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

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

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

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

Synopsis

New in paperback--the bold new strategy for reinventing competition, written by the authors of the popular Reengineering the Corporation. Treacy and Wiersma describe in detail how companies such as Wal-Mart, Southwest Airlines, Charles Schwab, and Intel are creating havoc for their competitors by raising and reshaping customers' value expectations.

Excerpt

Is your company willing to cannibalize its hottest product with a risky, untested new one? Offer a service at a loss hoping to establish a longterm relationship? Link up with an adversary to drive its costs even lower?

If not -- or if you believe the answer isn't of paramount importance -- get used to mediocre market performance and to playing competitive catchup continuously. Your company will never be a market leader. Not until it learns discipline.

This is a book about the discipline needed to become and remain number one. It's based on five years of research and practice conducted with CSC Index, the fastest-growing management consulting firm in the world. A business revolution was launched in 1993 with the publication of Reengineering the Corporation, byMichael Hammer andJames Champy. That book, a bestseller around the globe, advanced a set of ideas about how companies can redesign the way they do their work. This book, The Discipline of Market Leaders, will change the way business leaders think about what work their companies should do. Reengineering the Corporation was about how to run a race. The Discipline of Market Leaders is about choosing the race to run.

In today's economic environment, you've got to reinvent the rules of competition. Some familiar companies with long records of success -- Wal-Mart, Hewlett-Packard, Sony -- have already learned to play by the new rules. You'll read about those companies, as well as some newcomers -- such as Cott Corporation -- that are on their way to becoming market leaders.

These companies, both old and new, are redefining business competition in one market after another. By relentlessly driving themselves to deliver extraordinary levels of distinctive value to carefully selected customer groups, these market leaders have made it impossible for other companies to compete on the old terms. The Discipline of Market Leaders also looks at how some of the world's best-known companies -- Digital Equipment Corporation, Eastman Kodak, and International Business Machines . . .

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