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Session
10:
Having developed a value
proposition that applies or unique competencies to the leverage points
in a “typical” customer, we introduce a systematic method to scan
and screen customer groups. This will help us determine the best fit
between our core competencies and potential applications of them - the
intersection of needs and capabilities that I like to refer to as the
natural resonant frequency.
Readings: ® = required; scan =
read introduction and conclusions; scan inside pages; Scan:
Lecture Notes:
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= Adobe Acrobat File.
