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| Author: | Miller, D. (et al.) |
| Title: | The problem of solutions: balancing clients and capabilities |
| Journal: | Business Horizons
2002 : MAR-APR, VOL. 45:2, p. 3-12 |
| Index terms: | CLIENTS PROFITABILITY |
| Freeterms: | CAPABILITIES SOLUTIONS |
| Language: | eng |
| Abstract: | To produce a profitable surplus for a firm and its customers, solutions must deliver outcomes valued by clients based on unique supplier capabilities. But creating such solutions evokes significant tensions. In a study of 30 solutions firms, the authors found that resolving such tensions - or better still, finding complementarities between client and capability demands - is an essential outcome for creating profitable solutions. |
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