9780201407198

The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market

by
  • ISBN13:

    9780201407198

  • ISBN10:

    0201407191

  • Edition: Revised
  • Format: Paperback
  • Copyright: 1/9/1997
  • Publisher: Perseus Books Group

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Summary

Why is it that Casio can sell a calculator more cheaply than Kellogg's can sell a box of corn flakes? Why can FedEx "absolutely, positively" deliver your package overnight but airlines have trouble keeping track of your bags? What does your company do better than anyone else? What unique value do you provide to your customers? How will you increase that value next year? As customers' demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that haven't gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.

Author Biography

Michael Treacy is a leading authority and lecturer on business strategy and corporate transformation. He is the founder of Treacy & Company LLC, a Boston-based management consulting and venture firm.Fred Wiersema is the founder of Ibex Partners, specializing in strategic and management team alignment. He is affiliated with CSC Index, the international consulting firm, where he was formerly senior vice president. Michael Treacy is a leading authority and lecturer on business strategy and corporate transformation. He is the founder of Treacy & Company LLC, a Boston-based management consulting and venture firm.Fred Wiersema is the founder of Ibex Partners, specializing in strategic and management team alignment. He is affiliated with CSC Index, the international consulting firm, where he was formerly senior vice president.

Table of Contents

Acknowledgmentsp. ix
Introductionp. xi
How to Fail in Business Without Even Tryingp. 1
The New Rules of Competitionp. 15
The Winner's Choicep. 29
The Discipline of Operational Excellencep. 47
One Company's Experience-At&t's Universal Cardp. 65
The Discipline of Product Leadersp. 85
One Company's Experienceintel Corporationp. 101
The Discipline of Customer Intimacyp. 123
One Company's Experience- Airborne Expressp. 143
Setting Your Value Discipline Agendap. 163
Creating the Cult of the Customerp. 177
Sustaining the Leadp. 189
Indexp. 205
Table of Contents provided by Publisher. All Rights Reserved.

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