The document discusses the importance of understanding customer expectations and capabilities. It suggests that companies often spend costly time trying to solve problems without fully understanding these factors. The document proposes conducting stakeholder interviews to identify what is known and unknown about critical stakeholder requirements, experiences with a company's products and services, and experiences with competitors' offerings. This information could then be used to establish stakeholder-centered requirements and optimize products to better meet needs.

1. © River’s End Consulting, llc Latest update 02/16/09

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4. Does this look familiar? © River’s End Consulting, llc $ $$ $$$ $,$$$ $$,$$$ Cost of Time Effort Resource’s Time Spent Opportunity Identified Start of Production Most spend time in COSTLY Problem Solving I know what the customer wants Can’t meet customer needs

5. A Better Plan © River’s End Consulting, llc $ $$ $$$ $,$$$ $$,$$$ Cost of Time Effort Resource’s Time Spent Opportunity Identified Start of Production Few invest time upfront to identify Critical Stakeholder requirements early. Most spend time in COSTLY Problem Solving VOC Stakeholders Optimization Validation I know what the customer wants Can’t meet customer needs

7. 2. Identify what we do not know © River’s End Consulting, llc What We Will Do 1. Identify what we know 7. Establish stakeholder centered requirements 3. Develop specific topics of conversation 4. Identify who may know what we need to know 5. Interview stakeholders throughout the value stream 6. Analyze the responses

8. © River’s End Consulting, llc LET’S TALK TO YOUR STAKEHOLDERS

9. © River’s End Consulting, llc WANT MORE INFORMATION? CONTACT ME SO I CAN SHARE THE SYETEM BEHIND THE PHILOSOPHY!