A small but growing number of suppliers in business markets draw on their knowledge of what customers value, and would value, to gain marketplace advantages over their less knowledgeable competitors. These suppliers have developed what we call customer value models, which are data-driven representations of the worth, in monetary terms, of what the supplier is doing or could do for its customers.
To measure value in practice, it is crucial to have a shared understanding of exactly what value is in business markets. Before we go into any detail about building value models, we need to provide a brief explanation of what we mean by value. Value in business markets is the worth in monetary terms of the technical, economic, service, and social benefits a customer company receives in exchange for the price it pays for a market offering. We will elaborate on some aspects of this definition.
Single-number reach is designed for people who want callers to reach them easily, even if they are not at a single location or phone number during the course of a day. Provided from a central office switch, the service allows a caller to seek the buyer of the service via a sequence of programmed telephone numbers. To determine the target market segment, the company conducted four focus groups with itinerant Generation X professionals, some of whom had six telephone numbers on their business cards.
Although the company was interested in the actual monetary amounts given at the beginning and at the end, it was more interested in any pattern of differences between the amounts. An ominous pattern would be steep declines from the initial amounts to the ending amounts, indicating that the participants were initially intrigued with the service but, upon further consideration, concluded that it would not offer them much value. No significant change between the initial amounts and ending amounts would be a preferable pattern, provided the specified amounts were sufficiently large. The final pattern, considerable increases from the initial amounts to the ending amounts, would indicate that when the participants thought about the service, they recognized a greater potential value. That pattern would suggest the crucial role of business marketing communications in conveying the value of using the service to prospective customers.
To begin, GCS put together a case team, which consisted of a consulting manager, a consultant, and a business analyst. Pharma Labs formed a steering committee and a project team. The steering committee comprised the relevant department heads, such as maintenance, purchasing, manufacturing, inventory management, management information systems, and finance, and was responsible for project oversight and strategy development. The project team was a smaller cross-functional group with representatives from each of the departments on the steering committee and was responsible for working with the GCS case team.
By services, we mean much more than technical problem solving, equipment installation, training, and maintenance. We also are talking about programs that help customers to design their products or reduce their costs as well as rebates or bonuses that influence how customers do business with a supplier. And we also include systems such as logistics management; electronic data interchange for placing orders and tracking their status; and expert systems that figure out, for example, which materials can deliver desired functional performance to customers.
Offering new services as options has its own strategic advantage: it enables suppliers to gauge market interest. For example, although the traditional business of R.R. Donnelley & Sons Company is printing, management believes that future growth lies in innovative services such as database management, consulting and training, three-dimensional pop-up ads, talking ads (print ads with a microchip that plays a message), direct marketing, layout systems, and mapping services. To test the demand for those services, Donnelley is offering them as options.
When enhancing the standard offering with additional services, managers have several choices: they can raise the price by an amount equal to the cost of providing the service, raise it less than the cost of providing the service, or perhaps even raise it slightly higher to camouflage a price increase. Several suppliers in our study that were competing in relatively stable markets and whose priority was gaining market share chose not to change their prices; they wanted to use the added options to gain new business. Others, which were competing in markets where price-cutting was rife, added options to avoid having to cut prices. Still others opted to try to gain market share by lowering prices even as they expanded the standard package.
Rather than simply focus on the traditional career elements such as résumé development and interview strategies, etc., CSPD strives to differentiate you by taking a multi-faceted approach with a focus on personal development, career/industry awareness and impression management. This strategy in combination with job search coaching will truly make a difference in terms of your marketability.
Kevin Anderson, Acting Secretary of Commerce (410) 767-6301Signe J. Pringle, Deputy Secretary (410) 767-6302John T. Papavasiliou, Chief Operating Officer (410) 767-6309Heather M. Gramm, Assistant Secretary, Business & Industry Sector Development (410) 598-0842Thomas B. Riford, Assistant Secretary, Marketing, Tourism, & the Arts (410) 767-6272Laila K. Atallah, Principal Counsel (410) 767-6446World Trade Center,401 East Pratt St., Baltimore, MD 21202 - 3316(410) 767-6300; 1-888-choosemd (toll free); fax: (410) 333-8628; tty: (410) 333-6926web: World Trade Center, 401 East Pratt St., Baltimore, Maryland, November 2009. Photo by Diane F. Evartt.AgenciesBudgetFunctionsHistorical EvolutionOrganizational ChartOrganizational StructureOriginReportsORGANIZATIONAL STRUCTUREOFFICE OF SECRETARY(T00A0001, formerly 38.01.00.01)FY2023 appropriation: $14,325,316; authorized positions: 61Kevin Anderson, Acting Secretary of Commerce (appointed by Governor with Senate advice & consent) (410) 767-6301e-mail: email@example.comVacancy, Chief of Staff (410) 767-6440; e-mail:COUNSEL(T00A0003, formerly 38.01.00.03)FY2023 appropriation: $1,469,051; authorized positions: 10Laila K. Atallah, Principal Counsel (410) 767-6446e-mail: firstname.lastname@example.orgBarbara Curnin Kountz, Deputy Counsel (410) 767-6456e-mail: email@example.comOFFICE OF EQUAL EMPLOYMENT OPPORTUNITY & FAIR PRACTICESDaniel P. Leonard, Director (410) 767-6470; e-mail: firstname.lastname@example.orgOFFICE OF INTERNAL AUDITSDavid E. McDaniels, Chief Auditor (410) 767-6294e-mail: email@example.com OFFICE OF POLICY, RESEARCH, & GOVERNMENT AFFAIRS(T00A0002, formerly T00A0007, formerly T00C0001)FY2023 appropriation: $2,582,219; authorized positions: 12Staff: Shawnta Goins-Haith (410) 767-6312; e-mail: firstname.lastname@example.org Jennifer C. LaHatte, Managing Director (410) 767-6979e-mail: email@example.comPOLICY & PROGRAM DEVELOPMENTRobin S. Bailey, Director (410) 767-6314; e-mail: firstname.lastname@example.orgRESEARCH & INFORMATION SERVICESJames R. Palma, Director (410) 767-6680; e-mail: email@example.com MARYLAND ECONOMIC DEVELOPMENT COMMISSION(formerly T00A0002, formerly 38.01.00.02)Juliane G. Woepke, Executive Director (443) 324-0861e-mail: firstname.lastname@example.org: -and-commissions/economic-development-commissionAppointed by Governor to 3-year terms:J. Edward Coleman, Co-Chair (chosen by Governor), 2025Margaret W. Wood, D.A., Co-Chair (chosen by Governor), 2025Susan B. Chambers; August J. (Augie) Chiasera; Melissa Noel; Leon F. Pinkett III; Saif Rehman, Ph.D.; Gary R. Ruddell; Eugene B. Silverman, Ph.D.; Robert L. Wallace; one vacancy. Terms expire 2023.Anne Marie Dickerson; Aris Melissaratos; Laura A. Neuman; Shawn R. Salta. Terms expire 2024.Kai K. Hirabayashi; Manish D. Kothari; Julia C. Lenzer; Jeanette Glose Partlow; Elizabeth Rendon-Sherman; one vacancy. Terms expire 2025.Appointed by Senate President: Kenneth R. Banks; Gwen McCall. Appointed by Senate President (nonvoting): Brian J. FeldmanAppointed by House Speaker: Arnold E. Jablon; Michael G. Miller.Appointed by House Speaker (nonvoting): Brian M. CrosbyEx officio (nonvoting): Kevin Anderson, Acting Secretary of Commerce; Tiffany P. Robinson, Esq., Secretary of Labor; J. Thomas Sadowski, Jr., Executive Director, Maryland Economic Development Corporation; Troy LeMaile-Stovall, Executive Director, Maryland Technology Development Corporation. DEPUTY SECRETARYSigne J. Pringle, Deputy Secretary (410) 767-6302e-mail: email@example.comDIVISION OF ADMINISTRATION & TECHNOLOGY(T00A0008, formerly T00B0001, formerly 38.02.00.01)FY2023 appropriation: $6,110,814; authorized positions: 28John T. Papavasiliou, Chief Operating Officer (410) 767-6309e-mail: firstname.lastname@example.orgBUDGET & FINANCELigia Aceves, Director (410) 767-5570e-mail: email@example.comCONTRACTS & PROCUREMENTBrenda Lee, Director (410) 767-2345e-mail: firstname.lastname@example.orgGENERAL SERVICESContact: John T. Papavasiliou, Chief Operating Officer (410) 767-6309e-mail: email@example.comVacancy, Director (410) 767-2202e-mail: HUMAN RESOURCESMichelle M. Martin, Director (410) 767-3385e-mail: firstname.lastname@example.orgINFORMATION & TECHNOLOGY MANAGEMENT(part of T00A0008, formerly T00B0001, formerly 38.02.00.01)Regina Y. Tillery, Director & Deputy Chief Information Officer (410) 767-3391e-mail: email@example.comENTERPRISE SERVICESRobert J. Brightful, Manager (410) 767-4837; e-mail: firstname.lastname@example.orgINFORMATION TECHNOLOGY PROJECTSJames I. Keenan III, Manager (410) 767-2308; e-mail: email@example.comRECORDS MANAGEMENTContact: John T. Papavasiliou, Chief Operating Officer (410) 767-6309e-mail: firstname.lastname@example.orgVacancy, Records Officer (410) 767-2202e-mail: DIVISION OF BUSINESS & INDUSTRY SECTOR DEVELOPMENT(T00F00, formerly 38.05.00.01 & T00I00)FY2023 appropriation: $208,340,226; authorized positions: 76Heather M. Gramm, Assistant Secretary (410) 598-0842e-mail: email@example.comADVISORY COMMISSION ON MARYLAND ALCOHOL MANUFACTURINGVacancy, Chair (chosen by Governor)Appointed by Governor to 4-year terms: Joseph A. Fiola, Ph.D., 2024; Scott K. Jendrek, 2024; Kimberly T. Johnson, 2024; Mark P. Burke, 2025; Robert T. Butz, 2025; Jaime M. Windon, 2025; Joan F. Cartier, Ph.D., 2026; Roy W. Crow, 2026; three vacancies.Appointed by Senate President: Craig J. ZuckerAppointed by House Speaker: one vacancyAppointed by Chair, Alcohol & Tobacco Commission: one vacancyEx officio: Kevin M. Atticks, Acting Secretary of Agriculture; Kevin Anderson, Acting Secretary of Commerce; Jimmy H. Rhee, Special Secretary of Small, Minority & Women Business AffairsOPERATIONS & SPECIAL PROJECTSRoger J. Venezia, Director (410) 767-6394e-mail: firstname.lastname@example.orgOFFICE OF BUSINESS DEVELOPMENT & BUSINESS SERVICES(T00F0004)FY2023 appropriation: $4,877,858; authorized positions: 18Jayson D. Knott, Senior Director (410) 767-6978e-mail: email@example.comOFFICE OF RECRUITMENT & BUSINESS LOCATION SERVICESKavita Verma, Director (410) 767-0994e-mail: firstname.lastname@example.orgOFFICE OF BUSINESS DEVELOPMENT - BUSINESS RETENTIONLori A. Ratzburg, Senior Director, Regional Growth & Retention (410) 350-4242e-mail: email@example.comOFFICE OF FINANCE PROGRAMS(T00F0008, formerly 38.06.00)FY2023 appropriation: $3,806,186; authorized positions: 25Andrew W. Fish, Senior Director (410) 767-6376e-mail: firstname.lastname@example.orgADMINISTRATIONDarla M. Garrett, Program Manager (410) 767-6963; e-mail: email@example.comINCENTIVE PROGRAMSTimothy P. Doyle, Program Manager (410) 767-2369; e-mail: firstname.lastname@example.orgSMALL BUSINESSCelester A. (Les) Hall, Jr., Program Manager (410) 767-6356; e-mail: email@example.comTAX PROGRAMSContact: Andrew W. Fish, Senior Director (410) 767-6376; e-mail: firstname.lastname@example.orgVacancy, Program Manager (410) 767-4041; e-mail: MARYLAND ECONOMIC ADJUSTMENT FUND(T00F0021, 38.06.00.21)FY2023 appropriation: $200,000Celester A. (Les) Hall, Jr., Director (410) 767-6356; e-mail: email@example.comMARYLAND ECONOMIC DEVELOPMENT ASSISTANCE AUTHORITY(T00F0023)FY2023 appropriation: $17,500,000Timothy P. Doyle, Acting Executive Director (410) 767-2369e-mail: firstname.lastname@example.org: -for-businesses/medaafAppointed by Governor to 5-year terms:Louna S. Primm, Co-Chair (chosen by Authority in Nov., 2-year term), 2025Brian F. Sweeney, Sr., 2023; Bohdan Denysyk, Ph.D., 2024; Ryan D. Showalter, Esq., 2024; Richard H. Ohnmacht, 2026; Anne M. Hooper, 2027; Bernard L. Jennings, 2027.Ex officio: vacancy, designee of Comptroller of Maryland; Andrew W. Fish, designee of Secretary of Commerce.MARYLAND INDUSTRIAL DEVELOPMENT FINANCING AUTHORITY(T00F0042, formerly T00F0014, formerly T00F0002, formerly 38.06.00.02)Timothy P. Doyle, Acting Executive Director (410) 767-2369e-mail: email@example.com: -for-lending-institutions/MIDFAAppointed by Governor to 5-year terms:Louna S. Primm, Chair (chosen by Authority in Nov., 2-year term), 2025Brian F. Sweeney, Sr., 2023; Bohdan Denysyk, Ph.D., 2024; Ryan D. Showalter, Esq., 2024; Richard H. Ohnmacht, 2026; Anne M. Hooper, 2027; Bernard L. Jennings, 2027.Ex officio: vacancy, designee of Comptroller of Maryland; Andrew W. Fish, designee of Secretary of Commerce.MARYLAND SMALL BUSINESS DEVELOPMENT FINANCING AUTHORITY(T00F0003 & T00F0009, formerly 38.06.00.03)FY2023 appropriation: $21,023,375Stanley W. Tucker, Executive Director (410) 333-4270e-mail: firstname.lastname@example.org: -for-businesses/msbdfaAppointed by Governor to 5-year terms:Celester A. (Les) Hall, Jr., Chair (chosen by Authority in Dec., 1-year term)Laura E. Pasternak, 2024; Gina R. Ramsey, 2024; Mara L. Sierocinski, 2025; Charles Patrick Martin, 2027; Kehinde Oreagba, 2027; Sharon R. Pinder, 2027; one vacancy. Ex officio: Clemis A. Kaikis, designee of Comptroller of Maryland; Celester A. (Les) Hall, Jr., designee of Secretary of Commerce.OFFICE OF INTERNATIONAL INVESTMENT & TRADE(T00F0010, formerly T00A0007, T00F0002)FY2023 appropriation: $3,650,332; authorized positions: 10Jessica L. Reynolds, Senior Director (410) 767-0688e-mail: email@example.comAFRICA, MIDDLE EAST, & SOUTH ASIABrian J. Castleberry, Regional Manager (410) 767-6362; e-mail: firstname.lastname@example.orgTHE AMERICASMichael Howley, Regional Manager (410) 767-2808; e-mail: email@example.comEAST ASIAHui-Min Tzeng, Regional Manager (410) 767-0688; e-mail: firstname.lastname@example.orgEUROPE, AUSTRALIA, & NEW ZEALANDAndrew R. Kreinik, Regional Manager (410) 767-8824; e-mail: email@example.comOFFICE OF LIFE SCIENCES(formerly T00F0002)Stefanie A. Trop, Ph.D, Senior Manager, Business Development (443) 610-7436 (mobile)e-mail: firstname.lastname@example.orgUlyana V. Desiderio, Ph.D., Director (410) 767-6379e-mail: email@example.com: MARYLAND LIFE SCIENCES ADVISORY BOARDStaff: Ulyana V. Desiderio (410) 767-6379; e-mail: firstname.lastname@example.org: -and-commissions/life-sciences-advisory-boardAppointed by Governor to 2-year terms:Jay A. Perman M.D., Chair (chosen by Governor), 2023Richard A. Bendis; Jesse B. Christopher; Rebecca A. H. Fisher, Ph.D.; Edward E. C. Margerrison, Ph.D.; Mark G. Mortenson; Sanjay K. Rai, Ph.D.; Deborah D. Ricker, Ph.D.; KaShauna G. Rohlehr; Martin P. Rosendale; Joseph F. Sanchez, Ph.D.; Brian J. Stamper; W. Robert Storey; Michael S. Weingarten; Ellington S. West; Christy Williams Wyskiel. Terms expire 2023.Representing Maryland Technology Development Corporation: Arti Santhanam, Ph.D.Ex officio: Kevin Anderson, Acting Secretary of Commerce.BUSINESS & INNOVATION DEVELOPMENTMatthew T. Cimino, Senior Manager (410) 215-9169 (mobile)e-mail: email@example.com OFFICE OF MILITARY & FEDERAL AFFAIRS(T00F0013, formerly T00A0009, T00F0013)FY2023 appropriation: $3,628,760; authorized positions: 5Lisa A. Swoboda, Senior Director (410) 767-6077e-mail: firstname.lastname@example.orgOFFICE OF STRATEGIC INDUSTRIES & ENTREPRENEURSHIP(T00F0005)FY2023 appropriation: $6,975,988; authorized positions: 12Staff: Patrick J. Wynn (443) 928-3569e-mail: email@example.comAGRIBUSINESS & ENERGYStaff: Patrick J. Wynn (443) 928-3569e-mail: firstname.lastname@example.orgVacancy, Manager (410) 767-6370OFFICE OF CYBERSECURITY & AEROSPACE(formerly T00F0006)Kimberly A. Mentzell, Director (443) 414-7508e-mail: email@example.comEDUCATION & INNOVATIONSarah D. Sheppard, Director (410) 767-6368e-mail: firstname.lastname@example.orgMARYLAND E-NNOVATION INITIATIVE FUND AUTHORITY(T00F0020)FY2021 appropriation: $8,500,000Staff: Sarah D. Sheppard (410) 767-6368; e-mail: email@example.com: -e-nnovation-initiative-fund-authorityRobert M. Hallenbeck, Chair (chosen by Authority)Appointed by Senate President & House Speaker: Robert M. Hallenbeck; Renee M. Winsky.Ex officio: Kevin Anderson, Acting Secretary of Commerce; Jay A. Perman, M.D., Chancellor, University System of Maryland; Troy A. LeMaile-Stovall, Chief Executive Director, Maryland Technology Development Corporation; vacancy, President, Maryland Technology Development Corporation; Elizabeth Good Mazhari, Interim Managing Director, Maryland Venture Fund.MANUFACTURINGTodd N. Sabin, Manager (410) 767-0697e-mail: firstname.lastname@example.orgMARYLAND MANUFACTURING ADVISORY BOARDStaff: Todd N. Sabin (410) 767-0697; e-mail: email@example.com: -and-commissions/manufacturing-commissionLynda L. Hefner, Chair (chosen by Secretary of Commerce), 2024Appointed by Secretary of Commerce with Governor's approval to 3-year terms: Susan J. Ganz; Mina J. Izadjoo, Ph.D.; Robert R. Patton; James W. Strong. Terms expire 2023.Susan B. Chambers; Samuel B. Griffith; Kelly A. Koermer, Esq.; Gregory T. Maxwell; Norman S. Phillips. Terms expire 2024.William S. Beckman; Luke Chow; E. Katarina Ennerfelt; April N. Richardson, Esq. Terms expire 2025.Appointed by Senate President: Katherine A. KlausmeierAppointed by House Speaker: one vacancyEx officio: Kevin Anderson, Acting Secretary of Commerce.DIVISION OF MARKETING, TOURISM, & THE ARTS(T00G00, formerly T00A0006, T00E0001)FY2023 appropriation: $61,078,344; authorized positions: 51Thomas B. Riford, Assistant Secretary (410) 767-6272e-mail: firstname.lastname@example.orgMARYLAND STATE ARTS COUNCIL(T00G0005, formerly 38.07.00.05)FY2023 appropriation: $28,848,520; authorized positions: 11Steven Skerritt-Davis, Executive Director (410) 767-6494e-mail: email@example.com: www.msac.org/Appointed by Governor in consultation with Secretary of Commerce to 3-year terms:Jacqueline Tibbs Copeland, Chair (chosen by Council in June, 1-year term), 2025Everlana Zoe Charlton; Molline C. Jackson; Julia Spangler Madden; John A. Rasmussen, Ph.D. Terms expire 2023.Lily D. Bengfort; David O. Fakunle, Ph.D.; John Schratwieser; Christopher P. Sloan. Terms expire 2024.Timothy L. App; Bonnie Fogel; Sumita Kim; Benny Russel. Terms expire 2025.Appointed by Senate President: Carole Alexander; one vacancy.Appointed by House Speaker: Shelley Morhaim, J.D.; one vacancy.OFFICE OF MARKETINGSherri K. Diehl, Director (410) 767-6835e-mail: firstname.lastname@example.orgDIGITAL CONTENTJulie A. Miller, Manager (410) 767-6324e-mail: email@example.comDIGITAL MARKETINGCarolyn F. Hammock, Director (410) 767-2375e-mail: firstname.lastname@example.orgOFFICE OF PUBLIC AFFAIRSKaren Glenn Hood, Director (410) 767-6318e-mail: email@example.com: -roomDaniel V. Leaderman, Senior Communications Manager (410) 767-6268e-mail: firstname.lastname@example.orgBUSINESS NEWSAmanda C. Winters, Communications Manager (410) 767-1747e-mail: email@example.comOFFICE OF TOURISM & FILM(formerly T00G00, 38.07.00)Appointed by Secretary of Commerce with Governor's approval:Elizabeth F. (Liz) Fitzsimmons, Managing Director, Tourism & Film(410) 767-6331e-mail: firstname.lastname@example.org MARYLAND FILM OFFICE[OFFICE OF FILM & DIGITAL MEDIA]John A. (Jack) Gerbes, Director (410) 767-6340e-mail: email@example.com: www.marylandfilm.org/OFFICE OF TOURISM DEVELOPMENT(T00G0002, formerly 38.07.00.02)FY2023 appropriation: $14,144,819; authorized positions: 24web:www.visitmaryland.org/ (Tourism & Promotion)MARYLAND TOURISM DEVELOPMENT BOARD(T00G0003)FY2023 appropriation: $13,037,000Staff: Julia A. Bouie (410) 767-6289; e-mail: firstname.lastname@example.org: -and-commissions/tourism-development-boardJudy Long Bixler, Chair (chosen by Board in Dec., 1-year term), 2023Appointed by Governor to 3-year terms: Ashley R. Chenault, 2023; Sandy J. Maruchi-Turner, 2024; Cassandra M. Vanhooser, 2024.Appointed by Governor with advice of Secretary of Commerce & Senate advice & consent to 3-year terms: Casey Jenkins, 2023; Cara Hergan Joyce, 2023; Juan Carlos Linares, 2023; Heather A. Braue, 2024; Rick J. Howarth, 2024; Albert A. Spence, 2024; Benjamin N. Seidel, 2025; Melanie D. Johnson, 2025; Christopher W. Riehl, 2025; one vacancy.Appointed by Senate President: Bill Ferguson; Katie Fry Hester; James N. Matthias, Jr.; Patrick H. Nutter; Shelonda Stokes.Appointed by House Speaker: Adolph W. Ebersberger; four vacancies.ADVERTISING & COMMUNICATIONSBrian M. Lawrence, Assistant Director (410) 767-6299; e-mail: email@example.comTOURISM DEVELOPMENTMarci W. Ross, Assistant Director (410) 767-6286; e-mail: firstname.lastname@example.orgMaryland Constitutional Offices & AgenciesMaryland DepartmentsMaryland Independent AgenciesMaryland Executive Commissions, Committees, Task Forces, & Advisory BoardsMaryland Universities & CollegesMaryland Counties Maryland Municipalities Maryland at a GlanceMaryland Manual On-LineSearch the Manuale-mail: email@example.com 2b1af7f3a8