Where Value HidesA New Way to Uncover Profitable Growth For Your Business
<i>Where Value Hides</i> 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.
<p>ACKNOWLEDGMENTS vii</p> <p>INTRODUCTION: WHERE VALUE HIDES AND WHY IT MATTERS 1</p> <p><b>I WHY PROFITABLE GROWTH IS SO HARD TO FIND</b></p> <p>1 WHERE YOU SHOULD COMPETE 11</p> <p>2 BIGGER MAY BEWORSE 35</p> <p>3 UNCOVERINGWHERE VALUE HIDES 55</p> <p><b>II HOW TO USE STRATEGIC MARKET POSITION TO CHART YOUR BUSINESS STRATEGY</b></p> <p>4 CAPTURING VALUE 79</p> <p>5 DOING THE DETECTIVEWORK 105</p> <p>6 APPLYING SMP TO SALES AND MARKETING 139</p> <p><b>III KEY APPLICATIONS OF STRATEGIC MARKET POSITION</b></p> <p>7 USING SMP TO FIND NEW MARKETS 165</p> <p>8 SMP STRATEGIES FOR LOW-GROWTH OR LOW-MARGIN BUSINESSES 191</p> <p>9 WHEN DO ACQUISITIONS MAKE SENSE? 217</p> <p>APPENDIX: GUIDE TO INFORMATION SOURCES</p> <p>FOR COMPETITIVE AND MARKET INTELLIGENCE 249</p> <p>NOTES 261</p> <p>INDEX 273</p>
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. (<i>Financial Times</i>, Tuesday, December 12, 2006<u>)</u> <p>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?</p> <p>Mr. Jackson offers a new approach, strategic market positioning, to answering these tough strategic questions.(<i>Journal of Business Strategy</i>, January issue)</p> <p>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. (<i>European CEO</i>, Wednesday, January 31, 2007)</p>
<p><b>STUART E. JACKSON</b> 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.
Why do some companies succeed while others fail? How come some seemingly far-fetched business ideas outperform ideas that look like sure things? Is there a trend or pattern that can determine the fate of a business? Stuart Jackson answers all of these questions in Where Value Hides, and reveals what makes some companies soar while others suffocate. <br /> <br /> <p>Where Value Hides introduces Jackson's "Strategic Market Positioning" (SMP) theory, which combines principles of customer preference, producer economics, and corporate finance to reveal an accurate picture of a company's health. SMP helps businesses define their markets, measure the real value of those markets, and correct the bad assumptions that lead to misguided growth strategies. Where Value Hides shows business leaders how to devise their company's SMP and explains how market share directly impacts corporate profitability.</p> <p>Once you understand the fundamentals of SMP, you can apply it to any business venture for profitable growth. Jackson explains the best way to collect data and insight to map out a company's SMP. Moreover, he shows how to use SMP to stimulate a business with stagnant growth or tap into hidden yet profitable markets.</p> <p>Using real-life examples, Jackson shows how SMP makes business success predictable and transparent. With SMP you'll be able to run a smart business with confidence, based on real and accurate calculations of your market position and its value. Whether you work for a small business, a mid-sized company, or a large corporation, Where Value Hides will give you a clear strategy for profitable growth and give you the tools you need to lead your company to success.</p>
<p>Why do some companies far outperform their peers? Why do some growth strategies produce dramatically better results than others? Are there patterns that can be gleaned from these successes? Stuart Jackson answers these critical questions in <i>Where Value Hides</i> and reveals what makes some companies succeed beyond expectations while others founder despite tremendous opportunity. <p><i>Where Value Hides</i> introduces Jackson's concept of "Strategic Market Position" (SMP), which combines principles of customer preference, producer economics, and corporate finance to construct an accurate picture of a company's opportunities. SMP helps business leaders redefine their markets, assess their actual and potential value, and question the assumptions that lead to potentially misguided growth strategies. <i>Where Value Hides</i> shows you how to uncover your company's SMP and explains how it directly impacts company profitability. <p>Once you understand the fundamentals of SMP, you can apply it to any business venture for profitable growth. Jackson explains how best to collect key data and develop insights to map out a company's SMP. Moreover, he shows how to use SMP to stimulate a business suffering from stagnant growth and tap into hidden yet profitable opportunities. <p>Using his real-life experiences at L.E.K., Jackson shows how SMP makes business success more predictable and transparent. With SMP, you'll have the insight to make larger contributions to your firm's success, whatever your role. Whether you work for a small business, a mid-sized company, or a large corporation, <i>Where Value Hides</i> will show how you can draw on SMP to create clarity around essential business issues, make critical decisions with confidence, and successfully manage for growth.
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