1Introduction1
1.1Levelsofstrategy1
l.2Thestrategyprocess3
1.3Planofthebook5
2TheCustomerMatrix7
2.1Cuttingprice8
2.2AddingPerceivedUseValuell
2.3Whathappensnext?13
2.4OthermovesintheCustomerMatrix14
2.5ConsmictingtheCustomerMatrix17
2.6Summary21
3TheProducerMatrix23
3.lThenatureoftheProducerMatrix26
3.2Determiningthecorecompetences27
3.3Sustainablecompetitiveadvantage32
3.4Fillingresourceandskillgaps34
3.5ConstrUctingtheProducerMatrix35
3.6Summary38
4Thecompetitiveenvironment39
4.1Ruvairy4l
4.2Barrierstoentry42
4.3Thebargainingpowerofbuyers44
4.4Thebargainingpowerofsuppliers45
4.5Thethreatofsubstitutes45
4.6Theadvantagesofthefive-forceframework46
4.7Competitoranalysis48
4.8Strategicgroups49
4.9Thenatureofcompetitoranalysis50
4.l0Summary54
5Thefuture56
5.lChangesintheCustomerMatrix57
5.2ChangesintheProducerMatrix58
5.3PESTanalysis60
5.4Scenarios60
5.5Aproposedscenario-planningmethod63
5.6Summary70
6Strategicchoice72
6.lCombinationsofCustomerandProducerMatrices72
6.2Theriskcube78
6.3Strategyevaluation85
6.4Aworkedexample87
6.5Summary89
7Jointdevelopmentandacquisition90
7.lCooperativestrategy92
7.2Whydofirmscooperate?95
7.3Partnerselection99
7.4Allianceformation102
7.5Themanagementofacooperativeagreement106
7.6Allianceevolution109
7.7Acquisitions114
7.8Summary114
8lmplementationthroughintenaldevelopment115
8.1Implementation116
8.2Identifyingblockagestochange121
8.3Prioritizingandownershipl24
8.4Buildingversusdemolishing126
8.5Summary127
9Conclusion128
References132
Index133
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