ABSTRACT
Why would anyone write a book on value propositions? Why should you take time to read it? Well, value propositions are the rst step in the process of transforming an idea or concept into tangible results. —e value proposition is the document that should be used to drive all the signicant changes, growth, and improvements within an organization. We have worked with many organizations to help them dene, document, and improve their major business processes. We are continuously surprised when asked by an organization to make a list of their major business processes and they do not include the process of transforming a concept or idea into a business initiative. In most organizations the initiation of a new business concept or initiative is unstructured; it happens by random occurrence enhancements, almost accidentally, rather than by design. Sure, there are processes for new product development, performing market studies, for ordering capital equipment, suggestion programs, approving new projects, assigning resources, and so on. But when we ask the question, “What is the process for ensuring you are investing in the programs and initiatives that will give you the best long-and short-range results?,” we nd that they rely mainly on management experience. In reality, probably one of the most important processes within an organization is a process that collects all the possible product and performance improvement ideas and
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concepts, and then evaluates them to see which should be included in the organization’s portfolio of approved projects/ programs/ products.
