Fred Wiersema

The first sentence of chapter 1 gets attention: “Why is it that Casio can sell a calculator more cheaply than Kellogg’s can sell a box of cornflakes? Does corn cost that much more than silicon?” Page 3 then goes on to ask other provocative questions.

The thesis of the book is that: Market leaders succeed by concentrating in one of 3 areas.
- Operational excellence – lowest cost
- Product leadership – innovative products
- Customer focus – total solution

It includes comments from several people in each of several companies about their strategy. I skimmed over these interview snippets even though they indicated the depth of work the authors went to in order to learn about the featured companies.

As with so many business books, companies that are held up as an example subsequently falter: “Over and over, companies slump within a few years of a rave review. It’s happened to IBM, Westinghouse, American Express, and Kodak. The kiss of the media turns into a curse.” (Page 191)

The authors propose that in deciding what their focus should be, executives make “three rounds of disciplined assessment and deliberation.” (Chapter 10) Good advice if you are part of the Corporate-suite.… (mehr)

The runaway international bestseller with more than 600,000 copies sold, now expanded to make its message even more compelling for todays market leaders.. Why is it that Casio can sell a calculator more cheaply than Kelloggs 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 havent 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.… (mehr)

"What makes British Airways, Xerox and Levi Strauss such successful companies, with record profits and sky-high reputations?
One in three of today's market-leading companies is making the most of practices bestselling author Fred Wiersema calls “customer intimate�€?. Customer-intimate companies earn their customers' confidence and make use of it to find new ways to further productivity. Suppliers and customers learn to operate as if they were two different aspects of the same organization, jointly pursuing mutual success.
Using a large number of examples from some of the best-known and most successful customer-intimate businesses, Fred Wiersema describes how to:-
-- Initiate the shift to customer intimacy and address the possible pitfalls.
-- Learn to choose and engage customers and provide complete solutions to their needs.
-- Reshape your culture and create new systems and structures to support it.
-- Recognize the apparently appealing prospect that could mean trouble.
Customer Intimacy is essential reading for anyone considering the next step beyond quality thinking, lean management and business reengineering – and for anyone who wants their company to thrive in today's fiercely competitive environment."… (mehr)