With this book, you will not only learn how to negotiate better contracts, but you will also learn how to manage relationships with freight forwarders and customhouse brokers in a manner that will help you get the most value from your service agreements.
The book establishes a very simple, yet comprehensive, roadmap that both the neophyte and the more experienced global supply chain executive can easily follow and master. By following the time-proven advice and roadmap detailed in these pages, you will learn that it is possible to engage in more deals and increase your returns, while reducing your overall risk exposure.
Exporter, Changing the Incoterms Choice: Do not operate in a vacuum! Develop and Utilize Technology Options! Develop competitor friendly options … Network!
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What Are Its Advantages? Best Practices Senior Management: Cook is a seasoned logistics, international trade and supply chain executive. Tom is the author of more than articles and 12 published books on global trade and related subjects. Tom's work is internationally recognized with a global reach spanning six continents. Tom is Managing Director of Blue Tiger International in New York, a prominent and exclusive management consulting firm specializing in customized supply chain and management solutions.
Tom is available for inquiries at thomasalancook gmail. We provide complimentary e-inspection copies of primary textbooks to instructors considering our books for course adoption. But Gates, Grove, and Jobs recognized their own strengths and weaknesses and had the ability to cut bait, as Jobs did, and change course when it mattered. Yoffie and Cusumano express this in their last lesson, "Shape the Organization around Your Personal Anchor," using the image of the "anchor" in a double-sense, both what grounds you and what can weigh you down.
We didn't want to idealize them or sugarcoat them. All three CEO-strategists, however, were self-aware enough to surround themselves with executives who helped compensate for their own weaknesses. Gates, for example, knew his strength was not in operations, so he brought in an outside COO to run the day-to-day operations. In the same vein, Jobs nearly destroyed Apple in the early s by trying to do too much himself.
When he returned in , Tim Cook was one of his first hires to run operations, which allowed Jobs to focus on overall strategy and design. That kind of self-aware recognition of weakness is not something you often see listed in the traits of a great strategic leader. Based on the example of these three men's success, it may be the most important lesson of all. In order to be published, comments must be on-topic and civil in tone, with no name calling or personal attacks.
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Interested in improving your business? As a strategist, you need to think about where you want your business to be two, three, five, seven years down the road and then figure out what are the priorities and boundaries of what you need to do as a company today to get there. You need to be able to anticipate customer needs — not just solving the customer problems of today, but what the customer is going to need tomorrow. Then match that to the capabilities you can deliver in terms of new products and new processes for the customer over the next several years.
You also need to anticipate what competitors will do and try to find ways to systematically build barriers to imitation and barriers to entry to reduce the likelihood that competitors will take away your advantage down the road. Finally, you have to be able to think about how whole industries may change. The core story is a discipline of thinking several steps ahead and then figuring out what that means for the company now.
This was a discipline that we saw across all three CEOs. In the s, both Gates and Jobs extrapolated that computing power was becoming ubiquitous and cheap, which would give birth to personal computers. Computers are just boxes without software. Software could be the source of value.
Mastering the Rules of Competitive Strategy: A Resource Guide for Managers 01 Edition | Sastobook
Hardware is going to become a commodity. And Microsoft was essentially the first software product company. Jobs saw the same thing and concluded: Computers are going to be everywhere. Grove reasoned that the computing industry would de-integrate into horizontal layers: Microsoft and some other companies would probably dominate software, but Intel would focus on the microprocessor. Eventually, he exited most other businesses, such as commodity memory products, and decided Intel was not going to build full computers and compete with its partners.
Intel was just going to focus on that one layer: All three executives made big bets, but they never really bet the company. They always hedged those big bets. In addition, Microsoft had a small applications business that was growing quite fast.
Mastering the Rules of Competitive Strategy: A Resource Guide for Managers
They also had the application business for the Macintosh. Breaking with IBM was a huge gamble, because Big Blue had really made Microsoft into a powerhouse, but Microsoft would not be killed by the divorce. These three executives set the intellectual foundations for understanding platform strategy and how it differs from product strategy. The IBM mainframe had become an industry platform, where other companies had built compatible hardware. There were actual clones of the IBM mainframe.
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There were many peripherals that were clones, and there was a lot of software that was written to work on IBM and IBM-compatible machines. Gates states very clearly — and we have the quote in the book — that he knew from day one, when Microsoft structured its deal with IBM to allow Microsoft to license DOS to other companies, that there would probably be a clone industry for personal computers, just like there had been for the IBM mainframe.
The things that you do every day, day-to-day with your customers, with your competitors, and with your partners become critical in your ability to execute your longer-term strategy. You have to be both clever and tough at the same time. In effect, he said: In that case, being underestimated helped Steve Jobs get his way.
That was, in retrospect, a huge mistake by the music industry. Gates, for example, regularly played hardball with customers and competitors alike. Insiders believed this move could have put Apple out of business.