Business Unit Planning: The Product/Market Matrix

Planning at the level of a Strategic Business Unit (SBU) requires an answer to the question: “Where do we choose to compete?” Put another way, the question becomes, “Where shall we focus limited resources in order to compete most effectively?” The most systematic way...

Why Value is More Important than Satisfaction

Central to the stated or postulated discipline of Six Sigma, as opposed to the current practice of the discipline, is the role and importance of the VOC (voice of the customer) in driving the application of Six Sigma principles and methodologies. For many...

When is A Pricing Problem Not A Pricing Problem?

The answer is simple, when it’s a value problem. Value is the relationship between the quality of an organization’s product or service offering and the price that they charge for it. When your customers complain about the price what they may be telling you is that the...