Center of
gravity analysis is designed to uncover exploitable vulnerabilities
that will result in real and sustainable market share gains (our approach is based upon Dr. Joe Strange’s ((download pdf)) methodology). There are
four major categories of enterprise CG’s to be considered. They are
Offering, Infrastructure, Relationships and Execution. Each CG needs to
analyzed from the standpoint of it’s component capabilities,
requirements and resulting vulnerabilities. Below is an example using Offering CG’s.
OFFERING
Potential CG’s representing critical characteristics of products and
services offered including quality, cost, service, and features.
Center of Gravity(CG) QUALITY
Critical Capabilities (CC) Consistently meet customer quality expectations.
Critical Requirements (CR) Functional infrastructure. Operating effectiveness. Appreciative customers. Skilled personnel.
Critical Vulnerabilities (CV) Dysfunctional infrastructure. Operating
ineffectiveness. Unwilling customers. Unskilled personnel.
Center of Gravity(CG) COST
Critical Capabilities (CC) Price above cost or produce at a cost less than market price.
Critical Requirements (CR) Functional infrastructure. Raw materials. Skilled/unskilled labor. Paying customers.
Critical Vulnerabilities (CV) Inefficient infrastructure. Shortages.
Price volatility. Poor Quality. Unions. Shortages. Recessions.
Discounting.
Center of Gravity(CG) SERVICE
Critical Capabilities (CC) Deliver service/support consistent with customer expectations.
Critical Requirements (CR) Functional infrastructure. Skilled personnel.
Critical Vulnerabilities (CV) Unhappy customers. Poorly trained employees
Center of Gravity(CG) FEATURES
Critical Capabilities (CC) Offer features consistent with customer
expectations. Critical Requirements (CR) Functional infrastructure.
Skilled personnel. Knowledgeable customers.
Critical Vulnerabilities (CV) Inability to offer competitive features. Wrong features. Unappreciative customers.
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