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

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Overview

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? Why does Lands' End remember your last order and even your family's clothing sizes but after ten years of membership American Express still solicits you to join? How is it that some companies are reinventing competition in their markets while others are seemingly oblivious to the changing ...
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Overview

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? Why does Lands' End remember your last order and even your family's clothing sizes but after ten years of membership American Express still solicits you to join? How is it that some companies are reinventing competition in their markets while others are seemingly oblivious to the changing world around them? These are the questions that authors Michael Treacy and Fred Wiersema explore in their groundbreaking book, The Discipline of Market Leaders, from the same consulting firm that brought you business reengineering. The answers provide a revolutionary way of thinking about customers, competition, markets, and the fundamental structure of your organization. The authors' thesis is deceptively simple: that successful organizations - the market leaders - excel at delivering one type of value to their chosen customers. The key is focus. Market leaders choose a single "value discipline" - best total cost, best product, or best total solution - and then build their organization around it. They sustain their leadership position not by resting on their laurels, but by offering better value year after year. Choosing one discipline to master does not mean abandoning the other two, only that a company must stake its reputation - and focus its energy and assets - on a single one to achieve success over the long term. No company can reliably succeed today by trying to be all things to all customers. Through detailed case studies of some of the world's best-known companies, The Discipline of Market Leaders examines the implications of each discipline from an operating standpoint, offering step-by-step guidance on choosing and implementing the right one. Each discipline demands a distinct organizational model with its own structure, processes, information

Examines the implications of each discipline from an operating standpoint/offers step-by-step guidance/etc.

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Product Details

  • ISBN-13: 9780756750558
  • Publisher: DIANE Publishing Company
  • Publication date: 9/28/2001
  • Pages: 208

Meet the Author


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.
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Table of Contents

Introduction
Ch. 1 How to Fail in Business Without Even Trying 1
Ch. 2 The New Rules of Competition 15
Ch. 3 The Winner's Choice 27
Ch. 4 The Discipline of Operational Excellence 45
Ch. 5 One Company's Experience - AT&T's Universal Card 61
Ch. 6 The Discipline of Product Leaders 81
Ch. 7 One Company's Experience - Intel Corporation 97
Ch. 8 The Discipline of Customer Intimacy 119
Ch. 9 One Company's Experience - Airborne Express 139
Ch. 10 Setting Your Value Discipline Agenda 159
Ch. 11 Creating the Cult of the Customer 173
Ch. 12 Sustaining the Lead 185
Epilogue 199
Acknowledgments 201
Index 203
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