Build a Fact-Base and Search for Strategic Options

By determining where, how, and why value is created and destroyed within each business unit, managers can typically uncover opportunities to double the value of their business units within two to three years. To accomplish this feat, management must identify which customer segments are most profitable, which product and service features are most important to meeting the needs of customers in these segments, and which cost and asset configuration is most appropriate for delivering these features. The insights generated by this information inevitably produce strategic options that are far more valuable than the incumbent strategy.

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