The Key to a Winning Market Strategy: Discipline

by Eddie Reeves on

The Discipline of Market Leaders by Brian Treacy and Fred Wiersema (Basic Books, 1997) had a major impact on me when I first read it way back in 2002, even though it was already about six years old then.  

Guess what? It still packs a punch.

According to the authors, to build a market-leading company, you must choose one of three dimensions of value to build that business upon.  While your performance cannot be substandard in any of the three areas, you must commit fundamentally to one, building your entire culture and operations around that core area in order to separate from the pack.  

Here are the three dimensions of value and the components of the operating model needed to excel in each:

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