PLANNING - Step 1 - Determining Center of Gravity

Potential CG’s describing the markets, connections and networks enabling the sale of products and services.

Center of Gravity (CG) CUSTOMERS
Critical Capabilities (CC) Profitably win and maintain customers.
Critical Requirements (CR) Functional salesforce. Competitive offering. Sustainable markets. Barriers to entry.
Critical Vulnerabilities (CV) Customer advocacy. Non-competitive. Competitor defections. Uncompetitive wages. Labor shortages. Wrong features. Poor quality. High price. Poor service. Poor reputation. Price attacks. Offshoring. Disruption - Asymmetrical attacks. Exposed flanks.

Center of Gravity (CG) VENDORS
Critical Capabilities (CC) Access to raw materials.
Critical Requirements (CR) Competitive terms. Reliable sources.
Critical Vulnerabilities (CV) Uncompetitive cost. Supply disruption.

Center of Gravity (CG) LENDERS
Critical Capabilities (CC) Access to capital.
Critical Requirements (CR) Competitive terms.
Critical Vulnerabilities (CV) Lack of affordable capital.

Center of Gravity (CG) INVESTORS
Critical Capabilities (CC) Access to capital.
Critical Requirements (CR) Access to markets. Access to analysts. Access to investors.
Critical Vulnerabilities (CV) Denial to markets. Negative analyst opinions. Short attacks. Negative investor opinions. Poor historical comps.

Center of Gravity (CG) PARTNERS
Critical Capabilities (CC) Access needed external competencies.
Critical Requirements (CR) Partners with requisite competencies.
Critical Vulnerabilities (CV) Denial of key competencies.

Center of Gravity (CG) EMPLOYEES
Critical Capabilities (CC) Access to skilled/unskilled employees.
Critical Requirements (CR) Robust labor force. Competitive wages.
Critical Vulnerabilities (CV) Scarce labor. Uncompetitive wages.