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<td class="titlesmall" align="left">TYPICAL VALUE DELIVERY PROJECT TO FORMULATE STRATEGY IN ONE MARKET-SPACE</td>
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<td class="title" align="center">
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<td class="bodysmall" align="justify" valign="top">Conducted in Phases, to explore then formulate and                        recommend pursuit of an improved strategy</td>
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<td class="bodysmall" align="justify" valign="top">Organization by Steering Committee, Core Team, and Project                        Resource Group</td>
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<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>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Typical time frame - three months, but depends on                          complexity of market-space</td>
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<td class="titlesmall" align="left">

PHASES IN A TYPICAL VALUE DELIVERY PROJECT - TO FORMULATE PROFITABLE GROWTH STRATEGY</td>
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<td class="bodysmall" colspan="2" align="left"><strong>Phase                          Zero:</strong> Organize and refine the project scope and plan</td>
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<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>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" colspan="2" align="left">
<div><strong>Phase Two:</strong> Form first-cut hypotheses                            on strategy; initial analysis of costs/capability gaps,                            and competing abilities</div></td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" colspan="2" align="left">
<div><strong>Phase Three:</strong> Recommend value-delivery                            strategy for this space, with plan to verify, build                            capability, and implement</div></td>
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<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>

<div id="P0" style="background-color: #f1f2e9; margin-left: 0px;">
<p class="bodysmall" align="justify">Three key tasks preliminary to starting the project:
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<td class="titlesmall" align="justify" valign="top">Organize</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Finalize Steering Committee</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Determine and orient Core Team</td>
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<td class="bodysmall" align="justify" valign="top">Initial identification of likely useful members of                      Project Resource Group</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Conduct initial data gathering and review</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Internal interviews, with Steering Committee and other key                      managers/experts</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Review of existing strategy, market analysis                      documentation</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Identification of additional likely best information                      sources</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Refine project plan</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Define boundaries of market space(s) to explore</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Sketch key Value Delivery Chains</td>
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<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Document refined project plan</td>
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<span class="titlesmall">Timeframe: </span><span class="bodysmall">Two-to-three weeks, starting after initial project agreement</span></div></td>
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<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>

<div id="P1" style="background-color: #f1f2e9; margin-left: 0px;">
<p class="bodysmall" align="justify">Analysis of a sample of entities in the relevant Value Delivery Chains :
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<td class="titlesmall" align="justify" valign="top">Rough articulation of current de facto value-delivery strategy</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">What Value Proposition(s) does the business try to deliver today</td>
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<td class="bodysmall" align="justify" valign="top">How well are these actually provided and communicated, vs. competition</td>
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<td class="bodysmall" align="justify" valign="top">Early strategic issues thus identified</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Identify, contact, and arrange interview visits at a sample of entities</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Primary entities, with range of functional players within each</td>
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<td class="bodysmall" align="justify" valign="top">Several other entities in the chain (depends on specific chain structure)</td>
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<td class="bodysmall" align="justify" valign="top">With base of large customers, typically analyze 5-10 primary, 3-7 other</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">With base of smaller customers, typically analyze 10-20 primary, 5-10 other entities</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Typical visit and interviews at larger customers</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">1-3 days prior analysis of known info, situation</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Team meets prior to interviews</td>
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<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">1-3 days of on-site interviews, 5-10 per entity, typically with follow-up</td>
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<td class="bodysmall" align="justify" valign="top">Each individual interview 1-3 hours depending on complexity</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Analysis of smaller customers possible with a single-day visit</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">1-3 Core Team members, 1-2 <em>DPVG</em> typically participate</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">After visit, team debriefs to synthesize analysis of entity</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">This entity’s current rough Value Delivery System(s) as relevant</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Key scenes explored</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Critique of entity’s current VDS and key implications for our strategy</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Video Two: improved scenario for the entity, possibly profitable for us</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<span class="titlesmall">Timeframe :</span> <span class="bodysmall"> ~ Six weeks</span></div></td>
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<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>

<div id="P2" style="background-color: #f1f2e9; margin-left: 0px;">
<p class="bodysmall" align="justify">
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Synthesize Phase One analysis into preliminary value delivery strategy</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Document emerging primary and supporting VDSs in detail</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Identify key issues for cost and capability-gaps</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Assess key capability gaps becoming apparent</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Rank gaps by criticality and magnitude</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Conduct initial cost analysis on major elements of emerging VDSs</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Project Resource Group often becomes more active in this task</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Estimate cost for our business to close key capability gaps</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Estimate operating cost, during early and on-going implementation</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Assess potential competitors’ abilities to deliver competitive Value Propositions compared to emerging strategy</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Refine VDSs based on capability, cost and competitive analyses</td>
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<span class="titlesmall">Timeframe:</span> <span class="bodysmall"> ~ Four weeks</span></div></td>
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<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>

<div id="P3" style="background-color: #f1f2e9; margin-left: 0px;">
<p class="bodysmall" align="justify">
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Design implementation plan</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">How to verify the recommended new strategy with quantitative analysis and research, and in-market testing</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Specific initiatives to close the key capability gaps</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Plans for most aggressive realistic roll-out</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Recommend and win approval of Steering Committee for new value delivery strategy and implementation plan</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Communicate results of project</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">To appropriate elements in organization</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<span class="titlesmall">Timeframe:</span> <span class="bodysmall"> ~ Two -Three weeks</span></div></td>
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<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>

<div id="P4" style="background-color: #f1f2e9; margin-left: 0px;">
<p class="bodysmall" align="justify">
<table border="0" cellpadding="5" width="95%">
<tbody>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Steering Committee:</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">General and senior functional Managers</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Phase Zero interviews (~2 hours), review of outputs, individual debriefs</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Initial Kick-Off meeting and about three Progress Reviews; 4-6 hrs each</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Core Team:</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<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>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">35-70% time commitment</td>
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<td class="bodysmall" align="center" valign="top"><img src="http://www.dpvgroup.com/images/links_0.gif" alt="" width="12" height="14" /></td>
<td class="titlesmall" align="justify" valign="top">Project Resource Group:</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Provide specialized, periodic support to Core Team</td>
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<td class="bodysmall" align="right" valign="top"><img src="http://www.dpvgroup.com/images/orangebullet_1.gif" alt="" width="7" height="14" /></td>
<td class="bodysmall" align="justify" valign="top">Ensures more of the organization understands the project</td>
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</tbody></table>
</div></td>
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</tbody></table>