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

by Treacy, Michael; Wiersema, Fred

• ISBN13: 9780201407198
• ISBN10: 0201407191
• Edition: Revised
• Format: Paperback
• Copyright: 1997-01-10
• Publisher: Basic Books

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

Acknowledgments	p. ix
Introduction	p. xi
How to Fail in Business Without Even Trying	p. 1
The New Rules of Competition	p. 15
The Winner's Choice	p. 29
The Discipline of Operational Excellence	p. 47
One Company's Experience-At&t's Universal Card	p. 65
The Discipline of Product Leaders	p. 85
One Company's Experienceintel Corporation	p. 101
The Discipline of Customer Intimacy	p. 123
One Company's Experience- Airborne Express	p. 143
Setting Your Value Discipline Agenda	p. 163
Creating the Cult of the Customer	p. 177
Sustaining the Lead	p. 189
Index	p. 205
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