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Version 3.5.1 is the first maintenance release of 3.5, fixing 37 bugs. It is also a security release for all previous WordPress versions. For a full list of changes, consult the list of tickets and the changelog, which include: Editor: Prevent certain HTML elements from being unexpectedly removed or modified in rare [...]\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:32:\"http://purl.org/dc/elements/1.1/\";a:1:{s:7:\"creator\";a:1:{i:0;a:5:{s:4:\"data\";s:12:\"Andrew Nacin\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:40:\"http://purl.org/rss/1.0/modules/content/\";a:1:{s:7:\"encoded\";a:1:{i:0;a:5:{s:4:\"data\";s:2499:\"<p>WordPress 3.5.1 is now available. Version 3.5.1 is the first maintenance release of 3.5, <a href=\"http://core.trac.wordpress.org/milestone/3.5.1\">fixing 37 bugs</a>. It is also a security release for all previous WordPress versions. For a full list of changes, consult the <a href=\"http://core.trac.wordpress.org/query?milestone=3.5.1\">list of tickets</a> and the <a href=\"http://core.trac.wordpress.org/log/branches/3.5?rev=23341&amp;stop_rev=23167\">changelog</a>, which include:</p>\n<ul>\n<li>Editor: Prevent certain HTML elements from being unexpectedly removed or modified in rare cases.</li>\n<li>Media: Fix a collection of minor workflow and compatibility issues in the new media manager.</li>\n<li>Networks: Suggest proper rewrite rules when creating a new network.</li>\n<li>Prevent scheduled posts from being stripped of certain HTML, such as video embeds, when they are published.</li>\n<li>Work around some misconfigurations that may have caused some JavaScript in the WordPress admin area to fail.</li>\n<li>Suppress some warnings that could occur when a plugin misused the database or user APIs.</li>\n</ul>\n<p>Additionally, a bug affecting Windows servers running IIS can prevent updating from 3.5 to 3.5.1. 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Thanks to the Moxiecode team for working with us on this, and for releasing Plupload 1.5.5 to address this issue.</li>\n</ul>\n<p><strong><a href=\"http://wordpress.org/download/\">Download 3.5.1</a> or visit Dashboard → Updates in your site admin to update now.</strong></p>\n\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:36:\"http://wellformedweb.org/CommentAPI/\";a:1:{s:10:\"commentRss\";a:1:{i:0;a:5:{s:4:\"data\";s:55:\"http://wordpress.org/news/2013/01/wordpress-3-5-1/feed/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:38:\"http://purl.org/rss/1.0/modules/slash/\";a:1:{s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:1:\"0\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}}}i:1;a:6:{s:4:\"data\";s:42:\"\n		\n		\n		\n		\n		\n				\n\n		\n		\n				\n			\n		\n		\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";s:5:\"child\";a:5:{s:0:\"\";a:7:{s:5:\"title\";a:1:{i:0;a:5:{s:4:\"data\";s:17:\"2012: A Look Back\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"link\";a:1:{i:0;a:5:{s:4:\"data\";s:51:\"http://wordpress.org/news/2013/01/2012-a-look-back/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:60:\"http://wordpress.org/news/2013/01/2012-a-look-back/#comments\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:7:\"pubDate\";a:1:{i:0;a:5:{s:4:\"data\";s:31:\"Tue, 01 Jan 2013 02:22:20 +0000\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"category\";a:1:{i:0;a:5:{s:4:\"data\";s:13:\"Uncategorized\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"guid\";a:1:{i:0;a:5:{s:4:\"data\";s:33:\"http://wordpress.org/news/?p=2525\";s:7:\"attribs\";a:1:{s:0:\"\";a:1:{s:11:\"isPermaLink\";s:5:\"false\";}}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:11:\"description\";a:1:{i:0;a:5:{s:4:\"data\";s:340:\"Another year is coming to a close, and it&#8217;s time to look back and reflect on what we&#8217;ve accomplished in the past twelve months. 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The WordPress community is stronger than ever, and some of the accomplishments of the past year are definitely worth remembering.</p>\n<h4>Software Releases</h4>\n<p>We had two major releases of the WordPress web application with versions <a href=\"http://wordpress.org/news/2012/06/green/\">3.4</a> and <a href=\"http://wordpress.org/news/2012/12/elvin/\">3.5</a>, as well as 5 security releases during 2012. 3.4 included the theme customizer, while 3.5 became the long awaited &#8220;media release&#8221; featuring a new uploader and gallery management tool. 3.5 contained code contributions from more people than ever, and we hope to continue growing the contributor ranks in the year ahead. We currently have native apps on 6 mobile platforms &#8212; <a href=\"http://ios.wordpress.org/\">iOS</a>, <a href=\"http://android.wordpress.org/\">Android</a>, <a href=\"http://blackberry.wordpress.org/\">Blackberry</a>, <a href=\"http://wpwindowsphone.wordpress.com/\">Windows Phone</a>, <a href=\"http://nokia.wordpress.org/\">Nokia</a>, and <a href=\"http://webos.wordpress.org/\">WebOS</a> &#8212; and saw several updates there as well.</p>\n<h4>Plugin Directory</h4>\n<p>A number of improvements were made to the Plugin Directory in 2012. More cosmetic  updates, like the introduction of branded plugin page headers, make it a nicer browsing experience, while functional changes like better-integrated support forums, plugin reviews, and a favorites system made the plugin directory even more useful as a resource.</p>\n<h4>The &#8220;Make&#8221; Network and Team Reps</h4>\n<p>2012 was the year that saw the creation of <a href=\"http://make.wordpress.org/\">Make.wordpress.org</a>, a network of sites for the teams of contributors responsible for the different areas of the WordPress project. Now anyone can follow along and get involved with the teams that work on <a href=\"http://make.wordpress.org/core/\">core</a>, <a href=\"http://make.wordpress.org/themes/\">theme review</a>, <a href=\"http://make.wordpress.org/support/\">forum support</a>, <a href=\"http://make.wordpress.org/docs/\">documentation</a>, and more. In 2013 we&#8217;ll work to improve these sites to make it easier to become a contributor. Each team also now has elected Team Reps, a new role that has already led to more cross-team communication. Team reps post each week to the <a href=\"https://make.wordpress.org/updates/\">Updates blog</a> so that the other reps can keep up with what&#8217;s going on in other teams.</p>\n<h4>WordPress Community Summit</h4>\n<p>At the end of October, about 100 of the most influential and respected members of the WordPress community attended an inaugural <a href=\"https://make.wordpress.org/summit\">summit</a> to discuss where we all stand, and to figure out where we go next with WordPress. A &#8220;conference of conversations,&#8221; this unconference made everyone an active participant, and while not every issue brought to the table was solved by the end of the event, the right questions were being asked.</p>\n<h4>Meetup.com</h4>\n<p>The WordPress Foundation now has a central account with Meetup.com. We&#8217;ve brought in a couple dozen existing meetup groups as a pilot to test the system, and are in the process of working with more existing meetups (as well as new ones) to join us so that local organizers won&#8217;t have to pay organizer dues and can get more support from the WordPress project.</p>\n<h4>Internet Blackout Day</h4>\n<p>We participated in the protest against SOPA/PIPA, Internet Blackout Day, on January 18. Though we usually stay out of politics, this campaign was important, and we not only participated in the blackout on WordPress.org, we encouraged our users to do so as well, and recommended plugins to provide blackout functionality. It was deemed the <a href=\"http://sopastrike.com/numbers/\">largest online protest in history</a>.</p>\n<h4>WordCamps</h4>\n<p>And finally, it wouldn&#8217;t be a recap without counting up the <a href=\"http://wordcamp.org\">WordCamps</a>! There were 67 WordCamps around the world in 2012, bringing together WordPress users, developers, and fans. If you didn&#8217;t make it to a WordCamp this year, maybe it can be one of your new year resolutions: <a href=\"http://central.wordcamp.org/schedule/\">check the schedule</a> to find one near you!</p>\n\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:36:\"http://wellformedweb.org/CommentAPI/\";a:1:{s:10:\"commentRss\";a:1:{i:0;a:5:{s:4:\"data\";s:56:\"http://wordpress.org/news/2013/01/2012-a-look-back/feed/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:38:\"http://purl.org/rss/1.0/modules/slash/\";a:1:{s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:1:\"0\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}}}i:2;a:6:{s:4:\"data\";s:42:\"\n		\n		\n		\n		\n		\n				\n\n		\n		\n				\n			\n		\n		\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";s:5:\"child\";a:5:{s:0:\"\";a:7:{s:5:\"title\";a:1:{i:0;a:5:{s:4:\"data\";s:25:\"WordPress 3.5 “Elvin”\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"link\";a:1:{i:0;a:5:{s:4:\"data\";s:40:\"http://wordpress.org/news/2012/12/elvin/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:49:\"http://wordpress.org/news/2012/12/elvin/#comments\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:7:\"pubDate\";a:1:{i:0;a:5:{s:4:\"data\";s:31:\"Tue, 11 Dec 2012 16:54:23 +0000\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"category\";a:1:{i:0;a:5:{s:4:\"data\";s:8:\"Releases\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"guid\";a:1:{i:0;a:5:{s:4:\"data\";s:33:\"http://wordpress.org/news/?p=2517\";s:7:\"attribs\";a:1:{s:0:\"\";a:1:{s:11:\"isPermaLink\";s:5:\"false\";}}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:11:\"description\";a:1:{i:0;a:5:{s:4:\"data\";s:363:\"It&#8217;s the most wonderful time of the year: a new WordPress release is available and chock-full of goodies to delight bloggers and developers alike. We&#8217;re calling this one &#8220;Elvin&#8221; in honor of drummer Elvin Jones, who played with John Coltrane in addition to many others. If you&#8217;ve been around WordPress a while, the most dramatic [...]\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:32:\"http://purl.org/dc/elements/1.1/\";a:1:{s:7:\"creator\";a:1:{i:0;a:5:{s:4:\"data\";s:14:\"Matt Mullenweg\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:40:\"http://purl.org/rss/1.0/modules/content/\";a:1:{s:7:\"encoded\";a:1:{i:0;a:5:{s:4:\"data\";s:20083:\"<p>It&#8217;s the most wonderful time of the year: a new WordPress release <a href=\"http://wordpress.org/download/\">is available</a> and chock-full of goodies to delight bloggers and developers alike. We&#8217;re calling this one &#8220;Elvin&#8221; in honor of <a href=\"http://en.wikipedia.org/wiki/Elvin_Jones\">drummer Elvin Jones</a>, who played with John Coltrane in addition to many others.</p>\n<p>If you&#8217;ve been around WordPress a while, the most dramatic new change you&#8217;ll notice is a completely re-imagined flow for uploading photos and creating galleries. Media has long been a friction point and we&#8217;ve listened hard and given a lot of thought into crafting this new system. 3.5 includes a new default theme, Twenty Twelve, which has a very clean mobile-first responsive design and works fantastic as a base for a CMS site. Finally we&#8217;ve spent a lot of time refreshing the styles of the dashboard, updating everything to be Retina-ready with beautiful high resolution graphics, a new color picker, and streamlining a couple of fewer-used sections of the admin.</p>\n<p>Here&#8217;s a quick video overview of everything you can share with your friends:</p>\n<div id=\"v-jQDfEbzZ-1\" class=\"video-player\"><embed id=\"v-jQDfEbzZ-1-video\" src=\"http://s0.videopress.com/player.swf?v=1.03&amp;guid=jQDfEbzZ&amp;isDynamicSeeking=true\" type=\"application/x-shockwave-flash\" width=\"692\" height=\"388\" title=\"Introducing WordPress 3.5\" wmode=\"direct\" seamlesstabbing=\"true\" allowfullscreen=\"true\" allowscriptaccess=\"always\" overstretch=\"true\"></embed></div>\n<h3>For Developers</h3>\n<p>You can now put your (or anyone&#8217;s) WordPress.org username on the plugins page and see your favorite tagged ones, to make it easy to install them again when setting up a new site. There&#8217;s a new Tumblr importer. New installs no longer show the links manager. Finally for multisite developers <code>switch_to_blog()</code> is way faster and you can now install MS in a sub-directory. The <a href=\"http://underscorejs.org/\">Underscore</a> and <a href=\"http://backbonejs.org/\">Backbone</a> JavaScript libraries are now available. <a href=\"http://codex.wordpress.org/Version_3.5\">The Codex has a pretty good summary of the developer features above and beyond this</a>, and you can always <a href=\"http://core.trac.wordpress.org/milestone/3.5\">grab a warm beverage and explore Trac directly</a>.</p>\n<h3>Percussion Section</h3>\n<p>Behind every great release is great contributors. 3.5 had more people involved than any release before it:</p>\n<p><a href=\"http://profiles.wordpress.org/aaroncampbell\">Aaron D. Campbell</a>, <a href=\"http://profiles.wordpress.org/aaronholbrook\">aaronholbrook</a>, <a href=\"http://profiles.wordpress.org/jorbin\">Aaron Jorbin</a>, <a href=\"http://profiles.wordpress.org/kawauso\">Adam Harley</a>, <a href=\"http://profiles.wordpress.org/alyssonweb\">akbortoli</a>, <a href=\"http://profiles.wordpress.org/alecrust\">alecrust</a>, <a href=\"http://profiles.wordpress.org/xknown\">Alex Concha</a>, <a href=\"http://profiles.wordpress.org/alexkingorg\">Alex King</a>, <a href=\"http://profiles.wordpress.org/viper007bond\">Alex Mills (Viper007Bond)</a>, <a href=\"http://profiles.wordpress.org/alexvorn2\">alexvorn2</a>, <a href=\"http://profiles.wordpress.org/ampt\">ampt</a>, <a href=\"http://profiles.wordpress.org/sabreuse\">Amy Hendrix (sabreuse)</a>, <a href=\"http://profiles.wordpress.org/andrear\">andrea.r</a>, <a href=\"http://profiles.wordpress.org/nacin\">Andrew Nacin</a>, <a href=\"http://profiles.wordpress.org/azaozz\">Andrew Ozz</a>, <a href=\"http://profiles.wordpress.org/andrewryno\">Andrew Ryno</a>, <a href=\"http://profiles.wordpress.org/andrewspittle\">Andrew Spittle</a>, <a href=\"http://profiles.wordpress.org/andy\">Andy Skelton</a>, <a href=\"http://profiles.wordpress.org/apokalyptik\">apokalyptik</a>, <a href=\"http://profiles.wordpress.org/bainternet\">Bainternet</a>, <a href=\"http://profiles.wordpress.org/barrykooij\">Barry Kooij</a>, <a href=\"http://profiles.wordpress.org/bazza\">bazza</a>, <a href=\"http://profiles.wordpress.org/bbrooks\">bbrooks</a>, <a href=\"http://profiles.wordpress.org/casben79\">Ben Casey</a>, <a href=\"http://profiles.wordpress.org/husobj\">Ben Huson</a>, <a href=\"http://profiles.wordpress.org/benkulbertis\">Ben Kulbertis</a>, <a href=\"http://profiles.wordpress.org/bergius\">bergius</a>, <a href=\"http://profiles.wordpress.org/neoxx\">Bernhard Riedl</a>, <a href=\"http://profiles.wordpress.org/betzster\">betzster</a>, <a href=\"http://profiles.wordpress.org/bananastalktome\">Billy (bananastalktome)</a>, <a href=\"http://profiles.wordpress.org/bolo1988\">bolo1988</a>, <a href=\"http://profiles.wordpress.org/bradparbs\">bradparbs</a>, <a href=\"http://profiles.wordpress.org/bradthomas127\">bradthomas127</a>, <a href=\"http://profiles.wordpress.org/bradyvercher\">Brady Vercher</a>, <a href=\"http://profiles.wordpress.org/brandondove\">Brandon Dove</a>, <a href=\"http://profiles.wordpress.org/brianlayman\">Brian Layman</a>, <a href=\"http://profiles.wordpress.org/rzen\">Brian Richards</a>, <a href=\"http://profiles.wordpress.org/sennza\">Bronson Quick</a>, <a href=\"http://profiles.wordpress.org/bpetty\">Bryan Petty</a>, <a href=\"http://profiles.wordpress.org/cannona\">cannona</a>, <a href=\"http://profiles.wordpress.org/sixhours\">Caroline Moore</a>, <a href=\"http://profiles.wordpress.org/caspie\">Caspie</a>, <a href=\"http://profiles.wordpress.org/cdog\">cdog</a>, <a href=\"http://profiles.wordpress.org/thee17\">Charles Frees-Melvin</a>, <a href=\"http://profiles.wordpress.org/chellycat\">chellycat</a>, <a href=\"http://profiles.wordpress.org/chexee\">Chelsea Otakan</a>, <a href=\"http://profiles.wordpress.org/chouby\">Chouby</a>, <a href=\"http://profiles.wordpress.org/c3mdigital\">Chris Olbekson</a>, <a href=\"http://profiles.wordpress.org/cfinke\">Christopher Finke</a>, <a href=\"http://profiles.wordpress.org/chriswallace\">Chris Wallace</a>, <a href=\"http://profiles.wordpress.org/corvannoorloos\">Cor van Noorloos</a>, <a href=\"http://profiles.wordpress.org/scribu\">Cristi Burc&#259;</a>, <a href=\"http://profiles.wordpress.org/mrroundhill\">Dan</a>, <a href=\"http://profiles.wordpress.org/dan-rivera\">Dan Rivera</a>, <a href=\"http://profiles.wordpress.org/koopersmith\">Daryl Koopersmith</a>, <a href=\"http://profiles.wordpress.org/lessbloat\">Dave Martin</a>, <a href=\"http://profiles.wordpress.org/deltafactory\">deltafactory</a>, <a href=\"http://profiles.wordpress.org/dd32\">Dion Hulse</a>, <a href=\"http://profiles.wordpress.org/djzone\">DjZoNe</a>, <a href=\"http://profiles.wordpress.org/dllh\">dllh</a>, <a href=\"http://profiles.wordpress.org/ocean90\">Dominik Schilling</a>, <a href=\"http://profiles.wordpress.org/doublesharp\">doublesharp</a>, <a href=\"http://profiles.wordpress.org/drewapicture\">Drew Jaynes (DrewAPicture)</a>, <a href=\"http://profiles.wordpress.org/drewstrojny\">Drew Strojny</a>, <a href=\"http://profiles.wordpress.org/eddiemoya\">Eddie Moya</a>, <a href=\"http://profiles.wordpress.org/elyobo\">elyobo</a>, <a href=\"http://profiles.wordpress.org/emiluzelac\">Emil Uzelac</a>, <a href=\"http://profiles.wordpress.org/empireoflight\">Empireoflight</a>, <a href=\"http://profiles.wordpress.org/ericlewis\">Eric Andrew Lewis</a>, <a href=\"http://profiles.wordpress.org/ethitter\">Erick Hitter</a>, <a href=\"http://profiles.wordpress.org/ericmann\">Eric Mann</a>, <a href=\"http://profiles.wordpress.org/ericwahlforss\">ericwahlforss</a>, <a href=\"http://profiles.wordpress.org/evansolomon\">Evan Solomon</a>, <a href=\"http://profiles.wordpress.org/fadingdust\">fadingdust</a>, <a href=\"http://profiles.wordpress.org/f-j-kaiser\">F J Kaiser</a>, <a href=\"http://profiles.wordpress.org/foxinni\">foxinni</a>, <a href=\"http://profiles.wordpress.org/garyc40\">Gary Cao</a>, <a href=\"http://profiles.wordpress.org/garyj\">Gary Jones</a>, <a href=\"http://profiles.wordpress.org/pento\">Gary Pendergast</a>, <a href=\"http://profiles.wordpress.org/geertdd\">GeertDD</a>, <a href=\"http://profiles.wordpress.org/mamaduka\">George Mamadashvili</a>, <a href=\"http://profiles.wordpress.org/georgestephanis\">George Stephanis</a>, <a href=\"http://profiles.wordpress.org/ghosttoast\">GhostToast</a>, <a href=\"http://profiles.wordpress.org/gnarf\">gnarf</a>, <a href=\"http://profiles.wordpress.org/goldenapples\">goldenapples</a>, <a href=\"http://profiles.wordpress.org/webord\">Gustavo Bordoni</a>, <a href=\"http://profiles.wordpress.org/hakre\">hakre</a>, <a href=\"http://profiles.wordpress.org/hanni\">hanni</a>, <a href=\"http://profiles.wordpress.org/hardy101\">hardy101</a>, <a href=\"http://profiles.wordpress.org/hebbet\">hebbet</a>, <a href=\"http://profiles.wordpress.org/helenyhou\">Helen Hou-Sandi</a>, <a href=\"http://profiles.wordpress.org/hugobaeta\">Hugo Baeta</a>, <a href=\"http://profiles.wordpress.org/iamfriendly\">iamfriendly</a>, <a href=\"http://profiles.wordpress.org/iandstewart\">Ian Stewart</a>, <a href=\"http://profiles.wordpress.org/ikailo\">ikailo</a>, <a href=\"http://profiles.wordpress.org/ipstenu\">Ipstenu (Mika Epstein)</a>, <a href=\"http://profiles.wordpress.org/itworx\">itworx</a>, <a href=\"http://profiles.wordpress.org/j-idris\">j-idris</a>, <a href=\"http://profiles.wordpress.org/jakemgold\">Jake Goldman</a>, <a href=\"http://profiles.wordpress.org/jakubtyrcha\">jakub.tyrcha</a>, <a href=\"http://profiles.wordpress.org/jamescollins\">James Collins</a>, <a href=\"http://profiles.wordpress.org/jammitch\">jammitch</a>, <a href=\"http://profiles.wordpress.org/jane\">Jane Wells</a>, <a href=\"http://profiles.wordpress.org/japh\">Japh</a>, <a href=\"http://profiles.wordpress.org/jarretc\">JarretC</a>, <a href=\"http://profiles.wordpress.org/madtownlems\">Jason Lemahieu (MadtownLems)</a>, <a href=\"http://profiles.wordpress.org/javert03\">javert03</a>, <a href=\"http://profiles.wordpress.org/jbrinley\">jbrinley</a>, <a href=\"http://profiles.wordpress.org/jcakec\">jcakec</a>, <a href=\"http://profiles.wordpress.org/jblz\">Jeff Bowen</a>, <a href=\"http://profiles.wordpress.org/jeffsebring\">Jeff Sebring</a>, <a href=\"http://profiles.wordpress.org/jeremyfelt\">Jeremy Felt</a>, <a href=\"http://profiles.wordpress.org/hd-j\">Jeremy Herve</a>, <a href=\"http://profiles.wordpress.org/jerrysarcastic\">Jerry Bates (JerrySarcastic)</a>, <a href=\"http://profiles.wordpress.org/jayjdk\">Jesper Johansen (Jayjdk)</a>, <a href=\"http://profiles.wordpress.org/jndetlefsen\">jndetlefsen</a>, <a href=\"http://profiles.wordpress.org/joehoyle\">Joe Hoyle</a>, <a href=\"http://profiles.wordpress.org/joelhardi\">joelhardi</a>, <a href=\"http://profiles.wordpress.org/jkudish\">Joey Kudish</a>, <a href=\"http://profiles.wordpress.org/johnbillion\">John Blackbourn (johnbillion)</a>, <a href=\"http://profiles.wordpress.org/johnjamesjacoby\">John James Jacoby</a>, <a href=\"http://profiles.wordpress.org/johnpbloch\">John P. Bloch</a>, <a href=\"http://profiles.wordpress.org/jond3r\">Jonas Bolinder</a>, <a href=\"http://profiles.wordpress.org/jondavidjohn\">Jonathan D. Johnson</a>, <a href=\"http://profiles.wordpress.org/duck_\">Jon Cave</a>, <a href=\"http://profiles.wordpress.org/joostdekeijzer\">joostdekeijzer</a>, <a href=\"http://profiles.wordpress.org/koke\">Jorge Bernal</a>, <a href=\"http://profiles.wordpress.org/josephscott\">Joseph Scott</a>, <a href=\"http://profiles.wordpress.org/pottersys\">Juan</a>, <a href=\"http://profiles.wordpress.org/justinsainton\">Justin Sainton</a>, <a href=\"http://profiles.wordpress.org/jtsternberg\">Justin Sternberg</a>, <a href=\"http://profiles.wordpress.org/greenshady\">Justin Tadlock</a>, <a href=\"http://profiles.wordpress.org/trepmal\">Kailey Lampert (trepmal)</a>, <a href=\"http://profiles.wordpress.org/ryelle\">Kelly Dwan</a>, <a href=\"http://profiles.wordpress.org/keruspe\">Keruspe</a>, <a href=\"http://profiles.wordpress.org/kitchin\">kitchin</a>, <a href=\"http://profiles.wordpress.org/knutsp\">Knut Sparhell</a>, <a href=\"http://profiles.wordpress.org/kovshenin\">Konstantin Kovshenin</a>, <a href=\"http://profiles.wordpress.org/obenland\">Konstantin Obenland</a>, <a href=\"http://profiles.wordpress.org/kopepasah\">Kopepasah</a>, <a href=\"http://profiles.wordpress.org/klagraff\">Kristopher Lagraff</a>, <a href=\"http://profiles.wordpress.org/kurtpayne\">Kurt Payne</a>, <a href=\"http://profiles.wordpress.org/kyrylo\">Kyrylo</a>, <a href=\"http://profiles.wordpress.org/lancewillett\">Lance Willett</a>, <a href=\"http://profiles.wordpress.org/larysa\">Larysa Mykhas</a>, <a href=\"http://profiles.wordpress.org/leogermani\">leogermani</a>, <a href=\"http://profiles.wordpress.org/lesteph\">lesteph</a>, <a href=\"http://profiles.wordpress.org/linuxologos\">linuxologos</a>, <a href=\"http://profiles.wordpress.org/ldebrouwer\">Luc De Brouwer</a>, <a href=\"http://profiles.wordpress.org/lgedeon\">Luke Gedeon</a>, <a href=\"http://profiles.wordpress.org/latz\">Lutz Schroer</a>, <a href=\"http://profiles.wordpress.org/mailnew2ster\">mailnew2ster</a>, <a href=\"http://profiles.wordpress.org/targz-1\">Manuel Schmalstieg</a>, <a href=\"http://profiles.wordpress.org/maor\">Maor Chasen</a>, <a href=\"http://profiles.wordpress.org/mimecine\">Marco</a>, <a href=\"http://profiles.wordpress.org/marcuspope\">MarcusPope</a>, <a href=\"http://profiles.wordpress.org/markjaquith\">Mark Jaquith</a>, <a href=\"http://profiles.wordpress.org/markoheijnen\">Marko Heijnen</a>, <a href=\"http://profiles.wordpress.org/martythornley\">MartyThornley</a>, <a href=\"http://profiles.wordpress.org/mattdanner\">mattdanner</a>, <a href=\"http://profiles.wordpress.org/bigdawggi\">Matthew Richmond</a>, <a href=\"http://profiles.wordpress.org/sivel\">Matt Martz</a>, <a href=\"http://profiles.wordpress.org/iammattthomas\">Matt Thomas</a>, <a href=\"http://profiles.wordpress.org/mattwiebe\">Matt Wiebe</a>, <a href=\"http://profiles.wordpress.org/mattyrob\">mattyrob</a>, <a href=\"http://profiles.wordpress.org/maxcutler\">Max Cutler</a>, <a href=\"http://profiles.wordpress.org/melchoyce\">Mel Choyce</a>, <a href=\"http://profiles.wordpress.org/merty\">Mert Yazicioglu</a>, <a href=\"http://profiles.wordpress.org/mdawaffe\">Michael Adams (mdawaffe)</a>, <a href=\"http://profiles.wordpress.org/mfields\">Michael Fields</a>, <a href=\"http://profiles.wordpress.org/mbijon\">Mike Bijon</a>, <a href=\"http://profiles.wordpress.org/mdgl\">Mike Glendinning</a>, <a href=\"http://profiles.wordpress.org/mikehansenme\">Mike Hansen</a>, <a href=\"http://profiles.wordpress.org/mikelittle\">Mike Little</a>, <a href=\"http://profiles.wordpress.org/mikeschinkel\">Mike Schinkel</a>, <a href=\"http://profiles.wordpress.org/DH-Shredder\">Mike Schroder</a>, <a href=\"http://profiles.wordpress.org/toppa\">Mike Toppa</a>, <a href=\"http://profiles.wordpress.org/dimadin\">Milan Dinic</a>, <a href=\"http://profiles.wordpress.org/mitchoyoshitaka\">mitcho (Michael Yoshitaka Erlewine)</a>, <a href=\"http://profiles.wordpress.org/batmoo\">Mohammad Jangda</a>, <a href=\"http://profiles.wordpress.org/mohanjith\">mohanjith</a>, <a href=\"http://profiles.wordpress.org/mpvanwinkle77\">mpvanwinkle77</a>, <a href=\"http://profiles.wordpress.org/usermrpapa\">Mr Papa</a>, <a href=\"http://profiles.wordpress.org/murky\">murky</a>, <a href=\"http://profiles.wordpress.org/Nao\">Naoko Takano</a>, <a href=\"http://profiles.wordpress.org/alex-ye\">Nashwan Doaqan</a>, <a href=\"http://profiles.wordpress.org/niallkennedy\">Niall Kennedy</a>, <a href=\"http://profiles.wordpress.org/nbachiyski\">Nikolay Bachiyski</a>, <a href=\"http://profiles.wordpress.org/ntm\">ntm</a>, <a href=\"http://profiles.wordpress.org/nvartolomei\">nvartolomei</a>, <a href=\"http://profiles.wordpress.org/pavelevap\">pavelevap</a>, <a href=\"http://profiles.wordpress.org/pdclark\">pdclark</a>, <a href=\"http://profiles.wordpress.org/petemall\">Pete Mall</a>, <a href=\"http://profiles.wordpress.org/westi\">Peter Westwood</a>, <a href=\"http://profiles.wordpress.org/pas5027\">Pete Schuster</a>, <a href=\"http://profiles.wordpress.org/philiparthurmoore\">Philip Arthur Moore</a>, <a href=\"http://profiles.wordpress.org/phill_brown\">Phill Brown</a>, <a href=\"http://profiles.wordpress.org/picklepete\">picklepete</a>, <a href=\"http://profiles.wordpress.org/picklewagon\">Picklewagon</a>, <a href=\"http://profiles.wordpress.org/nprasath002\">Prasath Nadarajah</a>, <a href=\"http://profiles.wordpress.org/r-a-y\">r-a-y</a>, <a href=\"http://profiles.wordpress.org/ramiy\">Rami Yushuvaev</a>, <a href=\"http://profiles.wordpress.org/moraleidame\">Ricardo Moraleida</a>, <a href=\"http://profiles.wordpress.org/miqrogroove\">Robert Chapin (miqrogroove)</a>, <a href=\"http://profiles.wordpress.org/wet\">Robert Wetzlmayr</a>, <a href=\"http://profiles.wordpress.org/wpmuguru\">Ron Rennick</a>, <a href=\"http://profiles.wordpress.org/rstern\">rstern</a>, <a href=\"http://profiles.wordpress.org/ryan\">Ryan Boren</a>, <a href=\"http://profiles.wordpress.org/ryanimel\">Ryan Imel</a>, <a href=\"http://profiles.wordpress.org/ryanjkoehler\">Ryan Koehler</a>, <a href=\"http://profiles.wordpress.org/markel\">Ryan Markel</a>, <a href=\"http://profiles.wordpress.org/rmccue\">Ryan McCue</a>, <a href=\"http://profiles.wordpress.org/zeo\">Safirul Alredha</a>, <a href=\"http://profiles.wordpress.org/solarissmoke\">Samir Shah</a>, <a href=\"http://profiles.wordpress.org/gluten\">Sam Margulies</a>, <a href=\"http://profiles.wordpress.org/otto42\">Samuel Wood (Otto)</a>, <a href=\"http://profiles.wordpress.org/saracannon\">sara cannon</a>, <a href=\"http://profiles.wordpress.org/gandham\">Satish Gandham</a>, <a href=\"http://profiles.wordpress.org/scottgonzalez\">scott.gonzalez</a>, <a href=\"http://profiles.wordpress.org/sc0ttkclark\">Scott Kingsley Clark</a>, <a href=\"http://profiles.wordpress.org/coffee2code\">Scott Reilly</a>, <a href=\"http://profiles.wordpress.org/wonderboymusic\">Scott Taylor</a>, <a href=\"http://profiles.wordpress.org/greglone\">ScreenfeedFr</a>, <a href=\"http://profiles.wordpress.org/sergeysbetkenovgaroru\">sergey.s.betke</a>, <a href=\"http://profiles.wordpress.org/sergeybiryukov\">Sergey Biryukov</a>, <a href=\"http://profiles.wordpress.org/pross\">Simon Prosser</a>, <a href=\"http://profiles.wordpress.org/simonwheatley\">Simon Wheatley</a>, <a href=\"http://profiles.wordpress.org/sirzooro\">sirzooro</a>, <a href=\"http://profiles.wordpress.org/ssamture\">ssamture</a>, <a href=\"http://profiles.wordpress.org/sterlo\">sterlo</a>, <a href=\"http://profiles.wordpress.org/sumindmitriy\">sumindmitriy</a>, <a href=\"http://profiles.wordpress.org/sushkov\">sushkov</a>, <a href=\"http://profiles.wordpress.org/swekitsune\">swekitsune</a>, <a href=\"http://profiles.wordpress.org/iamtakashi\">Takashi Irie</a>, <a href=\"http://profiles.wordpress.org/taylorde\">Taylor Dewey</a>, <a href=\"http://profiles.wordpress.org/tlovett1\">Taylor Lovett</a>, <a href=\"http://profiles.wordpress.org/saltcod\">Terry Sutton</a>, <a href=\"http://profiles.wordpress.org/griffinjt\">Thomas Griffin</a>, <a href=\"http://profiles.wordpress.org/tott\">Thorsten Ott</a>, <a href=\"http://profiles.wordpress.org/timbeks\">timbeks</a>, <a href=\"http://profiles.wordpress.org/timfs\">timfs</a>, <a href=\"http://profiles.wordpress.org/tmoorewp\">Tim Moore</a>, <a href=\"http://profiles.wordpress.org/tobiasbg\">TobiasBg</a>, <a href=\"http://profiles.wordpress.org/tomasm\">TomasM</a>, <a href=\"http://profiles.wordpress.org/tomauger\">Tom Auger</a>, <a href=\"http://profiles.wordpress.org/tommcfarlin\">tommcfarlin</a>, <a href=\"http://profiles.wordpress.org/willmot\">Tom Willmot</a>, <a href=\"http://profiles.wordpress.org/toscho\">toscho</a>, <a href=\"http://profiles.wordpress.org/wpsmith\">Travis Smith</a>, <a href=\"http://profiles.wordpress.org/vhauri\">Vasken Hauri</a>, <a href=\"http://profiles.wordpress.org/viniciusmassuchetto\">Vinicius Massuchetto</a>, <a href=\"http://profiles.wordpress.org/lightningspirit\">Vitor Carvalho</a>, <a href=\"http://profiles.wordpress.org/waclawjacek\">Waclaw</a>, <a href=\"http://profiles.wordpress.org/waldojaquith\">WaldoJaquith</a>, <a href=\"http://profiles.wordpress.org/wojtekszkutnik\">Wojtek Szkutnik</a>, <a href=\"http://profiles.wordpress.org/xibe\">Xavier Borderie</a>, <a href=\"http://profiles.wordpress.org/yoavf\">Yoav Farhi</a>, <a href=\"http://profiles.wordpress.org/yogi-t\">Yogi T</a>, <a href=\"http://profiles.wordpress.org/tollmanz\">Zack Tollman</a>, and <a href=\"http://profiles.wordpress.org/zamoose\">ZaMoose</a>.</p>\n\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:36:\"http://wellformedweb.org/CommentAPI/\";a:1:{s:10:\"commentRss\";a:1:{i:0;a:5:{s:4:\"data\";s:45:\"http://wordpress.org/news/2012/12/elvin/feed/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:38:\"http://purl.org/rss/1.0/modules/slash/\";a:1:{s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:1:\"0\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}}}i:3;a:6:{s:4:\"data\";s:45:\"\n		\n		\n		\n		\n		\n				\n		\n\n		\n		\n				\n			\n		\n		\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";s:5:\"child\";a:5:{s:0:\"\";a:7:{s:5:\"title\";a:1:{i:0;a:5:{s:4:\"data\";s:33:\"WordPress 3.5 Release Candidate 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(The oft-repeated warning: Please, not on a live site, unless you&#8217;re adventurous.)</p>\n<p><strong>Think you&#8217;ve found a bug?</strong> Please post to the <a href=\"http://wordpress.org/support/forum/alphabeta/\">Alpha/Beta area in the support forums</a>. If any known issues come up, you’ll be able to <a href=\"http://core.trac.wordpress.org/report/6\">find them here</a>. <strong>Developers,</strong> please test your plugins and themes, so that if there is a compatibility issue, we can figure it out before the final release.</p>\n<p>To test WordPress 3.5, try the <a href=\"http://wordpress.org/extend/plugins/wordpress-beta-tester/\">WordPress Beta Tester</a> plugin (you&#8217;ll want &#8220;bleeding edge nightlies&#8221;). 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Trust me, you want to try out media.</p>\n<p><em>Release candidate</em><br />\n<em>Three point five in two weeks time</em><br />\n<em>Please test all the things</em></p>\n\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:36:\"http://wellformedweb.org/CommentAPI/\";a:1:{s:10:\"commentRss\";a:1:{i:0;a:5:{s:4:\"data\";s:71:\"http://wordpress.org/news/2012/11/wordpress-3-5-release-candidate/feed/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:38:\"http://purl.org/rss/1.0/modules/slash/\";a:1:{s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:1:\"0\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}}}i:6;a:6:{s:4:\"data\";s:48:\"\n		\n		\n		\n		\n		\n				\n		\n		\n\n		\n		\n				\n			\n		\n		\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";s:5:\"child\";a:5:{s:0:\"\";a:7:{s:5:\"title\";a:1:{i:0;a:5:{s:4:\"data\";s:20:\"WordPress 3.5 Beta 3\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"link\";a:1:{i:0;a:5:{s:4:\"data\";s:55:\"http://wordpress.org/news/2012/11/wordpress-3-5-beta-3/\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"comments\";a:1:{i:0;a:5:{s:4:\"data\";s:64:\"http://wordpress.org/news/2012/11/wordpress-3-5-beta-3/#comments\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:7:\"pubDate\";a:1:{i:0;a:5:{s:4:\"data\";s:31:\"Tue, 13 Nov 2012 04:26:23 +0000\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:8:\"category\";a:3:{i:0;a:5:{s:4:\"data\";s:11:\"Development\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}i:1;a:5:{s:4:\"data\";s:8:\"Releases\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}i:2;a:5:{s:4:\"data\";s:7:\"Testing\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:4:\"guid\";a:1:{i:0;a:5:{s:4:\"data\";s:33:\"http://wordpress.org/news/?p=2467\";s:7:\"attribs\";a:1:{s:0:\"\";a:1:{s:11:\"isPermaLink\";s:5:\"false\";}}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}s:11:\"description\";a:1:{i:0;a:5:{s:4:\"data\";s:341:\"The third beta release of WordPress 3.5 is now available for download and testing. Hey, developers! We expect to WordPress 3.5 to be ready in just a few short weeks. Please, please test your plugins and themes against beta 3. Media management has been rewritten, and we&#8217;ve taken great pains to ensure most plugins will work the [...]\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:32:\"http://purl.org/dc/elements/1.1/\";a:1:{s:7:\"creator\";a:1:{i:0;a:5:{s:4:\"data\";s:12:\"Andrew Nacin\";s:7:\"attribs\";a:0:{}s:8:\"xml_base\";s:0:\"\";s:17:\"xml_base_explicit\";b:0;s:8:\"xml_lang\";s:0:\"\";}}}s:40:\"http://purl.org/rss/1.0/modules/content/\";a:1:{s:7:\"encoded\";a:1:{i:0;a:5:{s:4:\"data\";s:2677:\"<p>The third beta release of WordPress 3.5 is now available for download and testing.</p>\n<p><strong>Hey, developers!</strong> We expect to WordPress 3.5 to be ready in just a few short weeks. <em>Please, please</em> test your plugins and themes against beta 3. Media management has been rewritten, and we&#8217;ve taken great pains to ensure most plugins will work the same as before, but we&#8217;re not perfect. We would like to hear about any incompatibilities we&#8217;ve caused so we can work with you to address them <em>before</em> release, rather than after. I think you&#8217;ll agree it&#8217;s much better that way. <img src=\'http://wordpress.org/news/wp-includes/images/smilies/icon_smile.gif\' alt=\':-)\' class=\'wp-smiley\' /> </p>\n<p>To test WordPress 3.5, try the <a href=\"http://wordpress.org/extend/plugins/wordpress-beta-tester/\">WordPress Beta Tester</a> plugin (you’ll want “bleeding edge nightlies”). Or you can <a href=\"http://wordpress.org/wordpress-3.5-beta3.zip\">download the beta here</a> (zip). For more on 3.5, <a title=\"WordPress 3.5 Beta 1\" href=\"http://wordpress.org/news/2012/09/wordpress-3-5-beta-1/\">check out the extensive Beta 1 blog post</a>, which covers what’s new in version 3.5 and how you can help. We made <a href=\"http://core.trac.wordpress.org/log/trunk?action=stop_on_copy&amp;mode=stop_on_copy&amp;rev=22557&amp;stop_rev=22224&amp;limit=400\">more than 300 changes</a> since <a href=\"http://wordpress.org/news/2012/10/wordpress-3-5-beta-2/\">beta 2</a>. <span style=\"line-height: 13px\">At this point, the Add Media dialog is complete, and we&#8217;re now just working on fixing up inserting images into the editor. We&#8217;ve also u</span>pdated to jQuery UI 1.9.1, SimplePie 1.3.1, and TinyMCE 3.5.7.</p>\n<p>The usual warnings apply: We can see the light at the end of the tunnel, but this is software still in development, so we don’t recommend that you run it on a production site. Set up a test site to play with the new version.</p>\n<p>As always, if you think you’ve found a bug, you can post to the <a href=\"http://wordpress.org/support/forum/alphabeta\">Alpha/Beta area</a> in the support forums. Or, if you’re comfortable writing a reproducible bug report, <a href=\"http://core.trac.wordpress.org/\">file one on the WordPress Trac</a>. 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Set up a test site to play with the new version. To test WordPress 3.5, try the <a href=\"http://wordpress.org/extend/plugins/wordpress-beta-tester/\">WordPress Beta Tester</a> plugin (you’ll want “bleeding edge nightlies”). Or you can <a href=\"http://wordpress.org/wordpress-3.5-beta2.zip\">download the beta here</a> (zip).</p>\n<p>For more, <a title=\"WordPress 3.5 Beta 1\" href=\"http://wordpress.org/news/2012/09/wordpress-3-5-beta-1/\"><strong>check out the extensive Beta 1 blog post</strong></a>, which covers what&#8217;s new in version 3.5 and how you can help. What&#8217;s new since beta 1? I&#8217;m glad you asked:</p>\n<ul>\n<li>New workflow for working with image galleries, including drag-and-drop reordering and quick caption editing.</li>\n<li>New image editing API. (<a title=\"Ticket 6821\" href=\"http://core.trac.wordpress.org/ticket/6821\">#6821</a>)</li>\n<li><del>New user interface for setting static front pages for the Reading Settings screen. 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This is software still in development and we really don’t recommend that you run it on a production site — set up a test site just to play with the new version. To test WordPress 3.5, try the WordPress Beta Tester plugin (you’ll want “bleeding edge nightlies”). 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Or you can <a href=\"http://wordpress.org/wordpress-3.5-beta-1.zip\">download the beta here</a> (zip).</p>\n<p>In just three short months, we&#8217;ve already made a few hundred changes to improve your WordPress experience. The biggest thing we&#8217;ve been working on is overhauling the media experience from the ground up. We&#8217;ve made it all fair game: How you upload photos, arrange galleries, insert images into posts, and more. It&#8217;s still rough around the edges and some pieces are missing — which means now is the <em>perfect</em> time to test it out, report issues, and help shape our headline feature.</p>\n<p>As always, if you think you’ve found a bug, you can post to the <a href=\"http://wordpress.org/support/forum/alphabeta\">Alpha/Beta area</a> in the support forums. Or, if you’re comfortable writing a reproducible bug report, <a href=\"http://core.trac.wordpress.org/\">file one on the WordPress Trac</a>. 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Beautifully.</p>\n<h4>Newest Plugins</h4>\n<h5><a href=\'http://wordpress.org/extend/plugins/contributors-posts/\'>Contributors&#039; Posts</a></h5>&nbsp;<span>(<a href=\'plugin-install.php?tab=plugin-information&amp;plugin=contributors-posts&amp;_wpnonce=882f4ede50&amp;TB_iframe=true&amp;width=600&amp;height=800\' class=\'thickbox\' title=\'Contributors&#039; Posts\'>Install</a>)</span>\n<p>Contributors&#039; Posts is a plugin to manage posts of contributors with the same account without having to create other users.</p>\n','no');

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INSERT INTO `posts` VALUES (1,1,'2010-01-09 13:09:09','2010-01-09 21:09:09','Welcome to WordPress. This is your first post. Edit or delete it, then start blogging!','Hello world!','','publish','open','open','','hello-world','','','2010-01-09 13:09:09','2010-01-09 21:09:09','',0,'http://www.dpvgroup.com/?p=1',0,'post','',0),(449,2,'2012-04-25 15:04:53','2012-04-25 23:04:53','<strong>Taking Action: The Value Delivery System</strong> - But the business must also design and determine, in great detail, exactly how these resulting experiences can and should be delivered – profitably. Managers therefore learn to design/redesign their business model, now conceived as a system to profitably deliver (both to Provide and to Communicate) a specific Value Proposition. This is managing a business as a Value Delivery System, rather than an internally-driven and customer-compelled system to make and sell products/services.\n\n<hr />\n\n<h3>Video:The Value Delivery System</h3>\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\n\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"data\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" data=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\n\n<hr />\n\n<h3>BUT <em>CHOOSING</em> A VP IS NOT ENOUGH - A BUSINESS MUST DECIDE HOW TO <em>DELIVER</em> EACH RESULTING EXPERIENCE</h3>\n<h3><img class=\"aligncenter  wp-image-483\" title=\"VDS REs\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-REs-1024x568.png\" alt=\"\" width=\"614\" height=\"341\" />\nTHE VALUE DELIVERY SYSTEM (VDS) HELPS INTEGRATE BUSINESS PLANS EXPLICITLY AROUND A WINNING VP</h3>\n<p style=\"text-align: center;\"><img class=\"aligncenter  wp-image-486\" title=\"VDS Integrates\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-Integrates-1024x636.png\" alt=\"\" width=\"614\" height=\"382\" /></p>','Take Action: Value Delivery System','','inherit','open','open','','173-autosave','','','2012-04-25 15:04:53','2012-04-25 23:04:53','',173,'http://www.dpvgroup.com/2010/04/173-autosave/',0,'revision','',0),(488,2,'2012-04-30 10:54:32','2012-04-30 18:54:32','<h3>A logical framework of value-delivery</h3>\n<strong>Real and Complete Value Propositions – </strong>Managers then learn to interpret these becoming the customer insights, and thus formulate a winning Value Proposition that would generate meaningful growth. Choosing such a proposition means making a disciplined, precise decision as to what the business will ask customers to do (including what products and services they will be asked to buy and use), and what specific experiences the business will cause the customer to have as a result.\n<h2>Video: The Value Proposition</h2>\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\n\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/U8zhfAwW6rc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/U8zhfAwW6rc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\n<p style=\"text-align: center;\"><img class=\"wp-image-499 aligncenter\" title=\"VP R&amp;C\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VP-RC2-1024x698.png\" alt=\"\" width=\"506\" height=\"345\" /></p>\n<p style=\"text-align: center;\"><img class=\"aligncenter  wp-image-502\" title=\"VP Is Is Not 1-2\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VP-Is-Is-Not-1-2-1024x763.png\" alt=\"\" width=\"512\" height=\"381\" /></p>\n<p style=\"text-align: center;\"></p>','Choose Real Value Propositions','','inherit','open','open','','171-autosave','','','2012-04-30 10:54:32','2012-04-30 18:54:32','',171,'http://www.dpvgroup.com/2012/04/171-autosave/',0,'revision','',0),(486,2,'2012-04-25 15:01:53','2012-04-25 23:01:53','','VDS Integrates','','inherit','open','open','','vds-integrates','','','2012-04-25 15:01:53','2012-04-25 23:01:53','',173,'http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-Integrates.png',0,'attachment','image/png',0),(487,2,'2012-04-25 14:30:04','2012-04-25 22:30:04','<strong>Taking Action: The Value Delivery System</strong> - But the business must also design and determine, in great detail, exactly how these resulting experiences can and should be delivered – profitably. Managers therefore learn to design/redesign their business model, now conceived as a system to profitably deliver (both to Provide and to Communicate) a specific Value Proposition. This is managing a business as a Value Delivery System, rather than an internally-driven and customer-compelled system to make and sell products/services.\r\n\r\n<hr />\r\n\r\n<h3>Video:The Value Delivery System</h3>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"data\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" data=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\r\n\r\n<hr />\r\n\r\n<h3>BUT <em>CHOOSING</em> A VP IS NOT ENOUGH - A BUSINESS MUST DECIDE HOW TO <em>DELIVER</em> EACH RESULTING EXPERIENCE</h3>\r\n<h3><img class=\"aligncenter  wp-image-483\" title=\"VDS REs\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-REs-1024x568.png\" alt=\"\" width=\"512\" height=\"284\" />\r\nTHE VALUE DELIVERY SYSTEM (VDS) HELPS INTEGRATE BUSINESS PLANS EXPLICITLY AROUND A WINNING VP</h3>\r\n<img class=\"aligncenter\" style=\"display: inline;\" title=\"image\" src=\"/wp-content/uploads/image4.png\" alt=\"image\" />\r\n<table style=\"width: 704px; border-collapse: collapse; height: 286px;\" width=\"704\" border=\"1\" cellspacing=\"0\" cellpadding=\"5\" align=\"center\">\r\n<tbody>\r\n<tr align=\"left\" valign=\"top\">\r\n<td class=\"bodysmall\" rowspan=\"3\">Analyze market-space\r\nIdentify, assess options</td>\r\n</tr>\r\n</tbody>\r\n</table>\r\nChoose a complete VPFor each Resulting Experience in the VP:Actions to Provide itActions to Communicate itFinancial &amp; Human Resources required, plus Capability Gaps &amp; how to close themRevenue from this VPTotal Cost of Delivering this VP<strong>Total Profit impact of this VDS </strong>\r\n<h5>A VDS is <em>different</em> than listing Internally-Driven &amp; Customer-Compelled functional decisions, independent of any real Value Proposition</h5>','Take Action: Value Delivery System','','inherit','open','open','','173-revision-5','','','2012-04-25 14:30:04','2012-04-25 22:30:04','',173,'http://www.dpvgroup.com/2012/04/173-revision-5/',0,'revision','',0),(483,2,'2012-04-25 14:27:20','2012-04-25 22:27:20','','VDS REs','','inherit','open','open','','vds-res','','','2012-04-25 14:27:20','2012-04-25 22:27:20','',173,'http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-REs.png',0,'attachment','image/png',0),(484,2,'2010-04-09 06:55:25','2010-04-09 14:55:25','<strong>Taking Action: The Value Delivery System</strong> - But the business must also design and determine, in great detail, exactly how these resulting experiences can and should be delivered – profitably. Managers therefore learn to design/redesign their business model, now conceived as a system to profitably deliver (both to Provide and to Communicate) a specific Value Proposition. This is managing a business as a Value Delivery System, rather than an internally-driven and customer-compelled system to make and sell products/services.\r\n\r\n<hr />\r\n<h3>Video:The Value Delivery System</h3>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" width=\"560\" height=\"340\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"data\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowfullscreen\" value=\"true\" /><embed type=\"application/x-shockwave-flash\" width=\"560\" height=\"340\" src=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" allowscriptaccess=\"always\" allowfullscreen=\"true\" data=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\"></embed></object>\r\n\r\n<hr />\r\n<h3>BUT <em>CHOOSING</em> A VP IS NOT ENOUGH - A BUSINESS MUST DECIDE HOW TO <em>DELIVER</em> EACH RESULTING EXPERIENCE</h3>\r\n<p style=\"text-align: center;\"><img class=\"aligncenter\" src=\"http://www.dpvgroup.com/images/DPV_action_1.gif\" alt=\"\" width=\"453\" height=\"75\" /></p>\r\n\r\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"1\" cellspacing=\"0\" cellpadding=\"5\" width=\"700\" align=\"center\" bordercolor=\"#000000\">\r\n<tbody>\r\n<tr align=\"left\" valign=\"top\">\r\n<td width=\"231\">If entity does as we propose, they will get the following RE\'s:</td>\r\n<td width=\"229\"></td>\r\n<td width=\"238\"></td>\r\n</tr>\r\n<tr align=\"left\" valign=\"top\">\r\n<td width=\"231\">Resulting Experience #1</td>\r\n<td width=\"229\" valign=\"top\">\r\n<h5>How we will Provide</h5>\r\nRE#1\r\n\r\n- Product features...\r\n\r\n- Manuf\'g will...\r\n\r\n- Sales will... etc.</td>\r\n<td width=\"238\" valign=\"top\">\r\n<h5>How we will Communicate</h5>\r\nRE#1\r\n\r\n- Packaging will...\r\n\r\n- Advertising will...\r\n\r\n- Distributor will... etc</td>\r\n</tr>\r\n<tr align=\"left\" valign=\"top\">\r\n<td width=\"231\">Resulting Experience #2</td>\r\n<td width=\"264\">\r\n<h5>How we will Provide</h5>\r\nRE#2\r\n\r\n- Product features...\r\n\r\n- R&amp;D will...\r\n\r\n- Distributor will... etc</td>\r\n<td width=\"310\" valign=\"top\">\r\n<h5>How we will Communicate</h5>\r\nRE#2\r\n\r\n- Sales will...\r\n\r\n- Advertising will\r\n\r\n- Distributor\'s will... etc</td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<h3>THE VALUE DELIVERY SYSTEM (VDS) HELPS INTEGRATE BUSINESS PLANS EXPLICITLY AROUND A WINNING VP</h3>\r\n<p style=\"text-align: center;\"><img class=\"aligncenter\" style=\"display: inline;\" title=\"image\" src=\"/wp-content/uploads/image4.png\" alt=\"image\" /></p>\r\n\r\n<table style=\"width: 704px; border-collapse: collapse; height: 286px;\" border=\"1\" cellspacing=\"0\" cellpadding=\"5\" width=\"704\" align=\"center\" bordercolor=\"#000000\">\r\n<tbody>\r\n<tr align=\"left\" valign=\"top\">\r\n<td class=\"bodysmall\" rowspan=\"3\">Analyze market-space\r\n\r\nIdentify, assess options\r\n\r\nChoose a complete VP</td>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" colspan=\"2\">For each Resulting Experience in the VP:</td>\r\n</tr>\r\n<tr>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" width=\"30%\">Actions to Provide it</td>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" width=\"30%\">Actions to Communicate it</td>\r\n</tr>\r\n<tr>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" colspan=\"2\">Financial &amp; Human Resources required, plus Capability Gaps &amp; how to close them</td>\r\n</tr>\r\n<tr class=\"bodysmall\" align=\"left\" valign=\"top\">\r\n<td>Revenue from this VP</td>\r\n<td style=\"text-align: center;\" colspan=\"2\">Total Cost of Delivering this VP</td>\r\n</tr>\r\n<tr class=\"bodysmall\" align=\"left\" valign=\"top\">\r\n<td style=\"text-align: center;\" colspan=\"3\"><strong>Total Profit impact of this VDS </strong>\r\n\r\n<strong></strong></td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<h5>A VDS is <em>different</em> than listing Internally-Driven &amp; Customer-Compelled functional decisions, independent of any real Value Proposition</h5>','Take Action: Value Delivery System','','inherit','open','open','','173-revision-3','','','2010-04-09 06:55:25','2010-04-09 14:55:25','',173,'http://www.dpvgroup.com/2010/04/173-revision-3/',0,'revision','',0),(351,1,'2009-06-20 11:55:13','0000-00-00 00:00:00','<object width=\"853\" height=\"505\" data=\"http://www.youtube.com/v/9Y4ESCSk4sc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/9Y4ESCSk4sc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>','','','draft','open','open','','','','','2009-06-20 11:55:13','0000-00-00 00:00:00','',0,'http://www.dpvgroup.com/?page_id=351',0,'page','',0),(146,1,'2008-10-07 14:22:58','2008-10-07 18:22:58','Despite very common misconceptions about the origins of the term ‘Value Proposition,’ Michael Lanning actually originated this widely used (if often also misused) concept and term, plus the ‘Value Delivery System,’ while consulting for McKinsey &amp; Co in the 1980s.\r\n\r\nM. Lanning and partners (mid-90s) created the related also-influential concept, ‘Customer’s Resulting Experiences,’ &amp; the DPV discovery methodology ‘Becoming the Customer’ (studying what they do, not what they say they want).\r\n\r\nDPVG’s professionals bring skilled application of these tools, backed by decades of senior line management experience (e.g. P&amp;G, HP, Home Depot, Coke) consulting (including McKinsey and DPVG) and executive education.\r\n\r\nWe have served &gt;65 corporations (and many more businesses within them) in N America, Europe, Australia, SE Asia, Japan, and China; includes B2B &amp; B2C industries e.g. Chemicals, Telecomm, Info Tech (HW, SW, Integration), Financial Services, Imaging, Logistics, Pharmaceuticals, Oil &amp; Gas, Transportation, Lighting, Building &amp; Construction, Paper, Other Forest Prods, Utilities, Concrete, Beverages, Steel, and others.\r\n\r\nM. Lanning has taught an acclaimed executive education course based on his concepts to thousands of managers worldwide, and guest lectured at several leading graduate business schools.\r\n<h3>The DPVG professionals are:</h3>\r\n<ul>\r\n	<li><strong>Strateg</strong><strong>ically focused</strong>\r\n<ul>\r\n	<li><span style=\"font-weight: normal;\">Our core skills are in helping businesses </span><span><span style=\"font-weight: normal;\">discover, formulate and implement integrated total-chain strategies </span></span><span style=\"font-weight: normal;\">aimed at breakthrough profitable growth</span></li>\r\n	<li><span style=\"font-weight: normal;\">Most recently our work focuses on helping clients discover and act now on non-obvious new opportunities for innovation in value delivery, created or catalyzed by the current Downturn</span></li>\r\n	<li><span style=\"font-weight: normal;\">We are thought leaders in value delivery strategy: </span><span><span style=\"font-weight: normal;\">first created the seminal value-delivery concepts; developed the systematic DPV methodology for marketplace discovery; and wrote the definitive book on value-delivery </span></span></li>\r\n</ul>\r\n</li>\r\n</ul>\r\n<ul>\r\n	<li><strong>Able to both contribute directly to clients’ new strategies, and to help build their strategic capabilities</strong>\r\n<ul>\r\n	<li><span style=\"font-weight: normal;\">We have long track records for creative discovery and recognition of non-obvious strategic opportunities, as line managers and as strategy consultants</span></li>\r\n	<li><span style=\"font-weight: normal;\">We are skilled coaches, dedicated to helping organizations build the capabilities to creatively discover, formulate and implement breakthrough strategies</span></li>\r\n</ul>\r\n</li>\r\n</ul>','About Us','','publish','open','open','','about','','','2012-08-31 07:19:27','2012-08-31 15:19:27','',0,'http://inscitia.com/dpv/?page_id=2',3,'page','',0),(535,1,'2012-08-24 10:17:13','2012-08-24 18:17:13','Brief overviews of key DPV concepts, by M. Lanning','Video Summaries','','publish','closed','closed','','video-summaries','','','2012-08-24 10:51:45','2012-08-24 18:51:45','',0,'http://www.dpvgroup.com/?post_type=homebox&#038;p=535',4,'homebox','',0),(536,1,'2012-08-24 10:16:54','2012-08-24 18:16:54','','video_summaries','','inherit','open','open','','video_summaries','','','2012-08-24 10:16:54','2012-08-24 18:16:54','',535,'http://www.dpvgroup.com/wp-content/uploads/2012/08/video_summaries.jpg',0,'attachment','image/jpeg',0),(537,1,'2012-08-24 10:17:53','2012-08-24 18:17:53','DPV methodology &amp; frameworks yielding non-obvious insights in complex business-chains','Success Examples','','publish','closed','closed','','success-examples','','','2012-08-24 10:51:31','2012-08-24 18:51:31','',0,'http://www.dpvgroup.com/?post_type=homebox&#038;p=537',3,'homebox','',0),(148,1,'2008-10-11 23:22:04','2008-10-12 03:22:04','<h2>DPV Concepts For Developing Breakthrough Profitable Growth Strategies</h2>\n<h3>Explore current experiences of entities across our relevant Chain...</h3>\n<img style=\"border: 0pt none; display: inline;\" title=\"DPV Chain\" src=\"/wp-content/uploads/dpvchain1.png\" border=\"0\" alt=\"DPV Chain\" />\n<h3>...and formulate our winning value delivery strategy:</h3>\n<img style=\"border: 0pt none; display: inline;\" title=\"DPV Flow\" src=\"/wp-content/uploads/clip-image00441.png\" border=\"0\" alt=\"DPV Flow\" />\n\nThis section provides information about the concepts of <em>Delivering Profitable Value (DPV)</em>, which you may find useful, and which are central to the professional services of <em>The DPV Group</em>.\n\nFor a comprehensive discussion with many illustrative cases, see the definitive book on the Value Proposition and related <em>DPV</em> concepts, by Michael Lanning, <em>Delivering Profitable Value</em> (<a href=\"http://www.dpvgroup.com/concepts/dpv-the-book\"><strong><em>DPV</em></strong><strong>: The Book</strong></a>). A brief summary of the key concepts follows below, on this page; a more complete explanation is provided in the <a href=\"http://www.dpvgroup.com/concepts/overview\"><strong>Overview</strong></a>. And a text white paper is provided in the <a href=\"http://www.dpvgroup.com/concepts/white-paper-intro-to-dpv\"><strong>Introduction to <em>DPV</em></strong></a>.\n<h2>Key Principles of <em>DPV</em>:</h2>\n<ul>\n	<li>Identify the <em>real</em> end-users (the <em>‘primary entities’</em>) – these are the ultimate decision makers who potentially have the greatest influence on the growth and profit in our Chain</li>\n	<li>Discover the <em>resulting experiences</em> that these entities and others <em>would</em> most value vs. our competition’s; do so by creatively and analytically inferring from what customers <em>do</em> - not by asking them what they want</li>\n	<li>Choose the combination of these resulting experiences which the business could profitably deliver, and which would generate breakthrough growth</li>\n	<li>Creatively redesign and integrate all functions, processes, and resources, building capabilities as needed, to deliver those experiences</li>\n	<li>This is discovering and choosing a breakthrough Value Proposition, then designing &amp; building its profitable Value Delivery System.</li>\n	<li><em>DPV</em> contrasts to being either:\n<ul>\n	<li><em>Internally-Driven</em>: making &amp; selling what we think we’re good at*</li>\n	<li>Or, <em>Customer-Compelled</em>: requesting &amp; following detailed input from customers*</li>\n</ul>\n</li>\n</ul>','Concepts','','publish','open','open','','concepts','','','2008-10-11 23:22:04','2008-10-12 03:22:04','',0,'http://inscitia.com/dpv/?page_id=4',1,'page','',0),(149,1,'2008-10-11 23:22:21','2008-10-12 03:22:21','<table border=\"0\">\r\n<tbody>\r\n<tr>\r\n<td style=\"border-style: solid; border-width: 2px;\" align=\"center\" valign=\"top\"><strong>\r\nPROFESSIONAL SERVICES OF <em>THE DPV GROUP, LLC</em></strong><strong><span>\r\n</span></strong>\r\n\r\n<strong><span>TO HELP BUSINESSES DEVELOP BREAKTHROUGH PROFITABLE</span></strong>\r\n\r\n<strong>GROWTH STRATEGIES &amp; ASSOCIATED CAPABILITIES</strong></td>\r\n</tr>\r\n<tr>\r\n<td><strong>\r\n<span>Explore current experience of entities across our relevant Chain...</span>\r\n</strong><strong>\r\n</strong></td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/DPV_Concepts_1.jpg\" alt=\"\" /></td>\r\n</tr>\r\n<tr>\r\n<td><span> <strong>...and formulate our winning value delivery strategy</strong></span>\r\n<p style=\"text-align: center;\"><a href=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS2.png\"><img class=\"aligncenter  wp-image-510\" title=\"VDS\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS2.png\" alt=\"\" width=\"844\" height=\"83\" /></a></p>\r\n<span>\r\n</span></td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<p style=\"text-align: left;\">The DPV Group (DPVG) provides strategic consulting and executive education to help business organizations achieve, and institutionalize the capabilities needed for, breakthrough profitable growth. We focus on the concepts, frameworks, and methodology of Delivering Profitable Value (DPV), helping clients learn and use this market-focused approach.</p>\r\n<p style=\"text-align: left;\">DPVG professionals are highly experienced in line/general management and/or strategy consulting, including senior positions in world class firms, most having graduate degrees. All are deeply committed to truly understanding our clients and then helping them use the DPV approach to become dramatically better at:</p>\r\n<p style=\"padding-left: 30px;\">a) discovering strategically important insights into customers and markets;</p>\r\n<p style=\"padding-left: 30px;\">b) translating these insights into realistic, winning value-delivery strategies and business plans that can generate profitable breakthrough growth</p>\r\n<p style=\"padding-left: 30px;\">c) and then successfully implementing such plans, including building new capabilities and deploying the appropriate resources</p>\r\nAnd related to this commitment, our people genuinely care about the professional and business success of our clients and their organizations.\r\n\r\nTo learn more about our ability to coach and guide organizations to use DPV in pursuit of breakthrough, profitable growth, choose <a href=\"http://inscitia.com/dpv/services/consulting\">Growth-Strategy Consulting</a>.\r\n\r\nTo learn more about our ability to present and teach the DPV concepts and methodology to managers in executive education seminars, see <a href=\"http://inscitia.com/dpv/services/growth-strategy-executive-education\">Growth-Strategy Executive Education</a>.','Services','','publish','open','open','','services','','','2012-08-25 15:48:53','2012-08-25 23:48:53','',0,'http://inscitia.com/dpv/?page_id=5',2,'page','',0),(160,1,'2008-10-17 14:48:25','2008-10-17 18:48:25','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"6\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"title\" colspan=\"2\" align=\"center\"> </td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\"><img src=\"../../images/book.gif\" border=\"0\" alt=\"The book: \'Delivering Profitable Value\'\" width=\"92\" height=\"131\" align=\"left\" /></td>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\">\n<p align=\"justify\"><strong> Delivering Profitable Value – The definitive book on this                      subject, authored in 1998 by the originator of the seminal                      Value Proposition and Value Delivery System concepts</strong></p>\n\nTo order please go to <a href=\"http://www.amazon.com/exec/obidos/tg/detail/-/0738201626/ref=sib_rdr_dp/002-6435748-8978429?%5Fencoding=UTF8&amp;no=283155&amp;me=ATVPDKIKX0DER&amp;st=books\">www.amazon.com</a> or <a href=\"http://search.barnesandnoble.com/booksearch/isbnInquiry.asp?userid=y65XkN3A9K&amp;isbn=0738201626&amp;itm=2\">www.barnesandnoble.com</a> or contact us directly at</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" colspan=\"2\" align=\"center\" valign=\"top\">\n<p align=\"justify\">In <em>Delivering Profitable                      Value</em>, Michael Lanning draws from over 25 years\' experience                      to offer a fundamentally new approach to strategy. After clearly                      describing the <em>DPV</em> perspective and framework, the book presents                      a comprehensive and practical methodology for its application,                      illustrated through the successes and failures of such companies                      as Hewlett-Packard, GlaxoSmithKline, Southwest Airlines, Chevron,                      Sony, Microsoft, Weyerhaeuser, Kodak, and Procter &amp; Gamble.                      Adopting the <em>DPV</em> approach will result in profound changes                      in the way managers define their businesses, establish success                      criteria, explore new markets, study and interact with customers,                      analyze competition, deploy resources, and develop processes                      and functions.</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" colspan=\"2\" align=\"center\" valign=\"top\"><hr noshade=\"noshade\" /><strong> <span class=\"titlesmall\"> SOME COMMENTS ON <em>DELIVERING PROFITABLE VALUE</em> - THE BOOK AND THE CONCEPTS : </span></strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" colspan=\"2\" align=\"center\" valign=\"top\">\n<table border=\"0\" cellspacing=\"0\" cellpadding=\"5\">\n<tbody>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><span style=\"text-decoration: underline;\">Neil Rackham <em>author</em> Spin Selling <em>and</em> Rethinking the Sales Force</span></strong></p>\n\n<div id=\"NR\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\"Important business                      books are a rarity and this one, from Michael Lanning, is                      a gem. Lanning created what is arguably the most important                      concept in the history of marketing - the Value Proposition                      - and here he takes his seminal ideas deeper and further.                      This is a blueprint for organizational success - an architecture                      for building a winning company.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Philip Kotler, </span></strong><strong><span style=\"text-decoration: underline;\"><em>Professor                      International Mark</em></span></strong><strong><span style=\"text-decoration: underline;\"><em>e</em></span></strong><strong><span style=\"text-decoration: underline;\"><em>ting, Kellogg GSM, Northwestern</em> </span></strong></p>\n\n<div id=\"PK\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\"<em>Delivering Profitable Value</em> defines the corporate mindset that will distinguish the new millennium\'s winners from the losers. Michael Lanning\'s book should be required reading by any management team that wants to know how to choose and define their business\'s Value Proposition, provide it, and communicate it effectively.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Dr. William L. Fraser,                      former Chairman and Managing Director, Kodak Australasia </span></strong></p>\n\n<div id=\"WLF\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“Mike Lanning’s notion                      of the Value Proposition – of managing a business entirely                      to deliver one, and of discovering the right one by <em>becoming                      the customer</em> – represents truly original and exciting thinking.                      I would urge any manager to thoroughly read and use this terrific                      book.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Stephen A. Furbacher, former </span></strong><strong><span style=\"text-decoration: underline;\"><em>President, Dynegy Midstream Services, Ltd Partnership and                      Former General Manager Chevron Natural Gas Business Unit</em> </span></strong></p>\n\n<div id=\"SAF\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“This book is tremendously                      important. While <em>DPV</em> is relevant to a wide universe of businesses,                      I believe Mike Lanning’s framework and methodology are an                      especially exciting opportunity for commodity businesses.                      It shows managers how they can creatively transform these                      businesses by searching for and using a profound understanding                      of customers and of <em>their</em> businesses.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Delos L. (Kip) Knight, former Vice President, Marketing, eBay and Vice President International, Kentucky Fried Chicken </span></strong></p>\n\n<div id=\"DLK\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“I’d highly recommend                      putting this book to good use immediately... or risk having                      your competition use it first and gain a competitive edge                      in truly understanding what it will take to attract, and more                      importantly retain, profitable customers... has no equal in                      understanding and explaining how to develop unique, competitive                      ways in which your company can redefine itself into a genuinely                      customer-oriented organization... not just the marketing department                      but the ENTIRE company. <em>Delivering Profitable Value</em> contains                      groundbreaking thinking and tools to understand what your                      customers really need instead of what outdated marketing and                      business techniques mistakenly may lead you to think.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Graham Freeman, former </span></strong><strong><span style=\"text-decoration: underline;\"><em>CEO NewMindsets.com and Ault Foods</em> </span></strong></p>\n\n<div id=\"GF\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“<em>Listening to the                      customer, customer focus &amp; customer oriented</em> have become                      business cliches that have hidden the value of really understanding                      customer needs and the complexity in profitably delivering                      them. This book clearly demonstrates both the many years that                      Michael Lanning has drawn from front line work in this area                      and the keen intellect that he has used to abstract the learning                      from these experiences. This is not another book simply preaching                      the obvious importance of understanding customer needs. Rather,                      it’s a realistic, practical guide on how you can achieve truly                      insightful understanding of those needs, and then how you                      can translate those insights into profitable business growth.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"../../images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong> <span style=\"text-decoration: underline;\">Donald W. Mitchell                      coauthor </span></strong><strong><span style=\"text-decoration: underline;\"><em>The Irresistible Growth Enterprise and The 2,000                      Percent Solution</em> </span></strong></p>\n\n<div id=\"DWM\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“... Unlike most books                      related to value which have little structure or focus, this                      one understands the importance of the ecosystem in which your                      customer exists... I liked the series of steps for comparing                      offerings to customers. The book uses lots of interesting                      examples, many of which are new to me. But each was easy to                      understand... I was particularly impressed by the discussion                      of the Value Proposition at Southwest Airlines. Only Nuts!                      and this book have a good description. Books by well-known                      academics are amazingly dense on that subject... You also get                      some good information on advanced techniques for going beyond                      the limits of normal market research. This includes actually                      taking the time to <em>become</em> the end user for your product or                      service, at their location…also observing behavior with videos                      and following up with directed questions. Most companies use                      neither technique. Mr. Lanning started out his career at P                      &amp; G and has developed from that company\'s fine approach                      to marketing and innovation a more generalized way of thinking                      that can be used by almost any organization. That is well                      done. His framework is robust in that it allows you to compare                      economic benefits (like a lower price, or being able to replace                      some labor in your manufacturing process) and non-economic                      ones (like less stress) with competitive offerings... a very                      well done book.”</p>\n\n</div></td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>','DPV: The Book','','publish','open','open','','dpv-the-book','','','2008-10-17 14:48:25','2008-10-17 18:48:25','',148,'http://inscitia.com/dpv/?page_id=35',1,'page','',0),(162,1,'2008-10-17 15:11:09','2008-10-17 19:11:09','<h1>CONCEPTS OVERVIEW</h1>\n<h2>Overview Of The <em>DPV</em> Concepts For Developing Breakthrough Profitable Growth Strategies</h2>\nIn this section, the <em>DPV</em> concepts are discussed, starting with <a href=\"http://www.dpvgroup.com/concepts/overview/market-focused-paradigm\">Adopt a Market Focused Paradigm</a> which contrasts <em>DPV</em> to the Internally-Driven and Customer-Compelled mindsets.\n\nThen the <em>DPV</em> methodology to discover strategic insights, by closely studying what customers actually <em>do</em>, is summarized (<a href=\"http://www.dpvgroup.com/concepts/overview/creatively-explore-the-market\">Creatively Explore the Market</a>).\n\nGreat insights need to be translated into possibly winning Value Propositions. But this phrase is frequently misused or used trivially. A rigorous definition of a real and complete Value Proposition is therefore presented (<a href=\"http://www.dpvgroup.com/concepts/overview/choose-real-value-propositions\">Choose Real Value Propositions</a>).\n\nTo make a potentially winning Value Proposition actionable, a business must think through how to Provide and Communicate it – thus, how to design the appropriate Value Delivery System (VDS) (<a href=\"http://www.dpvgroup.com/concepts/overview/take-action-the-value-delivery-system\">Take Action – the Value Delivery System</a>).\n\nMany businesses compete in long and complex Chains, and it is frequently powerful, even transformational, to deeply understand – and even deliver superior value to – entities far down the Chain. So, <a href=\"http://www.dpvgroup.com/concepts/overview/deliver-value-across-the-whole-chain\">Deliver Value Across the Whole Chain</a>.\n\nFinally, this Section presents <a href=\"http://www.dpvgroup.com/concepts/overview/use-the-practical-dpv-process\">Use the Practical <em>DPV</em> Process</a> for realistically applying these concepts and tools for achieving breakthrough profitable growth.','Overview','','publish','open','open','','overview','','','2008-10-17 15:11:09','2008-10-17 19:11:09','',148,'http://inscitia.com/dpv/?page_id=39',2,'page','',0),(167,1,'2008-10-19 16:06:11','2008-10-19 20:06:11','<h1>ADOPT A MARKET-FOCUSED PARADIGM</h1>\n<strong>A market-focused strategic/organizational paradigm </strong>– <em>DPV</em> proposes to reorient managers’ basic approaches to business strategy and organization design. <em>DPV</em> would focus businesses away from the conventional making-and-selling of products and services, and instead toward the discovery, and then disciplined, multi-functional delivery, of profitable, superior Value Propositions.\n\nThe profitable delivery of a real Value Proposition is dramatically different from the concept’s superficial, popular misapplications. Instead, it is about deeply understanding and then proactively improving or even transforming the relevant actual experiences of customers (businesses and consumers), in return for profit. A winning Value Proposition often includes carefully chosen tradeoffs that customers accept, but in net it must be superior. A business organization must simultaneously design or redesign, and rigorously align, all functions and resources so as to single-mindedly deliver that winning Value Proposition profitably.\n\nThis approach differs sharply from the widely accepted strategic paradigm of leveraging your organization’s current strengths and competencies, yet differs equally from the fervently-admired marketing practices of listening to your customers. These are the conventional mental boxes in which the Internally-Driven and Customer-Compelled business cultures dwell.\n\n<img style=\"display: inline;\" title=\"image\" src=\"/wp-content/uploads/image1.png\" alt=\"image\" />\n\n<h4>Video: Resulting Experiences</h3>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/9Y4ESCSk4sc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/9Y4ESCSk4sc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n\n<h2>A BUSINESS GENERATES WEALTH ONLY BY PROFITABLY DELIVERING SOME SUPERIOR:</h2>\n<img style=\"border: 0pt none; display: inline;\" src=\"/wp-content/uploads/clip-image001281.gif\" border=\"0\" alt=\"\" />\n<ul>\n	<li>A business wins revenues by offering some <em>proposition</em> to customers: essentially, the Resulting Experiences those customers will derive if they do as we propose</li>\n	<li>Customers perceive relative value in any such proposition and thus, every business delivers some Value Proposition (VP)</li>\n	<li>If customers perceive a VP as <em>superior</em>, it generates <em>revenue</em></li>\n</ul>\n\n<h4>Video: Southwest Example</h3>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/DX2ZL08p90c&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/DX2ZL08p90c&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n\n<hr size=\"2\" />\n\n\n<h3>A BUSINESS CAN BE UNDERSTOOD AS A \"VALUE DELIVERY SYSTEM\"</h3>\n<img style=\"border: 0pt none; display: inline;\" src=\"/wp-content/uploads/clip-image002121.gif\" border=\"0\" alt=\"\" />\n<ul>\n	<li>If the <em>total cost of providing</em> and <em>communicating</em> a superior Value Proposition Is less than the revenues it produces, then the business <em>generates wealth</em></li>\n	<li>So a business can be <em>designed</em> to deliver (i.e, <em>Provide</em> and <em>Communicate</em>) a specific Value Proposition (VP)</li>\n	<li>A business can deliberately search for possible VP\'s which, if delivered well, could generate breakthrough profitable growth</li>\n</ul>\n\n<h3>Video: Tradeoffs</h3>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/qC7trA5_oqY&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/qC7trA5_oqY&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n\n<hr size=\"2\" />\n\n\n<h3>HOWEVER, THE CONVENTIONAL PRODUCT-SUPPLY PARADIGM FOSTERS AN <em>INTERNALLY-DRIVEN</em> MINDSET AND CULTURE...</h3>\n\n<h4>Video: Internally Driven</h3>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/eXeMlcAzfRI&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/eXeMlcAzfRI&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n\n<img style=\"border: 0pt none; display: inline;\" src=\"/wp-content/uploads/clip-image00341.jpg\" border=\"0\" alt=\"\" />\n\n<hr size=\"2\" />\n\n\n<h3><strong>...AND ALSO THE <em>CUSTOMER-COMPELLED </em>MINDSET AND CULTURE</strong></h3>\n\n<h4>Video: Customer-Compelled</h3>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/hVIU3p1IibA&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/hVIU3p1IibA&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n<ul>\n	<li>Very popular theory: ask customers what to make and sell - listen, and do as \'voice of the customer\' says</li>\n	<li>But this theory is badly flawed in three respects\n<ul>\n	<li>Customers talk <em>products</em> - not <em>experiences</em> they would value</li>\n	<li>Offering <em>everything</em> is usually impractical and unprofitable\n<ul>\n	<li>Rarely differentiates vs. competition</li>\n	<li><em>Tradeoffs</em> are often crucial- but customers don\'t <em>ask</em> for these</li>\n	<li>They often don\'t <em>know</em> what experiences they <em>would</em> value</li>\n</ul>\n</li>\n	<li>And, many managers are most comfortable listening to entities involved in <em>buying</em> – not others further down the chain.</li>\n</ul>\n</li>\n</ul>','Market-Focused Paradigm','','publish','open','open','','market-focused-paradigm','','','2008-10-19 16:06:11','2008-10-19 20:06:11','',162,'http://inscitia.com/dpv/?page_id=45',1,'page','',0),(169,1,'2008-10-19 18:17:39','2008-10-19 22:17:39','<strong><em>A better method for discovering real insights</em></strong> – The <em>DPV</em> approach begins the process of strategic exploration and rejuvenation with a unique methodology called <em>becoming the customer</em>. This approach is designed to avoid both the Internally-Driven and Customer-Compelled traps and mistakes reinforced by the conventional paradigm. Becoming the customer helps organizations think outside of both these boxes. It is a systematic, deep study of the behavior and experiences of your customers, to uncover and creatively infer non-obvious strategic insights.\n\nIn the <em>DPV</em> approach, this is done by capturing virtual “videos” of current typical experiences customers have now – a series of “days in the life” of customers. This Video One considers what happens today. The business then discovers and imagines a significantly better, but potentially feasible, “Video Two.” This method aims to help managers inferentially conceive the potentially most valuable experiences for customers, even though the customers themselves often have no inkling, yet, of those potentially better experiences.\n\n<h4>Video: Becoming the Customer</h4>\n<p>Explore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.</p>\n<object width=\"560\" height=\"340\" data=\"http://www.youtube.com/v/Nfbb7f6aUc0&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" type=\"application/x-shockwave-flash\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/Nfbb7f6aUc0&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /></object>\n\n<h3>The <em>DPV</em> Methodology for Creative Strategic Discovery Via Deep Customer Engagement</h3>\n<h5><img style=\"border: 0pt none; display: inline;\" title=\"DPV-image1\" src=\"/wp-content/uploads/dpvimage1.png\" border=\"0\" alt=\"DPV-image1\" /></h5>\n<h3>Why This Methodology Works Better Than The Usual Approaches</h3>\n<ul>\n	<li>Helps discover what customers/others would value</li>\n	<li>Not Internally-Driven - explores experiences, not how to sell</li>\n	<li>Nor Customer-Compelled- infers from what they do, not say</li>\n	<li>Works on end-user entities far out on the chain</li>\n	<li>Searches for dramatic improvements. pathways to major growth</li>\n	<li>Beyond insights, often strengthens and deepens relationships</li>\n</ul>\n<h3>A <em>Different</em> Method For Studying Customers</h3>\n<table border=\"1\" cellspacing=\"0\" cellpadding=\"0\" width=\"529\">\n<tbody>\n<tr>\n<td width=\"527\">\n<p align=\"center\"><strong>CONTRAST TO INTERNALLY-DRIVEN &amp;\nCUSTOMER-COMPELLED METHODOLOGIES </strong></td>\n</tr>\n</tbody></table>\n<table border=\"1\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td><strong>INTERNALLY-DRIVEN</strong></td>\n<td><strong>CUSTOMER- COMPELLED </strong></td>\n<td><strong>EXPLORING EXPERIENCES</strong></td>\n</tr>\n<tr>\n<td valign=\"top\">Present what we do and why it\'s great</td>\n<td valign=\"top\">Ask them what to do to make them happy</td>\n<td valign=\"top\">Deeply understand what they do and why</td>\n</tr>\n<tr>\n<td valign=\"top\">Uncover &amp; answer customer\'s objections (to our product)</td>\n<td valign=\"top\">Ask what features and services, at what price, they require</td>\n<td valign=\"top\">Creatively infer what experiences <em>would</em> be most valuable to them</td>\n</tr>\n<tr>\n<td valign=\"top\">Sales Force presents out pitch to buyers and influencers</td>\n<td valign=\"top\">Sales Force asks buyers/ influencers to specify requirements</td>\n<td valign=\"top\">Joint teams study customer\'s multi-functional experiences</td>\n</tr>\n</tbody></table>','Creatively Explore the Market','','publish','open','open','','creatively-explore-the-market','','','2008-10-19 18:17:39','2008-10-19 22:17:39','',162,'http://inscitia.com/dpv/?page_id=47',2,'page','',0),(171,1,'2008-10-19 18:17:56','2008-10-19 22:17:56','<h3>A logical framework of value-delivery</h3>\r\n<strong>Real and Complete Value Propositions – </strong>Managers then learn to interpret these becoming the customer insights, and thus formulate a winning Value Proposition that would generate meaningful growth. Choosing such a proposition means making a disciplined, precise decision as to what the business will ask customers to do (including what products and services they will be asked to buy and use), and what specific experiences the business will cause the customer to have as a result.\r\n<h2>Video: The Value Proposition</h2>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/U8zhfAwW6rc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/U8zhfAwW6rc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\r\n<p style=\"text-align: center;\"><img class=\"wp-image-499 aligncenter\" title=\"VP R&amp;C\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VP-RC2-1024x698.png\" alt=\"\" width=\"506\" height=\"345\" /></p>\r\n<p style=\"text-align: center;\"><img class=\"aligncenter  wp-image-502\" title=\"VP Is Is Not 1-2\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VP-Is-Is-Not-1-2-1024x763.png\" alt=\"\" width=\"512\" height=\"381\" /></p>\r\n<p style=\"text-align: center;\"></p>\r\n<p style=\"text-align: center;\"></p>','Choose Real Value Propositions','','publish','open','open','','choose-real-value-propositions','','','2012-04-30 10:53:31','2012-04-30 18:53:31','',162,'http://inscitia.com/dpv/?page_id=49',3,'page','',0),(173,1,'2008-10-19 18:18:07','2008-10-19 22:18:07','<strong>Taking Action: The Value Delivery System</strong> - But the business must also design and determine, in great detail, exactly how these resulting experiences can and should be delivered – profitably. Managers therefore learn to design/redesign their business model, now conceived as a system to profitably deliver (both to Provide and to Communicate) a specific Value Proposition. This is managing a business as a Value Delivery System, rather than an internally-driven and customer-compelled system to make and sell products/services.\r\n\r\n<hr />\r\n\r\n<h3>Video:The Value Delivery System</h3>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"data\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" data=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\r\n\r\n<hr />\r\n\r\n<h3>BUT <em>CHOOSING</em> A VP IS NOT ENOUGH - A BUSINESS MUST DECIDE HOW TO <em>DELIVER</em> EACH RESULTING EXPERIENCE</h3>\r\n<h3>\r\n<img class=\"aligncenter  wp-image-483\" title=\"VDS REs\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-REs-1024x568.png\" alt=\"\" width=\"614\" height=\"341\" />\r\nTHE VALUE DELIVERY SYSTEM (VDS) HELPS INTEGRATE BUSINESS PLANS EXPLICITLY AROUND A WINNING VP</h3>\r\n<p style=\"text-align: center;\"><img class=\"aligncenter  wp-image-486\" title=\"VDS Integrates\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-Integrates-1024x636.png\" alt=\"\" width=\"614\" height=\"382\" /></p>','Take Action: Value Delivery System','','publish','open','open','','take-action-the-value-delivery-system','','','2012-04-25 15:03:51','2012-04-25 23:03:51','',162,'http://inscitia.com/dpv/?page_id=51',4,'page','',0),(485,2,'2012-04-25 14:29:01','2012-04-25 22:29:01','<strong>Taking Action: The Value Delivery System</strong> - But the business must also design and determine, in great detail, exactly how these resulting experiences can and should be delivered – profitably. Managers therefore learn to design/redesign their business model, now conceived as a system to profitably deliver (both to Provide and to Communicate) a specific Value Proposition. This is managing a business as a Value Delivery System, rather than an internally-driven and customer-compelled system to make and sell products/services.\r\n\r\n<hr />\r\n\r\n<h3>Video:The Value Delivery System</h3>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"data\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" data=\"http://www.youtube.com/v/fR4S4ozvqxc&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0;\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\r\n\r\n<hr />\r\n\r\n<h3>BUT <em>CHOOSING</em> A VP IS NOT ENOUGH - A BUSINESS MUST DECIDE HOW TO <em>DELIVER</em> EACH RESULTING EXPERIENCE</h3>\r\n<p style=\"text-align: center;\"></p>\r\n\r\n<h3><img class=\"aligncenter  wp-image-483\" title=\"VDS REs\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-REs-1024x568.png\" alt=\"\" width=\"512\" height=\"284\" />\r\nTHE VALUE DELIVERY SYSTEM (VDS) HELPS INTEGRATE BUSINESS PLANS EXPLICITLY AROUND A WINNING VP</h3>\r\n<img class=\"aligncenter\" style=\"display: inline;\" title=\"image\" src=\"/wp-content/uploads/image4.png\" alt=\"image\" />\r\n<table style=\"width: 704px; border-collapse: collapse; height: 286px;\" width=\"704\" border=\"1\" cellspacing=\"0\" cellpadding=\"5\" align=\"center\">\r\n<tbody>\r\n<tr align=\"left\" valign=\"top\">\r\n<td class=\"bodysmall\" rowspan=\"3\">Analyze market-space\r\nIdentify, assess options\r\n\r\nChoose a complete VP</td>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" colspan=\"2\">For each Resulting Experience in the VP:</td>\r\n</tr>\r\n<tr>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" width=\"30%\">Actions to Provide it</td>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" width=\"30%\">Actions to Communicate it</td>\r\n</tr>\r\n<tr>\r\n<td class=\"bodysmall\" style=\"text-align: center;\" colspan=\"2\">Financial &amp; Human Resources required, plus Capability Gaps &amp; how to close them</td>\r\n</tr>\r\n<tr class=\"bodysmall\" align=\"left\" valign=\"top\">\r\n<td>Revenue from this VP</td>\r\n<td style=\"text-align: center;\" colspan=\"2\">Total Cost of Delivering this VP</td>\r\n</tr>\r\n<tr class=\"bodysmall\" align=\"left\" valign=\"top\">\r\n<td style=\"text-align: center;\" colspan=\"3\"><strong>Total Profit impact of this VDS </strong>&nbsp;</td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<h5>A VDS is <em>different</em> than listing Internally-Driven &amp; Customer-Compelled functional decisions, independent of any real Value Proposition</h5>','Take Action: Value Delivery System','','inherit','open','open','','173-revision-4','','','2012-04-25 14:29:01','2012-04-25 22:29:01','',173,'http://www.dpvgroup.com/2012/04/173-revision-4/',0,'revision','',0),(176,1,'2008-10-19 18:18:19','2008-10-19 22:18:19','&nbsp;\r\n\r\n<a href=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/Slide16.png\"><img class=\"aligncenter size-full wp-image-628\" title=\"Slide1\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/Slide16.png\" alt=\"\" width=\"720\" height=\"540\" /></a>Many businesses supplying to complex customer-chains struggle to differentiate; they often have been commoditized by customers’ Purchasing functions insisting on standardized specs that can be met by multiple suppliers; as a result, these businesses may chronically underperform, with lackluster growth and profitability.\r\n\r\nTypically, these businesses focus product development and marketing primarily on their immediate customers, primarily reacting to Purchasing and sometimes Technical functions. Yet these functions often do not share their most valuable insights, and may not be as aware of some emerging trends as their Marketing &amp; Sales functions. A central goal of these supplier-facing functions is often to keep the suppliers’ offerings commoditized.\r\n\r\nAs a result, these businesses typically have a superficial, incomplete, inaccurate understanding of what their customers’ customers would actually value most. They often are not familiar enough with the experiences of downstream entities to understand what improved experiences those entities would potentially value most.\r\n\r\nThey therefore often have little insight into what their immediate customers could and should deliver downstream, most profitably. These businesses may develop products and services that respond dutifully to their customers’ requests, but are often disappointed in actual volume and pricing results. They remain subject to price pressures from their immediate customers, and rarely identify major new differentiation opportunities early enough to capitalize on them fully.\r\n\r\n<a href=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/Slide2.png\"><img class=\"aligncenter size-full wp-image-622\" title=\"Slide2\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/Slide2.png\" alt=\"\" width=\"720\" height=\"540\" /></a>\r\n<h2>The larger context of the Value Delivery Chain</h2>\r\nMany businesses are links in a chain of suppliers and customers. Value Delivery shows managers how to understand and creatively manage this chain, not as the product/service make-sell process depicted by the popular frameworks of supply chain and value chain. Rather, Value Delivery enlightens managers to see a Value Delivery Chain: a symbiotic group of relationships focused on delivering complementary and integrated Value Propositions across that whole chain.\r\n<h2>Video:The Value Delivery Chain</h2>\r\nExplore <a href=\"http://www.dpvgroup.com/concepts/videos\">more videos</a>.\r\n\r\n<object width=\"560\" height=\"340\" classid=\"clsid:d27cdb6e-ae6d-11cf-96b8-444553540000\" codebase=\"http://download.macromedia.com/pub/shockwave/cabs/flash/swflash.cab#version=6,0,40,0\"><param name=\"allowFullScreen\" value=\"true\" /><param name=\"allowscriptaccess\" value=\"always\" /><param name=\"src\" value=\"http://www.youtube.com/v/ve_Y8PznTrU&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" /><param name=\"allowfullscreen\" value=\"true\" /><embed width=\"560\" height=\"340\" type=\"application/x-shockwave-flash\" src=\"http://www.youtube.com/v/ve_Y8PznTrU&amp;hl=en&amp;fs=1&amp;rel=0&amp;hd=1&amp;showsearch=0\" allowFullScreen=\"true\" allowscriptaccess=\"always\" allowfullscreen=\"true\" /></object>\r\n<h2>Will the real customer please stand up?</h2>\r\nManagers thereby frequently realize the awesome power of delivering propositions to the primary entities, the most crucial customers, such as end-users, who are often more distant than the more immediate customers on whom many businesses focus too exclusively. At the same time, superior supporting Value Propositions must be delivered, in complementary fashion, to these more immediate, intermediary customers.\r\n<h2>Redesigning the chain, for profitable growth</h2>\r\nThis perspective can provide a strategically focused guide to the creative redesign of entire Value Delivery Chains. <em>DPV</em> is therefore highly relevant to fundamental market strategy, as well as supply chain management. It also applies to any manager trying to grapple coherently, and not just reactively, with the internet phenomenon impacting many markets, and confusing managers, throughout the world today.\r\n<h2>SUPPLIERS, CUSTOMERS, THEIR CUSTOMERS, ETC. FORM A VALUE DELIVERY CHAIN</h2>\r\n<img style=\"border: 0pt none;\" src=\"http://www.dpvgroup.com/images/dvp_delivervalueacross1.gif\" alt=\"\" align=\"center\" border=\"0\" />\r\n<h2>An integrated strategy delivers superior value across the entire Value Delivery Chain</h2>\r\n<h2>ASK WHERE THE TRUE PRIMARY ENTITIESARE IN THE CHAIN</h2>\r\n<img style=\"border: 0pt none;\" src=\"http://www.dpvgroup.com/images/dvp_delivervalueacross2.gif\" alt=\"\" align=\"center\" border=\"0\" />\r\n\r\n<img style=\"border: 0pt none;\" src=\"http://www.dpvgroup.com/images/DPV_Deliver_Value_3.jpg\" alt=\"\" align=\"center\" border=\"0\" />','Enable Customers\' Value Delivery','','publish','open','open','','deliver-value-across-the-whole-chain','','','2012-08-25 15:18:14','2012-08-25 23:18:14','',162,'http://inscitia.com/dpv/?page_id=53',5,'page','',0),(178,1,'2008-10-19 18:18:31','2008-10-19 22:18:31','<h3>Process to Develop Value Delivery Strategies</h3>\n  <h4>Strategy Formulation:</h4>  <ul>   <li>Define our <i>de facto</i> current value delivery strategy</li>    <li>Explore entities current experiences, formulate new strategy</li>    <li>Assess cost/capability challenges, competitors abilities to react</li>    <li>Synthesize and recommend Value Delivery Strategy</li> </ul>  <h4>Strategy Implementation – Develop/Identify:</h4>  <ul>   <li>Operating cost estimate for each key action in new VDS</li>    <li>Programs, and cost, to close each key capability gap</li>    <li>Development, market-testing, and roll-out plan, with timeline</li>    <li>Financial &amp; human resources, organizational implications</li> </ul>  <hr />  <br /><img style=\"display: block; float: none; margin-left: auto; margin-right: auto\" src=\"http://www.dpvgroup.com/images/DPV_PracticalDPVProcess_1.gif\" width=\"530\" height=\"353\" />   <hr />  <p><img style=\"display: block; float: none; margin-left: auto; margin-right: auto\" src=\"http://www.dpvgroup.com/images/DPV_PracticalDPVProcess_2.gif\" width=\"530\" height=\"353\" /></p>  <hr />  <p><img style=\"display: block; float: none; margin-left: auto; margin-right: auto\" border=\"0\" hspace=\"0\" src=\"http://www.dpvgroup.com/images/DPV_PracticalDPVProcess_3.gif\" width=\"530\" height=\"353\" /></p>  <hr />  <h3>By Applying DPV, Organizations Can Learn To:</h3>  <ul>   <li><i>Become the customer</i> - discover strategic insights hidden in current customer-experiences</li>    <li>Translate insight into <i>real</i> &amp; <i>complete</i> Value Propositions </li>    <li>Design and implement real Value Delivery Systems to Provide and Communicate each VP</li>    <li><i>Integrate</i> strategy across the Value Delivery Chain, focused first on the real <i>primary entities</i></li>    <li>Build <i>capabilities needed</i> by specific VDS and generally to develop winning strategies </li> </ul>','Use the Practical DPV Process','','publish','open','open','','use-the-practical-dpv-process','','','2008-10-19 18:18:31','2008-10-19 22:18:31','',162,'http://inscitia.com/dpv/?page_id=55',6,'page','',0),(180,1,'2008-10-19 18:18:46','2008-10-19 22:18:46','<table border=\"0\">\n<tbody>\n<tr>\n<td class=\"title\" align=\"center\" valign=\"middle\"><a href=\"http://www.dpvgroup.com/UploadedFiles/DPV_Introduction_WhitePaper.pdf\">WHITE PAPER INTRODUCTION TO </a><em><a href=\"http://www.dpvgroup.com/UploadedFiles/DPV_Introduction_WhitePaper.pdf\">DPV [PDF]</a>\n</em></td>\n</tr>\n<tr>\n<td class=\"title\" style=\"border-style: solid; border-width: 2px;\" align=\"center\" valign=\"middle\" bordercolor=\"#993300\"><strong> An introduction to the market-focused philosophy,</strong>\n\n<strong>framework and methodology called </strong>\n\n<em>Delivering Profitable Value (DPV)</em></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><strong><span style=\"color: #000080;\">By Michael J. Lanning\nPresident, <em>The DPV Group, LLC</em></span></strong></td>\n</tr>\n<tr>\n<td align=\"justify\" valign=\"top\">This document describes the<em>DPV</em> framework and methodology – a market focused approachto strategy that is focused on generating breakthrough, profitablegrowth by discovering and delivering superior Value Propositions.\n\nFirst, we will discuss thetwo more common models of strategic thinking and practiceagainst which the <em>DPV</em> approach contrasts. These two kindsof behavior are called \"Internally-Driven\" and \"Customer-Compelled.\"\n\n<strong>Classic Problem - the <em>Internally-Driven</em> Culture</strong> Most businesses tend to be“Internally-Driven,” eager for any rationale to stay withthe apparent safety of their current strengths. Internally-Drivenmanagers focus on designing, making and selling a product(or service) rather than on <em>choosing, providing and communicating</em> a superior Value Proposition. Competitive advantage is soughtin the way products or services are made and sold, in assets,technologies, costs or functional skills that competitionlacks. These managers often think from the inside out, decidingwhat product to make, then how to make it and then how tomake customers buy it. All this is based on what they aregood at, what they like to do, what’s in their safety/comfortzone - not based on what it would take to deliver profitablevalue in the marketplace. Functions (R&amp;D, operations,marketing, regulatory, etc.), not integrated around any specific<em>chosen</em> Value Proposition, pursue their own inconsistent agendas(sometimes feuding and blaming each other), undermining thechances of delivering profitable value.\n\n<strong>False Solution - the <em>Customer-Compelled</em> Culture</strong> In an attempt to transcendthis Internally-Driven myopia, many pursue what they oftensee as the only alternative: commit to anything and everythingcustomers suggest, the Customer-Compelled path. Just “be close”and “listen to” the customer, promise “total satisfaction”and “do what they say.” Marketing and total quality are ofteninterpreted in these terms. Despite listening enthusiastically,the Customer-Compelled organization still fails to understandresulting experiences customers would really most value. Itasks the same wrong questions that the Internally-Driven organizationasks (how to make and sell what product?) but now it wants<em>customers</em> to answer.\n\nMoreover, managers with thismindset try to use customer input alone to solve the wholebusiness puzzle, giving inadequate attention to the relativeabilities of the organization and to necessary trade-offs.While customers often make many good suggestions, they alsosuggest much that is neither actionable nor profitable. Andthe diversity of requests is limited only by the diversityof customers one encounters. Most organizations, trying tofollow the Customer-Compelled path, find it impractical andare driven back toward the traditions of the Internally-Drivenorganization, disillusioned and discouraged.\n\n<strong><em>Confusion Bridge - </em>Balanced between two wrong paths?</strong> Many organizations find themselvesengaged in a frustrating effort to blend the two flawed approaches.The result? Managers either do whatever the customer saysunless it violates an Internally-Driven mandate, or they followInternally-Driven agendas until a customer complains. Thisapproach lulls some managers into thinking they have foundsome kind of balance, but this approach misses the fundamentalsof <em>DPV</em> just the same\n\nIn this world of increasinglyfrequent and severe change, business organizations have achoice. They can adopt an Internally-Driven approach, a Customer-Compelledapproach, an approach that combines the two, or the differentand more realistic approach of <em>DPV</em>. Businesses on this leasttraveled road integrate all aspects of strategy, culture,and leadership around one objective: delivery of superiorvalue to target customers at a cost allowing acceptable returns.This deceptively simple principle begins with a concept equallydeceptive in its simplicity: the customer\'s experience.\n<h2>CUSTOMER\'S RESULTING EXPERIENCE: ESSENCE OF A REAL VALUE PROPOSITION</h2>\n<div id=\"CRE\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nThose who would make a businesssucceed face crucial decisions. Most important of these, yetmost overlooked and poorly understood, is a disciplined choiceof the <em>experiences</em> the business will cause some intended customersto have. These are the resulting experiences a business delivers,and they are the essence of a Value Proposition.\n\nProperly understood, businessis very much about the exploration and improvement of customers’real life experiences. The traditional concepts of “needs,requirements and benefits” share important common ground withresulting experiences. However, the differences are considerable,as the conventional concepts focus too much on what the businessdoes or on superficial, vague ideas of benefits or needs.Managers must learn to deeply understand and decisively acton specific experiences customers would most value.\n\n<strong>Resulting Experiences in the microwave</strong> As an example, consider theexperiences that result from using a microwave oven. Userstypically cook some food in a pot in a traditional oven, thenput it in a bowl, in the refrigerator. They later might putthis food on a plate, reheat it in the microwave, and in aboutfive minutes eat it; and it probably tastes good. To cleanup, they wash the pot, bowl, and plate. Without the microwave,they would take the food from the fridge, put it in anothercooking utensil, and reheat it for about 25 minutes in a traditionaloven. The food might dry out, sticking to the utensil. Theyput the food on a plate and eat it; it may taste dried-out.\n\nAs a result of using the microwave,the user eats about 20 minutes earlier, does not wash theadditional utensil (which may be difficult), and enjoys abetter taste (not dried-out). These microwave experienceshave some <em>consequences</em> better than the traditional oven experiences.These come with a tradeoff - the user must shop, find space,and <em>pay the price</em> for this microwave. Microwaves succeededbecause the value to customers of the resulting experiences,including drawbacks and price, was in net superior to alternativeexperiences.\n<p class=\"titlesmall\" align=\"justify\">Peel the Onion and keep asking, “So What?”</p>\n\nAn event can be simple, like enjoying a consistently                    tender chicken dinner provided by a particular brand. However, the events in an experience                    may be complex, with one event leading to another. Managers must learn to peel the layers                    of the onion until they adequately understand the true end-result consequence in that experience.\n\nTo business users in the mid-1980’s, for example, Hewlett-Packard’s                    laser jet printers delivered an experience consisting of a more complex series of events. Compared to                    dot-matrix printers, users could produce documents with darker, more contrasting blacks, and more sharply                    focused characters. This made users’ documents easier to read, and as a result, they communicated more                    effectively. If we peel the onion even further, it is reasonable to say that many users could use these                    more effective communications to persuade others more easily and thus could be more successful. In such a                    case, one must identify and describe the <em>whole</em> experience, including the entire series of related events                    as well as the end-result consequence. No one event (such as “makes blacker blacks” or “makes users more                    successful”) constitutes the whole experience.\n\nManagers learning both to discover and to deliver resulting experiences to customers will find it helpful to ask the question, “so what?” If one can still ask this question about a resulting experience, the onion has probably not yet been peeled enough. There is likely a further consequence in this experience, not yet defined, which must be understood.<sup>1</sup>\n\nResulting experiences to be offered and deliveredto customers are the essential core of a real Value Proposition.\n\n<hr /><sup>1</sup> These last three paragraphs are borrowed from my book, \"<em>Delivering Profitable Value</em>\"</div>\n<h2>A VALUE PROPOSITION<strong><a href=\"javascript:toggle(\'AVP\');\"><span style=\"text-decoration: underline;\"> </span></a></strong></h2>\n<div id=\"AVP\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nTo be actionable, the description of a Value Proposition must be specific and precise.So much so that this description must allow the organization to make meaningful trade-offsand set priorities throughout the functions and across all relevant resources and processes.A complete Value Proposition does not state a fuzzy aspiration; it completely and unambiguouslycommits the organization to its real delivery. It is therefore necessary to <em>complete</em> the choiceof a Value Proposition by specifying the context in which the organization will deliver some setof resulting experiences.\n\nThus, choosing a complete Value Proposition requires an organization to make a set of interrelated decisions: Who are the intended customers and time horizon for this proposition? What do we want these targeted customers to do, and what is their competing alternative (what will they do if they don’t do what we want them to do)? Against the answers to these questions, what are the ‘resulting experiences’ that these customers will derive, that is, what will happen in their business and/or life, with what value compared to the alternatives? Note that price is one of these resulting experiences.\n\n<em>TRADEOFFS are important elements of many winning Value Propositions</em>. Often, Value Propositions are <em> tradeoffs</em> – they include some resulting experiences that are <em>inferior</em> to one or more competing alternatives.</div>\n<h2>MANAGE A BUSINESS AS A \"VALUE DELIVERY SYSTEM\"<strong><span style=\"text-decoration: underline;\"> </span></strong></h2>\n<div id=\"MBVDS\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nThe Value Delivery System,and its central element, the Value Proposition, are meantas a replacement for the central framework that still strategicthinking. That framework, first described by McKinsey &amp;Company as “The Business System,” was widely popularized as“The Value Chain” by Michael Porter’s <em>Competitive Advantage.</em>”\n\nThis traditional value chain,or business system, framework sees a business, in effect,as a <em>product-supply</em> system. It reinforces both Internally-Drivenand Customer-Compelled thinking, as managers debate what perspectiveto use in answering the product-supply questions: “what productshould we invent, how should we make it and how should wemarket it.” The Internally-Driven schools of thought wantto answer these questions based on the organization’s resourcesand competencies. The Customer-Compelled schools want to askthe customer to answer these questions. But the faulty reasoningis in the questions themselves, not in who should answer them.\n\n<em>DPV</em> changes the questions,to “what Value Proposition (that is, what combination of resultingexperiences including price) should this organization deliverand how exactly should we align all products, resources andprocesses to profitably deliver it, that is, to provide andcommunicate each resulting experience?” The value deliveryframework defines a business in different terms from the conventionalparadigm; it defines a business in the terms of value delivery.From the <em>DPV</em> perspective, a market-focused business is a systemintegrated around delivery of a specific Value Proposition:a “Value Delivery System” that <em>chooses, provides</em> and <em>communicates</em> a specific Value Proposition.\n\n<strong><em>Choosing</em> the Value Proposition</strong> :To genuinely choose a Value Proposition is to make the centraldecision of business strategy, for a Value Proposition definesthe precise objective of a business. If your organizationhas <em>chosen</em> one, then:\n<div>\n<ul>\n	<li> You have a clear specific statementof it (not just a feeling)</li>\n	<li>It represents a disciplined decisionto pursue one of numerous options (not a vague globalset of promises to be good and nice)</li>\n	<li>Every function and department (notjust marketing) understands it and uses it to closelyguide their everyday operational decision-making.</li>\n</ul>\n</div>\n<strong>Most don\'t</strong> Most organizations do notin fact choose a meaningful Value Proposition. In these organizations,managers in different functions, when asked, would describeentirely different Value Propositions. Some may be at a lossto describe one at all. Often, choosing the Value Propositionis justify for marketing and sales to do, once manufacturingand product development have finished with their importanttasks. In this case, a Value Proposition is nothing more thanan afterthought. In all of these instances, the Value Propositionhas not been properly chosen.\n\n<strong>The easier path - no real choice</strong> It should be recognized that,short-term, it is politically less disruptive in most organizationsto adopt a supposed Value Proposition so innocuous as to offendno one. Also politically easy is for a small group of managersto select a specific one but not fully convey it to othersin the organization, much less enforce it as strategy. SuchValue Propositions are politically not very troublesome butalso unlikely to have a great impact.\n\nOf course choosing as definedhere is only advisable in order to make more money. An alternativeis to trust to luck and hope for the best. A small lucky minorityof organizations does profitably enjoy customer preference,at least for a while, despite never deciding deliberatelyto pursue any real Value Proposition. Most organizations donot see themselves as randomly throwing the dice and praying.Many usually employ some Internally-Driven and/or Customer-Compelledassumptions to decide what products/services to offer andhow. This only obscures the fact, however, that they are still<em>not choosing</em> a specific Value Proposition.\n\n<strong><em>Providing the Value Proposition</em></strong> :Once chosen, the Value Proposition must actually <em>happen</em> inthe life of the intended, target customer. That is, the businessmust actually <em>provide</em> the chosen resulting experiences tothe chosen intended customer. A word of caution: issuing copiesof the proposition to all departments (“Attention! Make thishappen. Please.”) won\'t work. Rather, an organization mustexplicitly decide <em>how</em> it is going to provide each experience.\n\n<strong>Example: a hospital</strong> For example, a large NorthernCalifornia hospital group articulated a proposition that focuseson obstetrics and includes among resulting experiences thenotion that the consumer should receive “superior emotionalwell-being.” This means in part that she and her family: “understandwhat’s happening, what she and they can and should do to helpthe pregnancy; and, are included in medical decisions.” Thisspecific resulting experience is provided by actions suchas:\n<div>\n<ul>\n	<li> Education proactively integratedinto the pregnancy from the outset (versus simply makinga few courses available and passing out some literature)</li>\n	<li>Highlighting and discussing actionsthe mother can take to help pregnancy so she really understandsoptions and consequences (e.g., diet, exercise, work habits,stress, etc.)</li>\n	<li>Education for mother includes understandingthe range of likely responses by her family and how shecan best manage these (e.g., to minimize the first child’sjealousy)</li>\n</ul>\n</div>\n<strong><em>Communicating the Value Proposition</em></strong>:In addition to providing each resulting experience in a chosenValue Proposition, a business must <em>communicate</em> these experiencesas well. The business must ensure that target customers realizeand fully appreciate the fact that doing what the businesswants them to do will allow them to actually derive theseresulting experiences. And the business must ensure that thecustomer appreciates the full value for them of those resultingexperiences. Finally, the business must give the customera reason to believe that they actually will derive those resultingexperiences. No matter how well a business provides a ValueProposition, it must communicate it to actually win customerpreference.</div>\n<h2>WHEN CUSTOMERS HAVE CUSTOMERS: UNDERSTANDING THE VALUE DELIVERY CHAIN<strong><span style=\"text-decoration: underline;\"> </span></strong></h2>\n<div id=\"WCHC\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nOf course, some businessesare more complex than others. Often, intermediaries lie betweenthe business’s organization and those customer-entities ofmost crucial importance to that business. The simplest exampleis a manufacturer selling to users through distributors, whichare thus intermediaries. Those user-entities may also themselvesbe businesses with customers as well. Somewhere at the endof such a chain may be entities who are individuals, suchas consumers. Thus, there exists a chain of interlocked entities,from the business’ suppliers through its intermediaries, itsimmediate customers and so on, to the last relevant entity.Some entities in the chain may be “off-line” in the sensethat they do not engage in buying or selling products relevantto the business but do influence players in the chain. Regulatorsor standard-setting bodies would be typical off-line entities.\n\n<strong>Beyond supplying Products/services</strong> Up to the final entity inthe chain, the entities at all of these levels can be understoodas Value Delivery Systems. Thus, it is important to understandthese chains not simply as logistical supply chains but asValue Delivery Chains. Rather than seeing a chain as supplyingproduct from one entity to the next, managers should understandthese chains as delivering value, from one entity to the next.Often, an organization must deliver value to entities notadjacent to them on the chain and thus need other entitiesto cooperate. Every business organization needs to understandthe current and potential structures of the Value DeliveryChains in which they could compete for business.\n\n<strong>Distribution Distracted</strong> Frequently, however, businessesin a Value Delivery Chain take a nearsighted view of the chain.Failing to look deeply into the lives of entities furtherout on the chain, they only concentrate on the immediate-customerand supplier levels. Businesses that assume they are competingin a commodity market often succumb to this myopia.\n\n<strong>Example: Natural Gas</strong> But a product that is difficultto differentiate (usually the case in markets considered commodities)does not spell the end of differentiation. In the early ‘90’s,Chevron’s US natural gas business unit (since merged withNGC Corp) proved this point by applying the principles of<em>DPV</em>. Chevron\'s immediate customers were pipelines, which mayhave fed a local distribution company, which may have in turnsupplied residential, commercial, and industrial customers.Chevron\'s strategy effort focused on working directly witha large number of end-users of natural gas in an effort tounderstand their business.\n\nConsider a paper company.Who are the paper company\'s customers? What Value Propositiondoes the paper company deliver to them? How do they use energyto deliver it? What could be improved about this paper company\'sValue Delivery System, especially involving the use of energy?By pursuing these questions, Chevron found a range of promisingopportunities to help gas users, who reside several linksdown on the chain, make smarter use of energy. These opportunitiescalled on Chevron to refashion its manner of doing businessin some ways that required non-trivial cultural changes. Butthey point the way to potentially much more profitable businessthan would be possible by continuing to emphasize the commoditysupply of gas to the first link in the chain.\n\n<strong>Primary Entities</strong> Understanding the identityof the <em>primary</em> entities - those that will be most pivotallyimpacted by the organization and can most impact its success- is far more important than understanding the desires ofthe entities closest to the organization. The paper companyand similar industrial plants were primary entities in Chevron’schain. Intel and Microsoft understood that the corporate userof PC’s, and not IBM, was the primary entity in their ValueDelivery Chains. The organization must determine its own rolein working with the other players in the chain to deliverthe appropriate Value Proposition to the primary entity inthe chain. The organization must also determine the appropriateValue Delivery actions for the entire chain to undertake.\n\n<strong>Supporting Entities</strong> Then, the organization mustconsider how to motivate the other entities – the intermediaries,its own suppliers, important off-line entities, and othersin the chain. To motivate these other entities, the businessmay need to choose and deliver <em>supporting</em> Value Propositionsto them. Any manufacturer who distributes through retailers,for example, needs to choose the right Value Proposition tothe actual user of the product. For this proposition to bedelivered, the manufacturer must play a role (e.g., designing,making, perhaps advertising the product) but so must the retailer(e.g., making the product easily available). To motivate thatretailer, the manufacturer must show the retailer the resultingexperiences they will receive for playing this role. The wholetask of managing a business thus must encompass understanding,sometimes redesigning, and delivering value across an oftencomplex Value Delivery Chain.</div>\n<h2>STOP LISTENING! LEARN TO <em>BECOME</em> CUSTOMERS INSTEAD<strong><span style=\"text-decoration: underline;\"> </span></strong></h2>\n<div id=\"SL\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nBut <em>how</em> should businessesdiscover and choose the resulting experiences central to theValue Propositions they should deliver, if they are to avoidbeing either Internally-Driven or Customer-Compelled?\n\n<strong>Example: Honda becomes the motorist</strong> A team of Honda employeesis staked out in a parking lot of a grocery store. From adistance, they videotape scores of consumers performing thesame task: loading groceries into the trunk (i.e., boot) ofa car. Different cars, different consumers, different grocerybags. Back in Tokyo, Honda engineers and other managers, designingthe next model, watch these videos. Some consumers are seenstruggling to get the bags into the trunk. Some arrange theirplastic bags to keep them from tipping over. At night, somepeer into the trunk as they try to arrange bags in the backof the trunk. A few pause, rest a bag on the edge of the trunkwall, and then have to lift the lid again after it partlycloses. For a few others, the cart slowly rolls a few feetaway from the car as they load the trunk. For some, the wholeprocess goes along without a hitch.\n\nThese motorists are not <em>telling</em> Honda their trunk needs or their desired benefits in a trunk.They are simply living part of their car experience. Watchingthese videos, the Honda engineers and other managers vicariouslylive that experience by putting themselves in the consumers’shoes. They can see and feel what is imperfect in the consumers’experiences. Then they can envision a far superior trunk-loadingexperience for these motorists.\n\n<strong>Virtual Videos of Day-in-the-life of Customers</strong> A tool we have found veryuseful for thinking about resulting experiences is to imaginemaking two contrasting video tapes of a day in the life ofthe customer. In practice, one does not literally have tomake a video to understand a day in the life of the customertoday. Asking the customer questions about what they do todayis often equally effective, as long as one refrains from askingthem what they want. The first (virtual) tape would capturea typical current scenario for the customer under study. Whatare they trying to accomplish, what obstacles do they encounterand how do they cope with those obstacles? The second (virtual)videotape would show what this scenario would be like if thecustomer’s business or life were much improved. It tries toconstruct scenarios that are better for the customer and thatthe organization could conceivably help bring about.\n\nYet, uncovering and fullyunderstanding the resulting experiences desirable to potentialor current users is not nearly as simple as one would like.Directly asking customers what they want often does not revealthe resulting experiences they would most value but ratheronly elicits their description of the attributes, featuresand price they think should be offered by a product or service.It is far more powerful to “become the customer,” that is,to study intensively how the customer lives, asking: “Whatwould it be like to ‘be’ this customer and what would I want,as an end-result scenario, if I were that customer? What doesthis imply our business ideally should do to improve the lotof this customer? Could we do that profitably and better thancompetition?”</div>\n<h2>IDENTIFYING VALUE-DELIVERY OPTIONS: KEY FIRST STEP IN FORMULATING STRATEGY<strong><span style=\"text-decoration: underline;\"> </span></strong></h2>\n<div id=\"IVD\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\n<strong>Identifying Value Delivery Options and Market Space -</strong> Using the <em>DPV</em> perspective,the first step in formulating strategy is to identify andassess the value delivery options the organization may have.These value-delivery options are the possible, potential businesses– Value Delivery Systems – that the organization could pursue.Ultimately, the design and choice of the VDS’s the firm willimplement constitute the essential task of corporate strategy,as understood in terms of the principles of <em>DPV</em>. The firm’sValue Delivery Systems should be understood in the contextof other possible businesses, which may be related. A setof related possible businesses constitutes what we call a<em>market-space</em>, which includes customers, interacting with eachother in Value Delivery Chains, and the related Value DeliverySystems possible among them.\n\nAn organization consideringone or more market-spaces should identify the value deliveryoptions in each. For a given market-space, what would theorganization have to do in order to profitably win the businessof the customers in it? There typically will be several different,though related, possible businesses in a market-space; strategyformulation should start with identifying and evaluating theseoptions. In this way, <em>DPV</em> advocates replacing traditionalmarket- and industry- segmentation with identifying valuedelivery options in a market-space, which is a far more usefuland focused method for developing strategy than traditionalsegmentation is.\n\nA group of customers <em>belongs</em> to a value-delivery option if the business would need to deliverone particular Value Proposition, in essentially the sameway, to them. After identifying the value-delivery options(perhaps some obvious, some latent) in a market-space, anorganization can decide in which options (if any) it can profitablyexecute the required VDS better than competition.\n\n<strong>Avoid Imitation-Inspired thinking</strong> Many organizations are overlydistracted by competitors, in the effort to “win.” They frequentlymeasure what competitors do and worry greatly if they don’tmatch or exceed these competitors’ actions. This game is easyto play without any reference to the experiences most desirablefor customers. Competitive analysis in the <em>DPV</em> context firstdefines the resulting experiences some set of customers wouldmost value. Then <em>DPV</em> asks, “Who among the possible competitorsis able to deliver the most valuable combination of theseresulting experiences to these customers?” A business winsby delivering a superior Value Proposition, not by being superiorto competitors in some other respect.\n\n<strong>A Value-Delivery-Driven view of Capabilities</strong> The organization must thendetermine, for each value-delivery option, what key capabilitieswould be required by the VDS, what new capabilities the organizationwill have to build, at what cost and with what probabilityof success, in order to deliver a proposition superior tocompeting alternatives. This evaluation is not the same asasking, “What are our business’s core competencies today?”In some cases, more dramatic profitable growth can be attainedby building a new set of competencies, or capabilities. Sometimes,because of discontinuities in the marketplace, one has littlerealistic choice. Understanding current competencies may helpone decide what market-spaces to evaluate in the first place;but learning how to build new competencies is unavoidablein a rapidly changing world, as IBM, Kodak, GM, and countlessother companies have painfully discovered.\n\n<strong>Different Approach than Conventional Segmentation</strong> Based on this evaluation,the organization selects the businesses it will conduct, thusdetermining the organization’s strategy in that market. Thisapproach of identifying value-delivery options differs fromthe Internally-Driven methods of segmentation commonly employed.Segmentation is frequently treated as a marketing technique,useful mainly to find ways to better sell what an organizationhas already decided to make. Value-delivery option identificationis conducted to discover what products and services<em>should</em> be made.\n\n<strong>Don\'t Segment Backwards - Think Value Delivery First</strong> Conventional segmentationapproaches also divide customers based on variables such asdemographics, or product usage, that may or may not have anythingto do with the actual requirements of profitable value deliveryto those customers. The conventional approach to clusteringcustomers by market segmentation is thus backwards. It dividescustomers by numerous variables without knowing how they varyby the one variable that matters strategically – what VDSis appropriate to them. The <em>DPV</em> approach first divides customersaccording to the VDS that would be most appropriate to winningtheir business, regardless of their demographics or othervariables that may describe them. <em>DPV then</em> determines whatdemographic or other variables, if any, may describe the customersin each value-delivery option, as this information may behelpful to understand and reach the customers in each option.</div>\n<h2>REAL BUSINESS PLANS - COMMITTING AND EXECUTING</h2>\n<div id=\"RBP\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nHaving evaluated an organization’svalue delivery options in a given market-space and having<em>chosen</em> the estimated most profitable combination of thoseoptions, it is time to formally commit to this choice. Alldecision making devices, including business plans, budgets,asset allocations, product, human resource and marketing plans,should be explicitly, rigorously determined by the VDS’s towhich they belong or must support.\n\n<strong>Organization Structure Implications</strong> This often also means restructuring.Though many people rightly want to avoid pointless restructurings,the simple fact is that a great many organizations are notstructured as VDS’s. Typical is to be organized by productsas business units when in fact the right Value Propositionsrequire bundles of products to be delivered in an integratedfashion. Even more primitive versions of the problem showup as functionally structured organizations where manufacturing,marketing and engineering act in no more integrated fashionthan a set of loosely related business units. Restructuringto clarify accountability and to integrate functions aroundthe appropriate Value Propositions is often unavoidably crucial.</div>\n<h2>A WINNING BUSINESS/VALUE DELIVERY SYSTEM (VDS)</h2>\n<div id=\"WB\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nOrganizations must evaluatewhether the designed Value Delivery System constitutes a winningbusiness. The checklist below suggests questions by whichto determine whether a Value Delivery System will generatewealth for a firm and thus whether it should be implemented.\n<p class=\"TITLEsmall\" align=\"center\">\nCHECKLIST FOR A WINNING BUSINESS/VDS\n<div>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"7\" width=\"90%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>WOULD THIS VDS DELIVER A <em>SUPERIOR</em> VALUE PROPOSITION?</strong> If delivered as designed, do we believeintended customers would conclude that the Value Propositionis superior to their competing alternatives?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>HOW MUCH REVENUE would we expect?</strong></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>DO WE BELIEVE WE CAN BUILD THE CAPABILITIESNEEDED to implement this VDS? </strong>This includes improvingexisting, and creating new, capabilities to provide andcommunicate the proposition.</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>WHAT TOTAL COST would we incur?</strong> Thisincludes on-going operating costs plus those of buildingnew capabilities, and the cost of capital.</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>HOW MUCH PROFIT would this business/VDSgenerate, ignoring other businesses or later timeframes?</strong></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>WHAT IMPACT ON OUR <em>OTHER</em> BUSINESSES,if any, would this VDS have? </strong>To what extent would conflictsor synergies from this VDS reduce/increase profitabilityof our other businesses?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>WHAT IMPACT ON <em>LATER</em> TIMEFRAMES wouldthis VDS have?</strong> Does it facilitate a longer-term, moreprofitable VDS, or compromise later ones?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>WHAT DISCONTINUITIES may impact itssuccess and sustainability? </strong>What changes in the environmentcould change the outcome of this VDS?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>HOW DOES THIS VDS COMPARE TO OUR OTHEROPTIONS? </strong></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><strong>IN NET: IS THIS A GOOD VDS?</strong> Do webelieve it will, long term, generate more wealth for thefirm than not implementing it?</td>\n</tr>\n</tbody></table>\n</div>\n</div>\n<h2>CONCLUSION</h2>\n<div id=\"C\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n\nFar less traveledthan the Internally-Driven and Customer-Compelled paths, thevalue delivery path is for those committed to finding breakthroughprofitable growth opportunities. But one must be willing tochange, not just repeat platitudes about value. <em>DPV</em> callsfor fundamentally changing how organizations:\n<div>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"7\" width=\"90%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Define their businesses;</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Adopt success-criteria;</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Structure their organizations;</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Identify, explore, assess and choosestrategic options</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Study and understand customers;</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Analyze competition;</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Develop and manage all resources,processes, and functions.</td>\n</tr>\n</tbody></table>\n</div>\n<strong>Getting Started</strong> To begin the journey, senior leadershipshould assess the extent to which their organizations understandthese concepts of value delivery, versus relying on Internally-Drivenand Customer-Compelled thinking. Leaders can begin by answering:\n<div>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"7\" width=\"90%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Does the organization, including seniormanagement and all functional managers, know what oneor more Value Propositions the organization delivers today?Does it know the extent to which these propositions aresustainably superior and profitable?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Has the organization deeply studied,not superficially surveyed, the business/life of importantentities in the relevant Value Delivery Chain? Does managementhave quantitatively solid insights into how these variouscustomers’ current experiences could be greatly improvedin ways the organization may be able to make happen?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Has the organization <em>chosen</em> the oneor more propositions which will make up its strategy inthe near and longer term future?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">If so, is there more than lip servicerendered to these propositions? Is there a Value DeliverySystem for each proposition – a detailed description ofwhat each function, resource, and process must do to provideand communicate the proposition?</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/linkS_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Are the organization’s efforts toinvest in and build its future capabilities entirely focusedon these designed Value Delivery Systems?</td>\n</tr>\n</tbody></table>\n</div>\n<strong><em>DPV is realistic</em></strong> To truly understand customersand thus formulate and execute business strategy that canaccelerate profitable growth, managers must design each oftheir businesses around a disciplined choice of a winningValue Proposition. <em>DPV</em> offers managers guidance, in detailedpractical terms, for making it happen.</div></td>\n</tr>\n</tbody></table>','White Paper Intro to DPV','','publish','open','open','','white-paper-intro-to-dpv','','','2008-10-19 18:18:46','2008-10-19 22:18:46','',148,'http://inscitia.com/dpv/?page_id=57',3,'page','',0),(187,1,'2008-10-19 18:21:11','2008-10-19 22:21:11','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"title\" align=\"center\"></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\">\n<strong><span style=\"color: #000080;\"> Helping clients achieve, and institutionalize the capabilities                      needed for, breakthrough profitable growth, </span></strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">\nThe <em>DPV Group</em> provides coaching-oriented consulting assistance                      to our clients in formulating market-focused strategies aimed                      at breakthrough, profitable growth. We also participate in                      a hands-on fashion in the practical details of implementation.                      Our services are aimed at building our clients’ capability                      and effectiveness in profitably differentiating themselves                      from their competition in ways most valued by customers. We                      work as a team with our clients.\n\nAs our work progresses with a client, our roles migrate. In                      turn we:</td>\n</tr>\n<tr>\n<td align=\"center\">\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"5\" cellpadding=\"5\" width=\"100%\" bordercolor=\"#111111\">\n<tbody>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><span class=\"titlesmall\"><strong>Educate </strong></span> clients in the philosophy,                              framework, and methodology of                              <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_Concepts.htm\"><span style=\"text-decoration: underline;\"><em>DPV</em> Concepts</span></a></strong>,                              using proprietary                              <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Services/DPV_ExecEd.htm\"><span style=\"text-decoration: underline;\">Executive Education</span></a></strong> materials and rich examples drawn from many                              industries.</p>\n</td>\n</tr>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><span class=\"titlesmall\"><strong>Coach </strong></span> cross-functional                            client teams to preliminarily analyze the relevant market                            space, then to develop fundamental strategic insights,                            using our systematic methodology of                            <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_ExploreMarket.htm\"><em><span style=\"text-decoration: underline;\">Becoming The Customer</span></em></a></strong>. We thus help the client                            develop hypotheses about possible breakthrough                            <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_RealValueProposition.htm\"><span style=\"text-decoration: underline;\">Value                            Propositions</span></a></strong> and preliminarily,                            how these might be practically and profitably delivered.</p>\n</td>\n</tr>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><span class=\"titlesmall\"><strong>Help Analyze </strong></span> the costs, capability-gaps,                              and competitive threats inherent in the emerging possible                              new strategy. We also help the Teams, using quantitative                              research techniques as needed, to validate the nature,                              size, and likely profitability of the newly identified                              opportunities.</p>\n</td>\n</tr>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><strong class=\"titlesmall\">Help Design </strong> the                            <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_TakingAction.htm\"> <span style=\"text-decoration: underline;\">Value Delivery Systems</span></a></strong> that align all functions, financial and human resources, business processes, and measurement and reward systems, to profitably provide and communicate the newly emerging Value Proposition(s).</p>\n</td>\n</tr>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><span class=\"titlesmall\"><strong>Assist </strong></span> directly, in hands-on                              fashion as appropriate, to actually implement the                              new Value Delivery strategy, including helping to                              build organizational capabilities crucial to the strategy’s                              success. This can include helping develop specific                              new capabilities in product development, sales or                              service effectiveness, alliances in the relevant                              <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_DeliverValueAcross.htm\"> <span style=\"text-decoration: underline;\">Value Delivery Chain</span></a></strong>, or packaging and advertising effectiveness,                              for example.</p>\n</td>\n</tr>\n<tr class=\"bodysmall\" align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" align=\"justify\">\n<p align=\"justify\"><span class=\"titlesmall\"><strong>Participate </strong></span> as                            integral parts of the client’s management team to help                            them overcome obstacles and build lasting capabilities.</p>\n</td>\n</tr>\n<tr align=\"left\" valign=\"top\">\n<td class=\"bodysmall\" colspan=\"2\" align=\"justify\">\n<p align=\"justify\">We work with our clients                            at a fundamental strategic level – helping teams to                            discover, design, and implement winning Value Delivery                            Systems. We work solely in this area. We do not provide                            other specialized consulting services, such as downsizing,                            or systems integration, although we often counsel clients                            on how to perform these activities n a market-focused                            manner, and consistent with a new value delivery strategy.                            Neither do we directly provide traditional marketing                            services, such as statistically based market research                            or advertising, although we do have clear points of                            view about how they should be conducted. Where these                            become vital to a project, we can help by coaching our                            clients’ preferred suppliers and/or other providers                            with whom we have developed alliances.</p>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"middle\"></td>\n</tr>\n</tbody></table>','Consulting Overview','','publish','open','open','','consulting-overview','','','2008-10-19 18:21:11','2008-10-19 22:21:11','',184,'http://inscitia.com/dpv/?page_id=63',3,'page','',0),(189,1,'2008-10-19 18:21:24','2008-10-19 22:21:24','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"title\" align=\"center\" valign=\"top\"></td>\n</tr>\n<tr>\n<td class=\"titlesmall\" align=\"left\" valign=\"top\">\n<em>Gain                      a fundamentally new, genuinely <span style=\"color: #000080;\"><strong>market-focused perspective</strong></span> on their businesses</em></td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<blockquote>\n<p class=\"bodysmall\" align=\"justify\">\nOrganizations                      working with The <em>DPV Group</em> to apply our value-delivery                      approach to strategy come to understand what it really means                      to manage their businesses with a single-minded focus on                      profitably delivering breakthrough-growth                      <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_RealValueProposition.htm\"><span style=\"text-decoration: underline;\">Value                            Propositions</span></a></strong>. They learn to discover non-obvious strategic                      insights in the current experiences of customers, and other                      entities in the relevant chains. These entities usually                      include the ultimate end-users, whose experiences are often                      beyond the real familiarity of the client organization, then                      to translate these insights into powerful, growth-generating                      Value Propositions. They also objectively and                      strategically assess their organizations\' key capability                      gaps and define realistic paths to close those gaps. In all                      this, they learn to transcend the confusing doctrines of                      Internally-Driven and Customer-Compelled management                      practice, and become inspired to build the truly                      market-focused organization that can generate sustained                      profitable growth.</blockquote>\n</td>\n</tr>\n<tr>\n<td class=\"titlesmall\" align=\"left\" valign=\"top\">\n<em>Better understand and significantly <span style=\"color: #000080;\"><strong>improve their                      current businesses</strong></span></em></td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<blockquote>\n<p class=\"bodysmall\" align=\"justify\">\nOrganizations achieve a new and much more insightful                      understanding of their current de facto <strong><a class=\"linksmall\" href=\"http://www.dpvgroup.com/htm/Concepts/DPV_TakingAction.htm\"> <span style=\"text-decoration: underline;\">Value Delivery Systems</span></a></strong> and identify how to quickly improve the delivery of                      their current Value Propositions.</blockquote>\n</td>\n</tr>\n<tr>\n<td class=\"titlesmall\" align=\"left\" valign=\"top\">\n<em> Discover, develop, and implement <span style=\"color: #000080;\"><strong>breakthrough growth                      strategies, including in mature markets</strong></span></em></td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<blockquote>\n<p class=\"bodysmall\" align=\"justify\">\nClient organizations analyze their current and potential                      markets in a genuinely different fashion that discovers the                      most important near- and long-term strategic options for                      breakthrough profitable growth. Clients learn to redefine                      their markets and businesses and then realign their                      resources and capabilities around the delivery of real Value                      Propositions.</blockquote>\n</td>\n</tr>\n<tr>\n<td class=\"titlesmall\" align=\"left\" valign=\"top\">\n<em>Get beyond isolated improvements and <span style=\"color: #000080;\"><strong>build a great company</strong></span></em></td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<blockquote>\n<p class=\"bodysmall\" align=\"justify\">\nWhile organizations can apply <em>DPV</em> only to one business or                      only for short-term improvement, leaders can choose to be                      far more ambitious. They can institutionalize the <em>DPV</em> principles, frameworks, and methodology throughout the                      corporate culture and thus build a company of lasting                      greatness.</blockquote>\n</td>\n</tr>\n</tbody></table>','Consulting Benefits','','publish','open','open','','consulting-benefits','','','2008-10-19 18:21:24','2008-10-19 22:21:24','',184,'http://inscitia.com/dpv/?page_id=65',4,'page','',0),(191,1,'2008-10-19 18:21:41','2008-10-19 22:21:41','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"titlesmall\" align=\"left\">TYPICAL VALUE DELIVERY PROJECT TO FORMULATE STRATEGY IN ONE MARKET-SPACE</td>\n</tr>\n<tr>\n<td class=\"title\" align=\"center\">\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Conducted in Phases, to explore then formulate and                        recommend pursuit of an improved strategy</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Organization by Steering Committee, Core Team, and Project                        Resource Group</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">3-4 <em>DPVG</em> members are part of Core Team - coach, help                        conduct, recommend action to Steering Committee</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Typical time frame - three months, but depends on                          complexity of market-space</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"titlesmall\" align=\"left\">\n\nPHASES IN A TYPICAL VALUE DELIVERY PROJECT - TO FORMULATE PROFITABLE GROWTH STRATEGY</td>\n</tr>\n<tr>\n<td align=\"center\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" colspan=\"2\" align=\"left\"><strong>Phase                          Zero:</strong> Organize and refine the project scope and plan</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" colspan=\"2\" align=\"left\"><strong>Phase                          One:</strong> Analyze the space, via <em>becoming the customer</em> methodology - customer interviews, conduct Video One and Two analysis</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" colspan=\"2\" align=\"left\">\n<div><strong>Phase Two:</strong> Form first-cut hypotheses                            on strategy; initial analysis of costs/capability gaps,                            and competing abilities</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" colspan=\"2\" align=\"left\">\n<div><strong>Phase Three:</strong> Recommend value-delivery                            strategy for this space, with plan to verify, build                            capability, and implement</div></td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'P0\');\"> <span style=\"text-decoration: underline;\"> PHASE ZERO IN A <em>DPV</em> STRATEGY-FORMULATION PROJECT </span></a></strong></p>\n\n<div id=\"P0\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">Three key tasks preliminary to starting the project:\n<table border=\"0\" cellpadding=\"5\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Organize</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Finalize Steering Committee</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Determine and orient Core Team</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Initial identification of likely useful members of                      Project Resource Group</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Conduct initial data gathering and review</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Internal interviews, with Steering Committee and other key                      managers/experts</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Review of existing strategy, market analysis                      documentation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Identification of additional likely best information                      sources</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Refine project plan</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Define boundaries of market space(s) to explore</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Sketch key Value Delivery Chains</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Initially determine rough sample for Video One; start                      contacting potential entities for interviews; review                      available information on these targets</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Document refined project plan</td>\n</tr>\n</tbody></table>\n<span class=\"titlesmall\">Timeframe: </span><span class=\"bodysmall\">Two-to-three weeks, starting after initial project agreement</span></div></td>\n</tr>\n<tr>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'P1\');\"> <span style=\"text-decoration: underline;\"> PHASE ONE IN A <em>DPV</em> STRATEGY-FORMULATION PROJECT </span></a></strong></p>\n\n<div id=\"P1\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">Analysis of a sample of entities in the relevant Value Delivery Chains :\n<table border=\"0\" cellpadding=\"5\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Rough articulation of current de facto value-delivery strategy</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">What Value Proposition(s) does the business try to deliver today</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">How well are these actually provided and communicated, vs. competition</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Early strategic issues thus identified</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Identify, contact, and arrange interview visits at a sample of entities</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Primary entities, with range of functional players within each</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Several other entities in the chain (depends on specific chain structure)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">With base of large customers, typically analyze 5-10 primary, 3-7 other</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">With base of smaller customers, typically analyze 10-20 primary, 5-10 other entities</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Careful approach, adequate lead time (usually several weeks); use top-to-top contact as needed to secure serious participation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Typical visit and interviews at larger customers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">1-3 days prior analysis of known info, situation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team meets prior to interviews</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Sales and purchasing should be moved from center stage; the exercise is not about selling; a multi-functional exploration for fresh insight</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">1-3 days of on-site interviews, 5-10 per entity, typically with follow-up</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Each individual interview 1-3 hours depending on complexity</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Analysis of smaller customers possible with a single-day visit</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">1-3 Core Team members, 1-2 <em>DPVG</em> typically participate</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">After visit, team debriefs to synthesize analysis of entity</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This entity’s current rough Value Delivery System(s) as relevant</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Key scenes explored</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Critique of entity’s current VDS and key implications for our strategy</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video Two: improved scenario for the entity, possibly profitable for us</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Initial thoughts on implied Value Proposition relevant to this entity from our business and others in the chain</td>\n</tr>\n</tbody></table>\n<span class=\"titlesmall\">Timeframe :</span> <span class=\"bodysmall\"> ~ Six weeks</span></div></td>\n</tr>\n<tr>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'P2\');\"> <span style=\"text-decoration: underline;\"> PHASE TWO IN A <em>DPV</em> STRATEGY-FORMULATION PROJECT </span></a></strong></p>\n\n<div id=\"P2\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table border=\"0\" cellpadding=\"5\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Synthesize Phase One analysis into preliminary value delivery strategy</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Group and generalize Video One outputs into one or more primary Value Delivery Systems (VDSs) that may be winners in this space</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Document emerging primary and supporting VDSs in detail</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Identify key issues for cost and capability-gaps</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Assess key capability gaps becoming apparent</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Rank gaps by criticality and magnitude</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Define gap-closing outlines: e.g., product development investment, new assets, or individual skill building across significant numbers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Conduct initial cost analysis on major elements of emerging VDSs</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Project Resource Group often becomes more active in this task</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Estimate cost for our business to close key capability gaps</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Estimate operating cost, during early and on-going implementation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Assess potential competitors’ abilities to deliver competitive Value Propositions compared to emerging strategy</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Refine VDSs based on capability, cost and competitive analyses</td>\n</tr>\n</tbody></table>\n<span class=\"titlesmall\">Timeframe:</span> <span class=\"bodysmall\"> ~ Four weeks</span></div></td>\n</tr>\n<tr>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'P3\');\"> <span style=\"text-decoration: underline;\"> PHASE THREE : IN A <em>DPV</em> STRATEGY-FORMULATION PROJECT </span></a></strong></p>\n\n<div id=\"P3\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table border=\"0\" cellpadding=\"5\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Design implementation plan</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">How to verify the recommended new strategy with quantitative analysis and research, and in-market testing</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Specific initiatives to close the key capability gaps</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Plans for most aggressive realistic roll-out</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Recommend and win approval of Steering Committee for new value delivery strategy and implementation plan</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Communicate results of project</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">To appropriate elements in organization</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In appropriate form, to some entities in the relevant Value Delivery Chain, especially those where pilot activity is contemplated in implementation plan</td>\n</tr>\n</tbody></table>\n<span class=\"titlesmall\">Timeframe:</span> <span class=\"bodysmall\"> ~ Two -Three weeks</span></div></td>\n</tr>\n<tr>\n<td>\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'P4\');\"> <span style=\"text-decoration: underline;\"> PROJECT ORGANIZATION AND CLIENT RESOURCES NEEDED </span></a></strong></p>\n\n<div id=\"P4\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table border=\"0\" cellpadding=\"5\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Steering Committee:</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Owns the project; has relevant line responsibility; can act on recommended strategy; commits to implement if strategy is approved</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">General and senior functional Managers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Phase Zero interviews (~2 hours), review of outputs, individual debriefs</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Initial Kick-Off meeting and about three Progress Reviews; 4-6 hrs each</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Core Team:</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">With <em>DPVG</em> help, conducts project research and analysis and constructs recommended value delivery strategy and implementation plan</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">3-6 high-potential managers with 1-2 committed team leaders; relevant experience and knowledge; strong credibility in organization</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">35-70% time commitment</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"titlesmall\" align=\"justify\" valign=\"top\">Project Resource Group:</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Provide specialized, periodic support to Core Team</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"right\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Ensures more of the organization understands the project</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n</tbody></table>','Typical Project Structure','','publish','open','open','','typical-project-structure','','','2008-10-19 18:21:41','2008-10-19 22:21:41','',184,'http://inscitia.com/dpv/?page_id=67',5,'page','',0),(193,1,'2008-10-19 18:21:51','2008-10-19 22:21:51','Below is a partial list of some successful <em>DPVG</em> projects.\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"0\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"></td>\n<td width=\"94%\" valign=\"top\"></td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Acuity Lighting</strong> - Utility, Roadway, National Account Retail, New Fluorescent product launch; new growth strategic direction</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Eastman Chemical</strong> - Coatings, Adhesives; creative new strategies</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Hewlett-Packard</strong>\n- Supplies (NADO, After Market) -- significant revenue &amp; cost impacts\n- Vectra turnaround, China Cust. Support, Col Tel, CSY, CPS...</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Kodak</strong>\n- Consumer  Australasia (Channel restructuring; Image Magic; Wizard Camera Specialty turnaround)\n- world-leading category profit growth;\n- Professional Euro, Digital &amp; Applied, Health, CI Euro</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Carter Holt Harvey</strong> -- Pulp &amp; Paper, innovative packaging-market strategy</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Novell</strong> - ZEN (Zero Effort Networking -- successful new business) &amp; other</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">MeadWestvaco</strong> -- Integrated chain, total solution strategy</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Hutchison</strong> -- 3rd Gen Mobile Telecomm product launch, research, improved Value Proposition and communication</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">GlaxoSmithKline</strong> -- Zantac identified key renewed share-growth opportunity; conducted country-level training WW to refocus local marketing</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Chevron Natural Gas</strong> -- re-segmented, created  total solution VDS; restructured;\nsignificant near term profit increase and long-term impacts</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\"><strong class=\"titlesmall\">Boral</strong> -- Integrated-chain, total solution strategy and restructuring</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/link_3.gif\" alt=\"\" width=\"22\" height=\"18\" /></td>\n<td width=\"94%\" valign=\"top\">And, many others</td>\n</tr>\n</tbody></table>','Some DPVG Projects','','draft','open','open','','some-dpvg-projects','','','2008-10-19 18:21:51','2008-10-19 22:21:51','',184,'http://inscitia.com/dpv/?page_id=69',1,'page','',0),(195,1,'2008-10-19 18:22:02','2008-10-19 22:22:02','<h2>The <em>DPV </em>Concepts:</h2>\r\n<h3>Professor Philip Kotler - <em>Professor of International  Marketing, </em><em>Kellogg Graduate School Of Management, Northwestern University</em>:</h3>\r\n<h4><span style=\"color: #000000;\">\"<em>Delivering Profitable Value</em> defines the corporate mindset that will distinguish the new millennium\'s winners from the losers.  Michael Lanning\'s book should be required reading….”</span></h4>\r\n<h3>Neil Rackham - <em>The \'Professor of Professional Selling,\' creator and author of Spin Selling, Rethinking the Sales Force</em>:</h3>\r\n<h4><span style=\"color: #000000;\">“Important business books are a rarity and this one is a gem. Lanning created arguably the most important concept in history of marketing  - the value proposition - and here takes his seminal ideas deeper and further…[He] could justly be called the father of value delivery…[his] work has had enormous influence - not least on [my work].”</span></h4>\r\n<h2>Consulting by <em>The DPV Group:</em></h2>\r\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\r\n<tbody>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\">\r\n<h2>Charles Darnell<em> - Vice-Chairman Lighting Science Grp, Former SVP Acuity Lighting</em></h2>\r\n<h3>\r\n	<li><span style=\"color: #000000;\">“Our experience with <em>DPVG</em> was super good…extremely successful leading us into the right Value Delivery Systems...</span></li>\r\n	<li><span style=\"color: #000000;\">\"<em>DPV</em> itself is a WOW! Concept…Invariably, discovery takes place…far better than normal interviews, sales calls, or dealing with complaints”</span></li>\r\n</h3>\r\n<h2>Brad Lich - <em>Vice President/GM, CASPI Division, Eastman Chemical Company </em></h2>\r\n<h3>\r\n	<li><span style=\"color: #000000;\">“…hired <em>DPVG </em>for several projects…very impressed with methodology &amp; people…most dedicated, driven consulting team we’ve worked with…coupled with intellect &amp; diverse experience was a true asset.…</span></li>\r\n	<li><span style=\"color: #000000;\">\"In one project, after Day in the Life interviews across the chain, completely revised our segmentation and focused on [a new] solution…[thus] revamped a resin program… repositioned our new product…developed quantified value propositions for each participant in chain…net result: $50M growth opportunity with early success at major multi-national customer.”</span></li>\r\n</h3>\r\n<h2>James C. Tyrone - <em>SVP Appleton; former SVP, MeadWestvaco and NewPage</em></h2>\r\n<h3>\r\n	<li><span style=\"color: #000000;\">“<em>DPVG</em> successfully challenged us to think outside the box …Their <em>DPV </em>framework helped us engage our channel partners, in detail, on what we expect of them, and how that relates to the value to be provided to their customers, the final users of our product.</span></li>\r\n	<li><span style=\"color: #000000;\">“Their “Video One” approach - creating a virtual video of the customer interacting with our products and services - brought to life the benefits that our customers value, and the problems that they value avoiding. This technique made it easier for us to understand why customers ask for certain things. It also made it easier to see opportunities for us to add value that we had not recognized before.</span></li>\r\n	<li><span style=\"color: #000000;\">“The \'solutions\' we arrived at were practical and aspirational. I attribute that to the level of interaction of DPVG with our organization and with our customers, and to the depth and breadth of the practical experience that DPVG brought to the project.\"</span></li>\r\n</h3>\r\n<h2 class=\"bodysmall\">François T. Vleugels - <em>Former CEO Unipetrol, former Div Mgr, Eastman Chemical</em></h2>\r\n<h3>\r\n	<li><span style=\"border-collapse: separate;\"><span style=\"color: #000000;\">\"Our projects with <em>DPVG</em> explored for new strategic ideas, looking into our direct customers, their customers, end-users, complementors, distributors, retailers, and others. We used <em>DPVG</em>’s very insightful method of \'becoming the customer’ in visiting and studying players in the chain, then helped us convert this exploration into a comprehensive strategic plan, using their ‘Value Delivery’ framework.</span></span></li>\r\n	<li><span style=\"border-collapse: separate;\"><span style=\"color: #000000;\">\"Supporting all the above, they use very senior people with many years experience growing businesses and helping clients.\r\n</span></span></li>\r\n	<li><span style=\"border-collapse: separate;\"><span style=\"color: #000000;\">\"Many people talk about developing “integrated strategies” that encompass “the whole value chain,” but often don’t really understand what that means, and don\'t deliver. This work actually produced such a strategy, and I feel it is the finest strategy work I have seen in my whole career...”</span></span></li>\r\n</h3>\r\n</td>\r\n</tr>\r\n<tr>\r\n<td width=\"7\" align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\">\r\n<p class=\"bodysmall\"></p>\r\n</td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\"></td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<p style=\"text-align: -webkit-center;\"><span style=\"line-height: normal;\">\r\n</span></p>','What People Say','','publish','open','open','','what-people-say','','','2011-06-19 16:14:08','2011-06-20 00:14:08','',184,'http://inscitia.com/dpv/?page_id=71',4,'page','',0),(466,2,'2011-06-19 16:02:24','2011-06-20 00:02:24','<h2>The <em>DPV </em>Concepts:</h2>\r\n<h3>Professor Philip Kotler - <em>Professor of International  Marketing, </em><em>Kellogg Graduate School Of Management, Northwestern University</em>: \"<em>Delivering Profitable Value</em> defines the corporate mindset that will distinguish the new millennium\'s winners from the losers.  Michael Lanning\'s book should be required reading….”</h3>\r\n<h3>Neil Rackham - <em>The \'Professor of Professional Selling,\' creator and author of Spin Selling, Rethinking the Sales Force</em>:  “Important business books are a rarity and this one is a gem. Lanning created arguably the most important concept in history of marketing  - the value proposition - and here takes his seminal ideas deeper and further…[He] could justly be called the father of value delivery…[his] work has had enormous influence - not least on [my work].”</h3>\r\n<h2>Consulting by <em>The DPV Group:</em></h2>\r\n<h3></h3>\r\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\r\n<tbody>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\">\r\n<h2>Charles Darnell<em> - Vice-Chairman Lighting Science Grp, Former SVP Acuity Lighting</em></h2>\r\n<ul>\r\n	<li>“Our experience with <em>DPVG</em> was super good…extremely successful leading us into the right Value Delivery Systems...</li>\r\n	<li>\"<em>DPV</em> itself is a WOW! Concept…Invariably, discovery takes place…far better than normal interviews, sales calls, or dealing with complaints”</li>\r\n</ul>\r\n<h2>Brad Lich - <em>Vice President/GM, CASPI Division, Eastman Chemical Company </em></h2>\r\n<ul>\r\n	<li>“…hired <em>DPVG </em>for several projects…very impressed with methodology &amp; people…most dedicated, driven consulting team we’ve worked with…coupled with intellect &amp; diverse experience was a true asset.…</li>\r\n	<li>\"In one project, after Day in the Life interviews across the chain, completely revised our segmentation and focused on [a new] solution…[thus] revamped a resin program… repositioned our new product…developed quantified value propositions for each participant in chain…net result: $50M growth opportunity with early success at major multi-national customer.”</li>\r\n</ul>\r\n<h2>James C. Tyrone - <em>SVP Appleton; former SVP, MeadWestvaco and NewPage</em></h2>\r\n<ul>\r\n	<li>“<em>DPVG</em> successfully challenged us to think outside the box …Their <em>DPV </em>framework helped us engage our channel partners, in detail, on what we expect of them, and how that relates to the value to be provided to their customers, the final users of our product.</li>\r\n	<li>“Their “Video One” approach - creating a virtual video of the customer interacting with our products and services - brought to life the benefits that our customers value, and the problems that they value avoiding. This technique made it easier for us to understand why customers ask for certain things. It also made it easier to see opportunities for us to add value that we had not recognized before.</li>\r\n	<li>“The \'solutions\' we arrived at were practical and aspirational. I attribute that to the level of interaction of DPVG with our organization and with our customers, and to the depth and breadth of the practical experience that DPVG brought to the project.\"</li>\r\n</ul>\r\n<h2 class=\"bodysmall\">François T. Vleugels - <em>Former CEO Unipetrol, former Div Mgr, Eastman Chemical</em></h2>\r\n<ul>\r\n	<li><span style=\"border-collapse: separate;\">\"The <em>DPV</em> projects creatively explored for new strategic ideas, looking into our direct customers, their customers, end-users, complementors, distributors, retailers, service providers, and others. We used DPVG’s very insightful method of becoming the customer’ in visiting and studying these players in the chain. DPVG also helped us convert this creative exploration into a comprehensive strategic plan, using their ‘Value Proposition/Value Delivery System’ framework. </span></li>\r\n	<li><span style=\"border-collapse: separate;\">\"They also showed a great ability to help us quantitatively model the economics of our strategies, current and new. And, DPVG was very prepared and willing to roll up their sleeves and help us implement. </span></li>\r\n	<li><span style=\"border-collapse: separate;\">\"Supporting all the above, they use very senior people with many years experience growing businesses and helping clients\r\n</span></li>\r\n	<li><span style=\"border-collapse: separate;\">\"Many people talk about developing “integrated strategies” that encompass “the whole value chain,” but often don’t really understand what that means, and don\'t deliver. This work actually produced such a strategy, and I feel it is the finest strategy work I have seen in my whole career...”</span></li>\r\n</ul>\r\n</td>\r\n</tr>\r\n<tr>\r\n<td width=\"7\" align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\">\r\n<p class=\"bodysmall\"></p>\r\n</td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n<td align=\"justify\" valign=\"top\"></td>\r\n</tr>\r\n</tbody>\r\n</table>\r\n<p style=\"text-align: -webkit-center;\"><span style=\"line-height: normal;\">\r\n</span></p>','What People Say','','inherit','open','open','','195-revision-3','','','2011-06-19 16:02:24','2011-06-20 00:02:24','',195,'http://www.dpvgroup.com/2011/06/195-revision-3/',0,'revision','',0),(200,1,'2008-10-19 18:22:26','2008-10-19 22:22:26','<h2>Determine if your business, like most:</h2>\n<ul>\n	<li> Studies customers, but finds no breakthrough insights</li>\n	<li> Has written statements called “Value Propositions” but has not chosen Real &amp; Complete Value Propositions</li>\n	<li> Has no real Value Delivery Strategy</li>\n</ul>\n… and if so, learn why &amp; how to do something about it\nThis two-day program (also available in one-day and half day versions) offers a unique, comprehensive general-management approach to developing breakthrough strategic insights\n\nLed by author and consultant Michael J. Lanning, original creator of the world-renowned strategic concept the Value Proposition and the comprehensive value-delivery methodology and framework, and founder of consultancy The DPV Group, LLC with help in some programs from other members of DPVG.\n<ul>\n	<li>The <em>Profitable Growth Strategies </em>seminar is a dynamic, interactive experience, based on a powerful, fundamentally different but practical methodology and framework for generating breakthrough profitable growth.</li>\n	<li>The course uses a wide range of case illustrations, drawing on Michael’s 30 years’ experience as: a Procter &amp; Gamble brand manager, McKinsey strategy consultant, author, and leader of his own consulting and executive education firm serving clients worldwide. Also uses extensive experience of other <em>DPVG </em>members</li>\n	<li>The two-day seminar also involves an in-depth application workshop, allowing participants to simulate development of a real value-delivery strategy.</li>\n</ul>\n<h2>Objectives :</h2>\n<em>Profitable Growth Strategies Using Value Delivery</em> will show participants how they can redefine and creatively manage their businesses to profitably deliver superior customer-experiences, rather than just make and sell products/services, using Internally-Driven and Customer-Compelled criteria. The program takes participants through these key steps:\n<ul>\n	<li>Understanding the often long and complex chains of supplier-customer relationships as Value Delivery Chains, focusing on the truly pivotal players – the <em>primary entities</em></li>\n	<li>Discovering and analyzing market insights by becoming, not merely listening to customers</li>\n	<li>Interpreting these insights by choosing winning Value Propositions, and designing how to provide and communicate them – profitably</li>\n</ul>','Exec Ed Overview','','publish','open','open','','exec-ed-overview','','','2008-10-19 18:22:26','2008-10-19 22:22:26','',197,'http://inscitia.com/dpv/?page_id=75',1,'page','',0),(202,1,'2008-10-19 18:22:38','2008-10-19 22:22:38','<h3>Not just another business course! After the DPV Breakthrough-Growth Seminar, why do senior R&amp;D and General Managers say things like…</h3>\n<p style=\"padding-left: 30px;\">“<em>…outstanding - in fact one of the very best management courses I\'ve ever encountered.</em>” A former Senior General Manager in a major corporation\n“<em>…my career was profoundly affected by attending Mike Lanning\'s seminar…My success in transforming businesses is largely based on the new mindset I acquired, the insights I gained, and the tools I learned.</em>” CEO of a fast growing high-tech firm and former senior manager in two major corporations\n“<em>I’ve been taking classes and seminars for over 15 years, here and in my previous company, and this is the best single course I ever had on overall running the business and managing R&amp;D and marketing with a useful customer perspective.</em>” – A highly experienced R&amp;D Manager\n<p style=\"padding-left: 30px;\"></p>\n\n<h2 style=\"text-align: left;\">What are the beneficial ‘Resulting Experiences’ of participating in this dynamic, interactive Seminar?</h2>\n<p style=\"text-align: center;\"></p>\n\n<ul>\n	<li> Gain a fundamentally new perspective on business strategy\n<ul>\n	<li> Recognize and understand the Internally-Driven and Customer-Compelled characteristics of your business culture\n<ul>\n	<li> Internally-Driven: making and selling what we think we’re good at (regardless of the value actually delivered to customers)</li>\n	<li> Customer-Compelled: requesting and following detailed input from customers (regardless of the value actually delivered to them)</li>\n</ul>\n</li>\n	<li> Discover and adopt the genuinely market-focused alternative, DPV\n<ul>\n	<li> Identify real end-users, the entities most crucial in your customer-Chain</li>\n	<li> ‘Become’ these entities, discover the Experiences they would most value</li>\n	<li> Shape these insights into a breakthrough, real Value Proposition</li>\n	<li> Creatively redesign your business, integrating all functions and resources, to profitably deliver that breakthrough Value Proposition</li>\n</ul>\n</li>\n</ul>\n</li>\n	<li> Be among the first to learn and start applying our conceptually ground-breaking new findings on profitably generating new growth in mature, seemingly stagnant, commoditized markets and categories</li>\n	<li> See, through our research, how and why high-tech businesses often squander their best opportunities and actually inhibit growth by adhering to various Internally-Driven assumptions and strategic myths (such as the immutability of the new-technology adoption curve)</li>\n	<li> Understand why DPV is dramatically more effective than the conventional paradigms, for generating non-obvious, new insights that can produce dramatic profitable growth; then see and discuss this contrast in a series of vivid case examples</li>\n	<li> Simultaneously participate in an in-depth workshop, iteratively progressing during the Seminar, applying the DPV methodology to your business\n<ul>\n	<li> Learn to ‘become the customer,’ capturing an analytical ‘Video One’ and creatively inferring insights for an improved ‘Video Two’</li>\n	<li> Try translating these insights into a meaningful strategic choice – a real Value Proposition, and then a complete Value Delivery System</li>\n</ul>\n</li>\n	<li> Learn to identify and analyze the challenges of new resources and capabilities required by a new value-delivery strategy</li>\n	<li> Learn to eschew the common and wasteful ‘backwards’ approach to market segmentation (i.e., first segmenting customers by numerous demographic and behavioral variables, then developing Value Propositions for each supposed segment) and instead learn to segment strategically, with a value-delivery focus (i.e., first analyzing customers and identifying the Value Propositions most appropriate to them, and then grouping them accordingly)</li>\n	<li> Benefit from expert, hands-on coaching throughout the workshops</li>\n	<li> Frequently discover new insights about your business during the Seminar, and always develop a realistic path forward to apply DPV afterwards</li>\n</ul>','Exec Ed Benefits','','publish','open','open','','exec-ed-benefits','','','2008-10-19 18:22:38','2008-10-19 22:22:38','',197,'http://inscitia.com/dpv/?page_id=77',2,'page','',0),(204,1,'2008-10-19 18:22:49','2008-10-19 22:22:49','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"0\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"titlesmall\" align=\"left\" valign=\"top\">\n<h1>Typical Two-Day Seminar Agenda:</h1>\n</td>\n</tr>\n<tr>\n<td>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\">\n<tbody>\n<tr>\n<td align=\"left\" valign=\"top\">\n<h2>Day One</h2>\n<div id=\"D1\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"1\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#000080\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>Time</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Topics</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>08:30 – 10:15</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Welcome &amp; Introduction</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Overview of the <em>Value Delivery</em> methodology and framework,</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">What’s So Different About <em>Value                                  Delivery</em>? And, some Objectives</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop Part I Select customer,                                  describe relevant Value Delivery Chain</em></td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of the                                  Value Delivery Chain</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:15 - 10:30</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:30 – 12:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"justify\" valign=\"top\"><em>Workshop Part IIA - Construct Virtual Video One</em></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>12:00 – 13:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Lunch</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>13:00 – 15:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of Video One</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Customers’ Resulting Experiences –                              essence of a real Value Proposition</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop Part IIB – Creatively infer Virtual Video                            Two</em></td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:00 – 15:15</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:15 – 16:45</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of Video Two</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Choosing winning Value Propositions</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop Part IIC – Construct a Virtual Competing                            Video</em></td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>16:45 – 17:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of a Competing                              Video</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Wrap-up of Day One and overview of                              Day Two</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"></p>\n\n<h2>Day Two</h2>\n<p class=\"bodysmall\" align=\"left\"></p>\n\n<div id=\"D2\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"1\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#000080\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>Time</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Topics</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>08:30 – 10:15</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Discussion of Day One – where are                              we?</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop Part III – Translate                              virtual videos into a Value Proposition</em></td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of Value                              Propositions</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:15 - 10:30</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:30 – 12:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Managing businesses as Value                              Delivery System</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop Part IV – Designing the                              Value Delivery System: profitably provide and                              communicate your chosen Value Proposition</em></td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>12:00 – 13:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Lunch</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>13:00 – 15:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Continuation of design of the Value                              Delivery System</em></td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of Value                              Delivery Systems</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Will the                              <em>real</em> customer please stand                              up? Creatively manage the Value Delivery Chain;                              Supporting Value Delivery Systems</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Instead of pointless segmentation,                              identify value delivery options</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:00 – 15:15</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:15 – 16:45</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"center\" valign=\"top\">\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Building value delivery                               capabilities</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\"><em>Workshop V - Identifying &amp; closing strategically crucial capability gaps</em></td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"justify\" valign=\"top\">Full group discussion of Capability Building and next steps</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>16:45 – 17:00</strong></td>\n<td class=\"bodysmall\" width=\"80%\" align=\"justify\" valign=\"top\"><strong>Wrap-up and program conclusion</strong></td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"></p>\n\n<h2><span class=\"titlesmall\"> Typical One-Day Seminar Agenda</span></h2>\n<p class=\"bodysmall\" align=\"left\"></p>\n\n<div id=\"TOD\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n\n<div>\n<table style=\"border-collapse: collapse;\" border=\"1\" cellspacing=\"1\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#000080\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>Timing </strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"center\" valign=\"top\"><strong>Topics </strong></td>\n<td class=\"bodysmall\" width=\"34%\" align=\"center\" valign=\"top\"><strong>Activities </strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>08:30 – 10:15</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"left\" valign=\"top\">What a genuine value–delivery-focused organization is\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">Resulting experiences</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">A real Value Proposition</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">The Value Delivery System, and</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">The Value Delivery Chain</td>\n</tr>\n</tbody></table>\n</div>\nAnd contrast to more common cultures:\n<div>\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">The Internally-Driven, and</td>\n</tr>\n<tr>\n<td width=\"1%\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td width=\"90%\" align=\"justify\" valign=\"top\">The Customer-Compelled</td>\n</tr>\n</tbody></table>\n</div></td>\n<td class=\"bodysmall\" width=\"34%\" align=\"left\" valign=\"top\">Presentation, with illustrations</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:15 – 10:30</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\"></td>\n<td class=\"bodysmall\" width=\"34%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>10:30 – 11:00</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Have we chosen real Value                          Propositions? Do we have value delivery strategies in                          place?</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">Workshop in small groups</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>11:00 – 11:15</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Summary of workshop conclusions</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentations and group                          discussion</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>11:15 – 12:15</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Will the                        <em>real</em> customer                          please stand up? Creatively managing Value Delivery Chains:                          identifying the <em>primary entity</em>; primary and supporting                          Value Delivery Systems</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentation, with illustrations</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>12:15 – 13:15</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\"></td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"center\"><strong>Lunch</strong></p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>13:15 – 14:00</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Stop                        <em>listening</em> to customers                          and start <em>becoming the customer </em>instead</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentation, with illustrations</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>14:00 – 14:45</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Segmenting by value delivery                          options – avoiding unactionable segmentation</p>\n</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentation, with illustrations</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>14:45 – 15:00</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\"></td>\n<td class=\"bodysmall\" width=\"34%\" align=\"center\" valign=\"top\"><strong>Break</strong></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:00 – 15:30</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Building value delivery                          capabilities</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentation, with illustrations</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>15:30 – 16:00</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Overview of the process                          by which a business can formulate strategy using Value Delivery</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">\n<p align=\"left\">Presentation and group                          discussion</p>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"20%\" align=\"center\" valign=\"top\"><strong>16:00 – 16:30</strong></td>\n<td class=\"bodysmall\" width=\"46%\" align=\"justify\" valign=\"top\">Relevance to our business?                          And wrap-up</td>\n<td class=\"bodysmall\" width=\"34%\" align=\"justify\" valign=\"top\">Group Discussion</td>\n</tr>\n</tbody></table>\n</div>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"middle\"></td>\n</tr>\n</tbody></table>','Typical Seminar Agendas','','publish','open','open','','typical-seminar-agendas','','','2008-10-19 18:22:49','2008-10-19 22:22:49','',197,'http://inscitia.com/dpv/?page_id=79',3,'page','',0),(206,1,'2008-10-19 18:23:04','2008-10-19 22:23:04','<h2><span style=\"color: #000080;\"> <span style=\"color: #000000;\">Partial List of Executive Executive Education Clients</span></span></h2>\n<table class=\"bodysmall\" border=\"0\" width=\"95%\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" height=\"18\"><strong class=\"titlesmall\">Acuity Brands                            Lighting</strong> (Atlanta)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Eastman Chemical</strong> (World                            Headquarters, Kingsport, Tennessee)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\" height=\"2\"><strong class=\"titlesmall\">Hewlett-Packard</strong> (Palo Alto, various other US, France, Germany, UK, China,                            Korea)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">MeadWestvaco</strong> (World                            Headquarters, Dayton, Ohio)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Novell</strong> (World Headquarters,                            Provo, Utah; San Diego, Paris)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Telstra</strong> (Mobile Telecomm,                            Melbourne, Australia)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Vivendi CGEA</strong> (Public                            Transport) (World Headquarters, Paris)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Boral</strong> (Residential and                            Commercial Construction Material; Australia)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Carter Holt Harvey</strong> (Forest                            Products, New Zealand)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Intel</strong> (Chandler, Arizona)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Glaxo</strong> (World Headquarters,                            London; various Europe, US, Australia)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Mercury Asset Management</strong> (World Headquarters, London)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">BHP</strong> (Steel; World Headquarters,                            Australia; Hong Kong)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Chevron and Warren Petroleum</strong> (Natural Gas Business, Houston, various other US)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Dow</strong> (World Headquarters,                            Midland, Michigan; Zurich)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Texaco</strong> (various US,                            especially Houston, plus UK)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Weyerhaeuser</strong> (World                            Headquarters, Federal Way, Wash, plus various other                            US locations)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Ericsson</strong> (Australia)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Fraser &amp; Neave</strong> (Singapore,                            Kuala Lumpur)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Pac Tel</strong> (SBC) (various                            California)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">PTT</strong> (Thai national Petroleum                            company) (Bangkok)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"18\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Saudi Aramco</strong> (Dharan)</td>\n</tr>\n<tr>\n<td width=\"6%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Apple</strong> (World Headquarters,                            Cupertino, CA)</td>\n</tr>\n<tr>\n<td width=\"6%\" height=\"2\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"94%\"><strong class=\"titlesmall\">Ares Serono</strong> (Geneva,                            Boston)</td>\n</tr>\n</tbody></table>','Some Clients','','publish','open','open','','some-clients','','','2008-10-19 18:23:04','2008-10-19 22:23:04','',197,'http://inscitia.com/dpv/?page_id=81',4,'page','',0),(208,1,'2008-10-19 18:23:14','2008-10-19 22:23:14','<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" bordercolor=\"#111111\">\n<tbody>\n<tr valign=\"top\">\n<td width=\"3%\" align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Dr. William L.                      Fraser, <em>former Chairman, Managing Director, Kodak Australasia</em></h3>\n<div id=\"WLF\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\"We                          used Michael’s <em>DPV</em> executive education course and its                          powerful concepts extensively during the 1990s in Kodak,                          including in Australia as well as many places worldwide.                          We found it outstanding - in fact one of the very best                          management courses I\'ve ever encountered. It helped us                          strengthen both our strategies and the leadership of our                          key teams. I therefore heartily recommend it to any senior                          leader responsible for general management or business/marketing                          strategy.”</p>\n\n</div></td>\n</tr>\n<tr valign=\"top\">\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Dr. Frederick F. Geyer, CEO <em>V-Brick Systems, former                          VP Eastman Kodak, and, Senior VP Texas Instruments</em></h3>\n<div id=\"FFG\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\"A                          few years ago my career was profoundly affected by attending                          Mike Lanning\'s seminar. Over the course of a few days,                          my eyes were opened to a new conceptual framework for                          discovering profitable growth. I\'ve been utilizing his                          practical methodology ever since those days. My success                          in transforming businesses is largely based on the new                          mindset I acquired, the insights I gained, and the tools                          I learned. \"</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Kent Blumberg, CEO <em>Thai Cane Paper Co, Bangkok;                          former Chief Executive, Pulp &amp; Paper Division, Carter                          Holt Harvey (CHH), Auckland</em></h3>\n<div id=\"KB\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“We                          found the <em>Delivering Profitable Value</em> course immediately                          useful. I was accompanied by our general managers of marketing,                          finance, human resources and performance improvement.                          Bringing such a large team to the course allowed us to                          quickly make something happen on our return. In our first                          application of the process, we discovered opportunities                          to increase value for our customers and ourselves.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Dr.                          Franz B. Humer, <em>Chairman and CEO, Hoffman La Roche,                          and Former Director, Glaxo Holdings (now Glaxo Wellcome)</em></h3>\n<div id=\"FH\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">“This                          workshop revitalized the marketing and sales strategies                          behind our leading product [in Glaxo, Zantac] throughout                          our subsidiaries around the world. It clearly focused                          people’s minds on what is important to maintain unprecedented                          growth of the world’s most successful pharmaceutical product                          ten years after it was first launched. A number of initiatives                          developed during the meeting [were] implemented globally                          by our subsidiary management.”</p>\n\n</div></td>\n</tr>\n<tr>\n<td class=\"titlesmall\" style=\"text-align: left;\" colspan=\"2\"><hr />\n<h1>Some DPV Evaluations &amp; Comments</h1>\n</td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">A Systems Technology Division of a high tech company</h3>\n<div id=\"ST\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">35 R&amp;D managers designing the basic technology for workstations:</p>\n\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"1\" cellspacing=\"1\" cellpadding=\"7\" width=\"95%\" align=\"center\" bordercolor=\"#000000\">\n<tbody>\n<tr>\n<td class=\"titlesmall\" width=\"70%\" align=\"center\">Question</td>\n<td class=\"titlesmall\" width=\"30%\" align=\"center\">% ‘Agree/Strongly Agree’</td>\n</tr>\n<tr>\n<td align=\"left\">Content is really valuable for my job</td>\n<td align=\"center\">87%</td>\n</tr>\n<tr>\n<td align=\"left\">Instructor’s teaching skills/ are excellent</td>\n<td align=\"center\">96%</td>\n</tr>\n<tr>\n<td align=\"left\">Instructor’s knowledge of the subject is excellent</td>\n<td align=\"center\">100%</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">A Paris-Based European Executives Association - 20 Executives</h3>\n<div id=\"PBE\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">Average ratings: (4=Completely Agree; 3=Agree; 2=Not Certain; 1=Don’t Agree)</p>\n\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"1\" cellspacing=\"1\" cellpadding=\"7\" width=\"95%\" align=\"center\" bordercolor=\"#000000\">\n<tbody>\n<tr>\n<td width=\"70%\" align=\"left\">Course was well organized</td>\n<td width=\"30%\" align=\"center\">3.29</td>\n</tr>\n<tr>\n<td align=\"left\">Teaching aids were useful</td>\n<td align=\"center\">3.29</td>\n</tr>\n<tr>\n<td align=\"left\">Handouts were well adapted to the course</td>\n<td align=\"center\">3.14</td>\n</tr>\n<tr>\n<td align=\"left\">Instructor was easy to follow</td>\n<td align=\"center\">3.43</td>\n</tr>\n<tr>\n<td align=\"left\">Instructor was well prepared</td>\n<td align=\"center\">3.43</td>\n</tr>\n<tr>\n<td align=\"left\">Instructor was competent for this course</td>\n<td align=\"center\">3.86</td>\n</tr>\n<tr>\n<td align=\"left\">I was inspired by this course</td>\n<td align=\"center\">3.14</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">5 Divisions of a global manufacturing company</h3>\n<div id=\"GMC\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">(5 Strongly Agree; 4 Agree; 3 Neutral; 2 Disagree; 1 Strongly Disagree)</p>\n\n<table class=\"bodysmall\" style=\"border-collapse: collapse;\" border=\"1\" cellspacing=\"1\" cellpadding=\"7\" width=\"95%\" align=\"center\" bordercolor=\"#000000\">\n<tbody>\n<tr class=\"titlesmall\">\n<td width=\"75%\" align=\"center\">Division:</td>\n<td width=\"5%\" align=\"center\"><span style=\"text-decoration: underline;\">A</span></td>\n<td width=\"5%\" align=\"center\"><span style=\"text-decoration: underline;\">B</span></td>\n<td width=\"5%\" align=\"center\"><span style=\"text-decoration: underline;\">C</span></td>\n<td width=\"5%\" align=\"center\"><span style=\"text-decoration: underline;\">D</span></td>\n<td width=\"5%\" align=\"center\"><span style=\"text-decoration: underline;\">E</span></td>\n</tr>\n<tr>\n<td width=\"75%\" align=\"left\">Overall, quality of course is excellent</td>\n<td width=\"5%\" align=\"center\">4.55</td>\n<td width=\"5%\" align=\"center\">4.36</td>\n<td width=\"5%\" align=\"center\">4.13</td>\n<td width=\"5%\" align=\"center\">4.43</td>\n<td width=\"5%\" align=\"center\">4.47</td>\n</tr>\n<tr>\n<td width=\"75%\" align=\"left\">..content really valuable for me in my job</td>\n<td width=\"5%\" align=\"center\">4.82</td>\n<td width=\"5%\" align=\"center\">4.59</td>\n<td width=\"5%\" align=\"center\">4.41</td>\n<td width=\"5%\" align=\"center\">3.93</td>\n<td width=\"5%\" align=\"center\">4.53</td>\n</tr>\n<tr>\n<td width=\"75%\" align=\"left\">..instructor’s teaching skills excellent</td>\n<td width=\"5%\" align=\"center\">4.55</td>\n<td width=\"5%\" align=\"center\">4.41</td>\n<td width=\"5%\" align=\"center\">4.06</td>\n<td width=\"5%\" align=\"center\">4.75</td>\n<td width=\"5%\" align=\"center\">4.40</td>\n</tr>\n<tr>\n<td width=\"75%\" align=\"left\">..instructor’s knowledge of subject excellent</td>\n<td width=\"5%\" align=\"center\">4.91</td>\n<td width=\"5%\" align=\"center\">4.86</td>\n<td width=\"5%\" align=\"center\">4.71</td>\n<td width=\"5%\" align=\"center\">4.93</td>\n<td width=\"5%\" align=\"center\">4.80</td>\n</tr>\n<tr>\n<td width=\"75%\" align=\"left\">..will definitely recommend course to others</td>\n<td width=\"5%\" align=\"center\">4.82</td>\n<td width=\"5%\" align=\"center\">4.45</td>\n<td width=\"5%\" align=\"center\">4.65</td>\n<td width=\"5%\" align=\"center\">4.36</td>\n<td width=\"5%\" align=\"center\">4.60</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Some responses to, \"What aspects of the course did you find most useful?\"</h3>\n<div id=\"WAC\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table border=\"0\">\n<tbody>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">I’ve been taking classes and seminars for over 15 years, here and in my previous company, and this is the best single course I ever had on overall running the business and managing R&amp;D and marketing with a useful customer perspective.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The concept of “walking in the customer’s shoes” and “customer’s resulting experience” is powerful.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The hands-on approach. The use of excellent examples of businesses that have been successful or unsuccessful and why. They were current and relevant.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Real case studies, especially ones related to my industry. The exercises requiring us to work on actual situation. Also the instructor’s excellent knowledge and ability to provide comprehensive, balanced answers.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Great core concepts!</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Areas that dealt with uncovering the “true” benefits needed by the customer.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The case studies Southwest Air and FedEx were excellent illustrating the concepts. They were simple, clear, powerful and will be remembered.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Great anecdotes.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The concept of looking at the problem as the customer – not asking the customer what he wants.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The actual industry examples Mike used.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">The case studies are great. Pre-reading was very valuable.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">I received superior value [compared] to other courses. I wish my upper management would take this class, internalize the content, then manage accordingly (i.e., Set the direction based on the Value Proposition and let the organization deliver on it).</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">I wouldn’t change a thing unless more time, i.e., an extra day or two. I believe that a half-to-one day follow-up would be worthwhile – 3-6 months after the original class, to check that folks are applying the VP/VDS efficiently.</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Understanding that you need to understand your customers’ business to provide better value</p>\n</td>\n</tr>\n<tr valign=\"top\">\n<td width=\"5%\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\">Very pragmatic – made sense</p>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td align=\"center\" valign=\"top\">\n<p class=\"bodysmall\" align=\"justify\"></p>\n</td>\n<td align=\"center\" valign=\"top\">\n<h3 class=\"bodysmall\" style=\"text-align: left;\">Letter from Marketing manager of a Division that took the <em>DPV</em> course</h3>\n<div id=\"LET\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<blockquote>\n<p class=\"bodysmall\" align=\"justify\">Dear Mike…I wanted to…thank you for the valuable time we spent…and to update you on our progress. You absolutely put us on the right path, and since our meeting we have been able to achieve a full and rugged segmentation. We have documented Value Propositions for each segment and have been working on the skill gaps. In process also is a competitive analysis by segment…Enclosed are the materials I presented at our strategic planning meeting…Needless to say, the analysis and presentation were huge hits. I would like to personally thank you for your help as this will help our organization become Market Focused….Consider me one of your…“prophets” as I am committed to this concept for life.</p>\n</blockquote>\n</div></td>\n</tr>\n</tbody></table>','What People Say','','publish','open','open','','what-people-say','','','2008-10-19 18:23:14','2008-10-19 22:23:14','',197,'http://inscitia.com/dpv/?page_id=83',5,'page','',0),(184,1,'2008-10-19 18:21:00','2008-10-20 02:21:00','<span style=\"font-size: x-small; color: #000080;\"><strong> PROFESSIONAL SERVICES OF <em>THE DPV GROUP</em>, LLC</strong></span>\n<h1>Breakthrough-Growth Strategy</h1>\n<h2>Explore current experiences of entities across our relevant Chain...</h2>\n<img src=\"http://www.dpvgroup.com/images/DPV_Concepts_1.jpg\" alt=\"\" width=\"486\" height=\"59\" />\n<h2>...and formulate our winning value delivery strategy</h2>\n<strong class=\"title\"> <img src=\"http://www.dpvgroup.com/images/DPV_Concepts_1_1.gif\" alt=\"\" width=\"453\" height=\"75\" /></strong>','DPVG Consulting','','publish','open','open','','dpvg-consulting','','','2008-10-19 18:21:00','2008-10-20 02:21:00','',149,'http://inscitia.com/dpv/?page_id=61',2,'page','',0),(197,1,'2008-10-19 18:22:17','2008-10-20 02:22:17','<table style=\"border-collapse: collapse;\" width=\"95%\" border=\"0\" cellspacing=\"0\" cellpadding=\"0\" align=\"center\">\r\n<tbody>\r\n<tr>\r\n<td style=\"border-style: solid; border-width: 2px;\" align=\"center\" valign=\"top\"><strong class=\"title\">BREAKTHROUGH-GROWTH STRATEGY</strong><strong class=\"title\">EXECUTIVE EDUCATION</strong></td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\" height=\"2\">\r\n<h3>Explore current experiences of entities across our relevant Chain ...</h3>\r\n<img class=\"aligncenter  wp-image-474\" title=\"Chain\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/Chain-1024x131.png\" alt=\"\" width=\"580\" height=\"75\" /></td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\"></td>\r\n</tr>\r\n<tr>\r\n<td class=\"bodybold\" align=\"center\" valign=\"top\">\r\n<h3>...and formulate our winning value delivery strategy</h3>\r\n&nbsp;\r\n\r\n<img class=\"aligncenter  wp-image-479\" title=\"VDS\" src=\"http://www.dpvgroup.com/wp-content/uploads/2008/10/VDS-1024x100.png\" alt=\"\" width=\"563\" height=\"55\" /></td>\r\n</tr>\r\n<tr>\r\n<td align=\"center\" valign=\"top\"></td>\r\n</tr>\r\n</tbody>\r\n</table>','DPVG Executive Education','','publish','open','open','','dpvg-executive-education','','','2012-04-25 14:05:22','2012-04-25 22:05:22','',149,'http://inscitia.com/dpv/?page_id=73',1,'page','',0),(233,1,'2008-11-04 21:59:14','2008-11-05 01:59:14','<h2>Business to Business</h2>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'HPVC\');\"> <span style=\"text-decoration: underline;\"> Hewlett-Packard Vectra Computers </span></a></strong></p>\n\n<div id=\"HPVC\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Vectra was HP’s first entry in the PC market; by late 1980’s, Vectra had only a small, diminishing market share, and senior management had questioned its viability</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Then Vectra management introduced, via a series of seminars the concepts of Value Proposition/Value Delivery System, and the <em>becoming the customer/Video One &amp; Two</em> methodology\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">At first, Vectra Team wanted to conduct a comprehensive segmentation of the PC market</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In seminars, we<sup>1</sup> suggested a different approach\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team knew little/nothing about who was buying and using the few Vectras sold</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But, after all, some machines were leaving Vectra plants and not coming back…\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Maybe not just purchasing errors; was someone getting a good Value?</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">And maybe there were others like them – an actionable target segment?</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team set out to explore Video One of actual users, and learn what <em>de facto</em> Value Proposition Vectra delivered to them</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team subsequently investigated a large sale at Taco Bell, then pursuing much lower costs\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Operated each restaurant with a single PC, so it was essential that it not malfunction.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video One found units using other PCs experienced unacceptably high breakdown rates</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Units that had switched to Vectra, however, were experiencing very few problems. Why?\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In main PC market, offices, Vectras were no less likely to breakdown than other PC’s</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But most PC’s didn’t like an element pervading Taco Bell but not offices: grease</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">HP was constitutionally incapable of designing and manufacturing equipment that does not have exceptional reliability, regardless of whether customers needed it</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Without thinking of grease, let alone Mexican fast food chains, HP had inadvertently made Vectra virtually impermeable to grease</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Thus, a segment was discovered whose primary users included fast food operators</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But fast food was not the only environment where PC uptime was vital yet, due to a hostile environment, difficult\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Many industrial or commercial environments included heat, moisture, electro-magnetic noise, vibration, etc.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Pursuing this connection, HP soon made another important sale of Vectras to an <em>automobile assembly plant</em></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A small but distinct segment where Vectra could deliver a superior Value Proposition had been discovered</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This segment proved large enough for Vectra to pursue aggressively\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Played key role in saving the business near term</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Later, HP did segment the larger PC market and succeeded broadly</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This project provided actionable learning for HP over time\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Discovery of segments defined by a common winning Value Proposition, in contrast to traditional demographic-driven approaches to segmentation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The market-focused, value delivery concepts and <em>becoming the customer</em> methodology were subsequently introduced and used in many other HP Divisions</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n<hr /><span style=\"font-size: xx-small;\"><sup>1</sup> M.J. Lanning and then-partner Dr. L.W. Phillips, in <em>DPVG</em>-predecessor-firm  (LPA), presenting the <em>DPV</em> concepts in program then titled <em>Building Market-Focused Organizations (BMFO)</em></span></div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'KMM\');\"> <span style=\"text-decoration: underline;\"> Kodak Mass Memory &amp; Photo CD (Business Market) </span></a></strong></p>\n\n<div id=\"KMM\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In early 1990’s, Kodak had introduced Photo CD\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">One could capture images conventionally on film, then have them transferred to a CD by the photo developer who bought a Kodak CD writer for this purpose</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Consumer could view photos later on TV, through a player, or in a computer application</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Impressive technology, but limited consumer appreciation for viewing photos on a TV, plus hefty price of player and of image-transfer, had spelled disappointment for Kodak</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Kodak’s Mass Memory Division (MMD) wanted to sell more of its large-scale data storage optical disk library, using some of the Photo CD technology, to non-consumer markets\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">14-inch laser disks, in a robotically controlled jukebox, stored a terabyte of data</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MMD was also  prepared to explore possible industrial applications for Photo CD.</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MMD then decided to deploy the <em>DPV</em> concepts and methodology\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MMD’s R&amp;D manager led a cross-functional team in a joint exploration with long-distance carrier MCI, user of huge quantities of billing data</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The team explained to MCI’s IT department that MMD wanted to better understand MCI’s business, with an open mind as to where the exploration might lead</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MCI had aimed to deliver a Value Proposition similar to AT&amp;T’s but at a lower price; AT&amp;T tried to make the telecomm experience easier, while keeping price close</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">To better understand how MCI might improve its Value Proposition relative to AT&amp;T’s, the team therefore wanted to study the customer service function, in addition to IT</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video One did imply the jukebox could be used for some consumer billing inquiries; but another ‘Scene’ involving Corporate customer-service revealed a surprising opportunity\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Corporate customers were sent their monthly MCI bills over telecomm directly into mainframe computers. From there, customer could review the bill, in theory.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">However, for the many departmental entities in a customer to view their portion of the bill was not easy, as the data was entombed in the mainframe</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Numerous customers had asked MCI to send the bill on floppy disks, so that departments could load these disks onto PCs for individual review</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This was no improvement, however, as a corporate monthly bill would require many floppies; trying to distribute and manage these large sets created chaos</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The joint Kodak/MCI team did not ask, \"Could we force-fit a jukebox on this problem?\" (and if not, let’s ignore this Scene); they asked, “What would an improved Video Two be?”\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A departmental manager would be seated at her PC; her department’s bill would somehow be easily, quickly, and accurately loaded onto her PC</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The joint team realized Video Two could happen if she had her bill on CD; CD ROM players were already common; Photo CD technology fit Video Two perfectly</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MCI enthusiastically opted to use the Photo CD technology in its corporate customer billing\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team had to improvise to adapt the product to the MCI application, but succeeded</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MCI won an industry award for most innovative new product introduction of the year, and Kodak’s product was featured on the cover of that year’s MCI annual report.</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This case was a catalytic event for Kodak in applying Photo CD technology in industrial markets, with more success than in the originally intended consumer market\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Kodak subsequently uncovered a wide range of industrial applications where frequently publishing customized data via CD delivers real value</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Although Photo CD for consumers had been a disappointment, the above effort helped create several profitable industrial businesses during the 1990’s applying this technology</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The case also served as an innovation model in other Kodak industrial-market businesses</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'CHH\');\"> <span style=\"text-decoration: underline;\"> Carter Holt Harvey (New Zealand) Pulp &amp; Paper Division, Packaging (for Kiwi Fruit) </span></a></strong></p>\n\n<div id=\"CHH\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Sold paper stock to packaging converters; traditionally Pulp &amp; Paper operated with limited exposure or insight into the manufacturers who ultimately use that packaging</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Engaged <em>DPVG</em> for project on Zespri (Kiwi Fruit coop exporter to Europe, US, Asia, buying packaging from converters); interviewed/analyzed farmers, Zespri, pack houses, converters, overseas carriers, retailers, consumers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Some key insights:\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Consumption underdeveloped in some markets; CHH should help Zespri</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Consistent taste was heavily influenced by control of ripening\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Taste is one of the most important attributes for purchase (ripeness)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Consumers prefer fruit which is just ripe enough and ready to eat</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But discovered that reduced air flow in center of containers on long sea voyages hurt control of temperature and natural gases, thereby creating uneven ripening</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Consumers prefer larger Kiwi Fruit, which comes from NZ</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Successfully redesigned package for consistent air flow, much better controlling ripening, an important success for Pulp &amp; Paper, and for Zespri</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'ABL\');\"> <span style=\"text-decoration: underline;\"> Acuity Brands Lighting (ABL) – Web-Based Lighting Solution Center (LSC) </span></a></strong></p>\n\n<div id=\"ABL\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL is world’s largest lighting fixture manufacturer\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In 2001, most volume went through Commercial &amp; Industrial (C&amp;I) channel – ABL Sales Agents, to Distributors, to Contractors, to the Owners of the property being lit</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But Municipal and Residential outdoor lighting went Agents to Utilities, to Owners; this channel was growing, and some Utilities were becoming interested in Commercial Outdoor, in conflict with C&amp;I channel</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL had a tradition of strong IT capabilities and so wanted to offer each Utility a ‘custom’ web-site:\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" width=\"10\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"457\" align=\"justify\" valign=\"top\">Would be in Utility’s name, though built and administered by ABL</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" width=\"10\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" width=\"457\" align=\"justify\" valign=\"top\">Focus: Order Fulfillment: Owner orders on line from Utility, ABL ships</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Engaged <em>DPVG</em> to refine this Value Proposition for a Utility transactional web site\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Conducted &gt;50 in-depth <em>becoming the customer</em> interviews with Utilities and their customers (Owners), exploring Video One experiences</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">What Utilities thought, &amp; said, that they <em>wanted</em>:\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">1) Standardization of lighting equipment so Utilities could buy more interchangeably from all suppliers;</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">2) An order-fulfillment web site, provided by ABL, sounded good to them</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Insights discovered, in contrast to early assumptions:\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Key opportunity – the real primary entity - was <em>Owner</em>, not Utility\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Owners’ use of ABL’s high-margin products was <em>underdeveloped</em></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">And Owners did not derive nearly the best lighting Value Propositions possible</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL + Utility could provide truly superior proposition to Owners\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Utilities had great installation, maintenance, financing, and pricing strengths</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL had a superior product line for these end-markets</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But Utilities could use help communicating the proposition to Owners</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL’s much better Value Proposition to Utility: <em>help Utility grow their lighting business</em></td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">So project then developed a new ABL Utility value-delivery strategy\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL re-named the custom web site “Lighting Solutions Center” (LSC)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">LSC redesigned to help Utilities grow lighting business with Owners</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">LSC communicates detailed, compelling Value Propositions to Owners, tailored to each Utility</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL Utility sales force helps Utilities use LSC to make this Owner-sale</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Results very encouraging, as many Utilities bought into ABL Value Proposition, improving\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL volume, market share, and relationships with Utilities, and Communication to primary entities, the Owners</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'EMN\');\"> <span style=\"text-decoration: underline;\"> Eastman Chemical (EMN)  - <em>DPV</em> ‘Growth Experiments’ – Adhesives &amp; Polymers - Focusing on End-Users </span></a></strong></p>\n\n<div id=\"EMN\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A&amp;P, from successful acquisition of Hercules business in 2000, gave Eastman (EMN):\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Solid #2 position in market serving Adhesive and Sealant formulators</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Most volume is in large global formulators, but EMN saw opportunity to serve small/medium (“S/M”) formulators more efficiently (e.g. by e-commerce)</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">EMN asked <em>DPVG</em> to help develop Value Proposition to S/M formulators\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">With <em>DPVG</em> coaching and participation, A&amp;P Team conducted &gt;25 in-depth <em>becoming the customer</em> interviews with S/M formulators, distributors, end-users</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Focused in Packaging (manufacturers using Adhesives in Packaging applications)</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Team concluded that, while serving S/M formulators had promise, major strategic opportunity lay in understanding and delivering more value to end-users\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Finding: many manufacturers miss the opportunity to derive much more value from the system in which they use adhesives and/or sealants, such as packaging\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Cost savings in manufacturers’ operations</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Revenue from better value delivery by products/packages</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Manufacturers often don’t get as much proactive, open, objective, big-picture help as could be highly valuable; implied total solutions would be\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Coordinated across entire Value Delivery Chain</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Customized, not one-size-fits all, to leverage the value of adhesives/sealants</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Frequently changing formulations (new/reformulations)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Win credibility by saving cost, win big by improving products and/or packages</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Project was well received, and the organization has especially benefited longer term from internalizing the <em>DPV</em> ‘day-in-the-life’( becoming the customer) methodology for exploring and defining customer and market needs</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'HPCTD\');\"> <span style=\"text-decoration: underline;\"> Hewlett-Packard Colorado Telecomm Division (CTD) </span></a></strong></p>\n\n<div id=\"HPCTD\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">HP’s CTD was in trouble\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Their Protocol Analyzers (PAs) helped IT managers analyze network malfunctions</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Had gone six years without new product, while competitors attacked niches, eroding market share\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">New-product efforts leveraged CTD’s perceived strength: producing more network data for analysis.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But as networks diversified, niche competitors customized features to customers’ specific needs</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Projects would backtrack, reach market too late, or grind to a halt</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">CTD tried elaborate planning using customer surveys, producing statements committing all things to all people</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Then CTD tried the <em>DPV</em> concepts (introduced via seminars<sup>2</sup>)\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Started with exploring a “day-in-the-life” of customers to see problems through their eyes\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Focused not just on network managers, the traditional “customer,” but on network-maintenance staff (the real end-users of PAs) and <em>their</em> customers, the employees using the network.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Did not ask what features customers wanted but spent hours at customer sites studying what they tried to do and how, including network diagnosis and repair with what frustrations, compromises and inefficiencies.</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Thus, found maintenance increasingly overwhelmed by complexity, and by uptime pressure from NW users\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">What they needed was <em>not</em> PA’s with ever more data to analyze</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">They needed ability for maintenance to quickly isolate and solve a problem</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Redefined CTD, from “making &amp; selling PAs,” to “delivering, to NW-maintenance organizations running complex, critical NW systems, superior availability, via superior problem isolation, at similar price, versus competitors.”\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">CTD redesigned most aspects of its business to profitably deliver this new Value Proposition</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Although it moved CTD away from traditional strengths, the organization found that it could develop the appropriate technology</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">CTD introduced the “Network Advisor,” which de-emphasized the quantity of data to be analyzed by users and instead isolated network problems, pointing the user to a good solution and how to implement it quickly</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This new product caught competition off-guard, and produced a dramatic turnaround in CTD’s business.</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n<hr /><span style=\"font-size: xx-small;\"><sup>2</sup> Presented by current <em>DPVG</em> President M.J. Lanning and Dr. L.W. Phillips in the program then titled <em>Building Market-Focused Organizations (BMFO)</em>, in the <em>DPVG</em>-predecessor-firm LPA</span></div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'ABLFP\');\"> <span style=\"text-decoration: underline;\"> Acuity Brands Lighting (ABL) – New Office-Fluorescent Product </span></a></strong></p>\n\n<div id=\"ABLFP\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In 2001-02, ABL’s leadership encouraged managers to become familiar with and apply some of the <em>DPV</em> concepts\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Managers were, in this context, urged to read our book on this topic <em>(Delivering Profitable Value)</em></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A young manager, in ABL’s Product and Market Development, who followed this direction was leader of a project to develop a breakthrough new product for the commercial, especially office &amp; schools, market</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">That team leader and his team applied the Video One methodology in exploring the potential market, successfully identifying several crucially important issues to address with this new product</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The team then developed a working Value Proposition implied by this exploration, and used it to guide development of a very different new design, with some significant technological innovations</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">ABL then engaged <em>DPVG</em> to help optimize launch of this new product\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Helped team analyze, refocus, and significantly further improve the Launch Value Propositions\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Significantly increased focus on the end-user solution, in detail</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Much more specificity on what ABL asks its sales force to actually <em>do</em> in the Launch</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Helped team develop higher-impact, more detailed, Launch Communication plan\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Aggressive use of Communication tools beyond normal for ABL</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Most important, developed unusually high-impact Customer Launch Meeting\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Designed to allow credible Communication of essential VP elements</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Includes dramatic live demonstration of central aspects of end-user solution</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Jury is still out, as Launch only about to start, but plan is seen as highly promising</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'MPD\');\"> <span style=\"text-decoration: underline;\"> MeadWestvaco (US) – Mead Paper Division </span></a></strong></p>\n\n<div id=\"MPD\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Mead Paper Division (MPD) wanted to pursue a dramatic increase in profitability\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Industry conditions and behavior gave the business a hard-to-escape commodity character</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">MPD wanted to change the game by comprehensively differentiating its offerings\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Prepare for larger, more focused operations, via merger/acquisition and consolidation</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Increase share of higher-margin business</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Elevate Order Management to a strategic function, both for share and efficiency</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Implement ERP to improve access to/flows of information, in support of the above</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Engaged <em>DPVG</em> to identify value delivery options in several key markets\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Conducted in-depth <em>becoming the customer</em> research with a sample of ~25 entities from the various important levels in the MPD Value Delivery Chain for Commercial Printing:\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Merchants, buying coated paper from MPD and selling to Commercial Printers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Large printers buying direct from MPD</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Commercial Printers buying through Merchants</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">End-users – i.e., marketers (e.g. Williams-Sonoma or Tiffany) using Commercial Printing, and Publishers</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Explored ‘Video One’ and potential improved scenarios, clarifying important results customers already valued, and discovering some new potential high-impact solutions</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Developed specific Value Propositions by major segment for each level in the chain\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Helped clarify the specific value to be delivered to each segment and level</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Provided framework for communicating effectively with MPD channel partners\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Clarifying the actions  that MPD asked of them</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Connecting these actions to the value for <em>their</em> customers, MPD’s end-users</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Helped focus MPD on delivering more value to end-users, while increasing value to more immediate customers\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Integrated among merchant, printer, and end-user</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">More customer alignment and mutual commitment</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">More total-solution-delivery, vs.                                                 just product making/selling</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Aim for better mix and less price pressure, through emphasis on non-price value</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'EC\');\"> <span style=\"text-decoration: underline;\"> Eastman Chemical (EMN)  - <em>DPV</em> ‘Growth Experiments’ – Commercial Coatings Market, new product introduction </span></a></strong></p>\n\n<div id=\"EC\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Eastman(EMN) sells chemical raw materials to the coatings market; <em>DPVG</em> was asked to help apply <em>Becoming the Customer</em> in the ‘Commercial, Non-flat’ segment of this market\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Generally in search of possible new insights in this one small and declining segment</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">To also help refine introductory Value Proposition for a new product in this segment</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">New product was a low-VOC alkyd resin\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">EMN supplied resin (an important raw material for coatings) to paint makers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">VOCs are organic gases emitted by alkyd-based paints; and though VOCs were important to paint performance, government regulations were steadily squeezing levels downward</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The industry broadly saw alkyds as inexorably losing to latex, due to VOC issue</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But new alkyd was a technological achievement - first alkyd to meet latest VOC regs; yet still performed relatively well; it met alkyd paint maker’s short term need</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">So organization assumed Value Proposition would focus as usual on paint makers (especially technical, manufacturing, and purchasing)</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">However <em>Becoming the Customer</em> led quickly to exploration of entities further down the chain\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Interviewed series of Commercial Contractors and Property Managers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video One showed that paint makers’ customers, the Contractors, were not delivering the best, and most profitable Value Proposition to their customers, the Property Managers\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Long dry times, odor, regulatory pressures, increasingly inhibit use of alkyds</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Yet latex has much shorter life, with poorer appearance</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">But the new alkyd had much faster dry time, lower odor, and met the new VOC regs;</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A Video Two emerged where the new alkyd could actually help deliver a <em>better</em> Value Proposition than latex in some cases, rather than just slightly ease alkyds’ decline</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">This insight led the Team to take a more aggressive approach to the new product\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">With paint makers, jointly developed efforts to help paint makers effectively communicate the stronger Value Proposition to Contractors, and their customers\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Paints made with the new alkyd resin would allow Contractors to paint for no more total cost than traditional alkyds, and uniquely meet the new VOC regs</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">And versus latex, Contractors could provide\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">a lower total-cost over the life cycle of a Commercial paint job,</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">with revenue enhancement for the Property, due to better appearance</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">EMN successfully partnered with a series of its paint making customers and achieved a significantly stronger market impact with the new product, for them and EMN</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The Team then initiated several previously unanticipated product development efforts to further enhance profitable delivery of the newly defined Value Proposition</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Again, the <em>DPV</em> methodology had helped a Team find surprising insights, focused much closer to the true primary entity, and successfully launching a more ambitious strategy</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'AEL\');\"> <span style=\"text-decoration: underline;\"> Acuity Brands Lighting (ABL) – AEL (Acuity Subsidiary) &amp; Infrastructure Lighting </span></a></strong></p>\n\n<div id=\"AEL\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">AEL, recently acquired by ABL, sold Public Roadway and other Infrastructure lighting\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Sold through two principal channels, by which AEL defined its two main businesses\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">‘Infrastructure’ channel: Sales Agents to Distributors to Electrical Contractors (ECs); ECs then bid to General Contractors (GCs) and interact with specifying Engineers, who in turn work for the ultimate owners – e.g., Municipalities (Muni’s) and Departments of Transportation (DOTs)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">‘Utility’ channel: Utility-Agents to Utilities, who in turn interact with specifying Engineers and owners</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">AEL did well in Utility channel but larger Infrastructure business was largely dominated by two competitors and AEL competed primarily on price</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><em>DPVG</em> was asked to help AEL apply <em>DPV</em> approach to refining AEL strategy; focused first on Public Roadway</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video One explored the whole Public Roadway chain\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In both ‘Infrastructure’ and ‘Utility’ channel businesses, Public Roadway end-users are the Muni’s and DOTs</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Video One revealed that these end-users currently experience a clearly sub-optimal Value Proposition</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The currently incumbent competitors, with their long-standing position in this market, largely drive the lighting specs, which tend to favor these competitors’ products rather than AEL’s</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A possible Video Two, implied by the Video One analysis and very different from Video One, was identified<sup>3</sup>\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">A far superior Value Proposition could be delivered to these end-users, and in turn ultimately to <em>their</em> constituents (e.g., motorists, pedestrians, and other voter/taxpayers)</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">AEL and thus ABL could potentially deliver this much better proposition, with significant changes\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Most fundamental is a new focus beyond the channels – beyond EC and Utility – to the owners</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Accordingly, a redefinition of the AEL businesses (and ultimately other ABL units which serve this same end-use market) in terms of the end-users and the end-use application</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">At same time, this new Value Proposition can be delivered to owners in this Public Roadway chain while simultaneously enhancing the supporting Value Propositions to the channel partners – ECs, Utilities, etc.</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">The comprehensive Value Delivery System (VDS) for this new strategic approach to Public Roadway was developed in detail by the AEL Team</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In important part as a result of this project, ABL has reorganized AEL and other parts of ABL serving the Infrastructure end-use market, creating a new Infrastructure business unit</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">In context of the new organization, defined in terms of end-usage instead of channel, ABL is\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Pursuing delivery of Public Roadway Value Proposition developed in the above project</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">And developing the Value Propositions and VDSs for the balance of this Infrastructure end-use market</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n<hr /><span style=\"font-size: xx-small;\"> <sup>3</sup> Details remain confidential as still under development and testing by ABL</span></div></td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"left\" valign=\"top\">\n<p class=\"bodysmall\" align=\"left\"><strong><a href=\"javascript:toggle(\'CNGBU\');\"> <span style=\"text-decoration: underline;\"> Chevron Natural Gas Business Unit (NGBU) </span></a></strong></p>\n\n<div id=\"CNGBU\" style=\"background-color: #f1f2e9; margin-left: 0px;\">\n<p class=\"bodysmall\" align=\"justify\">\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"3\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">NGBU marketed Chevron’s natural gas, previously a regulated, predictable business\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Sold to US industrials using natural gas or other energy sources to produce products, including electric utilities and various product manufacturers</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Traditionally focused on largest users, typically utilities; but deregulation made them less profitable, and NGBU wanted to rethink the business from a fresh perspective</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Using <em>DPV</em>, analyzed 56 industrials, identified 4 strategies/segments, including two traditional strategies and two new more challenging, but higher potential-growth, ones\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><em>“Self-sufficient”</em> Industrials needing the least help - typically large utilities with energy options; offer natural gas on spot market, no additional services, at lowest possible price</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><em>Help them Buy Smarter”</em> Some utilities and very large manufacturers; offer some assurance of uninterrupted supply over time, and some help managing price-risk.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><em>“Help them Convert Gas Smarter,”</em> Utilities, average/large manufacturers; offer supply plus help managing environmental regulation and possible cogeneration projects.</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><em>“Help them Use the Smartest Energy,”</em> Average/large manufacturers; offer supply plus turn-key help reengineering how they used energy in manufacturing processes</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"center\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/links_0.gif\" alt=\"\" width=\"12\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">NGBU successfully implemented this new strategy, restructuring into 4 corresponding businesses, which played a primary role in NGBU’s substantial profit improvement during the early 1990’s.\n<table style=\"border-collapse: collapse;\" border=\"0\" cellspacing=\"0\" cellpadding=\"5\" width=\"95%\" align=\"center\" bordercolor=\"#111111\">\n<tbody>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Strengthened profitability in the first two, more basic businesses while developing the needed capabilities in the two new, more difficult ones</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">Customer satisfaction subsequently improved dramatically while margins increased 40%</td>\n</tr>\n<tr>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\"><img src=\"http://www.dpvgroup.com/images/orangebullet_1.gif\" alt=\"\" width=\"7\" height=\"14\" /></td>\n<td class=\"bodysmall\" align=\"justify\" valign=\"top\">After further development, all four businesses were merged with another energy supplier (NGC) to form a major new force in the energy market</td>\n</tr>\n</tbody></table>\n</td>\n</tr>\n</tbody></table>\n</div></td>\n</tr>\n</tbody></table>','B2B','','draft','open','open','','b2b','','','2008-11-04 21:59:14','2008-11-05 01:59:14','',193,'http://inscitia.com/dpv/?page_id=134',1,'page','',0),