THE VALUE INNOVATION PROCESS [VIP]
CONTEXTUAL INTERVIEWING
INTERVIEW TEAMS
- Set up a cross functional interview team
- Define team member roles (Instrument development, Selection of interviewees, Lead interviewer, Setting up pilots, Scribes, Interview output, Communications central, Primary contact for interviewees, etc.)
- Selecting the Lead Interviewer (KAI Index >110, Not afraid to ask questions, Not afraid of the unknown)
DEVELOPING THE INSTRUMENT
- Use Open Ended questions
- Start at the highest level
- The 25 Power Lead In’s c
c. Gitomer, J. 2007. “Little Green Book of Getting Your Way,” FT Press, p60
VALUE CHAIN AND THE 3 QUESTIONS
MOST IMPORTANT CUSTOMER(MIC)
SLALOM ® SOFTWARE
PRICE
QUANTITY
1-10
11-25
26-50
51-75
76-100
101-250
251-500
501-1000
1-10
11-25
26-50
51-75
76-100
101-250
251-500
501-1000
PRICE ($/CD)
99.99
89.99
79.99
69.99
59.99
54.99
49.99
44.99
Do you have questions, or want to order Slalom? Please contact us.
SOLUTIONS - INDEX PAGE
THE VALUE CHAIN
The Value Chain and the 3 Questions help you identify and vet who your Most Important Customers [MIC’s] are. Read More »
CONTEXTUAL INTERVIEWING
The complete process to identify your Most Important Customer’s unmet needs. If you don’t get this right, everything else you do will be wasted effort and investment. Read More »
FOOTNOTES
RANK ORDERING
THE 7X7 MATRIX
ELEMENTS OF PERFORMANCE
STRATEGY CANVAS
VALUE CURVE WITH METRICS
Check out two Value Curve with Metrics examples:
Airport Value Curve for the International Traveler »
Value Curve for the RE/MAX International Sales Associate »
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Slalom® is a set of MS Excel templates that facilitates producing Value Curves in minutes.
We cover all aspects of Value Curves in our Workshops and many of our Webinars.
Value Curves were first used by Accor in 1985, first described by Kim and Mauborgne in 1997a and popularized in their book “Blue Ocean Strategy” in 2005b.