The Discipline of Market Leaders by Michael Treacy
Choose Your Customers, Narrow Your Focus, Dominate Your Market

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Synopsis

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.
 

About Michael Treacy

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Michael Treacy is best known for the runaway international bestseller The Discipline of Market Leaders. A former MIT professor, Treacy is now a world-renowned consultant and speaker. He is also the cofounder of Gen3 Partners.On the web: http://www.michaeltreacy.com 
 
Published January 10, 1997 by Basic Books. 224 pages
Genres: Business & Economics, Literature & Fiction. Non-fiction

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Once a company chooses the area it wants to focus on, all systems in the company must serve that primary goal, although the authors stress that companies must remain at least adequate in the areas that they are downplaying.

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The third value discipline is customer intimacy, which involves the selection of one or a few high-value customer niches, followed by an obsessive effort at getting to know these customers in detail.

Aug 28 2010 | Read Full Review of The Discipline of Market Lead...

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