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Competitive Strategies for Growth

If you would like to use this book offline, you may download a copy of the full book as a PDF (5 MB, suitable for printing or most e-readers), or a .zip file containing these HTML files (for use in a web browser offline). Individual chapter PDFs are available below.

Table of Contents

• Preface (download PDF: 35 KB)

• Chapter 1: The Challenges of Growth (download PDF: 316 KB)

  • Three Fundamentals
  • Thinking Integratively About Customer Value, Competitive Position, and Capabilities
  • Chapter Summary and Looking Ahead

• Chapter 2: Introduction to 3-Circle Analysis (download PDF: 2 MB)

  • Introduction
  • The Outside View
  • The Inside View
  • Growth Strategies
  • Chapter Summary

• Chapter 3: Defining the Context (download PDF: 459 KB)

  • Chapter Introduction
  • Defining the Context: Overview
  • Chapter Summary: A Matter of Choice
  • Appendix: The Economics of Market Segmentation

• Chapter 4: The Meaning of Value (download PDF: 536 KB)

  • Customer Value Basics
  • Identifying and Analyzing Customer Value
  • Chapter Summary

• Chapter 5: Sorting Value (download PDF: 533 KB)

  • Introduction: The Value of “Sorting”
  • The 3-Circle Model: Seven Categories of Value
  • Overall Positioning Strategy
  • Chapter Summary: Not All Value Is Created Equal

• Chapter 6: Growth Strategy (download PDF: 754 KB)

  • Introduction
  • Value and Positioning
  • Growth Implications for Value Categories
  • Overall Positioning: First, Take a Hard, Honest Look at Your Area A
  • Exploring Five Growth Imperatives
  • Chapter Summary

• Chapter 7: Implementation: An Inside View of the Organization (download PDF: 793 KB)

  • Looking Inside the 3 Circles for the Building Blocks of Product Attributes and Service
  • Growth From Resources, Capabilities, and Assets Inside the Company
  • Chapter Summary

• Chapter 8: Dynamic Aspects of Markets (download PDF: 212 KB)

  • Johnson & Johnson Stent: The Perfect Market-Dynamics Storm
  • Market Dynamics in 3 Circles
  • Anticipating Market Dynamics
  • Chapter Summary

• Chapter 9: Summary: Growth Strategy in 10 Steps (download PDF: 694 KB)

  • Chapter Introduction
  • Step 1: Defining Context
  • Step 2: Customer Analysis
  • Step 3: Sorting Value
  • Step 4: Deep Diving
  • Step 5: Preliminary Growth Strategy Ideas
  • Steps 6, 7, and 8: Exploring Capabilities, Resources, and Assets to Align Behind Growth Strategy Ideas
  • Step 9: Dynamics
  • Step 10: Vetted Growth Strategy
  • Chapter Summary

• References (download PDF: 92 KB)