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Published: February 14, 2014

 
 

How Do You Compete?

Business Question: What are the must-haves in your markets—the equivalent of safety, route, and schedule in the British Airways example? What are the table stakes on which you need to compete, but that won’t win the customer’s business? And what are the salient differentiators, those that will ultimately win the business?

—William Putsis

Excerpted with permission from Wiley. Copyright © 2013 by William Putsis.

 
 
 
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The Reviewer

  1. Roger Martin is the Premier’s Research Chair in Productivity and Competitiveness and the academic director of the Martin Prosperity Institute at the Rotman School of Management, where he served as dean from 1998 to 2013. Martin has written numerous articles and eight books, including Playing to Win: How Strategy Really Works (with A.G. Lafley; Harvard Business Review Press, 2013) and Fixing the Game: Bubbles, Crashes, and What Capitalism Can Learn from the NFL (Harvard Business Review Press, 2011). He is ranked third on the 2013 Thinkers50 list of the most influential global business thinkers.

This Book

  1. Compete Smarter, Not Harder: A Process for Developing the Right Priorities through Strategic Thinking (Wiley, 2013), by William Putsis

    William Putsis is a professor of marketing, economics, and business strategy at the Kenan-Flagler Business School at the University of North Carolina, Chapel Hill, and a faculty fellow for executive programs at Yale School of Management. Putsis is the president and CEO of Chestnut Hill Associates, a strategy and executive development consulting firm. Compete Smarter, Not Harder is his first book.

 
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