The Internet, mobile technology, the ubiquity of information andthe availability of big data have dramatically increased the speedand impact of success and failure. Companies today know that theymust be competitive, but precisely where, and more importantly how,to compete is not always easy to identify—until now.Compete Smarter, Not Harder explains how to prioritizemarket opportunities so that a company's strengths in one area canbe leveraged across multiple markets. Using cutting-edge academicresearch and extensive industry practice, author William Putsisoutlines the strategic decisions needed to determine which spaceprovides the best margins, overall profitability, and growthpotential.
- Details a step-by-step process for strategic prioritization,from strategic market selection to the tactics of execution,providing competitive advantage across markets
- Written by Doctor William Putsis, a professor of marketing,economics, and business strategy at the University of NorthCarolina at Chapel Hill, who has consulted and led executivedevelopment efforts with leading companies throughout theworld
Prioritize with conviction. Make absolutely sure that all ofyour hard work goes toward the right space.
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About the Author
DR. WILLIAM PUTSIS is a Professor at the University of North Carolina at Chapel Hill Kenan-Flagler Business School specializing in the areas of Marketing, Economics, and Business Strategy. His scholarly work has been published in various journals, including the Journal of Marketing Research, Marketing Science, Journal of Business, Journal of Business Research, Managerial and Decision Economics, Marketing Letters, Applied Economics, Journal of Forecasting, and the Review of Industrial Organization. He is also President and CEO of Chestnut Hill Associates, a strategic consulting firm he founded in 1995. The process presented in the book has been developed over the past two decades of working with organizations of all sizes including many leading Fortune 500 companies.
Table of Contents
CHAPTER 1 The Importance of Fundamentals 15
CHAPTER 2 Finding the Right Market Opportunities 37
CHAPTER 3 Managing the Risk of Growth 51
CHAPTER 4 Choosing and Competing Effectively in the Right Space 65
CHAPTER 5 Targeting the Right Customers in the Right Space with the Right Offering 81
CHAPTER 6 Understanding Your Customers in the Right Space 115
CHAPTER 7 Vertical Incentive Alignment and Asset Specificity 137
CHAPTER 8 Setting Tactics in Today’s Environment 153
CHAPTER 9 What Is So Different about Today? Conclusions and Lessons for the Future 177