Value Co-Creation
Most of the time I find business "self-help" books to be pretty boring. Jack Welch and Lou Gerstner were terrific leaders but their history and experiences aren't really relevant to our challenges reinventing the medium of print.
Nonetheless, each night I found myself frequently passing over my latest Ben Franklin volume for "The Future of Competition" by C. K. Prahalad. His theories are very relevant to our efforts in web-assisted manufacturing. In a few words, he defines ongoing experimentation (in many industries) of value co-creation.
He puts the words to the barriers we at Ross have experienced in this effort, specifically becoming a partner with many different customers in their unique supply chain issues as it relates to print and packaging. Prahalad states that the key building blocks to value co-creation are:
1. Dialogue
2. Access
3. Risk Assessment
4. Transparency
or
DART
As our team reviewed our failures marketing our "value co-creation", particularly our web-based print management tools, we could assign each failure to lack of one of the above attributes.
We have had enough success stories to be believers, and they are great stories, but now we know how to qualify prospects for these services quickly and accurately. This is a great read regardless of your industry and I highly recommend it. It has changed the way we market our services so we avoid being "feature rich and experience poor".
Nonetheless, each night I found myself frequently passing over my latest Ben Franklin volume for "The Future of Competition" by C. K. Prahalad. His theories are very relevant to our efforts in web-assisted manufacturing. In a few words, he defines ongoing experimentation (in many industries) of value co-creation.
He puts the words to the barriers we at Ross have experienced in this effort, specifically becoming a partner with many different customers in their unique supply chain issues as it relates to print and packaging. Prahalad states that the key building blocks to value co-creation are:
1. Dialogue
2. Access
3. Risk Assessment
4. Transparency
or
DART
As our team reviewed our failures marketing our "value co-creation", particularly our web-based print management tools, we could assign each failure to lack of one of the above attributes.
We have had enough success stories to be believers, and they are great stories, but now we know how to qualify prospects for these services quickly and accurately. This is a great read regardless of your industry and I highly recommend it. It has changed the way we market our services so we avoid being "feature rich and experience poor".
posted by Alan Ross
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