Free PDF The Discipline Of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, by Michael Treacy, Fred Wiersema
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The Discipline Of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, by Michael Treacy, Fred Wiersema
Free PDF The Discipline Of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, by Michael Treacy, Fred Wiersema
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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? 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? As customers’ demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that haven’t gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world.
- Sales Rank: #549869 in Books
- Published on: 1995-01-17
- Ingredients: Example Ingredients
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 6.50" w x 1.25" l,
- Binding: Hardcover
- 208 pages
- Management & Leadership
- Business & Money
- Total Quality Management
- Management
- Educational Book
From Library Journal
Consultants and business strategists Treacy and Wiersema provide the conceptual model for companies to attain and sustain market leadership. Their plan is simple: put unmatched value (best product, best total solution, or best total cost) in the marketplace while meeting threshold standards in other dimensions of value. Making the improvement of the chosen value to customers the focus of the entire company will result in corresponding shareholder value. The authors follow up their theory with practical guidelines for constructing an appropriate operational model, and offer many examples using well-known companies. A landmark work in market strategy that goes beyond TQM principles, this volume is essential for entrepreneurs and for public, academic, and corporate libraries.
Nancy Myers, Univ. of South Dakota Lib., Vermillion
Copyright 1995 Reed Business Information, Inc.
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. 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.
From AudioFile
The authors of this seven-year-old audio have moved on to create other books and audios, but this one is a classic that more people ought to hear. It's a broad-brush look at the basic types of businesses and the requirements for excellence in each type. Each of the three types delivers a dominant value proposition--best cost (efficiency), best product (engineering), or best total customer solution (customer connection). Each type of business has particular requirements, and they function best when the corporate culture, operational standards, and leadership styles are configured to fit those requirements. Essential, seminal listening for any executive. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine
Most helpful customer reviews
38 of 40 people found the following review helpful.
Common sense marketing perspective
By J. G. Heiser
Winning firms focus on one of three customer value disciplines: product leadership, customer intimacy, or operational excellence. Trying to be all things to everybody is tantamount to being nothing for anyone. If your firm can't get its act together, you'll find this an inspiring book that makes a compelling case that success is only possible by having the courage to focus on specific tasks & disciplines. This seems very elementary, but I've observed many firms that refused to choose what they wanted to be, ensuring that they became nothing. This book is helpful in positioning exercises.
I have two concerns about the book. 1, it doesn't need to be this long in order to get the central idea across. 2, I'm becoming increasingly convinced that this model is counterproductive in a Geoff Moore tornado period. If you're in a high-tech tornado, wait until Main Street before applying discipline.
Aside from these caveats, I still find the simple model presented in this book as being useful in analyzing market approaches. You have to understand the model in order to know when it isn't appropriate. Product Managers, sales, marketing and product development staff need to be aware of this book and its ideas.
1 of 1 people found the following review helpful.
They are really good at what they do best and keep a narrow ...
By Amazon Customer
What I learned in this book is that the most successful companies are not everything to everybody. They are really good at what they do best and keep a narrow and lean product offering.
0 of 0 people found the following review helpful.
Leadership in Execution
By O. Halabieh
As the title suggests this book is about what sets leading companies apart from the average ones. According to the authors, there are three dimensions along which companies can focus on: cost, innovation, or service. Leading companies are ones that focus all their efforts and resources to excel in one of these dimensions while being average on the others. Operational excellence (cost leadership) is achieved by making the operations of the company as efficient as can be. These are companies such as WalMart that constantly find ways to reduce their Opex and pass these savings to their customers. Their customers are always looking for the lowest price. Product leadership (innovation) is achieved by continually pushing to the market place new products. These are companies such as Intel which constantly release new products into the marketplace to displace their own products and remain ahead of everyone else. Finally, customer intimacy (service leadership) is achieved by companies that make customer service exceptional. These are companies such as Southwestern airlines which have an extreme focus on their customers and have understood to the nth degree their needs and desires.
The most important concept is that leading companies must never loose focus along the chosen dimension. If they do, companies can quickly loose their leadership position and eventually perish. The authors do provide numerous examples of companies that have gone on this journey.
A very insightful and highly recommended business/marketing book that brings execution back to its basics. If I had to add/change something in it, it would be to add more details to the journeys that some companies took from being market leaders to followers. The learnings on the business strategy side through such experience would be very valuable.
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