| Dimension |
Key Issue |
Key Questions |
| 1. Client
selection |
Which clients
do we want to serve? |
To
which clients can we add real value? Which clients will allow us to
profit? Which clients do we want to serve? |
| 2. Value Capture |
How do we
make a profit? |
How
do we capture, as profit, a portion of the value we create for our
clients? What is our profit model? |
3. Differentiation
and
Strategic Control |
How do we
protect our profit stream? |
Why
do our clients buy from us? What makes our value proposition differentiated
from our competitors? What strategic points can counterbalance client
or competitor power? |
| 4. Scope |
What activities
do we perform? |
What
products, services or solutions do we want to sell? Which do we want
to perform in-house? Which should we subcontract, outsource, or work
with a business partner to provide? |
