Targeting V

...you are making hard decisions about where your efforts and investments will be focused.

Determining the relative attractiveness of a segment is the first part of targeting.  The second part is deciding what your company's basic posture will be for each segment.  This is where the tough trade-offs come into play.

Although you are note yet determining exactly how  you will attack each segment, you are making hard decisions about where your efforts and investments will be focused.

ACTION POINT: The most important outcome of targeting is agreement on the areas of the business that will not receive further investment.