This work presents a simple thesis: that sucessful companies - the market leaders - excel at delivering one type of value to their chosen customers. Market leaders choose a single "value discipline" and literally build their organization around it.
Originally published in 1987, this paperback, from the author of THE DISCIPLINE OF MARKET LEADERS demonstrates how companies can profit from establishing more co-operative customer-supplier relationships and describes how customer intimacy works, how to implement it and what pitfalls to look out for. Illustrated with examples from top companies.