Where Value Hides A New Way to Uncover Profitable Growth For Your Business [Hardcover]

Where Value Hides introduces the Strategic Market Positioning theory, which accurately reveals a company’s true health based on factors like market share. SMP helps your business define its markets, measure the real value of those markets, and correct bad assumptions. This book uses real-life examples to explain how to use SMP to directly and positively impact corporate health and profits.

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

What I like about Mr Jackson's SMP analysis is that it promises to liberate managers from the inherited and still often unchallenged idea that bigger is always better as far as market share is concerned. This thinking goes back at least four decades - when ICI ruled the world and when Bruce Henderson's Boston Consulting Group introduced its experience curve to a world of grateful clients. (Financial Times, Tuesday, December 12, 2006)

When a business does not perform als+