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

  • 3h 26m
  • Fred Wiersema, Michael Treacy
  • Perseus Books, L.L.C.
  • 1995

Choose Your Discipline, Change Your Destiny

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 the Authors

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.

In this Book

  • How to Fail in Business Without Even Trying
  • The New Rules of Competition
  • The Winner's Choice
  • The Discipline of Operational Excellence
  • One Company's Experience—AT&T's Universal Card
  • The Discipline of Product Leaders
  • One Company's Experience—Intel Corporation
  • The Discipline of Customer Intimacy
  • One Company's Experience—Airborne Express
  • Setting Your Value Discipline Agenda
  • Creating the Cult of the Customer
  • Sustaining the Lead
  • Epilogue