Managing the Change Process

Abstract

The market power is in value. Value leads to results. Managers have to continually ask themselves how to inject more value and reduce costs to avoid the lethal spiral of commoditization, overcapacity and price war. With strategic repositioning, new segmentation and new service propositions, they re-create value to move the organization out of the troubled seas of intense competition to calmer waters or to a niche harbor. Tools such as the service-intensity matrix and the value creation cycle are useful in this quest for a solid and sustainable superiority.