Our Approach
Institutional growth and change come to fruition when they are achievable, smartly staged, and understandable across an organization. Each of our Principals has deep general management experience and understands the complex challenges associated with growing education-focused organizations.
Our approach to strategy is first and foremost practical. When executing, we keep several questions in the forefront of our minds:
- Are our findings and recommendations grounded in evidence?
- Are they actionable?
- Can growth goals be accomplished within a realistic timeframe?
- How should actions be staged?
RIGOROUS, INNOVATIVE METHODOLOGIES
Our approach to methodology development is strongly influenced by the lean startup movement (Reis, Blank), concepts around disruptive innovation (Christianson, Ulwick) and modern auction theory (Milgrom, Wilson).
To that, we have added our own techniques born out of years of experience working with clients as they launch new and grow existing businesses. Our trusted, long-term clients relationships are ideally suited to help us understand how growth levers play out over time.
Mapping a market’s underlying price/quality tiers
Enables Tuscany to visualize a market’s structure and yields critical insights around product, price, and competitive strategy.
Auction model to measure price elasticity & switching behavior
A groundbreaking approach to measuring how consumers perceive value relative to their consideration sets.
Mapping competitor price discounts curves paired with product evaluations by master users
Enables clients to optimize their pricing, improve their product roadmaps, and align branding and messaging with their competitive product position.
Linking TAM, SAM, SOM with strategic revenue and operational drivers
This is particularly important in both M&A and new market entry.
Demand discovery through quantitative Jobs-To-Be-Done
This builds on Tony Ulwick’s groundbreaking work to identify market opportunities by identifying and quantifying underserved, well-served, and over-served needs. Tuscany has expected quantitative jobs-to-be-done analysis at every level of the education market. Breakthrough strategies arise not only from a deep understanding of customer/purchaser pain points, needs, and perceived benefits but also from calculating which desired outcomes are most important and least satisfied.
This process reveals opportunity gaps – areas that are under or over-served. Both can be powerful drivers for product/service innovation. Importantly, because desired outcomes are stable over time (e.g. minimize the time it takes to travel safely from point A to point B) the methodology provides lasting insight into key target audiences.
