Winning the Race for Value: Strategies to Create Competitive Advantage in the Emerging

465 Pages·1996·2.19 MB·English

by  Barry Sheehy

Winning the Race for Value : Strategies to
title: Create Competitive Advantage in the
Emerging "Age of Abundance"
Sheehy, Barry.; Bracey, Hyler.; Frazier,
author:
Rick J.
publisher: AMACOM Books
isbn10 | asin: 0814403549
print isbn13: 9780814403549
ebook isbn13: 9780585029238
language: English
Strategic planning, Management,
subject
Competition.
publication date: 1996
lcc: HD30.28.S427 1996eb
658.4/012
ddc: 658.4/012
Strategic planning, Management,
subject:
Competition.
WINNING the RACE for VALUE
Strategies to Create Competitive Advantage in the
Emerging "Age of Abundance"
Barry Sheehy, Hyler Bracey, Rick Frazier
amacom
American Management Association
New York Atlanta Boston Chicago Kansas City San Francisco Washington,
D.C. Brussels Mexico City Tokyo Toronto
This book is available at a special discount when ordered in bulk
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Library of Congress Cataloging-in-Publication Data
Sheehy, Barry.
Winning the race for value: strategies to create competitive
advantage in the emerging "age of abundance" / Barry Sheehy, Hyler
Bracey, Rick Frazier.
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-0354-9
1. Strategic planning. 2. Management. 3. Competition.
I. Bracey, Hyler. II. Frazier, Rick. III. Title.
HD30.28.S427 1996
658.4'012dc20 96-22693
CIP
© 1996 The Atlanta Consulting Group, Inc.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced, stored in a retrieval system,
or transmitted in whole or in part, in any form or by any means,
electronic, mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM, a division of
American Management Association, 1601 Broadway, New York, NY
10019.
Printing number
10 9 87 6 5 4 3 2
To Bernard Vick and my other teachers over the years, who taught me to
think, and Father Alan Cox, a priest, who taught me to act, and to my loving
family, Christine, Kelly and James, who have borne the consequences without
complaint.
Barry Sheehy
To my friends and business associates, Jack Rosenblum, Aubrey Sanford, and
Roy Trueblood, who prepared me for this stage in my career; to the clients
and employees of The Atlanta Consulting Group, who have been my teachers;
and to my beautiful wife, Cass Flagg, for her loving support.
Hyler Bracey
To my parents, Helen and Richard, who told me to "go aheadtry it" and then
supported me whenever I failed; and to Carol, my wife, for doing the same.
Rick Frazier
Page vii
Contents
Acknowledgments ix
Part I A New Order Born of Chaos 1
1 Through the Looking Glass 3
An overview of how and why the economic ground is
shifting beneath our feet.
2 The New Economy: A Value-Driven Kaleidoscope 13
How the Knowledge Revolution is changing the very
nature of value.
Part II Value in Motion 35
3 What Causes Value to Shift? 37
How demographics, technology, new materials,
economic cycles, regulation, social attitudes, new
methods, and competition can trigger shifts in the
perception of value.
4 What's So Different About Today's Value Shifts? 50
Information and competition combine to vastly
accelerate the speed of today's value shifts.
Part III Coming to Grips With Shifting Value in 65
Business
5 Why Even Smart Companies Sometimes Act Dumb 67
Why leaders have trouble recognizing what's
happeningand even more trouble acting once they
have recognized it.
Page viii
6 Recognizing and Tracking the Movement of Value 86
in Your Industry
Hands-on steps to discover if your company or
industry is falling behind the changing value curve.
7 Using Old Tools to Get a Handle on New Value 104
How companies can use forcing mechanisms,
quality, continuous improvement, innovation, and
management of the customer base and brand equity
to stay abreast of changes in value.
8 Learning Drives the Quest for Value 125
The characteristics of a learning organization vs. a
"learning-disabled" organization and what steps can
be taken to avoid entropy.
9 Something Gained...Something Lost 138
Why it's important that in the pursuit of value, the
human and moral elements of businessespecially
trustnot be ignored.
Part IV Big Government's Value Crisis 155
10 Why the Public Sector Is Hemorrhaging Value 157
How and why consumers exposed to quality and
service are running out of patience with slow-
learning public agencies.
11 In Search of a New Value Formula for 174
Government
Premises, principles, and role models offering ways
for government to better serve in this radically
changing era.
Part V Transitioning to Tomorrow 193
12 Coming to Grips With the Age of Abundance 195
How an age of abundance, a byproduct of a
knowledge-driven economy, is in the offing and will
require entirely new institutional arrangements,
economic environments, and managerial techniques.
Sources: Notes & Bibliography 217
Notes 219
Bibliography 232
Index 241
About the Authors 245