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Key Assumptions
We believe that the most effective strategy is a precise definition of value creation, a definition
that guides product
development and marketing, as well as organization design.
Value is created only if a customer decides your product helps him achieve his own purpose,
as he understands it.
To implement strategy, you must be able to describe the customer's purpose, how the
customer uses what you create, and why the customer sees your products as useful.
The greatest value comes from satisfying customers' unstated/latent needs.
It is possible to define latent needs systematically and then deliver value to address them.
There are no perfect strategies, therefore...
- a process to create a broad commitment to action is better than a single, brilliant idea
- strategy implementation is typically more important than strategy development
Approach
Clarify organization's value proposition
- work with the organization or department leadership team
- define intended customers and their latent needs
- define the required organizational capabilities
- test for explicit agreement with the value proposition
Assess current alignment with the value proposition
- products and services
- work processes and organization structures
- performance measures and incentive systems
- talent
Design and implement high-speed performance improvement processes
Identify and implement new products
Adapt performance management systems (as needed)
- work process design
- goal setting and management
- measurement
- incentives
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