The Discipline of Market Leaders
Choose Your Customers, Narrow Your Focus, Dominate Your Market
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- £8.99
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- £8.99
Publisher Description
The classic bestseller outlining tactics for any business striving to achieve market dominance
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? Drawing on in-depth studies and interviews with the top CEOs in the country, renowned business strategists Michael Treacy and Fred Wiersema reveal that successful companies do not attempt to be everything to everyone. Instead, they win customers by mastering one of three "value disciplines": the highest quality products, the lowest prices, or the best customer experiences. From FedEx to Walmart, the companies that relentlessly focused on a single discipline not only thrived but dominated their industries, while once powerful corporations that didn't get the message, from Kodak to IBM, faltered.
Presented in disarmingly simple and provocative terms, The Discipline of Market Leaders shows what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.
PUBLISHERS WEEKLY
Using data from CSC Index, a management consulting firm whose work spawned the bestseller Reengineering the Corporation, Treacy and Wiersema present their case on how corporations can become number one in their market. Their central thesis is that companies can't be all things to all people and therefore must concentrate on one of three areas--operational excellence (low prices), product leadership (the newest products) or customer intimacy (providing complete solutions to meet customers' business needs). Once a company chooses the area it wants to focus on, all systems in the company must serve that primary goal, although the authors stress that companies must remain at least adequate in the areas that they are downplaying. Treacy and Wiersema, both of whom are management consultants, provide short case studies on how three companies--AT&T Universal Card, Intel and Airborne Express--used this focusing technique to carve themselves a major share of business in their respective markets. Written with a minimum of management jargon, the work seems aimed primarily for executives at large companies, although small businesspeople could find relevant ideas here. $500,000 ad/promo; author tour.
