The Profit Zone: How Strategic Business Design Will Lead You to Tomorrow's Profits

“We spend most of our time talking about the customers’ businesses—how we can add value to them,”

The product is the catalyst of the profit-producing reaction—it

seeing the larger economic context around the product.

excellent proxies for the quantitative and qualitative judgments that investors make

predictive power

Across industries, the drivers of value are the same: return on sales, profit growth, asset intensity, and strategic control.

Transaction scale businesses reward those who control the largest transactions. Customer selection— investing in those customers with the largest deals—is key.

relative market share is not as important as the ability to tap into and control the flow of the largest deals. Two equal market shares—one composed of a hundred small deals, the other of five or six big ones—will not produce equivalent levels of profitability.

by minimizing hierarchical constraints and increasing genuine employee engagement, increased productivity spectacularly.