EPISODE 126: Your LCP Report We discussed this in Shows 6, 10, and 13. During those conversations we discussed documenting your methods for making the improvements. That was an internal document, now you are converting it to marketing collateral. Its publication alone will create a competitive advantage for how you can achieve the same or better quality and features at lower cost.

Now you are going use it as a tool for helping your core and most profitable customers to help them through the economic downturn. If they survive and continue to buy from you, is there a better definition of win-win?

Topics: How to conduct a value mapping process How to benchmark competitors The difference between "AS IS', "SHOULD BE", AND "TO BE" objectives How close was the 'SHOULD BE" to the "TO BE" and why you couldn't close the gap What were the lessons learned and final results How did it affect the target customers account and relationship