 |
 |
|
Key Personnel Customer Value Analysis experts with extensive business experience
Joseph J. Murdock Mr. Murdock is President of GALE consulting, Inc., which provides consulting, planning and data gathering services designed to assist companies achieve Business Growth through Customer Value. GALE consulting has helped companies in many industries including Credit, Health Care, Health Plan Insurance, Pharmaceuticals, Paper and Office Products, Agricultural Equipment, and Equipment Manufacturing, develop winning strategies to increase market share and profitability by applying the tools of Customer Value Analysis (CVA). The tools of Customer Value Analysis were created by Dr. Bradley Gale and are described in his highly acclaimed book, Managing Customer Value. Mr. Murdock has developed an easy to understand and highly effective research and analysis process that guides companies to develop a clear and accurate picture of their marketplace. This five-step Implementation Process helps organizations use Customer Value Analysis to accelerate business growth and profitability within targeted market segments. Customer Value Analysis gives organizations a way to measure the value they provide customers relative to the competition. The process defines a winning Value Proposition and identifies the key marketing messages, internal communications, and action plans required for successful implementation.
Dr. Bradley T. Gale Dr. Gale is an author, speaker, and skilled coach in guiding organizations to measure and improve their customer value and shareholder value performance–relative to their competitors. He has consulted on marketing and competitive strategy for such companies as Allied Signal, AT&T, BP Amoco, Honeywell, John Deere, Lever, Mars, and Nortel. Dr. Gale is president of Customer Value, Inc., a marketing strategy firm he started in 1990, and Chairman of GALE consutling, Inc., co-founded with Joseph Murdock. Before founding Customer Value, Inc., Dr. Gale spent five years as managing director and CEO of The Strategic Planning Institute and president of its consulting subsidiary, PIMS Associates (a multi-company research program that measures the Profit Impact of Market Strategy). He also served as Research Director for PIMS when he co-authored The PIMS Principles: Linking Strategy to Performance, which has been translated into German, Italian, Japanese, and Portuguese. Dr. Gale served as a charter Overseer during the first three years of the United State’s Baldrige National Quality Award and currently serves on the Steering Committee for The Conference Board’s Total Quality Management Center. To help move customer value and satisfaction from a slogan to a science, he has developed a network of corporate practitioners at the leading edge of measuring and improving market-perceived quality, customer value, competitiveness, and shareholder value. His book, Managing Customer Value: Creating Quality & Service that Customers Can See, published by The Free Press in 1994, was reviewed by Publishers Weekly as "arguably the most useful marketing study since the formative works of Peter Drucker, Philip Kotler, and Michael Porter...may shape business thinking for years to come".
Mr. Raschilla, a Vice President and managing partner of GALE consulting, Inc., is responsible for directing customer projects that design and deploy winning business strategies by applying the concepts of Customer Value Analysis to market research data. Mr. Raschilla developed the Value Proposition Deployment Process used by GALE to help clients effectively execute market-based strategies. He has a proven track record in business leadership, organizational development, strategy design and implementation, and deploying organizational changes that improve business results. Steve has most recently directed customer research and provided consulting services to clients in the transportation, credit, petrochemical, insurance, pharmaceutical, and paper industries. He is coauthor of Customer Value Management: a Simple Way to Find Strategies to Significantly Increase Profits (“Chemistry Today”, May 2000). Prior to joining GALE consulting, Mr. Raschilla was the Manager of Human Resource Development for Amoco’s Worldwide Exploration Business Group. He was a key member of the management team responsible for developing a new customer focused strategy for Amoco’s worldwide exploration program. Following development of the new strategy, Mr. Raschilla worked to redesign the technical, program management, commercial and support work processes, to better align the organization for more effective delivery of the customer Focused strategy. Mr. Raschilla received a Bachelor’s degree from LaSalle University and a Master’s degree from Texas Christian University.
Mr. Swire's first job after graduate school was in the Corporate Strategy group at the General Electric Company. He has worked in the field of business strategy ever since - in 5 years at GE, at the Strategic Planning Institute (where he helped start up the PIMS program in the mid '70s and later directed its R&D program), and currently at Customer Value, Inc. where he is Vice President of Development and Applications. Don has worked as a consultant to companies in the telecommunications, computer, health care, and other industries. He has advised and published articles in areas that include corporate portfolio analysis, customer value, and strategy for growth and profitability. He is a believer and practitioner in the use of data to diagnose business situations and to motivate management teams to move in the right direction. Don joined Customer Value, Inc. in 1999. His responsibilities there include identifying and developing new strategies and tools for making companies more customer oriented. Don is a graduate of Rensselaer Polytechnic Institute (BS Math) and New York University (MS Operations Research).
|
Steve Raschilla
Donald J. Swire