do we want to serve?
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?
do we capture, as profit, a portion of the value we create for our
clients? What is our profit model?
|How do we
protect our profit stream?
do our clients buy from us? What makes our value proposition differentiated
from our competitors? What strategic points can counterbalance client
or competitor power?
do we perform?
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?