The Challenges

If Educational Institutions are to achieve success in the marketplace, they must begin to think about their business strategy in new ways. Traditional competitive approaches that rely on product differentiation do not produce optimal results, nor do they take advantage of new sources of profitability that the connectivity of a networked economy offers. Too often, they focus the attention in the wrong place.
To survive and prosper today, Educational Institutions must shift their attention from products to customers and create a business plan based on:

The innovative restructuring of your customer relationships
Segmenting your customers more creatively
Delivering a value proposition that places the customer at the center of your strategy

The research at the MIT Sloan School of Management, has given rise to a powerful business model that reflects the many new ways to compete in the current economy. Called the Delta Model, it was designed to offer senior managers a fresh and pragmatic approach to critical strategic business thinking. This new, integrative, strategic framework presented by Enrique Suarez, allows educational managers to identify new sources of profitability, develop new strategic approaches, establish new directions for their educational institutions, and implement an enhanced strategic agenda.

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