① Business and Rivals to Compare (sta...
② Why Customers Choose Us (interviews)
③ What Staff Think We Do Well
④ What Rivals Do Well
⑥ VRIO Judging Table (pick 6 candidat...
⑨ Compare Candidates to Protect (from...
⑩ Choose One Strength to Protect
⑪ Polish (make the strength in ⑩ even...
⑫ Make It Known (so customers notice)
⑬ Make It Hard to Copy (build up year...
⑭ Owners and Due Dates (one action ea...
⑮ Fix Strengths the Team Cannot Use Y...
VRIO Strength Che...
How to use (4 pag...
Strength to prote...
Rules and owners
No, problems, nee...
Evidence, custome...
1/4
Choose the business
Ctrl+F / ⌘F : 2/4...
→ 2/4
2/4
Judge: 4 questions
↙ 3/4
Business to test e.g. A small dry cleaner by the station (1 owner, 4 staff) Rivals to compare e.g. Two chain shops within 2 km and one independent shop at the next station Current problem e.g. After the chains cut prices, about 10 new customers a month stopped coming e.g. A stain other shops turned away came out e.g. They call me by name, so I feel at ease e.g. I can drop it off on my way to work Ask 3 or more regulars Why us? and write it here e.g. Only the owner can remove tough stains e.g. We keep each customer's preferences in a ledger e.g. Drop off in the morning, ready by evening Write down whatever comes to mind e.g. Chains charge less per item e.g. The next-station shop is open until 9 p.m. e.g. The big chain lets you book pickup in an app Write what they have that we do not ⑤ Candidate Stren...
Our candidate strengths (e.g. the station dry c… People e.g. Greets regulars by name Equipment, location e.g. By the station, on the wa y to work Systems e.g. Same-day finish if droppe d off by 9 a.m. Skills e.g. Removes stains other shop s turn away Customer ties e.g. Keeps each customer's fol ding style in a ledger Reputation e.g. Once featured in a local magazine V Value
R Rarity
I Imitability
O Organization
Evidence for Yes
e.g. Stain remova...
Yes: Clothes other shops gave up on come back Yes: Few shops in town can do it Yes: Takes 10 years to learn No: Only the owner can do it Number: 20 stain jobs a month br ought in e.g. Station loca...
Yes: Easy to drop off on the way to work No: The next-station shop is als o by a station — (stop here) — (stop here) Number: 60% of morning visitors are commuters e.g. Preference r...
Yes: Even remembers how they lik e it folded Yes: Nearby shops do not do this Yes: Needs 10 years of records a nd trust Yes: The whole team can see the ledger Number: 80% of regulars come eve ry month e.g. Same-day finish
Yes: Makes it in time for urgent clothes Yes: Only our shop nearby No: A machine would let others c opy it — (stop here) Fact: 60 orders a month before 9 a.m. e.g. Greeting by ...
Yes: Customers feel safe leaving clothes No: The next-station shop does i t too — (stop here) — (stop here) Customer comment: Being called b y name feels nice e.g. Magazine fea...
No: Current customers do not kno w about it — (stop here) — (stop here) — (stop here) — (no Yes at all; the feature wa s 3 years ago) ⑦ Order of the 4 ...
V Value Does it save customers effort or money, or please them? If No, you are losing R Rarity Do most rivals lack it? If No, you are leve l I Imitability Would copying it take years or money? If No , you win only for now O Organization Are the people, rules, and tools in place t o use it? If No, it is an unused strength 3/4
Pick one to protect
→ 4/4
4/4
Polish and protect
⑧ Move the Result...
Losing (No at V) e.g. Magazine feature Move candidates that stopped at value here Do not protect these; decide whether to fi x or drop them Level (No at R) e.g. Station location, greeting by name Keep doing them or you lose, but do not pr otect them Move candidates that stopped at rarity her e Winning for now (No at I) e.g. Same-day finish Plan your next move before others copy it Move candidates that stopped at imitabilit y here Winning long-term (all Yes) e.g. Preference records Move candidates with Yes to all 4 question s here Do not place a candidate with only O at No here; fix it on board 15 Effect on customers
No price cut needed
Effort required
Pick it?
e.g. Preference r...
High: 80% of regulars come every month Yes: Regulars do not leave over price Small: We can use the current ledger ◎ Pick e.g. Same-day finish
High: Urgent customers love it Partly: Only for urgent clothes Large: Needs extra hands in the morning △ Review in 6 months Candidate 3
Write High, Medium, or Low, and why Write Yes, Partly, or No, and why Write Large or Small, and what it involves Write ◎ or △ Strength to protect (just one) e.g. Customers' preference records Why we chose it e.g. Yes to all 4 questions. Other shops cannot build 10 years o f records quickly What we will stop to focus on it e.g. Stop the discount flyers and use that time to add to the re cords e.g. Add a field for finishes they dislike to the records e.g. Read the records together once a month e.g. Teach new staff how to write in them Write each one as a Do... sentence e.g. Put up a sign at the counter saying "We remember your pre ferences" e.g. Hand new customers a record sheet e.g. Ask customers to mention the records in reviews Think of places customers will see e.g. Make where the records live and how to read them a shop r ule e.g. Build a greeting routine based on the records e.g. Review and add to the records every year Grow it into something that cannot be copied quickly Action
Owner
Due date
How to check
Polish
e.g. Add disliked finishes to the record e.g. Staff A e.g. End of November e.g. Did the fields increase? Make it known
e.g. Put up the sign at the counter e.g. Shop owner e.g. Next Monday e.g. Count how often customers ask about i t Hard to copy
e.g. Build the greeting routine e.g. Staff B e.g. End of December e.g. Can everyone follow the routine? Check day
e.g. Review the judging table ⑥ together e.g. Shop owner e.g. In 3 months e.g. Did the evidence for Yes grow? Unused strength e.g. Stain removal. Only the owner can do it, so we cannot take jobs when they are off Fix (people, rules, or tools?) e.g. Once a week, show a younger staff member the steps and reco rd a video Next step Owner: ____ / Due: ____ e.g. This Saturday, show Staff C the stain removal steps once → 2/4
Judge: 4 questions
↙ 3/4
Pick one to protect
→ 4/4
Polish and protect
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