Where Value Hides: A New Way to Uncover Profitable Growth for Your Business

ISBN-13: 9780470009208 / Angielski / Twarda / 2006 / 288 str.

Stuart E. Jackson

Opis

Where Value Hides introduces the Strategic Market Positioning theory, which accurately reveals a company's true health based on factors like market share. SMP helps your business define its markets, measure the real value of those markets, and correct bad assumptions. This book uses real-life examples to explain how to use SMP to directly and positively impact corporate health and profits.

Recenzje

What I like about Mr Jackson′s SMP analysis is that it promises to liberate managers from the inherited and still often unchallenged idea that "bigger is always better" as far as market share is concerned. This thinking goes back at least four decades – when ICI ruled the world and when Bruce Henderson′s Boston Consulting Group introduced its "experience curve" to a world of grateful clients. ( Financial Times, Tuesday, December 12, 2006 )

When a business does not perform as well as hoped, how do you decide whether it′s an operational problem or a more fundamental problem with how your company is positioned against competitors? When you are required to look for new sources of growth each year, how do know which opportunities truly build on your existing competitive strengths versus taking you into new business areas where your existing capabilities no longer apply?

Mr. Jackson offers a new approach, strategic market positioning, to answering these tough strategic questions.(Journal of Business Strategy, January issue)

Jackson shows how you can draw on SMP [Strategic Market Position] to create clarity around essential business decisions with confidence. . . His writing style is readable, yet weighty and gives valuable insights into improving strategy and creating frameworks for growth. If you want to understand what really drives corporate value you could do worse than read this. (European CEO, Wednesday, January 31, 2007)

Spis treści

ACKNOWLEDGMENTS vii

INTRODUCTION: WHERE VALUE HIDES AND WHY IT MATTERS 1

I WHY PROFITABLE GROWTH IS SO HARD TO FIND

1 WHERE YOU SHOULD COMPETE 11

2 BIGGER MAY BEWORSE 35

3 UNCOVERINGWHERE VALUE HIDES 55

II HOW TO USE STRATEGIC MARKET POSITION TO CHART YOUR BUSINESS STRATEGY

4 CAPTURING VALUE 79

5 DOING THE DETECTIVEWORK 105

6 APPLYING SMP TO SALES AND MARKETING 139

III KEY APPLICATIONS OF STRATEGIC MARKET POSITION

7 USING SMP TO FIND NEW MARKETS 165

8 SMP STRATEGIES FOR LOW–GROWTH OR LOW–MARGIN BUSINESSES 191

9 WHEN DO ACQUISITIONS MAKE SENSE? 217

APPENDIX: GUIDE TO INFORMATION SOURCES

FOR COMPETITIVE AND MARKET INTELLIGENCE 249

NOTES 261

INDEX 273

O autorze

STUART E. JACKSON is a senior partner withL.E.K. Consulting, a global management con–sulting company, and is the supervisor of their Chicago office. Recently, he opened the firm′s first office in Japan. His clients have included Baxter, General Mills, GE, Yoplait, Shell, OfficeMax, MCA, and many other Fortune 500 companies.

Blurb

Praise for WHERE VALUE HIDES

"The key idea here is that within any industry there are market segments where leadership drives significant profits and value. Jackson explains how to find these sweet spots. CEOs, strategic planners, and marketers will find the book invaluable."
John Schweig, Senior Vice President, Strategy & Development, W.W. Grainger

"Provides a powerful (and often counterintuitive) framework for acquisitions, new product launches, and major marketing initiatives."
Jim Lawrence, Vice Chairman, General Mills

"Anyone wanting to understand what really drives corporate value should read this book. Jackson has made it clear for all of us."
C. John Wilder, Chairman and Chief Executive Officer, TXU

"Building a strategic market position does not happen by chance. Where Value Hides clearly explains how to manage (and invest in) a business strategically. The tools and approach have been successfully applied at AMETEK, and I am applying them at Wabtec."
Al Neupaver, CEO, Wabtec

"CEOs will find here a creative new paradigm for growth that doesn′t sacrifice profits. Strategy and marketing VPs will find practical tools for putting the ideas to work."
Mike Mussallem, CEO, Edwards Lifesciences

"This is an invaluable and insightful book. It gave me a much–improved framework for growth strategy and I′m putting it to good use!"
Kevin Mayer, Executive Vice President, Corporate Strategy, Business Development and Technology Group, The Walt Disney Company

"Growing your business without diluting your brand positioning is a critical challenge for executives. Where Value Hides provides a rigorous approach for developing new profit streams across channels and countries."
Ben Gordon, CEO, Mothercare

"The illustrations around how companies have used, or failed to use, an understanding of Strategic Market Position to drive growth and profitability are excellent. They provide a great framework for thinking about strategic issues."
Simon Duffy, Executive Vice Chairman, ntl

"Where Value Hides is an excellent strategic framework for those executives and managers interested in why strategies succeed or fail. It is a highly readable book filled with very relevant and helpful mini–case studies."
Michele Hooper, Managing Partner, The Directors′ Council