September 11, 2018
How are you lowering your customers' operating costs thus raising the value and the price of your price sensitive products? An understanding of the issues your customers face will help you develop products and services that provide more value. Do you want to learn more about differentiating price sensitive products? Please continue reading our blog.


Denise Harrison

Differentiating a Price Sensitive Product to a Value-Added Product

Denise Harrison

When you're selling price sensitive products, find a way to add value, so your customers will pay a premium. Understand your customers' needs and preferences, however, and understand what you can do to improve your products and services.

Standard Textile was faced with this dilemma - in particular, hotels and hospitals kept going with the vendor with the lowest price. How could they break the cycle?

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Questions & Answers

What preliminary work can be done to speed things up in the planning process?

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We have heard that a company should start the planning process by developing a Mission Statement. Why doesn't the Simplified Strategic Planning process do this?

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This column is intended to answer common questions related to strategic planning and strategy in general. In each issue we will answer questions posed by seminar attendees, our clients and our readers. Please send your questions to - Mail: CSSP, Inc. PO Box 8272, Ann Arbor, MI 48108

Article Archives

Did you miss these recent articles?

Why is Commitment Crucial to Strategy?

By M. Dana Baldwin

Why is commitment crucial and how does an organization get and keep it?

Commitment means that senior management and key personnel throughout the company buy-in to driving the company forward to reach its objectives. Therefore, they have committed to the success of the company. Furthermore, they execute the strategies of the organization as effectively as possible. Finally, their actions reflect the level of commitment they have and inspire those around them to excel.

The Fear of Being Different

By Robert W. Bradford

Being different is one of the keys to profitability, however, it is also one of the most feared strategies. Clearly, there are very few success stories about companies that behaved just like their competitors. This may be because managers feel unusually vulnerable when considering a strategy that builds true distinction for their brand. In so many cases we've seen, the courage to build true distinction comes when it seems like the only option.

Beat the Competition with Process Technology

By Denise Harrison

Aircraft engines: how did GE beat the competition? Mohammad Ehteshami was faced with a seemingly impossible task. He needed to significantly increase the value of the next generation of GE jet engines. Mr. Ehteshami had years of industry expertise and he and his team set up to achieve the objective. After failing multiple times, a junior member of the team suggested using additive technology as a possible solution.

Technology Assessment - An Important Part of Strategic Planning

By M. Dana Baldwin

In developing our strategic plan, we spend significant time analyzing our market segments and our competition. There are other important factors which can affect our strategies, even our ability to continue in business as usual. Most organizations will have most or all of these factors. However, there will be some which are not present or are minimally present in some companies. This depends on the type of business activities which add up to the complete company profile. This article will be the first of a short series of articles on the "other factors" we analyze in our strategic planning. The first area of these other factors is: Technology Assessment

Why You Need to be Different

By Robert W. Bradford

Differentiation builds dominance in your market. One of the fun things about working with so many different companies is the perspective you gain on different industries. Often times, however, an industry is highly fragmented with no clear dominant player or no clear dominant specialty player. This is worth closer examination, since a strategic framework for building dominance is useful for many businesses.

Silo Mentality Causes Conflict in an Organization - Can Strategic Planning Help?

By Denise Harrison

Silo mentality causes conflict in an organization. Recently, a CEO approached me to discuss strategic planning. He knew, that to be a success, he was going to have to get rid of the silo mentality and get the team moving in the same direction.

Succession planning - an important part of strategic planning

By M. Dana Baldwin

Succession planning for key personnel is an important part of good strategy. Succession planning becomes even more important when the person involved is an owner. Previously we have written about succession planning and the things an organization should do to assure continuity.

Why is Strategic Competency so Scary?

By Robert W. Bradford

Focusing on a single strategic competency can be scary. There are two big reasons for this. The first is the basic struggle with focus - we often feel unsafe putting all of our eggs in one basket. The idea that two competencies will double your chances of success is a false one, though. Two competencies usually means you'll have half the chance of success as someone who is just learning to be the best at one of those competencies.

Re-invigorating Strategic Initiatives - How to Keep Moving Forward

By Denise Harrison

What do you do when progress is slowing on your key strategic initiatives? Leaving your strategic planning session, your team was motivated to get the key strategic initiatives completed. Action plans complete, resources allocated, and everything was moving forward. But now, after several months, forward progress has slowed. Team members have gotten bogged down by the day-to-day requirements of their job. What can you do?

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About Center for Simplified Strategic Planning, Inc.

Strategic Thinking

Success in today's business environment requires that a company's leaders have the ability to create a vision of the organization's future direction as well as the course it needs to get there.

While various business improvement techniques such as Total Quality Management and Re-engineering are often extremely beneficial to the ongoing progress of a business, correct Strategic Focus remains the single most important element in a company's success.

Since 1981, Center for Simplified Strategic Planning has provided client companies with the strategic planning tools and leadership required to obtain superior strategy results.

We understand the challenges typically faced by our clients in installing systems and practices necessary to support growth, while maintaining day to day operations.

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Center for Simplified Strategic Planning, Inc.
PO Box 8272
Ann Arbor, MI 48108

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