The Blue Line Imperative: What Managing for Value Really Means

Appendix

Blue Line Questions

Here we present a series of questions designed to uncover insights into the true value drivers of your business – blue line questions, in other words. By asking these questions of yourself and those around you on a regular basis, you will help establish and maintain a culture oriented relentlessly toward value.

What?

The focus here is on the company's Value Proposition, a statement on the products and services it sells to create happiness for a specific group of customers. Because businesses often serve several types of clientele, firms can have multiple value propositions. Think of your value proposition as the reason why customers turn to you instead of your competitors. The questions include:

• Do we have a competitive ...