A long post, but
worth the read!
It is really
fulfilling when the hard work invested by you and your collaborators pays off
-- when it is utilized and endorsed by the leaders of industry. Case in point: Jeff Immelt, Chairman and CEO of GE,
referenced the DVP (Differential Value Proposition) from our book (Winning With
Customers: A Playbook for B2B, Pigues and Alderman, Wiley & Sons 2012) and
how GE is using the DVP to improve customer value. His comments, which follow, are included in
GE's Annual Company Outlook 12/2011. "One of the things we've been doing for
the last couple years is really, I would say, reformulating some of the process
and best practice-sharing inside the company and what we call GE Advantage. It's
being led by Charlene Begley. We've got about 1,000 resources in this space.
And what (we've really done) is (ad)just our focus on the key processes.... So
we picked about 40 processes, and we're using a combination of old tools,
things like Lean and Six Sigma; and new tools, something called differentiated value proposition, where
you really try to sit with customers and assess and value what they value in
the relationship and where you can take costs down and grow margins at the same
time." A blessing indeed! Now, it doesn't get much better than this.
For more on
Winning With Customers and the DVP...
http://www.dkeithpigues.com/Video_WhatisWinningwithCustomers.html
http://www.youtube.com/watch?v=-RntHFj3ZSI
