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The Three Rules: How Exceptional Companies Think ハードカバー – 2013/5/30

英語版 Michael E. Raynor (著), Mumtaz Ahmed (著)
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Finally, an answer to the ultimate business question: How do some companies achieve exceptional performance over the long term?
 
In every sector, there’s an outlier. In the phar­maceutical industry, it’s Merck. In discount retail, it’s Family Dollar. It used to be Wrig­ley in candy and Maytag in appliances. Other superstars have been hidden in plain sight, like Heartland Express in trucking or Linear Technology in semiconductors. How do these exceptional companies deliver superior perfor­mance over the long run despite facing the same constraints as competitors? What are they doing differently? What can we learn from them?
 
Michael E. Raynor and Mumtaz Ahmed have analyzed data on more than 25,000 com­panies spanning forty-five years. Their five-year study began with a sophisticated statistical analysis to identify which companies have truly exceptional performance, 344 in all.
 
In collaboration with teams of researchers, Raynor and Ahmed then put a carefully chosen representative sample of twenty-seven com­panies under the microscope to uncover what made the stand-out performers different. They found that exceptional companies, when faced with difficult decisions, follow three rules:
  1. Better before cheaper. They rarely compete on price.
  2. Revenue before cost. They drive profits through price and volume, not thrift.
  3. There are no other rules. Everything else is up for grabs, and they are willing to change anything to remain true to the first two rules.
 
The rules provide an indispensable compass that any company can use to chart its own path to greatness. Is it better to keep price down or invest in creating value that commands a higher price? Should you focus on talent and develop­ing the abilities of your people or build processes to extend the capabilities of your organization? How about acquiring a sizable competitor to secure economies of scale—or a small start-up to gain access to new technology? According to Raynor and Ahmed, the right answers to these and just about every other question are the ones most closely aligned with the rules.
 
The Three Rules is built on a powerful combina­tion of large-scale data analysis and in-depth case studies. Its guidance will increase the chance that your organization can become truly exceptional.
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  1. 本の長さ
    384ページ
  2. 言語
    英語
  3. 出版社
    Portfolio
  4. 発売日
    2013/5/30
  5. 対象読者年齢
    18 歳以上
  6. 寸法
    15.88 x 3.18 x 24.13 cm
  7. ISBN-10
    1591846145
  8. ISBN-13
    978-1591846147
  9. すべての詳細を表示
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著者について

MICHAEL E. RAYNOR is a director at Deloitte Services LP, where he explores cor­porate strategy, innovation, and growth with clients in a variety of industries. He is the coauthor, with Clay­ton Christensen, of The Innovator’s Solu­tion, and the author of the bestselling and critically acclaimed The Strategy Paradox and The Innovator’s Manifesto.
 
MUMTAZ AHMED is a principal in Deloitte Consulting LLP and the chief strategy officer of Deloitte LLP, responsible for the U.S. firm’s strategy, corporate development, innovation, eminence, and brand.
 
www.thethreerules.com

登録情報

  • 出版社 ‏ : ‎ Portfolio; New版 (2013/5/30)
  • 発売日 ‏ : ‎ 2013/5/30
  • 言語 ‏ : ‎ 英語
  • ハードカバー ‏ : ‎ 384ページ
  • ISBN-10 ‏ : ‎ 1591846145
  • ISBN-13 ‏ : ‎ 978-1591846147
  • 対象読者年齢 ‏ : ‎ 18 歳以上
  • 寸法 ‏ : ‎ 15.88 x 3.18 x 24.13 cm
  • カスタマーレビュー:
    3.8 5つ星のうち3.8 55個の評価

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Alessandro
5つ星のうち4.0 A book worth reading, if you want to increase your chances at understanding successful businesses
2023年1月2日にイタリアでレビュー済み
Amazonで購入
This is possibly the only “business success stories” book based on a painstakingly detailed analysis of financial data spanning decades.
While it may be a bit tedious at times, it proves to be invaluable in the simplicity of the lessons it gives to pursue success in business; and in the coherence of the analysis carried out by the authors to validate their thesis.
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ninja
5つ星のうち5.0 common sense approach to business success
2019年3月16日にカナダでレビュー済み
Amazonで購入
this book is about long-term strategy, not short term. if you want to build a business that will last, grow, and be profitable over the long run, the principles this book teaches are the ones that should be considered above all other pontifications you have heard/read.
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Wally Bock
5つ星のうち5.0 A simple, research-backed strategic doctrine that will help you make wise strategic choices
2018年6月26日にアメリカ合衆国でレビュー済み
Amazonで購入
The Three Rules: How Exceptional Companies Think by Michael Raynor and Mumtaz Ahmed is different from the vast collection of books that purport to tell you “Here’s what great companies do.” It’s about how successful companies think.

The authors began their look at what makes really successful companies really successful in the same way that most people do. They looked at behaviors, what the companies that performed better than other companies did. They found that if you look at enough companies, you can find behaviors of all kinds resulting in success or in failure. Then they tried something else. Here’s their description.

“A useful explanatory framework began to emerge only after we shifted our emphasis away from what these companies did to a series of hypotheses about how they thought. This slowly began to bear fruit. By seeking the decision-making criteria implicit in the many and varied choices our exceptional companies made, we were able to reduce an overwhelming complexity to a much more manageable set of rules that applied regardless of the circumstances.”

The difference in performance was rooted in how companies identified key strategic choices and how to make them. The military calls this a “strategic doctrine.” Doctrine establishes the rules by which strategy will be conducted. This is a strategic doctrine for businesses.

Here’s the basics of the analysis. The authors used Compustat data covering the 45 years from 1966 to 2010. That’s extensive data on more than 25,000 companies. They went looking for exceptional performers who had performed at a high level for long enough that their success could not be attributed to chance.

They identified 174 companies that they called “Miracle Workers.” Miracle Workers were in the top 10 percent of companies. They identified 170 companies they called “Long Runners.” Long Runners were in the top 50 percent of companies, but for a longer period. “Average Joes” made up the rest of the companies.

They discovered that the super successful companies used three doctrinal rules.
• Better before cheaper.
• Revenue before cost.
• There are no other rules.

Better before cheaper refers to the decision to compete on value rather than on price. It’s a decision about positioning.

Revenue before cost is about profitability. There, Miracle Workers and Long Runners worked to build profitability by growing revenue rather than by cutting costs. Long Runners are more likely to rely on cost leadership as part of their strategy, though

All of this made sense to me when I looked at the companies that were in their groups and how long they’d been successful. It made sense when I looked at my own experience with companies and how they achieved profitability.

Here’s how the authors say that all of this comes together.

“The three rules constitute useful advice because they define which of many plausible alternatives is systematically associated with exceptional performance. Better before cheaper does not mean price competition is irrelevant; it means that when you have a choice to make, and when the data are unclear, go with better. Revenue before cost does not mean keeping cost under control does not matter; it means increasing revenue is more important. There are no other rules does not mean you can blindly follow the rules; it means you must apply all your creativity and insight to follow them in the face of all manner of other changes.”

Over the last decade or so, we’ve been getting more and more research that confirms the idea that more complex solutions are not always better. In fact, simple heuristics can often get better results, and certainly faster results. That’s what the “There are no other rules” rule is all about. You can find an excellent overview of heuristics in Simple Rules: How to Thrive in a Complex World by Donald Sull and Kathleen Eisenhardt.

The first two rules are not catchy slogans to lead you to more complex thinking. They are the rules. The authors suggest that if you use them when you make strategic choices, you will do better. That’s all there is.

In A Nutshell

The Three Rules: How Exceptional Companies Think gives you a research-backed strategic doctrine that will help you make wise strategic choices in a wide variety of situations. The book explains the research behind them well and gives you concrete suggestions about how to use them.
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value master
5つ星のうち1.0 leider nein
2016年11月10日にドイツでレビュー済み
Amazonで購入
das buch konnte nicht überzeugen und gibt lediglich banale ratschläge. ich kann das buch leider nicht empfehlen, da viel zu oberflächlich.
1人のお客様がこれが役に立ったと考えています
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Sandesh
5つ星のうち4.0 nothing worthwhile
2015年11月30日にインドでレビュー済み
Amazonで購入
read and forget it
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