Islands of Profit in a Sea of Red Ink

Islands of Profit in a Sea of Red Ink

Author: Jonathan L. S. Byrnes

Publisher: Penguin UK

Published: 2010-11-04

Total Pages: 396

ISBN-13: 014196572X

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Companies around the world turn to MIT's Jonathan Byrnes for one reason: he can figure out where the profit is. He shows them which customers and businesses are cash cows, and which efforts are just a drain on resources. Most astonishingly, in each case he finds that roughly 40% of his client's businesses are unprofitable. We are transitioning from an era of mass markets to the Age of Precision Markets. Before, companies sought to distribute their products as widely as possible using arm's-length customer relationships. Broad metrics like aggregate revenues and costs were adequate. But today companies form different relationships with different sets of customers. Successful businesses create competitive advantages and sustained profitability by developing innovative relationships and new types of value. This is a double-edged sword: if customers are matched with the right relationships, sales and profits soar...but if they are matched poorly, profitability plunges. Islands of Profit in a Sea of Red Ink tells you how to rethink your business for maximum profit - what to do, what difficulties you'll encounter, and how to overcome them. This book gives you the roadmap and tools you'll need to be a highly effective manager in a new era of business.


Islands of Profit in a Sea of Red Ink

Islands of Profit in a Sea of Red Ink

Author: Jonathan L. S. Byrnes

Publisher: Penguin

Published: 2010-10-14

Total Pages: 315

ISBN-13: 110144438X

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Top companies around the world turn to MIT's Jonathan Byrnes to figure out where the profit is. Using his systematic process for analyzing profitability, they can quickly determine which parts of the business are worth expanding and which are just a drain on resources. Then, using Byrnes's "profit levers," they can turn unprofitable business into good business and good business into great business. We now live in the Age of Precision Markets, yet most of the management processes taught in business schools were developed for the prior Age of Mass Markets. Today's savviest managers are exploiting this disconnect. They're rethinking strategy, customer relations, operations, and metrics, and overcoming internal resistance to constructive change. They also reject such harmful myths as: * Revenues are good, costs are bad * All customers should get the same great service * If everyone does his or her job well, the company will prosper Byrnes reveals an uncomfortable truth: It's possible, even easy, for everyone to meet or exceed their budget targets and for the company still to have an enormous portion of the business unprofitable by any measure. But profit levers can flip everything around. For instance, several leading companies have utilized profit levers to increase their sales by over 35 percent in their highest penetrated customers, while others have reduced their operating costs- and their customers' costs-by over 30 percent One company described in the book raised its net profits by over 50 percent in a three-year period. The book is a practical, step-by-step guide to achieving these results. Every business has enormous potential waiting to be unleashed; this book offers bold new strategies to help you find and grow those islands of profit.


Islands of Profit in a Sea of Red Ink

Islands of Profit in a Sea of Red Ink

Author: Jonathan L. S. Byrnes

Publisher: Penguin UK

Published: 2010-11-04

Total Pages: 396

ISBN-13: 067091956X

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Byrnes explains how to rethink business for maximum profit. He also destroys harmful myths and offers precise thinking and strategies to help every manager reach that potential.


Choose Your Customer: How to Compete Against the Digital Giants and Thrive

Choose Your Customer: How to Compete Against the Digital Giants and Thrive

Author: Jonathan L. S. Byrnes

Publisher: McGraw Hill Professional

Published: 2021-05-11

Total Pages: 289

ISBN-13: 1264257104

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Two top specialists in profitable growth and innovative customer-supplier relationships show companies of all sizes how to compete with the tech giants—by choosing and providing peerless value to the right customers for long-term success. Every year, managers at companies large and small are finding it harder to compete with the likes of Google and Amazon, who are muscling into their businesses, stealing their customers, and cornering every conceivable market and service. There is, however, a way for companies to survive—and win—in this era of digital behemoths. Choose Your Customer is a powerful, consumer-targeted guide that can help managers level the playing field against their biggest competitors. Written by Jonathan Byrnes, the legendary MIT-based expert on profits, pricing, and strategy, and John Wass, a key member of the team that made Staples a major national brand, Choose Your Customer shows managers how to: Identify the customers who are the most profitable—and focus on them. Provide services and experiences that can’t be replicated by the tech giants, no matter how much data they have, or how much automation they use. Support your chosen customers’ diverse and rapidly evolving needs to accelerate profitability and growth. These customer-driven strategies enable leaders to build a uniquely targeted business that the digital giants just can’t match. From unbeatable customer service to superior pricing and product selection, Choose Your Customer provides detailed and actionable advice on how to compete successfully with the big guys and how to increase profits as a result.


Red Ink

Red Ink

Author: David Wessel

Publisher: Crown Pub

Published: 2012

Total Pages: 210

ISBN-13: 0770436145

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Presents a narrative analysis of the federal budget that reveals how funds were actually spent in 2011, evaluating the roles of such contributors as Jacob Lew, Douglas Elmendorf, and Pete Peterson.


The Editor's Companion

The Editor's Companion

Author: Steve Dunham

Publisher: Penguin

Published: 2014-11-21

Total Pages: 241

ISBN-13: 1599639041

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Excel at editing! The editor's job encompasses much more than correcting commas and catching typos. Your chief mission is to help writers communicate effectively--which is no small feat. Whether you edit books, magazines, newspapers, or online publications, your ability to develop clear, concise, and focused writing is the key to your success. The Editor's Companion is an invaluable guide to honing your editing skills. You'll learn about editing for: • CONTENT: Analyze and develop writing that is appealing and appropriate for the intended audience. • FOCUS: Ensure strong beginnings and satisfying endings, and stick with one subject at a time. • PRECISE LANGUAGE: Choose the right words, the right voice, and the right tense for every piece. • GRAMMAR: Recognize common mistakes in punctuation, parts of speech, and sentence structure--and learn how to avoid them. You'll also find valuable editing resources and checklists, advice on editorial relationships and workflow, and real-life samples of editing with explanations of what was changed and why. The Editor's Companion provides the tools you need to pursue high quality in editing, writing, and publishing--every piece, every time.


The Technology Fallacy

The Technology Fallacy

Author: Gerald C. Kane

Publisher: MIT Press

Published: 2022-08-23

Total Pages: 281

ISBN-13: 026254511X

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Why an organization's response to digital disruption should focus on people and processes and not necessarily on technology. Digital technologies are disrupting organizations of every size and shape, leaving managers scrambling to find a technology fix that will help their organizations compete. This book offers managers and business leaders a guide for surviving digital disruptions—but it is not a book about technology. It is about the organizational changes required to harness the power of technology. The authors argue that digital disruption is primarily about people and that effective digital transformation involves changes to organizational dynamics and how work gets done. A focus only on selecting and implementing the right digital technologies is not likely to lead to success. The best way to respond to digital disruption is by changing the company culture to be more agile, risk tolerant, and experimental. The authors draw on four years of research, conducted in partnership with MIT Sloan Management Review and Deloitte, surveying more than 16,000 people and conducting interviews with managers at such companies as Walmart, Google, and Salesforce. They introduce the concept of digital maturity—the ability to take advantage of opportunities offered by the new technology—and address the specifics of digital transformation, including cultivating a digital environment, enabling intentional collaboration, and fostering an experimental mindset. Every organization needs to understand its “digital DNA” in order to stop “doing digital” and start “being digital.” Digital disruption won't end anytime soon; the average worker will probably experience numerous waves of disruption during the course of a career. The insights offered by The Technology Fallacy will hold true through them all. A book in the Management on the Cutting Edge series, published in cooperation with MIT Sloan Management Review.


How Boards Work

How Boards Work

Author: Dambisa Moyo

Publisher: Hachette UK

Published: 2021-05-04

Total Pages: 304

ISBN-13: 1541619412

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A New York Times bestselling author and veteran board member offers an insider's view of corporate boards, their struggles, and why they must adapt to survive. Corporate boards are under great pressure. Scandals and malpractice at companies like Theranos, WeWork, Uber, and Wells Fargo have raised justified questions among regulators, shareholders, and the public about the quality of corporate governance. In How Boards Work, prizewinning economist and veteran board director Dambisa Moyo offers an insider's view of corporate boards as they are buffeted by the turbulence of our times. Moyo argues that corporations need boards that are more transparent, more knowledgeable, more diverse, and more deeply involved in setting the strategic course of the companies they lead. How Boards Work offers a road map for how boards can steer companies through tomorrow's challenges and ensure they thrive to benefit their employees, shareholders, and society at large.


HBR Guide to Buying a Small Business

HBR Guide to Buying a Small Business

Author: Richard S. Ruback

Publisher: Harvard Business Review Press

Published: 2017-01-17

Total Pages: 218

ISBN-13: 1633692515

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Think big, buy small. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: You can buy a small business and run it as CEO. Purchasing a small company offers significant financial rewards—as well as personal and professional fulfillment. Leading a firm means you can be your own boss, put your executive skills to work, fashion a company environment that meets your own needs, and profit directly from your success. But finding the right business to buy and closing the deal isn't always easy. In the HBR Guide to Buying a Small Business, Harvard Business School professors Richard Ruback and Royce Yudkoff help you: Determine if this path is right for you Raise capital for your acquisition Find and evaluate the right prospects Avoid the pitfalls that could derail your search Understand why a "dull" business might be the best investment Negotiate a potential deal with the seller Avoid deals that fall through at the last minute