Chris Zook

Beyond the Core

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All companies must grow to survive--but only one in five growth strategies succeeds. In Profit from the Core, strategy expert Chris Zook revealed how to grow profitably by focusing on and achieving full potential in the core business. But what happens when your core business provides insufficient new growth or even hits the wall? In Beyond the Core, Zook outlines an expansion strategy based on putting together combinations of adjacency moves into areas away from, but related to, the core business, such as new product lines or new channels of distribution. These sequences of moves carry less risk than diversification, yet they can create enormous competitive advantage, because they stem directly from what the company already knows and does best. Based on extensive research on the growth patterns of thousands of companies worldwide, including CEO interviews with 25 top performers in adjacency growth, Beyond the Core 1) identifies the adjacency pattern that most dramatically increases the odds of success: “relentless repeatability;" 2) offers a systematic approach for choosing among a range of possible adjacency moves; and 3) shows how to time adjacency moves during a variety of typical business situations. Beyond the Core shows how to find and leverage the best avenues for growth--without damaging the heart of the firm.
This book is currently unavailable
268 printed pages
Original publication
2003
Publication year
2003
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Quotes

  • mail22801has quoted7 years ago
    We have followed four specific principles in moving into new areas: First, build around the greatest geographic strengths. Second, focus and build around a few relationship customers in those geographies first. Third, later add in very focused value-added services in these specialty areas. And fourth, pay for performance. Regional leadership creates more margin. Industry scale with subcontractors creates margin and the ability to spread fixed costs. The economics of density creates margin in each of these specialized areas of contracting
  • mail22801has quoted7 years ago
    Core Versus Adjacency: Determining the Degree of Integration
  • mail22801has quoted7 years ago
    By contrast, businesses with weak competitive positions are preoccupied with survival and typically are not surrounded by an abundance of high-quality opportunities
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