The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market Paperback – 20 Dec 1996
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From the Back Cover
Why is it that Casio can sell a calculator more cheaply the Kellogg's can sell a box of cornflakes? Why can FedEx ‘absolutely, positively’ deliver your package overnight but airlines have trouble keeping track of your bags? How is it that some companies are reinventing competition in their markets – setting new standards of quality, innovation and customer service – while others are seemingly oblivious to the changing world around them?
'The Discipline of Market Leaders' presents a deceptively simple thesis: that successful companies 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 literally build their organisation around it.
Through detailed case studies of some of the world's best-knowncompanies, the authors examine the implications of each discipline from an operating standpoint, offering step-by-step guidance on choosing and implementing the right one, which will enable companies to stake their claim to market leadership.
A chapter featuring European companies, including Marks&Spencer, Whitbread and British Airways, has been specially written for this paperback edition.
‘Move over Michael Porter! You'll find it hard to put down this book, and even harder not to change your company after reading it’.
‘Another cracker from CSC Index… Highly recommended’.
About 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.
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Top Customer Reviews
The authors manage to take Michael Porter's two generic competitive strategies - Differentiation and Cost Leader - and elaborate on these to an extent never presented so elegantly before. In the process, they discover a third generic strategy - Customer Intimacy.
Thus, Treacy and Wiersema distinguish between focusing on the following value dimensions:
- Operational excellence (cost leadership / focus on supply chain management)
- Product leadership (innovation / focus on product lifecycle management)
- Customer Intimacy (service leadership /focus on customer relationship management)
These are the FOUR RULES that govern market leaders' actions:
Rule 1: Provide the best offering in the marketplace by excelling in a specific dimension of value
Rule 2: Maintain threshold standards on the other dimensions of value
Rule 3: Dominate your market by improving value year after year
Rule 4: Build a well-tuned operating model dedicated to delivering unmatched value
Expanding on the fourth rule - operating models - may the best long-term contribution of this book. The authors explain in detail and via case stories how the operating models differ for each of the three value propositions. In practice, I've learned that by explaining the operating models, many people can easier find themselves depicted than in the overall generic dimensions of cost, service or product leadership.
OPERATIONAL EXCELLENCE or Cost Leadership - Best total cost - operating model:
Key success factor: Formula!Read more ›
Most Recent Customer Reviews
Great book, even 20 years on the concepts are still very relevant. I dont believe a better book on this topic exists yet.Published 3 months ago by Karl B
Wonderful! I have it for one of my exams! A truly inspiring book! Definitely recommend it to everybody who wants to learn about the modern ways of doing business on a large scale... Read morePublished on 25 April 2013 by vamanolova
I am carrying out a strategic review of my small business and there is plenty of inspiration in the book for the way ahead.Published on 15 April 2013 by Neil Stevenson
a good reference book providing interesting ideas and should be read in conjunction with others on leadership.
it has added to my leadership understanding
The concepts that Treacy and Wiersema outline as regards the three value disciplines are a very useful way for companies to think about creating a competitive advantage. Read morePublished on 17 Oct. 2008 by Simon Hazeldine
This is a wonderful read. As a director of my own company this book has realigned my focus on my business and it's market strategy. Read morePublished on 22 April 2006 by Mr. S. Pritchard
Many organizations try to be all things to all people, and end up being mediocre or worse on everything. Read morePublished on 28 May 2004 by Donald Mitchell
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