Bellwether Company
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Creating Competitive Advantage
Why should I do business with you… and not your competitor? Whether you are a retailer, manufacturer, distributor, or service provider – if you cannot answer this question, you are surely losing customers, clients and market share. This eye-opening book reveals how identifying your competitive advantages and trumpeting them to the marketplace is the most surefire way to close deals, retain clients, and stay miles ahead of the competition. The five fatal flaws of most companies: ? They don’t have a competitive advantage but think they do ? They have a competitive advantage but don’t know what it is—so they lower prices instead ? They know what their competitive advantage is but neglect to tell clients about it ? They mistake “strengths” for competitive advantages ? They don’t concentrate on competitive advantages when making strategic and operational decisions The good news is that you can overcome these costly mistakes – by identifying your competitive advantages and creating new ones. Consultant, public speaker, and competitive advantage expert Jaynie Smith will show you how scores of small and large companies substantially increased their sales by focusing on their competitive advantages. When advising a CEO frustrated by his salespeople’s inability to close deals, Smith discovered that his company stayed on schedule 95 percent of the time – an achievement no one else in his industry could claim. By touting this and other competitive advantages to customers, closing rates increased by 30 percent—and so did company revenues. Jack Welch has said, “If you don’t have a competitive advantage, don’t compete.” This straight-to-the-point book is filled with insightful stories and specific steps on how to pinpoint your competitive advantages, develop new ones, and get the message out about them. “The biggest marketing flaw in most companies is their failure to fully reap the benefits of their competitive advantages. Either they think they have a competitive advantage but don’t. Or they have one and don’t realize it. Or they know they have a strong competitive advantage but fail to promote it adequately to their customers and prospects. “In my research with middle-market companies, I found only two CEOs out of 1,000 who could clearly name their companies’ competitive advantages. The other 99.8 percent could offer only vague, imprecise generalities. These same CEOs often rely on outside consultants to guide strategic-planning sessions. Yet, in my experience, very few consultants – even seasoned ones – give competitive advantage evaluation more than a superficial glance…. “Ignoring your competitive advantages can be an expensive and even fatal mistake. Because no matter the size of your company or the kind of business you are in, your competitive advantages should be the foundation of all your strategic and operational decisions. They’re the reasons customers choose to buy from you instead of the other guy.” – From Creating Competitive Advantage
Snake Attack
Sometimes danger creeps at your feet, especially in the case of snakes. Many are completely harmless, but others can deliver a lethal bite or suffocating squeeze. Once a slithering serpent has a hold on you, it's nearly impossible to escape. Hear a couple gripping stories of survival while you sink your fangs into this title.
Always a Winner
"In much the same way that Good to Great uncovered hitherto hidden secrets of highly successful companies, Navarro’s Always a Winner uses extensive research to reveal the overriding importance of learning how to forecast and strategically manage the business cycle for competitive advantage. In doing so, this book provocatively explores a critical aspect of successful management virtually untapped by the existing strategy literature." —Dan DiMicco, Chairman and Chief Executive Officer, Nucor Steel " Always a Winner is an important and timely guide to thriving in challenging economic times. Prof. Navarro deftly bridges the academic and business communities, showing corporate leaders how to read economic tea-leaves to anticipate business cycles. His "Master Cyclist" credo offers many practical tips and real-world case studies for steering companies through turbulent economic seas." —Mark Greene, Ph.D, Chief Executive Officer, FICO (Fair Isaac Corp.) "Navarro’s Always a Winner shows why forecasting the economy with a ruler can be lethal for corporate executives and money managers. He demonstrates how to skillfully anticipate the ups and downs of the economy and successfully navigate through them. The current economic crisis clearly demonstrates why this book is so important to have on your bookshelf." —Mark Zandi, Chief Economist and Cofounder of Moody’s Economy.com "Always a Winner is required reading for every entrepreneur, money manager, and independent investor hoping to outperform the market and retire one day." —Mark T. Brookshire, Founder of StockTrak.com and WallStreetSurvivor.com " Navarro’s wealth of real world examples will show you how to make both economic recessions and recoveries invaluable allies in executing competitive corporate strategies. A must read!" —Lakshman Achuthan, Managing Director, Economic Cycle Research Institute Why recessions are far more dangerous than any 10 competitors Most companies make a lot of money during economic expansions-and lose a lot of money during recessions. That is the way it has always been. That is the way it need not always be. This book will show you how to "always be a winner" over the course of the entire business cycle-not just when economic times are good. To do this job, this book will arm you with all the strategies and tactics and forecasting tools you will need to profitably manage your organization through the business cycle seasons-from the best of boom times to the worst of recessionary times. In this book, you will learn to Forecast movements and key recessionary turning points in the business cycle Implement a set of powerful "battle-tested" strategies over the course of the business cycle Rebuild your organization with a strategic business cycle orientation and thereby make it much more recession-resistant and resilient over the longer term The forecasting tools and management strategies revealed in this book have been developed over the last five years by the author-the world's leading expert on managing the business cycle for competitive advantage. By learning to strategically manage the business cycle, your organization will be able to create a powerful competitive and sustainable advantage over its rivals and thereby find the grail sought by every executive team in the world-superior financial performance. In this way, Always a Winner provides you with the in-depth insight and practical advice you need to help your company survive and thrive in the increasingly risky conditions of the 21st century.