide the process and assist in defining the business model. Drawing on the skills and experience of its Research and Design Practice, Pragma ran design workshops to identify opportunities that government grants delivery has not leveraged or capitalised on. This was followed by engaging with potential customers of the ARC to understand what is important from their point of view, what opportunities exist for the ARC to provide value and what features are attractive to potential users of the Services.

These activities assisted ARC to understand how it can position itself in the grants delivery market, and its comparative advantage to other organisations that offer similar services. The results of the workshops and research activities were distilled to clearly articulate the value proposition in delivering services to government agencies, publicly (and privately) funded research organisations and research funding grantees.

Informed by research and discovery activities, Pragma developed a comprehensive business model for ARC. The model describes the reasoning behind how ARC will create, deliver and capture value through its existing structures, processes and infrastructure. It also articulates the customer segments and ARC’s relationship with them. It defines how it will deliver value to customers to maximise the benefit through clearly understood value propositions and through this, effectively operate to deliver the value.

The business model formed a strong foundation for the next stage of the project which was to define how the services will be delivered and how the organisational and operational requirements will support its delivery.

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