Who Is Valerie Kijewski

Who Is Valerie Kijewski?

An extraordinary teacher
who helps business leaders and business students to
understand and apply leading edge marketing and strategy concepts
to the solution of business and market problems.

Dr. Kijewski has over 25 years of experience in the fields of business and market strategy where she has assisted companies in the development and testing of new venture and new product concepts; helped management understanding and adjust strategy to accommodate structural changes in the market arising from technology or buyer behavior; developed value-pricing models; supported firm growth and profit initiatives through the development and installation of Balanced Scorecard strategic management systems, and has assisted companies organize their marketing operations. Dr. Kijewski is a former Vice President of the Strategic Planning Institute (The PIMS Program), and while there led a research and consulting practice in market share strategies and industrial marketing. Her research on the dynamic structure of share movement in competitive markets was hailed throughout the U.S. and Europe as groundbreaking, and resulting in the term “K ratio” being applied to the phenomena by business strategists. Among her clients were/are M&M/Mars, Kal Kan Pet Care, Keebler, duPont, Medtronic, Nestle, Hillenbrand Industries, General Electric, and National Technical Systems.

Dr. Kijewski was honored as the ‘Cahners Publishing Company Research Fellow’ by the prestigious Institute for the Study of Business Markets at Penn State University for her work in industrial marketing. Among her extensive publications in the field of marketing communications “Advertising and Promotion - How Much Should You Spend?” “Advertising in a Recession”, and How Advertising Drives Profitability” have been requested by over 50,000 marketing executives. Her research has appeared in such journals as the Journal of Business, Industrial Marketing Management, Journal of Pricing, Journal of Business-to-Business Marketing and the International Journal of Purchasing and Materials Management.

She is currently an associate professor in the College of Management at the University of Massachusetts Lowell where she teaches strategy formulation and implementation. She is co-director of the Intellectual Property Commercialization Lab – an organization whose mission is to cultivate a multidisciplinary community that develops state-of-the-art practices and tools to convert intellectual property into sustainable businesses.

Examples of the types of projects where Valerie helped companies and individuals learn include:

National Technical Systems (professional engineering services) where Valerie provided strategic analysis and assisted in the development and implementation of a Balanced Scorecard.

M&M/ Mars Inc. (candy) where Valerie helped design and implements the "foundation" market research project that defined new competitive sets and served as the foundation for the next generation of market strategy.

Keebler Company (cookies/crackers) where Valerie provided yearly strategy reviews as well as was instrumental in developing value pricing and promotion program for the product groups.

Kal Kan Pet Foods where Valerie evaluated the business plans for a variety of new products over an eight year period.

Mehta Corporation (software) where Valerie helped the senior management team develop a new vision of their competitive environment. This was done in the context of a MBA strategy class where the students and company officers jointly researched the market and defined future business investment options.

Owens-Corning Fiberglass (building supplies) where Valerie helped the company develop a framework for short and long-term pricing strategy given major changes that were occurring in the distribution channels.

Medtronic Corporation (pacemakers) where Valerie helped management change strategic direction by understanding the change in market conditions and their implications for changes in the corporate business model.

Tenant Company (industrial equipment) where Valerie helped the company utilize expert system models to review and set marketing priorities and budgets across a number of divisions.

Alcan Canada (aluminum foil) where Valerie helped senior management set a pricing strategy for a new product introduction.

DuPont/Conoco (consumer product) where Valerie developed a new product introduction and manufacturing/distribution plan for a product recently acquired via an acquisition.

Mobil Chemical (consumables) where Valerie evaluated plant and market productivity relative to competition.

National Oats (food) where Valerie revamped the market share strategy of National relative to Quaker such that National could increase profitability in spite of their relative size.

As President of Assessment Technologies, Inc. she successfully introduced ADVISOR - an expert system software product into the U.S. and European market.

Coordinated the professional education of over 400 senior executives and strategy consultants as the 1997-98 Vice President-Programs for the Boston Chapter of the Strategic Leadership Forum.

Is a recognized contributor to business knowledge with over 14 published articles and over 30 presentations to academic and professional audiences in the areas of market share strategy, pricing, and industrial marketing communications. Publications in industrial marketing have received over 50,000 requests for reprints.

Publications

	National Technical Systems (professional engineering services) where Valerie provided strategic analysis and assisted in the development and implementation of a Balanced Scorecard.
	M&M/ Mars Inc. (candy) where Valerie helped design and implements the "foundation" market research project that defined new competitive sets and served as the foundation for the next generation of market strategy.

	Keebler Company (cookies/crackers) where Valerie provided yearly strategy reviews as well as was instrumental in developing value pricing and promotion program for the product groups.
	Kal Kan Pet Foods where Valerie evaluated the business plans for a variety of new products over an eight year period.
	Mehta Corporation (software) where Valerie helped the senior management team develop a new vision of their competitive environment. This was done in the context of a MBA strategy class where the students and company officers jointly researched the market and defined future business investment options.
	Owens-Corning Fiberglass (building supplies) where Valerie helped the company develop a framework for short and long-term pricing strategy given major changes that were occurring in the distribution channels.
	Medtronic Corporation (pacemakers) where Valerie helped management change strategic direction by understanding the change in market conditions and their implications for changes in the corporate business model.
	Tenant Company (industrial equipment) where Valerie helped the company utilize expert system models to review and set marketing priorities and budgets across a number of divisions.
	Alcan Canada (aluminum foil) where Valerie helped senior management set a pricing strategy for a new product introduction.
	DuPont/Conoco (consumer product) where Valerie developed a new product introduction and manufacturing/distribution plan for a product recently acquired via an acquisition.
	Mobil Chemical (consumables) where Valerie evaluated plant and market productivity relative to competition.
	National Oats (food) where Valerie revamped the market share strategy of National relative to Quaker such that National could increase profitability in spite of their relative size.

	As President of Assessment Technologies, Inc. she successfully introduced ADVISOR - an expert system software product into the U.S. and European market.
	Coordinated the professional education of over 400 senior executives and strategy consultants as the 1997-98 Vice President-Programs for the Boston Chapter of the Strategic Leadership Forum.
	Is a recognized contributor to business knowledge with over 14 published articles and over 30 presentations to academic and professional audiences in the areas of market share strategy, pricing, and industrial marketing communications. Publications in industrial marketing have received over 50,000 requests for reprints.