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During the day, business owners are consumed with the task directly in front of them: running their companies. Once that’s finished each day, though, most of them have had their fair share of sleepless nights worrying about the big picture and endlessly kicking around different ideas to gain a competitive advantage over their rivals.
Maybe that means streamlining production to lower operating expenses. Or perhaps it’s utilizing a new marketing campaign that results in increased sales due to greater perceived value by customers.
No matter what, you don’t have to wait until the dark of night to consider the different possibilities available to you. Instead, you can conduct a value chain analysis.
A value chain analysis calculates the cost of all activities that contribute to a company's products. Once those costs are determined, there are two ways to leverage that information to increase profits: introduce cost savings or create greater product differentiation.
The value chain model was widely introduced in 1985 by Michael Porter, a professor at Harvard Business School, in his best-selling book, Competitive Advantage: Creating and Sustaining Superior Performance. Porter separated nine fundamental business activities into two categories: primary and support.
Performing a value chain analysis is a complex, time-intensive project as you will have to closely analyze firm infrastructure, perform at least one gap analysis, and utilize wide-ranging business metrics. It also requires gathering additional external information from competitors and customers.
You will need to use multiple "instruments" -- that is, data collection methods -- to capture varied but necessary information.
For example, Mann Global Health (MGH), in conjunction with the Bill and Melinda Gates Foundation (BMGF), developed separate questionnaires for importers, distributors/wholesalers, retail outlets, and consumers to perform a value chain analysis of condom market performance in African countries to help combat AIDS.
Real cost is the quantitative expense to produce a good or service broken out step by step in the value chain: supplies, production, equipment, employee salaries, marketing, and service.
A common value chain analysis example is manufacturing, and according to "Automobile Industry Retail Price Equivalent and Indirect Cost Multipliers," the average total cost of a car breaks out as follows:
Perceived value is customers' qualitative assessment of a product's worth. An example of the subjective nature of perceived value is Frederick the Great's rebranding of the potato in Prussia in 1774.
He had encouraged people to grow potatoes to avoid famine, but there was little interest because they were seen as tasteless and unappealing.
In response, Frederick declared it a "royal" vegetable to be grown only in the royal garden under continuous guard. Suddenly, people saw the potato as a desired item given its elevated status. However, the king told his guards not to be particularly vigilant in their efforts.
The result was that people began to steal potatoes out of the royal garden to grow on their own, and the potato became increasingly popular.
According to Porter's model, there are two ways to increase profits through value chain analysis: either lower costs or create added value through product differentiation. In the car manufacturing example above, you could achieve savings by using different suppliers to lower raw material costs.
On the other hand, Frederick the Great created increased perceived value for the potato without changing the potato itself.
In order to perform a company value chain analysis, be prepared to capture a large amount of internal and external information. After that, you will closely analyze that data using business intelligence (BI) processes.
Then, you'll be able to determine whether reducing costs or product differentiation offers the best opportunity to increase profits.
The first task is to determine every step in the value chain. Being comprehensive here is critical, otherwise your subsequent analysis and conclusions will be fundamentally flawed.
Given the breadth and depth of data you'll need to gather, this is not a task suitable for one person. Instead, you'll need a team that likely utilizes project management software to be methodical, thorough, and timely.
As you'll be told on the first day of almost any intro to business class, if you don't know your costs, you'll probably go broke. That's why the financials you calculate here will be a key metric for your business development strategy.
You must take a hard-nosed approach in determining the true cost of each value chain activity as well as those that make the most significant contributions to revenue generation.
To determine if product differentiation is the best means to increase revenue, you'll need to examine how your customers perceive your products in particular as well as comparable products within your market sector.
Apple co-founder Steve Jobs famously said, "People don't know what they want until you show it to them." While this may be true regarding the introduction of both the iPod and iPhone, you still need to understand your customers and their purchasing behaviors.
Unless you happen to have a monopoly, your business does not exist in a vacuum. That means your relative success is not just measured internally but also against your competitors, so you need to know how your value chain compares to theirs.
Sure, evaluating a competitor's value chain may seem akin to investigating a "black box": You can only examine it from the outside and likely won’t know what's really going on the inside. It is critical, though, to generate this information.
For any type of research, having a predetermined outcome in mind will undercut your efforts from the outset. That's why you need to complete the steps above before deciding if a cost advantage or differentiation advantage will be the most effective means of increasing profits.
You'll need to keep your company's mission and purpose in mind when deciding which competitive advantages to develop. If you're known for low-cost products, for example, developing high-end versions may not appeal to your existing customer base or attract enough new customers to be financially worthwhile.
While Porter's value chain model can provide actionable insight for change management, it does have some limitations depending on the industry being examined as well as the degree to which business operations are now integrated.
Porter's model works best for manufacturing and related for-profit industries that have a clearly defined product. It is less effective in the non-profit sector, where the "product" is more intangible.
For example, in higher education, is the student the customer? In some ways, yes, which has led to the growth of campus services and amenities to increase enrollment. On the other hand, the company that ultimately hires the student could also be seen as the customer, which makes the student the product.
Porter's model also assumes it is possible to clearly delineate company operations into primary and support activities. Given the increasing level of complexity and integration of business operations, though, in practice, this may not always be the case.
The value chain analysis process is not to be taken lightly or conducted in fits and starts. If you decide to undertake this project, make sure to safeguard your efforts with project risk management strategies. In the end, you could wind up with a competitive advantage that will also allow you to sleep better at night.
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