文档介绍：Opportunities for Action in Consumer Markets
Getting Inside petitor’s
Decision Cycle
Getting Inside petitor’s
Decision Cycle
Strategy is about beating petition.
It is not for the faint-hearted.
It is about choosing a goal and pursuing it relentlessly.
It is about discipline, insight, and intelligence.
It is about applying analytical skill—first to derive the right
answer and then to drill it into anization.
It is about getting inside petitor’s decision cycle.
It is all about choice.
panies don’t have the guts to take the
“naked mirror” test: What are my strengths and weak-
nesses? Where am I a winner? Why? What are the pat-
terns in my interactions petitors? How does
anization learn? Is pany absorbing the
lessons that will give it power, mobility, speed, and the
ability to anticipate petition’s next move?
Any number panies can sustain high perfor-
mance for two or three years. Not many can sustain it
for a decade. In analyzing the performance of hun-
dreds panies, we’ve found only a handful that
beat the averages year after year.
Champions outperform petitors again and
again. Poor performers tolerate mediocre results,
weak execution, and inconsistent investment. They
respond rather than initiate, and approach problems
by saying “I think” and “I wish” rather than “I know”
and “I can.” High performers deliver. They are extra-
ordinarily consistent