We need to draw a distinction between the actual force of the VP and the potential force of the VP. This distinction enables the leader to determine what to invest in and what to abandon. It mandates resource allocation.
It is not enough for the leader to determine the existing force of the value proposition. The leader must determine if that force has the potential to increase, or if it has the potential to decrease. Understood in this way, the VP becomes an essential management tool.
VfAc – CfAc = Nf
