Where Value Hides: A New Way to Uncover Profitable Growth For Your Business

ACKNOWLEDGMENTS vii

INTRODUCTION: WHERE VALUE HIDES AND WHY IT MATTERS 1

I WHY PROFITABLE GROWTH IS SO HARD TO FIND

1 WHERE YOU SHOULD COMPETE 11

2 BIGGER MAY BEWORSE 35

3 UNCOVERINGWHERE VALUE HIDES 55

II HOW TO USE STRATEGIC MARKET POSITION TO CHART YOUR BUSINESS STRATEGY

4 CAPTURING VALUE 79

5 DOING THE DETECTIVEWORK 105

6 APPLYING SMP TO SALES AND MARKETING 139

III KEY APPLICATIONS OF STRATEGIC MARKET POSITION

7 USING SMP TO FIND NEW MARKETS 165

8 SMP STRATEGIES FOR LOW-GROWTH OR LOW-MARGIN BUSINESSES 191

9 WHEN DO ACQUISITIONS MAKE SENSE? 217

APPENDIX: GUIDE TO INFORMATION SOURCES

FOR COMPETITIVE AND MARKET INTELLIGENCE 249

NOTES 261

INDEX 273