COMPETE SMARTER, NOT HARDER  
ON-LINE PROGRAM

Overview of Sessions and Introduction​

 

Main Module. Strategic Segmentation

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1. Introduction to Course

2. Segmentation and Intuition

3. The Art of the Wise - Prioritization

4. Segment Definition and KONE Example

5. American Express Example

6. Nike and Beachhead Strategies

7. Part 1. Grouping Customer Needs

8. Segmentation Part 1: “Tree” Diagrams

9. Olli Debrief and Conclusions

10. Part 2. Prioritization Segments: Segment Evaluation Tables

    Reading: Segmentation Note Reading: IBM Segmentation Example Example: Segmentation Master Table

11. Part 3. Focus: Value Propositions

12. “Instruction Manual” and differences across B2B, B2C and E-Commerce

13. Top 10 “Rizzutoisms” of Segmentation

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Main Module. Value Chain, Strategic Control, Competency Maps, Gaps Analysis (“The Stick”)

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14. Introduction to the Concept of Strategic Control

15. Sources of Strategic Control

Reading: Wall Street Journal Hand Soap

16. Strategic Control - Vanderbilt’s Hudson River Bridge

17. Strategic Control Fundamentals

Reading: Keurig/GMCR

18. Value Chain Concept and Development
19. Step-by-Step Process for creating a Value Chain and Competency Map

Reading: Jeppesen Marine Case

20. Value Chain, Competency Mapping and the Jeppesen Marine Case

21. Jeppesen Marine Epilogue

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Main Module. Vertical Incentive Alignment (“The Carrot”)

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22. CSO Spotlight: Greg Bowlin

23. Vertical Incentive Alignment Introduction

24. Vertical Incentive Alignment, P&G and Asset Specificity

25. Thought Leadership Video Dirk Beveridge

26. Mary Kay Cosmetics and “Showcasing”

27. Vertical Incentive Alignment Table

28. 2x2” Strategy is Material to Firm Performance, Rand McNally Case

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Wrap-up and Conclusion

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29. Final Wrap-up

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1. Segmentation Executive Playbook

2. Value Chain and Strategic Control Executive Playbook

3. Vertical Incentive Alignment Executive Playbook