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To: Steve Hronec Tom Vance From: Kirk Jabara Subject: BCWWW - Breakout on Fabricated Products “Customer Value Networking” This is a brief memo to summarize the results of the breakout session I facilitated 12/12/96 on “Fabricated Products” and related customer value network concepts. I have also summarized the flip charts notes. My suggestion is to use this input to: Further define our “Customer Value Network” concept for the manufacturing industry BC practitioners Figure out what we want to do with the industry coding scheme and “Fabricated Products” category to support BC. My impression is the coding scheme adds no valuable insight to one BC Manufacturing Practice; it did little in our breakout session to identify or analyze customer value networks. This is not surprising to you, I’m sure. I’ll recap the process I used in the breakout and summarize the key points for suggested follow up. Flip chart notes are also included “as is”. Process The overall concept of customer value networks was introduced, and objective of session was discussed. Introductions (7 tables of approximately 5 people each) Brainstormed individually on question, “What does “Fabricated Products” mean to you in terms of types of customers and types of products in your marketplace?” Small teams attempted “Affinity Grouping” for their table’s customer/product ideas. (# High level - was not a full blown affinity process) Documented on flip charts. Also documented issues encountered. Gallery walk for all teams to review flip charts. Discussion (group learning) regarding issues and difficulties identifying customer or product groups. Group discussion on best way to identify key customer value networks within fabricated products segment. Group discussion definition of customer value network - example to group using Ingersoll Rand and Kobelco. Wrap up Key Issues for Follow Up “Customer Value Network” needs to be more formally defined and communicated. Many basic questions were asked abou