Tells you how to rethink your business for maximum profit - what to do, what difficulties you may encounter, and how to overcome them. This book gives you the roadmap and tools you need to be an effective manager in an era of business.

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 per cent 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.

Publisher:

Viking

ISBN:

9780670919567

Publication date:

November 2010

Length:

234mm

Width:

153mm

Thickness:

22mm

Weight:

397g

Pages:

304

Jonathan's rare combination of academic's insight and practitioner's experience has enabled him to create a series of important business innovations that have really worked.
- Roy Shapiro, Philip Caldwell Professor of Business Administration and former senior associate dean, Harvard Business School
This is a comprehensive guide to improving your company's profitability. Every manager in your company should read it.
- Vijay Govindarajan, Earl C. Daum 1924 Professor of International Business, Tuck School of Business, and coauthor of The Other Side of Innovation
Jonathan Byrnes delivers great news for managers: There is plenty of profit hidden in your company-if you know where to find it.
- Sean Silverthorne, editor of Harvard Business School Working Knowledge
Jonathan Byrnes has created a systematic process for analyzing profitability. His research offers practical advice that will help organizations unlock their profit potential witho