Leading Indicator Systems

Sample Projects

Many types of leading indicator data can be leveraged to improve performance across the organization. Click any category above to display a brief case study.

Competitive Advantage

A nationwide manufacturing firm wanted to determine how best to increase overall sales and react to improved market penetration by three key competitors. Since the company used multiple distribution channels to sell its products, it sought to determine what was most important to customers within each channel and how the firm was performing relative to its competition.

By deploying a customized version of the LIS Customer Perception of Value (CPOV) Assessment System, the client was able to quickly collect and analyze previously unavailable information. Assessment findings revealed channel-specific differences regarding what elements of the value chain were most important to customers, how well the company was performing in each area and how their performance stacked up against that of competitors. Assessment findings indicated that a range of positive impacts could be realized by modifying strategies and redeploying resources. For example, while customers felt that sales materials were excellent, they rated them as being relatively unimportant. Based on this, a portion of funds supporting sales materials was shifted to improve the product knowledge of sales representatives (which customers suggested was extremely important). Findings also indicated the need for a differentiated strategy for Web versus traditional brick and mortar retail channels.