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

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


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About the Book

Table of Contents:
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

About the Author :
STUART E. JACKSON is a Vice President with L.E.K. Consulting, a global management consulting firm, and is Head of their Chicago office. Recently, he helped open the firm's first office in Japan. His clients have included Baxter, General Mills, GE, Shell, OfficeMax, Universal, and many other Fortune 500 companies. Jackson is a graduate of Emmanuel College, Cambridge University, and INSEAD business school.

Review :
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)


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Product Details
  • ISBN-13: 9780470088821
  • Publisher: John Wiley & Sons Inc
  • Publisher Imprint: John Wiley & Sons Inc
  • Language: English
  • Sub Title: A New Way to Uncover Profitable Growth For Your Business
  • ISBN-10: 0470088826
  • Publisher Date: 29 Jan 2007
  • Binding: Digital (delivered electronically)
  • No of Pages: 288


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